~ 7 min
9/14/2026
How to Switch from FBO to FBS on Ozon: A Practical Guide for Sellers
To switch from FBO to FBS on Ozon, you need to create your own warehouse in the Ozon Seller dashboard, set up the shipping method, add products and actual remaining stock there, and then organize order picking and packing on your end. You don't have to completely abandon FBO: both schemes can be used in parallel, flexibly dividing your assortment between them.
With FBO, products are stored at Ozon's warehouses, and the marketplace itself handles storage, picking, packing, and shipping orders to customers. With FBS, products remain with the seller or at a fulfillment warehouse until the moment of sale: the seller is responsible for storage, picking, and packing the order and hands it over to Ozon within the set deadlines.
What changes after switching from FBO to FBS
After switching to FBS, the seller takes on tasks that Ozon previously handled. This affects both operational workload and the cost structure.
With FBS, the seller is responsible for:
storing products at their own facility or a third-party warehouse;
accurate tracking and updating of remaining stock;
timely order picking;
packing in line with Ozon's requirements;
handing over shipments to the pickup point within the required deadlines.
In other words, savings on storage at Ozon are offset by costs for your own warehouse, packing, staff, and logistics to the shipping point. So before changing your operating scheme, it's important to calculate not only the marketplace's tariffs but also your internal warehouse and operational costs — separately for each product item.
How to switch from FBO to FBS on Ozon: step by step
1. Create an FBS warehouse in Ozon Seller
The first step is to add a new warehouse in your seller dashboard from which FBS orders will be shipped. This can be:
your own warehouse;
a third-party fulfillment operator's warehouse.
After creating the warehouse, you need to:
set its parameters (address, operating hours, shipping schedule);
choose how orders will be handed over to Ozon (where and within which time windows you will deliver shipments).
This warehouse will become the point from which Ozon picks up assembled orders.
2. Set up the shipping scheme
Next, you need to determine exactly how assembled orders will reach Ozon. With FBS, the chain looks like this: you receive an order in the dashboard, pick it at your facility, pack it, and deliver/hand it over to the designated point within the set deadline.
When setting up shipping, it's important to:
choose a convenient Ozon pickup point (in terms of distance and accessibility);
check whether you can pick and deliver orders within the deadline on working days;
review Ozon's packing requirements and shipment acceptance rules to avoid rejections and penalties.
If the shipping point is inconveniently located or far away, actual logistics can eat up the benefits of switching to FBS, so it's better to plan the scheme in advance.
3. Move products to the FBS warehouse and specify remaining stock
When switching to FBS, you usually don't need to create product listings from scratch. It's enough to:
link existing products to the new FBS warehouse;
specify actual remaining stock for them that you really have at your warehouse or at the fulfillment operator's facility.
It's critical that remaining stock in the system matches reality:
if Ozon shows more than you actually have in stock, you risk not being able to assemble the order;
unassembled orders lead to cancellations, customer dissatisfaction, and possible sanctions from the marketplace.
With a large assortment, updating remaining stock manually is inconvenient and risky. In this case, you can connect to the Seller API and use it to:
manage warehouses;
bulk update remaining stock;
process FBS orders and returns.
Automation via the API helps keep remaining stock up to date and reduces the risk of errors caused by human factors.
4. Organize order picking and packing
With FBO, storage, picking, and packing are handled by Ozon, but with FBS you need to set up these processes yourself. You'll need to plan in advance:
where exactly products will be stored at the warehouse (zones, shelving, labeling);
who will pick orders and according to what procedure;
where packing and order verification will take place;
who is responsible for tracking remaining stock in the system;
who monitors shipping deadlines and delivery to the pickup point.
If order volumes are low, some tasks can be done manually, but as volume grows, a chaotic workflow quickly leads to confusion, picking errors, delays, and cancellations. So launching FBS is better planned by assessing the real load on your warehouse — with a buffer in resources.
What to do with products already stored at FBO warehouses
When you enable FBS, remaining stock from FBO warehouses doesn't automatically move anywhere. It continues to sit at Ozon's warehouses and sell under the old scheme. There are several options:
Don't take anything back, just stop sending new supplies to FBO.
Then:
current remaining stock at Ozon's warehouses gradually sells out;
new supplies will be shipped from your FBS warehouse;
over time, sales will smoothly shift from FBO to FBS.
Take back some or all remaining stock from Ozon's warehouses.
To do this, you arrange for product removal from the marketplace's warehouse. This option works if:
FBO placement has become unprofitable;
you need to quickly move products to your own warehouse or to another operator.
Split the assortment between FBO and FBS.
You can:
keep some SKUs on FBO;
move others out and sell them via FBS.
This allows you to flexibly combine schemes and choose the more profitable option for each product.
Can you sell via FBO and FBS at the same time
Yes, working under both schemes simultaneously is allowed and is often the optimal choice. There's no need to fully disable FBO to start working via FBS.
