Bulgaria E-commerce Market Analysis by Mordor Intelligence
The Bulgaria e-commerce market is valued at USD 2.90 billion in 2025 and is forecast to reach USD 8.21 billion by 2030, reflecting a CAGR of 23.09%. Expansion is driven by widespread internet coverage, higher mobile-wallet usage, and sustained investment in last-mile logistics infrastructure. The shift from cash-on-delivery to digital wallets is accelerating checkout conversion rates, while cross-border regulatory harmonization is opening new customer pools across the region. Competitive intensity is rising as regional champions double down on loyalty programs and proprietary delivery networks, prompting merchants to upgrade digital storefronts and invest in data-driven personalization to defend market share. Partnerships between platforms, couriers, and fintechs are increasingly pivotal to unlocking scale advantages in a fragmented ecosystem.
Key Report Takeaways
- By product category, fashion and apparel led with 24.5% revenue share in 2024, while food and beverages are forecast to expand at a 29.8% CAGR to 2030.
- By business model, the B2C segment held 63% of the Bulgaria e-commerce market share in 2024; the B2B segment records the highest projected CAGR at 26.9% through 2030.
- By device type, smartphones captured 56% of transactions in 2024 and are projected to extend their lead at a 25.4% CAGR to 2030.
- By payment method, digital wallets accounted for 41.2% of the Bulgaria e-commerce market size in 2024, while Buy Now Pay Later adoption is advancing at a 28.5% CAGR through 2030.
Bulgaria E-commerce Market Trends and Insights
Drivers Impact Analysis
Driver | (~) % Impact on CAGR Forecast | Geographic Relevance | Impact Timeline |
---|---|---|---|
Surging mobile-wallet adoption | +5.2% | National, with higher penetration in urban centers | Medium term (2-4 years) |
Expansion of EU cross-border e-commerce rules | +4.3% | National, with emphasis on border regions | Long term (≥ 4 years) |
Next-day delivery race led by local 3PL start-ups | +3.8% | Urban centers, with gradual expansion to secondary cities | Short term (≤ 2 years) |
Rise of TikTok-driven social commerce conversions | +3.5% | National, with concentration among 16-34 age demographic | Medium term (2-4 years) |
Bulgaria-specific VAT threshold incentives for micro-sellers | +2.7% | National, with emphasis on emerging entrepreneurial hubs | Medium term (2-4 years) |
EU Digital Identity Wallet rollout – frictionless checkout | +2.1% | National, with initial adoption in major urban centers | Long term (≥ 4 years) |
Source: Mordor Intelligence
Surging mobile-wallet adoption transforms payment landscape
Penetration of mobile wallets reached 16.1% in 2024 and is rising as contactless acceptance spreads across retail and service sectors. Domestic providers such as A1 Wallet position themselves alongside global players Apple Pay and Google Pay, enabling merchants to offer seamless in-app and in-store payments. The July 2024 market entry of Kuady, which staffed more than 100 specialists in Sofia to enhance identity verification and fraud management, further underlines the strategic importance of Bulgaria within regional fintech. Growing consumer familiarity with tokenized transactions is lowering checkout abandonment and nudging shoppers away from cash on delivery.
Expansion of EU cross-border e-commerce rules reshapes boundaries
Harmonized VAT procedures, including the Import One-Stop-Shop (IOSS), have simplified customs clearance and reduced administrative overhead for merchants targeting cross-border buyers. [1]Momchil Antov, “Challenges to Customs Imposed by the New EU VAT Rules,” World Customs Journal, worldcustomsjournal.org Bulgarian sellers can now plug into neighboring markets at lower compliance cost, while foreign competitors gain easier access to local consumers. eMAG reports that the number of Romanian traders exporting through its platform to Bulgaria doubled to more than 12,000 in 2024. The broader EU agenda to mitigate unsafe imports and unfair pricing is expected to keep compliance demands high through the decade. [2]European Commission, “Tackling Challenges in E-commerce Imports,” commission.europa.eu
Next-day delivery race redefines customer expectations
Agile local 3PLs deploy route-optimization algorithms and dense urban micro-depots to compress delivery windows. eMAG’s Sameday courier unit lifted revenue 32% while shortening average delivery times. DHL’s May 2025 acquisition of IDS Fulfilment extends full-service capabilities to small and medium merchants, signaling a strategic pivot toward integrated e-commerce logistics. Accelerated service standards in metropolitan areas create pressure to extend similar performance into secondary cities over the next two years.
