HQ 0821 255 August LOW PROOF

Sean Hegeman and Sylvie Zazou page 58 HQ Trade Magazine

If the pandemic has taught us anything it’s that connections are August 2021 Issue #255
more important than ever — there was a time when face-to-face headquest.com • facebook.com/headquest
interaction were the norm, and while handshakes, fist bumps
and exchanging business cards, is all well and good, we can Published by Editor-in-Chief
reach out through the virtual landscape of the internet and talk with Headquest Inc. R. Cantu
anyone at any time, and unlike meeting in person or attending an
industry event, we don’t even have to be wearing pants while we Advertising Executives
do it (just make sure your webcam is tilted up rather than down). Contact any salesperson at 505-275-6049

Throughout the month of September, HQ would like to invite you to Monica Frésquez Pilar Gonzales
take part in our Digital Demo Days. Surf on over to our Facebook
page (@HQMag1998) for live videos with some of the leading Sales & Communications Director
brands in the cannabis and smoke shop industries — and some Sandy Caputo 505-275-6049
new ones too — all in one place. Think of it as a one-stop-shop to
learn about the newest products and put a face to a name with ven- Art Director
dors, wholesalers, distributors (and a surprise guest or two in the Bruce Banner
mix just for fun).
Contributing Writers
With the holiday season quickly approaching, HQ’s Digital Demo
Days will be the perfect opportunity for smoke shop owners and Austin L. Darin Dock Norm
staff to get the insights needed to make informed buying deci- Ray Bur t Hickor y Bour
sions. Viewers will be able to tap on the products displayed in the
streams to learn more, and if you see something that peaks your Billing Fax
interest, you can order directly online from the HQ Market Zone dur- 505-275-6049 505-275-6510
ing or after the events have wrapped.
Information
And for ALL of our special buyers out there…we have a surprise for communications@headquest.com
you! One lucky winner will receive an HQ bundle, curtesy of our
amazing wholesalers, manufacturers and distributors! Stay tuned Printed in Canada on recycled paper with vegetable-based inks
for details!
BEWARE!
HEADQUEST Inc. assumes no responsibility for contents herein. Opinions expressed in articles are strictly those of the writer.
Published monthly by HeadQuest Inc., 920 Laguayra Dr NE, Albuquerque NM 87108. HQ has no affiliates or outside sales team. Any business or person contacting
Subscriptions available for $39 yearly, payable in U.S. funds. you and acting as an HQ Representative or claiming affiliation with HQ
Send address changes (please include previous label) to address above or call
(505) 275-6049. Printed in Canada. Publications Mail Agreement #40069018 Return Publications is unlawfully misrepresenting himself or herself. Please contact
undeliverable Canadian addresses to: 737 Moray St.Winnipeg MB, Canada, R3J3S9 admin@headquest.com if you are approached by any such entity.

HQ TRADE MAGAZINE | 10 | AUGUST 2021











Advertisers

CONTENTS 420 Science / Artist Exclusive 1 National Retail Solutions POS Systems NEW 48

Behind the Scenes 420 Spray NEW 111 Naturally Hemp / Naturally Kratom NEW 81

zzz 32 AFG Distribution 13, 21, 35, 63 OPMS Kratom 18-19

Shop of the Month Activ8 NEW 60 Orange Chronic 49

z 40 Alternative Lifestyle Systems 12 Organabus 66

Glass Blowing Beautiful Burns NEW 43, 45, 47 Party Nuts 18-19, 70-71, IBC

z 58 Blackball Corp NEW 90-91, 96-97 Pax 110
FEATURES
Blown Glass Goods 2-3, 83 Phresh Picks Dist. 2-3, 55, 83
z 46
Smokin' News 54 Calikulture NEW 72 POP Vapor COVER GATE FOLD

Q4B 76 Colorado CBD Company 70-71 PT Bags 99
Listening Station 82
Creamright 8-9 Randys NEW 56

