Recruiting and Retaining Centers<br />Selling the CACFP and other mysteries<br />
General Marketing<br />Partnerships:<br />		State CACFP Agency<br />		Child Care Licensing<br />		Resource & Referral Netw...
Identify prospects<br />Once a year – Analysis<br />Licensed centers minus current participants<br />Ignore any schools or...
Map the CACFP Gap<br />
Map the CACFP Gap<br />Geographic Information Systems (GIS)<br />HealthyCity (www.healthycity.org)<br />Where to find data...
Effective recruiting<br />Walk in and talk to owner/Director<br />Bring CACFP brochure and business card<br />Pre-compute ...
Don’t take no for an answer!<br />http://www.xtranormal.com/watch/11684700<br />
Overcome Objections<br />Labor – Time/Cost of paperwork<br />Difficulty – paperwork and compliance<br />Oversight – Monito...
WIIFM – everyone’s favorite station<br />No complicated application process<br />Assistance with completing the necessary ...
Rentention<br />OER review<br />Show them their errors, and the dollars their losing<br />Develop a plan with them to corr...
Retention cont.<br />Give em the pickle!<br />Its giving the little extra things that make people happy!<br />
Q & A Time!<br />Justin Rausa, California Food Policy Advocates   justin@cfpa.net | 510 433-1122 x101<br />Cindy Vian, Min...
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Recruiting and Retaining Centers

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Recruiting and Retaining Centers

  1. 1. Recruiting and Retaining Centers<br />Selling the CACFP and other mysteries<br />
  2. 2. General Marketing<br />Partnerships:<br /> State CACFP Agency<br /> Child Care Licensing<br /> Resource & Referral Network<br /> Child Care Associations<br /> Early Childhood Conferences<br />Use your homes!<br />Tiering information identifies low income areas<br />Family daycare home providers often open centers<br />Word of mouth marketing through your newsletter<br />Launch your center program on your website<br />Place the Minute Menu logo on your website<br />Social Media = Free Marketing opportunity<br />
  3. 3. Identify prospects<br />Once a year – Analysis<br />Licensed centers minus current participants<br />Ignore any schools or head starts not listed as participating<br />Other eligibility factors<br />Quality rating system<br />For/non profit designation<br />Subsidy participants<br />Licensed capacity-ignore sites under 15, focus on large<br />Year round school changes-causing increase in school aged children being served<br />Organize prospects geographically<br />
  4. 4. Map the CACFP Gap<br />
  5. 5. Map the CACFP Gap<br />Geographic Information Systems (GIS)<br />HealthyCity (www.healthycity.org)<br />Where to find data<br />Local Resource & Referral Agencies<br />California Department of Education<br />Google Maps<br />Targeted CACFP Recruitment<br />Questions? <br />Justin Rausa, California Food Policy Advocates justin@cfpa.net | 510 433-1122 x101<br />
  6. 6. Effective recruiting<br />Walk in and talk to owner/Director<br />Bring CACFP brochure and business card<br />Pre-compute minimum reimbursement<br />Have a “mini-prequalification”<br />Simple one page application<br />Send list of children by classrooms with DOB, and Sponsor pre-enters<br />Send the IEF/Enrollment forms to center with detailed instructions<br />Centers who complete and submit them back by deadline these are the centers we want<br />You’re their business consultant, not the food police!<br />You provide a software for recordkeeping<br />No charge for your service, you only make $ when they make $<br />under value your service<br />make it too easy<br />Waste money on mailers<br />Waste time on phone calls<br />Explain program to non-decision makers<br />Take no for an answer!<br />Do:<br />Don’t:<br />
  7. 7. Don’t take no for an answer!<br />http://www.xtranormal.com/watch/11684700<br />
  8. 8. Overcome Objections<br />Labor – Time/Cost of paperwork<br />Difficulty – paperwork and compliance<br />Oversight – Monitoring issues<br />Parent income concerns<br />Meal concerns – cooking, menu planning<br />Initial data entry & other data systems (child info, ProCare integration<br />
  9. 9. WIIFM – everyone’s favorite station<br />No complicated application process<br />Assistance with completing the necessary application and contract<br />free supply software/and training<br />Sponsor designates child income category<br />Master menus for a guideline<br />Training for teachers, cooks, staff<br />If we see a problem, we help you fix it <br />We assume the liability<br />You don’t pay for this service, its deducted from your reimbursement - so it’s in our best interest to help you<br />We’ll be a resource of information on nutrition, health & safety, licensing, etc.<br />Great quality indicator, helps you market your center<br />
  10. 10. Rentention<br />OER review<br />Show them their errors, and the dollars their losing<br />Develop a plan with them to correct the errors<br />Do they need a new process?<br />Roster review<br />Review the list of children marked as “Paid”<br />Do we need a new IEF?<br />Excellent Customer Service<br />
  11. 11. Retention cont.<br />Give em the pickle!<br />Its giving the little extra things that make people happy!<br />
  12. 12. Q & A Time!<br />Justin Rausa, California Food Policy Advocates justin@cfpa.net | 510 433-1122 x101<br />Cindy Vian, Minute Menu Systems<br />cindy@minutemenu.com 972-671-5211ext:0204<br />

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