bwf introssg 08292012final-1

8/13/2019 BWF introssg 08292012final-1

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Improving Results on Farms & Ranches with Holistic Management 1

Key OutcomesYou will learn:

How Holistic Management* & Whole Farm Planning can enhance your successHow to meet your management challenges effectivelyHow to address key environmental issues effectivelyWhat Holistic Management adds to your management toolboxWhat to do next

Improving Results on Farms & Rancheswith Holistic Management

Key Concepts

Improving Resource Management in These Challenging Times.. 2Addressing Key Environmental Issues.. 3

Decision Case .. 4

New Principles & Steps for Handling Complex Decisions. 7

8 Principles & Practices for Effective Resource Management.. 8

Principle One: Nature Functions in Wholes..... 8

Principle Two: Understand The Environment You Manage.. 10

Practice One: Define What You Are Managing... 11

Practice Two: State What You Want..... 12

Practice Three: Aim for Healthy Soil ..... 13Practice Four: Consider All Tools .. 13

Practice Five: Test Your Decisions. 14

Practice Six: Monitor Your Results.... 14

Next Steps.. 15

Quiz, Questions & Exercises... 16

*Holistic Management is a registered trademark of Holistic Management International.

This manual was partially funded by USDA/NIFA Beginning Farmer & Rancher Development

Program.


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2 Improving Results on Farms & Ranches with Holistic Management

In recent years more and more resourcemanagers are being challenged by a dete-riorating or stagnant land base, increasedpressures from a global market, govern-

mental regulations, extreme weather,changes in societal attitudes about landuse, and a host of other problems.

The Holistic WholeFarm Planning proc-ess you will learn inthis course will helpyou assess yoursituation and manageitincluding the deci-

sions you make andthe actions you takebased on themfroma bigger picture, aholisticperspective.By understandinghow Nature functionsand managing yourresources to createsymbiotic relation-ships, everyone wins

and there is moreeffective use of thoseresources.

You can enhance your ability to interactwith and manage your land resources bylooking carefully at the environment inwhich you liveat the soil cover, moisture,soil fertility, the variety of living organismson the land around you, and how well theyare capturing the sun's energy. All these

and many other factors affect how produc-tive your land will be, not only today, but ifyou do your job well and manage your re-sources carefully, far into the future. Youaren't simply a land manager, but a stew-

ard of the resources put into your care.

If you dont address your social and eco-nomic needs in the process, you will havetrouble sustaining any progress youve

made on the land. Thats why Holistic Man-agement helps people look at the environ-mental, economic, and social short and long-term consequences of their decisions and

management. You just use this simple man-agement tool in conjunction with all theother tools you already have in your toolbox,maximizing your effectiveness as a resourcemanager.

Healthy environments support a variety ofdifferent living things. From the tiniest soilorganisms, to the plants that grow above the

soil surface, to the animals that harvestthem and cycle the nutrients back into thesoil, this biodiversitybrings strength andbalance to an environment. If you do a goodjob managing your land resources, you buildand sustain diverse populations of living

Improving Resource Management


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Holistic Whole Farm Planning was createdas a management process that would al-low people to simultaneously consider andbalance social, economic, and environ-

mental concerns, both in the short andlong term. The Holistic ManagementFramework is based on 2 simple princi-ples and 6 practices that when put intopractice are highly effective.

things and enhance the environment thatsustains us all.

Holistic Management, simply put, helpsus make better, more informed decisions

that balance social and environmental aswell as financial considerations, while lead-ing us in the direction we want our lives totake.

You use Holistic Managementin conjunction with all theother tools you already havein your toolbox, maximizingyour effectiveness as a re-source manager.

DroughtFloodingUnproductive

Agricultural LandNoxious WeedsErosion

Addressing Key Environmental Issues


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Why Add HolisticManagement to Your

Toolbox?

In the following decision case written bySeth Wilner, a Cooperative ExtensionEducator from New Hampshire, you willsee the type of situation many resourcemanagers face. You will also see how thisfarmer was able to incorporate HolisticManagement into his decision making tosolve a complex problem he had beenunable to address previously.

