Unit economics on Ozon is assembled from different bricks than on WB: logistics depends on volumetric weight, the localization index affects your payout, and advertising is most often Trafarety (Ozon's display-and-search ad format) paid per impression or per order. Here is what makes up per-unit profit on Ozon and which line items sellers most often underestimate.
Components of the calculation on Ozon
Per-unit profit = price − cost of goods − marketplace charges − taxes. The key Ozon line items:
- Category commission — also depends on the fulfillment scheme (FBO/FBS/realFBS): how commissions work;
- Logistics — billed on volumetric weight; what it consists of: Ozon logistics costs;
- Last mile and return logistics for uncollected orders and returns: the economics of cancellations and returns;
- Payment processing and service fees — separate lines in the report;
- Advertising — the actual DRR of Trafarety and search promotion per unit sold;
- Storage on FBO — at warehouse rates;
- Taxes — under your tax regime.
Ozon specifics that get underestimated
- Volumetric weight. Logistics is billed on dimensions: a light but bulky item pays like a heavy one — check dimensions in the rate card before you buy the batch.
- Localization index — how your stock is spread across clusters changes the logistics rate: how the index works. The same item can ship at different prices for two different sellers.
- Fulfillment scheme. FBO versus FBS means different cost lines (storage and handling versus your own operations): comparing the schemes.
- Pricing strategy. The price index and auto-promos affect visibility — pricing on Ozon; model promo participation in advance: when a discount loses money.
Pull it together and manage the assortment
The basic 8-component template is in the cross-platform guide; after that come platform-level moves: cut logistics by redistributing stock, fix DRR, check whether the Premium subscription pays for itself, and retire chronically unprofitable SKUs through ABC analysis.
Related reading: Ozon commissions for sellers.
FAQ
"How do I calculate unit economics on Ozon?" From the price subtract cost of goods, the category and scheme commission, logistics based on volumetric weight and localization, return logistics for uncollected orders, payment processing, actual DRR and taxes. What is left is per-unit profit.
"How does the Ozon calculation differ from WB?" On Ozon logistics is billed on volumetric weight and depends on the localization index; payment processing and service fees are noticeable lines. On WB the main multiplier is the buyout rate and the trips the item makes.
"What is volumetric weight and why does it matter?" Billing is based on package dimensions, not weight alone. Bulky lightweight goods pay logistics like heavy ones — worth knowing before the purchase, not after the first report.
"Where do I get accurate Ozon rates?" In the seller account and the platform calculator for planning; in the financial reports for actuals. Rates and terms get revised, so base decisions on the actual report lines.
