Prepare quotations for floristry products

This unit describes the performance outcomes, skills and knowledge required to accurately calculate the costs of floristry products and services and to present quotations to customers. It requires the ability to provide quotations for products and services where some business pricing has already been undertaken by the business manager.The following unit covers those skills required by the business manager to price and develop a full floristry product range:SFLSOP509A Research assess and develop a floristry product range No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.


This unit describes a key sales and operational function for a diverse range of floristry products and services and applies to the full range of industry sectors and environments. The floristry business could be a retail, studio or online floristry business and the quotation could be face-to face, via electronic means or over the telephone.

This unit has particular application to those personnel who sell as a key focus of their job role and for whom quoting is an essential skill. It applies to frontline sales or operations personnel who operate with some level of autonomy or under limited supervision and guidance from others. It is undertaken by a diverse range of people such as retail floristry sales personnel, telephone sales agents, e-business sales personnel, studio florists, floral designers, florists involved in corporate or special events and owner-operators of small floristry businesses.



Elements and Performance Criteria



1. Source information relative to the costs of products and services.

1.1. Obtain details of specific customer requirements and preferences through discussions with customer and any information supplied

1.2. Create records to administer the customer's details and requirements.

1.3. Source and accurately select and interpret product and costing information required to prepare the quotation.

1.4. If required, negotiate costs with suppliers according to commercial agreements and relationships, and within scope of individual responsibility.

1.5. Confirm availability of supply and identify alternate sources to allow for accurate calculation and supply of costs.

2. Calculate costs of products and services.

2.1. Calculate commissions or mark-up nett costs according to the organisation's procedures and requirements to determine a profitable selling price.

2.2. Accurately calculate any additional taxes, special fees and other charges.

2.3. Accurately calculate any required currency conversions.

2.4. Seek information on competitors' sale price and make reasonable cost adjustments to ensure a price competitive product.

2.5. Accurately calculate the final cost to the customer.

2.6. Check all calculations against all product and service components.

2.7. Keep detailed and legible records of the method of calculation, according to the organisation's format.

3. Provide quotations to customer.

3.1. Prepare the quotation to reflect all inclusions required by the customer.

3.2. Promptly provide accurate quotation to the customer according to the organisation's procedures and format.

3.3. Offer secondary quotations with options, as appropriate.

3.4. Ensure all quotations include accurate details of the cost of product and service provision and the conditions and limitations of the quotation.

3.5. Record all details of the quotation accurately and legibly and keep on file according to the organisation's procedures.

4. Amend quotations and issue invoices

4.1. Adjust and update quotations to take account of changed requests or arrangements

4.2. Provide the most up-to-date quotation to customers inclusive of new conditions and limitations

4.3. Record all details of adjusted quotations and keep on file.

4.4. Prepare and provide initial and ongoing invoices to customers accepting quotations.

Required Skills

Required skills

research skills to identify, interpret and sort relevant information including product supply and in-house sales costing information and information on competitors' selling price

communication skills including active listening and open and closed questioning of colleagues and customers to determine and meet customer preferences and special requirements in order to quote on suitable products and services

literacy skills to read and comprehend the content of documents such as customer files, sales notes, documents detailing special requests, initial job specifications and sometimes unfamiliar and detailed product information documents including supply cost sheets or manuals and in-house pricing sheets or manuals

writing skills to create customer files and to document sometimes complex customer requirements, costings and written quotations, including the conditions specifically applicable to the quotation

numeracy skills to calculate all components, including labour costs, required for the provision of floristry product and services, to interpret the supply cost and to calculate mark-ups and or commissions and final sales cost of products to be supplied.

Required knowledge

the costs of products and services sold by the organisation or ability to source accurate costs for all components to be included in the quote

selling price of competitors' key product range and how it compares with the sale price of products and services provided by the organisation

fees applicable to the floristry industry and the organisation in particular

negotiated cost of supply, contractual arrangements and preferred supplier arrangements in place

industry commission and mark-up procedures appropriate to the specific industry sector and those applied by the organisation

quotation systems and procedures appropriate to the specific industry sector and the particular organisation

formats, styles for and inclusions of quotations presented by the floristry industry and the organisation in particular, including styles that cater for those with special needs (e.g. presenting information in large print, providing photographs or sketches)

invoicing inclusions that match the quotation, and procedures for issuance

the primary components of consumer protection laws that relate to the provision of quotations. These would include the business's responsibility in relation to nominating and charging cancellation fees and price increases, providing refunds; inability to supply products as described and substitution of suitable product components.

Evidence Required

The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

ability to prepare and provide multiple accurate quotations in response to multiple customer requests. These must be prepared over a period of time and cover a diverse range of floristry products and services to ensure consistency of performance and ability to respond to different requirements.

knowledge of industry and organisational practices that relate to commissions, mark-ups and fees

knowledge of consumer protection laws

completion of quotations within commercial time constraints and deadlines determined by the customer and the organisation.

