Marketplaces
FBO vs FBS vs FBW: which fulfilment model should a new Wildberries or Ozon seller choose?
On Wildberries, where FBO is called FBW, FBS costs 4.5 commission points more for most items, but handover within 13 hours takes 5 points off. A seller who packs the same day usually pays less on FBS; FBW suits items ordered daily nationwide and sellers who cannot ship daily. On Ozon, FBO and FBS fees are mostly equal.
Why is FBO called FBW on Wildberries, and how do the models map across platforms?
FBO means the marketplace stores and delivers your stock. Ozon uses that name; Wildberries calls it “WB Warehouse”, or FBW, the equivalent of Amazon's FBA.
| Who stores / who delivers | Wildberries | Ozon | Yandex Market |
|---|---|---|---|
| Marketplace stores and delivers | FBW (“WB Warehouse”) | FBO | FBY |
| You store and pack, marketplace delivers | FBS (“Marketplace”) | FBS | FBS |
| You store and deliver | DBS (“Showcase”) | realFBS | DBS |
Wildberries also offers EDBS (you deliver within 1–4 hours, 3% commission on almost everything), DBW (a WB courier collects orders from you, for now mainly oversized goods) and click-and-collect from your shop. First-time sellers of ordinary goods rarely need them.
What changed in Wildberries tariffs in summer 2026?
Guides that still price logistics through the localisation index are out of date:
- 13 July: the sales distribution index, part of the delivery calculation since 23 March, was dropped.
- 6 August: WB announced that handing an FBS order over within 13 hours now cuts the commission by 5 points instead of 1.5; the offer terms of 1 September give 3.5 points within 18 hours.
- 7 August: the 10 ₽ pick-up-point drop-off rate now covers the first 500 items a day; each item after that costs 50 ₽.
- 15 August: all WB warehouses in Russia moved to a single 170% delivery and storage coefficient (100% for oversized goods); the localisation index now applies only to earlier supplies.
- 24 August: a new commission table by product type and sales model took effect.
For new supplies, the warehouse you choose no longer changes the delivery price. The tariff is fixed when you plan a supply: 90 days for clothing, footwear and headwear, 60 for everything else.
What does one product cost under FBW, FBS and DBS?
Our CONCEPT product is a children's cotton sweater, sizes 104–128, priced at 2,490 ₽ after the seller's discount: about $29.62 at the Bank of Russia rate of 84.0657 ₽ per dollar on 23 September 2026. Landed cost with marking code and bag is 950 ₽; packed at 30 × 20 × 5 cm it takes 3 litres. We assume WB files it under “Sweaters”: 37.5% on FBW, 42% on FBS, 45% on DBS. We also assume 7 in 10 orders are bought out, 60 days in storage, 30 ₽ a unit to truck the batch to WB, 20 ₽ to pack and drop off an FBS order and 300 ₽ per DBS courier trip.
| Line | FBW | FBS, handover ≤13 h | DBS, delivery ≤24 h |
|---|---|---|---|
| WB commission at table rate, before platform discounts | 37.5% → 933.75 | 42% − 5 pts → 921.30 | 45% − 2 pts → 1,070.70 |
| Delivery to the buyer: (46 + 14 × 2) × 170% | 125.80 | 125.80 | 300 — your courier |
| Storage: 0.08 ₽ × 3 l × 170% × 60 days | 24.48 | 0 | 0 |
| Acceptance or order drop-off | 0 — sorting-centre acceptance is free for now | 10 — pick-up point | 0 |
| 3 refusals per 7 sales: delivery both ways | 85.63 | 89.91 | 128.57 |
| Your handling: batch to WB or packing each order | 30.00 | 28.57 | 28.57 |
| Total cost | 1,199.66 | 1,175.58 | 1,527.84 |
| Left before tax and ads: 2,490 − cost − 950 | 340.34 (≈ $4.05) | 364.42 (≈ $4.33) | 12.16 (≈ $0.14) |
Under both FBW and FBS a refused item goes back to WB's warehouse at the base tariff without the coefficient, 74 ₽ for 3 litres; on FBS the line also carries the drop-off fee paid for that order. After 18 hours the FBS rate stays at 42%: cost climbs to 1,300.08 ₽, 100.42 ₽ above FBW, leaving 239.92 ₽ (≈ $2.85) per sale.
When does FBS beat FBW, and when does it lose?
