Herb and spice growers need to cultivate professionalism to do well in the market, says a plant broker.
Wanda Wolf of Phippen, Sask., helps growers and buyers connect. She told members of the Saskatchewan Herb and Spice Association at their Jan. 9 conference that there are ways they can make her job easier.
The first is to get business cards and act like businesspeople. Reply promptly to queries, be reliable and have a proven record of growing.
When trying a new crop, start small and get advice from those with experience.
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“Feverfew is not wheat. You can’t grow it and combine it. There’s some learning curves.”
Some growers aren’t aware of how to harvest their herbs. For example, St. John’s wort can’t be washed. Stinging nettle has to be cut early.
Other mistakes include offering a herb’s leaves when it’s the root buyers want, or growing the wrong variety.
When sending samples, growers should ensure the material arrives in good condition.
“Growers will send me bags and bags of roots that are all mouldy. Know what you’ve got and check it regularly. Keep rodents out.”
Wolf said growers must also be prepared to work with processors to get their product cleaned or ground.
“Sales don’t come a dime a dozen. Can you risk losing a sale if you can’t powder it?”
Documentation is also important. Growers should label each batch of herbs with their name and contact information, the lot number, botanical and common name of the herb, harvesting date and whether it is certified organic or picked from the wild.
They should also keep a sample from what they ship to brokers or buyers in case of disputes over quality.
For shipping, the grower should check the buyer’s preference for cardboard boxes or plastic bags and whether mail, bus, truck or ship is required to get it there. They should also check on insurance and freight costs and whether they need a customs permit.
While the internet is a good place to check for prices, the high price offered in a place like New York might not be available to the producer. Growers often get 30 percent less than the posted wholesale price.
Wolf said growers have to think about how they want to be paid and whether they can trust a foreign buyer to pay them. Government agencies can help at this stage.
But the bottom line is quality.
“If you know your crop’s garbage, suck it up. No one will buy it.”
