Pennsylvania Cannabis Retail: Big Baskets, Sticky Leaders, and the Loyalty Gap

Pennsylvania is the premium end of the cannabis market. Our HighRewards data for last month shows the highest average basket of any state we track, close to a hundred dollars an order and around three hundred dollars per customer for the month. Shoppers here spend big. They just do not come in very often.

The leaders actually hold their customers

Unlike most markets, Pennsylvania’s top chains keep what they win. Sunnyside and Curaleaf sit neck and neck at the top, and both retain more than 70% of their customers’ category spend, among the stickiest we see anywhere. In a lot of states the leader leaks a third or more of its wallet. In Pennsylvania, the leaders have built something closer to a moat.

But loyalty is thinner than it looks

Look past wallet share and a gap appears. Only about 38% of Pennsylvania shoppers made a third visit last month, and at the very top of the market that number is lower still. People are spending heavily when they show up, but they are not showing up often. High value, low frequency. That is a very different problem from the high-frequency, leaky markets next door.

Why a big basket with few visits is fragile

When you lean on a handful of trips to carry a customer’s whole month, every trip matters enormously. If even one of those visits goes to someone else, the hit is large. The opportunity in Pennsylvania is not just holding wallet share, which the leaders already do. It is adding frequency, giving high-value shoppers a reason to come back a third and fourth time instead of stocking up once and disappearing.

What people buy

Flower dominates, accounting for the lion’s share of category spend, with vapes a strong second and concentrates and edibles behind. On the brand side, Supply leads market share comfortably, followed by Find, Organic Remedies, and Grassroots. The premium basket shows up here too, with several brands carrying notably high average prices.

What it means for operators

In a high-value, low-frequency market, the growth lever is visits, not just basket. The leaders have proven you can hold the wallet. The next edge is rhythm, turning an occasional big spender into a regular one. That takes knowing who is drifting between visits and what pulls them back, on first-party data you control.

That is the gap HighRewards closes. We turn everyday shopper engagement into measurable in-store traffic and a clear, cohort-level view of share of wallet and visit frequency, so operators can see who is slipping and bring them back before the next big basket lands somewhere else.

The takeaway

Pennsylvania rewards the store that earns the repeat trip, not just the big one. The leaders already own the wallet. The race now is for frequency, and it is wide open.

Frequently asked questions

What makes Pennsylvania cannabis retail different?

It is the premium market. The average order is close to a hundred dollars and shoppers spend around three hundred a month, the highest baskets we track.

Who leads the Pennsylvania cannabis retail market?

Sunnyside and Curaleaf sit neck and neck at the top, and both retain more than 70% of their customers spend, among the stickiest leaders anywhere.

What is the biggest growth opportunity in Pennsylvania cannabis?

Frequency. Shoppers spend big but visit less often, so turning occasional buyers into regulars is the main growth lever.

What product category dominates Pennsylvania cannabis sales?

Flower accounts for the lion’s share of category spend, with vapes a strong second and concentrates and edibles trailing behind.

Which brands lead Pennsylvania’s cannabis market?

Supply leads market share comfortably, followed by Find, Organic Remedies, and Grassroots.

Turn your dispensary runs into gift cards

Earn gift cards by earning rewards at any dispensary — and even liquor stores! Every purchase earns points you can redeem for gift cards to Amazon, Starbucks and more with the HighRewards app.