CHAPTER IX.

MARKETING AND PRICES.

Preparing Dry Root for Market--There are more growers of Ginseng, I believe, according to Special Crops, who are not fully posted on handling Ginseng root after it is harvested than there are who fail at any point in growing it, unless it may be in the matter of spraying.

There are still many growers who have never dried any roots, and of course know nothing more than has been told them. Stanton, Crossley and others of the pioneers state freely in their writings that three pounds of green root (fall dug) would make one pound of dry.

The market does not want a light, corky, spongy root, neither does it want a root that, when dried, will weigh like a stone. Root when offered to a dealer should be absolutely dry, not even any moisture in the center of the root. Root that is absolutely dry will, in warm, damp weather, collect moisture enough so it will have to be given a day's sun bath or subjected to artificial heat. A root should be so dry that it will not bend. A root the size of a lead pencil should break short like a piece of glass. You ask why this special care to have Ginseng root dry to the last particle of moisture more than any other root. The answer is that Ginseng has to cross the ocean and to insure against its getting musty when sealed up to keep it from the air, it must be perfectly dry.

We know a great many growers have felt hurt because a dealer docked them for moisture, but they should put themselves in the dealer's place. When he disposes of the root it must be perfectly dry. At from $5.00 to $10.00 per pound moisture is rather expensive. The grower should see to it that his root is dry and then instruct the man he ships to that you will stand no cutting.

One other cause of trouble between grower and dealer is fiber root. This light, fine stuff is almost universally bought and sold at $1.00 per pound. This seems to be the only stationary thing about Ginseng. It would seem that the fine root could be used in this country for Ginseng tincture, but it is not so strong as the regular root, and our chemists prefer the large cultivated root at $5.00 to $7.00 a pound. Now, when your Ginseng root is "dry as a bone," stir it around or handle it over two or three times, and in doing so you will knock off all the little, fine roots. This is what goes in the market as fiber root and should be gathered and put in a separate package. As I said before this fiber root is worth $1.00 per pound and usually passes right along year after year at that same price.

Now as to color. It is impossible to tell just now what color the market will demand. We advise medium. We do not think the extreme dark will be as much sought for as formerly; neither do we think the snow white will be in demand. Now, you can give your Ginseng any color you desire. If you want to dry it white, wash it thoroughly as soon as you dig it. This does not mean two or three hours after being dug, but wash it at once. If you want a very dark root, dig it and spread on some floor and leave it as long as you can without the fiber roots breaking. This will usually be from three to five days.

In washing we prefer to put it on the floor and turn a hose on it, and if you have a good pressure you will not need to touch the root with the hands. In any case do not scrub and scour the root. Just get the dirt off and stop. About one day after digging the root should be washed if a medium colored root is desired.

After your root is washed ready to dry there is still a half dozen ways of drying. Many prefer an upper room in the house for small lots. Spread the root on a table or bench about as high as the window stool. Then give it lots of air. Another good method is to subject it to a moderate artificial heat--from 60 to 90 degrees. We have seen some very nice samples of dry root where the drying was all done on the roof of some building, where it was exposed to the sun and dew, but was protected from rain. The slower the drying the darker the root.

Many suppose it is a difficult task to properly dry the Ginseng root, but it is not. The one essential is time. The operation cannot be fully and properly completed in much less than one month's time. Of course it should be dried fast enough so it will not sour, rot or mould. If you take a look at the root every day you can readily see if it is going too slow and, if you find it is, at once use artificial heat for a few hours or days if need be. No diseased or unsound root should ever be dried. After the root is once dry it should be stored in dry place. Early fall generally is a poor time to sell as the Chinese exporters usually crowd the price down at that time.

In the Southern States artificial heat is seldom needed as the weather is usually warm enough to cure the roots about as they should be. In the Northern States, such as Minnesota, Wisconsin, Michigan, New York and New England States, cold and frosty nights and chilly days usually come in October, and sometimes in September, so that artificial heat is generally required to properly dry fall dug roots.

