Missouri Soybean board member Robert Alpers of Prairie Home recently traveled to Thailand as part of a trade mission bringing together farmer leaders from Missouri, Iowa, Nebraska and South Dakota. The delegation met with feed manufacturers, soybean processors and livestock companies to better understand the needs of one of Southeast Asia's largest feed markets and explore opportunities for U.S. soybean meal.
For Missouri soybean farmers, those conversations are becoming increasingly important. As domestic soybean crushing capacity continues to expand, so does the supply of soybean meal available for export. Building relationships with international customers helps ensure that product has a market.
Thailand imports over 7 million metric tons (nearly 300 million bushels) of soybeans and soybean meal each year to support its poultry, swine and aquaculture industries. Only 5% comes from the United States. This presents a significant growth opportunity for U.S. soy to capture some of that demand. While purchasing decisions continue to be influenced by price, discussions throughout the week made it clear that customers are placing greater value on sustainability, traceability and consistent product quality.
“Renewable diesel has created tremendous demand for soybean oil, but someone still has to buy the meal.”
Scott Ritzman, Ritz Ag Consulting
"That's why these trade missions matter," Ritzman said. "They allow farmers to sit across the table from customers, answer questions firsthand and build confidence in U.S. soy."
"The demand is already there," Alpers said. "Our job is to show why U.S. soybean meal is a dependable choice. We talked about everything from protein quality and feed performance to how we farm, how we manage our land and the conservation practices we use every day."
From the Field
7 Takeaways from Thailand
1. Relationships open markets.
Every company emphasized long-term partnerships. Face-to-face conversations with farmers help build confidence in U.S. soy.
2. Sustainability is becoming a requirement.
Customers increasingly asked about carbon footprint, conservation practices, traceability and deforestation-free production.
3. Traceability matters.
Feed manufacturers want to know where soybeans came from, how they were grown and whether those practices can be verified.
4. Nutrition goes beyond protein.
Buyers also evaluate amino acid profiles, digestibility and feed efficiency when selecting soybean meal.
5. Price still matters.
Quality and sustainability create opportunities, but soybean meal must remain economically competitive.
6. Southeast Asia is growing.
Companies are expanding feed and livestock operations into Vietnam, Cambodia, Laos, India and Bangladesh.
7. Market development takes time.
Export markets grow through relationships, technical support and years of demonstrating the value of U.S. soy.
The delegation met with major feed manufacturers including CP Group, Betagro, Cargill, INTEQC Group and Thai Food Group, as well as the Thai Feed Mill Association, whose members represent roughly 90% of Thailand's commercial feed production.
Across nearly every meeting, conversations extended well beyond soybean meal specifications. Company representatives wanted to know how farmers rotate crops, manage crop residue, store grain and care for their soil. They also asked about carbon footprints, traceability and conservation practices as sustainability expectations continue to grow throughout the global food supply chain.
“When customers understand who we are and how we farm, they're more confident in the product we're delivering.”
Robert Alpers, Missouri Soybean board member
The group also toured Boonsawang Fish Farm, where soybean meal has become an increasingly important ingredient in aquaculture feed. Years of research into feed formulation and management have helped replace more traditional fish-based ingredients with soybean meal while maintaining fish performance.
Nearly 10 years of work on feed formulation, pellet size, manufacturing and farmer education helped the farm transition young sea bass from live feed to pellet feed. Today, nearly 90% of the fish successfully make that transition, with soybean meal making up between 25% and 50% of the diet depending on the stage of production.
Another consistent message throughout the trip was the growth happening beyond Thailand. Several of the companies visited are expanding feed production and livestock operations into neighboring countries, including Vietnam, Cambodia, Laos, India and Bangladesh. Those investments are expected to increase demand for soybean meal across Southeast Asia in the coming years.
For Alpers, the trip reinforced that market development is about more than making a sale.
"It comes down to building trust," he said. "Every conversation helps strengthen relationships and gives customers another reason to choose U.S. soy. That's work that benefits Missouri soybean farmers long after the trip is over."