A typical scenario for splitting the assortment matrix:
keep fast-moving, high-demand products on FBO so Ozon handles logistics;
move items with low or irregular demand to FBS and store them yourself;
test all new products via FBS with small remaining stock first;
store clearly seasonal products at your own warehouse outside the season, and bring them to FBO only during peak demand periods.
This approach helps you "test the waters" with FBS without drastic changes, while maintaining stable sales through the proven FBO scheme.
Where to store products when working via FBS
After switching to FBS, there are two main options for where products will be located.
1. The seller's own warehouse.
This works if:
you already have the space and necessary infrastructure;
you have staff who can handle receiving, storage, picking, and shipping;
stock tracking is set up and warehouse logistics are clear.
This format offers flexibility and control but requires investment in the warehouse, people, and processes.
2. A third-party fulfillment warehouse.
In this case:
products are stored at the fulfillment operator's facility;
the operator also picks and packs orders and hands them over to the marketplace;
you essentially only manage the product matrix, prices, and remaining stock in the system, while day-to-day operations are outsourced.
The upside is less routine work; the downside is the additional cost of fulfillment services. Which option is more profitable depends on order volume, assortment breadth, and your willingness to manage a warehouse yourself.
When FBS can be more profitable than FBO
FBS is especially justified for products that sell irregularly or slowly. If an item sits at an Ozon warehouse for months, storage fees gradually eat into the margin and make the sale less profitable.
In such cases, Ozon recommends looking not only at order volume but also at:
product margin;
total storage and logistics costs;
demand trends (growing, falling, or holding steady).
FBS may be preferable if:
you have a large assortment;
a significant share of SKUs sells infrequently;
demand for some items is hard to forecast;
the product is clearly seasonal;
you already have your own warehouse;
you often need to change the assortment and test new products;
you don't want to send large batches to Ozon's warehouses in advance.
In such situations, it's more convenient to keep stock at your own facility and ship as orders come in than to pay for long-term storage at the marketplace's warehouses.
Should you move your entire assortment to FBS
You don't have to move all products to FBS. Different schemes may be more profitable for different SKUs. It's more rational to make a decision based on calculations.
To evaluate FBS for each product, you need to account for:
storage costs at your own warehouse or at a fulfillment provider;
staff costs for order handling;
the price of packing materials;
the fulfillment operator's commission (if used);
costs of delivering products to the Ozon shipping point;
Ozon's logistics fees under FBS;
the impact of cancellations and returns on final profit.
FBS doesn't guarantee it will automatically be cheaper than FBO. For example:
for a product with high turnover, it's more profitable when Ozon handles the main logistics processes — in that case, FBO can be more convenient;
for items with a few sales per month, it's often better to keep stock at your own facility and work via FBS — that way you don't pay for long-term placement at the marketplace.
The best approach is to calculate unit economics for each product group and choose the scheme based on the results.
How to switch to FBS without a sharp drop in sales
You don't need to abruptly move your entire store to FBS. A safer strategy is a gradual transition with testing on a limited number of SKUs.
A practical algorithm:
Choose a small group of products for testing (a few SKUs).
Add remaining stock for them to the FBS warehouse in Ozon.
Work through the process: picking, packing, shipping within the required deadlines.
Calculate and compare costs for this group under FBS and FBO.
Assess delivery times, order volume, and customer response.
After the test, decide whether to expand the list of products on FBS and which items to keep on FBO.
This approach lets you identify bottlenecks in logistics, refine processes, and avoid risking sales across your entire assortment.
What metrics to compare after the switch
A reduction in storage costs doesn't yet prove that FBS has become more profitable. It's important to look at the economics comprehensively.
To correctly compare FBO and FBS schemes for each SKU, you need to track:
order volume;
gross revenue;
gross and net profit;
margin;
total logistics costs (including delivery to the shipping point);
storage costs;
product turnover;
number of cancellations and returns;
remaining stock dynamics.
It's more convenient to evaluate not the store as a whole but each item individually. In the Torgstat service, you can analyze Ozon products by:
sales;
profit and margin;
remaining stock;
turnover.
Such analytics shows how changing the scheme (FBO → FBS) affects the economics of specific SKUs and helps you decide which products are more profitable to keep on FBO and which make sense to move to selling from your own warehouse.
Frequently asked questions
Do I need to completely disable FBO to start working via FBS?
No, both schemes can be used simultaneously, flexibly dividing the assortment between them.
Do I need to create new product listings?
As a rule, no. It's enough to link existing listings to the FBS warehouse and specify remaining stock for them.
What happens to remaining stock at Ozon's warehouse after enabling FBS?
It will continue to sell via FBO until it runs out, or you can arrange for its removal.
Who packs orders under FBS?
Order packing and picking are handled by the seller or their fulfillment contractor before handing the shipment over to Ozon.
Can I use fulfillment under FBS?
Yes, storage, picking, and packing can be outsourced to a fulfillment operator, allowing you to work via FBS without your own warehouse.