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Andy Sulco grew up on the dairy farm heinherited from his parents and now man-ages. The farm is located in rural NewHampshire and comprises some 94 acres,of which 53 are tillable. Andy milks 53

Holsteins, produces all of his hay and cornsilage, and does most of the chores him-self, although he employs part-time labor,at least as long as they stay. Unable topay high wages nor offer full-time workwith benefits, turnover has plagued Andysability to keep good help.

Andy has a wife and son, both of whomare not especially supportive of Andysfarming venture. They share a common

resentment that all of Andys time andenergy goes to the farm and little is leftover to meet their needs. Additionally, theprice of milk has dropped this past year,resulting in economic stress on the family.Andys wife has an off-farm career andeffectively is the financial supporter of thefamily. This too causes tension at home.

Andy is a rather private person, typical ofmost Yankee farmers. He rarely com-

plains or talks about personal or emotionalissues with anyone except his closestfriends. As such he keeps most emotionalissues bottled up inside. Recently, thishas resulted in some bouts with depres-sion and the start of an ulcer.

One morning Andy left his house for thebarn after a heated exchange with hiswife. She was upset that Andy was notaddressing any family issues, including

their sons academic struggles. At thebarn, Andy ran into his local county Exten-sion agent, Steve, who randomly stoppedby with the Extension dairy specialist, Jim,as they were making farm visits in the

Decision Case


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on the environment if he added more cows,or other such considerations.

Jim felt that the questions about the family

and other personal issues were not theirbusiness unless Andy offered these on hisown. Likewise, Jim felt that 10 cows wouldnot degrade the environment; after all theyhad calculated that Andys manure storagesystem could handle the output of thesecows and that Andy had enough land onwhich to spread the additional manure andany waste milk. Steve and Jim agreed todisagree and went on with their other farmvisits.

A few days laterAndy was speakingwith close friendDale, who alsofarmed down theroad. Dale was adiversified organicgrower and didntknow a lot aboutcows or livestock.

Yet he had workedwith Steve on aprocess called Ho-listic Management.He suggested that

Andy call Steve and ask about it. Dale ex-plained that his family and farm workerswent through the process and it helped geteveryone on the same page and also addeda lot of creative ideas about alternative en-terprises they might add to help make the

farm more profitable.

Andy called Steve that afternoon and hesi-tantly asked about this thing called HolisticManagement. Andy was not up for somecrunchy granola, hand-holding process in

area. The two could see that Andy was up-set and inquired about what was wrong.

Andy chose not to go into the personal is-sues and instead spoke about the hard fi-

nancial times his farm was going through asa result of low milk prices. Jim lookedaround as Andy was milking and saw thatthere was space in the barn to add stallsand cows. Soon Andy and Jim werecrunching numbers. They found that if Andyadded 10 cows and did not hire any addi-tional labor that his farm could gross an-other $5,200 per year at these low milkprices, and more when prices rose.

After Steve and Jim left, Andy thought aboutthe idea of addingcows, but had anuneasy feeling inhis gut. Morecows meant moretime in the barnwhich certainlywould not help hisfamily situationany, nor help him

mentally or physi-cally. Coinci-dently, Steve toowas uncomfortablewith the idea andspoke with Jim about it in the car as theywere leaving.

Steve expressed to Jim that before makingrecommendations about adding more cowsor doing other things, they should discuss

the full situation in more depth with Andy.Jim was not sure what Steve was talkingabout so Steve elaborated. Steve men-tioned that there was no discussion aboutAndys life, whether he was happy, how hisfamily was doing, what the impact might be

Decision Case


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which everyone had to share their feelings orthe like. Steve explained to Andy how itworked in general and suggested that it maybe just what Andy needed. Steve and Andytalked further, and Steve expressed his hesi-

tation about the recommendation Jim gave tosimply add more cows. Yes, it would helpmake the farm more profitable, but at whatcost? Was economic profitability truly theanswer to all of Andys problems, or wasthere more needed?

Steve and Andy had a short conversationabout what profitability meant to Andy andwhat Andy wanted out of life. Steve chal-lenged Andy to think about how his life might

be if everything in his life remained the samewith the exception that the farm made tons ofcash. Would Andy be happy, healthy andcontent? If so, Steve suggested that Andyshould simply add the cows, spend somemore time milking and doing chores, andreap the additional profits.Andy thought about his conversation withSteve over the next few days and concludedthat money alone would not address all of hisissues, certainly not in terms of his family

situation, nor in terms of his own personalhappiness and health. The ulcer was a re-minder of that.

