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For farmers› Selling

How to price your grain and not undersell: netback, delivery basis, vetting the buyer

How to convert a buyer's price back to your elevator, when it pays to sell, how to lock in a price and vet a counterparty.

Compare prices on the same basis only

A price is always tied to the point where the goods change hands. For example, “KZT 95,000/t EXW elevator” and “KZT 95,000/t DAP Tashkent” are very different money. Before comparing, bring all offers to the same basis, ideally your own grain elevator.

Netback: what you actually keep

Netback is the buyer's price minus all the costs of delivering the goods to the buyer.

  • Formula:netback = price on the buyer's basis − rail or truck tariff − elevator load-out − forwarding and certificates − cost of money while waiting for payment.
  • For exports, convert the foreign-currency price into tenge at a realistic exchange rate for the payment date.
  • Factor in VAT (16% from 2026) and your tax regime. Food Contract Corporation prices are quoted including VAT.

Market benchmarks

  • The Food Contract Corporation's purchase price for Class 3 wheat from the 2026 harvest isKZT 92–115 thousand/tdepending on quality. Many market participants use it as a price floor.
  • Track trader and mill prices in your region, export prices in Uzbekistan and Afghanistan, and the tenge exchange rate.
  • Compare at least 3–5 offers, always with the same quality requirements.

Seasonality

  • Right after harvest (September–October) supply peaks, while prices and railcar availability are often worse.
  • Storage at a grain elevator costs money. Work out whether the expected price rise will cover storage costs and loan interest.
  • A grain receipt lets you sell grain in parts without removing it from the elevator, or borrow against it as collateral.

How to lock in a price

Kazakhstan has no liquid tenge-denominated grain futures market, so you can lock in a price in these ways:

  • a forward contractwith a buyer: the price is fixed in advance, delivery comes later;
  • a Food Contract Corporation forward: an advance in spring, delivery in autumn with a possible top-up payment;
  • selling in tranches: for example, a third of the harvest right away, a third in winter and a third in spring;
  • a price formula linked to an index or export quotation, written into the contract.

Vetting the buyer

  • Onkgd.gov.kzmatch the BIN in the contract and invoice against the company name. Check the company against the lists of unreliable taxpayers: inactive, bankrupt, with invalid registration, absent from their registered address, or in debt. You can also check VAT registration and the absence of tax arrears there.
  • Check for debts in the register of debtors (aisoip.adilet.gov.kz) and the legal entity's details on eGov.
  • Make sure the contract is signed by the director or a representative with a power of attorney.
  • Collect feedback on the buyer from other farmers and elevators.

Payment terms

  • With a new buyer, work on100% prepaymentor release grain in parts after each payment.
  • For exports and large lots, use aletter of credit: the bank pays when shipping documents are presented.
  • Do not transfer the grain receipt to the buyer until the money has reached your account.