~ 7 min
8/31/2026
Ozon sales geography: how to view sales by cluster and distribute stock
Sales by cluster on Ozon show exactly where your products are bought across the country and how well remaining stock is distributed across warehouses. This data directly affects delivery speed, availability levels and the final profit for each SKU.
What Ozon clusters are in simple terms
An Ozon cluster is a geographic zone that includes several regions and warehouses to optimize logistics.
The marketplace groups different territories into clusters in order to:
store products closer to buyers;
optimize delivery routes;
manage remaining stock not by each warehouse separately, but by logistics zones.
Large regions are usually separated into individual clusters: Moscow, Saint Petersburg, Kazan, Novosibirsk, Yekaterinburg and other demand centers.
For a seller, clusters are especially important when working under the FBO model, when products are placed in Ozon warehouses in advance. Which clusters you send products to determines:
where orders will be shipped from;
how quickly the customer receives the purchase;
how high the share of local sales will be.
Why a seller should track sales by cluster
Analyzing sales by cluster is needed so as not to keep all remaining stock in one region if buyers are located all over the country.
If almost all products are stored, for example, in the Moscow cluster, while a significant share of orders comes from Novosibirsk, Yekaterinburg and Krasnodar:
orders will be fulfilled, but products will have to be moved between regions more often;
some clusters may face shortages despite demand;
others may have excess warehouse stock sitting idle.
Breaking down sales by cluster helps to:
understand where the main demand is concentrated;
plan regional supplies based on data rather than guesswork;
maintain target stock in key regions;
avoid excess stock in weak warehouses;
increase the share of local shipments and shorten delivery times;
notice in time that demand has "shifted" to other clusters.
The cluster system on Ozon was created precisely so that products are as close to buyers as possible, and logistics between regions are cheaper and faster.
Where to view sales by cluster on Ozon
Sales by region and cluster can be viewed in the Ozon Seller seller dashboard — it displays the geography of orders and the main metrics for planning supplies.
For the assessment to be useful, several indicators need to be analyzed simultaneously for each cluster:
| What to look at | Why it is needed |
|---|---|
| Number of orders | Understand how large demand is in the cluster |
| Sales in rubles | Assess the region's contribution to total gross revenue |
| Remaining stock | Check whether there is enough product in the warehouse |
| Sales velocity | See how quickly stock is being consumed |
| Share of sales | Identify the main demand regions |
| Products in transit | Avoid sending an extra supply on top of products already on the way |
Simply understanding "which cluster is the largest" is not enough. It is better to analyze each SKU:
different products have very different demand geography;
what sells well in Moscow and Saint Petersburg may barely move in Kazan;
another item, on the contrary, will be stronger in Yekaterinburg, Kazan and Novosibirsk.
That is, sales by cluster should be viewed not only for the store as a whole, but also broken down by individual items.
How to analyze sales by cluster using an example
The basic approach is to take a 30-day period and compare sales and remaining stock for each cluster.
Example for the last month:
| Cluster | Sales | Remaining stock |
|---|---|---|
| Moscow | 320 pcs. | 450 pcs. |
| Saint Petersburg | 170 pcs. | 60 pcs. |
| Yekaterinburg | 120 pcs. | 35 pcs. |
| Kazan | 45 pcs. | 180 pcs. |
How to read this data:
Moscow: 320 units sold in a month, 450 in the warehouse — stock looks comfortable, no additional urgent supply is needed.
Saint Petersburg: 170 units sold, 60 remaining — stock is well below monthly demand, so this cluster should logically be included in a priority supply.
Yekaterinburg: 120 sales and only 35 in the warehouse — also a clear candidate for replenishment.
Kazan: demand is low (45 sales), while stock is high (180 units) — sending more products there is unprofitable, there is a risk of "freezing" stock.
Conclusion: sales by cluster should always be viewed together with remaining stock. High or low sales on their own say little without understanding:
how much product is already stored there;
what the sales velocity is;
when the remaining stock will run out at the current pace.
What local sales on Ozon are
A local sale on Ozon is an order that is shipped from the same cluster where the buyer is located.
A simple example:
the customer lives in Novosibirsk;
the product is already stored in the Novosibirsk cluster;
the order is shipped from the same cluster — this is a local sale.
If the product is located only, for example, in the Moscow cluster, then for a buyer from Novosibirsk the sale will be non-local — the order will travel from another region.
