As cannabis products become more widely available in retail settings across the United States, communities are increasingly committed to ensuring that public health is not compromised by commercial interests.

The retail environment shapes how cannabis products are marketed, who is exposed to them, what products are easiest to access, and ultimately how communities experience the impacts of cannabis commercialization.

For public health practitioners, policymakers, researchers, and community advocates, understanding cannabis sales at the point of sale is critical for developing effective, evidence-based policies that protect public health while responding to a rapidly changing marketplace.

That is why Counter Tools developed the resource Cannabis at the Point of Sale: Products, Policies, and the Retail Environment — a one-pager designed to help communities begin to understand, assess, and respond to the evolving cannabis retail landscape.

What Does “Point of Sale” Mean for Cannabis Products?

The “point of sale” refers to the places where cannabis products are sold and promoted. This includes licensed cannabis dispensaries – but also includes the many all-age stores that sell cannabis-derived (hemp) intoxicating products, such as convenience stores, gas stations, smoke and vape shops, and grocery stores.

Just as tobacco and alcohol research has shown that retail environments influence public health outcomes, cannabis retail environments can also affect initiation, patterns of use, social perception, and health risks.

Why Cannabis Retail Environments Matter

Cannabis products today are very different from those available decades ago. Retail markets now include high-potency concentrates, flavored vape products, infused beverages, gummies, candies, snacks, and products designed with branding and packaging that can strongly appeal to youth.

Communities often focus on legalization policies themselves, but retail conditions are equally important because they determine how cannabis products are introduced into everyday environments.

The point of sale matters because it influences:

• Youth exposure and appeal
• Product accessibility
• Consumer understanding of risks
• Use patterns and dependence
• Community density of retailers
• Perceptions of safety and normalization

Understanding these factors allows communities to identify gaps in regulation and opportunities for prevention.

One of the biggest public health concerns related to cannabis retail environments is youth exposure. Research has shown that colorful packaging, candy-like products, sweet flavors, cartoon imagery, and food-based branding can increase youth appeal. Cannabis gummies, chocolates, beverages, and snacks are often packaged in ways that resemble conventional consumer products familiar to children and adolescents.

What Can Communities Do?

Local governments, coalitions, researchers, and advocates can take meaningful action by gathering local data. Conducting retail assessments provides valuable information to best inform policy decisions. 

Communities can visit local retailers and systematically document:

• Product types
• Product potency
• Packaging features
• Advertising and promotions
• Pricing practices
• Product placement
• Exterior and interior signage
• Health warnings and labeling
• Store location, proximity, and density
• Other micro and macro-level factors

Many cannabis policies evolve rapidly, and local assessments help determine whether regulations are keeping pace with the marketplace, and whether there is compliance with the regulations. 

Point-of-sale assessments transform abstract policy conversations into concrete evidence about what is happening on the ground. Furthermore, local data is often more compelling than national statistics because it reflects conditions residents can directly observe in their own neighborhoods. 

Looking Ahead

Cannabis markets continue to evolve rapidly. New products, new marketing strategies, and new retail models are constantly emerging. At the same time, states and localities are still determining how best to regulate. The point of sale will remain one of the most important places where these tensions play out.

By paying attention to the retail environment, communities can move beyond broad debates about legalization and focus on practical, evidence-informed strategies that protect public health and reduce harm.

Collecting local data, evaluating retail conditions, and developing evidence-based policies can help communities better respond to emerging cannabis-related challenges while supporting informed decision-making for residents and policymakers alike.

Community support for this change was fueled by growing concerns about the health effects and rising use of electronic nicotine products among youth. One of the biggest drivers of youth tobacco use is the retail environment, where harmful substances such as tobacco and nicotine products are marketed and sold, often in appealing flavors directly targeted towards youth.

To strengthen the case for change, Counter Tools partnered with The Coalition to support their advocacy work by providing tobacco retailer density and proximity maps of Lufkin, Texas.

Tobacco retailer density refers to how concentrated tobacco outlets are in a neighborhood, often measured as retailers per 1,000 people. High density increases exposure to advertising and makes tobacco more accessible, leading to higher rates of use among both youth and adults. Proximity measures the distance to the nearest retailer, in feet or miles. The closer the store, the easier it is for young people to be exposed to products and marketing. Research shows that high density and close proximity fuel disparities: youth initiation rises, people who smoke consume more, and quit attempts are less likely to succeed. Reducing density and proximity is key to protecting community health.

