A Note to Presenters:

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A Note to Presenters:

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This training

include a farm to school video. The video is provided in two formats, on two separate slides. The first video slide allows you to show the video through QuickTime. No internet connection is needed in order to access the video on this slide, but your computer must be equipped with QuickTime. The second video slide embeds the video as a YouTube video. You will need an internet connection in order to access the video through YouTube. PPT must be in “


View” (not preview) in order to play the videos. Please delete the video slide that you WILL NOT be using


Any “quote” slide will have a “note to the presenter” in the top of the

notes section

for that slide with instructions


Thank you!


Farm to School:

How it can add value to your businessInsert Name of PresentersPeer Leadership Network

Photo: Southeastern African American Farmers Organic Network


National Farm to School Network


Farm to School Peer Leadership Network

Goal: Strengthen farm to school training and technical assistance for stakeholders through peer learning.

20 Peer Leaders selected in 4 stakeholder groups:


Child Nutrition Directors

Educators / Teachers


Child Education Providers

12 peer trainings developed and shared nationally

Peer leaders available to

provide one-on-one assistance

The Peer Leadership Network is a project of the National Farm to School Network

The project is supported

by Newman’s Own Foundation


Presentation Outline

What is Farm to School?Benefits of Farm to School?Understanding the School Food MarketThe School Meal EnvironmentAdvantages of Selling to SchoolsFarm to School Success StoriesTroubleshooting Common ChallengesResources and Closing


What is Farm to School?

Farm to school is the practice of sourcing local food for schools or preschools and providing agriculture, health and nutrition education opportunities, such as school gardens, farm field trips and cooking lessons. Farm to school improves the health of children and communities while supporting local and regional farmers.


Farm to School: A Holistic Approach






What Farm to School Looks Like


Farm to School Video


Farm to School Video




Farmer Benefits

of Farm to School

Expand market opportunity, income potential

Sell ‘surplus’ product

Diversify market, help manage risk


audiences for agritourism and on-farm opportunities

Generate awareness and


opportunity for farm and products

Increase demand and awareness for local foods

Identify community members interested in gleaning


Build Awareness of Your Business

Farm names appear in school menu or school newsletterPosters of farmers hang in cafeteria or school campusFarmers visit schools Students share information with family at the end of the dayFarm to school events appear in local media


Community Benefits

of Farm to School

Circulates money within the community to support the local and state economyEnhances nutrition education and healthy eating habits in students and school staffConnects school nutrition staff directly with food producers to offer increased selection of products for school meals


School Food Market Opportunities

Dollar value of food purchases by school/district

Current dollar value of local food purchasedTypes of local products currently purchasedIf school is interested in increasing local purchasingWhat local products are schools interested in purchasing


data that

conveys to

possibilities and volume of sales to schools


Understanding School Food

Farmers and schools speak a different language, and operate with different needs and guidelines

Take time to get to know your local School Nutrition Directors and learn to speak their language

Many existing resources exist to help guide you through the process of selling to schools

Establishing strong relationships and good communications is key!


What Schools May Require

Products, Price & AvailabilityBids & SpecsDeliveryLong Payment ScheduleProof of Food Safety & Liability InsuranceStudent or Cafeteria Education


Foods Schools Can Use

Fresh fruits and vegetablesFrozen, canned or minimally processed fruits and vegetablesProteins (chicken, beef, pork, turkey, etc)Fresh or frozenWhole or minimally processedGrains, legumes and pulsesDairyMilk, yogurt, cheeseLocally produced food items Bread, bagels, chili, applesauce etc


How Schools Use Local Foods

School breakfast and school lunchFresh Fruit and Vegetable Snack ProgramSampling and tasting eventsAfter school program snacks and mealsSpecial eventsSummer feeding programsSchool fundraisers


Examples of Farmer Participation in Farm to School



Each fall in Mississippi

watermelon growers sell


product to local schools

. The farmers visit the schools to

serve the fruit to students in the cafeteri


, a



ach students how




A Farmer in


School Garden

Local farmers visit schools to teach in school garden, tell stories about the farm or cook with students in the classroom

Farm Field Trips

Farmers can host groups of students for an on-farm experiences



Privately owned food hub with 37+ farmer participants from 8 countiesAll produce: asparagus to zucchiniBrainard, MNSales to 3 school districts totally 35,000 pounds per year. Some education to students in the classroom and cafeteria.

