Mastering K-12 Sales: Insights and Strategies for Success with Jack Crawford, SNA Industry Chair

Titans of Foodservice

In this episode of the Titans of Foodservice podcast, host Nick Portillo speaks with Jack Crawford, a sales expert in the K-12 food service industry. He currently serves over 900,000 students daily and is the industry chair for the School Nutrition Association. Jack shares his insights on the tactical steps that make the K-12 industry successful. He discusses the importance of bids, the role of distribution, and the process of commodity processing. Jack also highlights the collaborative nature of the K-12 community and the challenges faced by school districts in providing meals to students.

Quotes

• “What has been encouraging is a lot of schools are now going to more multi-year bids. Not doing it every year. It'll be a bid for a one year, and then it might have four one-year renewals on top, which allows you, if both parties are happy, to keep on going." -Jack Crawford [12:48]
• “Food service directors talk to each other. The benefit is they are not competing against any other food service directors and are so willing to share what works, what doesn't work, who's kind, who isn't, who's treating them right, and who isn't. And it is a community that it's beyond what anybody can quite grasp.” -Jack Crawford [16:25]

TIMESTAMPS

02:37 Jack's sports fandom

08:09 Importance of open communication and support in the industry

18:44 Role of distribution in the K-12 industry

22:25 Funding for school meals and the role of the government

33:11 Commodity processing in the industry

RESOURCES

Portillo Sales

CONTACT

Nick: [e-mail]

Jack: https://www.linkedin.com/in/jack-crawford-9954077/