These maps visually demonstrated how 61% of tobacco retailers were clustering close to schools and parks within a 2,000-foot radius, raising the risk of youth exposure to marketing and easy access to nicotine. By presenting data in a clear and compelling way, The Coalition was able to strengthen its case and mobilize community support. Data visualizations that highlight the need for change are often the turning point in advocacy, transforming abstract data into a persuasive story to influence policy and create healthier environments.

“The tobacco retailer maps from Counter Tools were a powerful tool in our advocacy
efforts. A quick glance at our map shows the high number of vape shops in our rural
town of only 35,000 people. This was tangible proof that it was time for our community
to act and protect our youth from further exposure to these harmful products.”
Sharon Kruk, Executive Director | The Coalition

With the passing of this ordinance, new e-cigarette and vape retail shops require a special use permit and are zoned to light and heavy manufacturing districts, which are mostly on the outskirts of town and away from residential zones. Importantly, the ordinance sets a 1,000-foot buffer zone around schools and churches, safeguarding youth by preventing vape retailers from clustering near places they frequent. Existing vape shops will not be impacted by this ordinance unless they are closed for more than six months, in which case they would have to apply for a special use permit. Additionally, the ordinance does not apply to stores with vape products bringing in less than 50% of the store’s revenue.

Counter Tools celebrates this milestone alongside The Coalition and community leaders in Lufkin, Texas. Their work sets a positive example for other cities looking to address youth tobacco use at the point of sale. With each local victory, we move closer to a healthier future where all youth can grow up free from the influence of commercial tobacco.

In partnership with University of North Texas Health Science Center, Counter Tools facilitated the Retail Alcohol Data (RAD) collaborative as a free opportunity for coalitions to gather important data about the alcohol retail environment. From January-March 2025, more than 30 coalitions and agencies across 15 states visited 2,368 off-premise licensed alcohol outlets to collect local data on the availability, pricing, and marketing of 7 ready-to-drink alcoholic beverages that are especially dangerous and/or appeal to young people. Some of the products of interest included Four Loko, Natty Daddy, and Steel Reserve. Of the 2,368 outlets visited, 2,017 contained at least one product of interest. Participants received training and technical support, enabling them to use a standardized survey in software developed by Counter Tools. 

To support local and state policy advocacy, researchers at the University of North Texas Health Science Center provided statistical analyses including average price per product and average price per standard drink. Across all 15 participating states, the price for one standard alcoholic drink averaged 80 cents. Findings indicated that for less than $11, you can buy 3 Four Lokos, or the equivalent of 17 standard alcoholic drinks. In comparison, for the same price you could only buy 4 Coca-Colas. 

View the RAD collaborative’s national data snapshot for more findings.

Contact Counter Tools to learn more about how you can assess the alcohol retail environment in your community.

Recent efforts by the FDA to curb the sale of illegal e-cigarettes include the creation of a federal multi-agency task force in June 2024. Director of the FDA’s Center for Tobacco Products, Dr. Brian King, stated, “This ‘All Government’ approach – including the creation of this new Task Force – will bring the collective resources and experience of the federal government to bear on this pressing public health issue.” The FDA is working to curb the sale of illegal products in part by issuing warning letters and fines to brick-and-mortar stores selling unauthorized products, as well as seizing shipments of these products.

State health departments play a critical role in combating the rise of illegal e-cigarettes on the market, starting with enhancing enforcement of existing regulations. Completing regular inspections and compliance checks of retailers, along with instilling tobacco retailer merchant education programs will help ensure retailers adhere to laws regarding all commercial tobacco products. States can pursue stronger policies (e.g. through tobacco retail licensing or zoning measures) to regulate how tobacco products are marketed and sold and control the overall density, type, and location of retailers within a community, thus helping to prevent youth tobacco use initiation. Some states have enacted e-cigarette registry bills, which aim to prohibit retailers from selling e-cigarettes not authorized by the FDA. In order for this law to be effective, proper surveillance along with adequate funding and meaningful penalties for retailers that violate the law must be in place, which can be achieved through tobacco retail licensing.