Rise of TikTok-driven social commerce conversions
Short-form video is blurring the line between entertainment and purchase, elevating impulse buying in categories such as fashion and beauty. Mobile devices generated 77% of retail site traffic and 68% of online orders in 2024. Specialized aggregators help local merchants optimize TikTok Shop listings, while omnichannel retailers redirect budgets toward video content and influencer collaborations to defend share of wallet among Gen Z shoppers.
Restraints Impact Analysis
Restraint | (~) % Impact on CAGR Forecast | Geographic Relevance | Impact Timeline |
---|---|---|---|
Residual cash-on-delivery preference inflating returns | -3.2% | National, with higher impact in rural areas | Medium term (2-4 years) |
Courier capacity bottlenecks in rural Rhodope and Danube regions | -2.8% | Rural Rhodope and Danube regions | Short term (≤ 2 years) |
Under-indexed digital skills among 55+ shoppers | -2.1% | National, with higher impact in rural areas | Long term (≥ 4 years) |
Persistent customs delays on AliExpress inflows | -1.7% | National | Medium term (2-4 years) |
Source: Mordor Intelligence
Residual cash-on-delivery preference inflates returns
Approximately 40% of Bulgarian online commerce continues to settle in cash, leading to elevated refusal and return rates that squeeze merchant margins. Fashion returns run between 2% and 27% depending on product type, forcing brands to invest in reverse-logistics systems and predictive sizing tools to contain costs. Loyalty rewards for pre-payment and dynamic pricing that discount digital payments are gradually nudging shoppers to switch.
Courier capacity bottlenecks limit rural market penetration
Sparse population density and mountainous terrain in the Rhodope region and parts of the Danube plain inflate per-parcel delivery costs. Service gaps translate into longer lead times and higher shipping fees, perpetuating an urban-rural consumption divide. The European Bank for Reconstruction and Development flags transport upgrades as critical for unlocking rural e-commerce potential. [3]European Bank for Reconstruction and Development, “Bulgaria Country Strategy 2025-30,” ebrd.com Emerging solutions such as pick-up drop-off networks and micro-fulfillment hubs are being piloted but have yet to scale.
Segment Analysis
By Business Model: B2B momentum accelerates digital procurement
The B2C segment retained 63% of 2024 transaction value, yet the B2B channel is forecast to grow at 26.9% CAGR from 2025 to 2030 as enterprises digitize sourcing workflows. Corporate buyers seek consumer-grade usability, prompting platforms to add workflow automation, spend analytics, and embedded financing. Specialized vertical marketplaces in construction and manufacturing integrate inventory management and invoicing to streamline procurement across fragmented supplier bases. The technology sector anchors B2B expansion, with information and communication technology transactions accounting for half of merger and acquisition deals in 2024.
Sustained foreign capital inflows into e-procurement software underscore the segment’s strategic value. Payment gateways tailored to multi-user purchasing hierarchies and standing-order scheduling reduce back-office friction, deepening supplier lock-in. As more firms centralize spend, the Bulgaria e-commerce market size traced to B2B catalogs is expected to climb steadily, widening platform revenue per customer while reinforcing switching costs.
By Device Type: Mobile-first shopping reshapes engagement
Smartphones commanded 56% of transactions in 2024, outpacing desktops and laptops, and their contribution is projected to climb at 25.4% CAGR through 2030. Retailers invest in progressive web apps, fingerprint authentication, and auto-fill checkouts to match rising expectations. Video-rich product pages optimized for vertical viewports accelerate discovery, while one-click wallet integrations compress payment flow. The Bulgaria e-commerce market size attributed to mobile channels is therefore set to expand faster than overall industry revenue.
Desktops still serve high-involvement purchases that require in-depth comparison, yet their share is slipping as screen sizes grow and mobile browser experiences improve. Tablets and voice-enabled devices form a small but rising cohort, pointing to future multi-modal commerce opportunities. Retailers adopt responsive design and unified session tracking to ensure frictionless transitions between devices, protecting conversion rates as browsing patterns fragment.
