Helping farmers build confidence in grain marketing

November 13, 2025 | Kriss Nelson

The Iowa Soybean Association (ISA) cares deeply about farmer profitability. Whether it’s improving soil health, enhancing water quality or building marketing confidence, ISA wants Iowa’s farmers to have the tools they need to succeed. That’s why ISA is sponsoring Iowa State University (ISU) Extension and Outreach’s Beginner to Intermediate Grain Marketing Workshop, a two-day event designed to strengthen farmers’ grain marketing knowledge and confidence.

The workshop will be held Jan. 6 and 7 at the Bridgeview Center in Ottumwa.

Kennady Henry, ISA producer services coordinator, stated that it made sense to collaborate with ISU Extension.

“It’s a great opportunity to sponsor an existing event with a strong lineup of speakers who can offer valuable insight into the grain marketing world,” says Henry. “It made perfect sense for the Iowa Soybean Association to be involved.”

ISA’s sponsorship means every attendee will receive a complimentary copy of “Grain Marketing is Simple (it’s just not easy),” authored by Ed Usset, grain marketing economist for the Center for Farm Financial Management at the University of Minnesota.

Each attendee will also be invited to a follow-up webinar with author Usset in early 2026. The session will give participants a chance to discuss lessons from the book and ask questions after putting new ideas into practice.

Enter for a chance to have your registration covered

To enter the drawing for a chance to win two paid registrations, complete the ISA membership form and use promo code PROFITS. Winners will be randomly selected.

Renew Membership For A Chance To Win

Registration is capped at 60 participants and closes on Dec. 31. To learn more about this workshop or to attend and pay for yourself, visit the event page.

A practical learning opportunity

Paul Martin, farm business management specialist with ISU Extension and Outreach, says the program is designed for farmers who consider themselves at a beginner to intermediate level of marketing experience.

“My thoughts on the primary audience have always been those who consider themselves at the beginning to intermediate level of knowledge and practical experience in marketing grain,” says Martin. “However, a seasoned veteran of 30-plus marketing years will not be turned away. This particular period of the current ag cycle is a time to learn new or refresh tried-and-true marketing fundamentals.”

What to expect

Participants will dig deep into the fundamentals of cost of production and marketing.

Cost of production will be a key focus of the workshop.

“Being honest about the cost of production is key,” says Martin. “The budget for an acre of soy should be known, and I emphasize the word budget. Farmers need to be flexible but realistic on production costs because that helps with establishing price goals for marketing.”

Two-day workshop agenda

Gary Schnitkey, professor in the Department of Agricultural Consumer Economics and soybean industry chair in Agricultural Strategy at the University of Illinois, will guide participants through cost-of-production and marketing goal exercises.

Following, attendees will also explore preharvest and post-harvest strategies, relationships to crop insurance, basis, hedging and contracts. A SMART farming disaster simulation will help farmers prepare for unexpected disruptions.

Day two will feature Chad Hart, ISU Extension economist, who will teach about options and crop insurance as marketing tools through hands-on activities.

Logan Torrance with CGB Enterprises, Inc., will lead a discussion on new and alternative grain marketing contracts.

After lunch, a panel of industry partners will address participants' questions, and Hart will conclude the workshop with a market outlook.

“There’s a lot of meat and potatoes built into this two-day event,” says Martin.

Why it matters

Martin says the workshop’s purpose is simple: helping farmers make informed marketing decisions that strengthen their financial outlook.

“Since marketing commodities is a critical issue determining financial success, I thought it was a great idea to gather people to address the issue,” he says. “The need to help beginner to intermediate level marketers was always at the forefront of the thought process. An introduction, a brush-up, solidifying plans and gaining knowledge to put into practice. Those are the answers to the why.”

Henry says ISA’s support reflects its commitment to helping farmers make informed decisions and build confidence in their profitability.

“ISA wants farmers to be profitable,” says Henry. “This program allows farmers to gain insights into grain marketing, and sponsoring the workshop is just one more way to help make that happen.”

Written by Kriss Nelson.

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