Sam Richard
Age: 38
Title: CEO
Company: OnPoint Laboratories
“Complacency is synonymous with failure in most industries, but perhaps most especially in the still-nascent cannabis space,” says Sam Richard, the CEO of Arizona cannabis testing lab OnPoint Laboratories. And after years of working in Arizona’s cannabis industry on a multitude of levels, Richard would know.
Richard has served as the former executive director for the Arizona Dispensaries Association (ADA), where he managed a seven-person board and membership that represented nearly 90% of the state’s cannabis market. He also played a fundamental role in the successful passage Prop 207, which legalized recreational cannabis in the state.
“My role with the ADA during the successful passage and implementation of Prop 207 is, of course, an immeasurable benefit in this role,” Richard says. “I know the rules of the regulated cannabis program inside and out, frontward and backward, because I had the great joy of being at the table throughout their creation.”
Richard has earned numerous accolades during his career in cannabis including being named as one of the Phoenix Business Journal’s 40 Under 40.
“Knowing how to support our customers through their compliance challenges — testing-related and otherwise — has proved to be a significant benefit,” he says.
Q&A
How is OnPoint doing – any major changes since we spoke in September?
We have had some significant changes, yes. Complacency is synonymous with failure in most industries, but perhaps most especially in the still-nascent cannabis space. In the face of an industry starting to accept the stark reality of price compression and the wonder of newness waning, we have made significant investments in our infrastructure so that we are best positioned for whatever lies ahead in the second half of 2023.
Our lab already had triple redundancy across all assays, but we made the decision to add an additional instrument to our roster so that we could better streamline the throughput for mycotoxin analysis, reflecting the growth in concentrate SKUs across the market. Additionally, we are just weeks away from a go-live on a new LIMS package that will support our efforts to improve continuously – both generally and specific to our quality management work.
You mentioned that being a consumer and having a network of grower contacts/friends give you somewhat of an edge in the testing segment – could you expand on that a little?
There’s no real magic here, simply human nature. I wouldn’t hire an accountant to replace my roof or ask a commercial airline pilot to draw up the plans for a 300-unit apartment complex. In my experience, cultivators want to work with people that respect the time, energy, and love necessary to take a seed (or clone) on a 10-week journey from germination to hanging in a dark room. The mad scientists working twelve-hour days to process raw biomass into quality concentrates want a partner who can help find and address critical control points in a production cycle. I know what I’m looking for as a consumer, which makes it easier to talk with our customers who know what they’re looking for as a producer.
How has your prior experience with non-profits and the AZ Dispensary Association helped you transition into testing?
My role with the ADA during the successful passage and implementation of Prop 207 is, of course, an immeasurable benefit in this role. I know the rules of the regulated cannabis program inside and out, frontward and backward, because I had the great joy of being at the table throughout their creation. Knowing how to support our customers through their compliance challenges – testing-related and otherwise – has proved to be a significant benefit.
What is the biggest milestone you’ve hit so far in your career?
Balance. With an acknowledgment of the irony of saying this in the pages of a magazine recognizing the professional accomplishments of peers and colleagues I hold in the highest esteem – no career-focused milestone is worth more to me than being fully present for the moments in my life that have nothing to do with work. After quite a bit of trial and (painful) error, I have come to understand that it is only through embracing my roles as partner, parent, and friend that I can become a better professional – and vice versa.