Spain Quickly Becomes Major Buyer of U.S. Sorghum

In a few short months, Spain has moved from importing no U.S. sorghum to becoming the second largest market for U.S. sorghum, thanks in large part to U.S. Grains Council efforts supported by Market Access Program Funding.

Background

After an Iberian buyers team visited Kansas and Texas in January 2011 to explore U.S. sorghum production, the U.S. Grains Council went on a “reverse mission” to Spain and Portugal to combat misperceptions about sorghum. Grain users there had incorrect nutritional data that did not recognize sorghum’s true benefits, resulting in zero U.S. sorghum exports to Spain last market year. The mission’s primary goals were to educate Spanish grain users about sorghum benefits and uses and to increase Spanish purchases of U.S. sorghum.

Activities

The visit—organized in partnership with the United Sorghum Checkoff Program (USCP)—exposed representatives of 12 large grain-using entities, including swine, poultry and bee producers, to the advantages of using sorghum. The reverse mission provided up-to-date data and instructed participants on how to use sorghum most effectively. For non-users, the team provided educational materials and briefings on how the incorporation of sorghum can reduce feed costs.

Reverse mission participants conducted outreach efforts in Northwest Spain where importers have the least experience using sorghum. There, the Council’s sorghum feeding seminar attracted 26 feed ingredient companies and buyers. In addition, the Council team was present to watch 35,000 metric tons (1.4 million bushels) of U.S. sorghum being unloaded at the port of Marin—one of two 35,000-ton purchases made since January by a Spanish member of the team.

Results

U.S. sorghum exports in the EU totaled almost 730,000 tons (29 million bushels) as of early March, and sales of an additional 60,000 tons (2 million bushels) were outstanding. From no sorghum purchases last market year, Spanish purchases now stand at 590,000 metric tons (23 million bushels), which makes it the number two market, behind Mexico for U.S. sorghum exports in 2010/2011.