The upcoming Christmas season traditionally marks a period of increased activity in the courier industry. This year, it could be record-breaking. Polish courier companies estimate that between October and December, they will deliver as many as 456 million parcels, reflecting a 14.2% increase compared to last year. However, they are under significant pressure. According to data from the National Debt Register (KRD), the industry is grappling with a debt of 40.9 million PLN, most of which pertains to the smallest businesses. Additionally, couriers need to recover 35.5 million PLN from their contractors. While large courier companies are thriving, experts note that the business remains highly demanding for many smaller players.
The growth of the courier market is primarily driven by the increasing popularity of online shopping. According to a report by PMR Market Experts, online stores still dominate, accounting for 60% of online sales in Poland. However, their share is gradually decreasing in favor of marketplace platforms, such as popular auction websites. The surge in demand for courier services during the holiday season represents both an opportunity and a challenge. On the one hand, the online shopping boom generates significant revenue, but on the other, it requires companies to adapt quickly to changing trends and needs. This year’s holiday season will thus be another test for the courier and e-commerce industries.
The Costly Last Mile
The business model for many sole proprietors (JDGs) in this sector typically involves signing a B2B contract with a large courier company and leasing or purchasing a delivery vehicle. They deliver parcels to customers—most commonly known as “last-mile” deliveries. This model is popular, particularly among those just starting out. However, a lack of experience often leads to underestimating costs. In addition to leasing payments and fuel expenses, entrepreneurs must cover vehicle maintenance, social insurance (ZUS) contributions, taxes, and accounting services. If the parent company does not provide equipment like parcel scanners or work uniforms, sole proprietors must bear these additional costs, further straining their finances. Combined with low profit margins, this makes running the business a significant challenge for many micro-entrepreneurs, as the figures illustrate.
High Costs for Micro-Enterprises
According to data from the National Debt Register, micro-enterprises in the courier, express, and parcel (KEP) sector are responsible for 71% of the sector’s total debt, which amounts to 40.9 million PLN. Sole proprietors owe 29 million PLN, while larger business entities account for the remaining 11.9 million PLN. Of the 1,338 indebted entities, 1,016 are the smallest companies. The average debt per company in the sector is 30,600 PLN.
“For many entrepreneurs, high operational costs combined with limited profitability become a difficult barrier to overcome. Owners of sole-proprietor courier businesses, looking to expand, often resort to external financing sources. They acquire funds, for example, to purchase necessary vehicles, which they then struggle to repay. According to KRD data, nearly two-fifths of the industry’s total debt comes from unpaid loan or lease installments, while one-third stems from obligations to secondary creditors, such as securitization funds that took over debts from financial institutions,” explains Adam Łącki, President of the Management Board of the National Debt Register.
Far from Stable Profits
The highest number of parcel deliveries occurs in the Mazovia region, which also has the highest debt levels. Couriers in this province owe over one-quarter of the total debt recorded in the National Debt Register, amounting to 10.8 million PLN. In other regions, the debt also reaches millions. In the Lower Silesia region, the debt is nearly 4.2 million PLN, while in the Silesia region, it exceeds 4 million PLN.
“The courier industry has the lowest percentage of companies with a high credit score among all analyzed sectors—only 65%. In comparison, the HoReCa industry scores 80%, and even the construction sector reaches 84%. Additionally, the percentage of courier companies listed as indebted in the KRD increased by nearly 7% at the end of the year, while the number of companies with an A or B rating, indicating high credibility, decreased by 10.5-12.5%. This clearly shows that while large courier companies perform well in the market, for many smaller businesses, this is a demanding industry, far from guaranteeing stable profits,” summarizes Sandra Czerwińska, an expert at Rzetelna Firma.
Recovering Debts from Contractors
Importantly, couriers need to recover 35.5 million PLN from their contractors for services rendered. The largest debts owed to them, totaling 19 million PLN, come from trading companies. Businesses in the transport and warehousing sectors owe an additional 4.6 million PLN, while industrial enterprises account for 4.2 million PLN.