The ongoing presence of illegal e-cigarette products continues to undermine efforts by state and federal agencies to instill effective regulatory measures. A multifaceted approach, including stronger enforcement, increased collaboration, and public education is needed to protect public health and is essential to safeguard youth from the dangers of nicotine addiction and other associated health risks. The collective call from public health organizations for comprehensive enforcement further emphasizes the urgency of addressing the issue of illegal e-cigarettes and ensuring only FDA-authorized e-cigarette products remain available on the market, which in turn will increase positive health outcomes for all.

Learn more from Counter Tobacco’s evidence summary on e-cigarettes at the point of sale.

This post was originally published as a feature article for The Geographic Health Equity Alliance (GHEA), a CADCA initiative. GHEA is a CDC funded National Network dedicated to reducing geographic health disparities related to tobacco and cancer. 

View the recording, presentation slides, and more about the RAD Collaborative here.

We are also excited to partner again with the Kansas Department of Health and Environment (KDHE) to support local youth tobacco coalitions called Resist chapters that work on peer-to-peer education, awareness, and policies that prevent tobacco use across the state. Counter Tools is providing youth-focused technical assistance on commercial tobacco control prevention and control efforts in the retail environment, supporting Resist chapter youth advocates in conducting assessments at tobacco retail stores in their Kansas communities, and working with KDHE to develop a data visualization dashboard to convey key store assessment findings.

“Conducting these store assessments will give students a great opportunity to go into their community and see how prevalent tobacco products are. We have conducted retailer assessments in the past, and the students really enjoyed the chance to do hands-on work and collect data, and see firsthand what is being sold and advertised in our communities. Having this data will benefit our community as it will allow us to see what the needs are for tobacco retail policies, how to better educate and protect the young people in our community, and what work still needs to be done.”

-Ariel Cohn, Prevention Specialist at DCCCA

We are thrilled to be partnering with CADCA in collaboration with the Maryland Department of Health to create and implement Take Back Your 10, a comprehensive strategy for designing and launching a youth-led, adult-guided tobacco prevention and control movement in Maryland. Youth participants created the Take Back Your Ten (TB10) name for their movement to reflect their commitment not only to reclaiming the potential ten years lost in the average lifespan of tobacco users, but also to advocate for their communities to join the cause. As part of this partnership, Counter Tools will besupporting strategic planning efforts, conducting virtual and in-person training, and creating a Point-of-Sale Youth Activity Guide unique to Maryland youth to chronicle how tobacco products are being advertised, marketed, and sold at the point of sale in their communities.

The photo was captured by LeAnne Richardson of a youth advocate conducting a store assessment in Kansas City, KS on Thursday, October 26, 2023.

As other forms of tobacco marketing have been restricted, tobacco companies now spend 97% of their marketing budget — $8.4 billion a year — to saturate convenience stores, gas stations, and other retail outlets with incentives and reminders to buy their addictive products. Tobacco companies pay stores to ensure that tobacco products are advertised heavily, displayed prominently, and priced cheaply to appeal to both kids and current tobacco users.

Convenience stores have become partners with — and front groups for — the tobacco industry in fighting restrictions on the sale of flavored tobacco products, higher tobacco taxes, and other public policies proven to reduce tobacco use.

Originally released in 2012, this 2023 update includes:

• The latest data from the Federal Trade Commission reports on marketing expenditures by the top cigarette, smokeless, and e-cigarette companies, which continue to show high proportions of spending at the point-of-sale
• Updated evidence of point-of-sale marketing to youth and communities of color
• Examples of the widespread availability of kid-friendly flavored tobacco products at the point-of-sale
• New examples of the tobacco and convenience store industries working together to oppose effective tobacco control policies
• A description of the corrective statements – court-ordered signs posted at the point of sale by the tobacco companies – resulting from the 2006 landmark ruling that tobacco companies had lied to the public for decades
• New research on the impact of tobacco control policies on convenience stores

This report can be used at the state and local level to draw attention to the tobacco problem in general, but particularly to the role that convenience stores and other retailers play in it and the way that tobacco companies use them to market their products and oppose policy change. If you are working on funding for tobacco prevention, tobacco taxes, prohibiting flavored tobacco products or point-of-sale issues, the report can be useful in drawing attention to the problem and the solutions.

From October 10th – November 8th, we’re calling on you to submit photos documenting the tobacco industry’s pernicious marketing tactics in the retail environment for the chance to win some sweet CounterTobacco.org swag, bragging rights, and the satisfaction of exposing Big Tobacco’s latest scheme.

