Table 8--Sales by Different Modes of Transport, and by Firm Size
 104 woody ornamental nurseries in Florida, 1988.

 Transport Mode Small Medium Large Very Large Total
 ------------------------------------------------------------------
 Truck 96.7% 98.8% 99.4% 98.2% 98.7%
 Rail 0.0% 0.0% 0.0% 0.0% 0.0%
 UPS 0.9% 1.1% 0.1% 0.7% 0.5%
 Air 2.5% 0.1% 0.5% 1.1% 0.8%
 --------------------------------------------------------------
 100.0% 100.0% 100.0% 100.0% 100.0%

 Table 9--Transport by Truck Type and by Firm Size Class,
 104 woody ornamental nurseries in Florida, 1988.

 Vehicle Type Small Medium Large Very Large Total
 .......------------------------------------------------------------------
 Common Carrier 11.4% 20.1% 14.7% 49.6% 28.8%
 Nursery Vehicle 62.5% 53.1% 67.9% 36.6% 53.5%
 Buyer Vehicle 26.2% 26.8% 17.3% 13.8% 17.8%
 ----------------------------------------------------------
 100.0% 100.0% 100.0% 100.0% 100.0%


 Marketing Practices

 Sales Methods

 Personal sales methods are a key point in marketing programs. Strategic considerations include
 not only which contact medium used (trade shows, telephone, personal visit, mail order), but whether
 sales are negotiated (prices adjusted for volume discounts, repeat customers, etc.) or non-negotiated.
 The telephone was the most important sales medium reported in this survey, accounting for 52
 percent of total sales (Table 10). Personal visits were the medium for 39 percent of sales, trade shows
 7 percent, and mail order 1 percent. Among all sales media, non-negotiated sales represented
 somewhat more (51%), than negotiated sales (47%). Firm size was unrelated to the pattern of contact
 media used, but larger firms had a greater share of negotiated sales, suggesting greater use of pricing
 incentives for marketing, and some perhaps some size economy in the employment of sales personnel.

 Table 10--Sales by Type of Contact and Negotiation, and by Firm Size Class,
 104 woody ornamental nurseries in Florida, 1988.
 Type of Contact
 or Negotiation Small Medium Large Very Large Total
 ----------------------------------------------------------------------------
Trade show negotiated 2.8% 2.4% 3.2% 4.8% 3.7%
Trade show non-negotiated 2.5% 2.9% 4.9% 2.0% 3.3%
Telephone negotiated 24.9% 19.8% 11.1% 45.3% 26.9%
Telephone non-negotiated 28.5% 36.6% 35.8% 11.0% 25.5%
In-person negotiated 13.3% 11.9% 17.0% 18.6% 16.6%
In-person non-negotiated 27.8% 22.3% 27.8% 16.7% 22.6%
Mail order 0.2% 4.1% 0.2% 1.7% 1.3%
 --------------------------------------------------..--...
 100.0% 100.0% 100.0% 100.0% 100.0%

Negotiated Total 41.0% 34.1% 31.3% 68.6% 47.2%
Non-negotiated Total 59.0% 65.9% 68.7% 31.4% 52.8%
 (includes mail order)