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Looking For A CBD Merchant Account? Here Are The 6 Best CBD-Friendly Payment Processors To Work With

CBD merchant accounts inevitably come with higher prices and more restrictive policies than low-risk accounts but good options include PaymentCloud, PayKings, and more.

Expert Analyst & Reviewer

Advertiser Disclosure: Our unbiased reviews and content are supported in part by affiliate partnerships, and we adhere to strict guidelines to preserve editorial integrity.

Products derived from CBD oils have been available for several years now, but the legalization of hemp by the 2018 Farm Bill really kicked the market for CBD products into overdrive. Unfortunately, the payment processing industry hasn’t been very welcoming of this new class of products, leading to significant challenges for CBD merchants in finding a merchant account that will allow them to process credit and debit card sales.

Cannabidiol (or CBD) is a substance (or phytocannabinoid, to be more precise) that’s derived from hemp (Cannabis sativa) plants. Now, you’re probably already aware that marijuana also derives from Cannabis plants. The major difference between CBD products and marijuana is that the former contain little or no THC (tetrahydrocannabinol) or any of the other psychoactive ingredients that marijuana contains. In other words, CBD products won’t get you “high.” Despite this rather obvious distinction, CBD-based products had been illegal under federal law until just a few years ago. While that’s no longer the case, CBD laws today vary widely from one state to the next.

Almost all states currently allow you to purchase or distribute hemp-derived CBD products that contain less than 0.3% THC, but each state imposes specific legal requirements for doing so.

Although medical marijuana and, by extension, CBD products are now legal in the majority of US states, most banks and credit card processors have been extremely reluctant to approve CBD businesses for merchant accounts, and many such companies have had their accounts suddenly closed without notice. In this article, we’ll update you on the current (as of September 2021) legal status of CBD products and recommend several merchant account providers that accept businesses selling them.

Learn More About Our Top Picks

Best choice for merchants selling topical CBD products and seeking personalized customer support. Best choice for merchants who want to use Clover terminals. Most affordable choice for low-volume CBD merchants and startups. Best choice for merchants looking for transparent pricing and a domestic merchant account. Best for merchants looking for interchange-plus pricing.

Other Featured Options:

    : Best choice for high-volume CBD merchants.

Read more below to learn why we chose these options.

Table of Contents

What Is A CBD Merchant Account?

A CBD merchant account is a merchant account that has been specifically approved for use in selling some or all types of CBD products. CBD businesses are considered very high-risk, so most of the popular merchant account providers (and even many high-risk specialists) will not accept merchants selling these products.

Why Do You Need A High-Risk Merchant Account For CBD Sales?

As you might expect, the processing industry has placed CBD products firmly in the high-risk category, making it much more difficult and expensive to get a merchant account. Businesses can find themselves labeled as high-risk for any number of reasons, but for CBD products, the main reasons are (1) unsubstantiated claims regarding the efficacy of the products, (2) high chargeback rates, and (3) legal issues affecting distribution of the product.

Like many products in the nutraceutical category, the purported beneficial effects of CBD oils have not been approved or validated by the Food & Drug Administration (FDA). With little or no peer-reviewed research currently available to evaluate the benefits of CBD use, the flood gates have been opened for businesses to tout CBD as a potential cure for… well, just about anything. Initially offered as a way to help you relax and alleviate stress, CBD is now claimed (by some people, at least) to cure depression, anxiety, and even autism.

Chargebacks are a known risk for just about any type of business, but the chance of experiencing one is much higher with CBD products. Unfortunately, the unproven claims of CBD’s beneficial health effects that we’ve discussed above make it much more likely that consumers will file a chargeback if they feel that the CBD-based product they purchased didn’t help them or make them feel better at all.

The banks that underwrite merchant accounts also don’t like to deal with businesses that sell a product that is on shaky or unclear legal ground. Currently, CBD laws vary widely from state to state, creating a number of legal conundrums for merchants who sell them.

The 6 Best CBD Merchant Services Providers

A CBD merchant account is simply a merchant account that allows you to accept credit card payments but has been approved by your provider for selling CBD-derived products. Due to the inherently higher risk associated with CBD products, CBD merchant accounts inevitably come with higher prices and more restrictive policies than low-risk accounts.

Here’s a brief overview of six of the best merchant account providers in the industry that accept CBD merchants:

1. PaymentCloud

PaymentCloud

Pros

  • No application or account setup fees
  • “Free” credit card terminal with each retail account
  • Dedicated account manager for customer support

Cons

  • No pricing disclosures on website

California-based PaymentCloud has been providing high-risk merchant accounts since 2010 and now accepts CBD businesses as well. The company has a very high success rate at getting merchants approved for an account, and – unlike most high-risk providers – doesn’t charge an application or account setup fee.

