My relationship with the U.S. Grains Council dates back many years to 1998. I was the governor of Nebraska, and had an interest in selling our products overseas; it was just a natural fit to work with the Council.

One of the first things I learned in terms of marketing our products is that you must build a relationship.

It wasn’t enough to sweep in and sign the big contract and sweep out of that country; it doesn’t work that way. You need people on the ground with expertise; you need people who can bring the industry together; precisely what the Council does all around the world. So, rather than trying to reinvent the wheel on the tight budget of a state government, we turned to the Council.

In the state of Nebraska, we’re known for our cattle industry, but in reality, Nebraska’s agriculture is very diverse. We grow barley, wheat, corn and soybeans, and those products need a foreign market.

As the Secretary of Agriculture, I upheld the same goal: to boost export sales. Naturally, I turned to the U.S. Grains Council. Given their experience in countries of the upmost importance and knowledge of the industry, it was the right decision.

Though I’m now a U.S. Senator, my goal is still to boost exports on an international level, and whenever we can we will work with the Council to make that happen. Despite the different positions I’ve held, be it governor, senator or the Secretary of Agriculture, the U.S. Grains Council fit perfectly for helping me to stretch our dollars and sell our products to the best of my ability.

My philosophy is to get everybody working together, in all markets, including our current leading market, China. We have to bear in mind that countries want long term relationships, something the Council has experience with. Foreign countries are not likely to buy from somebody who thinks they can just show up on a Friday and leave on a Saturday morning. They want someone they can rely on, a trusting relationship. This model has worked, it has withstood the test of time and I am confident it will continue to work in the future.

Ultimately, we are doing well in selling our products. We have great products, great producers and an ability to foster lasting friendships. For the future, we must keep doing what the Council is doing; we must build on that expertise and good things are going to happen.