The statistics as published were compiled by Belt, Butler Co., buyers of Ginseng, 140 Greene St., New York:

Average prices for wild Ginseng, Sept. 1st, 1886, $1.90 Average prices for wild Ginseng, Sept. 1st, 1887, $2.10 Average prices for wild Ginseng, Sept. 1st, 1888, $2.30 Average prices for wild Ginseng, Sept. 1st, 1889, $2.85 Average prices for wild Ginseng, Sept. 1st, 1890, $3.40 Average prices for wild Ginseng, Sept. 1st, 1891, $3.40 Average prices for wild Ginseng, Sept. 1st, 1892, $3.00 Average prices for wild Ginseng, Sept. 1st, 1893, $3.00 Average prices for wild Ginseng, Sept. 1st, 1894, $3.50 Average prices for wild Ginseng, Sept. 1st, 1895, $3.25 Average prices for wild Ginseng, Sept. 1st, 1896, $4.10 Average prices for wild Ginseng, Sept. 1st, 1897, $3.25 Average prices for wild Ginseng, Sept. 1st, 1898, $4.00 Average prices for wild Ginseng, Sept. 1st, 1899, $6.00 Average prices for wild Ginseng, Sept. 1st, 1900, $5.00 Average prices for wild Ginseng, Sept. 1st, 1901, $5.50 Average prices for wild Ginseng, Sept. 1st, 1902, $5.10 Average prices for wild Ginseng, Sept. 1st, 1903, $6.20 Average prices for wild Ginseng, Sept. 1st, 1904, $7.40 Average prices for wild Ginseng, Sept. 1st, 1905, $7.00 Average prices for wild Ginseng, Sept. 1st, 1906, $7.00 Average prices for wild Ginseng, Sept. 1st, 1907, $7.00

The prices as published, it will be noticed, were average prices paid for wild Ginseng September 1 of each year. Wild Ginseng has usually sold higher in the season, say October and November. Late in the season of 1904 it sold for $8.50 for good Northern root, which we believe was the top notch for average lots.

From 1860 to 1865, Ginseng ranged from 66c to 85c per lb., and from that period until 1899 it gradually increased in price until in September of that year it brought from $3.50 to $6.50 per lb., according to price and quality. In 1900 prices ruled from $3.00 to $5.75 per lb., but this was due to the war then existing in China which completely demoralized the market.

In 1901 prices ranged from $3.75 to $7.25 1902 prices ranged from 3.50 to 6.25 1903 prices ranged from 4.75 to 7.50 1904 prices ranged from 5.50 to 8.00 1905 prices ranged from 5.50 to 7.50 1906 prices ranged from 5.75 to 7.50 1907 prices ranged from 5.75 to 7.25

These prices cover the range from Southern to best Northern root.

The above information was furnished from the files of Samuel Wells & Co., Cincinnati, Ohio, the firm which has been in the "seng" business for more than half a century.

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U. S. GOVERNMENT REPORTS.

Year Pounds Average price exported. per lb. 1858 366,055 $ .52 1868 370,066 1.02 1878 421,395 1.17 1888 308,365 2.13 1898 174,063 3.66 1901 149,069 5.30

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Export of Ginseng for ten months ending April, 1908, was 144,533 pounds, valued at $1,049,736, against 92,650, valued at $634,523, for ten months ending April, 1907, and 151,188 pounds, valued at $1,106,544 for ten months ending April, 1906.

Since 1858 Ginseng has advanced from 52 cents a pound to $8.00 in 1907 for choice lots, an advance of 1400%.

In September, 1831, Ginseng was quoted to the collector at 15 to 16 cents per pound.

In the first place, practically all the Ginseng grown or collected from the woods in this country is exported, nearly all of it going to China, where it is used for medicinal purposes. The following figures are taken from the advanced sheets of the Monthly Summary of Commerce and Finance issued by the United States Department of Commerce and Labor. In the advanced sheets for June, 1906, we find under exports of Domestic Merchandise the following item:

Twelve Months Ending June.