The marketplace tracks the share of local sales and uses it to assess how correctly the seller distributes products across the country. Ozon is consistently developing the cluster system and encouraging product storage closer to the main audiences.
At the same time:
the terms for working with local and non-local sales change over time;
in 2026, for example, Ozon changed the mechanics for non-local sales and the related terms.
Before large shipments, it makes sense to log into the seller dashboard and check the current rules and tariffs.
How to distribute products between clusters
There is no need to divide a batch evenly across all clusters. The logic should be built around real demand and turnover goals.
An approximate approach:
if Moscow accounts for 40% of SKU sales,
Saint Petersburg — 20%,
other clusters — 40%,
then when planning the next supply, this distribution can be taken as a starting point and the batch allocated proportionally.
But repeating past sales "one-to-one" is not enough. The supply volume for each cluster is influenced by:
seasonality (expected growth or decline in demand);
participation in promotions and sales;
demand dynamics (growth, decline, stagnation);
current remaining stock in each warehouse;
how much product is already in transit;
the planned period until the next supply;
target turnover and acceptable stock level.
The scheme "sold 100 units — send another 100" rarely works correctly:
if demand grows, this stock will be too little;
if it falls, on the contrary, you may end up with excess stock.
Why you should not rely only on total sales
The total sales figure for a product (for example, 1,000 units per month) says almost nothing about how to distribute stock across the country.
Two scenarios with the same monthly volume of 1,000 units:
Option 1:
Moscow — 700 sales;
other regions — 300.
Option 2:
Moscow — 250;
Saint Petersburg — 200;
Yekaterinburg — 180;
Kazan — 150;
other clusters — another 220.
The total is the same in both cases — 1,000 units. But the supply strategy is completely different:
in the first option, it is logical to focus on the Moscow cluster and supporting supplies to the rest;
in the second, several large regions matter at once, and ignoring even one of them is not an option.
Therefore, to plan regional stock, you need to look not only at total sales for the store or by SKU, but at the breakdown by clusters and regions.
How to analyze Ozon sales geography in Torgstat
For systematic work with sales geography, it is convenient to use an external analytics service. In Torgstat there is a Geography report for this. For a more detailed and complete analysis, filters can be used in the report:
Shipment cluster;
Delivery cluster;
Warehouse + Delivery cluster;
Shipment cluster + Delivery cluster.
This report allows you to:
see in which regions and clusters buyers most often order your products;
analyze the distribution of sales across the country in a single interface;
notice atypical situations faster, for example:
demand in a certain region has started to grow;
As a result, decisions are made not only about what volume of products to ship to Ozon, but also which clusters to distribute it across, so that the money invested in stock works more efficiently.
How often to check sales by cluster
The frequency of analysis depends on sales velocity and the importance of the SKU to the business.
A universal approach:
before every sizable supply — mandatory;
for fast-moving items — additionally once a week or more often.
Increased attention to clusters is required during periods of:
major sales;
pronounced seasonal demand;
launching new products;
increased ad traffic;
expansion into new regions.
If the sales structure changes, the previous stock distribution scheme quickly stops matching the real demand geography. Without regular checks, it is easy to run into either shortages in key warehouses or "frozen" remaining stock in weak clusters.
FAQ
What is a cluster on Ozon?
An Ozon cluster is an enlarged geographic zone that combines several regions and marketplace warehouses with shared logistics. The system is used to store and deliver products closer to buyers.
Why track Ozon sales by cluster?
To understand in which regions demand for specific products is concentrated, and to use this information when planning supplies and distributing warehouse stock.
Where to view sales by region on Ozon?
The geography of orders and the indicators needed for planning regional supplies can be viewed in the Ozon Seller seller dashboard. For regular analysis, it is convenient to additionally connect external analytics.
What is a local Ozon sale?
This is a sale in which an order is shipped to the buyer from the same cluster where the recipient is located, without interregional movement of the product.
Should products be supplied to all Ozon clusters?
No. The decision depends on demand geography, sales volumes and the economics of a specific SKU. It is often more profitable to keep stock in several key clusters rather than everywhere at once.
How to determine how much product to send to each cluster?
You need to compare sales for the selected period, current remaining stock, sales velocity and products in transit, and also take into account seasonality and expected changes in demand.
Can Ozon sales by cluster be viewed in Torgstat?
Yes. Torgstat has a "Geography" report that shows the distribution of orders by regions and clusters.