It woudl be really great to hear people at that level of styling (Bjorn, Ryan) discuss tree-value and how to get at a specific price. Sometimes it feels random, but for sure they have reasons why one tree is prices at a much higher point than others.
Having bought a handful of trees from both (and other artists), I’ve had multiple discussions with them in regards to how some of these pricing structures are put together. There’s definitely a portion of it being “objective” and a portion being “subjective”. Off the top of my head, these are some of them(please note that each point is a discussion on its own):
1: Size. Much like many things in life, the larger the tree, the higher the price. Are some shohin sized trees worth more than 24” ones? Sure. But in general, larger trees go for more.
2: Raw material costs. Much like any business, the cost of goods(in this case the raw tree from collectors and growers) determine the price of the final product. However, other expenses such as business expenses also play a part in it. A hobbyist that does it for fun and self collected material, without infrastructural expenses will probably not ask as much as the business who has staff, suppliers, etc. to pay.
3: Species. There’s definitely certain species that command a premium. One that comes to mind are piñon pines(due to their low survival rate). Ungrafted white pines are another example.
4: Physical features such as gradual taper, movement, trunk size, number of live veins(junipers), deadwood features, etc. (most of us know the usual list of desirable physical/aesthetic traits).
5: Provenance. Previous owners, artists who have worked on the tree, awards won, featured tree, etc. Yep, they add value.
6: Relative pricing. The market will bear the price that it will bear. We’ve all seen yamadori pricing climb over the years(I’ve even noticed it in the last 18 months) and if collector A is able to command a very high price, it’ll undeniably encourage collector B, C, D, etc. to raise prices.
7: Time invested/how far along is the tree’s development. This is self explanatory.
8: Styling. Some styling are just obviously well executed and adds value to the tree. Others, not so much.
9: Owner’s subjectivity. Some trees are just special to the owner and they’ll put out a “I don’t want to sell it but will at this price”.
Now, does all of the above justify a tree’s price to an individual? Well that’s up to the individual. Personally I feel like I have a good grasp on raw yamadori and finished conifers prices in the US(as far as averages and justification). However, there’s definitely times where a tree is just commanding too high of a price. It could be “justifiable”(the raw tree was overpaid, the development took longer than anticipated) but that doesn’t mean that the market will bear the price.