Context of and specific resources for assessment

Assessment must ensure:

access to a fully equipped office or sales environment using appropriate computers, printers, information programs, publications and software programs currently used in the floristry industry to assist the quotations function

use of relevant and current product information to support the quotation process, e.g. brochures, price lists and product sales manuals

use of a full range of operational documentation, e.g. details of supplier contracts, customer files and invoices.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

evaluation of integrated project or work activities completed by the candidate, including sourcing information on products, selling and designing products

evaluation of a diverse range of quotations prepared by the candidate including those of differing complexities

project or work activities that show the candidate's ability to prepare quotations covering the requirements of differing industry contexts e.g. quotations for retail floristry shops, studio environments, telephone sales environments, e-businesses

case studies to assess ability to provide accurate quotations in response to particular customer requests or for a series of customer files

written and oral questioning or interview to test knowledge of the formats for and inclusions of quotations and the consumer protection regulations that would apply

review of portfolios of evidence and third-party workplace reports of on-the-job performance by the candidate.

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:

BSBDES402A Interpret and respond to a design brief

SFLSOP306A Provide quality service to floristry customers

SFLSOP307A Sell floristry products.

Range Statement

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Customer may be:

business to business customer e.g. retailer to an event co-ordinator







Information supplied may include:

notes, documents or files outlining customer requirements, prepared by self or colleagues through discussions or correspondence with the customer

customer preferences for:

flower and plant materials (common, exotic and Australian wildflowers)




decorative pots

buckets and decorative pails

containers (bowls, vases)

themes for an event or special occasion

corporate livery or branding requirements

purpose of the occasion:



corporate function

special occasions (Mother's Day, St Valentine's Day).

various floral components required for an event or special occasion

number of items required

proposed size of items

budget or price limits of the customer

delivery requirements

requirements for on-site set-up, maintenance, breakdown, and disposal of floristry products for an event or special occasion

date required.

Records may be:

a computer file

a manual file.

Product and costing information may include:

internal organisational price lists or manuals including:

pre-priced costs for the organisation's set product range

pre-priced costs for components of a custom- made product



pre-determined service fees.

supplier price lists, product description sheets or manuals including seasonal availability and differing seasonal costs

supplier information and fee schedule for hire equipment and items.


may be for a broad range of products and services, including:

a single floristry product

multiple products and services making up a complete range for a special occasion or event

regular provision of floristry products for corporate clients

may be prepared:


using a computer.

may be provided by:


verbally in a face-to-face context


email or other electronic transmission


internal communication.

Special fees and charges may include:

service fee

consultation fee

relay fee

hire fee

transaction or credit card fee

loyalty program redemption fee

amendment fee

cancellation fee

reconfirmation fee

courier fee

organisation's delivery fee

special sourcing fee to locate and transport items of special request such as non seasonal flower and plant materials.

Some examples of products and services included in quotations are:

flowers including:

fresh (common, exotic and Australian wildflowers)

dry and preserved


plant materials including:

fresh (common, exotic and Australian foliage)

dry and preserved


potted plants

fruit and vegetables.

horticulture products

ancillary items and merchandise including:

chocolates, fruit, nuts, alcohol


gift items of any type

novelties such as balloons and toys

flower preservatives and conditioning agents

presentation materials including:


gift cards and message items

incorporation of corporate materials provided by the customer.

services such as:

design consultancy

event styling

relay organisation

transportation and delivery

labour for management of on-site events or special occasions

on-site installation and disposal of floral displays

on-site maintenance of all floral displays throughout the life of an event or special occasion.

large , small or themed corporate displays including components constructed off-site and assembled on-site for:

exhibition centres

ball rooms

restaurants and reception centres




government buildings


corporate offices



cruise boats

churches or chapels.

floral arrangements for events and special occasions:

corporate events

balls and banquets

themed events

industry and other awards presentations

theatrical performances

trade shows


floral festivals


parties e.g. birthdays and engagements

celebrations e.g. Christmas and St Valentine's Day

religious celebrations e.g. communions, bar mitzvahs


Conditions and limitations of the quotation (initial and subsequent) may include:



items that are subject to availability

prices subject to change

inclusion of fees, taxes and levies

deposit and payment requirements

payment options including payment plans

date of current quotation

life and expiry date of quotation

changes of conditions of pre-existing quotation or booking

changes to provision of pre-existing booking

legislative requirements such as cooling-off period after acceptance of quotation

methods of customer accepting quotation.


Unit Sector


Competency Field

Floristry Sales and Operations

Employability Skills

This unit contains Employability Skills.

Licensing Information

Not applicable.