Like most high-risk specialists, the company utilizes a quote-based pricing system and doesn’t disclose any standardized processing rates or account fees. Retail merchants are eligible for a “free” EMV-compliant terminal with each account. In this case, “free” means you’re free to use it for as long as you maintain your account, not that you can keep it even if you later close your account or switch providers.

PaymentCloud also offers Authorize.Net as its payment gateway, although its system is compatible with other third-party gateways as well. Additionally, it provides a free virtual terminal with each account. Note that PaymentCloud is currently only approving accounts for CBD merchants that sell products that are applied externally, such as oils and lotions. Ingestible CBD products, such as gummies, dog treats, etc., are currently prohibited.

2. National Processing

National Processing

Pros

  • Full line of Clover terminals and POS systems
  • Excellent online reputation
  • Low-cost echeck/ACH payment processing

Cons

  • “Free” equipment may require a long-term contract
  • Early termination fee charged for “free” equipment

National Processing is mainly known for its excellent low-risk payment processing services, which feature competitive rates and transparent terms. So you may be surprised to hear that National Processing also offers high-risk merchant accounts to CBD vendors.

High-risk merchants will have access to most of the same features National Processing offers to lower-risk merchants, including terminals, mobile payment processing, eCommerce support, and chargeback prevention tools. Be prepared to pay higher transaction fees than those listed on the company’s website, however. High-risk merchants also pay a $15 monthly account fee.

National Processing may be of particular interest to CBD merchants who want to use the Clover line of terminals. National Processing supports the full line of terminals and add-ons.

3. Square

Square

Pros

  • Predictable flat-rate pricing
  • No monthly fees
  • Very affordable processing hardware
  • Suitable for low-volume CBD businesses

Cons

  • Account stability issues
  • Below-average customer support

Square has been offering CBD processing services since 2019. Transaction processing rates are notably higher than the company’s low-risk rates, but the lack of account fees makes it a great alternative to getting a traditional high-risk merchant account. Although it’s still listed as an “early access” program on the Square website, you no longer need an invitation to sign up.

As with Square’s extremely popular services for low-risk businesses, the company fully discloses all prices on its website. This transparency allows you to make a reasonably accurate estimate of what it will cost you on a monthly basis to use its services. Processing rates are quite reasonable, although they’re naturally higher than what low-risk merchants are charged:

  • 3.9% + $0.10 per transaction for in-person (i.e., card-present) transactions
  • 4.2% + $0.30 per transaction for online and in-app transactions
  • 4.8% + $0.15 per transaction for keyed-in and card-on-file transactions

Believe it or not, these are actually very good rates for any high-risk business, but especially for an industry like CBD. One word of caution: Square charges the same rate for credit and debit cards, which means that you’ll be paying a much higher rate for PIN debit transactions than you would under an interchange-plus rate plan. At low volumes, this is a reasonable tradeoff to avoid all of the numerous monthly and annual fees that come with a traditional merchant account.

Now that Square is an option for low-volume CBD merchants, we feel that this is a great opportunity for businesses that up until now have had to operate on a cash-only basis. You’ll have access to all of the same great products, services, and contract terms that low-risk merchants have been enjoying for years. Square operates on a pay-as-you-go basis, eliminating virtually all of the onerous “hidden” fees that most other providers add to your bill. At the same time, you need to be aware that Square does have its limitations. As a payment service provider (PSP), Square aggregates your payment account with those of other merchants, rather than providing you with a true full-service merchant account. Because of this limitation, the risk that your account will suddenly suffer a freeze, hold, or termination is higher than it is with a traditional merchant account. Also, Square’s reputation for customer service and support isn’t that great, although it has improved significantly in this area within the past few years.

4. Easy Pay Direct

Easy Pay Direct

Pros

  • Accepts CBD merchants selling ingestible and topical products
  • No monthly minimum
  • No early termination fee

Cons

  • Possible $250 application fee

Easy Pay Direct has been providing high-risk merchant accounts for over nine years. It now accepts CBD merchants, although it doesn’t take startups unless they’re either very well-funded or have previous operating experience. The company’s primary product is its proprietary EPD Gateway. While you’ll have to pay a premium in terms of processing rates and account fees, you’ll be set up with a domestic bank or credit card processor. It’s also one of the very few CBD providers to offer some pricing disclosures on its website. US and Canadian merchants who qualify can get approved for an account in about 7-14 days.

The company’s processing rates start at 2.50% + $0.25 per transaction, although these are volume-based rates, meaning that only the largest businesses will qualify. There’s also an account fee of $29.99 per month. One very positive feature of Easy Pay Direct’s contracts is that they do not have an early termination fee, even for high-risk businesses. While this isn’t quite the same thing as true month-to-month billing, it does make it much easier to close your account without penalty if you have to. Also, there’s no monthly minimum.

