Negotiating School Vending Negotiating School Vending Contracts To Maximize Contracts To Maximize Healthy Options and School Healthy Options and School Revenue Revenue
Jan 18, 2016
Negotiating School Vending Negotiating School Vending Contracts To Maximize Contracts To Maximize
Healthy Options and School Healthy Options and School RevenueRevenue
The Fayette County Public The Fayette County Public SchoolSchool(FCPS)(FCPS)
Vending StoryVending Story
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
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%
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
Get the FactsGet the Facts
Vending surveyBMI dataContract status
Identify school vending Identify school vending decision makersdecision makers
and develop positive, and develop positive, supportive relationships with supportive relationships with
them.them.
Seek first to understandProvide facts / tools / examplesDo leg work
Speak the languageSpeak the language
CredibleFactualNon-emotionalPersistent
Smart Contract NegotiationsSmart Contract Negotiations
Market to StudentsMarket to Students
Focus groupsAdvisory committeeSchool announcementsSchool newspaperClassroom commercialsHealth classesPosters
Monitor
Machines Sales Contract