How to sell on Wildberries using the FBS model?

The FBS (Fulfillment by Seller) model on Wildberries is a format where the product is stored by the seller, not at the marketplace warehouse. Wildberries receives the order from the buyer, and the seller packs the parcel themselves, labels it according to the platform's rules, and delivers it to a Wildberries drop-off point or sorting center.

What is FBS on Wildberries in simple terms

FBS is one of the operating models with Wildberries, where products are stored not at the marketplace warehouse, but at the seller's own location.

After a buyer places an order, the seller receives a notification in their seller dashboard, picks the order, packs it according to Wildberries' requirements, and hands it over to a drop-off point or sorting center. The marketplace then handles the further delivery to the buyer.

How trading via the FBS model looks step by step:

The buyer places an order on Wildberries.

A notification appears in your seller dashboard.

You pick the order from your own remaining stock.

Pack the product according to Wildberries standards and print the barcode label.

Deliver the parcel to a drop-off point or sorting center.

Wildberries takes over delivery to the buyer and further interaction with them regarding delivery.

Who benefits from working with the FBS model

The FBS model is not suitable for everyone, but it is particularly convenient for a number of sellers.

FBS is most often chosen by:

beginner sellers;

companies with a small number of orders;

sellers of expensive or large-sized products;

stores with a wide assortment;

How to switch to FBS: a step-by-step guide

1. Registration in the Wildberries seller dashboard

To work with FBS, you first need to obtain seller status on Wildberries.

Main steps:

register a seller account;

provide legal entity or sole proprietor details;

upload the necessary documents and fill out your profile.

After your dashboard is activated, you can enable the FBS model in the settings and choose which products you will sell using this scheme.

2. Creating your own warehouse in the seller dashboard

For FBS, you need to set up a seller warehouse in your dashboard — this is any of your premises from which goods will be shipped.

You specify:

the warehouse address;

operating hours;

key parameters for logistics.

All FBS orders will be linked to this warehouse: the system will consider it when distributing requests and setting processing deadlines.

3. Adding products and specifying remaining stock

Without accurate remaining stock, FBS will not work: the marketplace needs to know how many units of a product you actually have in your warehouse.

What needs to be done:

Create new product listings or link them to existing ones (if you previously sold using a different model).

Fill in the characteristics, upload photos, and set prices.

Enter the quantity of available remaining stock for each SKU.

Regularly update the data after sales, returns, and new supplies.

If the remaining stock is specified incorrectly, a buyer can place an order for a product you no longer have. This will result in the order having to be cancelled, which worsens your store's statistics and affects your rating.

4. Processing orders via FBS

After the buyer clicks the "Buy" button, a chain of actions begins for you, strictly limited in time.

The standard chain of actions looks like this:

A new order appears in your seller dashboard. You:

find the required product in your warehouse;

check its condition;

pick the order.

Print the Wildberries label and attach it to the packaging.

Pack the product so that it can withstand transportation while meeting the platform's requirements.

Deliver the order to the Wildberries drop-off point or sorting center within the specified timeframe.

The speed of order processing affects your service rating and how the platform's algorithms treat your store. The more consistently you meet deadlines, the better.

Advantages of the FBS model for the seller

The FBS model offers several tangible advantages, especially at the start and with small volumes.

Main pros:

No need to deliver batches to the Wildberries warehouse in advance

You can work with small remaining stock without forming large supplies. This is convenient for testing niches and new SKUs.

Full control over remaining stock and product movement

You see the actual remaining stock, can quickly redistribute products between marketplaces, and adjust your assortment.

Savings on storage

Storage at Wildberries warehouses is not required, meaning you don't have to pay for the long-term storage of unsold products in the marketplace's logistics network.

One warehouse for multiple platforms

The same product batch can be sold simultaneously on Wildberries, Ozon, and Yandex Market. You don't need to maintain separate physical stock for each marketplace.

Convenient for testing demand

You can list a new product with a small quantity in your seller warehouse, monitor order dynamics, and then — if sales are good — decide whether it makes sense to switch it to FBW and deliver it to Wildberries warehouses.

Disadvantages and limitations of FBS

The FBS model is not suitable for everyone, as the operational burden falls on the seller.

Key cons:

All work before handing orders over to Wildberries is on your side

You need to:

organize storage;

control temperature, integrity, and expiration dates (if applicable);

handle packaging;

meet deadlines for delivering parcels to the drop-off point.

As the number of orders grows, this becomes a problem without employees or warehouse automation.

Constant monitoring of remaining stock

If a buyer places an order for a product that is actually no longer in stock:

the order will have to be cancelled;

your store's statistics will worsen;

your rating and trust from Wildberries may decrease.

Therefore, with FBS, accurate remaining stock and well-established warehouse accounting processes are especially important.

How to work effectively with FBS

For FBS to truly generate profit rather than turn into chaos, you need to constantly monitor key metrics.

Minimum set of metrics:

current remaining stock for each SKU;

sales broken down by product;

gross profit and margin;

advertising costs and their return;

turnover rate — how quickly remaining stock sells;

supply requirement plan — what and how much needs to be repurchased.

If you are simultaneously trading on Wildberries, Ozon, and Yandex Market, manual accounting quickly becomes inconvenient: you have to download reports from each platform, consolidate data in Excel, and manually reconcile remaining stock.

Analytics services, such as Torgstat, eliminate this routine:

data from Wildberries, Ozon, and Yandex Market is displayed in a single interface;

you can see sales, profit, advertising expenses, remaining stock, supplies, and other reports without constant downloads;

it becomes easier to notice product shortages in time, plan purchases, and respond quickly to changes in demand.

This is especially relevant for working with FBS, because any discrepancy in remaining stock directly impacts order cancellations and ratings.

Frequently Asked Questions

Can I work only with FBS and not use FBW?

Yes. Many sellers build their entire operation solely on FBS, especially at the beginning or with a relatively small number of orders. FBW is not mandatory — it is an additional option that can be enabled later.

Is it mandatory to have a separate warehouse?

You need any physical space where you can store the product until an order is placed. This could be:

a separate warehouse;

a retail store;

an office space;

a fulfillment operator's warehouse that handles part of the processes.

What happens if I fail to ship orders via FBS on time?

If you violate order processing deadlines or frequently cancel orders due to lack of product, this worsens:

your seller rating;

service quality indicators;

how Wildberries algorithms treat your store.

As a result, product listings may receive less traffic, and sales may decline. Therefore, with FBS, it is critical to establish a stable picking and shipping process.

Is FBS suitable for beginner sellers?

Yes, FBS is considered one of the safest models to start with.

Which products cannot be sold via FBS?

Most categories can be sold via FBS; however, for some products, Wildberries sets additional requirements for storage, packaging, and transportation. Before starting, it is worth reviewing the current marketplace rules for your category.