One helpful feature offered by Easy Pay Direct is called load balancing, where a business can divide its incoming funds among multiple merchant accounts. It’s particularly beneficial for high-risk businesses that often exceed the monthly processing volume limits imposed by the processor underwriting their accounts. Just be aware that you’ll usually have to pay separate monthly fees for each account, so it might not be cost-effective for some merchants. Also, be aware that you might not need this feature if you opt for an offshore account. Underwriting guidelines in some (but by no means all) foreign countries are more relaxed than they are in the United States, and you might not have a monthly processing limit imposed on your account at all.

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5. PayKings

PayKings

Pros

  • No setup or application fees
  • Multicurrency options
  • eCheck processing offered
  • Interchange-plus pricing offered

Cons

  • Early termination fee
  • May require rolling reserve

PayKings specifically advertises to CBD merchants, particularly those who’ve had their accounts with more traditional providers shut down. The company works with over two dozen backend processors (including several offshore banks) to get you approved for an account. Best of all, it takes care of the application and underwriting process without charging you any application or account setup fees.

PayKings also offers interchange-plus pricing, but it’s not cheap. Rates are advertised as being interchange + 1.0% and higher. While this is quite a bit more than rates typically offered to low-risk businesses, it’s still a better deal than getting stuck with the even higher costs of a tiered pricing plan. Fortunately, PayKings provides a very broad array of products and services, including numerous third-party integrations. The company enjoys a mostly positive reputation among merchants, although problems with early termination fees and rolling reserves have come up. These two requirements are actually imposed by the backend processor, not PayKings, and are difficult to avoid for any high-risk merchant.

6. SMB Global

SMB Global

Pros

  • Accepts CBD businesses through offshore merchant accounts
  • Reasonable pricing and contract terms
  • Excellent customer service

Cons

  • Requires a minimum $50,000 monthly processing volume for offshore accounts
  • No mobile processing system at this time
  • No information available about credit card terminals or POS systems

SMB Global is a high-risk specialist that spun off from one of our favorite providers, Payline Data, in 2016. Headquartered in South Jordan, Utah, the company specializes in providing merchant accounts to high-risk and offshore businesses. Using a variety of back-end processors, it’s able to approve a merchant account for almost any high-risk business, including those selling CBD oils. The company primarily serves eCommerce merchants, offering a choice between the NMI and Authorize.Net payment gateways, as well as integrating with over 175 popular online shopping carts.

Because it works with so many banks and processors to get you approved for an account, the company doesn’t offer any specific pricing information. Processing rates, account fees, and contract terms vary widely depending on which back-end processor is handling your account. While we highly recommend that you request an interchange-plus pricing plan, be prepared to have to accept a tiered plan instead, particularly if you haven’t been in business for very long. Likewise, you can also expect to have a standard three-year contract with an automatic renewal clause and an early termination fee. As a CBD merchant, you should be prepared to have a rolling reserve included in your account agreement.

SMB Global requires a minimum processing volume of $50,000 per month for an offshore merchant account, which can present a formidable barrier to a newly established CBD business. The company will occasionally waive this requirement if your business has a very strong financial history. Offshore accounts support multicurrency processing, allowing you to avoid cross-border fees. It also features dynamic currency conversion, letting your customers pay in either their local currency or the currency in which you bill them. SMB Global appears to accept CBD merchants only through offshore accounts at this time.

Looking For One Of These CBD Merchant Processors?

As CBD products become more mainstream, the number of merchant services providers offering CBD processing is steadily increasing. Unfortunately, many of these providers either don’t have much of a public track record, or we simply haven’t yet subjected them to a full review. In either case, while they might be a great choice for your business, we can’t include them in a “best of” list at this time. The following providers are worth looking into if you’re struggling to get approved for an account:

BestMerchantRates

BestMerchantRates (formerly PayWize) is a very small provider that has only been in business since 2017. However, it’s affiliated with Payment Depot, one of our top choices for low-risk businesses. The company’s one-page website discloses some details about its CBD processing service, but doesn’t mention specific prices. You can expect credit/debit card processing, eCheck acceptance, flat-rate pricing, and no rolling reserve. While the company appears promising, the lack of online feedback from users makes it impossible for us to confirm that merchants are happy with their service. BestMerchantRates is still worth checking out, particularly if none of our top five recommendations have worked out for you.

Shift Processing

Shift Processing is a high-risk specialist that markets its services to both retail and eCommerce CBD merchants. The company provides much more information about its services on its website than many other providers we’ve seen, but doesn’t include specific pricing information. Shift Processing uses surcharging programs to help you pass some of your processing costs onto your customers and make it more affordable for you to accept credit cards. Online feedback for the company is generally positive, but we haven’t completed a full review of Shift Processing at this time.

