~ 9 min
10/9/2026
How FBO works on Ozon: supply, warehouses and logistics
FBO on Ozon: what it is, how it works and how to make money with it
FBO on Ozon is a model where products are stored in the marketplace's warehouse in advance, and Ozon itself stores, picks and ships orders to customers.
The seller's job is to deliver the right volume of products on time, comply with packaging and labeling rules, and monitor remaining stock and turnover.
What FBO on Ozon is
FBO (Fulfillment by Ozon) is a format where all subsequent logistics after the products are delivered to the warehouse is entirely handled by Ozon.
The flow looks like this:
Seller → Ozon warehouse → customer.
The seller forms a batch, delivers it to the selected warehouse, and then Ozon:
accepts the products;
places them in its storage;
when an order comes in, picks it itself;
packs it and hands it over for delivery.
Unlike the FBS model, the seller doesn't need to process each order individually and ship it after it's placed — all order handling happens at the Ozon warehouse without the seller's involvement.
How FBO logistics on Ozon work
With FBO, all logistics is built around Ozon's warehouse network: once the product is accepted at the warehouse, the marketplace fully controls its further movement to the customer.
A typical cycle looks like this:
The seller calculates how many products need to be shipped.
Creates a supply in the Ozon seller dashboard.
Prepares the products: packs, labels, forms shipping units.
Hands the supply over to the warehouse or drop-off point specified by Ozon.
The marketplace accepts the products and places them in warehouse cells.
After the customer places an order, Ozon picks the package, packs it and sends it for delivery.
The key point of FBO logistics is distributing stock across warehouses. If the bulk of the products is stored far from the regions with the highest demand, delivery will take longer, and logistics will be more expensive and less efficient.
That's why it's important to monitor not only the total quantity of products, but also which specific warehouses they're at and how that correlates with the geography of orders.
How to create an FBO supply on Ozon
An FBO supply is a batch of products that the seller officially hands over to the Ozon warehouse for further sale and storage.
Before creating a supply, you need to determine:
which items to include in the shipment;
how many units of each item to send;
which warehouse to deliver to;
in how many days or weeks the next supply will be needed.
Relying only on the current remaining stock at the warehouse is not enough. The basic approach is to factor in the demand forecast and safety stock.
A handy formula for the required volume:
Supply requirement = sales forecast until the next supply + safety stock − current remaining stock.
Example:
A product sells on average 10 units per day, and the next supply is possible in 14 days.
Sales forecast: 10 × 14 = 140 units.
If you don't account for this volume, you can quickly run out and lose orders.
Too small a batch leads to frequent stockouts and lost gross revenue, too large a batch leads to frozen money and growing storage costs. When planning FBO supplies, you need to find a balance between these extremes.
How to choose an Ozon warehouse for an FBO supply
The choice of warehouse affects delivery speed and how often customers from different regions will see your product marked "fast delivery."
When choosing a warehouse, you should focus on:
where your main audience is located;
which regions most orders come from;
which warehouses already have remaining stock for specific products;
where products run out fastest;
how sales are distributed across regions in the statistics.
If demand comes from several regions at once, placing all stock in one warehouse may be unprofitable: some customers will get long delivery times and choose your product less often.
In many cases, it's more profitable to split the supply across several warehouses and thereby:
speed up delivery to key regions;
increase conversion rate to orders;
reduce the load on a single warehouse and the risks of disruptions.
How to properly pack products for FBO on Ozon
To work with FBO, products need to be prepared according to Ozon's requirements: this applies to both packaging and labeling.
Packaging must:
protect the product during movement around the warehouse and during transportation;
not open spontaneously;
not tear or deform during standard handling on conveyors and shelves.
The type of packaging depends on the category:
corrugated boxes;
bags (including bags with an adhesive flap);
bubble wrap;
additional protective inserts and padding;
individual packaging for each unit of product.
It's also important to apply and place the labeling correctly:
the barcode must be intact, without scuffs;
it must not be covered with tape, film or other labels;
the code must be easily readable by a scanner during acceptance.
If these requirements are violated, the warehouse may:
delay acceptance;
accept the products with discrepancies;
require repackaging or relabeling, which leads to additional costs.
Ozon's regulations are updated periodically, so before each new supply it's worth checking the current packaging and acceptance requirements in the seller dashboard or the marketplace's documentation.
What to check before sending an FBO supply
Before the products leave your warehouse or production facility, it makes sense to go through a checklist. This helps avoid acceptance rejections and unnecessary costs.
Check:
whether the actual quantity of products matches the data in the created supply;
whether every unit of product has labeling;
whether the packaging meets the requirements for the category and fragility;
whether all barcodes scan without errors;
whether there is any external damage to the product or packaging;
whether the right warehouse and correct supply date are selected in the dashboard;
whether the shipped volume matches the forecast demand until the next supply.
Mistakes at the preparation stage lead to:
acceptance delays;
additional paid services at the warehouse;
partial rejection of acceptance;
product downtime and slower sales.
What costs arise when working with FBO
When working with FBO, the final economics of a product can't be calculated through markup and sales commission alone. The model includes a whole set of costs that affect margin.
