Staff Training Tactics for Accessory Upsells

How Dispensaries Can Boost Revenue and Customer Retention with Smarter Staff Training

Why Accessory Upsells Are Critical for Dispensaries

Dispensaries are facing tighter margins, growing competition, and increased pricing pressure. According to BDSA data, average retail prices have dropped 32% since their peak in Q3 2021, and inflation continues to raise costs on labor and operations. In this landscape, maximizing revenue per customer visit is more important than ever—and that’s where accessories come in.High-margin, high-turnover accessory products not only boost average ticket size but also drive better product experiences and repeat visits. The key to unlocking that potential? Staff who know what to recommend and when.

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Train for the Customers You Actually Serve

It’s not enough to push a product—you need to understand your customer base. Recent industry data shows:

• 62.8% of flower sales come from Millennials and Gen Z
• 70.8% of all vaporizer purchases come from this Millennials and Gen Z
• 27% of men prefer to consume flower
• Just 19% of women say flower is their preference

Train your staff to identify customer preferences and match them with the right accessory. If someone’s eyeing a 510 battery, they might want a sand quartz atomizer for more session customization—or a cleaning swab to keep it performing at its best. If they’re buying concentrates, upselling a better tool or easy-to-replace parts like coils and carb caps can increase satisfaction and reduce future frustration.

The goal isn’t just to sell more—it’s to help your team build confidence in offering smarter solutions.

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Upsells That Match the Customer Journey

Instead of listing products, train staff to think about the session the customer is preparing for. This reframes upsells around intent instead of inventory.

 “New Device” Purchasers

Customers buying a vaporizer often need the essentials that make it last. Training tip: always ask if they have cleaning supplies, backup coils, or multi-use atomizers.

“Trying Concentrates” for the First Time

When a customer is exploring dabs or oils, it’s a moment to educate—not just sell. Recommend gear that supports learning—like swabs, tools, and low-temp atomizers.

“Daily Use” Regulars

For customers who come in weekly, recommend accessories that extend performance and reduce hassle—like preventive solutions, faster cleaning products, or even a modern take on a classic. These are your staple users who know what they want and expect great performance.

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Smart Upsell Strategies Your Team Will Actually Use

Staff don’t have to be salespeople to increase basket size. Here’s how to build upselling into your workflow without sounding pushy:

• Prompt at the right time: After selecting a main item, suggest a helpful add-on.
• Teach benefit framing: “This helps extend the life of your device” sounds more helpful than “Do you want this too?”
• Use real examples: Encourage staff to share their personal experiences with accessories.

Want your team to stay sharp? Consider implementing short weekly product spotlights or lunch-and-learns to keep new employees up to speed.

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What to Ask From Brands (and Why It Matters)

Initial training is important—but it’s not enough on its own. If you want a product line to move, your staff needs tools they can reference, refresh, and rely on long after launch day. The best suppliers don’t just ship boxes; they invest in making sure your team can sell with confidence.

Here’s what to look for in a brand partner:

• Ongoing, Accessible Training – Virtual showrooms, live video calls, or on-site pop-ups to keep staff knowledge fresh.
• Dedicated Support Team – A reliable point of contact for product questions, troubleshooting, or restocks.
• Marketing & Co-Promotion Opportunities – Willingness to collaborate on social content or in-store campaigns.
• Flexibility for Special Requests – A partner open to hearing your needs and finding ways to meet them.
• Clear, Staff-Friendly Materials – Product information sheets designed for quick reading during a shift.

When brands provide this level of support, it reduces friction in customer conversations, builds staff confidence, and turns every interaction into a chance to create repeat buyers.

Randy’s is committed to delivering this kind of partnership—because when your team wins, the products win too.

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Final Thought: Small Accessories, Big Impact

In a tightening market, the difference between surviving and thriving hinges on how well your team supports and sells accessories. With EQ retail prices down 32% since 2021 (source: BDSA), every opportunity to boost order value and retention counts.

Successful upselling isn’t just about revenue. It’s about reinforcing trust, improving customer experience, and building loyalty. As Chip R. Bell says, “Loyal customers… insist that their friends do business with you.”  and those customers often return because staff recommended gear that genuinely elevated their experience.

Train your staff to support the full customer journey—from initial purchase to long-term enjoyment—and those small, intentional accessory upsells will drive the long-term wins your business needs.

Need easy-to-use training tools and high-performing accessory options?

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Summary

Dispensaries can increase average order value and repeat business by training staff to upsell high-margin accessories like atomizers and cleaning products. With the right tools and support, your team can boost satisfaction and profits—without feeling like salespeople.

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FAQ