1.
Colleen Matts C.S. Mott Group for Sustainable Food Systems Michigan State University

2.
<ul><li>Expanding market opportunity </li></ul><ul><li>Long-term benefits </li></ul><ul><ul><li>Stable, steady markets </li></ul></ul><ul><ul><li>Market diversity and risk management </li></ul></ul><ul><ul><li>Cultivation of the next generation of eaters and buyers </li></ul></ul><ul><ul><li>“ Free” promotion </li></ul></ul>

5.
<ul><li>Farmer Self-Assessment </li></ul><ul><ul><li>Farm Business and Description </li></ul></ul><ul><ul><ul><li>Products grown and sold </li></ul></ul></ul><ul><ul><li>Current Sales </li></ul></ul><ul><ul><li>Logistics </li></ul></ul><ul><ul><ul><li>Ordering </li></ul></ul></ul><ul><ul><ul><li>Payment </li></ul></ul></ul><ul><ul><ul><li>Delivery </li></ul></ul></ul><ul><ul><li>Marketing and Service </li></ul></ul>

6.
<ul><li>Addressing Food Safety </li></ul><ul><ul><li>Food Safety & Sanitation Plan </li></ul></ul><ul><ul><li>Food Safety Audits </li></ul></ul><ul><ul><ul><li>USDA Good Agricultural Practices/Good Handling Practices (GAP/GHP) Audits </li></ul></ul></ul><ul><ul><ul><li>Third-Party Audits </li></ul></ul></ul><ul><li>Insurance Considerations </li></ul><ul><ul><li>Product liability insurance </li></ul></ul>

7.
<ul><li>School Food Funding </li></ul>National School Lunch Program (Contiguous States) July 1, 2009- June 30, 2010 Less than 60% 60% or more Commodity entitlement Paid $0.25 $0.27 $0.1950 Reduced-price $2.28 $2.30 Free $2.68 $2.70

8.
<ul><li>Local Distributors </li></ul><ul><li>Existing networks </li></ul><ul><li>Resources to link to Farm to School programs and interested schools </li></ul>

9.
<ul><li>School Food Service Questionnaire </li></ul><ul><li>Bid Documents </li></ul><ul><ul><li>Product Availability and Pricing Form </li></ul></ul><ul><ul><li>Vendor Questionnaire </li></ul></ul><ul><ul><li>Copies of inspections, certifications, insurance, and/or food safety </li></ul></ul><ul><ul><li>Value-added services </li></ul></ul>

10.
Sample Cover Letter for Requesting Bids/Quotes

11.
Sample Vendor Questionnaire

12.
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. Product Count Variety Quality Packed Condition/Description Price Projected Quantity Minimum Delivery Months available Apples Any variety US 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.

13.
<ul><li>Pricing for School Meals Programs </li></ul><ul><li>Sample Evaluation Criteria for Selecting Vendors </li></ul><ul><li>Marketing packet and bid documents/quote </li></ul>

14.
<ul><li>Invite new customers to tour your farm/business before selling products to them </li></ul><ul><li>Ask for a tour of the school food service facilities </li></ul><ul><li>Meet face-to-face with school food service directors </li></ul><ul><ul><li>Ordering schedule </li></ul></ul><ul><ul><li>Delivery </li></ul></ul><ul><ul><li>Packaging </li></ul></ul><ul><ul><li>Payment </li></ul></ul><ul><ul><li>Maintaining contact </li></ul></ul>

15.
<ul><li>Stay in regular touch with school customers </li></ul><ul><li>Be proactive! </li></ul><ul><ul><li>Value-added services </li></ul></ul><ul><ul><ul><li>Visit school classrooms or cafeterias </li></ul></ul></ul><ul><ul><ul><li>Offer to host school field trips </li></ul></ul></ul><ul><ul><ul><li>Get involved in school fundraisers </li></ul></ul></ul>

16.
<ul><li>www.mifarmtoschool.msu.edu </li></ul><ul><li>Colleen Matts </li></ul><ul><li>Farm to Institution Outreach Specialist </li></ul><ul><li>C.S. Mott Group for Sustainable Food Systems at MSU </li></ul><ul><li>517.432.0310 </li></ul><ul><li>[email_address] </li></ul>