Concentrate Retail Market Report
Statewide · Statewide · all cities · generated 6/9/2026, 3:00:00 PM
Executive summary
Montana's concentrate category spans 11,198 product listings from 291 brands, stocked in 376 of 399 tracked dispensaries (94% of the state) — distribution is broad and effectively table-stakes.
The category is fragmented (HHI 880): the three largest brands hold roughly 31% of observed shelf presence, with the balance split across a long tail of 288 brands.
Live resin & sauce is the largest sub-segment at 26% of concentrate listings, at a statewide median of $34.
The statewide median 1g concentrate carries $30 on shelf — $30 / gram on a normalized basis.
High Plains Extracts leads on shelf presence (198 stores, 84 SKUs) and sets the mainstream reference point a new entrant has to clear.
Live resin and badder are the volume core; solventless rosin is the premium growth lane while distillate competes hard on price.
Is Montana's concentrate category worth entering — and if so, where is the open lane?
376 of 399 dispensaries already carry concentrate, so the question is not whether the category exists but where shelf is winnable. With 291 brands competing and the top three holding ~31% of shelf, the field is fragmented; diamonds & sauce (4% of SKUs) is the least-crowded sub-segment.
Exhibits
Exhibit 1 — Where the SKUs concentrate
Share of concentrate products by sub-segment, statewide.
Exhibit 2 — Shelf leaders
Brands ranked by store count (shelf presence) across the state.
Exhibit 3 — Geographic demand
Dispensaries stocking the category by region.
Exhibit 4 — Price ladder
How shelf splits across value, mainstream, and premium tiers.
Recommended action plan
Lead with the open lane: Diamonds & sauce
Why it matters: At 4% of concentrate SKUs it is the least-crowded sub-segment, so a focused entrant faces the fewest incumbents.
Action: Build the launch line around diamonds & sauce to establish shelf, then expand into the crowded core once velocity is proven.
Price into the premium tier
Why it matters: The ladder splits 30% value / 24% premium; the thinner tier is where pricing power is least contested.
Action: Anchor the hero SKU in the premium band ($39–80) and let velocity confirm the tier before widening the line.
Benchmark the shelf leader: High Plains Extracts
Why it matters: High Plains Extracts sets the category reference at 198 stores and 84 SKUs (mainstream).
Action: Beat the leader on one axis — potency, format, or price-per-unit — rather than competing across all three at once.
Seed the launch in Billings / Yellowstone
Why it matters: Billings / Yellowstone holds 16% of the dispensaries carrying the category — the densest demand to win first.
Action: Take a beachhead cluster of stores and prove velocity there before chasing statewide distribution.
Re-pull this report at launch
Why it matters: Montana menus move weekly; a market entered on a quarter-old read is the wrong market.
Action: Order a fresh snapshot the month you commit, then again ~90 days post-launch to measure your own shelf gains against the field.
Analyst notes
Category concentration
Montana's concentrate shelf is fragmented (HHI 880). The top three brands hold ~31% of shelf presence; the rest is a long tail of 288 brands fighting for the remainder. That shape sets how hard it is to take — and hold — shelf.
- High Plains Extracts: 198 stores, 84 SKUs, 12% shelf — mainstream.
- Helena Hash Co.: 162 stores, 61 SKUs, 10% shelf — premium-solventless.
- Stillwater Selects: 148 stores, 52 SKUs, 9% shelf — premium.
- Glacier Gold: 121 stores, 44 SKUs, 7% shelf — mainstream.
- Sapphire Standard: 98 stores, 33 SKUs, 5% shelf — mainstream.
- Cabinet Mountains Cannabis: 84 stores, 27 SKUs, 4% shelf — value.
Potency & price economics
The headline format (1g concentrate) clears a $30 median, or $30 / gram normalized. Where a tier is thin, pricing power is least contested — that is the band an entrant can price into rather than fight for.
- Value (30% of SKUs): $12–22, $18 / gram. Distillate, shatter, and bulk badder.
- Mainstream (46% of SKUs): $23–38, $30 / gram. Live resin and badder — the category core.
- Premium (24% of SKUs): $39–80, $55 / gram. Solventless rosin, diamonds, and cold-cure.
Demand geography
Live resin and badder are the volume core; solventless rosin is the premium growth lane while distillate competes hard on price. Geographic concentration shows where to seed first and where shelf is already saturated.
- Billings / Yellowstone: 62 carriers (16%), median $30 — Largest dab market; full tier spread.
- Missoula: 51 carriers (14%), median $28 — Value live resin over-indexes.
- Bozeman / Gallatin: 48 carriers (13%), median $36 — Highest solventless share in the state.
- Flathead (Kalispell–Whitefish): 45 carriers (12%), median $32 — Strong rosin demand.
- Helena: 32 carriers (9%), median $30 — Mainstream-led.
- Great Falls: 28 carriers (7%), median $26 — Value-weighted; distillate-heavy.
Recent price movement
Observed shelf-price changes over the last 30 days indicate where the category is repricing — promotional pressure, clearance, or a durable reset.
- Live Resin Badder 1g @ Rimrock Remedies: cut 12% ($36 → $32) on 2026-06-08.
- Cold-Cure Rosin 1g @ Big Sky Botanicals: cut 13% ($60 → $52) on 2026-06-07.
- Distillate 1g @ Garden City Cannabis: cut 15% ($20 → $17) on 2026-06-06.
- Shatter 1g @ Copper Mountain Cannabis: cut 10% ($22 → $20) on 2026-06-05.
- Sugar Wax 1g @ Bitterroot Buds: raised 7% ($28 → $30) on 2026-06-04.
- THCa Diamonds 1g @ Glacier Greens: cut 11% ($45 → $40) on 2026-06-03.
Key metrics
Sub-segment economics
Brand landscape
Price & potency ladder
Geographic demand
Recent price movements
Methodology
- Market size, reach, and shelf share are computed across every tracked Montana dispensary menu in the current snapshot — not a sample.
- Shelf share is presence-based (product listings and carrying stores per brand), a proxy for visibility — not verified retail sell-through or wholesale volume.
- Concentration uses a Herfindahl–Hirschman Index over brand listing share; sub-segment and price-tier splits are share of distinct listings.
- Potency- and size-normalized prices use observed dose and pack size where present; items missing that data are excluded from the per-unit figure only.
- PDF output is generated from the stored report snapshot, so the report is reproducible and stamped with its data date.