Deltaman NEW 28, 65 Rocket Seeds 33

Eldorado PinkLipstick 77 Sembuh Kratom NEW 27

Elephant Brands NEW 43, 45, 47 Sense Glass NEW 108-109

Eyce SOLO NEW 73 Serious Monkey Bizzness 17

Foamerica 101 Skeye Wholesale 14-15

Free River / LIT Culture 30-31 Smoke Tokes 6-7, 112

Glow Trays NEW 20 SOL Trading NEW 36, 38

Gourmet Innovations / Best Whip 4-5 SSE Smoke Shop Events 67, 84

Got Vape 24-25 Stoner Trivia NEW 10

Greenlane NEW 20, 23, 29, 53, 61, 73, 110 Sunshine Nationals 26-27

Grenco Pen 61 SWAGG NEW 104-105

HBI International / RAW 11 Tasty Puff 52, 87, 98

Higher Standard 53 Tobacco Outlet 42

High Voltage 59 Toro imports 57

JM Waterpipes NEW 86 TPE21 Tobacco Plus Expo NEW 100

Kratom Kaps NEW IBC Triangle Wholesale NEW 106-107

KRAVE Glass NEW 36, 38 Unik Distribution 68-69, 74-75, 88-89, 94-95

Lazy Boy CBD 22 UniShow 102

Lifestyle Marketing 50-51 Vape in the Box NEW 37, 39, 41

LIT Culture NEW 85 Vibes Organic Hemp Paper 29

Marley Naturals NEW 23 White Rhino 68-69, 74-75, 88-89, 94-95

Meha Gold Kratom Extract NEW 26 Zion Herbals / Botana Fresh 103

Miami Distro NEW 28, 65 Zone Wholesale 79

Mike Worldwide Inc. 92-93 Zydot 34

MIT 45 NEW 64

MitraspeX Kratom Isolate NEW 55

HQ TRADE MAGAZINE | 16 | AUGUST 2021 Tell them you saw it in HQ































Everyday we’re confronted with a barrage of choices. We make Headquartered in Southern California, XVape USA was founded a decade
choices about the clothes we wear, the food we eat, the friends ago by a pair of vape industry engineers. Understanding the market, they
we make, music we listen to, where we’re going on vacation, realized a need for a quality, reliable product at an affordable price.
and so on and so on. Living a rich and rewarding life means not
only having the ability to make choices, but also making choices that The first XVape USA products were intended for flower. As concentrates
lead to a satisfying personal experience. entered the mainstream, multi-use vaping devices became the brand’s
calling card.
When it comes to cannabis, modern consumption methods present
users with a myriad of choices. According to a survey by Arizona State “The typical cannabis consumer has spendable income of $100 to
University, nearly 80% of cannabis consumers say they prefer flower $200, and while they're often attracted to a product because of the
over concentrates. One reason is that flower is simple to smoke, hype, they’re also very intelligent, do their homework and want prod-
whether in a pipe or a rolled joint. Still, there’s no denying that concen- ucts, like multi-use vapes, that give them options rather than limiting
trates are becoming more widely used, in fact sales shot up more than usability,” Nash says.
40% last year, and one explanation is that while dabbing traditionally
requires a complicated rig, to consume, new technology has made the For retailers, Nash points out that multi-use vaping devices are a smart
products easier to use. choice because they require minimal shelf space and less investment
from a buyer's budget. Also, one device makes it easier on staff when
As a leading manufacturer and distributor of personal vaping devices, it comes to learning about the product and communicating its advan-
XVape USA understands the power of choice, and factors that value into tages to customers.
their designs from concept to market availability.
Vape pens utilize either conduction or convection heating to safeguard
“We try to accommodate the masses. Our mission is to offer a variety product (flower or concentrate) from being overheated or burned, guaran-
of user-friendly vape products that meet the needs and tastes of teeing the highest quality taste, experience, and medicinal properties. As
cannabis consumers of all experience levels from first timers to sea- Nash points out temperature control is even more important with concen-
soned connoisseurs,” says Keith Nash, XVape USA Chief Business trates, ensuring consistent draw and flavor profile from beginning to end.
Development Officer.
continued on page 34

HQ TRADE MAGAZINE | 32 | AUGUST 2021



BTS: XVape USA
continued

“When you look at the aspects of dabbing, it requires heat, typically from a torch
flame, that activates the molecules in the cannabis and generates the THC lev-
els. A vaporisor utilizes consistent heat, which creates consistency in taste and
potency without the risk of burnt tase, waste and spoilage,” Nash says.

“When you're dabbing with a torch, you have to preheat the glass surface, drop
in the dab, and then wait for the glass to cool so that you don't burn yourself
with the hot dab,” Nash adds. “A vaporisor allows the user to enjoy dabbing at
a much cooler temperature for the mouth.”

The majority of XVape USA devices are preset at what they've learned through
extensive testing and user feedback to be the most effective and popular tem-
peratures. More advanced devices, such as the Aria and Starry 3.0, feature
variable settings that allow the user to dial in the perfect temperature for their
personal taste.

“We're constantly evolving, even our existing devices, but whatever we do, we
always keep the consumer in mind,” Nash says. “We're designing unique
devices and products that incorporate different types of materials, technologies,
and functions, to be part of revolutionizing the cannabis and vape spaces.”