Reluctantly Andy called Steve and asked ifhe would help him do that Holistic Manage-ment thing. Steve told Andy he needed toapproach his wife, son, and farm hand firstand see if they were interested. Andy wasable to get buy-in from all these folks in shortorder. His wife wanted to do anything that

might improve their family life and their sonwent along hesitantly. The farm hand wasnot given a lot of choice, but didnt put up anyresistance.Steve came over the following week andwalked them through the process. They de-

fined their management teamand drafted atemporary holistic goal.Steve also taughtthem some testing questions they could use tohelp them make better decisions.

After four sessions, the group advancedenough to be able to brainstorm a list of sug-gestions to garner more farm income. Havinga holistic goal and the ability to test potentialoptions, Andy could filter these ideas using thetesting questions to choose alternatives thatwould not only generate more income, butwould also help him move closer towards thelife he and his family desire.

Andy and his family found that by just going

through the process they understood eachother so much better. It was helpful to haveyou referee, he said to Steve after one meet-ing. Yet, he greatly appreciated having hissay and getting other folks to understandwhere he was coming from. And, he had toadmit, finally understanding what his wife wastalking about. After all, he did love her and all.

**********************What Andy discovered in this process was

that his decision-making was more effectivewhen he added a few more concepts and prin-ciples to his management toolbox. The typicaldecision-making as outlined on the left on thenext page can yield mixed results, especiallywhen dealing with the complexity inherent inliving systems. On the right hand side of Page7, you will see the Holistic Management De-cision-Making Framework with the additionalprinciples and practices included in the typicaldecision-making process. These are the addi-

tional steps Andy used to get the results hewanted.

Decision Case


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New Principles & Steps for Handling Complex Decisions

You create and write missions, visions,goals, strategies, policies, or objectives

Take a look at the tools you have

Make a decision and assume nochanges necessary

React when things dont go the way youassumed

Consider one or more factors that influ-ence you (experience, data, peer pres-

sure, cost, etc.)

Typical Decision-Making Approach Holistic ManagementDecision-Making

You look at the whole that you are responsible formanaging--people, resources, money

You develop a holistic goal based on whatthose in the whole value and want to create

You consider ecosystemprocesses in your decision

You create missions, visions, goals,strategies, policies, and objectives in

line with your holistic goal

Make sure to consider all tools you have availableto manage your resources

Consider one or more factors that influence you(experience, data, peer pressure, cost, etc.)

Apply 7 tests that make sure the decision(s)youre making are sound and lead you toward

your holistic goal

Make a decision and consider the unin-tended consequences that can arise

within complex living systems*

Monitor your decisions/plans for the earliestsigns of change using a feedback loop: plan,

monitor, control (take action), replan ( if neces-sary).

*It is particularly important when workingwith the land to recognize the complexity ofour ecosystem. To be safe, assume yourdecision is wrong and determine the earliestindicators to monitor.

The 2 Principles of Holistic Managementunderpin all steps in the decision-making

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Principles & PracticesExplained

The following two principles and six prac-tices are the essence of Holistic Manage-ment. If you understand these principlesand practices and put them into practice,you can achieve the results you want foryour land, family, community, or business.

The two principles are based on two keyinsights which underpin the Holistic Man-agement Framework you saw dia-grammed on the previous page. Once youunderstand these first two principles youwill be better able to understand and per-

form the six practices. Once incorporated inyour daily management, these key prac-tices within the decision-making framework,will lead you to consistently greater suc-cess.

Principle One

Nature Functions in Wholes

The first insight:

A holistic perspective is essential inmanagement

Many of us have heard the clich the wholeis greater than the sum of its parts as a wayto describe holism. A better description ofholism is that Nature (including humans)functions in wholes. In other words, whatwe view as parts of a whole are merelydifferent aspects of that whole. To view itas a part suggests we can remove it or re-place it and the whole will remain thesamelike a machine. In taking a holisticperspective, we recognize we must pay

attention to the relationships that exist be-tween these different aspects of the whole.In this way we can build or make use of thesymbiotic relationships necessary for effec-tive resource management.

