The service market 'for Russia' sells foreign warehouses, cargo lines, and clearing companies to Chinese sellers. For the cross-border model on WB and Ozon Global, none of this is necessary: your goods are stored in China, handed over to the marketplace warehouse, and the marketplace itself organizes delivery and customs. You should only pay for extra links in the chain if you are intentionally switching to a different model.
Cross-border: a chain without intermediaries
- Storage — your own warehouse or fulfillment in China.
- Handover — to the marketplace warehouse: addresses are in the articles about WB warehouses and Ozon warehouses.
- Delivery and customs clearance — marketplace carriers; more details in the article on customs clearance.
- No separate contract with a cargo company or broker is required.
When a foreign warehouse in Russia is actually needed
A warehouse in Russia makes sense when switching to a local model: shipping in batches to marketplace warehouses (FBO) or shipping from your own warehouse in Russia (rFBS-like schemes). This provides fast delivery to the buyer but requires a Russian legal entity, certification according to EAEU regulations, and importing batches — a completely different level of costs and risks. Starting with cross-border and moving only proven hits to the local model is a typical strategy.
Cargo lines and clearing companies
Cargo shipping and 'customs clearance specialists' are tools for classic B2B trade: a batch of goods, an export declaration, and an importer in Russia. If you sell through Chinese marketplace accounts, you do not have these tasks. The only exception is supplying your own warehouse in Russia under the local model: there, you will have to choose a carrier and a broker, and you should compare them based on the full rate per kilogram including processing, not the advertised price.
Frequently asked questions
Do I need to hire a cargo company or customs broker to sell on Wildberries and Ozon Global using the cross-border model?
No, you do not need a separate contract with a cargo company or broker for the cross-border model. The marketplace itself organizes the delivery and customs clearance for your goods.
Where should I store my goods if I am using the cross-border model for these marketplaces?
For the cross-border model, your goods are stored in your own warehouse or a fulfillment center located in China. You then hand the goods over directly to the marketplace warehouse.
When is it necessary to use a warehouse in Russia for my sales?
A warehouse in Russia is only needed if you switch to a local model, such as shipping in batches to marketplace warehouses or using rFBS-like schemes. This approach requires a Russian legal entity and proper product certification.
What are the risks of importing batches into Russia without proper documentation?
Importing without proper documentation means you will lack the necessary product papers. Without these, you will not pass marketplace checks under the local model and will be vulnerable in disputes with tax authorities or buyers.
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