Institutional Sales workshop

Scaling Up for Sales to Institutions
November 7
10:00 am – 3:00 pm
UVM Davis Center
Opportunity to Help Producers Sell to Institutions!

This one day workshop is focused on helping growers, producers and distributors learn the ins and outs of selling local food products to schools, colleges and universities across the state. It is an opportunity for local food aggregators and distributors to learn about expanding market supply and demand and gain insights into Sodexo’s institutional purchasing strategies.

Sodexo provides food management services to the majority of Vermont’s colleges and universities and oversees school food service and corporate kitchens in every corner of the state. Institutional demand for local foods is increasing across every production category and is not just limited to produce. Consequently there is an increasingly important role for food hubs and standard distributors to play in expanding local food sales to institutions.

Space is limited and registration of all attendees is contingent on a criteria-based interview conducted by Annie Harlow.

Anyone interested in selling more local products to schools, colleges and universities should apply.

The workshop will cover a range of topics including:

  • Sodexo’s procurement policies
  • Products, volumes and form factors being sought
  • Liability Insurance
  • Distribution variables
  • Payment structures to vendors
  • Product packaging and standards
  • Stories from current institutional vendors
  • Role food hubs can play in sourcing local
  • Vermont’s definition of local food

To participate in the pre-attendance interview, please contact:
Annie Harlow at or 802-922-7060.

Sponsored by Sodexo, the Vermont Agency of Agriculture, Food & Markets, NOFA-VT, and the Vermont Sustainable Jobs Fund.
This farm to institution initiative is supported by the VT Farm to Plate Aggregation and Distribution Working Group.


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