1. Chapter 1 Business Issues FNGLA Certified Horticulture Professional Manual

2. 1.1 Benefits of being a FCHP (FNGLA Certified Horticulture Professional) Increased ………………… Recognized by the ……….. as a standard of quality. Stand out to ………………………… Increase pay or ……………………… within company

3. 1.2 Requirements for Becoming FCHP Certified The FCHP program is intended for those: ………………….. in horticulture; ……………….. to enter horticulture industry; Applicants must be: employed in Florida horticulture for ……………; or an ……………………; and must agree to the FNGLA ……………………. (FCHP, I-9).

4. 1.2 Requirements for Becoming FCHP Certified Others eligible include: instructors and students in accredited educational programs ……………… of accredited programs (in last 18 months) part-time students with ………………. to the horticulture industry those with strong desire to be …………….. in horticulture those recommended by FNGLA …………………… Committee.

5. 1.2 Requirements for Becoming FCHP Certified The extensive nature of the material typically requires ………. or more years of employment and/or …………..………….. to earn certification. Membership in FNGLA ……………… required for certification. Certification lasts ……….. Those certified receive ……………………………………...

6. 1.3 Requirements for Renewal Can be renewed for ……………… with evidence of approved ……………… education in horticulture. ….. continuing education units (CEUs) or contact hours required during initial 3-year certification …………. can also be used rather than CEUs.

7. 1.4 Benefits of Trade or Professional Organizations Development of standards of ………………………………. for members. ……………… ideas and foster innovation. Identify and seek ……………… for common problems. Seek ……………………… and expand activities of the profession. Be a ……………………… in legislative issues.

8. 1.5 Major Florida and National Trade/Professional Organizations STATE: FNGLA - Florida Nursery, Growers and Landscape Association Others (FCHP I-8) NATIONAL: ANLA - American Nursery and Landscape Association PLANET - Professional Landcare Network SNA - Southern Nursery Association Also many …………………. plant societies and clubs.

9. 1.6 Organization and Purpose of FNGLA ………………………. organization of growers, retailers, landscape professionals, suppliers and others in horticulture industry. The motto: “In ………… there is …………………..” One of the largest state organizations in the country - over ……………….. members. Leadership - elected ………………………. and a Board of Directors. ……………………………………. works under direction of the Executive Vice President.

10. 1.6 Organization and Purpose of FNGLA 18 geographical ……………… with officers, activities and representative on the Board of Directors 6 …………………..: Allied (suppliers), Garden Center, Floriculture, Foliage, Landscape, Woody Ornamental Active in national and state …………………………………. …………………… the industry and educates public on importance of dealing with …………………….. firms.

11. 1.6 Organization and Purpose of FNGLA Educational seminars, ………………………. and research. Trade shows: FNATS: The …..…………….. Show; Orlando; September TPIE - ………………….. Industry Exhibition; Ft. Lauderdale Provide …………………., networking opportunities and communicate industry news.

12. 1.7 Describe the Nursery Industry in Florida Origin Dates back to the …….. century Royal Palm Nurseries - near Bradenton, 1881 Glen Saint Mary Nurseries - near Jacksonville, 1882 Post WWII Major growth of industry; ………………….….. growth; urbanization 1952 - FNGA (Florida Nurseryman and Growers Association) Between WWI and WWII ………………………. era (egg cans, food cans, oil cans).

