A strong export year gave U.S. wheat producers something to build on, but the 2026/27 marketing year presents a different test. Brian Liedl, vice president of overseas operations for U.S. Wheat Associates, joins host Aaron Harries and Kansas Wheat CEO Justin Gilpin to discuss how the industry can retain international customers as hard red winter wheat supplies tighten and prices become less competitive. Liedl brings more than two decades of grain merchandising, trading and logistics experience to the conversation, including work directly with wheat buyers around the world.
The discussion focuses on markets that matter to Kansas producers. Mexico remains the most important destination for U.S. wheat and a major buyer of hard red winter wheat, making continued trade stability and customer support essential. Nigeria, Indonesia and other price-sensitive markets also increased their purchases during the previous marketing year. The challenge now is demonstrating that U.S. wheat can provide enough milling performance, protein, baking quality and consistency to justify a higher purchase price. Liedl explains how technical assistance, product testing and long-standing relationships help millers capture more value rather than simply buy the cheapest available wheat.
Looking beyond the current crop, Liedl sees reasons for optimism in global wheat demand. World consumption has remained strong even as Russia, Australia, Argentina, Canada and other exporters have expanded production. A smaller U.S. HRW crop will limit available bushels, but it may also encourage millers to consider new blends and purchasing strategies. Throughout the episode, Liedl returns to one guiding principle: overseas market development must ultimately support farmer profitability by creating dependable demand for the quality wheat produced in Kansas and across the United States.