FBS delivery uses the FBW coefficient of the warehouse your seller warehouse is linked to, usually 170% today, so the gap comes from commission, storage and handling:
| How fast you hand over an FBS order | FBS rate against FBW | Days in WB storage after which FBS is cheaper |
|---|---|---|
| Within 13 hours | 0.5 points lower | ≈1 day |
| 13–18 hours | 1 point higher | ≈90 days |
| Over 18 hours | 4.5 points higher | ≈300 days |
For your own item: rate gap × price / 100, plus drop-off and packing per item sold, minus storage for the average days to sale and batch trucking. Below zero, FBS is cheaper. For the sweater, fast FBS wins on money from the first day of storage; it loses when nobody can hand orders over within 13 hours every day, when packing eats your working day, or when an item sells daily nationwide and delivery time matters more than a few roubles.
How does the model affect search ranking and delivery time?
WB's help centre gives delivery zones, assembly and delivery time a 30 to 40% weight in ranking; for comparison, sales volume carries 10 to 25% and conversion 5 to 20%. On FBW the item already sits in WB's warehouse, which WB says gives the widest delivery reach. On FBS your packing time and the trip to the drop-off are added, so fast handover protects your search position as well as earning the commission discount.
Since the warehouse no longer changes the price, choose it for delivery time: a sweater stored near Moscow still takes longer to reach Novosibirsk than one stored locally. If many orders come from one region, keep stock there.
How much cash does each model tie up?
FBW needs a batch: a hundred sweaters is 95,000 ₽ of landed cost (about $1,130) sitting at WB before the first sale. At 3 sales a day it clears in roughly 33 days, and storing it costs about 680 ₽ in total. Getting the batch size wrong costs far more.
Taking an unsold sweater back to your pick-up point costs (46 + 14 × 2) × 170% + 155 ₽ = 280.80 ₽, or 11% of its price; to your address, 100 ₽ more. Uncollected, it waits there 7 days (3 free, then 10 ₽ a day), returns to the warehouse for 250 ₽ and goes to disposal for 44 ₽. On FBS the stock stays with you and can serve WB, Ozon and your own site at once.
Which products belong in the marketplace warehouse and which at home?
WB lets you combine models, and FBS needs no separate listings: stock from your own warehouse attaches to the same product card. A sensible split for a sweater in five sizes:
- FBW for core sizes and daily sellers, where delivery time matters most.
- FBS for edge sizes, test colours and end-of-season leftovers.
- DBS only for what WB itself lists as a fit: made-to-order, fragile or oversized goods and items that need a fitting. For ordinary clothing the 45% rate makes it the most expensive model.
Review the split monthly: core sizes can change from one season to the next.
Can a seller based outside Russia use FBS?
Only if your stock sits near a WB drop-off point: the 5-point discount needs each order at the linked sorting centre or pick-up point within 13 hours. A seller abroad keeps stock with a partner near one or ships FBW batches. The rates here are WB's table for sellers from Russia; check the ones your portal shows.
How do you choose a model in five questions?
| Question | If yes | If no |
|---|---|---|
| 1. Is the item oversized, fragile, made to order or in need of a fitting? | DBS or FBS: WB recommends DBS for such goods | Question 2 |
| 2. Can you afford a batch you could leave in a warehouse for 2–3 months? | Question 3 | FBS: one stock at home serves every platform |
| 3. Can you hand over every FBS order within 13 hours, weekends included? | Question 4 | FBW for fast sellers: slow FBS costs 4.5 points more |
| 4. Does it sell daily, with orders from across the country? | FBW for core sizes: delivery time carries 30–40% of the ranking weight | FBS: you save on rate and storage |
| 5. Is it seasonal? | FBW for the season on a tariff fixed for 90 days; leftovers to FBS | Keep the model and recheck in 30 days |
Which Wildberries and Ozon reports confirm the choice after 30 days?
- WB weekly sales report, detailed view: “KVV size, %” shows the commission after all discounts, and the fixed warehouse coefficient shows each batch's tariff.
- WB “Paid storage” and “Acceptance operations”: storage per SKU and charges on arrival.
- WB “Order geography”: where orders really come from.
- WB FBS assembly tasks: how many orders you handed over within 13 hours.
- Ozon: “Accruals report”, “Unit economics” and “Sales locality”.
Put the real buyout rate, commission and storage days into the cost table above. Our rule of thumb: if the gap between models exceeds 3% of the price two weeks running, move the SKU; if it is smaller, the move is not worth your time.
How VITON13 does it
Choosing a model starts with what to ship and how much, which the Demand Audit answers in 1–2 working days. Per-SKU modelling of FBW against FBS belongs to marketplace unit economics (3–5 working days). Both suit sellers planning a first shipment or deciding which SKUs to move to their own warehouse.
