Starting from July 31, 2026, Ozon is changing the reward for sales on the FBO scheme for most categories. For goods cheaper than 300 rubles, the commission will increase by 6 percentage points from the current values, for goods more expensive than 300 rubles, it will rise to the amount of remuneration under the FBS scheme.
At the same time, the site launches a local sales system. If the product is in the same cluster as the buyer, the seller receives a discount on the commission: from July 31 to August 29 — 6 percentage points in all clusters, from August 30 — 3 percentage points in most clusters. In the clusters "Moscow, Moscow Region" and "Far regions", the discount for locality does not apply at all from August 30.
The industry association assessed the design critically. Alexey Vasiliev, Co-chairman of Legal Affairs at AUREK, points out that the compensating effect of the discount is temporary.
"Externally, the increase is offset by a discount. But it is valid only for locality, it is temporary, and since August 30 it has been reduced or completely canceled. Thus, the mark—up for non-locality, which has been canceled since July 9, is actually offset by an increase in the commission for non-local sales," explained Alexey Vasiliev.
The second point of the claims concerns the calculation methodology. The commission is calculated from the price of the goods, whereas the FAS of Russia previously issued a warning to Ozon with a requirement to eliminate the dependence between the price of the goods and the cost of logistics. According to the association, the change in the tariff model worsens the conditions of sellers and is at odds with this requirement.
The third claim is the timing of the notification. The platform announced the increase in commissions from July 31 on July 16, that is, 15 days in advance. The Memorandum of digital platforms provides for a 45-day warning to partners, and Ozon itself adheres to this rule with other changes: sellers were notified in advance of the tariff adjustment starting on August 28 with just such a margin.
Sellers on FBO should recalculate the unit economy in two ways: taking into account the discount for locality before August 29 and without it after August 30, separately for the clusters "Moscow, Moscow Region" and "Far regions", where there will be no relief. Where a significant share of sales goes beyond the storage cluster, it is reasonable to estimate the redistribution of balances across warehouses — savings on commission can cover the cost of relocation.
