Charlotte's Web Holdings, Inc.
Charlotte's Web Holdings, Inc. is a U.S.-based hemp wellness company built around proprietary hemp genetics and branded cannabinoid products. The company sells tinctures, gummies, capsules, topicals, pet products, and related wellness formats under brands including Charlotte's Web, CBD Medic, and CBD Clinic. Its operations are centered in Louisville, Colorado, where it manufactures tinctures, handles distribution and quality control, and conducts research and development in a cGMP-compliant facility. The business is positioned around premium, North American farm-grown hemp extracts containing CBD and other naturally occurring cannabinoids and plant compounds. It is also a Certified B Corp, which reinforces its consumer-facing wellness and sustainability positioning.
Fiscal year 2025 · change from previous year
Development 2020–2025
Business
Share of revenueLiquid hemp extract products sold as the company's core wellness format.
Gummies and capsules designed for convenient daily cannabinoid consumption.
CBD creams and lotions used for localized wellness and recovery applications.
Non-intoxicating hemp-derived products marketed for wellness use cases.
Hemp-based products formulated for companion-animal wellness.
Functional mushrooms and other adjacent wellness offerings.
Customers
Charlotte's Web sells primarily to U.S. consumers seeking hemp-derived wellness products for everyday use, including tinctures, gummies, capsules, and topicals. A second important customer group is retail partners that stock the company's branded products in physical stores, which helps broaden reach and supports brand visibility. Health care practitioners also represent a channel for the company, reflecting a more trust-based purchase decision around wellness and topical products. The company also serves online shoppers through its direct-to-consumer website, where loyalty rewards and promotions are used to drive repeat purchases and retention. Pet owners are another niche customer group, buying hemp-based pet products for companion-animal wellness needs.
Buy through the company's website for tinctures, gummies, capsules, and topicals, often influenced by loyalty rewards and promotions.
Retailers purchase branded products for shelf placement and consumer reach across wellness and personal care channels.
Practitioners buy or recommend topical and wellness products where credibility and product quality matter.
Buy pet wellness products for companion-animal use, a smaller but relevant adjacent category.
Strategy
Management is focused on improving operating efficiency across the business, including cost savings from a more efficient e-commerce platform and related IT upgrades. The company is also reorganizing its B2B business and retail partnering strategy in a data-driven way, suggesting a push to improve channel productivity rather than simply expand distribution. It expects lower selling, general, and administrative expense in 2025 as prior restructuring and efficiency actions flow through the income statement. Near to mid-term, the company is explicitly focused on reducing negative cash flow from operations while preserving enough liquidity to fund the business. Longer term, growth depends on improving revenue performance in a regulated category where brand trust, channel execution, and product differentiation matter.
Lower fulfillment and operating costs while improving direct-to-consumer execution and customer retention.
Improve partner productivity and focus resources on the most effective wholesale relationships.
The company needs to narrow operating losses and protect liquidity to support ongoing operations.
Geography
The company states that it conducts the majority of its business in the United States, which is also where its headquarters and production base are located. Louisville, Colorado serves as the operational center for manufacturing, distribution, quality control, and R&D, making the U.S. the key geography for both supply and sales. Its hemp inputs are described as 100% North American farm grown, which reduces dependence on overseas agricultural sourcing. The business appears primarily domestic, so U.S. consumer demand, state-level hemp/CBD regulation, and domestic retail channel health are the main geographic drivers. No country-level revenue split was disclosed in the provided excerpts.
Risks
The company remains exposed to demand volatility in a consumer wellness category where repeat purchases, brand trust, and discretionary spending matter. Regulatory risk is significant because hemp and CBD products operate in a changing legal environment, and management explicitly notes that industry regulatory changes can affect future performance. The business also faces liquidity and financing risk because it has been using cash in operations and may need external capital if performance does not improve. Channel execution risk is meaningful given the reliance on retail partners, health care practitioners, and e-commerce, all of which can shift quickly with consumer preferences and partner economics. As a hemp-derived product company, it also faces supply-chain, quality-control, and inventory risk, including returns, promotions, and potential inventory provisions.
The company sells hemp extract products in a category subject to evolving federal and state rules, which can affect product availability, claims, and channel access.
Exposure: U.S. hemp wellness products
Management says long-term funding depends on future operating performance and may require borrowings or equity/debt issuance.
Exposure: Liquidity and capital structure
Products are discretionary wellness purchases, so demand can weaken with inflation, lower consumer confidence, or category fatigue.
Exposure: Retail and direct-to-consumer sales
The business depends on retailers, practitioners, and e-commerce, so underperformance in any channel can reduce revenue and brand reach.
Exposure: B2B and retail partnerships
Accounting
Judgemental itemsUnredeemed rewards are deferred and recognized later, affecting timing of revenue and liability balances.
Impact: Revenue timing and deferred revenue
Expected returns are recorded as a refund liability, which reduces revenue and can shift gross margin.
Impact: Net sales and liabilities
Inventory write-downs and provisions can materially affect cost of goods sold and gross profit.
Impact: Gross margin volatility
The investment is remeasured each period, creating non-operating earnings volatility.
Impact: Other income/expense and net income
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Last updated: 24/09/2026