Ozon Cross-Border Store Opening Guide

How to Start a Cross-border Store on Ozon in Russia

In recent years, with the rapid development of cross-border e-commerce, more and more businesses and individuals have begun to pay attention to international markets, especially the potentially huge Russian market. As one of the largest e-commerce platforms in Russia, Ozon, with its vast user base and efficient logistics system, has attracted the attention of many Chinese sellers. For merchants who want to enter the Russian market, understanding and mastering the process of opening a cross-border store on Ozon is crucial.

First, applying to join the Ozon platform requires preparing a series of documents and materials. This includes but is not limited to the business license, tax registration certificate, and bank account information of the enterprise. It also requires providing a detailed list of products, including but not limited to product images, descriptions, and prices. It should be noted that Ozon has strict requirements for the quality of products frommerchants, so it is particularly important to ensure that the provided goods comply with local laws and regulations. For example, at the beginning of 2025, Ozon updated its certification standards for electronic products, requiring all listed electronic products to pass relevant safety inspections and attach corresponding certification certificates.

After completing the above preparations, the next step is the account registration process. Ozon provides two main ways to join one is to submit an application through the official channel; the other is to simplify the operation process with the help of third-party service providers. The latter usually charges a certain service fee but can significantly reduce technical problems encountered when first contacting. Whether it's either way, you need to fill out detailed commercial information and upload necessary proof documents. During this stage, maintaining good communication with the Ozon customer service is very important as they can promptly answer any questions you encounter during the registration process.

Once the account is successfully created, the next step is to choose a suitable sales model. Ozon supports various cooperation forms, such as the self-built warehouse model FBO and the direct mail model FBS. The former means that the company stores the goods in the designated warehouse of Ozon in advance, and when the order is generated, the platform is responsible for shipping; while the latter requires the seller to handle the logistics distribution matters themselves. These two models each have their own advantages and disadvantages. The former, although involves higher initial investment, has lower operating costs later on; the latter is more flexible but also faces higher management difficulty. Enterprises should make the best choice based on their actual situation and development plan.

To better adapt to the shopping habits of Russian consumers, it is recommended that sellers actively use various marketing tools provided by Ozon. These tools cover multiple aspects from basic product display optimization to advanced data analysis. For example, by reasonably setting keywords, the search ranking of products can be effectively improved; while precise advertising placement can more effectively attract potential customers. At the same time, regularly holding promotional activities is also an effective way to increase sales. According to relevant data, during the recently passed Black Friday period, many brands that participated in special discount programs achieved significant growth in sales.

Finally, continuously optimizing the customer service experience should not be overlooked. Good after-sales service not only helps merchants build a good reputation but also enhances customer loyalty. Therefore, it is recommended to set up a dedicated customer service team to respond to users' inquiries and complaints around the clock and quickly resolve any possible problems. In addition, considering the existence of language barriers, providing multilingual services is also a plus. Statistics show that currently over 80% of Russian consumers prefer to communicate online in Russian, so strengthening localization operations is particularly necessary.

In short, starting a successful Ozon cross-border store is not something that can be achieved overnight. It requires merchants to have enough patience and perseverance to face various challenges. But as long as you follow the correct steps and make full use of existing resources and technical support, I believe every hardworking entrepreneur can find their own place on this land full of opportunities. In the future, with the continuous deepening of economic and trade relations between China and Russia, I believe there will be more high-quality Chinese goods entering thousands of households through Ozon, bringing more convenient and wonderful life experiences to people of both countries.