By: Scott Willis

A new breed of cannabis firm has lately emerged, swiftly captivating the capital markets and drawing substantial interest from investors.

We are speaking about cannabis extractors.

Place basically, extractors take cannabis flower and turn it into extremely concentrated cannabis oil.

Investors have turn into enraptured at the income possible of these organizations.

The pondering goes, ‘think of how a lot of new greenhouses are beginning up in Canada and the U.S. appropriate now, spurring huge possible demand for processing solutions due to consumers’ preference for oil-infused merchandise such as vape pens, edibles, and drinks more than smoking dried flower.’

The future of the extraction market appears vibrant, but investors are placing their funds at threat if they do not totally comprehend the organization model and each the dangers and possibilities for these businesses in 2019 and beyond.

In this guide, we clarify the extraction organization models, market place possibilities and threat, plus discover if any of these stocks are effectively positioned to emerge as dominant players in the market.

Soon after reading our deep-dive you must be in a position to make an educated choice no matter whether these stocks are ripe for investment or must be avoided.

Vertical Integration or Specialization

The Canadian cannabis market place hasn’t however determined if it will be a vertically integrated model related to the U.S. or if the market place will fragment into businesses that specialize in every segment of the worth chain.

In the agriculture market, there is no precedent for publicly traded processing businesses. Processing of corn, wheat, and soybeans is carried out privately by means of cooperatives or by person farmers, telling us profit margins are thin.

In the crude oil market place, huge conglomerates had been initially vertically integrated, handling the drilling, creating, refining, and retail sales all inside a single firm.

More than time the falling profit margins and earnings volatility of the refining organization pushed these businesses to spin out their refining arms into independent entities.

So far in cannabis, huge licensed growers have signed smaller extraction agreements with third-celebration firms when creating their personal in-property extraction capacity at the very same time.

The jury is nevertheless out on no matter whether the cannabis market goes complete integration to begin prior to specialization requires more than like in the crude oil organization.

If extraction businesses want to maintain all the capacity they’ve constructed totally utilized it is incredibly critical to convince the market they possess unique extraction expertise and processes that cannot be replicated anyplace else.

The Various Cannabis Extraction Enterprise Models

Even even though cannabis extraction basically turns flower into oil, this method can be contractually set up in a lot of distinct methods.

  1. Tolling – Extraction businesses are paid a flat charge per gram to take a grower’s flower, turn it into oil and return the completed oil to the grower who will sell it into the market place.
  2. Spot Marketplace Sales – Extraction businesses can go out and get flower themselves, turn it into oil and sell the unlabeled oil on the wholesale market place.
  3. White Labeling – Extraction businesses get flower, turn it into totally packaged customer merchandise which are then bought by cannabis brands who slap their personal label on the item and sell it to shoppers.
  4. Retail – Extraction businesses get wholesale flower and turn it into retail-prepared merchandise with their personal in-property branding. These merchandise can be sold straight to government distributors or dispensaries.


Pros: Extractors are assured a charge per gram regardless of what occurs to costs for dried flower or oil. There is no commodity threat. The only way the extractor gets into problems is if the firm they have a contract with defaults or goes bankrupt.

Cons: This is the lowest threat but lowest return organization model. The extractor cannot take benefit of alterations in flower and oil costs to boost margins. They also drop out on greater margins from white labeling.

Spot Marketplace Sales

Pros: The firm can take benefit of alterations in the value of dry cannabis and oils to get and sell at opportune instances. If they time the market place appropriate, margins and profit will be greater than beneath a tolling agreement exactly where the profit margin is fixed primarily based on the contract.

Cons: Rates can be volatile so unless the firm has some incredibly intelligent persons who genuinely comprehend the market place, they could make much less than with a tolling agreement and in the worst case drop funds. Income will be incredibly unpredictable and differ broadly from year to year.

White Labeling

Pros: By means of providing totally packaged worth-added merchandise, extractors can boost income. They are supplying an further service to growers by not only turning flower into oil, but also packaging the oil so it can go straight onto retailer shelves right after a label has been slapped on.