By Payment Method: Digital wallets lead as BNPL surges
Digital wallets secured 41.2% share of online transaction value in 2024. Their ascent reflects enhanced trust in tokenized payments and the rollout of near-field communication point-of-sale terminals in physical stores, which habituates users to wallet ecosystems that also power online checkouts. The Bulgaria e-commerce market share tied to Buy Now Pay Later is the fastest rising, expanding at 28.5% CAGR, buoyed by flexible installment options that appeal to younger consumers without traditional credit lines. Higher average order values on BNPL-enabled sites improve retailer margins and inventory turns.
Credit and debit cards remain a core tender type, particularly among mid-income households, while cash on delivery continues to fade outside older rural customer segments. Merchant strategies that blend rewards, instant cash-backs, and transparent fee disclosures promote wallet stickiness and limit chargeback risk.

Note: Segment shares of all individual segments available upon report purchase
By B2C Product Category: Food and beverages reshape urban commerce
Fashion and apparel dominated 2024 with 24.5% share, a position cemented by social-commerce discovery and same-day return lockers that reduce size-related purchase anxiety. The food and beverages segment, however, is projected to rise at 29.8% CAGR, reflecting urban consumers’ demand for rapid replenishment and the entrance of quick-commerce players promising sub-30-minute delivery. The Bulgaria e-commerce market size for grocery baskets is supported by rapid urbanization and dual-income households seeking convenience.
Consumer electronics holds a stable base, driven by steady device upgrade cycles and bundle promotions that integrate extended warranties. Beauty and personal care benefits from subscription replenishment models and influencer-led tutorials that convert viewers into repeat buyers. Furniture and home goods gain traction as augmented-reality previews reassure shoppers about fit and finish. Toys, DIY supplies, and media contribute a diversified tail, with specialty niches broadening as consumer trust deepens.
Geography Analysis
Sofia, Plovdiv, and Varna account for the majority of online spending, supported by dense logistics networks, reliable broadband, and a digitally literate consumer base. Competitive intensity in these hubs drives rapid adoption of membership programs and value-added services such as time-slot delivery guarantees. Platforms use these urban theaters to pilot innovations before rolling them out to secondary cities. The Bulgaria e-commerce market size concentrated in metropolitan zones underscores the importance of targeted warehousing and localized marketing strategies.
Eurozone accession targeted for 2025 and advancing Schengen integration are expected to tighten financial confidence and streamline cross-border shipping. Harmonized payment rails will cut foreign exchange friction, while common customs protocols should shorten delivery lead times, boosting cross-border order volumes. A new foreign-investment approval regime introduced in February 2025 signals state intent to protect strategic infrastructure, yet still welcomes capital that enhances digital capacity. Investors in payment processors, data centers, and fulfillment hubs evaluate regulatory clarity as a key risk control.
Rural areas, especially in the Rhodope Mountains and along the Danube, face higher delivery costs and slower broadband. These regions host older populations with lower digital skills, limiting conversion rates. Public funding earmarked for fiber expansion and road rehabilitation aims to shrink the access gap, while courier firms experiment with parcel lockers at petrol stations and community centers to cut last-mile expenses. As infrastructure projects conclude, the Bulgaria e-commerce industry is projected to achieve a more balanced geographic sales spread, even though urban leadership will persist.
Competitive Landscape
The top 10 online retailers hold only 21.5% of B2C transaction value, confirming a moderately fragmented arena. [4]Bulgarian E-commerce Association, “PASSPORT 2024: The E-commerce Industry in Bulgaria,” beabg.com eMAG leads regional incumbents with a 2023 turnover of RON 7.824 billion (USD 1.72 billion) and continues to widen its moat via an integrated ecosystem spanning Genius loyalty, Sameday logistics, and HeyBlu financial services. Specialized platforms such as Technopolis and Fashion Days emphasize category depth to defend share against broad-assortment rivals. Amazon and Allegro test price elasticity in branded electronics and home goods, compressing margins and prompting local players to focus on localized customer support and same-day pick-up options.
Technology capabilities increasingly separate winners from median performers. Artificial-intelligence engines personalize landing pages and dynamic pricing engines fine-tune promotions at SKU level. The 2024 acquisition of rush-management startup Rush by UK-based Shop Circle underlines the race to absorb specialized software that reduces cart abandonment. Regional couriers expand locker networks and experiment with drone zone mapping, while payment providers integrate spend analytics to bolster merchant decision-making.
