OZON’s 4 Key Category Trends & Sales Growth Guide

OZON’s GMV has surged 100%+ yearly, hitting 1.47B orders in 2024.

At Airsang Design, we break down the platform’s growth drivers—covering top category trends, buyer insights, and strategies to help sellers stand out and win in Russia’s booming e-commerce market.

OZON Platform Overview: GMV Growth & Category Trends

OZON’s Explosive Growth: Orders Reached 1.47 Billion in 2024

OZON has maintained a remarkable 100%+ annual GMV growth rate in recent years. In 2023, the platform exceeded 500 million orders, and by 2024, that number skyrocketed to 1.47 billion—marking its position as one of Russia’s fastest-growing e-commerce platforms.

Top 4 Categories: Electronics, Home, Fashion, and Mother & Baby

OZON’s core product categories include Electronics, Home, Fashion, and Mother & Baby. According to 2024 data:

• Home showed the most significant GMV growth
• Fashion remained stable with strong order volume growth
• Mother & Baby saw improved performance thanks to expanded logistics
• Electronics remained the largest category by GMV, but growth has slowed

Category distribution is now more balanced, signaling OZON’s shift toward a diversified marketplace—welcoming more multi-category sellers.

Category Trends and Buyer Demand

• Electronics: High-ticket items like smartphones, tablets, and laptops continue to lead in GMV.
• DIY Tools: A key subcategory under Home, now ranks as the second-largest category on the platform.
• Fashion: Fast-growing in order volume, though average order value has dipped slightly.
• Mother & Baby: Driven by better logistics and growing consumer demand.

Emerging Opportunities for Chinese Sellers

Top-performing subcategories—ranked by GMV, buyer volume, and seller revenue—show strong alignment with China’s industrial clusters, especially in Guangzhou. Categories like apparel, auto parts, and beauty & health are seeing rapid growth, offering clear entry points for cross-border sellers targeting the Russian market.

OZON Buyer Profile & Top-Selling Trends Across 4 Key Categories

OZON Buyer Profile & Hot-Selling Trends Across 4 Key Categories

OZON’s buyer base is 62% female and 38% male, with most users aged 25–44. This group has strong spending power, and the average cross-border order value is around ¥200.

Top-Selling Category Trends:

1. Electronics: Growth across all subcategories. Laptops, small home appliances (e.g. vacuum cleaners, induction cookers), and accessories like Bluetooth headsets are top sellers. Local demand is strong for both top-tier and mid-range brands.
2. Home & DIY: High demand for power tools, lighting, outdoor gear, and auto accessories. Russians favor EU/US brands and enjoy DIY. Kitchenware, wall décor, and bath products (e.g. multifunction showerheads) are also hot.
3. Mother & Baby: Toys, skincare sets, and cosmetics like mascara and blush perform well. Pet products—like carriers, feeders, and dog houses—also show cross-border potential.
4. Fashion: One of Russia’s fastest-growing online categories (92× growth since 2019). Apparel leads, followed by footwear and accessories. Women prefer lighter tones and value pricing, while men favor premium items in dark blues and neutrals.

Traffic Acquisition and Sales Growth Strategies for OZON Sellers

OZON Seller Strategies: Boosting Traffic & Sales

1. Optimize Product Listings
   Before joining promotions, ensure your product cards are fully optimized to capture organic traffic. Understand OZON’s ranking logic to improve visibility.
2. Join Major Sales Events
   Take part in key promotions like the current Home Sale, upcoming Summer Sale, and Double 11. These events can double your conversion rate with no extra fees—just offer discounts to shoppers.
3. Leverage High-Potential Programs
   Participate in OZON’s featured programs, such as the bidding model (price + stock competition for traffic and commission support) and FTP semi-fulfillment (pre-stocking boosts delivery speed and listing exposure).
4. Use On-Platform Ads
   Utilize built-in tools like Template Ads, Top Placement, and Search Ads to increase reach and sales. Detailed usage guides are available.
5. Boost Reviews for Credibility
   Use reward points to encourage reviews for new or low-feedback items. Pin top reviews to the product page to improve trust and conversions.

Conclusion

At Airsang Design, we help brands succeed on OZON by optimizing product listings, ad strategies, and user experience—ensuring your store stands out, converts better, and captures growth in Russia’s booming e-commerce market.