Legal Issues In The CBD Oil Industry

Until late 2018, CBD-based products were still listed as Schedule I drugs by the Drug Enforcement Agency (DEA), effectively prohibiting their sale, transportation, or use under federal law. However, many states (36 as of this writing) have passed medical marijuana laws that legalized the use of marijuana and CBD-based products for medicinal purposes. Eighteen states have gone even further, legalizing marijuana for recreational purposes and removing most prohibitions against CBD-based products.

The 2018 Farm Bill was supposed to change all of that. Under this law, hemp-based products (defined as containing less than 0.3% THC) were removed from the Schedule I list of controlled substances. However, you must be a licensed grower and comply with all applicable federal and state laws to produce and sell your product legally. With so many variations in state laws, it’s well beyond the scope of this article to attempt to cover them all. We recommend that you look into your state’s laws and consult with an attorney or qualified consultant to determine the specific requirements that apply to your business.

Passage of the 2018 Farm Bill was supposed to open the floodgates for the CBD industry, making it much easier for CBD merchants to obtain merchant accounts and accept credit cards just like any other business. For a time, it seemed that this would actually happen. Elavon began accepting CBD merchant accounts but suddenly shut them down just a few months later due to quality control issues with the product. If merchants don’t take adequate steps to ensure that their products contain less than 0.3% THC (as happened here), they could easily put themselves in legal jeopardy for selling a controlled substance.

Another factor behind Elavon’s decision to pull out of the CBD business was that the regulatory framework simply wasn’t in place yet to properly handle these types of businesses without taking on unacceptable risks.

For example, the Food and Drug Administration (FDA) still considers ingestible CBD products (e.g., gummies, dog treats, etc.) to be illegal because it has already approved the drug Epidiolex, which derives from CBD, for use in treating certain forms of epilepsy. The FDA has not approved the use of CBD-based products for any other purpose at this time. Research that might confirm the touted health benefits of CBD (and, presumably, lead to FDA approval) is still in its infancy, so don’t expect this situation to change anytime soon. It’s for this reason that some of the merchant account providers we’ve profiled above are only willing to take on merchants who limit themselves to selling CBD products that are applied externally (e.g., oils, salves, etc.).

Today, only a few high-risk specialists accept CBD businesses, and in many cases, they’ll require you to obtain an offshore merchant account. Of the few providers that do take CBD merchants, there are an even smaller number that we feel comfortable recommending. Our recommended processors are ones that we know already accept CBD merchants and have a strong reputation for providing fair prices and honest service.

You can, however, still expect to be assigned a high-risk merchant account – one that will, unfortunately, come with some very high processing rates. Until the day arrives when CBD products are fully legalized in all 50 states and approved by the FDA, we don’t anticipate that low-risk merchant accounts will become available. Also, be aware that some providers accepting CBD merchants impose additional restrictions beyond those typically required for a vanilla high-risk account. Some providers will only accept established businesses, while others impose a very high minimum monthly processing volume. Be sure to discuss these restrictions when you obtain a quote from any provider.

How To Choose Credit Card Processing For CBD Products

Finding a good high-risk merchant account provider for your CBD business involves the same criteria as a low-risk provider. It’s just harder to find a provider that offers the right combination of reasonable prices, fair contract terms, and high-quality customer service. Here are the most important considerations:

  • Account Approval: The underwriting process required to get approved for a merchant account can be tedious for any merchant, but it’s particularly difficult if you sell CBD products. Nonetheless, completing this process before you start processing credit card sales can save you from having your account suddenly shut down once you’ve started using it. You should be skeptical of providers offering “instant” approval of your merchant account, as they often defer this critical step until after you’ve already signed a long-term contract.
  • Pricing: The bottom line here is that any high-risk merchant account is going to cost significantly more than a comparable low-risk one. Be prepared to have to accept a tiered pricing model (although some established businesses might be able to negotiate a more affordable interchange-plus model). You can also expect to be charged higher monthly and annual fees as well, although the difference in these costs isn’t as much as it is with processing rates. Another additional “expense” that most high-risk merchants have to contend with is a rolling reserve. That’s where your processor withholds a certain percentage of your funds every month until the reserve is met. While you’ll eventually receive all your money, rolling reserves can create serious cash flow problems for a small or newly established business.
  • Contracts: While we prefer month-to-month billing arrangements that don’t lock you into a long-term contract or force you to pay an early termination fee (ETF) if you close your account early, CBD merchants will usually have to accept both a long-term contract (typically for three years) and an ETF. Be aware that almost all long-term contracts include an automatic renewal clause that extends your contract, typically for one-year periods at a time.
  • Processing Hardware: If you plan to sell CBD products out of a retail location, you’ll need a dedicated countertop credit card terminal or a mobile processing system that uses your smartphone or tablet in conjunction with a mobile card reader. Your terminal should be able to accept EMV payments at a minimum, and preferably NFC-based (“contactless”) methods as well. For some specific recommendations, check out our article, The Best Credit Card Machines & TerminalsFor Small Business. We also highly recommend that you purchase your terminals outright rather than leasing your equipment. Leasing arrangements lock you into noncancelable long-term contracts, and you’ll wind up paying several times more in leasing fees than what your machine is worth.
  • eCommerce Support: Naturally, you’ll want to be able to sell your CBD products to as many customers as possible, and selling via a website allows you to do that. As we’ve noted above, there are still many legal grey areas regarding CBD sales across state lines that you’ll want to be aware of before you launch your website. At the same time, the recent legalization of hemp-based products is creating eCommerce opportunities that weren’t there as recently as three years ago. All of our recommended providers can set you up with a high-quality payment gateway that will allow you to process transactions over the internet and significantly expand the reach of your business. As not all states have relaxed their marijuana laws, you’ll want to find a gateway that will automatically filter out customer addresses where CBD products are still restricted.
  • Customer Support: In researching dozens of merchant account providers, we’ve found that high-quality customer service is the real secret ingredient that separates the merely average providers from the truly outstanding ones. Customer support issues occur more frequently with CBD and other high-risk merchants, so you’ll want to pay particular attention to a provider’s reputation in this area.
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CBD Payment Gateways & eCommerce

