74 PRESENT STATUS OF THE INDUSTRY. 



In this connection several hints are furnished by 

 the consuls, and others by Mr. T. B. Cunningham, of 

 Baltimore, Md., who has spent several years in Hong 

 Kong, being connected with the exporting trade, and 

 who is enthusiastic over the cultivation of ginseng in 

 America. Mr. Cunningham stated, during an inter- 

 view with Mr. Hart, "that he did not believe too much 

 pains could be taken in perfecting the American article 

 to the highest standard, in order to maintain the great 

 demand for the American root in China. Therefore, 

 it seems prudent for the present cultivators to exercise 

 the greatest care in cultivating, preparing for market 

 and marketing this product, knowing that the Chinese 

 are very cautious in their dealings, and that it would be 

 much easier to depreciate the market with ' inferior 

 quality roots than it would be to regain the confidence 

 of the Chinese after such harm had been done." 



It seems only necessary to add that the production 

 of a good quality of root is not the last stage; there 

 is yet the marketing, which, at present, is far too care- 

 lessly performed. If the reader feel a doubt as to this, 

 let him look in the nearest grocery store at the pack- 

 ages of breakfast foods. These products are made 

 from the same grains as the now unsalable, old-fash- 

 ioned oatmeal and graham flour of our grandfathers' 

 days. The principal reason that the new materials sell 

 and the old do not, is that the former please the eye 

 "they look good." In the sale of ginseng the case is 

 the same. The Chinese customer is like the American 

 customer ; he won't hunt all over town to find the 

 dirtiest ginseng he can get, and then force a high price 

 upon the dealer as a premium for dirtiness. The Chi- 

 nese appreciate cleanliness, neatness and attractiveness 

 more than they are supposed to. Neat, clean boxes 

 lined with clean paper and filled with clean, unbroken 

 roots will attract customers who will be willing to pay 

 advanced prices for articles that look well. 



