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

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