White labeling generates decrease income than spot market place sales, but is a a great deal much less risky way to make funds.

Cons: Labeling and packaging are extra capital intensive than extraction alone and call for extra machines and investment up front.


Pros: This is the highest margin organization model. Extractors capture the complete value distinction in between the retail value of a vape pen and the wholesale value of the dried flower that goes into producing it, which can be substantial.

By developing in-property brands and promoting direct to the customer, extractors can develop brand awareness and drive demand and greater margins for their merchandise. They will not be hurt if an extraction consumer has problems promoting its personal oil to clients and cancels or reduces future orders.

Cons: Competing straight with vertically integrated growers and standalone retailers could hurt organization. A grower may possibly not sign a white label or tolling agreement with an extractor who is straight competing with them on retailer shelves.

The Players

The 4 leaders in the extraction market are MediPharm Labs (TSXV: LABS, OTCQX: MEDIF) ), Valens GroWorks (CSE: VGW), Neptune Wellness (CVE: NEPT) and Radient Technologies (CVE: RTI).

The businesses are mostly differentiated by their management teams and capacity and have not however created proprietary extraction strategies or substantial intellectual house portfolios at this early stage, even even though the businesses will inform you otherwise.

Existing and Planned Capacity of Every Extraction Business

000′ Kilograms Existing Probably Achievable
MediPharm Labs 150 250 325
Valens GroWorks 240 240 240
Neptune Wellness 30 200 200
Radient Technologies 91 274 548
Total Business Capacity 511 934 1,283

Cannabis Extraction Business Money Positions

Seeking at the money positions of the 4 huge extraction businesses we see a huge spread in liquidity.

MediPharm is on the low finish probably mainly because the firm is essentially lucrative on an EBITDA basis and has observed a money infusion from warrants and alternatives in the final two quarters to cover the liquidity gap.

The firm is nevertheless burning about $five million a quarter on new gear and inventory, even so, so will require to increase sales to break even on a money flow basis or reduce capital spending considerably in coming quarters.

Valens must turn a profit on an EBITDA basis subsequent quarter and also has $62 million in money, providing the firm the longest liquidity runway.

Investors must count on an additional capital raise from businesses with under a year of liquidity prior to their capital expenditures require to fall and the businesses can operate sustainably.

Years of Money Left at Existing Burn Price

The Chance for the Cannabis Extraction Business

The extraction model is not a fad and is right here to remain.

Equivalent to how the crude oil market place functions currently, standalone extractors will probably get cannabis flower in bulk on the spot market place and sell the oil wholesale or in packaged kind to brands who will then place the item on retailer shelves.

Canada alone produces 900,000 kg of cannabis so there will be substantial demand for extraction capacity as customer demand evolves previous raw flower to oil infused merchandise, related to how legal U.S. markets have created.

In U.S. legal markets, demand has quickly evolved from smokable flower to oil-primarily based merchandise. Concentrates and edibles are extra than 40% of demand in Colorado and 50% in California and developing.

Not to mention insatiable customer demand for CBD, which will call for millions of pounds of extracted hemp to satisfy.

Marketplace Share More than Time by Item Format

Supply: Marijuana Policy Group, Leeds College of Enterprise

At this early stage in the market’s improvement, most growers lack the skilled personnel and specialized expertise to extract cannabis flower into oil, developing substantial demand for third-celebration processing solutions.

As extraction businesses refine their extraction procedures and develop a proprietary library of oil formulations they could turn into indispensable partners to any grower of cannabis.

The Dangers for the Cannabis Extraction Business

There are a handful of huge dangers investors require to be conscious of prior to they dive into owning extraction stocks.

It is Low-priced to Join the Game

Per gram of capacity, it is a great deal less expensive to get extraction gear than it is to develop a greenhouse and begin developing.

For instance, it fees $1.50-$three.00 per gram to develop a cannabis greenhouse compared to $.ten-$.30 cents per gram for extraction gear.

