In a Moscow café, a Chinese seller frowns at his laptop screen as return rates climb, squeezing already thin profit margins. Cross-border e-commerce in Russia presents both opportunities and challenges, especially amid constantly evolving regulations. But a sudden announcement from Ozon brings relief—the platform will no longer deduct sales commissions for returns caused by merchants. What does this mean for Chinese sellers navigating Russia's e-commerce landscape?
Ozon's Policy Shift: Reducing Merchant Costs
Russian e-commerce platform Ozon recently implemented a significant policy change: from now until January 1, 2026, the platform will no longer deduct sales commissions for returns attributed to merchants. Additionally, refunded commissions will be fully returned to seller accounts, and processing fees for returned goods delivered to Ozon collection points will be waived. This move aims to lower operational costs for sellers and attract more high-quality merchants to expand Russia's e-commerce market.
The policy is seen as a positive signal from Ozon, indicating a more open and seller-friendly direction for Russia's e-commerce sector. For cross-border sellers who have long struggled with high return rates and complex processes, this represents a substantial benefit.
VIOMALL: Localized Solutions for Chinese Sellers
As Russia's e-commerce market grows, Chinese sellers are leveraging VIOMALL's localized services to gain market share. VIOMALL provides comprehensive solutions to overcome language barriers, compliance issues, logistics, and system operations when entering the Russian market.
Key services include:
- Ozon store registration: Professional assistance with higher success rates, plus language and policy guidance to minimize risks.
- Local supply chain: End-to-end services covering product selection, listing, order processing, and after-sales support.
- Local product distribution: Sourcing for high-demand categories like apparel, home goods, and electronics, with a "ready stock + dropshipping" model that eliminates inventory pressure.
Local Inventory + Local Shipping: Efficiency Gains
VIOMALL's local inventory model offers multiple advantages:
- Faster delivery: Shipping times drop from weeks to days, improving conversion rates and customer satisfaction.
- Simplified returns: VIOMALL handles all after-sales issues, avoiding costly cross-border return logistics. This is especially critical after Ozon introduced free returns to pickup points, which initially spiked return rates for cross-border goods.
Market Trends: China-Russia E-Commerce Synergy
The rapid growth of cross-border e-commerce between China and Russia stems from China's manufacturing strength meeting Russia's expanding demand. Favorable platform policies and currency fluctuations further enhance opportunities for Chinese sellers. With Russia's e-commerce penetration still rising, 2025 is viewed as a golden window for market entry.
Challenges and Strategies
Despite the potential, sellers face hurdles including high logistics costs, complex customs procedures, payment method differences, cultural gaps, and intensifying competition. To address these:
- Optimize logistics with local warehouses
- Partner with experienced customs brokers
- Integrate local payment options
- Adapt products and marketing to Russian preferences
- Focus on quality and service differentiation
As Russia's e-commerce market evolves, Ozon's new commission policy and localized services like VIOMALL's are helping Chinese sellers reduce costs and operational barriers. Success will depend on strategic adaptation to this dynamic market.