Demand Audit
- Price
- $33 AI-assisted or $53 human-led
- Timeline
- 1–2 working days
Marketplace unit economics
- Price
- $53 AI-assisted or $73 human-led
- Timeline
- 3–5 working days
AI-assisted: AI drafts inside defined steps, a person directs and checks every result. Human-led: a specialist does the work and AI assists.
What is included
- Demand Audit: 1 findings document on category demand, catalogue and listing search visibility
- Demand Audit: a priority list and a 90-day action map
- Unit economics: 1 cost register and 1 contribution model per agreed SKU, FBW and FBS side by side
- Unit economics: return sensitivity, break-even scenarios and 1 decision memo
- 1 written completion note at handoff
Not included
- Seller-account access: we work from public data and your exports
- Financial advice: the model runs on your costs and current platform terms
- Photography, ad spend and account management
Revisions: Demand Audit: 1 round on the findings document; unit economics: rounds fixed in the written scope
Get an estimate in 1 working dayExample
CONCEPTConcept — not a commissioned project
A kids' sweater on Wildberries, costed before the first shipment
This is a worked model, not a client case: the studio has no marketplace project it can show yet. We ran a 2,490 ₽ sweater through all three models at WB tariffs on 23 September 2026 and applied the 3% rule from the 30-day check. Fast FBS beats FBW by 24.08 ₽, 1% of the price: not worth moving stock already at WB. Slow FBS loses 100.42 ₽, 4% of the price or about 9,000 ₽ a month at 3 sales a day: that SKU belongs on FBW.
What this does not prove
- Landed cost, buyout, storage days and handling costs are our assumptions, not a real shop's data.
- WB's own classification of the listing, not our “Sweaters” assumption, sets the real rate.
- Platform discounts lower the actual commission, so your report will differ.
- Ads, tax, payment processing, storage of refused FBS items at WB and any sales gained from faster delivery are excluded.
- WB changes tariffs several times a year; the figures hold for 23 September 2026.
Questions and answers
Will a product lose its search position if FBW stock runs out during a switch?
No. WB says ranking is not reset at zero stock: positions return once you restock, though an out-of-stock size's past sales drop out of the sales factor until it is back. Raising the price to hold the last units is worse, WB warns: conversion falls and the position is harder to regain.
Does Wildberries charge commission on refused or returned orders?
No. WB keeps commission only on sales that are not returned, calculated from the price after your discount; a buyer who returns an item gets everything back, commission included. You still pay delivery both ways, so the buyout rate matters more than the headline rate suggests.
What happens to an FBS sweater the buyer refuses?
It does not come back to you. WB takes a refused item in good condition to its own warehouse and sells it from there as FBW, charging storage at 0.07 ₽ per litre a day times the warehouse coefficient. Bulky and oversized goods go back to the seller. You can pull the sweater back only as an ordinary, paid warehouse return.
Where should a seller with one product and little cash start?
With FBS, if a sorting centre or pick-up point is nearby and you can pack orders daily. Setup takes four steps: create the product card, set the price, create a seller warehouse with its drop-off point and enter your stock. Once a size sells daily, send it to WB as a batch.
Does the same logic apply on Ozon?
The logic holds, but the fee gap is smaller. In Ozon's table from 28 August 2026, FBO and FBS carry the same sales fee for 8,943 of 9,308 product types; a sweater over 300 ₽ pays 52% on both. So logistics, storage and your time decide: take them from your account on the day you calculate, since Ozon changed its terms more than once in 2026.
Sources
- WB Partners — Delivery types and cost calculation —
- WB Partners — How storage is calculated —
- WB Partners — Tariff fixing —
- WB Partners — Acceptance of goods —
- WB Partners — The FBS sales model —
- WB Partners — How to choose a sales model —
- WB Partners — Commission coefficient (KVV) —
- Wildberries — KVV rate table for sellers from Russia (PDF) —
- Wildberries offer terms, section 12 — commission rules —
- WB Partners — Search results and product ranking —
- RIA Novosti — Wildberries expands support for FBS sellers —
- Ozon Business on VK — tariffs from 6 April 2026 —
- Ozon — sales fee table from 28 August 2026 (XLSX) —
- Yandex Market — Fulfilment models —
- Ozon — Accruals report —
- Ozon — Unit economics —
- Ozon — Sales locality —
- Bank of Russia — official exchange rates, 23 September 2026 —