While they’re essential for eCommerce, payment gateways are increasingly finding their way into retail businesses as well, often as part of an integrated payments platform. Although the core function of a payment gateway is to process a transaction over the internet, integrated platforms add many additional functions, including inventory management, employee scheduling, and sales analytics and reporting. Integrated platforms allow you to manage your business from anywhere – as long as you have a device with a web browser and access to the internet.

Before you can use a payment gateway to sell CBD products, however, you’ll have to have an account with a payment service provider (PSP) or merchant account provider that has approved this activity. Many fledgling CBD businesses have ground to a halt because the merchant didn’t realize that their provider expressly prohibited CBD sales until it was too late. Getting your account shut down can make it more difficult to find a new provider that will approve you, so it’s critically important that you sign up with a company that explicitly supports CBD sales and be completely honest about the nature of your products during the onboarding process. Here’s a summary of the policies regarding CBD sales of some of the most well-known payment processors:

Square CBD Policy

In the early days of the CBD industry, many merchants simply signed up with Square, only to quickly have their accounts terminated when the company discovered what they were selling. Today, Square openly accepts CBD merchants through a specialized program. Introduced in 2019, this program imposes processing rates that are significantly higher than Square’s low-risk rates. However, there are no long-term contracts or monthly fees, and you’ll still have access to the company’s ever-expanding lineup of products and services.

PayPal CBD Policy

While PayPal will allow almost anyone to sign up for a business account, its Acceptable Use Policy has always prohibited using its platform to sell any CBD products. Violation of this policy will result in the closure of your PayPal account. As of 2021, this policy is still in effect, and we haven’t seen any indication that it will change anytime soon.

Shopify CBD Policy

Shopify supports the sale of hemp-derived CBD products (but not marijuana-derived products) in states where it’s legal to do so. However, you’ll have to sign up with a third-party payment gateway provider (DigiPay and PinWheel are the only choices at the moment) and ensure compliance with all applicable state and federal laws. The Shopify Payments credit card processing service is not available for CBD sales at this time.

BigCommerce CBD Policy

BigCommerce offers extensive support to CBD businesses, including access to a choice of over 65 third-party payment gateways. The company also provides extensive information about the ins and outs of running a CBD business on its website, and is an excellent resource to refer to when setting up your CBD business.

Authorize.Net CBD Policy

Visa-owned Authorize.Net doesn’t like to talk about CBD, but the truth is that you can process CBD sales over the Authorize.Net gateway. In addition to other legal requirements, you’ll have to be using a merchant services provider that has approved your business for CBD sales. This shouldn’t be a problem, as PaymentCloud and many other CBD merchant account providers use Authorize.Net as their primary gateway option. Note that if you’ve signed up for payment processing services directly through Authorize.Net, you probably won’t be able to use that account for selling CBD products.

Which CBD Payment Processor Is Best For My Business?

Despite the passage of the 2018 Farm Bill and the deregulation of hemp and hemp-based products, the CBD industry continues to struggle with a mass of conflicting state laws that make it challenging to find a merchant account. Elavon’s abrupt decision in 2019 to pull out of the industry altogether left many CBD merchants struggling to find a substitute provider. As of early 2021, the availability of CBD payment processing continues to expand as reputable providers such as Square now openly offer CBD payment processing.

