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PROMOTING LIFELONG

HEALTHY EATING HABITS

Setting up and
running a school garden
A MANUAL FOR TEACHERS, PARENTS AND COMMUNITIES
Front cover:
School children in China: R. Faidutti.
School garden in Panama: Jesús Bulux, Instituto de Nutrición de Centro América
y Panamá and Pan American Health Organization.
Vegetables and fruit: Mel Futter.

Back cover:
Ethiopian children: R. Faidutti.
Illustration: Mel Futter.

Design:
J. Morgante/R. Magini.
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ADEQUATE NUTRITION AND EDUCATION are key to the development of children and their
future livelihoods. The reality facing millions of children, however, is that these essentials are far
from being met.

A country’s future hinges on its youth. Yet children who go to school hungry cannot learn well.
They have decreased physical activity, diminished cognitive abilities and reduced resistance to
infections. Their school performance is often poor and they may drop out of school early. In the
long term, chronic malnutrition decreases individual potential and has adverse affects on
productivity, incomes and national development.

Schools can make an important contribution to countries’ efforts to overcome hunger and
malnutrition, and school gardens can help to improve the nutrition and education of children
and their families in both rural and urban areas.

FAO promotes school gardens primarily as a platform for learning, as well as a vehicle for better
nutrition. Schools are encouraged to create learning gardens that are moderate in size so that
they can be easily managed by students, teachers and parents, but that also allow for the
production of a variety of nutritious vegetables and fruits (and where possible, some small-scale
livestock such as chickens or rabbits). Production methods are kept simple so that they can be
easily replicated by students and parents at their homes.

In preparing this manual, intended to assist school teachers, parents and the wider community,
FAO has drawn upon experiences and best practices derived from school garden initiatives all
over the world. Classroom lessons are linked with practical learning in the garden about nature
and the environment, food production and marketing, food processing and preparation, and
making healthy food choices.

ISBN 92-5-105408-8

9 789251 054086
TC/M/A0218E/1/11.05/3000

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