13. 1.7 Describe the Nursery Industry in Florida 2004 FNGA becomes FNGLA (to incorporate the fast- growing ………………………….. segment of industry Today’s Nursery Industry in Florida very ……………… (nursery, landscape, garden centers, suppliers…) small, ……………………… businesses to international corporations

14. 1.7 Describe the Nursery Industry in Florida Wholesale Growers largest (acres, investment, plants sold) have become more ……………………….. Liners (………………. plants only) Foliage (plants for indoor use) Specific plants (palms, roses…) Brokers and Agents do not grow plants, they ………………. plants especially out of state (……….………..) markets

15. 1.7 Describe the Nursery Industry in Florida Retail Nurseries Direct sale to end users over ………………… in Florida Several types “cash and carry” garden centers full service (includes landscape services) landscape nurseries (florists with indoor plant line/nurseries with in-house florist)

16. 1.8 Techniques to Increase Sales You can grow lots of plants or have the best service, but can you sell them? Successful selling requires: 1.Bringing the …………………….… together 2.Relating the product/service to a ………………. 3.Sometimes ……………………… a need Customers want: 1.A product that ……………………. 2.To buy from someone …………………………. 3.Value = ………………… at a …………….. price

17. 1.8 Techniques to Increase Sales Well-displayed is half-sold! Important display considerations: Initial …………………….. Eye appeal Orderliness Effective ……………….. Ample ……………….. ……………….. / interest points

18. 1.9 Why is product knowledge important? …………………………….. increases consumer confidence in the company and their product/service. A lack of knowledge ………..……… consumer confidence.

19. 1.10/1.11 Successful and Unsuccessful Selling Try to sense/determine ……………………………………. Be ……………………… and use tactful Share knowledge freely Be ………………… to help Don’t oversell or …………………………. Know ……………….. to gather needed information from customer Remember ……………….. sales Explain proper ………………………………. Express interest in the …………………… of the product/service

20. 1.12 Important Laws related to Nursery Industry Plant Inspection Law 1.Requires all plant growers, brokers and distributors to register with the ………………………………………. (DPI) of the FDACS 2.………………… the agricultural interests of Florida 3.Helps ……………. problems and apply control procedures early 4.Annual Fee (ranges from $25 to $460 for nurseries) 5.……………… check nurseries and some out of state shipments 6.Special tags required for wholesale - out of state sales, and shipment by …………………………. 7.Special tags required for all sales of …………………. 8.Some problems require ………………….. or destroying the crop

21. 1.12 Important Laws related to Nursery Industry License and Bond Law 1.Provides market protection for producers of …………………….. agricultural commodities (includes all sod, hay and horticulture excluding forestry products). 2.Requires dealers to be licensed with the FDACS to buy directly from producer or producer’s agent by method …………………………….. 3.To be licensed, dealer must post a surety bond or CD payable to FDACS 4.Must be twice the largest month’s sales of last 12 months (not less than $……………. or greater than $ ……………… 5.Producers can file a claim if not paid properly.

22. 1.12 Important Laws related to Nursery Industry Sales Tax Law: 1.Requires the collection of sales tax by sellers for all sales except if the seller has a ……………………….. or Exemption Certificate from the buyer that says that the property was purchase for ………………. or some other exempt purpose. 2.Exemption must be received ………………………………. of sale. 3.See pages I-16 andI-17 for specific situations

23. 1.12 Important Laws related to Nursery Industry Pesticide Law: 1.Applying Pesticides Correctly: A guide for Private and Commercial Applicators (USDA and US-EPA) is ……………… recommended. 2.Florida Pesticide Law - Chapter 487 License required for ……………………………… pesticides 3 categories of licenses: ………………., ……………….., and …………………. use. (I-18,I-19) 3.Florida Structural Pest Control Law - Chapter 482 Allows licensee to apply …………… pesticide to lawn and ornamental plants as a business (I-19)

24. 1.13 Grades and Standards The FDACS establishes ………………………………… as a guide to quality: Florida …………….. - Premium Grade (highest quality) Florida #1 Florida #2 culls - fall below Florida #2 American Standards for Nursery Stock (ANLA) is another system for describing quality.

25. 1.13 Nursery Code of Conduct Endorsed by the FNGLA Ensures that ……………… potential is assessed before introducing and marketing plants to North America Work to determine species that are becoming or already invasive and identify suitable alternatives Develop and promote ……………………. plant material ………………….. existing stock of invasives Follow import and quarantine laws Promote and encourage use of ……………………