Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue
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Transcript of Negotiating School Vending Contracts To Maximize Healthy Options and School Revenue
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Negotiating School Vending Negotiating School Vending Contracts To Maximize Contracts To Maximize
Healthy Options and School Healthy Options and School RevenueRevenue
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The Fayette County Public The Fayette County Public SchoolSchool(FCPS)(FCPS)
Vending StoryVending Story
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FCPS Vending ContractFCPS Vending Contract
Exclusivity money ↑: $500,000 → $900,000Healthy beverage offerings ↑: 21% → 72%Healthy beverages $1.00/sodas $1.25Donated product: 50% healthy beveragesMachine Facades: Exercise images
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FCPS Snack ContractFCPS 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%
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5 Keys To Success5 Keys To Success
1. Get the facts
2. Identify school vending decision makers
3. Smart Contract Negotiations
4. Market Healthy Products
5. Monitor
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Get the FactsGet the Facts
Vending surveyBMI dataContract status
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Identify school vending Identify school vending decision makersdecision makers
and develop positive, and develop positive, supportive relationships with supportive relationships with
them.them.
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Seek first to understandProvide facts / tools / examplesDo leg work
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Speak the languageSpeak the language
CredibleFactualNon-emotionalPersistent
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Smart Contract NegotiationsSmart Contract Negotiations
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Market to StudentsMarket to Students
Focus groupsAdvisory committeeSchool announcementsSchool newspaperClassroom commercialsHealth classesPosters
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Monitor
Machines Sales Contract