70 percent companies from the SME sector see foreign expansion as an opportunity to increase revenues thanks to access to a larger number of customers. For every third person, it is an opportunity to build a brand with global recognition – according to the report “Trends in the SME and e-commerce sector”, prepared by DPD Polska and the Polish Investment and Trade Agency (PAIH). Despite the large export potential, Polish entrepreneurs are afraid of the associated costs and legal, tax and logistic difficulties.
– The report shows that Polish SME entrepreneurs still have many concerns when thinking about going abroad. These concerns are very often related to shipping costs, but also to the formal and legal situation on the market to which the company wants to export its products or services, because remember that some Polish companies also export services, says Marcin Graczyk, spokesman for the Polish Investment and Trade Agency, to the Newseria agency.
The most important factor hindering the development of international sales, according to data from the report “Trends in the SME and e-commerce sector”, are too high shipping costs, indicated by 59 percent. surveyed companies. For 48 percent businesses are hindered by legal and tax complications related to, among others, with customs duties, customs clearance or VAT, and 39 percent is afraid of the process of returning goods from abroad.
– I think it's fear resulting from ignorance. There is no need to expect that medium-sized or small entrepreneurs will obtain a doctorate in the law applicable in a given European Union country – says Łukasz Zembowicz, member of the management board of DPD Polska. – You should reach out to institutions or places where this knowledge can be easily obtained. Among other things, PAIH is an organization that provides such consultations free of charge and helps to debunk these myths and break down barriers.
According to the report by DPD Polska and PAIH, in connection with international shipping, 47 percent enterprises are afraid of dishonest customers, as well as returns and complaints. 46 percent indicated the risk of damage to the goods, 41%. for delivery delays and the same number of respondents for unpredictable customs costs and taxes.
– The second biggest barrier in the context of development is logistics: its costs, whether the goods have a chance to reach recipients in Europe undamaged, and how to organize return logistics, which is important in e-commerce. On the other hand, debunking this myth, I can only say that international and European logistics are not expensive. Costs and prices are now at an acceptable level, says Łukasz Zembowicz. – In the context of another barrier, which can also be called a myth, i.e. dishonest contractors, there are no more of them than in our country, so it seems that it is just an ordinary business risk that you have to take and not be afraid of.
The report indicates that 29 percent representatives of the SME sector direct part of their sales outside Poland. Among those that do this, the most popular export destinations are the European Union countries – 82 percent, and Great Britain – 12 percent. and the United States – 6 percent.
– I think that the main obstacle that prevents Polish companies from expanding abroad is the lack of awareness of where they are in the development of their company. Polish entrepreneurs very often do not know that this is the moment when they can develop on foreign markets. He is more focused on buying another car for the company. This is why we are here as PAIH, so that an entrepreneur can come and ask whether this is the right time. Such a business analysis is at the disposal of Polish entrepreneurs – emphasizes Marcin Graczyk.
– The export potential for SMEs is determined primarily by the absorption capacity of the European market. That's 450 million inhabitants in Europe, so the potential is huge. On the other hand, the distances are not large, because you can say that Europe is a small village – emphasizes Łukasz Zembowicz.
According to data from the ECDB report “eCommerce in Europe 2025”, revenues from e-commerce in Europe in 2024 amounted to USD 709 billion. It is estimated that by 2028 this value will increase by 27%. up to USD 901 billion The rapidly growing e-commerce market in Central and Eastern Europe is also promising for Polish SMEs. PAIH data shows that, for example, in Bulgaria its value increased to EUR 2.34 billion in 2024. Croatia, Hungary and Romania are also seeing increases, and the Czech Republic is one of the leaders in the region with over 80%. consumers shopping online.
– We want to educate and teach Polish entrepreneurs how to operate on foreign markets. We have 56, and soon 57, foreign trade offices. We serve 70 markets around the world and anyone who wants to be present in them will receive free support from us regarding business culture, legal situation, and what regulations apply in a given market – says Marcin Graczyk. – As PAIH, or more broadly as the Polish Development Fund Group, we are here to minimize the risk related to export activities. The PFR Group has KUKE, which is there to secure transactions. We have Bank Gospodarstwa Krajowego, which provides guarantees for certain transactions.
DPD Polska and the Polish Trade and Investment Agency have launched the educational platform Czasnaeksport.eu. Its aim is to support the SME sector in expanding to foreign markets by providing related information. They concern, among others: currency risk management, optimization of logistics processes, selection of appropriate sales platforms and payment methods, or characteristics of key markets in Europe.
– It is worth educating and we will conduct this education together with PAIH via the newly opened website Czasnaeksport.eu. We were inspired to do this by research in the small and medium-sized enterprise sector. Many concerns were raised, which we believe are simply due to ignorance. We want to end this stage of lack of knowledge and make it even more accessible. This will allow us to look in an enlightened and open way at what can be done on neighboring markets, how to expand our business, and how to diversify the risk related to local demand in our country – emphasizes Łukasz Zembowicz. – On the platform, entrepreneurs will also find case studies of Polish brands that have successfully expanded. Specific stories of companies that have successfully developed and sell their products and services on foreign markets are described.
