Managing Partner @ CannaBIZ Collects & CCA | 🌎 Travel | Innovative Disrupter | Helping companies collect their 💰

I’m driven by the challenge to build great businesses with great people to solve real problems. 

My career began in 2015 after being promoted to CEO of a vertically integrated cannabis company in Colorado, where I gained hands-on experience and deep insights into the industry.

Later, I co-founded a specialty child-resistant cannabis packaging business, where I served as CEO. In 2022, I sold my shares in the company, achieving a personal exit while the business continued operating independently.

Currently I’m the Founder & Managing Partner of CannaBIZ Collects, the nation’s first and leading cannabis-focused collection agency started in 2017. In this role, I work to support cannabis businesses in navigating the unique legal and financial challenges related to A/R and collections.

I’m also the founder of the Cannabiz Credit Association, the first trade credit group in the cannabis industry, where we provide tools for risk monitoring and credit assessments to help businesses make better financial decisions and manage risk effectively.

I earned a BBA in Finance from The University of Georgia, and today, I’m based in St. Petersburg, FL. I’m committed to exploring new opportunities, improving business practices in the industry, and mentoring aspiring entrepreneurs who are looking to make an impact.

Brett Gelfand

Big news. And big moves with the team over at Cannabiz Credit Association.

Founder @ CannaBIZ Collects & Cannabiz Credit Association (CCA) | Recovering unpaid 💰 and reducing credit risk for cannabis companies

View company: Cannabiz Credit Association

We’re excited to announce that TerrAscend has officially joined the Cannabiz Credit Association community!

TerrAscend is one of the leading vertically integrated cannabis operators in North America, with operations spanning multiple states and a reputation for disciplined growth.

Adding strong, established MSOs like TerrAscend to the CCA network continues to strengthen the quality of shared trade data across the industry. The more leading operators who participate, the more transparent and accountable cannabis credit becomes for everyone.

We’re proud to have them as part of the community.

#WelcomeMarijuanaVenture #CannabisMedia #CannabisIndustry #CannabisBusiness #CannabisInsights #CannabisCommunity #CCAMembers

I can’t tell you how many times we hear this:

“We were waiting to see what happened.”
“We thought they’d turn it around.”
“We didn’t want to strain the relationship.”

Then the company closes.
Or goes into receivership.
And suddenly they want to collect.

Here’s the hard truth most operators don’t understand:

Once a cannabis company shuts down or enters receivership, collectability is basically zero.

At that point:
 • Cash is gone
 • Inventory is liquidated
 • Secured creditors are first in line
 • Unsecured vendors are last

And if there’s no personal guarantee, you cannot just “go after the owner.”

An LLC or corporation exists specifically to shield personal assets.
No PG = no personal exposure.

That means:
You extended trade credit to a legal entity that no longer has assets.

Game over.

In cannabis, this happens more than in most industries because:
 • Thin margins
 • Regulatory volatility
 • Cash flow constraints
 • Overleveraged operators

Waiting until collapse is not a strategy. It’s hope.

The operators who consistently reduce bad debt do three things differently:
1. They monitor payment behavior early.
2. They tighten terms at first signs of distress.
3. They escalate before insolvency, not after.

Collections is about timing.

If you’re placing accounts only after a closure announcement, you’re not managing credit risk. You’re documenting a loss.

And in this industry, prevention will always outperform recovery.

The goal isn’t to collect from bankrupt companies.

The goal is to never let it get there.

The longer an invoice sits, the harder it is to collect.

If you’ve got anything 90+ days past due, this might help:

https://lnkd.in/eB8DArAa

We built a free demand letter generator. Takes 2 minutes and gives you a clean way to apply pressure before escalating.

Open article: Cannabis Demand Letter Generator | CannaBIZ Collects by cannabizcollects.com

Cannabis Demand Letter Generator | CannaBIZ Collects

“We already know who the good and bad payers are…”

We see this every day at Cannabiz Credit Association.

Then six months later they place $100,000+ in collections to CannaBIZ Collects.

Here’s the uncomfortable truth:

Anecdotal memory is not a credit policy.

In cannabis, most credit decisions are still made based on:
- A rep’s personal experience
- Word of mouth
- “They’ve always paid us”
- A relationship from three years ago

That’s not risk management. That’s optimism disguised as familiarity.

And in a capital-constrained market, optimism is expensive.

The operators who’ve been humble enough to adopt data-backed credit risk ratings have seen something very different:

- Reduced DSO
- Fewer surprise defaults
- More disciplined credit limits
- Faster approvals with less internal debate

Because they stopped relying on:

1. Traditional trade credit associations with long meetings and delayed decision-making or 2. Legacy credit bureaus or new credit risk startups with little to no meaningful cannabis payment data

And started leveraging real cannabis payment data built on over 10 years of credit and collections experience in the industry.

