For Ukrainian producers, entering international markets means long-term work with new requirements, logistics, and partners. Orniberry, a company that grows and exports premium blueberries, has walked this path. In 2026, it is taking the next step and exploring opportunities to enter Asian markets. But the first step into a new market is not always a contract. Sometimes it is knowledge of how that market works.

From Local Production to International Markets

Orniberry's story began in 2018, when the team planted its first blueberry plantation, covering 12 hectares. Within a few years, the farm grew more than tenfold, and it now works actively not only with Ukrainian but also with European markets.

"From the very beginning, our goal was to grow high-quality berries that meet the highest international standards. Over the past few years, we have managed to scale the farm significantly, and today our plantings cover more than 100 hectares," says Mykola Kononenko, Chief Financial Officer of Orniberry.

The full-scale invasion became a serious challenge for the business, particularly because of changes in logistics and general uncertainty. But, the company says, it was precisely this period that demonstrated the resilience of the team and helped it focus even more on product quality and the development of its export business.

"We started exporting in 2024, and today it is already the main part of our sales structure. Our key markets are the Netherlands, Germany, Finland, and Spain. Foreign buyers value, above all, the consistent quality of our blueberries, their freshness, their flavor, and their compliance with high food safety standards," Orniberry representatives share.

Gulfood: Knowledge as a Key Resource for Scaling Up

This year, Orniberry joined the National Pavilion at Gulfood 2026 for the first time. The pavilion was organized by the Entrepreneurship and Export Promotion Office together with its partners. For the company, the trip had a specific purpose: to learn more about the Asian market and assess its prospects for a Ukrainian producer of fresh berries.

"We understand that this region is very attractive and high-margin for fresh berries. At the same time, because of logistical constraints caused by the war, Ukraine's closed airspace, and the short period during which fresh berries can be in transit without losing quality, quickly entering these markets is currently a difficult task," says Mykola Kononenko.

That is why the company did not set out to sign contracts right away at Gulfood. Instead, it focused on gaining a better understanding of how the market works and getting a clear picture of what Asian buyers want. Orniberry is already factoring the data it has gathered into its export strategy and using it to make informed business decisions.

"Taking part in Gulfood 2026 is, above all, an investment in knowledge and long-term prospects. We gained valuable insight into the specifics of Asian markets, product requirements, and the expectations of potential buyers. This experience helps us shape our future export strategy and assess the prospects of entering new markets without compromising product quality," emphasizes Mykola Kononenko.

Trade Shows as a Step Toward New Export Opportunities

The company says there is still a lot of work ahead. It wants to develop its own infrastructure, increase exports in Europe, and strengthen relationships with the partners it already works with. The Asian market, meanwhile, is still at the research stage, and the contacts and experience gained at Gulfood have become its starting point.

"We held dozens of meetings and established a number of contacts. We are continuing to develop some of them after the show, staying in touch with potential partners and making sure we do not miss the chance to enter Asian markets in the future," says Mykola Kononenko.

Orniberry's experience shows that a trade show can be valuable even without signed agreements. Sometimes it helps a company see in time where it still needs to prepare and where it can move forward with confidence. This insight comes not from presentations and forecasts, but from people who make purchasing decisions every day. And if these conversations help avoid mistakes at the start, they are worth no less than a signed contract.

"To Ukrainian producers who see international trade shows as a tool for developing exports, we would advise not expecting instant results. The greatest value of such events often lies not in contracts signed on the spot, but in new knowledge, an understanding of the market, and professional contacts that can, over time, grow into successful partnerships and new export opportunities," Orniberry sums up.