STARAwards K12 Intro


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STARAwards Program members earn professional development funds for manufacturing sponsors that get valuable and actionable sale data.

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STARAwards K12 Intro

  1. 1. The Evolution of STAR Awards
  2. 2. K-12 – Enormous Opportunities <ul><li>The Top 100 School Districts* </li></ul><ul><ul><li>9,774 school locations </li></ul></ul><ul><ul><li>$971 million in food purchases </li></ul></ul><ul><ul><li>985 million meals served </li></ul></ul><ul><ul><li>6.8 million students </li></ul></ul><ul><li>Only eight of the Top 100 are contract managed districts. </li></ul><ul><li>There are 16,832 School Districts** nationwide, serving 45 million students. </li></ul>*Source: FoodService Director, 1/08 **Source: NCES School District Data
  3. 3. K-12 Market Overview – Top 100 <ul><li>The School Foodservice Dollar </li></ul><ul><ul><li>Food costs per meal have increased 29% since the 2002-2003 school year. </li></ul></ul><ul><ul><li>For some districts, HACCP compliance is boosting labor to unaffordable levels. </li></ul></ul><ul><ul><li>98% of the Top 100 have fully or partially implemented Congressionally mandated wellness policies. </li></ul></ul><ul><ul><li>One-third belong to a co-op or GPO and commit two-thirds of their purchases to those programs. </li></ul></ul>Source: FoodService Director, 1/15/07
  4. 4. K-12 Market Overview – Top 100 <ul><li>School Meal Breakdown </li></ul><ul><ul><li>Student participation: </li></ul></ul><ul><ul><ul><li>79% in elementary school </li></ul></ul></ul><ul><ul><ul><li>67% in junior/middle school </li></ul></ul></ul><ul><ul><ul><li>51% in high school school </li></ul></ul></ul><ul><ul><li>Two-thirds say meal volume is increasing this year. </li></ul></ul><ul><ul><li>75% offer cashless payment options. </li></ul></ul>Source: FoodService Director, 1/15/07
  5. 5. Program Overview <ul><li>STAR Awards is a loyalty program that has provided self-operating college and university foodservice operations with professional development funds for 15 years. </li></ul><ul><ul><li>STAR Awards members purchase products from our manufacturer sponsors, earning points (STARs) that equate to dollars. </li></ul></ul><ul><ul><li>These dollars are used by the Foodservice Director to support the professional development and training needs of the foodservice staff. </li></ul></ul><ul><ul><li>STAR Awards offers manufacturers an opportunity to add value and tip the buying decision in their favor. </li></ul></ul><ul><li>STAR Awards is ready to begin serving the K-12 segment. </li></ul>
  6. 6. STAR Awards K-12 Penetration <ul><li>Our database contains contact information for 97,382 schools in 16,832 districts nationwide. </li></ul><ul><li>On launch, STAR Awards will gather purchase information, courtesy of our exclusive partnership with U.S. Foodservice, for 20,462 schools in 2,503 districts. </li></ul><ul><li>STAR Awards can help you get business in the K-12 segment, even when the bid process is taken into account. </li></ul>
  7. 7. Program Overview – Benefits <ul><li>For Members: </li></ul><ul><ul><li>Delivers value for ongoing purchase of branded products </li></ul></ul><ul><ul><li>Operational advantages of using products that provide flexible support </li></ul></ul><ul><ul><li>Culinary/merchandising support </li></ul></ul><ul><ul><li>Ease of participation </li></ul></ul><ul><li>For Sponsors: </li></ul><ul><ul><li>Influences operator purchase frequency </li></ul></ul><ul><ul><li>Identify and connect with your customers </li></ul></ul><ul><ul><li>Receive ongoing year-round customer intelligence </li></ul></ul><ul><ul><li>Expand sales reach with focused targets </li></ul></ul><ul><ul><li>Increase brand marketing continuity </li></ul></ul><ul><ul><li>Affordable and measurable </li></ul></ul>
  8. 8. Program Overview – Using STAR Awards Points <ul><li>Members will use funds to pay for professional development expenses, including: </li></ul><ul><ul><li>SNA Membership Dues, paid directly to the SNA </li></ul></ul><ul><ul><li>SNA Conference Registration Costs, paid directly to the SNA </li></ul></ul>
  9. 9. Program Enrollment