Ginseng lbs. 1904 131,882 $851,820 1905 146,586 $1,069,849 1906 160,959 $1,175,844

From these figures it is clear that the Ginseng crop is of considerable proportions and steadily increasing. It is classed with chemicals, drugs, dyes and medicines and is in its class equaled or exceeded in value by only three things: copper sulphate, acetate of lime and patent medicines. These figures include, of course, both the wild and cultivated root. A little investigation, however, will soon convince any one that the genuine wild root has formed but a small portion of that exported in the last three years. This is for the very good reason that there is practically no wild root to be found. It has been all but exterminated by the "seng digger," who has carefully searched every wooded hillside and ravine to meet the demand of the last few years for green roots for planting. Practically all of the Ginseng now exported will of necessity be cultivated. Of all the Ginseng exported from this country, New York State very probably supplies the greater part. It was in that state that the cultivation of the plant originated and it is there that the culture has become most extensive and perfected. The largest garden in this country, so far as known, is that of the Consolidated Ginseng Company of New York State. Here about ten acres are under shade, all devoted to the growing of Ginseng. The crop is certainly a special one, to be successfully grown only by those who can bring to their work an abundance of time and intelligent effort. For those who are willing to run the risks of loss from diseases and who can afford to wait for returns on their investment, this crop offers relatively large profits.

It is very simple to prepare a few wild roots for market. Wash them thoroughly, this I do with a tooth or nail brush, Writes a Northern grower, as they will remove the dirt from the creases without injury. Only a few roots should be put in the water at once as it does not benefit them to soak.

I have usually dried wild roots in the sun, which is the best way, but never put roots in the hot sun before the outside is dry, as they are apt to rot.

The cultivated root is more difficult to handle. They are cleaned the same as wild roots. On account of size and quality they have to be dried differently. My first cultivated roots were dried around the cook stove, which will answer for a few roots, providing the "lady of the house" is good natured.

Last year I dried about 500 pounds of green roots and so had to find something different. I made a drier similar to Mr. Stanton's plan, i. e., a box any size to suit the amount of roots you wish to dry. The one I made is about two feet by two and a half feet and two and one-half feet high, with one side open for the drawers to be taken out. The drawers are made with screen wire for bottom.

They should be at least two inches deep and two and one-half inches would be better. I bored a three-fourth-inch hole in the top a little ways from each corner and five in the center in about ten inches square, but now I have taken the top off, as I find they dry better.

I started this on the cook stove, but did not like it as I could not control the heat. As I had two Blue Flame oil stoves I tried it over one of them and it worked fine.

They were three-hole stoves, so I laid a board across each end for the drier to rest on. The drier has a large nail driven in each corner of the bottom so that it was four inches above the stove. Then I fixed a piece of galvanized iron about 10x20 inches so that it was about two inches above top of stove, for the heat to strike against and not burn the roots.

At first I left out two of the lower drawers for fear of burning them. I only used the middle burner--and that turned quite low. I tried the flame with my hand between the stove and roots so as not to get it too high.

In this way I could get a slow heat and no danger of burning, which is the main trouble with drying by stove. It would take from two to four days to dry them, according to size. As soon as they were dried they were put in open boxes so if there was any moisture it could dry out and not mould, which they will do if closed up tight.

In using an oil stove one should be used that will not smoke. Never set the roots over when the stove is first lighted and they should be removed before turning the flame out, as they are apt to get smoked. Do not set stove in a draft.

In packing the dry root in boxes I break off the fine fiber, then they are ready for market.

Some time prior to 1907, or since cultivated Ginseng has been upon the market, its value has been from $1.00 to $2.00 per pound less than the wild and not in as active demand, even at that difference, as the wild. Today the value is much nearer equal. At first those engaged in the cultivation of Ginseng made the soil too rich by fertilizing and growth of the roots was so rapid that they did not contain the peculiar scent or odor of the genuine or wild. Of late years growers have learned to provide their plants with soil and surroundings as near like nature as possible. To this can largely be attributed the change.

Preparing the Roots for Market.