“The school market is a great opportunity. We are working with 35+ area farms to aggregate food for schools. We’ve created jobs and wealth in the local economy. This is especially true for the Amish growers in our network. We can offer them fair and equitable opportunities selling to schools. One family farmer increased his sales by roughly $4000 this year by participating in the food hub.”-Arlene Jones


Farm on St. Mathias

Bob and Arlene JonesAll specialty cropsBrainerd, MNSales to school through a food hub. Education in the classroom and cafeteria. Agritourism on farm, including farm maze and farm tours.

Arlene will send

“The revenue from selling to schools makes a difference, we see the impact. The new revenue has helped us expand, it’s a guaranteed market. In part this is because we are close to the schools, we are seen as a community asset. So when I go into a school to talk with kids about growing food, they have a deeper connection because they have already been to our farm or our corn maze” -Arlene Jones


Gardens Gourmet

Diane & Chuck Webb and FamilyDiverse specialty crop CSA (carrots, potatoes, beets, squash, watermelon, cantaloupe, tomatoes, cherry tomatoes to schools)Henning, MNSales to schools through a food hub. Some school visits and considering farm field trips

“Last year our sales increased by about 10% through farm to school. This year we are expecting 15%. Schools give us the chance to extend our season after Labor Day when sales at our on farm country store drop off.”-Diane Webb


Miller Livestock Company, Inc

Aaron & Melissa MillerNorthwest OhioSell 50 pigs and 10 lambs per year to Case Western Reserve University through Bon Appétit Food Management CompanyMet food safety requirements by working with food service management company and establishing good communications

“With Bon Appétit, the commitment to buy our product is made in advance of the school year. This lets us know that our product is sold in advance and takes that whole marketing piece out of the equation. The contract provides a guaranteed income for us for the whole school year. We know those payments will come in, because we know that schools are responsible accounts. It's our bread and butter.”--Melissa Miller


Lake-to-River Cooperative

Northwest Ohio14 Growers & ProcessorsFruits, vegetables, and some baked goods to schools

“Farm to School is the bread and butter of this new Cooperative. Local food is new here, and we stress the point that the people that you are buying from in this Co-op are your neighbors, they pay local taxes, let’s support them. We’ll soon be working with a local shared use commercial kitchen to minimally process local products because that is what the schools are asking for.”

About $1000 in weekly sales to twelve school districts. Apples every other week during winter



increase demand for local food in the area by educating about “price” versus “value” and the benefits of local foods.


Peach Crest Farm

Susan BergenStratford, Oklahoma Started small and only worked with a few schools but now is working with 68 districts Crucial component of F2S is that food service staff meet the farmers they are working with to foster relationships

“Having a steady customer with a fixed price has transformed our farm. We know how much to grow, and when we will be shipping it. It gives us the steady customer that any farmer needs. I highly recommend that any farmer look at making farm to school a part of their farm plan.”--Susan Bergen


Farm Name Here

Farmer NameFarm ProductsFarm LocationHow they engage with F2S (sales, education, agritourism)

Farmer/farm photo

“Quote from farmer about how farm to school directly impacts their bottom line”

-Farmer Name


Common Challenges…and how to face them

As a group, we will now have a chance to take through a common set of (perceived) barriers, and how to overcome them. Please think through your personal experience and the case studies…


GAP, food safety & liability insurance requirements

Price point



Food service versus farmer world views


Steps for Getting Started

Create working relationship with School Food Service Director and EducatorsStrong relationships are the best first stepVisit a local school, and learn about their food service programInvite the school administrators and teachers to visit your farm via farm field tripsLearn about which products you produce are used in school mealsContinue to learn about farm to school through resources listed in handout


Start Smal


If you are looking for the best place to start, think about starting small.

Provide one product to a school for taste testing activity

Sell one item to a school for use in a special menu item

Offer to be the local source of one item that already appears on the menu

Coordinate products with the school’s Harvest of the Month or other ‘campaign’


Take Home Resources

National Farm to School Network


Michigan Farm to School

Marketing Michigan Products to Schools: A Step-by-Step Guide

Washington Dept of Ag

Farm to Cafeteria Connections

Bringing Local Food to Local Institutions

Grower Perspectives on Farm to School: A Survey of Interested Farmers, Ranchers and Other Producers




National Farm to Cafeteria Conference


15-18, 2014

in Austin, Texas



October is National Farm to School Month


ore information at www.farmtoschoolmonth.org


Evaluation and Future Assistance


omplete the training evaluation


Future one-on-one training


Thank You!

NameTitle OrganizationPhoneE-mailWebsite

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