Selling to Schools

Wyatt Fraas

Center for Rural Affairs

wyattf@cfra.org

402 254-6893

Why Farm to School?

Income

Feed our children

Community benefits

Education

Farm to School provides…

Central NE interest

Desired products

Food sourcing

Challenges

Lunchroom economics The School Nutrition Association estimates it

costs $2.90 to produce a school meal (2008)

Federal reimbursement for a ‘free’ meal is $2.57 and $0.24 for a paid meal

Schools are expected to charge $2.00 per paid meal

Lunchroom economics, Part 2

Getting started: Meet and talk with School Customers Invite new customers to tour your farm/business

before selling products to them Ask for a tour of the school food service facilities Meet face-to-face with school food service

directors Discuss: •Ordering

schedule•Delivery•Packaging•Payment•Maintaining contact

Marketing your farm

Product Count Variety Quality Packed Condition/Description PriceProjectedQuantity

Minimum Delivery

Months available

Apples   Any varietyUS Fancy or

US No. 1  

Ripe, firm, crisp, juicy, smooth skin free of blemishes, bruises & scars. Color typical of variety. Washed.      

Asparagus   Spears US No. 1  

Spears to be bright green, free from woody stalks and

discoloration. Straight stalks free from decay and wilt. Washed.      

Potatoes  Russet or

Round White US No. 1  

Firm and smooth, (not wrinkled); free of soft and/or dark spots, cut

surfaces and greenish color. Loose dirt removed. Washed.    

 

Winter Squash   Butternut US No. 1  

Firm and smooth, (not wrinkled); free of soft and/or dark spots, and

cuts. Caramel color skin with orange/yellow flesh. Washed.    

 

Sample Product Availability and Pricing Form Name of Vendor and Contact Information: ____________________________________________________________________ Signature: ________________________________________ Date: ______________________ Please fill in count, packaging, price, and minimum delivery. List additional products and varieties you would like us to consider.

Sample Vendor Questionnaire

Receiving guidelines for schools

Getting Started

Geographic preference

Schools allowed by USDA to purchase unprocessed foods with a geographic preference (LOCAL)

Often a price preference for local products (such as a 10 cent/lb benefit for local apples)

Many NE schools are unaware of this option

…‘unprocessed’ means… cooling; refrigerating; *freezing; peeling, slicing, dicing, cutting, chopping, shucking, and grinding; forming ground products into patties without any additives or fillers; *drying/dehydration; washing; packaging (eggs in cartons), vacuum packing and bagging

(vegetables in bags or combining types of produce); the addition of ascorbic acid or other preservatives to prevent

oxidation of produce; butchering livestock and poultry; cleaning fish; and pasteurization of milk.

7 CFR 210.21 - Procurement

Regulations

Fresh produce is lightly regulated Processed foods are tightly regulated Eggs must have a code number from NDA Milk must be Grade A Beef & pork must be USDA inspected and

labeled Poultry must be labeled Insurance may be required by the buyer

Food Safety/Food Handling

USDA program: Good Agricultural Practices

== Safe food handling on the farm

== Preventing contamination of food in the field and between the field and the customer

Of primary concern to school buyers

Food Safety: Farmers are Food Handlers, Too

1. Production practices

2. Product handling

3. Transportation

4. Facilities

5. Worker health & hygiene

Food Safety:1. Production practices

Wells protected from contamination Irrigation from clean sources Annual water test Manure/compost application timing Runoff from animal confinement Livestock restricted from growing areas Flooded land excluded from growing areas

Food Safety:2. Product Handling

Storage & packing away from growing areas Activities removed from manure locations Harvest totes cleaned with potable water Harvest equipment kept clean Dirt, mud, debris removed from product Food-grade packaging stored away from

contaminants, pets, etc.

Food Safety: 3. Transportation

Product loaded & stored to limit contamination Transport vehicle maintained & clean Product kept cool during transport Separation of food & nonfood items during

transport

Food Safety: 4. Facilities

Potable water tested annually Product protected during transport onfarm Enclosed packing area Food contact areas kept clean, sanitized Food-grade packaging materials used Clean toilets & handwashing stations Pest control program in place

Food Safety: 5. Worker Health &

Hygiene Worker food safety program in place Workers trained in hygiene & sanitation Smoking & eating separated from product

handling Workers removed from food handling when

infected Workers practice good hygiene: changing

aprons/gloves, clean clothes, hair covered

Food Safety:Make a list and share it

Coming Attractions: The Business of Selling to Schools & Safe Food Handling Workshops, Farm to School Summit

Food Service Director sessions to be scheduled.

Farm to School Summit, March 18, West Point NE

Selling to Schools

Wyatt Fraas

Center for Rural Affairs

wyattf@cfra.org

402 254-6893

Resources National Farm to School Network www.farmtoschool.org Center for Rural Affairs staff:

Sarah Smith, Farm to School Coordinator, sarahs@cfra.org, (307) 321-9766

Caryl Guisinger, Farm to School Fellow, carylg@cfra.org Kathie Starkweather, Midwest Regional Lead for Farm to

School, kathies@cfra.org Nebraska Department of Education Nutrition Services,

http://www.education.ne.gov/NS/ Like us on Facebook:

Nebraska Farm to School Program

Center for Rural Affairs