Individual parts do not exist innature, only wholes, andthese form and shape eachother."Allan SavoryHolistic Management

Principles & Practices forEffective Resource

Management

1) Nature Functions in Wholes

2) Understand The EnvironmentYou Manage

3) Define What You Are Managing

4) State What You Want

5) Aim for Healthy Soil

6) Consider All Tools

7) Test Your Decisions

8) Monitor Your Results

Principles & Practices Explained


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If you want to effectively manageyour land resources, build biodi-versity, improve production, etc.,it's important to understand that

you can't change or control onething in one area without havingan impact on something else inanother. In this way, each wholeis unique because of the differentvariables and relationships atplay.

Think of a simple ecosystem (like the seashore, a woodland, a pasture). Make alist (or a map) of the many living things that exist in that system. Describe ordiagram what would happen if one or two of those things were removed.

Exercise

A Tale of Two SeashoresSometimes, tinkering with individual parts of a whole sys-

tem can have dramatic and often disastrous results. An Ameri-can biologist, Robert Paine, was studying seashores. He won-dered what would happen if he removed onespecies ofaquatic lifea starfishfrom that environment. This speciesof starfish was a predator in that community, preying on some15 or so smaller fish and organisms.

After one year, only half (8) of the original prey speciesremained. With no predator to control the populations, someof the remaining species grew quickly in number, using upavailable space and food. Other species were crowded outand either forced to move or died out.

During that same year, in another part of the seashorewhere the starfish were still present, all 15 species continued

to thrive. The relationship between the predator (starfish) andprey species was maintained.



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Principle Two

Understand The EnvironmentYou Manage

The Second Insight:

The Brittleness Scale

Not all environments are the same nor dothey react the same way to the same influ-ences. This might seem obvious. Ofcourse, all environments are different. Whatmight be less obvious is the idea that takingexactly the same action in one type of envi-ronment will have dramatically differentresults in another type of environment.

Environments exist on different ends of a

scale depending on how well humidity isdistributed throughout the year and howquickly dead vegetation breaks down.Atone end of this scale are brittleenviron-mentswhere rainfall and humidity arescattered erratically throughout the year.

Dead vegetation breaks down very slowlyin brittleenvironments unless adequatelydisturbed as the next insight explains. Atthe other end of the scale non-brittleenvi-ronments exist. In these environments rain-fall and humidity are perennial and deadvegetation breaks down rapidly, whether ornot it is disturbed. Brittlenessis measuredon a scale from 1 to 10, with a 1 being non-

brittleand a 10 being verybrittle.

Why is this important? Land responds tovarious practices differently in brittleandnon-brittleenvironments. For those whomanage land for enhanced biodiversity andincreased production, it is very important tounderstand how that land will react to thevarious practices (or tools) used on it. Forexample, resting land in non-brittleenvi-ronments restores it to a higher level of

succession, but in brittleenvironments,resting land tends to damage and degradeit.

1 2 3 4 5 6 7 8 9 10

Non-brittle very brittle

According to the brittleness scale, a rainforest would be a 1 and a desert would be a 10.



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Practice One

Define What You Are Managing

One key to understanding holistic decisionmaking is remembering the first insight: theworld functions in wholes. Each of us is re-sponsible for managing a wholebeginningwith ourselves as individuals. And beyond

that first whole, there is a larger whole, afarm, a family or a business.

Whether the whole you are concerned withmanaging is your individual whole or a lar-ger whole, there are often other people in-volved in either making or influencing thedecisions, there are resources that exist andthat you have built over time (land, equip-ment, clients, etc.), and money to which youhave access. Knowing who and what your

"whole" includes helps you determine whomakes decisions, who merely influences thedecisions made, and it helps put boundariesaround what you can and cannot managethrough your planning and decision making.

To create a management inventory youmust consider:

The management team (decisionmakers)Assets (including land, livestock,buildings, clients, vendors, money,etc.)

Something to Ask Yourself

Think about where you livethe amount of rainfall you get, the level of humidity in the air,and how it is distributed throughout the year. Think about how long it takes vegetation tobreak down. For example, when you look around, do you see moss growing on brick build-

ings, recently fallen logs already partially decayed, or living organisms moving about on thesoil surface? All of these are signs of a non-brittleenvironment.

