How to start selling online in Poland?
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How to start selling online in Poland?

Author  Natalia Wiszewska

Estimated reading time: up to 8 minutes

Poland presents a thriving opportunity for anyone looking to expand their e-commerce business. With a growing market, a tech-savvy population, and favorable regulations, it’s an ideal destination to build your online presence.

In this article, we will guide you through the ins and outs of starting your e-commerce business in Poland, from understanding the market to leveraging local platforms and partners. Let’s dive in!

Introduction to the Polish E-Commerce Market

The Polish e-commerce market is experiencing exponential growth, making it an attractive prospect for aspiring online entrepreneurs. With a population of over 38 million internet users and a steady increase in digital literacy, there has never been a better time to tap into this market.

Poland’s strategic geographical location in Central Europe has played a significant role in its e-commerce growth. The country serves as a gateway to both Western and Eastern European markets, providing businesses with a unique opportunity to expand their reach and establish a strong presence in the region.

Market Overview and Growth Statistics

Poland’s e-commerce market has witnessed remarkable growth in recent years. According to Omnipack, every year, more and more Poles purchase products online. Today, it’s 72%. Last year it was 62%, and in 2018 – 56%.

Furthermore, the Polish government’s initiatives to boost digital infrastructure and support e-commerce businesses have created a conducive environment for online retail growth.

Is it worth selling in Poland? The figures speak for themselves!

  • Market Size: In 2023 Poland’s e-commerce market reached a staggering PLN 125 billion, according to Gemius.

  • Growth Rate: The Polish e-commerce market is experiencing a growth rate of 14.5%, significantly outpacing the global average.

  • Internet Penetration: Poland boasts a high internet penetration rate of 83%, indicating a large potential customer base for online businesses.

  • Online Shopping Habits: Polish consumers are increasingly embracing online shopping, with 77% of internet users having made an online purchase in the past year.

  • Mobile Shopping: Mobile shopping is on the rise in Poland, with 53% of online purchases made via mobile devices.

This proactive approach has not only attracted domestic entrepreneurs but has also encouraged international companies to invest in the thriving Polish market.

What do Poles buy online?

Consumer Behavior and Preferences

To effectively navigate the Polish e-commerce landscape and resonate with local consumers, it’s crucial to understand their unique behavior and preferences. Here’s a glimpse into the minds of Polish e-commerce shoppers:

Tech-Savvy and Mobile-First: Polish consumers are highly tech-savvy, with 83% of the population having internet access. This translates into a large potential customer base for online businesses. Moreover, 53% of online purchases in Poland are made via mobile devices, highlighting the importance of optimizing your e-commerce store for mobile platforms.

Price-Conscious and Value-Driven: Polish consumers are price-conscious and seek value for their money. They often compare prices across different platforms before making a purchase. To cater to this preference, ensure your pricing is competitive and transparent, and clearly communicate the value proposition of your products or services.

Convenience and Security: Convenience is a key factor for Polish e-commerce shoppers. They appreciate a seamless and user-friendly online shopping experience, including a fast and efficient checkout process. Additionally, security is paramount, so ensure your website and payment gateways are secure and trustworthy.

Localization Matters: Polish consumers prefer to shop on websites with content translated into their native language. This includes product descriptions, customer reviews, and marketing materials. Localizing your content will enhance their shopping experience and build trust.

Building Trust and Relationships: Establishing trust is essential for long-term success in the Polish e-commerce market. Offer excellent customer service, provide clear and transparent communication, and handle customer inquiries promptly and professionally. By building trust, you can cultivate loyal Polish customers.

Starting Your E-Commerce Business in Poland

Now that we have a profound understanding of the Polish market’s characteristics, let’s explore the crucial steps to start your e-commerce business in Poland.

Local Regulations and Requirements

Complying with local regulations is essential to ensure a smooth operation of your e-commerce business in Poland.

Entering the Polish e-commerce market as a foreign company can be a rewarding venture, but it requires a thorough understanding of local regulations and requirements. Here’s a guide to help you navigate the process:

Business Registration

  • Choose a Business Structure: Decide whether to establish a branch office, a subsidiary (Spółka z ograniczoną odpowiedzialnością – Sp. z o.o.), or a new Polish entity altogether. Each has its own legal and tax implications.
  • Register with the National Court Register (KRS): All businesses must be registered with the KRS. This process involves submitting necessary documents, including your company’s articles of association, proof of identity of founders, and a declaration of capital contributions.
  • Obtain a Tax Identification Number (NIP): Register your business with the Polish tax authorities to receive a NIP. This number is crucial for all tax-related activities.

