Does it Make Sense For Your Farm: Selling to Schools & Institutional Customers

The demand for locally grown foods in the cafeterias of schools and colleges in Massachusetts is rising rapidly. Consumer support for local farms and farm products is increasing: this is a good time to decide if selling products to schools might be right for you. In 2008, about sixty-­‐‑eight million dollars were spent on food for public school meals in Massachusetts. If 5% of that total had been spent on foods purchased directly from local farms, it would have put more than 3 million dollars into Mass. farmers’ pockets.

In 2011, 230 public school districts and 89 colleges and private schools in Mass. reported they preferentially purchased locally grown foods, either directly from a farmer, or indirectly, through a distributor. School districts and colleges reported they purchased directly from more than 110 farms. We are well on the way to achieving that 5% goal.

For the past 8 years, Mass. Farm to School has been promoting the concept of profitable sales for farms which are also affordable purchases for schools and other institutions. Our job is to provide technical support, and we will help you look for school customers that might be “right” for your operation.

Guide Contents

• Getting Started
• Factors to Consider for Farm-to-School Sales
• State Legislation Regarding Direct Sales to Schools
• Form to Evaluate a Potential Institutional Customer

Click here to download the full guide.