At the same time, the industry continues to suffer from a combination of conflicting regulations, a high chargeback rate, and an often-erroneous association with the marijuana industry. For these reasons, CBD merchant accounts can be unusually expensive – even compared to other high-risk industries – and consumers ultimately bear that cost. We firmly believe that the regulatory issues affecting the CBD industry will get sorted out – eventually. The process of updating the law is never swift, and with 50 different legislative bodies working independently on these issues, it will probably be quite some time before most major banks and direct processors will feel comfortable working with the CBD industry. Further action by the Food and Drug Administration (FDA) is also critical to the future of the CBD industry. If the FDA finds that CBD products are medically effective, there is the risk that they’ll be restricted to prescription-only status. At the same time, FDA studies that fail to back up the numerous health claims made by CBD proponents could doom the industry altogether.

As long as you meet their acceptance criteria, any of the five providers we’ve highlighted above should be able to provide you with high-quality service at a reasonable price. Square is probably the best and most reliable option available for smaller CBD merchants or those just starting out. PaymentCloud, Easy Pay Direct, and SMB Global are better choices for larger businesses that need the stability of a full-service merchant account.

If you’re in the process of launching your CBD business, you may need a business loan in addition to a payment processor. Our article, How To Get A Loan For Your CBD Business (Without Getting Scammed In The Process), offers some great tips and recommendations, so check it out!

In Summary: The 6 Best CBD Merchant Services Providers

    : Best choice for merchants selling topical CBD products and seeking personalized customer support. : Best choice for merchants who want to use Clover terminals. : Most affordable choice for low-volume CBD merchants and startups. : Best choice for merchants looking for transparent pricing and a domestic merchant account. : Best for merchants looking for interchange-plus pricing. : Best choice for high-volume CBD merchants.
Frank Kehl

Frank Kehl has been researching and analyzing merchant services, payment gateways, and international money transfer services since 2015. He has a Bachelor of Science degree from Penn State and a Juris Doctorate from the Ventura College of Law.

How to Sell CBD Online: Information and Tips on Selling CBD From Home

The cannabis industry continues to legalize and explode before our eyes. And it didn’t take long for its more legal archetype, Cannabidiols (otherwise known as CBD), to become a hot commodity.

You can find CBD products in nearly every large retailer these days, including Walgreens, CVS, Ulta, and even teen brands like American Eagle and Abercrombie & Fitch. But just as fast, it’s become a viable ecommerce solution for those who want to sell and buy it online.

If you follow ecommerce product trends, you know that CBD is everywhere — for humans, for pets, in your drinks, in your chapstick. It seems as though there is CBD-infused everything.

Of course, it’s not as simple as throwing up a website and watching the buyers flood in. If you decide to sell CBD at all — let alone online — you’ll face a complicated industry with complex legal and marketing challenges.

Before you start selling CBD products online, you should know exactly what to expect and how to prepare. Read on to get the full rundown on how to navigate building a CBD income stream in today’s climate.

Note: This article is solely for informational purposes and does not constitute legal advice.

What is CBD?

You may hear CBD being described as “cannabis oil but without THC,” and that’s close but not entirely accurate. CBD, or Cannabidiol if you’re using the scientific term, is an active component of Cannabis — a small, effective part of the larger whole.

Cannabis is made up of different cannabinoids. Cannabidiol is one of them. According to users, this is the ingredient that helps alleviate an array of symptoms, including pain, anxiety, and even epileptic seizures.

What helped CBD boom into its own segment of the larger cannabis market though is the fact that it doesn’t contain THC (tetrahydrocannabinol). THC is the ingredient in cannabis that causes the widely-known psychological effects: the euphoria, short-term memory loss, increase in appetite, paranoia, and more.

THC is the ingredient that many governments around the world have fought to keep illegal, whereas CBD is the ingredient that simply acts as a natural medicine without any psychological effects.

Because of this, CBD is ahead of the game in the cannabis industry in the sense that it’s more widely accepted and legalized — in most cases.

The CBD market is booming

The number one rule of going into business is “Go where the market is.” One clear way to tell that is by gauging where consumers are already spending their money.

You might look at the explosive evolution that the CBD industry has undergone in the past couple of years and find yourself intimidated by market saturation and competition. Fret not — there are still plenty of pieces of the pie for everyone who wants to try and partake.

Just how big is the opportunity, exactly?

The CBD market is worth billions

The CBD industry is projected to be worth $20 billion by 2024. To put this into perspective, ice cream was only worth $2.27 billion in 2018. CBD is well on its way to being a household item for frequent buyers who will come back again and again as long as you can fulfill the product.

But it’s not that simple. What about the legalities of selling CBD products?

New legal terms for CBD oil

CBD has definitely undergone its share of legalization battles and still has some opposition, but there has been major progress along the way. The 2018 Farm Bill legalized hemp production across the US, which is great for sellers because CBD is produced from industrial hemp.

The bill essentially states that as long as your CBD product has less than 0.3% THC in it, you’re free to sell it, with caution.

