1. BEYOND PRODUCT AND PRICE
Ideas Worth Sharing:
BEYOND PRODUCT AND PRICE

2. Objectives Directors to obtain solutions to meet their core needs.
Manufacturers to obtain more business on value.

3. Journey Ideas Worth Sharing Event Quick Start Guide Workshop
alliancedirectornetwork.com

4. Value Add Product “features” and unique “add-on services”...
...that meet the core needs of the director.

5. Core Needs
Core Needs are the directors’ top priorities to maximize participation and nutrition:
“Communication to Elevate Brand”
“Culinary Strategies” – ”Speed Scratch Strategies”
“Staff”

6. #1: Exploratory Call
Questions to secure information on the specific needs of the district in order to customize the products, messaging, and services presented.

7. #2: Core Needs
Ideal State: Directors present a document to the broker with a list of “Core Needs”.

8. Profile of Value Added Services
Relevant K-12 products contain features that meet a core need.
Manufacturers have services “on the shelf” that meet core needs.

9. Examples Land O’Lakes quality – Elevate brand status
Cargill Independent Farms – Elevate brand status
GMI Parfait Pro Staff Training - Staff
SFS Pack
Heinz Seeds
Tomato seed packets for greenhouse managed by science class
Woven into curriculum
Elevate brand – support education, quality products
High Liner Foods Culinary Event – Elevate brand status

10. Specific Examples
Content from in-house culinary team on product’s nutrition credentials/ingredient deck:
Independent Farmers, minimally processed, no anti-biotic, no preservatives, special nutrients, “green packaging”, fresh.
Format: PowerPoint, talking points for staff, web site graphic, for education stakeholders, social media, any text/graphics for customization, video.

11. Procurement
While every district is unique, the RFP may be the most effective bid format.
“For bids, low price is the determining factor”
RFP provides more flexibility to the director.

12. RFP To start, reach out to your district’s purchasing department.
“You must have a good working relationship and mutual respect between Purchasing and FNS. You need to get to know each other, trust each other, and maintain open and honest lines of communication.”

13. Points System
Establish a point system for services based on your selection criteria.

14. Bid Strategies Research services made available by manufacturers
Ask about those services during the exploratory call
Write the product spec accordingly

15. *Partnering with Purchasing Department
alliancedirectornetwork.com
Beyond Product & Price
*Exploratory Call/Process
*Value added program matrix
*Value added services
*Partnering with Purchasing Department
*How to construct an RFP
*RFP Point System sample
*RFP Language 
*Bid Spec

16. Workshop Small Group breakout
Interactive dialogue led by Alliance group leader
“Quick Start Guide” Info-graph shared
Seek to understand
“Peer Review”; what would you add/refine