Cannabis is not CPG.
It’s not manufacturing.
It’s not distribution in any other vertical.

You cannot underwrite it with generic data.

The best operators don’t assume they “just know.”

They validate what they think with real data… and not just blind scoring/heresay they trust. 

That humility is what protects margins.

We see these credit mistakes every day in the cannabis industry, not because teams don’t care, but because structure is missing.

1. Extending credit without vetting - Trust isn’t credit data. Without visibility into payment behavior and existing trade debt, you’re guessing and guessing is expensive.
2. No written escalation process - If there’s no clear plan for 30, 60, or 90 days past due, invoices stall. Delay weakens leverage and signals tolerance.
3. Waiting too long to act - The longer an invoice sits unpaid, the harder it is to recover. Early action protects both cash flow and relationships.
4. Confusing loyalty with risk tolerance - Familiar partners can still be high risk. Longevity doesn’t cancel financial reality.

In cannabis, credit discipline isn’t aggressive. It’s necessary. Good intentions don’t pay invoices.

Want to spot risk earlier? Cannabis-specific credit data makes the difference. 

#CannabisBusiness #CannabisFinance #TradeCredit #AccountsReceivable #CannabisCredit #CashFlowManagement #CannabisOperators #RiskManagement

Credit Mistakes - CannaBIZ Collects

When we started building CCA, the first thing we did was call the traditional credit bureaus. We assumed they already had cannabis credit data. They had few trade lines. Almost no verified payment history.

So we built the reporting network ourselves. And built a tech-forward SaaS platform specific to cannabis, with hundreds of CRB companies contributing real payment data. 

The only source of truth to know who pays and who doesn't.

When we first started building the CCA, we did what anyone would do.
We called the “normal” credit bureaus.

We asked about cannabis data. Trade lines. Payment history. Risk scoring.

And the answer was always some version of the same thing:
 “It’s limited.”
 “It is hard to collect.”
 “It’s difficult to verify back to companies.”

The reality is simple. For decades, cannabis operated in the shadows. Cash businesses. No traditional banking. No consistent reporting. A lot of legitimate operators, but very little structured credit data.

So, of course, the files were thin.

Instead of accepting that, we decided to build what didn’t exist.

We worked directly with D&B analysts. We partnered with operators. We built reporting pipelines. We standardized how trade data gets captured. And we kept going until the picture started to look real.

Today, the CCA captures payment and trade data from more than 200 companies nationwide.

Not guesses. Not vibes. Actual reported performance.

That’s how you build the most comprehensive credit bureau in cannabis.
Because this industry may have started in the black market, but its future runs on transparency, accountability, and real credit data.

And someone had to do the hard work to capture it.

To know more about how CCA works, visit us at - https://lnkd.in/gG58eey6

#CannabisIndustry #CannabisBusiness #CannabisFinance #CannabisCredit #TradeCredit
#CreditRisk #CreditData #ARManagement #AccountsReceivable

CCA is the strongest source of credit data and insights to know whose who in cannabis.

Our Michigan data set is getting stronger every day with leading operators and CRBs actively reporting verified trade lines.

If you’re in Michigan and feel a Facebook group or he says/she says is a better credit process… I’d love to challenge you and get a demo set up with our team. 

It’s time to move this industry forward together.

We’re excited to announce that Northwoods Cannabis has officially joined the Cannabiz Credit Association community!

Northwoods Cultivation is a mission-driven cannabis grower in Michigan focused on premium flower, clean cultivation practices, and thoughtful genetics. With a commitment to sustainable growing and careful attention to plant health at every stage, they produce consistent, high-quality cannabis that resonates with both patients and adult-use consumers alike.

Their craft-focused approach and dedication to excellence make them a valued new member of the CCA network.

We’re proud to welcome their passion, leadership, and commitment to quality.

#WelcomeNorthwoods #CannabisCultivation #PremiumCannabis #CraftCannabis #CannabisIndustry #CannabisBusiness #CCAMembers

I had someone say to me the other day “is CCA just another trade association?”

It’s not.

And that confusion actually highlights the problem CCA was built to solve.

For years, cannabis companies have managed credit the old way:

An employee or sales rep reviewing spreadsheets.
Limited information about new customers.
Phone calls to peers asking, “Do you know if this company pays?”

Traditional trade associations tried to solve this through meetings and informal information sharing about AR issues.

CCA took a different approach.

Cannabiz Credit Association is a technology platform. A SaaS solution for credit and AR management built specifically for the cannabis industry.

Instead of relying on conversations, CCA aggregates and analyzes real trade line data across the industry.

