NTFP Conference Proceedings

The Industry of Wildcrafting, Gathering, and Harvesting of NTFPs: An Insider’s Perspective1

Barb Letchworth2

THE INDUSTRY potential for profit in growing or harvesting herbs, new wildcrafters and growers are con- The natural products industry has been under- stantly trying their hand at harvesting, only to going a tremendous amount of change in the find that it is not as easy as it seems. Clearly, if past few years. Large corporations including it were that easy, many more growers and pharmaceutical companies, food and drug harvesters would already be involved with store chains, and even department stores have herbs. This leaves an opportunity for those who been adding medicinal herbs to their offerings. are truly interested in being successful in the We can find anything from naturally raw bulk herb industry—those creative people who can herbs, to standardized extracts, to time-re- “invent” equipment and maintain a sensitivity leased formulations. Everyone has seen some to ethics and quality issues, and who have a variation of the commercial that depicts a man drive to give customers what they require. standing in the middle of a parking lot looking very confused because he cannot remember One issue that has continually frustrated where the car is parked. A package of ginkgo anyone entering the NTFP market has been the capsules is shown, and the man happily finds absence of well-established general information his car. This level of advertising has obviously sources similar to those available for true helped the industry by encouraging potential commodities, such as corn or soy beans. There consumers to try herbs as a possible long-term is no single reliable report for price informa- solution to health concerns. However, as tion, and most buyers who follow market demand has generally maintained an upward trends closely do not publish price lists be- trend, it has ultimately been a roller-coaster cause price information is confidential, volatile, ride. Supply and demand generally do not go and quality-sensitive. The NTFP industry has hand in hand. Growers and wildcrafters can yet to reach a level of sophistication necessary seldom react as quickly as the consumer, and to develop a common base of information. As a may take a year or two to catch up. By this result, growers and gatherers are left attempt- time, the consumer may have already gone on ing to find more creative ways to learn about to something else. This can make it especially the market. Networking is one of the best ways difficult for anyone in the initial stages of to learn and begin to understand the variety of working with herbs and getting into the herb price and quality structures. Books and the industry. Internet are helpful, but are only a first step. Prices vary significantly and most listings Because of the increased interest on the part rarely clarify whether prices are for raw mate- of the consumer, and because of the perceived rial or packaged products, or what level of quality is required for specific price points. This can potentially lead growers to undervalue an herb that is for sale. 1 Wildcrafting is the harvesting of wild plants in ways that will help increase a specific For example, one grower was asked to quote plant population and its health. The terms the price for several different crops he was wildcrafters, gatherers, and harvesters are about to plant. He had quoted $3.00 per pound used interchangeably. For more information on for each herb. As we started to discuss indi- ethical wildcrafting, contact the author. vidual items, he began to see that for some 2 Commodity Manager, Frontier Natural herbs the price was too low for him to even Products Cooperative, 3021 78th Street, P.O. break even, yet for other herbs the price was so Box 299, Norway, Iowa 52318, USA; Phone: high that he could not be competitive. 319-227-7996 ext. 1223; e-mail: [email protected]. 128 The domestic market is, on its own, difficult to If a potential customer has written specifica- monitor, and factoring in overseas markets and tions for a product, growers or gatherers can competition complicates it further. Growers use them as a guide for harvesting. Any infor- from other areas of the world are becoming mation that can be passed from the customer increasingly competitive, and more countries to the gatherer can be useful; the more you are making certified organics more available. know about their needs, the easier it will be to Part of the challenge has been to find ways of supply them. For example, some companies are competing with countries where the cost of concerned about color variation within a living is lower and where lifestyles are more specific lot or shipment. Obviously, there will spartan. Alternately, part of the opportunity is be some color variation because each herb is in finding ways of being better than the compe- an item from nature. But if a company requires tition and adding value without adding signifi- that a root color range from light brown to cant cost of equipment and buildings. One beige, but part of the harvest is very dark major area of opportunity is still in providing brown, it could be subject to rejection. The herbs that are certified organic. Buyers are grower or harvester may need to sort through increasingly searching for herbs that are and select color ranges to meet a customer’s harvested in both ethical and sustainable specific requirements. manners. Organic certification is a very good way to address this important consumer Some companies test for constituent levels, oil concern. I will explain this more fully later content, color, flavor, aroma, dirt, wrong plant when I address future niche opportunities. parts, salmonella, E. coli, and they may require botanical names (genus and species verifica- The experience that my company, The Frontier tion). Depending on the end use of herbs, some Natural Products Cooperative, has developed in companies may not place importance on spe- working with growers and gatherers has come cific characteristics, while others may test for from years of listening to our customers, everything. This can be risky, and successful growers, gatherers, herbalists, environmental- growers and gatherers maintain more than one ists, and scientists, in addition to those within customer so that if they cannot satisfy the the herb and world communities. To meet requirements of one customer, they can sell the consumer concerns, we require ethical materials to another. If customers ask for wildcrafting forms to be completed by gather- lemon balm, or any other herb, it is important ers, although we also rely on conversations and to know whether they require leaf only, leaf and visits with growers and gatherers to determine flower only, flower only, or the entire herb. The authenticity. Our visits allow us to assess amount of selection, cleaning, or selective whether or not harvesters are truly concerned harvesting that will need to be done must all be and understand ethical issues around harvest- calculated into the cost of production and ing, or whether the forms have simply become ultimately into the grower’s selling price. a process for marketing organic and ethically harvested products. Several forms and sets of Other requirements can include representative guidelines exist and are available for gatherers. preshipment samples for testing, different Some are more useful than others in helping levels of cleanliness, i.e., dirt and debris. Some train wildcrafters. The guidelines and question- customers will want fresh herbs, others will naires offered by United Plant Savers and by need them dried to very specific levels of mois- Rocky Mountain Herbalist Coalition are useful ture content. Knowing as much as possible and have been utilized by many companies that about what a customer requires will make a purchase herbs from gatherers. Learning these grower or gatherer more successful in making guidelines and following them will help new- an initial sale and will further the relationship comers to the field in selling herbs. in becoming a trusted long-term supplier. There is, clearly, some responsibility on the Within the industry, another major key element part of the buyer to ensure that growers and is understanding that not all customers desire gatherers obtain as much information as the same thing. Expectations for quality and possible. If a buyer cannot provide specific supply vary among buyers. Recognizing that information, serious problems may arise from not all customers want the same level of qual- misunderstandings of what is required. If there ity, or be willing to pay for it, is very important. are no specifications, it would be wise to, at the very least, obtain this fact in writing.