Extractors like MediPharm and Valens generated ~40% gross margins final quarter which are twice as higher as the ideal international oil refineries.

This may possibly clarify how businesses have managed to beef up capacity so swiftly.

The low cost expense of entrance indicates we will see a lot of extra players enter the field in an try to take some of the juicy income for themselves.

Extractors like MediPharm and Valens generated ~40% gross margins final quarter, which are twice as higher as the ideal international oil refineries.

There is also a large capital markets incentive to generate an extraction firm.

Public extraction businesses trade for $1.92 per gram of capacity on typical when it fees only $.09-$.30 per gram to get gear to begin your personal extraction firm. Any one with deep pockets could get gear for $.30, go public and turn that $.30 into $1.00-$three.00, for a speedy 300-900% obtain.

If margins and public stock premiums remain exactly where they are, new extraction businesses will continually go public till the straightforward funds can no longer be created.

Investors must be ready for extraction margins and the market place cap per gram to fall more than time.

Public Marketplace Worth per Gram of Capacity

Supply: Grizzle Estimates

Cannabis Extractors Will Struggle to Fill All That Capacity

The legal market place in Canada sells one hundred,000 kg of dry cannabis appropriate now, with extracts producing up only 13% of the market place, far under the 500,000 kg of extraction capacity on line from MediPharm, Valens, Neptune and Radient alone.

The 500,000 kg will develop to 1 million kg by 2020 and 1.five million by 2021, not even counting capacity from private extraction businesses and growers like Aphria with 200,000 kg of in-property capacity.

In the end, even beneath the most bullish cannabis oil demand situation, extraction provide will far exceed demand.

Existing Demand: In the final 5 months of legalization in Canada, oil demand has been operating at an annual price of only 13,000 kg dry equivalent.

Base Case: Oil demand is additive to flower demand and causes the legal cannabis market place to double in 2020 to 200,000 kg per year. Oil sales make up 50% of legal cannabis sales or one hundred,000 kg, in line with demand trends in California, the most created cannabis market place in North America.

Bull Case: Demand for oil in vape pens and infused into edibles requires more than 50% of the remaining black market place plus 50% of the legal market place.

The black market place and legal market place combined are estimated at 810,000 kg a year in 2018 according to Statistics Canada. We assume the market place grows to 910,000 kg with oil producing up 55% or 505,000 kg a year.

Existing, Probably and Achievable Processing Capacity

Supply: SEDAR Filings, Grizzle Estimates, StatsCan, Well being Canada

The above chart shows us that it will potentially be a challenge for extractors to obtain purchasers for their capacity.

Cannabis extraction businesses cannot rely on demand outdoors of Canada either. Sales to Europe from Canadian licensed producers (LPs) are operating at much less than two,000 kg a year, requiring huge development to make a dent.

Federal legalization in the U.S. is nevertheless two years away at least and with multi-state operators creating their personal oil extraction gear or purchasing from currently established U.S. extractors, it is doubtful U.S. businesses will be contracting with Canadian extraction businesses at scale anytime quickly.

Seeking at the capacity of announced binding contracts, Valens has contracts for only 19% of capacity in 2019 and 46% in 2020, when MediPharm has binding buy agreements for only 18% and 7% of capacity in 2019 and 2020.

Placing even this decrease quantity of contracted capacity in point of view, the committed capacity just for Valens and MediPharm alone is 72,000 kg in 2019 which would call for oil demand to develop 500% from the February run price.

But What About CBD?

Some will make the argument that exploding CBD demand calls for fields of hemp to satisfy shoppers and they are technically appropriate.

Canada harvested 135,000 acres of hemp in 2018 or 43 million kg of raw hemp. This dwarfs the 500,000 kg of public extraction capacity.

On the other hand, a kg of hemp yields only 18 grams of CBD, when a kg of cannabis yields 170 grams of THC, 10x extra.

Economics are worse as well, with wholesale CBD extract promoting for $six.50 per gram compared to THC extract at $40/gram.

