Institutional Readiness Calculator
Will this institutional account actually make you money? Fill in the shaded cells with real quotes, not guesses. Everything else calculates for you.
A companion to our Institutional Sales Guide. The figures below are an illustrative example: a 40-case weekly school account. Replace them with your own numbers.
The account
Use the buyer’s realistic estimate, not their enthusiasm.
Schools: remember summer. A weekly school account is ~36 weeks, not 52.
The institutional price, after any discount you expect to give.
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Cost of goods
Hubs: producer payout. Farms: your cost to grow, harvest, and pack.
Your co-packer’s per-case rate. Enter 0 if selling whole product.
Per-case cost × cases per delivery × deliveries per year.
Revenue minus annual cost of goods.
One-time setup costs (YEAR 1 ONLY)
Plan development, training, consultants, facility upgrades. One-time costs to get audit-ready. The audit itself recurs every year and belongs in Step 4.
Case labeling, new pack formats, scale upgrades.
Ongoing annual costs
Quote from your broker at the institution’s required limits, minus what you pay now.
Certification is not one-and-done. Budget the audit fee plus your team’s prep and follow-up time every year. Check FSCSC cost-share.
A district that preps at each school may mean several stops.
Your loaded cost. If you don’t know it, estimate driver wage × time + mileage.
Be honest. Year one includes onboarding meetings and paperwork.
Wage plus payroll costs for whoever owns the relationship.
Anything else this account costs you every year that the rows above miss: broker or distributor fees, software or EDI charges, dedicated storage, extra certifications, promotional commitments. Leave at 0 if none apply.
The answer
Where every dollar of revenue goes
Both bars are drawn to the same scale.
Generated at localfoodmarketplace.com. Example values are illustrative only.