Legality of selling CBD

For obvious reasons, the legalization of CBD has been widely disputed across the board. As long as it’s a controversial topic, you’ll want to prescribe to your favorite news channels and set up alerts for updates to CBD laws. With that being said, a plethora of laws have been put in place that you need to be aware of, both federally and at the state-level.

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Federally

In the United States, there aren’t any concerns at the moment other than making sure your products contain less than 0.3% THC. CBD is otherwise legal nationally. It is recommended that you stay aware of the state of legalization as laws can always be overturned.

It’s worth noting that the FDA has stepped in on occasion to call out unapproved products that market false health claims.

Statewide

Statewide laws will of course vary by state. Some states allow marijuana-produced CBD, while others only allow industrial hemp-produced CBD. Your best bet is to simply sell the industrial hemp-sourced CBD, as it won’t have high THC levels and is accepted across the nation. Otherwise, you’ll want to get in touch with local representatives or research laws in your state to see what you’re allowed to sell.

From that information, build a list of products that you know are legal for you to sell and stick with your regular inventory to avoid any legal mishaps.

How to start selling CBD oil online

Once you’ve dialed in your legal allowances, it’s time to start setting up shop. There is a simple game plan you can follow to get set up and start selling online. From there, you can start refining your product, marketing, and ecommerce fulfillment strategies to grow your business.

1. Obtain licenses

In order to sell CBD, you’ll need to get a couple of licenses. One is a business license. Usually, small businesses go for an LLC. Research your preference at your local government website. Registration usually costs about $100 in most cases.

You’ll also want to get a resale license if you plan to purchase your product from wholesalers. Much like business licenses, resale licenses and permits are handled at the state-level, which can be handled differently state-to-state. Discover what your state requirements are to determine if you need a resale license and how to acquire one.

2. Find a certified supplier

You’ll want to find a reputable supplier that will sell you high-quality products (such as tinctures, oils, hemp products, and more) and is also certified to sell by the state or federally. They’ll also need to get regular tests performed by third-parties to make sure the quality is assured and you’re selling quality products. Many CBD companies have their own hemp farms.

3. Build your website

Now that you have the paperwork and selection process out of the way, it’s time to build your website. First, you need a domain name (or a “www.yoursitename.com” web address).

One of the most popular platforms to buy domains from is GoDaddy.com. But you can just as easily get your domain name from most web building platforms. There’s no shortage of platforms out there that make it incredibly easy for you to build an ecommerce site.

For example, BigCommerce offers full-featured solutions for merchants of all sizes, with no additional fees for selecting your own payment gateway.

Be careful to cover the terms of service and community policy to make sure you’re advertising and selling your products within the boundaries set by the platform.

You’ll need to find reliable credit card payment processing, which can be tricky for CBD products as the payment gateway landscape has been changing a lot in this industry.

CBD is not currently approved by all payment processors (e.g., PayPal), so you’ll need to make sure you’re working with a company that can do this. Note: Credit card fees with CBD gateways may vary by merchant based on a risk assessment done by the processor.

4. Market your CBD products

Now that your website is live, it’s time to bring in the buyers. You might think the “build it and they will come” mantra rings true here. Sorry to say, that’s not the case.

In a land where it’s difficult to market CBD using a lot of popular methods (as Facebook Ads, YouTube Ads, and other common ecommerce marketing channels ban these products from their advertising platforms), there are still two viable options that have the potential to bring in a lot of profit if you play your hand right.

The first is SEO, or the art and science of getting Google to rank your site above others in search results to show potential buyers your website first. In order to succeed with SEO, you’ll want to get an SEO professional to audit your site. They can make sure that Google views things like your site speed, meta data, image optimization and other components favorably. These things help Google trust that your website is worthy to show visitors.

You’ll also want to start a blog, master the skill of keyword research, and put out fresh content that captures the intent of what people are searching for. Make sure you’re targeting terms that bring in potential buyers and not just visitors looking for information on the topic.

Once you start getting organic website visitors through your SEO efforts, you’ll want to start an email list and use your website to grow it. In exchange for an email address, you can offer discounts or even free informational PDFs and trainings on CBD.

When visitors provide their email address for your freebies, they’re giving you permission to nurture the relationship and inform them of more promotions moving forward (e.g., having a sitewide sell for 4/20 or a Black Friday/Cyber Monday deal).

You can also look elsewhere and try partnering with marketplaces like CBD Oils, Ganjapreneur, and Pot.com, or CBD-specific ad platforms like Traffic Roots.

5. Fulfill and ship customer orders

You’ll need a system for warehousing your CBD products and managing inventory over time. When you’re first getting started, this may be done in your home. After experiencing growth, you’ll want to expand into a fulfillment center by either signing a warehouse lease or outsourcing fulfillment.