If extractors method hemp alternatively of cannabis their income possible would be considerably decrease and they would wildly miss consensus estimates.

The a great deal decrease income chance from hemp indicates that even if extractors are operating complete out creating CBD they will nevertheless miss income estimates.

Processing Hemp Does not Spend Compared to Cannabis

C$MM Annual Capacity (kg) Max Income from Cannabis Max Income from Hemp
MediPharm 250,000 $771 $15
Valens 240,000 $288 $14
Neptune 200,000 $428 $12
Radient 273,750 $586 $16

Supply: Grizzle Estimates, SEDAR Filings, AG Canada

If the only factor MediPharm extracted was hemp the firm would max out at $15 million of annual income, compared to consensus of $one hundred-$300 million more than the subsequent 3 years.

Valens is related, producing only $14 million of annual income from hemp compared to consensus income estimates of $52-$170 million.

Larger-yielding hemp strains are in the operates, but the timing of when these strains will be planted and harvested is unknown at this point.

Analyst Estimates are As well Higher

The table under lays out consensus income and EBITDA estimates (a measure of cashflow) for Valens, Medipharm, and Neptune.

If consensus is appropriate, there will be impressive development for all the extraction stocks.

MediPharm and Valens, in distinct, would see income development of 180% and 500% in 2019 compared to 2018.

Cannabis Extraction Business Consensus Estimates

VGW 2019 2020 2021
Income 52 125 171
EBITDA 23 63 84
EBITDA Margin 44% 51% 49%
LABS.V 2019 2020 2021
Income 116 201 317
EBITDA 26 64 90
EBITDA Margin 22% 32% 28%
NEPT 2019 2020 2021
Income 54 114 176
EBITDA ten 28 48
EBITDA Margin 19% 25% 27%

As of May perhaps 1 2019 Supply: S&ampP CapitalIQ, Altacorp Capital.

On the other hand, when we appear at the capacity necessary to hit these EBITDA and income numbers, these businesses are pretty much assured to disappoint investors more than the subsequent 12-24 months.

Primarily based on final quarter’s EBITDA margin of $.12 per gram, Neptune desires to method 194,000 kg in 2019 and 211,000 kg in 2020.

MediPharm has a much better margin of $.30 per gram but nevertheless desires to method 80,000 kg in 2019 and 140,000 kg in 2020 to meet estimates.

The trouble for each businesses is they’ve signed contracts for much less than these amounts.

Valens only has contracts for 45,000 kg in 2019 and 110,000 kg in 2020 when MediPharm’s contracts are smaller sized at 27,500 kg and 16,000 kg respectively.

Each management teams require to sign extra contracts quickly or see customer demand explode so they can fill the rest of their unused capacity by means of spot purchases and sales.

Valens Consensus vs Contracted Capacity

Supply: Business Filings, Grizzle Estimates

MediPharm Consensus vs Contracted Capacity

Supply: Business Filings, Grizzle Estimates

Even if these businesses handle to sign further contracts or get wholesale flower to run at complete capacity or close to it, the market place just does not require that a great deal cannabis oil.

Consensus EBITDA estimates for Valens, MediPharm and Neptune alone add up to 330,000 kg of sales in 2019 and 560,000 kg in 2020 when cannabis oil demand is only operating at 13,000 kg a year. This is a huge gap that will under no circumstances be closed with the existing restrictive regulations in impact.

Extraction Capacity is Far Above Stagnant Oil Demand

Supply: HealthCanada, StatsCan, Grizzle Estimates, SEDAR

A Note on Contract Language

Even even though capacity beneath contract is anticipated to be a positive factor, the language of the contracts in between extraction businesses and growers leaves a great deal flexibility.

A sample agreement in between a cannabis extractor and a licensed producer reads like this:

Beneath the 18-month agreement, MediPharm will provide up to 900kg of cannabis extract for sale to Canopy Development and its subsidiaries. Canopy Development has committed to buying a minimum of 450kg with an choice to buy an further 450kg.

