Poland's furniture industry is a global leader, with nearly 200,000 employees and around 80% of revenue from exports. Rising costs and slowing foreign demand have pressured margins, forcing manufacturers to explore e-commerce as a new growth channel. Online furniture sales in Poland now account for 40–45% of revenue and continue to grow, but the category is highly demanding.
© Iuliia Lisitsyna | Dreamstime
Furniture differs from fast-moving consumer goods: high unit value, long decision cycles, the need to assess comfort, materials, and dimensions, and complex logistics. Customization adds additional operational challenges, as online platforms must integrate with production, delivery, and after-sales service. Mistakes in product presentation, logistics, or service directly affect margins and brand reputation.
Polish manufacturers adopt several e-commerce strategies: direct-to-consumer (own online stores), marketplaces (Allegro, Amazon), omnichannel models combining physical stores and online, and B2B platforms for professional clients. Success requires precise logistics, strong content, integrated technology, and responsive customer service.
Key opportunities include international online sales, niche products, and made-to-order personalisation, which reduce direct price comparisons. The article concludes that e-commerce is not a simple solution for declining sales; it is a high-stakes channel that rewards companies that master product quality, logistics, marketing, and customer experience.
Source: www.biznes-meble.pl
