Wedoany.com Report on Feb 28th, Kansas City, Missouri, USA – GEAPS Exchange 2026 was recently held in Kansas City, Missouri, USA, featuring two dedicated marketing sessions and a networking event designed to foster collaboration between grain marketers and operators. Bob Horvat, President of GEAPS International, noted, "GEAPS has traditionally focused on grain operations, but the grain industry encompasses multiple segments, with marketing being an integral part. We learned that marketers attend the Exchange, so this year we created a platform for sharing insights and discussing the overall development of the industry."

A panel discussion involving both marketing and operations personnel emphasized the crucial role of open communication, their respective impacts on facility profitability, and ways to mitigate potential friction. Shawn Talkington, Regional Manager of Kanza Cooperative-Central Region, stated, "Unless there is a premium, the value of grain typically does not exceed the marketing price. The operator's task is to strive to preserve these profits, but fixed costs such as labor and utilities, along with discounts due to poor grain quality or grading errors, often diminish that value." He added, "The most common issue in operations is discounts. Accurate grading is critical because end-users conduct strict checks. If grain is damaged due to mishandling, losses accumulate and erode profits."

Troy Presley, Marketing Consultant at Advance Trading, mentioned that marketing involves three key elements: time, space, and capital. He pointed out, "Grain flow usually follows a set direction, but if quality issues arise, the flow is disrupted. At that point, alternative sales solutions must be found, which disrupts overall plans and profit structures." Adam Butler, Director of Northern Grain Operations at MKC-North, stressed the necessity of open communication when problems occur: "When things go wrong, we need to establish a working relationship where we can frankly inform marketers if we cannot ship and provide alternative options. Backup plans are always necessary."

Adam Geers, Vice President of Operations at Michigan Agricultural Commodities, shared his company's experience in facilitating communication through on-site grain buyers: "They also need to be familiar with the plant layout. New buyers tour facility areas to understand the grain in-flow and out-flow processes, which helps them better understand the reasoning when discussing possibilities." Geers believes operators can also benefit: "Considering facility investments from an operational perspective helps increase future flexibility and makes one a stronger advocate for growers and end-users." John Borchers, Soybean Product Line Manager at Producer Ag, involves new marketers in practical train loading activities: "This gives them firsthand experience of the entire process from grain procurement to shipment, providing a deep understanding of elevator internal operations." He also encourages operations teams to learn about the business and sources of profit to foster mutual growth.

For operators, understanding the impact of their actions on profit and loss is equally important. Talkington said, "The end-user's grain settlement sheet is like a report card for operators, clearly showing the financial consequences of issues like low test weight." Presley advised marketers to build flexibility into contracts: "This may add a small cost, but by providing lenient terms, it helps prevent or resolve potential problems." Panelists agreed that conflicts, while sometimes unavoidable, can also have positive effects. Talkington remarked, "Clashes of differing opinions and perspectives are permissible and often drive growth and better cooperation." Presley concluded, "Marketers and operators ultimately serve the same company and profit goals. The key is communication – both sides need to recognize that situations change, forecasts may be inaccurate, but ongoing dialogue is crucial."