129 NTFP Conference Proceedings

GAINING THE EDGE an attempt to specifically add more controls. Rather, it is a method of ensuring future har- The importance of finding a niche cannot be vests while gaining the opportunity for gather- underestimated. Working closely with a buyer ers to take advantage of the premium for might help a gatherer focus in a specific direc- organic certification. There are also broader tion, yet does not provide flexibility within an benefits built into the certification process, as area of potential opportunity. gatherers can assist with plant population counts, observe reactions of populations to With herbs that are wildcrafted, there is in- harvesting practices, and contribute to the creasing concern voiced by consumers and definition of optimal sustainable population native peoples that areas are being overhar- levels. Making connections with groups who vested. One area of potential, then, is to re- are already studying plant populations and spond to this concern through certified organic practices can also be beneficial on a much ethically wildcrafted herbs. There are several larger scale. It can assist continental and global advantages of organic certification of efforts already under way with groups such as wildcrafted herbs. Buyers are assured of ethical United Plant Savers. Even though there is wildcrafting practices as outlined by the certify- considerable domestication and cultivation of ing organization. In this vein, wildcrafters are traditional plants, more and more information registered and required to know and follow is being distributed about the benefits of the guidelines provided. As well, gatherers are natural environment. The benefits of the eligible for the premiums that exist for certified permaculture3 environment and companion organic herbs. This provides for a good and planting have brought new awareness to how sustainable option in that many wildcrafters planting, population maintenance, and har- hold a vested interest in future harvests. Many vesting should be handled. harvesters have a natural understanding of our environmental situation including deforesta- Ethical wildcrafting is another possible way of tion, urban sprawl, mining, and uneducated gaining an edge in the marketplace. Various overharvesting. Without some measures that groups in the States have been working on control harvesting, it will become more difficult setting up ethical wildcrafting programs, and to maintain biodiversity and sustainability some have had good results. As the program within harvesting practices, with the possible develops, it will begin to offer classes in outcome of forcing more cultivation into mo- wildcrafting, ethics, and marketing. A registry noculture production, as opposed to harvesting of gatherers who have completed the program within an ecosystem. can be easily developed and provided to buyers. Ethical wildcrafting would be a much less Several organic certification agencies are very structured option than organic certification and concerned about these issues and have pro- could provide a whole new way of protecting grams in place for working with wildcrafters. specific areas of the environment. Clearly, the They will require that there is someone they ideas presented here could be perceived as a can contact who is in control of the land, form of encroachment on freedom of gatherers whether it is crown land, government land, or and a move towards increased controls over even timber mill land. Additionally, there must harvesters. And, yes, it can be viewed in this be maps of the area available for verification. way. Yet, we need to consider the destruction The group, agency, or company in control of experienced within some areas that have not the land then needs to provide written confir- mation that there has been no industrial contamination in the area of harvest and needs to submit a list of harvesters and information about their harvesting practices. 3 Permaculture is a system of growing crops in balance with the environment. Unlike monocul- Seemingly, organic certifying agencies require a ture and companion planting, permaculture is good deal of information and demand a sub- the ultimate method of sustainability in which stantial amount of control over harvesting. Yet, the cultivated environment most closely re- if we look at a harvesting situation from an- sembles the natural environment. Several other point of view, the land has already been species are planted in the same environment to under some level of control with maps, owners, complement, nourish, and protect one another as or land managers. Organic certification is not seen in nature. 130 been protected in any way. The processes the current focus within the industry. Attend- suggested here are, in fact, milder and may ing regional, national, and international trade ultimately impact the harvesting process less shows will also help in establishing more than an extreme situation that could either connections. Many companies have representa- shut harvesting down altogether, or through tives at such shows, and it gives the grower or not sharing Mother Earth’s gifts, lose them to wildcrafter the opportunity to learn about the those who would take without respect. various companies interested in buying raw materials. It is also a very useful arena in which to gain valuable information about the MARKETING IDEAS FOR SUCCESS future directions of the industry as a whole. While seminars and conferences are not always The marketing of wildcrafted herbs is ulti- exciting, a wealth of information