Handful of of the contracts have minimum volume commitments and most are non-binding with an choice to use the processor not a contracted requirement. To take into account the possible upside for extractors, we contain optional capacity as effectively as committed capacity in our evaluation.

Share Unlock Facts and Other Significant Information and facts

MediPharm Share Lockups

Founders, workers, insiders and seed shareholders owning ~40% of diluted shares are locked up beneath the following schedule:

  • 25% released on the Listing date (Oct. 1, 2018)
  • 25% six months right after (April 1, 2019)
  • 25% 12 months right after (Oct. 1, 2019)
  • 25% 18 months right after (March 31, 2020)

Valens Share Lockups

Valens’ biggest shareholder, Noreen Dale Spanell, disposed of three.five million shares out of the 15 million she beneficially owns (12% of popular shares) on Jan. 30 and agreed to lockup her remaining shares for six months (July 30, 2019).

The purchasers of the three.five million shares agreed to a four-month lockup (May perhaps 30, 2019).

Neptune Legal Proceedings

A prior CEO of Neptune sued the firm for $eight.five million of unpaid wages and further stock. The initially hearing dates are May perhaps and June 2019.

The very same CEO is alleging remaining royalties from the krill extract organization have not been paid and is in search of complete payment. The court ruled in favour of the prior CEO at the finish of March and Neptune now has to spend the CEO 1% of income from March 2014 to currently. The quantity has however to be determined but must be at least $1.7 million.

So What Will Take place to Extraction Stocks in 2019?

Extraction stocks have been the cannabis sector darlings of 2019 so far with MediPharm, Valens, and Neptune up 214%, 153% and 51% respectively, handily beating the all round cannabis sector.

These cannabis extraction stocks could have extra upside left in the quick term if management teams announce new contract signings, but as we move by means of 2019, the businesses will struggle to meet wildly optimistic consensus income and EBITDA estimates.

Offered that the stocks have run and retail investors are all-in on this sector, we feel there is extra downside than upside as the businesses disappoint earnings expectations quarter right after quarter.

From a longer-term point of view, none of the extraction businesses have confirmed they will turn into the licensed growers’ preferred providers of extraction solutions.

They have not constructed sufficient intellectual house and specialized processing know-how to demand a great deal greater prices than what a licensed producer would devote processing cannabis in-property.

If a huge licensed producer announces an additional in-property processing facility, it could throw cold water on the market’s expectation that independent extraction facilities will capture the majority of oil processing organization as Canada rolls out edibles, infused beverages, and vape pens.

In the mature crude oil markets, refiners struggle to earn their expense of capital and the ideal refiner is only separated from the worst by the reliability of its assets.

Cannabis extraction businesses will have to operate to develop proprietary extraction procedures and intellectual house to stay clear of the commoditized fate of their crude oil peers.

EV/EBITDA Estimates

Supply: S&ampP Capital IQ, Grizzle Estimates

Consensus EV/EBITDA Several 2019 2020 2021
VGW 18.9x six.9x five.2x
LABS 28.3x 11.5x eight.2x
NEPT 37.4x 13.4x 7.8x
Weighted Typical 27.9x ten.7x 7.2x
Licensed Producers 37x 19x 11x
U.S. Multi-State Operators 35x 14x Not obtainable

Price tag to Sales Estimates

Supply: S&ampP Capital IQ, Grizzle Estimates

Consensus Price tag/Sales Several 2019 2020 2021
VGW 9.6x four.0x two.9x
LABS six.8x three.9x two.5x
NEPT 7.4x three.5x two.3x
Weighted Typical 7.7x three.8x two.5x
Licensed Producers 11.0x six.0x three.0x
U.S. Multi-State Operators eight.6x five.0x Not obtainable

The opinions supplied in this write-up are these of the author and do not constitute investment tips. Readers must assume that the author and/or workers of Grizzle hold positions in the firm or businesses described in the write-up. For extra details, please see our Content material Disclaimer.

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