Already 11% of Polish online stores ship more than 50 packages abroad each month. Data from Alsendo’s report “Polish E-commerce Without Borders” clearly shows: companies are increasingly aware of the potential of cross-border sales. Despite the growing interest in international markets and an increasing number of companies declaring plans for expansion, most still operate locally and cautiously, limiting themselves to sporadic international shipments.

Marketplaces Still Dominate, But Independent Stores Are Gaining Strength

The most commonly used channel for international sales is marketplaces, used by 65.8% of companies. Allegro remains the leader, primarily used in Central and Eastern Europe. Interestingly, 52.1% of companies also sell abroad through their own online stores. This indicates a maturing market and a growing need for independence, brand recognition, and custom sales strategies—even internationally.

Logistics: A Key Factor for Success

Logistics plays a major role in successful expansion. A significant 78% of companies selling abroad use courier intermediaries. For many, this is the only way to ensure flexibility, cost control, and the ability to adapt quickly to local customer expectations. Only 39% of companies choose to work directly with carriers, showing the market’s demand for automation, flexibility, and scalable solutions.

“Companies want to grow abroad, but they need the right tools—integrations, automation, and local solutions. That’s why we’re developing the Alsendo International service, which automatically selects the right carriers, uses local delivery methods, and simplifies shipping processes,” emphasizes Adam Zając, Cross-Border Director at Alsendo.

Expansion Starts Nearby, But Ambitions Reach Further

The most frequently chosen export destinations are neighboring countries: Germany (59.8%), Czech Republic (46.5%), and Slovakia (43.8%). These are relatively easy markets in terms of logistics, language, and costs, and serve as a safe starting point. Less frequently chosen are further destinations like France (20.3%), Italy (13.5%), and especially China (1.3%) or the United States (1.8%), which remain too operationally demanding for many companies.

Preparation is a Competitive Edge

Cross-border today is becoming a deliberate scaling strategy, not just an attempt to be present outside of Poland. Crucial elements include:

• Local delivery methods
• Payments in the customer’s currency
• Integration with e-commerce systems
• Full automation of shipping and returns

The future of cross-border isn’t just about shipping more packages—it’s about high-quality service: efficient, local delivery models and maximum operational transparency. These elements build a positive customer experience, increasing the chances of repeat purchases.

“This is exactly where we focus our work with Alsendo clients,” adds Magdalena Magnuszewska, CEO of Alsendo.

We’re seeing more and more signs that Polish e-commerce is entering a new stage of development. While international sales volumes are still often modest—usually just dozens of packages per month—more companies are building their own sales channels and approaching expansion strategically.

“Building proprietary sales channels abroad is a step in the right direction, but the real challenge begins with adapting operations to local expectations—from ordering goods to delivery and returns. The potential is undeniable, and it’s worth preparing for it today,” concludes Arkadiusz Kawa, Professor at the Poznań University of Economics.

Report Author:

Arkadiusz Kawa – Professor at the Poznań University of Economics and CEO of the University’s Special Purpose Company. He has nearly 25 years of experience in logistics and e-commerce. He has completed around 80 projects in this field, working with companies like Allegro, OLX, Nike, Volkswagen, Bricoman, DHL, UPS, DPD, Polish Post, Orlen Paczka, Deloitte, A.T. Kearney, KPMG, BCG, Bain, EY, Enterprise Investors, Merlin.pl, 4Kraft, and Digital24.pl. He has also participated as a consultant in international research projects on e-commerce conducted by the Economic Research Institute for ASEAN and East Asia in Indonesia.

Research Methodology:

The report “Polish E-commerce Without Borders” was prepared based on research conducted by Alsendo in July 2024. The project involved telephone interviews (CATI) with 400 representatives of e-commerce companies that ship internationally. The aim was to assess the actual scale of exports in Polish e-commerce and identify key operational and technological barriers.

About Alsendo:

A leader in Central and Eastern Europe in providing software and services for managing shipping processes. The group focuses on comprehensive solutions to optimize delivery and post-sales processes for all business customer segments.

Alsendo includes a portfolio of several logistics tech platforms (Apaczka, Sendit, Zaslat, Ecolet, Siusk24, Cargobooking) and offers Delivery Management System (DMS) solutions for major e-commerce players, with flagship software Innoship.

Its extensive logistics offering includes:

• Solutions tailored to marketplace platforms
• Integrations with 80+ e-commerce systems
• A single API integration with multiple courier services
• International services under Alsendo International
• Alsendo Business Pro, a SaaS platform supporting logistics, marketing, and customer service for e-commerce