The Vista Mini 2, a portable electronic dab rig, for instance, utilizes replaceable
quartz coil heads, wireless charging via smartphone PowerShare, and haptic
feedback that gives a vibration to indicate the desired temperature has been
reached. There’s even a Discovery Carb Cap that puts the vapor on full view.

XVape USA also builds devices to a high standard with stainless steel and
anodized aluminum shells. It’s a difference you can feel instantly when you pick
up a device like the Aria, which even though being marketed as a budget-friend-
ly vape, steps up the quality with stylish front and back vegan leather panels.

“We design for the classes, but with prices for the masses,” Nash asserts,
explaining that with their own manufacturing facilities, XVape USA can offer con-
sumers affordability, and retailers a price point that promises keystone margins.

Every device that carries the XVape USA brand is manufactured under strenu-
ous ISO13485 quality control conditions. This certification is the internationally
recognized standard for medical device quality management systems to ensure
practices meet regulatory requirements throughout the lifecycle of products
and components. According to Nash, less than 1% of every product sold to the
global market comes back for exchange.

“We take customer service very seriously,” Nash says. “Furthermore, we back-
up our retail partners with the support and training needed to educate end-
users consumers, whether they be medical patients or recreational users.”

Among the visual assets that XVape provides are easy-to understand product
demos highlighting key features, functions, and price. They also conduct group
training sessions and offer staff the chance to test out products for them-
selves so they can more authentically convey those experiences.

“Picking the right brand to support can save you time and increase your prof-
its,” Nash says. “Our training materials are simple from a learning perspective
so even the newest staff members can guide customers into the vape option
that best suits their needs and lifestyle.”

"We are a passionate company, and passion creates commitment, which cre-
ates enthusiasm, which creates devotion, which creates consistency,” Nash
continues. “XVape is at ground zero every day — retailers can reach out to us
directly and we will do whatever we can to make sure they are satisfied — in
other words, we're running to you, not from you. We are a brand that is devoted
to having retailers and consumers be part of our family forever.” v

HQ TRADE MAGAZINE | 34 | AUGUST 2021











I always look for a “hook” or “takeaway” when I do a story or a At the age of 32, and considering he started The Vape Guys in
profile in the smoke shop biz, and with Yan Gleyzer, owner of 2014, he’s on an upward trajectory.
The Vape Guys in Colonial Heights, VA, I got several. Here’s a
few which we covered in just 30 minutes: Even INC magazine, which profiles and publishes lists of the
fastest growing companies in the country agree, and rank him
“Don’t sell what you have; sell what people want to buy,” some- #1252 in 2020 nationwide, with a 359 percent growth, and
thing I have been teaching for years. #135 in the Washington, DC, metro area. Gleyzer hit the list for
the first time in 2019 when they were showing 800 percent plus
“It’s not about pushing product: it’s about helping your cus- growth over prior years.
tomers,” ie, pay it forward…

“Diversification is critical!” These numbers are self-submitted but require audited tax
returns.
“Money is meant to be enjoyed! Don’t work yourself to death.
Travel and see the world while you are young.” All good advice. continued on page 42

HQ TRADE MAGAZINE | 40 | AUGUST 2021



SOM: The Vape Guys, VA
continued

Not bad for an entrepreneur who was born in Belarus, a small country
which was part of the former Soviet Union. He came to the US at age
19, and now, just 14 years later, he continues to grow his many busi-
ness ventures.
He started with cell phones and accessories, and in 2014, after mak-
ing fun of his employees who started vaping, he took to vaping him-
self to kick his two pack a day smoking habit. They encouraged him
to start a vape shop, which they did with a small mall kiosk, and out-
grew it three times in a short period of time. Since he had Chinese
connections through his prior business, adding vape products was an
easy next step.
Vape Guys is now three shops strong, with number four pending, and
includes VGI distribution, and Chesterfield Hemp Co, for hemp flower,
CBD, and Delta eight. Their VGI distro supplies worldwide and is
housed in a 12,500 sq. ft. warehouse and collectively Yan employs
22 people.
He no longer manufactures e-liquid, which was his first large venture,
and has focused on smoke shop accessories in his expansion model.

continued on page 44

HQ TRADE MAGAZINE | 42 | AUGUST 2021



“I watch the trends,” he says, “and
smoke and cannabis products are
the future. It is critical to diversify
and sell what the market wants. We
wanted to grow our primarily vape
shops, so added small, cheap
items, like rolling papers, grinders,
and such, and we just expanded
from there.”

He keeps his feet planted in both
the vape and alternative spaces as
a board member of Cannabis
Business of Virginia Association
and VP of Virginia Smoke Free
Association.

Along with enjoying the fruits of his
labor, Gleyzer also goes that extra
step and helps his customers,
which can include him flying to their
location on his dime and helping
them at no charge.