Just make sure your fulfillment technology syncs up well with your ecommerce platform, payment processor, and other software. For example, ShipBob is tech-enabled fulfillment company with warehouses across the US to help you spend less time worrying about packing and shipping orders and more time on growing your brand.

“Our fulfillment is on autopilot. ShipBob saves us so much effort, and the opportunity cost savings has been substantial. ShipBob’s platform is easy to use and navigate, the interface is intuitive, and the analytics are very clearly laid out. Today, our health and wellness brand sells three CBD products in the United States.”

Yannick Crespo, Co-Founder & President of Pot d’Huile

Take CBD company Nature’s Ultra. Last year, they started to experience a surge in orders. They were managing CBD shipping and logistics themselves but didn’t understand just how massive and difficult retail fulfillment was. They were getting so deep into the logistics and supply chain side that they didn’t have time to focus on their core products.

They knew they’d be doubling and then quickly tripling their order volume, so they wanted to get help on the front-end to ensure a long-term relationship with a lot of room for scalability. They searched for companies that could give them something similar to Amazon’s delivery capabilities for their website orders, so they partnered with ShipBob.

“Now that we’re working with ShipBob, we can easily ship to all 50 US states with ease. We use ShipBob’s fulfillment centers in Dallas, Texas, Chicago, Illinois, and Bethlehem, Pennsylvania. They help us to maximize our shipping and ultimately our growth potential.”

Andrew Hardy, COO of Nature’s Ultra

Challenges of selling CBD online

Once you get your CBD store up and running, you will likely face a new set of challenges as you grow. Here are a few considerations to help you break through the crowded space and set your business up for success.

Standing out in the market

In a saturated market, you must consider your competitors. Think through the following:

  • Which keywords are your competitors ranking for and how can you write better content to outrank them?
  • What kinds of products are they providing and how can you stand apart?
  • What can you do differently from your competition that your customers will love?

Think through the entire customer experience to uncover where you can differentiate, whether that’s selling unique products, providing custom packaging or a branded insert, or even offering free 2-day shipping.

Managing regulations

As mentioned earlier, you’ll want to go through the proper state channels to figure out what your regulations are so you can abide by them. Your best bet is to take inventory of any regulations, rules, and restrictions, and create company policies around them to make sure you’re following them. With the industry continuing to evolve, be sure to stay updated on these regulations.

As selling CBD becomes more widely accepted, you may eventually be able to sell internationally, ship to other countries, and build out an international shipping strategy. In the mean time, don’t ship products to destinations where they’re not allowed.

Fulfilling orders

Without the proper support and systems in place it can become really difficult to fulfill your orders especially as demand picks up. When you can no longer go at it by yourself, you’ll need to find a solution that will ensure you’re able to deliver the products your customers buy in a timely fashion.

“We place considerable expectations and pressure on shipping so we can get close to what Amazon does. With ShipBob, 100% of our orders are going out via 2-day shipping. We see that people are far more likely to order and keep ordering from us when 2-Day Express Shipping Program is an option.”

Andrew Hardy, COO of Nature’s Ultra

Fulfillment options

Ecommerce shipping can be very challenging and order fulfillment boils down to three common options. What works for one business may be cost-prohibitive or inefficient for another.

In-house fulfillment

There are plenty of CBD brands that fulfill orders by themselves. They keep inventory at home and run to the post office, or use local warehouse space to pack and ship each order by investing in the infrastructure and running operations. This option is often best when getting started or if order volume isn’t too much to handle. As your store grows, you need to scale seamlessly and find a more streamlined solution.

Dropshipping

Dropshipping is when a manufacturer handles both product procurement and shipping orders. All you do is market the product without touching inventory. This can work well for some products, but is often difficult for CBD oil because you have less control over quality, product selection, and speed of shipment.

3PL (third-party logistics) solutions

3PLs are a happy medium as you don’t have to purchase land or hire a team to pack boxes, but you still have control over selecting a manufacturer. The 3PL is the middleman that stores your inventory close to your end consumers, while helping you quickly and seamlessly get the products shipped out.

“We were shipping a dozen orders per day, and now we ship hundreds per day. ShipBob has allowed us to scale up and become successful — we have gone from $70,000 in sales in 2018 to over $7 million in sales in 2019. When it comes to delivery, accuracy and timing are the most important to us, and ShipBob helps us execute on that.”

Andrew Hardy, COO of Nature’s Ultra

Conclusion

Starting an online CBD business might have some legal and marketing challenges involved, but with the growth of the industry and continued legalization, now is the time to get in. Since it’s still a young industry, you can still get ahead of the curve.

Already running a CBD store or anticipating a huge launch? Get in touch to learn how ShipBob can handle your CBD fulfillment so you can focus on your brand — not packing boxes . Request fulfillment pricing today.