What Cannabis Entrepreneurs Can Learn from Mark Carlson and The John Roberts Co.

Minnesota's cannabis industry is still in its early chapters, but some businesses saw the opportunity long before the market began taking shape.

One of those companies is The John Roberts Company.

In a recent episode of The Canna Connect Show, Steven Eigenmann sat down with Mark Carlson, Vice President of Sales at The John Roberts Company, to discuss cannabis packaging, entrepreneurship, leadership, and the lessons he's learned throughout a career that spans professional athletics, national sales leadership, and decades in the printing industry.

Watch the full interview: https://youtu.be/Vod7nviXWlQ

Listen to the podcast: https://www.buzzsprout.com/2568135/episodes/19148597

Seeing Cannabis Before Minnesota Did

Long before joining The John Roberts Company, Mark spent more than three decades with Heidelberg USA, one of the world's largest manufacturers of printing presses. His territory eventually expanded across much of the western United States, giving him a front-row seat to the legalization movement in states like Colorado, California, Oregon, and Washington.

As those markets matured, Mark watched cannabis evolve from a niche industry into a billion-dollar marketplace. He also saw firsthand how packaging became an essential part of compliance, branding, and consumer experience.

When Minnesota began embracing cannabis, he recognized a familiar pattern.

Rather than waiting for the industry to mature, The John Roberts Company chose to get involved early, building relationships with entrepreneurs and supporting emerging cannabis businesses before the market fully arrived.

Why Packaging Matters More Than Ever

One of the biggest themes throughout the conversation is the growing importance of packaging.

In a competitive market, packaging does far more than protect a product. It communicates a brand's identity, helps businesses stand out on dispensary shelves, and creates a memorable customer experience. Mark emphasized that compliant packaging is a requirement, but great packaging can also become a competitive advantage.

For Minnesota cannabis operators entering the market today, that distinction will become increasingly important as more brands compete for consumer attention.

The John Roberts Company has positioned itself as a partner capable of supporting businesses from concept to production, offering a wide range of printing, packaging, fulfillment, and distribution services under one roof.

Leadership Lessons from Sports and Business

While cannabis packaging was a major focus of the interview, some of the most memorable moments came from Mark's personal story.

Growing up in the Chicago area, Mark was a multi-sport athlete who led his high school football team to a state championship before being recruited by more than 75 colleges. He ultimately chose the University of Minnesota, where he played alongside future Hall of Fame coach Tony Dungy and later learned from legendary coach Mike Shanahan.

Those experiences shaped his leadership philosophy.

Throughout the conversation, Mark repeatedly returned to the importance of trust, mentorship, consistency, and putting people first. Whether leading a sales team, supporting customers, or building long-term business relationships, he believes success starts with helping others succeed.

His perspective serves as a reminder that many of the qualities that create winning teams in sports also create successful organizations in business.

Supporting Minnesota's Cannabis Industry Early

Since first connecting with Canna Connect at Legacy Cup Industry Night in 2023, The John Roberts Company has been an active supporter of Minnesota's cannabis community.

That early commitment has already led to opportunities across the state's rapidly growing hemp beverage and cannabis markets. As new operators continue to launch products and build brands, companies like The John Roberts Company are helping create the infrastructure that allows the industry to grow.

Mark believes Minnesota remains in the early innings of a much larger opportunity.

Businesses that establish relationships, build trust, and invest in the industry today may be the ones best positioned to succeed tomorrow.

Final Thoughts

One of the most interesting aspects of this conversation is that it isn't just about packaging.

It's about recognizing opportunities before they become obvious.

It's about showing up early.

It's about building relationships that last decades.

And it's about understanding that industries, like people, grow through trust, consistency, and long-term thinking.

Thank you to Mark Carlson and The John Roberts Company for joining us on The Canna Connect Show and for their continued support of Minnesota's cannabis community.

Watch the Full Interview

📺 YouTube: https://youtu.be/Vod7nviXWlQ

Listen to the Podcast

🎙️ Buzzsprout: https://www.buzzsprout.com/2568135/episodes/19148597

Connect with Canna Connect

Minnesota's cannabis industry is being built one relationship at a time. Follow along as we continue highlighting the entrepreneurs, innovators, and community leaders helping shape the future of cannabis in Minnesota.