You don’t even have to go into a store to participate! We have a whole category dedicated to the tobacco advertisements that often blanket the exterior of tobacco retailers. We know many of you also have some great photos you’ve taken during store assessments or other visits to stores in the past – you can enter those, too!

The tobacco industry spends nearly $1 million every hour to market their deadly products – most of it at the point of sale. The Surgeon General has concluded that exposure to this retail marketing encourages smoking and undermines quit attempts. And it’s happening in YOUR community. Show us how by taking a snapshot and entering the contest today!

Find all details – including categories, rules, and FAQs – and enter your photos here: https://countertobacco.org/media-gallery/photo-contest/

Oral nicotine pouches are similar to the spitless, smokeless tobacco product “snus,” except that the pre-filled pouches, designed to be placed between a user’s lip and gum, contain nicotine powder rather than tobacco leaf. This nicotine is still generally derived from tobacco, though there are some companies claiming that the nicotine they use is synthetic. These products are sometimes marketed as tobacco-free, which may imply lower risk even though they have not been proven. However, it’s important to note that they are not approved as nicotine replacement therapy or cessation products. 

Data on youth use remains limited since the CDC’s National Tobacco Youth Survey began capturing data on nicotine pouches for the first time in 2021. As of 2022, use rates among youth were fairly low (1.1%), but concerns about increasing popularity among youth remain. Modern oral nicotine products are available in a wide variety of flavors, including menthol, flavors like mango or black cherry, as well as “concept flavors” like “smooth” and “chill”. Since 80% of middle or high school students who currently use any tobacco product report using a flavored product, these products have the potential to provide additional flavored options for youth. The pouches are small, smokeless, and spitless, allowing for discreet use. It’s easy to see how these products could pose an additional challenge for teachers and administrators already struggling to prevent the use and possession of tobacco products in schools. Lastly, nicotine pouches are often available at relatively low prices, which is often an important factor for price-sensitive groups like youth. 

While non-combustible products like these may be less dangerous than cigarettes, they still have their own health risks, including addiction to nicotine, which can harm the developing brains of adolescents. In an attempt to take advantage of the harm reduction potential, Big Tobacco makes big claims about working toward a smoke-free world. Meanwhile, the industry spends more than 8 billion dollars a year marketing and promoting traditional combustible cigarettes while continuing to introduce new combustible products to the market. As always, we’ll be keeping a close eye on these products to see how tobacco at the point of sale continues to evolve. 

Want to learn more about modern oral nicotine pouches? Listen to our Counter Tobacco podcast! And check out this GQ article that cites Counter Tools: Why are Zyn Nicotine Patches Suddenly Everywhere?

The momentum towards EVs in the U.S. has led to a rapidly growing share of the automobile market and a more than 40% increase in the number of publicly available charging ports. Increased corporate average fuel economy standards and the repeal of a 2019 law that prohibited state and local laws related to fuel economy standards have promoted innovation. Relatedly, between August and December 2022, state legislatures in California, Massachusetts, Washington, New York, and Oregon enacted new standards that require all new cars sold within each state’s borders to be emissions-free by 2035.

Taking a cross-country road trip from Los Angeles to New York City or Boston to Portland typically means several stops at gas stations along the interstate to stretch legs, purchase snacks, and fill up on gas. But the gas stations that fueled these trips are dealing with fewer gas-powered vehicles on roads, fierce competition with power companies for control of electric charging stations, and adapting new business strategies and infrastructure to keep pace with society’s transition towards EVs. 

So, what exactly does all of this have to do with tobacco control? 

Convenience stores make up the largest category of tobacco retailers in the U.S. Given that 80% of gas sold in the U.S. comes from convenience stores, and that the number of gas station outlets has declined for decades, the point-of-sale landscape may continue to dramatically shift in the ensuing decades with possible reductions in:

1. The density of tobacco retail outlets across the U.S.
2. The number of tobacco retail outlets near schools and parks, areas that youth frequent
3. The amount of tobacco marketing in communities

High retail availability of tobacco, along with heavy marketing at the point of sale, have been shown to prompt youth initiation, encourage impulse purchases, and interfere with quit attempts. Although the point-of-sale landscape may change in the coming years, tobacco control advocates can take action today to reduce tobacco retailer density through policy solutions such as licensing and zoning restrictions.

Ready to make progress toward reducing tobacco retailer density in your community? Counter Tools can help! Contact help@countertools.org for more information.