Strategic moves during the review period include eMAG’s EUR 180 million (USD 198 million) capacity expansion announced in June 2024, aimed at reinforcing inventory depth and accelerating next-day coverage. DHL’s acquisition of IDS Fulfilment in May 2025 positions the global logistics leader to compete for SME clients needing turnkey warehousing and delivery. Fintech entrants such as Paysera Checkout provide multicurrency support ahead of euro adoption, positioning merchants for seamless cross-border billing.
Bulgaria E-commerce Industry Leaders
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eMAG (Dante International SA)
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OLX Group / Bazar.bg
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Technopolis Bulgaria EAD
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Fashion Days Group
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Amazon.com Inc.
- *Disclaimer: Major Players sorted in no particular order

Recent Industry Developments
- May 2025: Paysera Checkout rolled out multicurrency features that prepare merchants for euro adoption, supporting cross-border conversion and lowering payment-settlement costs.
- May 2025: DHL expanded its SME proposition by acquiring IDS Fulfilment, adding temperature-controlled warehousing and smart routing software, which strengthens vertical integration for online grocers.
- April 2025: The European Bank for Reconstruction and Development published its Bulgaria Country Strategy 2025-30, prioritizing digital infrastructure funding that directly addresses rural logistics bottlenecks.
- February 2025: Bulgaria enacted a general approval regime for foreign investments in critical sectors, creating new governance checkpoints for e-commerce infrastructure inflows.
Bulgaria E-commerce Market Report Scope
E-commerce marketing is a way to drive the business of selling products and services over the internet. The goal of e-commerce marketing is to increase traffic to online stores, turn visitors into paid customers, and retain them after purchase. The Bulgaria E-commerce Market is Segmented into B2C eCommerce (Beauty and Personal Care, Consumer Electronics, Fashion and Apparel, Food and Beverage, Furniture and Home), and B2B eCommerce. The market report covers the trends of the e-commerce market in the country; it also provides information on the major players in the region along with COVID-19 impact on the market.
By Business Model | B2C |
B2B | |
By Device Type | Smartphone / Mobile |
Desktop and Laptop | |
Other Device Types | |
By Payment Method | Credit / Debit Cards |
Digital Wallets | |
BNPL | |
Other Payment Method | |
By B2C Product Category | Beauty and Personal Care |
Consumer Electronics | |
Fashion and Apparel | |
Food and Beverages | |
Furniture and Home | |
Toys, DIY and Media | |
Other Product Categories |
B2C |
B2B |
Smartphone / Mobile |
Desktop and Laptop |
Other Device Types |
Credit / Debit Cards |
Digital Wallets |
BNPL |
Other Payment Method |
Beauty and Personal Care |
Consumer Electronics |
Fashion and Apparel |
Food and Beverages |
Furniture and Home |
Toys, DIY and Media |
Other Product Categories |
Key Questions Answered in the Report
How large is the Bulgaria e-commerce market today?
The market stands at USD 2.90 billion in 2025 and is projected to surpass USD 8 billion by 2030 as internet penetration and digital-wallet usage climb.
Which payment method is growing fastest in Bulgaria?
Buy Now Pay Later solutions are advancing at a 28.5% CAGR through 2030, outpacing all other tender types and driving higher average order values.
What share of transactions occur on mobile devices?
Smartphones accounted for 56% of online purchases in 2024 and are expected to extend their share as mobile-first site optimization improves.
Which product category is expected to lead growth to 2030?
Food and beverages show the fastest trajectory, with 29.8% CAGR, supported by urban quick-commerce operations offering sub-30-minute deliveries.
How competitive is the Bulgarian e-commerce landscape?
The top 10 platforms hold roughly 21.5% of B2C sales, indicating moderate fragmentation and ample space for specialized or regional entrants.
What role do EU regulations play in market expansion?
Harmonized VAT rules and streamlined customs processes under the Import One-Stop-Shop allow Bulgarian merchants to access EU customers more efficiently while attracting foreign sellers to the domestic consumer base.
Page last updated on: June 19, 2025