Tax Obligations

  • Value-Added Tax (VAT): If you’re selling goods in Poland, you must register for VAT. The standard VAT rate is 23%, but reduced rates apply to certain goods and services.
  • Corporate Income Tax (CIT): Foreign businesses operating in Poland are subject to CIT. The standard rate is 19%, but small businesses (meeting specific criteria) may qualify for a lower rate of 9%.
  • Withholding Tax: Certain payments, like dividends and royalties, to foreign entities may be subject to withholding tax. The rates vary, and tax treaties between Poland and your home country can influence these rates.

Compliance with Consumer Protection Laws

  • Offer a Right of Withdrawal: Polish consumers have the right to withdraw from a purchase within 14 days without providing any reason. Ensure your return policies comply with this requirement and are clearly communicated to customers.
  • Ensure Product Safety and Compliance: Products sold in Poland must meet EU safety standards. This includes proper labeling in Polish, safety warnings, and certifications where applicable.

Data Protection and Privacy

  • Data Collection and Processing: Obtain explicit consent from users before collecting their personal data in Polish. Clearly inform them about how their data will be used in a privacy policy available in Polish.
  • Data Security: Implement strong security measures to protect user data from breaches.
  • Right to Access and Erasure: Provide consumers with the ability to access their data and request its deletion if they choose. Ensure your website and data practices comply with GDPR requirements.

Leveraging Local Platforms and Partners

Capitalizing on local platforms and partners can give your e-commerce business a competitive edge in Poland.

Expanding your business into the Polish market can be a lucrative opportunity, but understanding the local landscape is crucial for success. By immersing yourself in the unique characteristics of the Polish e-commerce industry, you can tailor your strategies to better resonate with the preferences and behaviours of Polish consumers.

polish trends e-commerce

Utilizing Polish E-Commerce Platforms

Incorporating local e-commerce platforms, such as Allegro and Ceneo, into your marketing and sales channels can expose your products to millions of potential customers. These platforms offer a user-friendly interface and enjoy high levels of trust among Polish consumers.

The most popular marketplace platforms for B2B in Poland:

  • Droplo B2B Marketplace
  • Allegro
  • Empik

Allegro, often referred to as the “Polish eBay,” is the leading online marketplace in Poland, with a diverse range of products and a large customer base. Ceneo, on the other hand, is a popular price comparison website that helps shoppers find the best deals across various online stores. By leveraging these platforms, you can tap into established networks and reach a wider audience in Poland.

Z jakich platform sprzedażowych Polacy korzystają najczęściej(1)

Partnering with Local Fulfillment Services

Efficient logistics and reliable order fulfillment are vital for a successful e-commerce business. Partnering with local fulfillment centres in Poland can shorten delivery times and reduce shipping costs. This can significantly boost customer satisfaction and increase the likelihood of repetitive purchases.

Poland’s strategic location in Central Europe makes it an ideal hub for e-commerce distribution across the region. By collaborating with local fulfillment services, you can benefit from their expertise in navigating the Polish logistics infrastructure and streamlining the delivery process. This localised approach not only enhances operational efficiency but also builds trust with customers through faster and more reliable order fulfilment.

Carriers of choice for e-customers in poland


How Droplo Can Help You Start Selling in Poland

At Droplo, we understand the challenges and complexities of entering a new e-commerce market. Our comprehensive B2B solutions can assist you at every step of your journey.

Market Analysis and Strategy Development

Our team of experts can provide in-depth market analysis and help you develop a tailored strategy for the Polish market. From identifying key trends to analyzing competitor landscapes, we ensure your business stands out amidst intense competition.

Logistics and Fulfillment

Droplo offers seamless logistics and fulfillment services, ensuring hassle-free deliveries to your Polish customers. With our vast network of partners, you can rely on fast and efficient order processing, timely tracking, and reliable customer support.

Payment Processing

Facilitating secure and convenient payment options is crucial for gaining trust and boosting conversions. Droplo enables you to offer popular Polish payment methods, such as Hotpay and Przelewy24, ensuring a smooth checkout experience for your customers.

In conclusion,

Starting an e-commerce business in Poland holds immense potential. By understanding the market, adapting your strategy, and leveraging local platforms and partners, you can establish a thriving online presence.

With Droplo’s comprehensive solutions, you can confidently navigate the Polish market and unlock success in the world of e-commerce. Get ready to conquer new horizons!

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