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Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue

Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue. The Fayette County Public School (FCPS) Vending Story. FCPS Vending Contract. Exclusivity money ↑: $500,000 → $900,000 Healthy beverage offerings ↑: 21% → 72% Healthy beverages $1.00/sodas $1.25

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Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue

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  1. Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue

  2. The Fayette County Public School(FCPS)Vending Story

  3. FCPS Vending Contract • Exclusivity money ↑: $500,000 → $900,000 • Healthy beverage offerings ↑: 21% → 72% • Healthy beverages $1.00/sodas $1.25 • Donated product: 50% healthy beverages • Machine Facades: Exercise images

  4. FCPS Snack Contract • Healthier snacks ↑: 1% → 40% • Healthier snacks: no more than 6 grams fat/serving (excluding nuts and seeds), no more than 40% sugar by weight • Commission on snack sales ↑: 0 → 9%

  5. 5 Keys To Success • Get the facts • Identify school vending decision makers • Smart Contract Negotiations • Market Healthy Products • Monitor

  6. Get the Facts • Vending survey • BMI data • Contract status

  7. Identify school vending decision makersand develop positive, supportive relationships with them.

  8. Seek first to understand • Provide facts / tools / examples • Do leg work

  9. Speak the language • Credible • Factual • Non-emotional • Persistent

  10. Smart Contract Negotiations

  11. Market to Students • Focus groups • Advisory committee • School announcements • School newspaper • Classroom commercials • Health classes • Posters

  12. Monitor • Machines • Sales • Contract

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