Tips and pitfalls: how to build a successful business on Ozon.

Ozon is one of the largest marketplaces in the CIS region. Currently, it boasts an audience of 53.5 million active users, a figure that continues to rise. This growth presents vast opportunities for entrepreneurs to generate income. However, like any business venture, there are specific nuances to consider in order to achieve success. In this article, we will discuss the key aspects that can help you build a sustainable and profitable business on Ozon.

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Choosing a Niche and Product Range

The first step to success on Ozon is making an informed choice of niche and properly forming your product range. This requires market research to understand which products are in the highest demand. You can easily achieve this using the platform's analytics, which becomes available after registering as an Ozon seller. The entire process takes no more than 15 minutes. Simply fill out the questionnaire, link your phone number to the account, and attach the necessary documents.

After registration, the necessary sections will appear in your personal account. The "Popular Products" tab shows which items are most frequently purchased on the platform, while "Search Queries" indicates how many customers are looking for what you plan to sell. Additionally, you can immediately identify which products people are interested in but which are not yet available on Ozon.

General tips:

Avoid categories where competition is too high. Find a balance between product popularity and competition levels.
Analyze competitor prices and set your pricing considering margins and logistics costs.
The quality of your products plays a crucial role in retaining customers and garnering positive reviews.

Logistics and Delivery

Effective logistics is the foundation of a successful business on Ozon. The platform offers various delivery options. Choose the one that best meets your needs and capabilities:

FBS: you store the product yourself, but delivery is handled by Ozon. This is suitable for new products that you are still testing.
realFBS: completely independent logistics management. This is suitable for sellers with their own established delivery system.

Product Card Optimization

Properly setting up your product card is key to high sales. Pay special attention to the following aspects:

The title should be informative and contain keywords relevant to the buyer's search.
The description should be detailed, structured, and appealing.
High-quality photographs play an important role in the purchasing decision. Take shots from different angles to show the product in action.
If possible, it’s better to attach a video to the product card right away. This way, people can see your product from all angles.

By the way, during the course of your work, you can enhance your product card by adding photos, infographics, and videos to boost sales.

Working with Reviews and Ratings

Being friendly and prompt in handling reviews is a vital factor for success on Ozon. Try to respond to all messages; this will show customers that you care about service quality and remain available in any situation. Often, even negative reviews can be turned to your advantage by offering a solution to the problem. Sometimes, it happens that a person misunderstands the instructions and simply uses the product incorrectly. Remember, when you respond to a review, you are not just communicating with a specific customer, but also demonstrating your attitude toward consumers to other potential clients.

Advertising Campaigns and Promotion

Utilizing Ozon's advertising tools will help attract more customers and increase sales. There are both paid and free options available. When a buyer enters a query, the marketplace evaluates and selects products based on key parameters: popularity, relevance of the text, sales volume, price, rating, delivery, personalization, participation in promotions, and the possibility of express delivery. By working on improving all these indicators, you can enhance your chances of success. Initially, the most effective strategies are templates, top listings, search promotion, and participation in promotions and sales. Subsequently, it is necessary to analyze the results of your advertising campaigns and choose the most optimal promotion methods.

Analytics and Monitoring

Regularly analyzing the performance indicators of your store on Ozon is essential for making informed decisions. The platform's built-in analytics allows sellers to view complete sales statistics in their own and related categories, study close competitors, and see which products are selling more actively to adjust their assortment accordingly.

Ozon supports sellers by sharing a wealth of information on how to make business on the marketplace effective. In the special "Knowledge Base," detailed step-by-step instructions are compiled to help beginner entrepreneurs find answers to most questions. This section contains valuable advice regarding warehouse management, orders and returns, promotion, sales analytics and reporting, ratings, finance and accounting, and much more.

On the Ozon Training site, more than 40 free courses are available for beginners, as well as various simulators and video instructions, tips from successful sellers and experts. Moreover, Ozon conducts weekly webinars on various topics related to working on the platform. You can participate online and ask questions to the speakers, or watch the webinar recording at any convenient time.

Building a business on the marketplace requires careful planning and ongoing analysis. The right choice of niche, effective logistics organization, quality product presentation, and active advertising efforts will help achieve high results. Ozon assists its partners at every stage, making the path to success as quick and comfortable as possible. More details are available on the website.

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