~ 7 min
8/31/2026
How to view sales by clusters on Ozon and properly allocate products
Sales by cluster on Ozon show exactly where in the country your products are being purchased and how well stock is distributed across warehouses. This data directly impacts delivery speed, availability levels, and final profit for each SKU.
What are Ozon clusters
An Ozon cluster is a geographic zone that includes several regions and warehouses to optimize logistics.
The marketplace groups different territories into clusters to:
store products closer to customers;
optimize delivery routes;
manage remaining stock not by each warehouse individually, but by logistics zones.
Large regions are typically designated as separate clusters: Moscow, St. Petersburg, Kazan, Novosibirsk, Yekaterinburg, and other demand centers.
For sellers, 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 will receive their purchase;
how high the share of local sales will be.
Why sellers should track sales by cluster
Analyzing sales by cluster is necessary to avoid keeping all stock in one region when customers are spread across 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 experience stockouts despite demand;
others may have excess warehouse stock sitting idle.
Analyzing sales by cluster helps you:
understand where the main demand is concentrated;
plan regional supplies based on data rather than "by eye";
maintain target stock levels in key regions;
avoid excess inventory at weak warehouses;
increase the share of local shipments and reduce delivery times;
notice in time when demand has "shifted" to other clusters.
The cluster system on Ozon was created precisely to keep products as close to customers as possible and make inter-regional logistics cheaper and faster.
Where to view sales by cluster on Ozon
Sales by region and cluster can be viewed in the Ozon Seller dashboard — it shows order geography and key metrics for supply planning.
To make the assessment useful, you need to analyze several metrics for each cluster simultaneously:
| What to look at | What it's for |
|---|---|
| Number of orders | Understand how strong demand is in the cluster |
| Sales in rubles | Assess the region's contribution to total gross revenue |
| Remaining stock | Check whether there's enough product in the warehouse |
| Sales velocity | See how quickly stock is being depleted |
| Share of sales | Identify the main demand regions |
| Products in transit | Avoid sending an extra supply on top of what's already on the way |
Simply understanding "which cluster is the largest" is not enough. It's better to analyze each SKU individually:
different products have very different demand geography;
what sells well in Moscow and St. Petersburg may barely move in Kazan;
another item No. may, conversely, perform better in Yekaterinburg, Kazan, and Novosibirsk.
In other words, sales by cluster should be viewed not only across the entire store, 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. |
| St. 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 stock — the inventory looks comfortable, no urgent additional supply needed.
St. Petersburg: 170 units sold, 60 in stock — inventory is well below monthly demand, this cluster should logically be included in the priority supply.
Yekaterinburg: 120 sales and only 35 in stock — also a clear candidate for replenishment.
Kazan: low demand (45 sales) and high inventory (180 units) — sending more products there is not cost-effective, there's a risk of "freezing" stock.
Conclusion: sales by cluster should always be viewed in conjunction with remaining stock. High or low sales by themselves say little without understanding:
how much product is already stored there;
what the sales velocity is;
when the stock will run out at the current pace.
What are local sales on Ozon
A local sale on Ozon is an order that is shipped from the same cluster where the customer is located.
A simple example:
the customer lives in Novosibirsk;
the product is already stored in the Novosibirsk cluster;
the order is shipped from this same cluster — this is a local sale.
If the product is only stored, for example, in the Moscow cluster, then for a customer 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 storage of products closer to key audiences.
At the same time:
the terms of working with local and non-local sales change over time;
in 2026, for example, Ozon changed the mechanics for non-local sales and related conditions.
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's no need to split a batch evenly across all clusters. The logic should be built around actual demand and inventory turnover goals.
An approximate approach:
if Moscow accounts for 40% of an SKU's sales,
St. Petersburg — 20%,
the remaining clusters — 40%,
then when planning the next supply, you can use this distribution as a starting point and split the batch proportionally.
But replicating past sales "one-to-one" is not enough. The supply volume to 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 at each warehouse;
how much product is already in transit;
the planned time until the next supply;
target inventory turnover and acceptable stock levels.
The "sold 100 units — send another 100" scheme rarely works correctly:
with growing demand, this stock will be insufficient;
with declining demand, you may end up with excess inventory.
Why you can't rely only on total sales volume
The total sales figure for a product (e.g., 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:
Scenario 1:
Moscow — 700 sales;
other regions — 300.
Scenario 2:
Moscow — 250;
St. 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 scenario, it makes sense to focus on the Moscow cluster with 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, for planning regional stock levels, you need to look not only at overall store or SKU sales, but at the breakdown by clusters and regions.
How to analyze Ozon sales geography in Torgstat
For systematic work with sales geography, it's convenient to use an external analytics service. In Torgstat, there's a Geography report for this purpose. For more detailed and comprehensive analysis, you can use filters in the report:
Shipping cluster;
Delivery cluster;
Warehouse + Delivery cluster;
Shipping cluster + Delivery cluster.
This report allows you to:
see in which regions and clusters customers most often order your products;
analyze the distribution of sales across the country in a single interface;
quickly spot atypical situations, for example:
demand in a certain region has started to grow;
Ultimately, decisions are made not only about what volume of products to ship to Ozon, but also across which clusters to distribute them, so that the money invested in inventory works more efficiently.
How often to check sales by cluster
The frequency of analysis depends on sales velocity and the significance of the SKU for the business.
A universal approach:
before every significant supply in volume — mandatory;
for fast-moving items — additionally once a week or more often.
Increased attention to clusters is required during periods of:
major sales events;
pronounced seasonal demand;
launching new products;
increased ad traffic;
entering new regions.
If the sales structure changes, the previous stock distribution scheme quickly stops matching the actual demand geography. Without regular checks, you can easily face either stockouts at key warehouses or "frozen" inventory in weak clusters.
Frequently asked questions
What is a cluster on Ozon?
An Ozon cluster is an aggregated geographic zone that combines several regions and marketplace warehouses with shared logistics. The system is used to store and deliver products closer to customers.
Why track Ozon sales by cluster?
To understand which regions have concentrated demand for specific products and to use this information when planning supplies and distributing warehouse stock.
Where can I view sales by region on Ozon?
Order geography and the metrics needed for planning regional supplies can be viewed in the Ozon Seller dashboard. For regular analysis, it's convenient to additionally connect external analytics.
What is a local Ozon sale?
This is a sale where the order is shipped to the customer from the same cluster where the recipient is located, without inter-regional product movement.
Do I need to supply products to all Ozon clusters?
No. The decision depends on demand geography, sales volumes, and the economics of the specific SKU. Often it's more cost-effective to keep stock in several key clusters rather than everywhere at once.
How do I determine how much product to send to each cluster?
You need to compare sales for the selected period, current remaining stock, sales velocity, and product in transit, as well as account for seasonality and expected demand changes.
Can I view Ozon sales by cluster in Torgstat?
Yes. Torgstat has a "Geography" report that shows the distribution of orders by region and cluster.