Seventy percent of Polish small and medium-sized enterprises (SMEs) believe that expanding abroad would boost their revenues by unlocking access to a broader customer base. For one in three, international expansion is also an opportunity to build a globally recognizable brand — according to the latest report “Trends in the SME and e-commerce sectors” published by DPD Polska and the Polish Investment and Trade Agency (PAIH).
Yet despite strong export potential, many businesses remain cautious — primarily due to perceived high shipping costs, legal and tax complexity, and logistical challenges.
“The report shows that Polish SMEs are still quite apprehensive about going abroad. These fears often stem from shipping costs and formal-legal issues in target markets — and we must remember that many Polish firms export not only goods, but also services,” says Marcin Graczyk, spokesperson for PAIH.
Main export barriers: shipping costs, law and returns
According to the report:
- 59% of SMEs cite high international shipping costs as the biggest barrier
- ~50% point to legal and tax complications (customs, VAT, import procedures)
- 39% are concerned about handling product returns from abroad
“This fear comes mainly from lack of knowledge. SMEs cannot be expected to master legal systems of every EU country,” says Łukasz Zembowicz, Management Board Member of DPD Polska.
“That is why SMEs should reach out to institutions like PAIH — which offers free consulting and helps dismantle such myths and perceived barriers.”
Further concerns raised in the survey include:
- 47% fear fraudulent or unreliable foreign clients
- 46% fear product damage during shipment
- 41% fear delivery delays or unpredictable customs costs and taxes
Zembowicz notes, however, that modern international logistics is “no longer expensive” and that the risk of dishonest contractors is no greater than in Poland — simply a normal business risk.”
29% of SMEs already export — mostly to EU markets
Currently, 29% of surveyed SMEs sell outside Poland. Among them:
- 82% export to the European Union
- 12% to the United Kingdom
- 6% to the United States
“In many cases, SMEs simply don’t realize they are already mature enough for international expansion. This lack of self-awareness is often the biggest brake,” says PAIH’s Graczyk.
“That is exactly why we are here — to help them determine whether the timing is right.”
European e-commerce boom is a major opportunity
According to the ECDB “eCommerce in Europe 2025” report:
- Europe’s e-commerce revenues reached $709bn in 2024
- The market is expected to grow by 27% to $901bn by 2028
- Central and Eastern Europe is particularly promising. For example:
- Bulgaria’s e-commerce market reached €2.34bn in 2024
- Croatia, Hungary and Romania are also expanding rapidly
- The Czech Republic is a regional leader, with 80%+ consumers shopping online
PAIH and DPD launch free educational platform for exporters
To address the knowledge gap, DPD Polska and PAIH have launched czasnaeksport.eu — an educational platform offering guidance on:
- logistics and return management
- foreign payment methods and sales channels
- currency risk
- market entry strategies for key European countries
- case studies of successful Polish brands
“We want to eliminate fear by eliminating lack of knowledge,” says Zembowicz.
“This platform gives SMEs real stories of Polish brands that succeeded abroad — showing exactly how they did it.”
PAIH, together with Poland’s state-owned development institutions (PFR Group, BGK and KUKE), continues to provide free strategic, legal and financial support to Polish businesses preparing for international expansion.
