1. …. to market, to market to buy … USDA is an equal opportunity provider and employer.

2. Marketing *A continuous communication of products and services to selected audiences. *Very important & critical to our business *Not done or not done enough!

3. 7 TIMES? It takes at least 7 times for a message to be repeated until we comprehend it! *McDonald’s annual marketing budget: $716 million

4. M ARKETING: KEY TO SUCCESS Must be CUSTOMER focused: *Know your customer’s eating habits & preferences *Incorporate customer’s ideas

5. CORE CONCEPTS OF MARKETING: *Target audience *Products and services *Value and degree of satisfaction *Demand and supply *Degree of acceptance

6. Don’t reinvent the wheel! *Look at how successful businesses operate *Borrow their ideas *Be creative

7. 4 P’s OF MARKETING *Product *Price *Place *Promotion

8. THE PRODUCT *Customers acceptance of menu items *“Expected” quality *Products “trendy” yet healthy *New food items *Check through “live connections” *Special diets

9. THE PRICE *Product a good value for the customer? *Prices competitive with the market place? *Enough to operate your business successfully?

10. THE PLACE *Attractive, customer oriented environment *Dining with excitement *Clean & sanitary, meeting high sanitation standards

15. THE PROMOTION: *Activity related to selling the product. *Gets customers EXCITED! *Special Days to celebrate NSLP & SBP weeks *Potential for increased participation

16. SCHOOL BREAKFAST WEEK: GREAT PERFORMANCE MENUS AMERICAN IDOL BREAKFAST Clay’s Cheese Toast or Diana’s Cereal Selection Fantasia’s Fruit or Juice Reuben’s Toast w/Kelly’s Jelly LaToya’s Cinnamon Toast Justin’s Milk Selection ON BROADWAY BREAKFAST “ A Chorus Line” Breakfast on a Stick w/ “Sound of Music Syrup” or “Cats” Cereal “Beauty & the Beast” Fruit or Juice “Phantom of the Opera” Toast Selection “Peter Pan” Jelly “Lion King” Milk DANCING AT BREAKFAST Hokey Pokey Pastry or Cha Cha Cereal Conga Line Fruit or Juice Twistin’ Toast or Funky Chicken Cinnamon Twist Electric Slide Jelly Macarena Milk BREAKFAST WITH THE HOLLYWOOD STARS Orlando Bloome Biscuits or Jackie Chan Cereal Harrison Ford Fruit or Juice Toby McGuire Toast w/Halle Berry Jelly or Kirsten Dunst Cinnamon Toast Spiderman Milk

17. CREATING DEMAND FOR WHAT YOU ARE DOING: “Target Your Market” *Developed by ASFSA *How to design & implement your own marketing plan (MAP) to achieve desired results *Advertise your programs

18. CREATING DEMAND FOR WHAT YOU ARE DOING: “Best Practice” Awards (USDA) *Recognizes outstanding practices in 8 categories of the NSLP or SBP

19. CREATING DEMAND FOR WHAT YOU ARE DOING: Merchandising: Creating an atmosphere or condition that draws potential participants *Menu development: be creative *Serving lines: make it look great *Visual displays in the cafeteria *Dress for success *Customer service *Carts/kiosks, cafés

21. CREATING DEMAND FOR WHAT YOU ARE DOING: Incentives, Promotions & Rewards: *Special offers *Tasty bites *Giveaways *Class participation rewards *Frequent meal cards

23. CREATING DEMAND FOR WHAT YOU ARE DOING: In the community: *Billboards *Local chefs *School board, PTO presentations, Principal meetings *PSA’s Media CateringNACs Nutrient Analysis

24. Local Cable TV or School Website CHILD NUTRITION INFO: * “Winner’s Circle” Meals & A La Carte * Breakfast & Lunch Menus (spanish) * Free & Reduced Price Procedures * Fruit & Vegetable Programs

27. ADVERTISE!!

30. CREATING DEMAND FOR WHAT YOU ARE DOING: Resources: *Marketing companies *John Bennett *Marketing Works *”Tooned-In” menus www.tooned-in@www.tooned- schoolmenu.com *Changing the Scene

31. CREATING DEMAND… *Manufacturer’s merchandizing materials *Keys to Excellence (marketing) www.asfsa.org

32. REMEMBER…. 90% of all food service operations do 90% of the same things the same way It’s the 10% we do differently the spells SUCCESS!

33. MARKETING CHILD NUTRITION PROGRAMS MAKE NOISE IN THE MARKET PLACE!!

34. The U.S Department of Agriculture (USDA) prohibits discrimination against its customers, employees, and applicants for employment on the bases of race, color, national origin, age, disability, sex, gender identity, religion, reprisal, and where applicable, political beliefs, marital status, familial or parental status, sexual orientation, or if all or part of an individual's income is derived from any public assistance program, or protected genetic information in employment or in any program or activity conducted or funded by the Department. (Not all prohibited bases will apply to all programs and/or employment activities.) If you wish to file a Civil Rights program complaint of discrimination, complete the USDA Program Discrimination Complaint Form, found at http://www.ascr.usda.gov/complaint_filing_cust.html or at any USDA office, or call 866.632.9992 to request the form. You may also write a letter containing all of the information requested in the form. Send your completed complaint form or letter to us by mail at U.S. Department of Agriculture, Director, Office of Adjudication, 1400 Independence Avenue, S.W., Washington, D.C. 20250-9410, by fax 202.690.7442 or email at program.intake@usda.gov. http://www.ascr.usda.gov/complaint_filing_cust.htmlprogram.intake@usda.gov Individuals who are deaf, hard of hearing or have speech disabilities may contact USDA through the Federal Relay Service at (800) 877.8339; or (800) 845.6136 (in Spanish). USDA is an equal opportunity provider and employer.