Today the platform includes:

• $2B+ in verified cannabis trade and collection data 
• Real payment performance across hundreds of active operators
• Collection outcomes from the largest cannabis debt dataset in the industry
• License matching with state regulatory databases
• Entity and license hierarchy mapping
• AI-assisted tools supporting underwriting and credit decisions

The result is simple.

Instead of a credit manager spending hours chasing information… CCA surfaces the insights instantly.

Members can quickly understand:

Who pays on time.
Who pays late.
Where risk may exist across multiple entities or licenses.
And how to manage AR exposure more effectively.

Trade associations facilitate conversations.

CCA delivers the data infrastructure and technology the cannabis credit market has been missing.

graphical user interface, application, website

This is the year the industry wakes up, to start taking proactive approach to credit/collection issues. And ‘know your customer’ before it’s too late.

We’re excited to announce that Heshies has officially joined the Cannabiz Credit Association community!

Heshies is a cannabis manufacturing and product development company specializing in white-labeling, contract manufacturing, and co-packing services for cannabis brands. Founded by the Heschong brothers, the company focuses on delivering high-quality pre-rolls, packaged flower, concentrates, and cartridges for partners across the market.

Producing millions of joints annually, Heshies helps brands bring products from concept to retail shelves with streamlined production, reliable sourcing, and scalable manufacturing solutions.

We’re proud to welcome their manufacturing expertise and commitment to product quality to the CCA community.

#WelcomeHeshies #CannabisManufacturing #WhiteLabelCannabis #CannabisProducts #CannabisIndustry #CannabisBusiness #CCAMembers

In 2015, I was owed over $500K.

My first job out of college, I was running a vertically integrated cannabis company in Colorado. Delivering from the mountains near Aspen to dispensaries all over the state.

Long drives. Expensive logistics. Half-days gone just to pick up cash.

So we did what made sense at the time... 
We extended terms.

Let dispensaries order more, pay later. 
It made the delivery model work. 

Revenue took off. 
On paper, everything looked great.

But we weren't winning.

Collecting that cash was a mess. 
No credit system. No reporting. No real consequences for not paying. 

Just constant follow-ups, excuses, and an AR report that kept growing.
I went looking for help. Collections firms. Credit data. Anything.

Nothing existed.

Cannabis businesses were invisible to traditional credit infrastructure. Not paying your vendors wasn't an exception... it was just normal.

So I built what didn't exist.

In 2017, I launched CannaBIZ Collects to help cannabis operators actually get paid.

In 2023, we launched the Cannabiz Credit Association. The first credit reporting and rating platform built specifically for this industry. More trade data than any major bureau combined.

Both companies came from the same hard lesson:
Extending terms without infrastructure behind it is a dangerous game.

If you're in cannabis and offering terms today... you already know exactly what I mean.

probably #1 reason I see companies struggling with cash flow and AR issues today. way too much reactivity. when proactive solutions exist... finally.

Most cannabis companies still operate in reactive mode.

A retailer places an order? Ship it.
They ask for terms? Sure.
Need a little higher limit? No problem.
Everybody gets a loan.

And when they eventually don’t pay… that’s when action happens. The emails start. The calls get tense. Then it ends up in collections through @Cannabiz Collects.

That’s the old playbook.

The new age operator looks very different.
They check credit before extending terms.
They decide how much to extend based on actual trade data.
 And if they’re already doing business, they monitor credit exposure over time.

Because companies can go south quickly in this market. A license change. A tax issue. A cash crunch. One bad quarter and suddenly everyone’s chasing the same dollars.

You don’t want to be the last to know.

Reactive businesses send accounts to collections.

Proactive businesses adjust limits before there’s a problem.

The industry is maturing. The question is whether your credit process is.

#CannabisIndustry #CannabisBusiness #CannabisFinance #CannabisCredit #TradeCredit #CreditRisk #AccountsReceivable #ARManagement #CashFlow #RiskManagement

Cannabis Banking | Specialist in new markets & strategies | Official Member - Rolling Stone Cannabis Culture Council | Advisory Board Member - CTrust

A skilled banking executive with over 20+ years of leadership experience in sales, marketing and RM roles in banking and financial services.I have headed up 4 separate cannabis banking programs as team lead, and have worked as a consultant to dozens of cannabis banking programs around the country. As an active member of the cannabis industry, I am honored to serve on the Board of Advisors for CTrust. Additionally, I write about the cannabis industry for Rolling Stone Cannabis Culture Council. Previously, I also served as a member of the Banking &amp; Financial Services Committee for the National Cannabis Industry Association. I am a frequent guest lecturer at institutions of higher learning, such as Wake Forest, Rutgers Law, Hofstra Law and others. And, I am a veteran of the United States Army

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