On the other hand, perhaps you see tall stands of dead gray-colored grass, logs that havebeen lying in the same place for years but have not changed significantly in appearance,only two or three types of plants with large areas of bare ground, etc. These observationsindicate a brittle environment.

Based on the brittleness scale, would you say you live in a non-brittle(2-3), moderately brit-tle (4-6) or very brittle (7-9) environment?



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system processes. You will also need toassess what tools you have available tomanage your resources within the context ofthat decision. Understanding nature andhow it functions will help you in these steps

before you test your decision and monitor it.

Practice Two

State What You Want

Creating a Holistic Goal

Keeping the whole youve now defined inmind, the decision-makers set about theprocess of creating a holistic goaldescribing the life they want to live basedon what they value most deeply.

The three aspects of the holistic goal re-quire the decision makers to:

1) describe the quality of life they want to

live2) describe what they must create or pro-duce to live that life3) describe what must exist to sustain sucha life far into the future.

The holistic goal is the "magnetic north"toward which all decisions and actions aremade. It ties what you value most to yourresource base (including land, humans,and money) which helps you prioritize and

focus in on which objectives will help youbest create the results you want with theleast risk of unintended consequences.

After you define the whole you are manag-ing and create your holistic goal, you arebetter prepared to create mission and vi-sion statements, and identify necessarygoals, objectives, strategies, or policies.These two initial steps help to ensure thesemissions, goals , objectives, strategies, andpolicies will move you in the direction youwant and need to go. Then, to make sureyour decision is socially, economically, andenvironmentally sustainable (the triple bot-tom line), youll need to consider how yourdecision will impact the health of the eco-

The holistic goal is the"magnetic north" towardwhich all decisions andactions are made.



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Practice Three

Aim for Healthy Soil

Consider the Health of the Eco-

system Processes

With your knowledge of the first four prac-tices and principles, you are beginning tounderstand the ways in which Nature func-tions. This principle looks at the four funda-mental processes at work in Naturewatercycle, mineral cycle, energy flow, and bio-logical communityso you can begin toassess the health of the land.

As you learn more about these four ecosys-tem processes, you will quickly discover thatthe earliest indicator of ecosystem health issoil cover and soil health. If there is 100%soil cover made up of living and decayingplants and a great diversity of species, youare likely looking at a healthy environment.But, if some of the land is bare and thereare only one or two plant species and littlesign of other life, then you are looking at apoorly functioning environment.

Many people will focus on a certain speciesof plant or animal as an indicator of ecosys-tem health, wanting a noxious weed gone ora certain animal species to dominate thelandscape. With Holistic Management, ourfirst focus is to improve soil health.

Practice Four

Consider All ToolsUnderstand & Use All the Tools

Available To You

When people think of tools they usuallythink of all the technologies available to ussuch as farm equipment, irrigation, com-puters, etc. But with Holistic Managementwhen we refer to tools we mean the sixcategories of tools at our disposal. When

managing the environment you will use thetools of Human Creativity and Money/Laborthrough one of the other tools to modify theecosystem processes.

The Four EcosystemProcesses

Water CycleMineral Cycle

Energy Flow

Biological Community


Tools For Managing YourResources

Money/LaborHuman Creativity

Animals and Living OrganismsFireRestTechnology


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For many years, people have not recog-nized animals and living organisms as toolsthat significantly influence the health of theecosystem or have only seen those tools ina negative light. Holistic Management en-

courages you to consider all these tools asyou work to move toward the life you wantas you have described it in your holisticgoal.

Practice Five

Test Your Decisions

Using The Seven Testing Ques-tions

The next step added in the Holistic Man-agement framework enhances our deci-sion making by providing a filter or a sieveto weed out extraneous information so youcan focus on key informationa particu-larly helpful tool when situations are com-plex.

Once you have considered a decision oraction thoroughly and are ready to moveforward with it, you ask seven testingquestionsas they apply to the action(s)you're considering. These seven testingquestions,by relating the action to theholistic goal, hone in on key concerns andhelp ensure that your decision/action issimultaneously socially, environmentallyand financially sound and that it moves youtoward your holistic goal.

