What I was referring to specifically was the pre-state legalization era. When I started in the medical market it was still a legal gray area at best, thus the “gray market” moniker. I started before the dispensary proliferation, and things were still very much word of mouth.
Conventional brick and mortar retail is extremely expensive to maintain. It has less to do with Amazon specifically, and more to do with the rise of online retail & direct to consumer business models more generally. Don’t get me wrong, Amazon was a huge pioneer in that area, but it would have happened one way or another.