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Selling to Schools

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.

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Selling to Schools

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  1. Selling to Schools Wyatt Fraas Center for Rural Affairs wyattf@cfra.org 402 254-6893

  2. Why Farm to School? Income Feed our children Communitybenefits

  3. Education

  4. Farm to School provides…

  5. Central NE interest

  6. Desired products

  7. Food sourcing

  8. Challenges

  9. 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

  10. Lunchroom economics, Part 2

  11. Getting started: Meet and talk with School Customers • Ordering schedule • Delivery • Packaging • Payment • Maintaining contact • 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:

  12. Marketing your farm

  13. 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.

  14. Sample Vendor Questionnaire

  15. Receiving guidelines for schools

  16. Getting Started

  17. 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

  18. …‘unprocessed’ means… 7 CFR 210.21 - Procurement 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.

  19. 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

  20. 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

  21. Food Safety: Farmers are Food Handlers, Too Production practices Product handling Transportation Facilities Worker health & hygiene

  22. 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

  23. 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.

  24. 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

  25. 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

  26. 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

  27. Food Safety: Make a list and share it

  28. 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

  29. Selling to Schools Wyatt Fraas Center for Rural Affairs wyattf@cfra.org 402 254-6893

  30. 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

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