Emma Whitaker, Iowa State University

​My name is Emma Whitaker, and I am an Agricultural Communication and International Ag student at Iowa State University. Through my recent industry experience, I had the opportunity to learn firsthand about harvest and feed mill operations at Dearwester Grain Services, a company that plays a key role in supporting farmers across western Illinois.
This spring, I had the opportunity to spend two full days learning about Dearwester’s feed sales operation. Going in, I understood the basics of grain and feed movement, but seeing how everything looks on a deeper and personal level gave me a much clearer picture of how important feed sales are to both the company and producers they serve.
On the first day, I spent time in Dearwester Grain’s Industry, IL, location. I experienced how they filled feed orders, and handled pick-ups and deliveries. One of the biggest things I noticed was how relationship-driven feed sales really are. It is not just about selling a product; it is about understanding the customer's operation, livestock needs, and long-term goals. The operation spends a lot of time communicating with producers, answering questions, and helping them make decisions that impact animal health and profitability. I learned that trust and consistency matter just as much as price or availability.
On the second day, I tagged along on deliveries and was able to meet a few customers of Dearwester Grain. An area that stood out to me was the amount of knowledge required to be successful in feed sales. Visiting farms and listening in on calls with customers helped me understand that it is not just sales skills, but also nutrition knowledge, market awareness, and problem-solving. The team has to understand feed ingredients, ration changes, seasonal demand shifts, and market price movements. They are constantly balancing cost, quality, and availability to provide the best options for customers.
Overall, this experience has helped me see feed sales as a fast-moving, relationship-focused part of the grain industry. It combines agriculture knowledge, business strategy, and customer service all in one role. Spending time inside the operation gave me a new appreciation for the people who make sure producers have the feed they need every single day. I am grateful for the opportunity to learn from the Dearwest Grain team, and to keep building my understanding of how feed and grain operations support agriculture at every level.