Concentrate Retail Market Report
Compare format depth and price separation before choosing a concentrate portfolio or market position.
Decision answered
Where do solvent and solventless concentrates compete in Montana?
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.
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.
Solvent-to-solventless economics across rosin, resin, badder, shatter, and hash.
Exhibit 1 — Where the SKUs concentrate
Share of concentrate products by sub-segment, statewide.
Three actions from this sample
Lead with the open lane: Diamonds & sauce
Build the launch line around diamonds & sauce to establish shelf, then expand into the crowded core once velocity is proven.
Work the door list: the first 10 accounts
Split the list by region, book the first ten conversations, and use each row's incumbent read to frame the pitch.
Price into the premium tier
Anchor the hero SKU in the premium band ($39–80) and let velocity confirm the tier before widening the line.
The full report includes
- Format-level economics + 90-day category trajectory
- Shelf-leader dossiers with the axis to beat each one
- The first 25 target accounts, ranked by fit
- Solvent-to-solventless ladder, regional demand, and a CSV data appendix
The PDF also retains the supporting tables, methodology, and data notes omitted from this concise web preview.