Top 4 Mistakes by Ozon New Sellers in 2025

As a seasoned e-commerce operations expert with 5 years of experience in Ozon Global Selling, I have observed that new sellers often make critical mistakes that hinder their growth. This article outlines the top 4 mistakes made by Ozon new sellers, providing an in-depth analysis of the underlying logic, practical solutions, and real-world case studies to help avoid these pitfalls.

1. Inadequate Product Listing Optimization

One of the most common mistakes new sellers make is not optimizing their product listings properly. A poorly optimized listing can lead to low visibility, poor conversion rates, and negative customer experiences.

• Problem Scenario: A new seller from China lists a product without proper titles, descriptions, or images, leading to low click-through rates (CTR).
• Underlying Logic: Ozon's algorithm prioritizes products with complete, accurate, and keyword-rich listings. Poor optimization leads to lower search rankings and fewer sales opportunities.
• Solution: Use the Seller Central product creation tool (Seller Central) to ensure all fields are filled out correctly. Include relevant keywords in the title, bullet points, and description. Use high-quality images and videos to enhance product appeal.
• Case Study: A seller selling home decor items improved their CTR by 60% after optimizing their product titles and descriptions with local keywords like "декор для дома" and "интерьерные элементы".

Listing Element	Before Optimization	After Optimization
Title	Home Decor Item	Декор для дома – современный стиль, качественные материалы
Description	High quality, good price	Идеальный выбор для вашего интерьера. Изготовлен из экологичных материалов. Подходит для разных стилей.
Images	Low resolution, few angles	High-resolution images with multiple angles and lifestyle shots

2. Poor Return Management Practices

New sellers often neglect return management, which can lead to negative reviews, account penalties, and lost sales.

• Problem Scenario: A seller fails to respond to a return request within the 7-day window, resulting in a negative review and a penalty.
• Underlying Logic: According to Ozon’s official policy (Ozon Retailer Policy 2024), sellers must respond to return requests within 7 days and process returns within 14 days. Failure to comply can result in penalties and account restrictions.
• Solution: Monitor your returns in the Seller Central under “Returns”. Set up automated responses for common return reasons and maintain a clear return policy on your product page.
• Case Study: A clothing seller implemented a proactive return policy and saw a 30% reduction in negative reviews and a 20% increase in repeat customers.

3. Misunderstanding Ozon’s Promotion Policies

New sellers frequently misinterpret Ozon’s promotion rules, leading to ineffective campaigns or even account suspension.

• Problem Scenario: A seller runs a promotional campaign without understanding the discount limits, resulting in a failed promotion and a warning from Ozon.
• Underlying Logic: Ozon has strict rules about discounts, including maximum allowed discount percentages and frequency of promotions. Violating these rules can lead to penalties or account suspension.
• Solution: Review Ozon’s official promotion guidelines at Ozon Support Center. Use the “Promotions” section in Seller Central to create and manage campaigns according to the platform’s rules.
• Case Study: A seller who followed Ozon’s promotion rules and used targeted discounts saw a 40% increase in sales during the holiday season.

4. Ignoring Customer Reviews and Feedback