Practice Six

Monitor for Results

Keeping on the Right Track Withthe Feedback Loop

After gathering all the information, consid-ering a number of factors, and testing eachaction toward your holistic goal, you canmake an even better decision by creatingsome monitoring criteria that will give youthe earliest indicator of your plan going offtrack. You do this by considering any unin-tended consequences that may arise fromyour actions, recognizing the complexity ofall living systems.

If you are deciding on which action to takeon a piece of land (for example addressinga problem species), it is even more criticalto develop monitoring criteria because ofnatures complexity. In fact, some peoplesuggest it is best to just assume you'rewrong and monitorthose criteria closelyfor the first signs that your plan is off track.

If you find you're headed someplace youdidn't want to go, you can either adjustyour plan or re-plan entirely. You're notmonitoring to see what happens; you aremonitoring to make happen what you wantto happen: to bring about changes in linewith your holistic goal. In this regard, theword plan is actually a 26-letter word:plan-implement-control-monitor, with posi-tive action following each step.

The word plan is actually a 26-letterword:

plan-implement-monitor-control



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From Principles To Practice:

Next Steps

One of the important things to do at this point is to digest the information you've just learned.

Some of the concepts are familiar, and perhaps others are radically different from what you'velearned or thought about before. With this brief overview of Holistic Management, you cannow begin to put what youve learned into practice by continuing your learning.

Once you define your management team and create your holistic goal, you can begin testingdecisions and monitoring them. Youll learn how to do this in the next section of this studyguide. As you learn more about the four ecosystem processes and how the use of the toolsavailable to you affect those ecosystem processes, you will have greater confidence and suc-cess in managing your land.

The principles and practices youve just learned have enabled thousands of land managers to

more effectively manage their resources. Where those managers were once frustrated bytheir situation, blaming the government or weather or the markets for their predicament andthe lands degradation, they now have hope and a sense of optimism about the future. Theyhave learned they can manage holistically and they can make a positive difference on theland and in their families and communities for generations to come.

From Principles to Practice


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Quick Quiz

Answers to these questions are at the end of the section.

1. A Holistic Management perspective refers to the importance of acknowledging

_______________________ within the different aspects of the whole.

2. At the extreme end of the brittleness scale, a ________________ would typify a very brittleenvironment, (10) and a _______________ would typify a completely non-brittle environment (1).

3. True or false: The easiest way to determine the level of ecosystem functioning is to determinean indicator species and see how healthy it is.

4. The holistic goal is the ____________ toward which all decisions are tested.

5. What are the two key principles of Holistic Management?

6. Consider All Tools means to __________________________

7. Three Holistic Management practices are Define what you manage, State what you want, andaim for healthy soil. Name the other three.

A. ________________________B. ________________________C. ________________________

Questions for Deeper Thought

Quiz


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1. What are some decisions I need to make in the coming year?

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

2. Draw a " map" that describes how a simple system (soil, family, etc.) you are familiar with operates. Then, draw out what might happen when a single part in the system is changed/removed.

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

__________________________________________________________________________

3. Think of a piece of land you are familiar with and consider important to you. It should be a siteyou have known over an extended length of time. Describe the biological diversity and groundcover present when you first saw it. Remember to consider the different plants that were onthe land, and their various ages from a seedling to dead and decaying. Also include animalsfrom the smallest of rodents, to grazing or browsing creatures, to predators, to birds. Youshould even consider insects that you know were present. Now answer the following ques-tions.How has that land changed in its biological diversity from when you first saw it to today?___________________________________________________________________________

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Exercises


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What do you think caused the changes in biological diversity?___________________________________________________________________________

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___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

4. How could Holistic Management help you achieve your goals and objectives?________________________________________________________________

________________________________________________________________

________________________________________________________________

________________________________________________________________________________________________________________________________

________________________________________________________________

________________________________________________________________

________________________________________________________________

5. What are the next steps you can take to better understand the Holistic Manage-

ment principles and put them into practice.

________________________________________________________________

________________________________________________________________

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________________________________________________________________

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Answers to Quiz: 1) symbiotic relationships; 2) True Desert/Rainforest; 3) F; 4)magnetic north 5) nature functions in wholes and understand your environment;6) understand and use the tools available to you; 7) consider all tools, test your

decisions, monitor your results

Exercises


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bwf introssg 08292012final-1

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