The total FBO costs usually include:
sales commission (depends on the product category);
logistics fee (delivery to the customer, internal transportation);
storage of products at the Ozon warehouse;
return handling and logistics;
placement of products at the warehouse and their internal handling;
additional warehouse services (e.g., repackaging, relabeling);
ad campaigns and promotion within Ozon.
A situation where a product sells actively but brings low or zero profit is common. The reasons:
a high share of logistics fee in the cost;
long storage due to a large stock;
expensive advertising to maintain traffic;
frequent returns, for which handling must be paid.
That's why when working with FBO it's critical to calculate the real margin taking into account all commissions and services.
How to determine the optimal volume of products for FBO
The optimal remaining stock is a stock level that prevents stockouts but doesn't "get stuck" in the warehouse for months, eating up margin through storage.
It's a mistake to rely only on the current remaining stock. For planning, you need to consider:
the average number of sales per day (average daily demand);
the current warehouse remaining stock for each warehouse;
how many days are left until the next possible supply;
seasonal fluctuations (peaks and dips);
upcoming promotions and sales;
expected growth or decline in demand.
Example:
The product stock covers approximately 5 days of sales, but a new supply can physically be delivered only in 10 days. In that gap, the product listing will show "Out of stock," and sales will stop completely.
The opposite extreme is stock for many months ahead:
turnover drops;
storage costs grow;
money is frozen in the product for a long time.
The seller's task with FBO is to regularly recalculate the requirement and maintain a stock level that covers demand until the next supply plus a reasonable safety stock, but no more.
How to monitor FBO with Torgstat
With a large assortment and FBO operations, tracking all metrics manually is practically impossible: you need to see remaining stock, sales, timelines, profit, turnover rate and future supply requirements all at once.
The Torgstat service helps bring Ozon data together in a single interface and manage FBO based on numbers rather than intuition. In Torgstat you can:
analyze sales for each product;
monitor remaining stock by warehouse;
track turnover and how many days the current stock will last;
see items that will soon run out;
identify products with excess stock;
evaluate profit and margin by SKU;
plan supplies based on real sales.
As a result, the seller sees not just the quantity of products in the warehouse, but the efficiency of warehouse stock utilization and can make targeted adjustments to supply volumes, price and advertising.
Pros of FBO on Ozon
The main advantage of FBO is that the marketplace takes on almost all order operations.
With this model:
the seller doesn't need to pick and ship individual packages every day;
Ozon is responsible for storage, picking and delivery;
the number of routine processes on the seller's side is reduced;
customers more often see fast delivery times, which increases conversion rate.
FBO is especially beneficial for products:
with stable, predictable demand;
with regular repeat purchases;
that are convenient and easy to restock in batches.
Cons of FBO on Ozon
The main difficulty of FBO is inventory management and compliance with the marketplace's regulations.
Typical risks:
Insufficient stock: the product runs out before the next supply, sales stop.
Excess stock: money "gets stuck" in the product, storage costs grow and turnover drops.
Packaging and labeling mistakes: acceptance delays, extra costs at the warehouse, possible penalties.
That's why working with FBO requires:
regular analytics of sales and remaining stock;
competent supply planning;
careful attention to Ozon's requirements for packaging, labeling and supply creation.
FBO or FBS: which is more profitable to choose
The difference between the models is simple:
FBO — the product is stored in the Ozon warehouse in advance, and the marketplace handles all order operations.
FBS — the product is stored by the seller, and after receiving an order, they pick it themselves and hand it over to Ozon.
When FBO makes more sense:
the product sells steadily and in predictable volumes;
a large or regular supply can be formed in advance;
maximum process automation is important.
When FBS is more convenient:
demand for the product is unpredictable or occasional;
the assortment is small;
the seller wants to keep all stock with them and manage it flexibly.
There's no strict either/or choice. The same seller can:
move some products to FBO;
keep some on FBS;
combine the schemes by category, season and demand.
FAQ
What is FBO on Ozon?
FBO is a model where the seller delivers products to the Ozon warehouse in advance, and the marketplace stores them, picks orders and delivers them to customers itself.
What does Ozon FBO logistics include?
Logistics includes acceptance of products at the warehouse, placement in cells, order picking and handing the package over to the delivery service.
How do I create an FBO supply on Ozon?
You need to create a supply in the seller dashboard, select the products and their quantity, specify the warehouse, prepare and label the products according to Ozon's rules and hand them over to the warehouse or drop-off point.
How do I pack products for FBO Ozon?
The requirements depend on the category, but the packaging must protect the product from damage and not open on its own, as well as allow barcodes and labels to be easily scanned.
How do I calculate the volume of an FBO supply?
The supply is calculated using the formula: sales forecast until the next supply plus safety stock minus current remaining stock, taking into account average daily sales and delivery times.
Can I work with FBO and FBS at the same time?
Yes, a seller can use both models in parallel and choose the scheme separately for each group of products.
What is important to monitor with FBO?
Key metrics: sales, remaining stock by warehouse, turnover, how many days the stock will last, product profitability and the presence of excess stock or stockouts by warehouse.