Resources for Producers
How To Start Selling to schools
Successfully selling to schools requires a strategic approach that balances the practical realities of school food service operations with effective marketing and relationship building. Schools operate with limited time, equipment, and storage capacity, making them particularly receptive to ready-to-use products and reliable suppliers who understand their constraints.
Building lasting relationships in this market involves more than just competitive pricing. It requires coordinating delivery logistics, understanding school food terminology and measurements, providing proper product preparation, and actively promoting your products through sampling, storytelling, and community engagement.
Communicating with Schools
Building successful relationships is key to getting your products into schools, the way to do that is first learning how to speak the same language.
One of the biggest barriers between farmers and school nutrition directors is simply using different terminology and measurements. Learning to "Speak school food" can make communication much smoother.
Measurement Translations
Schools purchase food in institutional quantities using standardized measurements, which may differ from how farmers typically measure their products. The USDA Food Buying Guide for Child Nutrition Programs is the standard reference for food yields and servings.
Building relationships with school nutrition directors
Building lasting relationships in this market involves more than just competitive pricing—it requires understanding School Food Directors' unique goals, purchasing capabilities, and operational schedules while respecting their time constraints and business processes.
Tips For Success
Product Suitability for Schools
Schools have very small budgets to work with, and some kitchens have very limited equipment for preparing school food. For that, schools prefer products that work within their operational limitations:
Ideal products
Ready-to-use, minimal processing needed
- Small apples and whole strawberries
- Frozen fruits for yogurt parfaits or desserts
- Sweet peas and potatoes
- Whole fresh pears
Easily Processed Products
Minimal processing and manageable prep
- Tomatoes for salads and cooking
- Cucumbers for fresh applications
- Broccoli and cauliflower (manageable prep)
More Challenging Products
Requires significant prep time and is labor-intensive
- Corn on the cob
- Winter squash
- Carrots (sizing inconsistencies, peeling needs)
Supporting Local Purchasing
Oregon is a national leader in Farm to School programs, with dedicated state funding to support local purchasing. Key elements of Oregon's Farm to School ecosystem include:
- Oregon Farm to School Grant Program: Provides funds for schools to purchase Oregon-grown foods and support educational activities
- Regional Procurement Support: Seven regions across Oregon with coordinators who help connect producers with schools
- Oregon Harvest for Schools Directory: An online platform connecting Oregon producers with school food buyers
- Competitive Procurement Grants: Extra funding for schools that purchase from BIPOC or women-owned producers, serve culturally relevant foods, and develop new commercial relationships with Oregon producers
To help with your success in selling to schools, consider creating a 1-page product availability sheet that includes
- Complete contact information
- Products available with clear descriptions
- Harvest/availability calendar
- Price ranges (per pound/case/unit)
- Minimum order requirements
- Delivery schedule and area
- Packaging options
- Food safety certifications
For more on selling to schools, contact your Regional Procurement Coordinator.