can be gained mately not very different from the marketing of from the speakers and from other attendees at cultivated herbs, and it is still extremely impor- such events. Most speakers are interested in tant to understand as much as possible about sharing more information than simply was the herb industry. If gatherers or growers are presented, and it is good to plan to meet either considering becoming involved in wildcrafting, during the conference or afterward via phone, they should plan on a great deal of hard work fax, or e-mail. to succeed. This applies regardless of whether work is in the field, the forest, or the market- It is also important to learn some of the more place. As a result, anything that can be done to technical aspects of herbs through tests such make the work easier and faster should be as high pressure liquid chromatography experimented with. If a tool, building, or vehicle (HPLC). The technical intricacies are not as can be converted, or a piece of equipment important as simply knowing how such a test adapted, it may make a difficult job both easier can affect your sale. Other things to be aware and faster. The opportunities are as endless as of include tests such as the steamed volatile oil the imagination itself. test (SVO), thin line chromatography (TLC), and quality control (QC), certified organics, ethical It is also wise to focus on quality. As a rule, the harvesting techniques, permaculture, and better the quality, the higher the price. Build- companion planting. Visibility is also impor- ing a reputation for providing high quality tant, and you can have your name or herbs will make the selling part of the work company’s name listed in catalogs, organic much easier, although understanding the directories, with university extension agents, customers’ quality requirements is paramount. with forestry service departments, in It is helpful to build contacts with government wildcrafting registries, or any other listing that departments of agriculture and university will help get your name in front of buyers. extension services that may offer ideas and Many of these publications are free or have a ways to improve your focus. Establishing minimal charge, and buyers consider them to contacts on the Internet, visiting web sites, and be very precious publications and find many making connections via e-mail can also help suppliers in this way. As a general rule, work- build relationships with specific buyers. ing directly with end-using companies, and staying away from “middlemen” as much as In terms of understanding market trends, local possible will more likely lead to a higher price health food stores can be a way of finding out for your products. However, this is not to say which products are popular, which have been that all middle connections are bad. In fact, in steady sellers, and which products are mar- some cases, they are very useful, especially if ginal in sales. This will help in the selection you have very small quantities. Middle people process of what to grow or wildcraft. It is can group several small quantities of like important to remember, however, that very quality into a larger lot for sale, and they may rarely does the shelf price reflect in any way have already developed the necessary connec- the price that the grower or wildcrafter can tions, allowing a grower to make a sale more expect. Shelf costs reflect quality, processing, quickly. Given that each situation differs, it is testing, advertisement, and other variables that necessary to weigh the pros and cons of work- make up the cost of an item on the shelf. It is ing with or without such a middle connection. also useful to check current herbal magazines It is also wise to develop more than one outlet and periodicals for discovering market informa- for your herbs. If nothing else, it is good to tion: who is advertising, and which herbs are have a backup in case you cannot meet the 131 NTFP Conference Proceedings quality requirements dictated by the primary Another useful activity is to find out what customers, or alternately, if your customer herbs are “at risk” and whether there are areas cannot purchase all you harvested. where such herbs can be cultivated. It is also possible to work with companies that will be Learning how other countries are growing and logging, mining, or developing an area with the wild harvesting herbs is also a useful activity. result of destroying plant populations. You Additionally, keeping in touch with the weather may be able to work out an arrangement channels to know drought areas in other entitling you to harvest the plants before they regions of competition and staying abreast with are destroyed. These can then be transplanted, world political situations all help you under- sold as seedlings or rootlets for others to stand your market better. Knowing the impact cultivate, or planted elsewhere. But finally, and of weather, or politics, or earthquakes, or other perhaps most importantly, learn as much as conditions can give you a bit of an edge when it you can about your customer. The more trust comes to selling a product. Customers them- you can develop with each other, the easier it selves can also be a good source of market will be to work through hurdles that will most information. The closer the growers’ relation- certainly arise. Trust and loyalty go hand in ship is with their customers, the better source hand when developing a long-term relationship of information both can be. between supplier and buyer.

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