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School Milk Initiatives in the U.S. School Milk Initiatives in the U.S. Tami J. Cline, R.D. Tami J. Cline, R.D. Cline Consulting Cline Consulting Washington, D.C. Washington, D.C.

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Page 1: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

School Milk Initiatives in the U.S.School Milk Initiatives in the U.S.

Tami J. Cline, R.D.Tami J. Cline, R.D.

Cline ConsultingCline Consulting

Washington, D.C.Washington, D.C.

Page 2: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Major InitiativesMajor Initiatives

� New Look of School Milk

� St. Louis School Milk Test

� 3-A-Day

� EatSmart-GetMoving

Page 3: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

New Look of School MilkNew Look of School Milk

Page 4: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Why Change School Milk?Why Change School Milk?

LongLong--Term Term

Negative Health Negative Health

TrendsTrends

DecliningDeclining

School Milk School Milk

ConsumptionConsumption

Increased Increased

Competitive Competitive

Activity (CSD)Activity (CSD)

in Schoolsin Schools

NonNon--Competitive Competitive

Image ofImage of

School MilkSchool Milk

Page 5: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Declining Milk ConsumptionDeclining Milk Consumption

Source: Beverage Marketing Corp.; DMI; SIP

1.9 gallons or 7.5%

Estimated per capita consumption -- 6 to 17 year olds

24.2

25.2

26.4

27.1

25.0

23.8

26.0 26.0

27.3

22

23

24

25

26

27

28

1991 1992 1993 1994 1995 1996 1997 1998 1999 2000 2001

Actual

w/o School Decline

Each student who stops drinking milk cost us 1,000 gallons –

schools are the Key to future consumption

Page 6: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

School Milk is Big VolumeSchool Milk is Big Volume

60

6 4 3 1

Grocery Schools C-Store Club Rest

Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

�� School Channel is 6% of Total School Channel is 6% of Total

MilkMilk

– Second only to grocery channel and 50% larger than C-Store volume.

�� School Milk Dominates Unit School Milk Dominates Unit

VolumeVolume

– Three times the consumer purchase occasions (units)

vs. grocery stores.

0 1,000 2,000 3,000 4,000 5,000 6,000

School

Grocery 1.6 B units/yr

5.3 B units/yr

Page 7: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Study DesignStudy Design

� 100,000 students

� 146 schools

� Conducted in 2001-2002

In addition to attractive plastic bottles,

implemented improvements in:

� Merchandizing

� Additional and Enhanced Flavors

� Handling and Temperature

Page 8: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

ResultsResults

37% Increase in Milk Consumption!

18% Increase inMilk Sales

5% Increase inSchool Lunch

Participation

in SecondarySchools

Page 9: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Sustained ResultsSustained Results

� Ashdown, Arkansas:

� Milk Sales Increase 18%

� Breakfast Participation Increase 12%

� Lunch Participation Increase 11%

� South Windsor, Connecticut:

� Milk Volume Increase 25%

� Caribou, Maine:

� Milk Sales Increase 20%

� Milk Volume Increase 43%

� Lunch Participation Increase 8%

More information:

www.nutritionexplorations.org

Page 10: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

St. Louis School Milk TestSt. Louis School Milk Test

Design:

� Conducted in 2004

� 165,000 students

� 300 schools

� Paperboard cartons

� Improved graphics

� Improved flavors

� New flavors

� Point of sale materials

� Sampling events

� Promotions

Page 11: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

ResultsResults

� 12.2% increase in units/student sold

� Slight increase in meal participation

� Improved chocolate milk and contemporary graphics accounted for 1/3 of growth

� Followed by new flavors, promotions, and

sampling

More information:www.milkdelivers.org

Page 12: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

33--AA--Day CampaignDay Campaign

� Focuses on 3 servings

of milk, cheese or

yogurt each day

� Logo appears on

packages in grocery

stores

� Supported by U.S.

Dietary Guidelines

Page 13: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Consumer Campaign now Consumer Campaign now

being extended to schoolsbeing extended to schools

� Backpack brochures

� Messages in nutrition education lessons

� Promotion materials for school cafeterias

More information:

www.3aday.org

Page 14: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Wellness InitiativesWellness Initiatives

� Schools in U.S. required to implement a wellness

policy in 2006

� National Dairy Council partnered with School

Nutrition Association in U.S. to create EatSmart-

GetMoving campaign focusing on health and

wellness of school foodservice professionals

More information:www.eatsmart-getmoving.org

Page 15: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Eat Smart, Get Moving! Program Calendar — This full program outlines specific

dates for reporting.

Individual Tracking Form:

Phase 1 (Aug 1, 2006 — Oct 2, 2006)

Phase 2 (Oct 3, 2006 — Jan 1, 2007)

Phase 3 (Jan 2, 2007 — Apr 30, 2007)

All team members use these forms to track daily nutrition and physical activity

progress toward personal wellness. Print a clean copy every week for individual

team members. This form will change with each phase to reflect current goals.

Group Tracking Form — Team leaders use this tracking form for reporting total

team progress every two-weeks. Remember to enter the actual dates onto the

group tracking form for each two-week period to help you stay organized.

Criteria for "Healthy Meetings" — Teams can earn additional bonus points for

hosting a Healthy Meeting.

Program Overview — Read this document for a general overview of how the Eat

Smart, Get Moving! program works.

Getting Started — Simple steps to lead teams and team leaders

on their journey.

Turnkey Tools on the Webwww.eatsmart-getmoving.org

Page 16: School Milk Initiatives in the U.S. - Home | Food and ...€¦ · Grocery Schools C-Store Club Rest Source: DMI channel data; DMI/IRI channel sales converted to appropriate size mix

Thank you!Thank you!