The roots are dug in the autumn, after the tops have died. Great care is taken not to bruise or injure them. They are then washed in rain water, the soil from all crevices and cracks being carefully cleaned away by a soft brush. Then they are wiped on a soft absorbent cloth, and are ready to be dried for market. The roots should never be split in washing or drying. It is of great importance, too, that the little neck or bud-stem should be unbroken, for if missing the root loses two-thirds of its value in Chinese eyes. The roots may be dried in the sun or in a warm, dry room, but never over a stove or fire. Some growers have a special drier and use hot air very much on the principle of an evaporator. This does the work quickly and satisfactorily. As soon as the little fibrous roots are dry enough, they arc either clipped off or rubbed away by hand, and the root returned to the drier to be finished. The more quickly the roots are dried the better, if not too much heated. Much of the value of the product depends on the manner in which it is cured. This method is the one usually employed in America, but the Chinese prepare the root in various ways not as yet very well understood in the United States. Their preparation undoubtedly adds to the value of the product with the consumer.

Importance of Taste and Flavor.

Soils and fertilizers have a marked influence on products where taste and flavor is important, as with tobacco, coffee, tea, certain fruits, etc. This is true of Ginseng in a very marked degree. To preserve the flavor which marks the best grade of Ginseng, by which the Chinese judge it, it is essential that the soil in the beds should be as near like the original native forest as possible. Woods earth and leaf mold should be used in liberal quantities. Hardwood ashes and some little bone meal may be added, but other fertilizers are best avoided to be on the safe side.

When the chief facts of Ginseng culture had been ascertained, it naturally followed that some growers attempted to grow the biggest, heaviest roots possible in the shortest time, and hence fertilized their beds with strong, forcing manures, entirely overlooking the question of taste or flavor. When these roots were placed on the market the Chinese buyers promptly rejected them or took them at very low prices on account of defective quality. This question of flavor was a new problem to American buyers, for the reason stated and one which they were not prepared to meet at a moment's notice. Hence there has been a tendency with some exporters to be shy of all cultivated roots (fearing to get some of these "off quality" lots) until they were in position to test for flavor or taste by expert testers, as is done with wines, teas, coffees, tobaccos and other products where flavor is essential.

This mistake led to the belief with some that the cultivated root is less valuable than the wild, but the very reverse is true. It has been proven by the fact that until these "off quality" lots appeared to disturb the market and shake confidence for the time being, cultivated roots have always commanded a much better price per pound than uncultivated. The grower who freely uses soil from the forest and lets forcing fertilizers severely alone, has nothing to fear from defective quality, and will always command a good price for his product.

Ginseng should only be dug for the market late in the fall. In the spring and summer the plant is growing and the root is taxed to supply the required nutriment. After the plant stops growing for the season the root becomes firm and will not dry out as much as earlier in the season. It takes four to five pounds of the green root early in the season to make one of dry; later three green will make one of dry.

In the Ginseng, like many other trades, there are tricks. In some sections they practice hollowing out roots while green and filling the cavity with lead or iron. When Ginseng is worth four or five dollars per pound and lead or iron only a few cents, the profit from this nefarious business can be seen. The buyers have "got on to" the practice, however, and any large roots that appear too heavy are examined. The filling of roots with lead, etc., has about had its day.

Seng should be dug and washed clean before it wilts or shrinks; it should then be dried in the shade where the dust and dirt cannot reach it and should not be strung on strings. The roots should be handled carefully so as not to break them up, the more fiber the less the value, as well as size which helps to determine the value.

The collecting of the root for the market by the local dealer has its charm; at least one would think so, to see how eagerly it is sought after by the collector, who often finds when he has enough for a shipment that he faces a loss instead of a profit. The continual decrease in the annual output of the root should produce a steadily advancing market. The price does advance from year to year, but the variation in the price of silver and the scheming of the Chinamen produces crazy spurts in the price of the root.

Present prices are rather above average, but little can be predicted about future conditions. Chinese conservatism, however, leads us to believe present prices will continue.