What IU Means on Marketplaces
IU stands for individual terms: personal agreements between a seller and a marketplace that the platform offers to large sellers in exchange for hitting a sales plan. That can mean a reduced commission, logistics perks, cashback, promo bonuses — as a rule under NDA and tailored to turnover.
In short: IU is "special terms for insiders", tied to a target sales volume over a period (usually a quarter).
Why IU Raises So Many Questions
IU terms are confidential and different for every seller — the marketplace does not publish them anywhere. From the outside you only see the result: someone gets noticeably better economics at the same prices. What matters for a seller is not "finding out someone else's IU" but hitting their own plan so the terms stay in place or improve.
What It Takes to Hit an IU Plan
- a steady sales pace per SKU with no dips or out-of-stock;
- control over average order value and return share;
- managed promotion so the plan closes predictably, not in bursts;
- honest tracking: plan, actuals, average order value.
Trusty helps close the IU plan: buyouts count toward the plan, and targeted work lifts organic sales. Nobody can guarantee a specific IU payback amount — the terms are individual and under NDA — but taking the plan from target to actual is realistic.
Frequently Asked Questions (FAQ)
"What are IU on marketplaces, in plain words?" Individual terms — personal agreements between a seller and a marketplace (commission, logistics, cashback, bonuses) in exchange for hitting a target sales volume.
"How do IU differ from standard terms?" Standard terms are the same for everyone in a category; IU are personal and confidential, granted for turnover and plan delivery. They are often signed under NDA.
"Can you find out another seller's IU?" No, they are confidential. The practical point is not other people's terms but delivering your own plan, which your IU depend on.
"What does IU stand for?" IU means individual terms: a seller's agreement with the platform on reduced commission or preferential rates in exchange for a sales plan. The question also comes up as "what does IU mean on Ozon" — it is the same agreement, just in the Ozon seller account.
"How do you get individual terms on WB or Ozon?" IU are offered to sellers with predictable volume: the platform looks at current sales, product range, and shipment stability. The initiative can also come from you — through your category manager, with a plan you are ready to sustain.
"How do you hit an IU plan when sales fall short?" With a steady pace and no dips or out-of-stock, control over average order value and returns, and managed promotion. Part of the volume can be closed with buyouts, which count toward the plan.