  10. 10. 2008-2009 Program Enrollment – Membership <ul><li>FREE membership for all K-12 School District Foodservice Directors. </li></ul><ul><li>Purchasing authorities/influencers will be encouraged to enroll or renew each year. </li></ul><ul><ul><li>“ Soft launch” for the first year. </li></ul></ul><ul><ul><li>Target Top 100 districts with direct mail and advertising. </li></ul></ul><ul><ul><li>Ongoing enrollment throughout the program year. </li></ul></ul><ul><li>Leverages existing partnership with U.S. Foodservice for automated purchase reporting. </li></ul><ul><li>Contract-managed districts are neither recruited nor encouraged to enroll in the program. </li></ul>
  11. 11. 2009-2010 Program Enrollment – Membership <ul><li>FREE membership for all K-12 School District Foodservice Directors. </li></ul><ul><li>Purchasing authorities/influencers will be encouraged to enroll or renew each year. </li></ul><ul><ul><li>Pre-SNA Enrollment Campaign to attendees. </li></ul></ul><ul><ul><li>SNA National Conference. </li></ul></ul><ul><ul><li>Post-SNA Enrollment Campaign to non-attendees. </li></ul></ul><ul><ul><li>State Conference Attendance is still being considered. </li></ul></ul><ul><li>Contract-managed districts are neither recruited nor encouraged to enroll in the program. </li></ul>
  12. 12. Program Fees & Member Awards
  13. 13. Fees & Awards – Sponsor Program Costs <ul><li>Program Fees – $1,500 per exclusive category. </li></ul><ul><li>Case Redemption Fee – $.10 per verified case. </li></ul><ul><li>STARs/Points – one STAR equals $.10. </li></ul><ul><ul><li>Sponsors set points/case (points/unit) awarded and can adjust points annually. </li></ul></ul><ul><ul><li>Points per case currently range from a quarter-STAR to 10 STARs. </li></ul></ul><ul><ul><li>Bonus points earned by members: </li></ul></ul><ul><ul><ul><li>Online Submission Uploads ($2) </li></ul></ul></ul><ul><ul><ul><li>Purchase Profiles ($25) </li></ul></ul></ul><ul><ul><ul><li>Product Demonstrations ($10-$50) </li></ul></ul></ul>
  14. 14. Sponsor Reports & Alerts
  15. 15. Sponsor Reports – Customer Targeting <ul><li>Sponsors can view multiple reports on the STAR Awards web site. </li></ul><ul><ul><li>The Topline Purchase Report shows total purchase volume, total penetration and total bonus items. </li></ul></ul><ul><ul><li>The School Detail Report provides detailed contact, size and distributor information for each member institution. </li></ul></ul><ul><ul><li>The School Targeting Report gives the sponsor the ability to run targeted reports using a variety of filters. </li></ul></ul><ul><ul><li>The Purchase Profile Report provides detailed information about the buying behaviors of various school foodservice venues. </li></ul></ul><ul><ul><li>Three additional Targeting Reports are available for export as Excel files. These reports are self-updating. </li></ul></ul><ul><ul><li>The Category Purchase Report provides detailed information about which products categories are being purchased and their purchase quantities. </li></ul></ul>
  16. 16. Sponsor Alerts – Customer Targeting <ul><li>There are three email alerts that sponsors and their sales teams can opt to receive: </li></ul><ul><ul><li>New Enrollments alert sponsors to new contacts at the district or school level </li></ul></ul><ul><ul><li>Purchase Profiles alert sponsors that competitive information is available </li></ul></ul><ul><ul><li>Submission verification alerts provide purchase information, which includes cases verified, distributor information and time frames. </li></ul></ul>
  17. 17. Sponsor Email Campaigns
  18. 18. Email Campaigns – Customer Targeting <ul><li>New sponsors get an introductory email campaign. </li></ul><ul><li>Sponsorship includes two additional email campaigns throughout the program year (July-June). </li></ul><ul><li>Email campaigns let sponsors target customers with specific product information, limited time offers, rebates or marketing campaigns. </li></ul>
  19. 19. Year-end Analysis
  20. 20. Year-end Analysis – Measuring Results <ul><li>In May, as the program year winds down, sponsors receive a presentation and reports, which provide details for the majority of the year’s activity. </li></ul><ul><li>Final performance reports are provided after the completion of the program year in July. </li></ul>
  21. 21. How to Contact Us
  22. 22. Questions? <ul><li>It’s easy for members to contact STAR Awards using the website contact form. </li></ul><ul><li>You can contact the STAR Awards Program toll free at 888-977-8277 or send email to </li></ul><ul><li>Call us direct: </li></ul><ul><ul><li>Doug Austin – 417-885-4540 </li></ul></ul><ul><ul><li>John Morris – 417-885-4561 </li></ul></ul>