How Farmers Can Sell Local Food to Kentucky Schools

By Blake Jackson

Across Kentucky, a growing number of schools are embracing farm-to-school initiatives, aiming to serve students fresh, local foods while supporting area farmers. From crisp apples and sweet potatoes to local milk, eggs, and meats, these programs open new market opportunities for producers.

However, selling to schools differs from selling at farmers markets or through CSAs it requires understanding institutional needs, regulations, and relationship-building with school nutrition staff.

Know What Schools Need

School food programs must follow strict nutritional, budgeting, and safety standards. While they value local food, they require products that are:

• Consistent and reliable - schools plan menus months ahead and depend on steady supply.
• Properly sized and processed - items like diced sweet potatoes or smaller apples fit better into school meals.
• Affordable - pricing must align with tight meal budgets while remaining fair to farmers.
• Kid-friendly - familiar, easy-to-serve foods are most successful.

Before contacting a school, review its menus, understand its food prep capacity, and determine how your products can meet its needs.

Build Relationships Early

Planning for the school year starts long before classes begin. Reach out to food service directors or nutrition coordinators early in the season. Provide a simple product list with expected availability and pricing, ask about their current suppliers, and identify opportunities to fill gaps. Offering samples or inviting staff to visit your farm helps establish trust and credibility.

Stay Flexible and Communicative

Schools often face storage and delivery limitations. Coordinate with other local producers or food hubs, offer various packaging options, and provide timely invoices and documentation. Clear, professional communication is essential for strong partnerships.

Meet Safety and Procurement Standards

Producers must comply with local and federal food safety requirements, which may include GAP certification, proper labeling, and traceability. Public schools also follow procurement rules smaller purchases may be direct, but larger contracts often require formal bids.

Start Small, Then Expand

Begin with a single item or event, such as a local food feature or “Taste Test.” This gradual approach helps both farmers and schools adapt to logistics.

For guidance, Kentucky producers can contact KCARD at kcard@kcard.info or 859-550-3972 to learn more about business planning and farm-to-school opportunities.

Photo Credit: gettyimages-valentinrussanov