How to analyze sales on Yandex Market?

Yandex Market analytics is a systematic breakdown of all the numbers for your store: sales, products, advertising, remaining stock, expenses, and final profit. Its goal is to show which items are making money, where margin is being lost, and which management decisions will drive growth.

If you only look at gross revenue and order count, the picture becomes distorted. A store can increase its turnover but lose profit due to commissions, logistics fees, expensive advertising, returns, or incorrect pricing. Therefore, analytics is not about "how much you sold," but about "how much you kept."

Why does a seller need Yandex Market analytics?

A seller needs analytics to make decisions based on accurate data, not intuition.

With it, you can:

select products that are profitable to promote;

find items that eat up margin;

see where stock is insufficient and orders are being lost;

understand which expenses are putting the most pressure on profit;

and much more.

Without regular analysis, you only see the final result: sales went up or down. But it's unclear what is behind this dynamic.

A drop in sales can be caused by:

product being out of stock at the warehouse;

a price increase;

a weak or outdated product listing;

a decrease in demand within the niche;

ineffective or disabled advertising.

Analytics doesn't just record the result; it shows the reasons. You need to look at the numbers constantly: during procurement, when launching or adjusting advertising, changing prices, expanding the assortment, and evaluating the financial result for the store.

Which metrics should be analyzed on Yandex Market

Sales and Gross Revenue

Sales and gross revenue help understand the structure of demand, but they don't answer how much the store is earning.

Minimum set of metrics:

number of orders;

gross revenue;

AOV;

sales dynamics by day, week, month;

share of each product in total turnover.

This data shows:

which products are sales drivers;

which items are selling poorly;

how buyer activity changes over time.

But even a product with high gross revenue can be breaking even or operating at a loss if the cost price, commission, or order acquisition costs are high. Therefore, sales are just the first layer of analytics.

Profit and Profitability

Financial metrics show the real state of the business, not just the scale of turnover.

You need to regularly calculate:

total store profit;

profit for each SKU/product listing;

margin (profit share in gross revenue);

profitability (ratio of profit to expenses or investments);

share of all expenses in gross revenue;

list of products operating at a loss.

Expenses must include:

product cost price;

marketplace commissions;

logistics fees (delivery, returns, last mile);

warehouse storage fees;

advertising costs;

taxes and other fixed overheads.

If you focus only on sales, you might continue to buy and promote a product that generates turnover but "eats up" profit. Detailed financial analytics allows you to shift focus: not just to sell more, but to earn more.

Remaining Stock and Turnover Rate

Remaining stock shows how much money is "sitting in the warehouse," while the turnover rate shows how quickly that money returns in the form of sales.

Monitoring stock and turnover helps answer the questions:

how many units of a product are currently in the warehouse;

how many days of current demand the stock will cover;

how fast a product is selling (turnover rate).

If stock is too low, the store loses orders and positions in search results. If stock is too high, funds are tied up in the product, storage costs increase, and there is a risk of markdowns or write-offs.

Low turnover rate can mean:

an overpriced product;

weak demand;

poor product listing design;

an incorrect or excessive purchase.

Regular stock analysis helps to replenish fast-moving items on time and avoid stocking products that take months to sell.

Advertising on Yandex Market

Ad campaigns should be evaluated not by clicks, but by profit after all costs.

Basic set of metrics for monitoring advertising:

advertising expenses;

number of orders from advertising;

cost per order acquisition;

share of advertising expenses in gross revenue (ACoS);

profit from orders that came from advertising;

effectiveness of individual campaigns and products.

A situation where advertising increases sales but decreases profit is common: turnover grows, but the cost per order acquisition and commissions "eat up" all the margin. Therefore, campaign results should be evaluated through final economics, not just by order growth.

Returns and Cancellations

Returns and cancellations directly reduce profit and distort the sales picture.

A high return rate means the store:

incurs additional costs for round-trip delivery;

pays for processing and storage;

loses time and warehouse turnover.

The reasons for returns often lie in:

product not meeting expectations;

incorrect or incomplete descriptions;

low-quality photos;

incorrect size chart;

problems with the product itself.

Analyzing returns by product and reason helps:

identify problematic items;

improve product listings, descriptions, and photos;

adjust product configuration and quality;

decide which SKUs should be removed from the assortment.

Prices and Discounts

Price affects both sales volume and margin, so it needs to be evaluated not in isolation, but together with expenses.

What is important to track:

how a price change affects the number of orders;

how gross revenue and profit change at different price levels;

which discounts actually increase profit, not just turnover.

