For manufacturers and suppliers
Selling HoReCa products in Poland — from a first batch to distribution.
We buy, resell and implement products for hotels, apartments, foodservice and wellness. If your product fits the Polish market, we can start with a trial purchase and grow the partnership with the results.
Horeca Pilot is developed within TEL-SERVICE, a company working in technology and technical services since 1997. We have direct access to operating accommodation properties in the Podhale region of southern Poland, run by our family business.
Looking for a distributor, a buyer or a commercial partner in Poland?
We talk to manufacturers whose products match what the Polish HoReCa market needs. Working together can start with a trial purchase, a pilot or a first installation, and grow as the product's potential is confirmed.
We do not promise to bring every product to market. We promise a serious assessment and a straight answer — and if the product holds up, we offer it to further B2B customers.
- 01
You do not need a distributor in Poland.
- 02
You do not need to know the Polish market.
- 03
You do not need to build a team here to find out whether it pays off.
The usual route, and why it stalls
A manufacturer signs a distributor. The distributor adds the product to a catalogue of four hundred others. Nobody has ever used it, so nobody can answer the two questions a Polish buyer asks first: how does it behave after a season, and who fixes it when it fails.
The product does not fail on quality. It fails because there is no evidence, no reference, and nobody inside the market with a stake in it. That is why we start with a purchase, not with a distribution contract.
What we can do
We join at the stage you are at. The scope is agreed case by case.
Purchase
We buy the product or a first batch — for the properties we work with or for a specific installation.
Market assessment
Competition already present in Poland, price levels, service and documentation requirements.
B2B sales
We offer the product to HoReCa properties and companies — starting with the region we know best.
Pilot
When the decision depends on performance in practice, we can run a pilot in real use.
Installation and service
Purchase, delivery, installation and technical service — within the scope agreed for a specific project, backed by a technical company.
Distributors and partners
We help you find a local sales channel, if that is the right route.
Commercial representation
For selected products — with a strong fit and on agreed terms.
How a partnership can develop
Five levels. Each one is a complete partnership in its own right, not a waiting room for the next.
- 01
Supplier
You sell us the product or a first batch.
- 02
Pilot
We check how the product performs in real use — if the nature of the solution requires it.
- 03
Commercial partner
We offer the product to further B2B customers in Poland.
- 04
Distribution development
If results and commercial terms are good, we develop a broader partnership.
- 05
Strategic partnership
Optional: private label, local stock, service, wider distribution or territorial arrangements.
Not every partner goes through every level, and no one has to. Results and commercial terms decide the next step — not a timetable.
How we work
Two paths. Not every product needs a pilot.
Most of our work is plain trade: offer, review, sample, purchase. We run a test in a property when technical performance, durability, handling or guest response matter for the commercial decision.
Commercial path
For most products.
- 01Offer
- 02Review
- 03Sample or first order
- 04Purchase or implementation
- 05Growing the partnership
Technical path
When performance in practice decides.
- 01Product
- 02Pilot
- 03Measurement
- 04Decision
- 05Implementation
- 06Growing the partnership
Either path can stop at any stage. If it does, we tell you plainly what decided it: price, service, documentation or the test result.
Family-run and partner venues
Where we can test a product.
We can pilot selected solutions in our family business's properties and in partner venues in the Podhale region. A pilot is not a condition for working together — it is a tool, used when the commercial decision calls for it.
Family-run, operatingVika Home · Zakopane
Operating accommodation property
- Sleep: beds, mattresses, toppers, bed linen
- Interior scent, cosmetics and bathroom fittings
- Water and energy saving
- Room equipment, minibar and coffee service
- 6 bedrooms
- up to 12 guests
- 300 m from Krupówki
9.7/10 · from 83 guest reviews · Booking.com (combined rating for both houses)
- Cleanliness
- 9.7
- Comfort
- 9.5
- Staff
- 9.7
Family-run, operatingWataha Home · Zakopane
Compact accommodation property
- Sleep products
- Scent in small spaces
- Cosmetics and bathroom fittings
- Water saving
The format of much of Poland's accommodation stock: no technical department and no night shift.
- 2 bedrooms
- 2–6 guests
- 300 m from Krupówki
9.7/10 · from 83 guest reviews · Booking.com (combined rating for both houses)
- Cleanliness
- 9.7
- Comfort
- 9.5
- Staff
- 9.7
Family-run, operatingOrla Village Bukowina
Accommodation property and technical area
- Laundry: washers, dryers, mini laundry
- Automatic dosing and professional chemicals
- Housekeeping and work organisation
The property's working laundry — a possible pilot site for professional laundry equipment.
- 6 room types
- 400 m from the Bukowina thermal baths
9.3/10 · from 297 guest reviews · Booking.com
- Cleanliness
- 9.4
- Comfort
- 9.3
- Staff
- 9.5
from 158 guest reviews · Google
- Partner venue on Zakopane's main street
- Partner bakery in Podhale
- Partner food outlet
- Partner mobile network
Partner venues are not owned by us — a pilot there is possible only by agreement with their owners.
538 guest reviews of the properties on Booking.com and Google, as of September 2026 — the scale of real day-to-day operation in which selected solutions can be assessed.
Pilots are our advantage, not a condition. B2B trade is the core — we run a test in a property where it helps make the decision.
The Polish HoReCa market
The Polish HoReCa market includes a large number of independent hotels, guesthouses, apartments and operators that regularly upgrade their properties and look for solutions that cut costs or raise the standard of a stay.
Our base is the Podhale region around Zakopane — one of the best-known tourist regions in Poland, about two hours from Kraków airport. This is where our company is based, where the properties we have direct access to are, and where our sales start.
Common questions from manufacturers
Do we need a distributor in Poland to start?
No. You can start with a direct sale to us — a trial batch or a first delivery. Distribution is one possible stage, not an entry condition.
Do you guarantee sales or market entry?
No. We assess the product seriously and tell you openly how we see its chances. If the product holds up, we offer it to further B2B customers and discuss the next steps.
Does every product have to go through a pilot?
No. Most of our work is plain trade: offer, review, sample, purchase. We propose a test in a property when durability, handling or guest response decide the matter.
Do you buy small quantities?
Yes, if it makes commercial sense. A first order can be small — a trial batch or the equipment for one property. We work B2B only, with no retail sales.
Is exclusivity possible?
Only when volumes and the course of the partnership justify it, and only under a contract. We do not offer exclusivity at the start of a conversation.
Which languages can we use?
English, Italian and Polish. Contacts with partners in Italy are supported by a contact person in Bologna.
Submit a product or B2B offer
Submit a product or B2B offer
Tell us what you make and where you already sell. Only a few fields are required — the rest can be settled in a conversation.
We reply in English, Italian or Polish.
Or write to us directly: office@horecapilot.com