ABC analysis of products on Yandex Market: how to conduct it and why it is needed

ABC analysis on Yandex Market helps you understand which products generate the bulk of your results and which account for a small share of sales. Instead of treating your entire assortment the same way, a seller can identify the most important items and focus remaining stock, promotion and budget on them. You can automate this analysis in Torgstat — the service has a report with ABC analysis of Yandex Market products.

What ABC analysis is

ABC analysis is a way to divide your assortment into groups based on how much each product contributes to the overall result.

Products are usually distributed into three categories:

Group	What it means
A	products that generate the bulk of the result
B	items with an average contribution
C	products with a small contribution

A common principle is that group A delivers about 70–80% of the result, B — the next 15–20%, and C — the remaining small share. However, the exact boundaries may differ depending on the chosen analysis methodology.

At the same time, it's important to look not only at turnover. A product may sell well but have low margin or require too much spending on promotion.

Why conduct ABC analysis on Yandex Market

When a store has dozens or hundreds of SKUs, analyzing each item manually becomes difficult. ABC analysis lets you quickly identify priority products.

For example, with its help you can understand:

which items are important to always keep in stock;

which products are worth promoting more actively;

which SKUs account for the bulk of sales;

which items you can try to develop;

which products barely affect the overall result and need to be reconsidered.

It's especially useful to conduct the analysis regularly. A product that was among the leaders for several months may lose sales over time, while another item may move into a more significant group.

How to conduct ABC analysis of products on Yandex Market

First, you need to choose the metric by which the assortment will be evaluated. For example, it could be gross revenue, number of orders or profit.

Next, products need to be sorted from the highest metric value to the lowest, the share of each SKU in the overall result determined, and the cumulative total calculated.

After that, the assortment is divided into groups A, B and C.

For example, if the analysis is based on gross revenue, products in group A will generate the bulk of the store's turnover, while group C items will account for a relatively small share.

But this isn't enough to make decisions. After distributing the products, you should additionally look at margin, profitability, ROI, ACoS and sales funnel metrics.

How to view ABC analysis in Torgstat

You don't have to conduct this analysis manually in Excel. Torgstat has a report with ABC analysis of Yandex Market products.

In a single report, you can compare a product's ABC group with other business metrics: margin, profitability, ROI, ACoS and sales funnel metrics.

For example, you can view:

listing opens;

add-to-cart events;

add-to-cart conversion rate;

number of orders;

order conversion rate;

margin;

profitability;

ROI;

ACoS.

and much more

This lets you evaluate products not just by sales volume. For example, an item may belong to an important assortment group but at the same time have a high ACoS or low profitability. In that case, the seller should check advertising, cost price, price and other expenses.

How to use ABC analysis results

By itself, a product moving into group A, B or C isn't informative. ABC analysis rather helps determine which items should be examined first.

Group A products require especially careful control. Losing remaining stock or a drop in sales of such SKUs can noticeably affect the results of the entire store.

Group B often contains products with growth potential. It's worth checking whether their sales can be increased through advertising, improving the listing, price or product availability at warehouses.

Group C products need to be analyzed individually. A low contribution to sales doesn't always mean the product should be removed from the assortment. It could be a new item, a seasonal product or a SKU with high margin but a small number of orders.

Why you can't look only at the ABC group

One common mistake is assuming that group A products are always the most profitable.

For example, a SKU may have high turnover but at the same time:

low margin;

high advertising expenses;

high ACoS;

expensive logistics fee;

low ROI.

That's why ABC analysis is best used together with financial metrics and the sales funnel. This approach lets you see not just turnover leaders, but products that truly deliver good results for the business.

How often to conduct ABC analysis

For an active store on Yandex Market, the analysis should be updated regularly — for example, once a week or once a month. The frequency depends on turnover, assortment size and seasonality.

It's also useful to conduct ABC analysis after price changes, launching advertising, large supplies or a noticeable change in demand.

FAQ

Where can I view ABC analysis of Yandex Market products?

You can calculate it yourself in spreadsheets or use an analytics service. For example, Torgstat has an ABC analysis report where results can be compared with financial metrics and the sales funnel.

What does group A mean in ABC analysis?

These are the most significant products by the chosen metric. Usually they generate the bulk of the store's result.

Should group C products be removed?

No. First you need to understand the reason for the product's low contribution. Perhaps the SKU recently appeared, has seasonal demand or brings good profit with a small number of orders.

Can ABC analysis be conducted based on gross revenue only?

You can, but for assortment management this is often not enough. It's better to additionally look at profit, margin, profitability, ROI and advertising expenses.

Why does a Yandex Market seller need ABC analysis?

It helps prioritize the assortment: understand which products are critical for sales, which have growth potential, and which require additional analysis.