A price that is too high reduces demand. A price that is too low increases the number of orders but can crush the margin to a minimum. Not every discount is beneficial: sometimes a product sells more actively, but the financial result worsens.

Price should always be considered in conjunction with:

cost price;

marketplace commission;

logistics fees;

advertising costs;

target profitability.

When is an external analytics service needed?

Yandex Market's built-in reports are not always sufficient for making management decisions. In such cases, it's worth considering using external analytics services. For example, using the Torgstat marketplace analytics service will be beneficial if:

the assortment is large;

you have sales not only on Yandex Market but also on other platforms;

it's important to calculate profit for each product;

you need to see the picture across multiple warehouses and marketplaces at once.

When working simultaneously on Yandex Market, Wildberries, and Ozon, the data is fragmented:

each seller dashboard has its own reports and formats;

summary tables have to be compiled manually;

comparing platforms and products by profit takes a lot of time.

In the Torgstat service, you can analyze Yandex Market, Wildberries, and Ozon in a single interface. It provides access to:

sales across all platforms;

profit by store and product;

remaining stock and turnover rate;

advertising data;

consolidated financial metrics.

This eliminates the manual work of compiling reports and helps quickly answer the key question: not just "how much did we sell," but "how much did we earn and which products should we develop further."

How to use analytics to increase profit

Analytics is only beneficial when store management changes based on the numbers.

Typical situations and actions:

Many orders, but low profit per product.

Check the cost price, commissions, logistics fees, advertising costs, and price. Either increase the price, reduce expenses, or stop promoting the product.

Product sells well, but often goes out of stock.

Review procurement plans, strengthen stock monitoring, and possibly increase the supply batch size.

Advertising generates orders, but overall profit falls.

Analyze the share of advertising expenses (ACoS), disable or rework ineffective campaigns, and redistribute the budget.

Product is "stuck" in the warehouse.

Check the price, listing quality, competitive environment, and turnover rate. Possible options: change the price, improve the listing, enable advertising, or remove the product from the assortment.

Gross revenue is growing, but profit is stagnant.

Look for expense items that are growing faster than income: advertising, logistics fees, discounts, commissions, and inefficient products.

This is how analytics transforms from a set of charts and tables into a tool for managing assortment, prices, advertising, and warehouse.

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Yandex Market analytics is the foundation for managing profit, not just monitoring sales. It shows:

which products are actually making money;

where the business is losing margin;

how well advertising pays off;

how effectively money is used in product stock.

For operational control, the built-in reports of the Yandex Market seller dashboard are suitable. For a complete financial picture, you need data on cost price, commissions, logistics fees, advertising costs, taxes, and profit for each SKU.

The better a seller understands the numbers, the more accurate decisions they make: which products to buy, which to promote, which to discontinue, and where the potential for profit growth lies.

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Frequently Asked Questions

What is Yandex Market analytics?

Yandex Market analytics is working with data on sales, products, remaining stock, advertising, expenses, and store profit. It helps to understand how the store's economics work and what actions are needed to earn more, not just increase turnover.

What metrics are important to track on Yandex Market?

Key metrics:

sales and gross revenue;

profit and profitability;

remaining stock and turnover rate;

advertising expenses and their payback;

returns and cancellations.

Together, these metrics show not only sales volume but also the real efficiency of the business.

Why can't a store be evaluated only by gross revenue?

Gross revenue reflects how much money came in from customers, but says nothing about how much the seller kept after deducting cost price, commissions, logistics fees, advertising costs, and taxes.

Profit can be significantly lower than gross revenue or even negative. Therefore, it is important to analyze not only turnover but also profit, profitability, and expenses.

How to understand which products are profitable?

You need to calculate the financial result for each product:

include the cost price;

account for the Yandex Market commission;

add logistics and storage fees;

include advertising expenses;

allocate other costs if necessary.

This calculation shows which products are truly profitable, which are breaking even, and which are dragging the store into a loss and require review.

When is an analytics service for Yandex Market needed?

A separate analytics service is needed when:

the assortment and turnover are growing;

the built-in reports of the seller dashboard are insufficient;

you need to calculate profit for each product;

the store operates on multiple marketplaces;

a unified financial picture of the business is required.

In such cases, an external service speeds up analysis and reduces the risk of errors in manual calculations.

Can Yandex Market, Wildberries, and Ozon be analyzed in one service?

Yes, this is possible through an external analytics service. In Torgstat, you can analyze sales on Yandex Market, Wildberries, and Ozon.