He recently did that with a Texas
shop, and helped the owner reorga-
nize the store, train his employees,
and helped him grow his business
so that he expanded into more loca-
tions. His “hands on approach,”
includes teaching his customers
what SELLS, and is committed to
not offloading products to any of
them.

Gleyzer has learned from his mis-
takes over the past dozen years and
insists that presentation is every-
thing. It is critical to be organized
and always take care of your
employees.

You can be sure The Vape Guys will
be on the INC lists for years to come
and are worth watching.

-END-

HQ TRADE MAGAZINE | 44 | AUGUST 2021



HQ FEATURE

Hitting New Highs
(Financially…)

Every smoke and head shop I have growth took even them by surprise, but Sammy says, “You have to understand
spoken with over the last year is they embraced it, and have lofty plans the products and the customer. We
booming, with each month of expansion and franchising as the don’t do ‘gimmicks,’ but just offer
exceeding the last one and setting market grows. great selection and prices. Simple is
new highs. And that is what we are better sometimes, and the industry
talking about here: setting new highs. Pennsylvania is cannabis illegal, but can get too fancy and lose focus. We
their primo selections of Delta 8, Delta sample everything we sell so we know
What does it take to reach those lev- 10, and rare cannabinoids fill that it works properly. Our pipes won’t
els, and more importantly, to sustain void. Their product mix offers many of break when heated since we try them
them? the benefits of cannabis without need- out.”
As the world is recovering from the ing a medical card or needless expens-
COVID pandemic, which shut down es. By 2017 they were up to six locations
many businesses, how much of these while they were still students. After
increases are caused by being “at the I asked Hunter what percentage of graduations they put full time efforts
right place at the right time,” and how their customers look for therapy ver- to expansion and expand they did, and
much was from internal efforts? sus the highs, and he stated, “about now try to open a shop a month.
50/50,” but added, “we consider our-
Since Q1 2020, many people have selves a public dispensary not a CBD Glass remains good to them, and they
been looking for an “escape,” and that store and try to locate near nursing started making their own in 2016, and
took many forms, including tobacco, homes and offer discounts.” They self- manufacture for some of the largest
alcohol, CBD, and certainly, cannabis. regulate their shipping and are trans- names out there.
The Fed’s stimulus money didn’t hurt, parent with law enforcement and
nor the growing number of legalized postal regulators. Back then they were grossing about
rec and medicinal marijuana states. $500K per location but are now a
When you combine them all you may How much of their growth is timing and $40M business. Their income growth
have the perfect storm. how much is self-generated? has been spectacular, but the brothers
Since they expanded quickly into labs have been grounded in reality.
Good things come in threes as we and distribution, as well as their brick-
explore two different shops each run and-mortar shop, intention and execu- Sammy continued: “There were fun
by three guys. 3Buds in Pennsylvania, tion played a big part. times and lots of hard times, too.
run by three friends, ie “buds,” and Inventory and hiring lessons had to be
Cloud9 in Georgia, run by three broth- “We want to make 3Buds a household learned which weren’t always easy. We
ers. name,” shared Smetana, “and give learned to keep our head down and
the customer consistent quality.” our noses clean.”
3Buds in PA was started by old friends
Colby Kluk, Hunter Smetana, and Further south on Interstate 95 we find Good advice for any industry.
Theodore (Teddy) Lasher. The name is the brothers Amor; Sammy, Ben and Georgia is not cannabis legal, but they
a play on words since it speaks to Karim, SBK (their initials) are planning for that day, with expan-
their friendship as well as the products International, and the owners of sion within the state for now, and out-
they sell, which is mostly CBD bud and Cloud9 in Georgia. These bros are still side later.
related products. They each had their young, they started Cloud9 in 2012,
reasons for seeking out CBD and and have shot through the roof with an “The key to our success is our employ-
cannabis; Kluk to help him sleep, and impressive 27 stores. ees, and I am not any different from
Lasher from sports related pain he them. We send them to get schooled
incurred playing football. Cannabis Back then they were all full-time stu- and make sure they have all the tools
helped him off some of the script nar- dents but still owned a hookah lounge to grow,” Sammy stated, and his love
cotics and he is much happier with and opened a smoke shop to sell and respect for his brothers was obvi-
CBD. more product. High-end glass and ous in how he spoke about them.
tobacco products were their founda-
They started online but opened their tion, and they still cater to that mar- Partners are tough, but when you find
first retail shop in 2020 and are now ket. the RIGHT partners, you can soar. v
at seven stores and climbing. Their

HQ TRADE MAGAZINE | 46 | AUGUST 2021