The unit economics of cross-border sales is calculated using a simple formula: Price = (Cost + Logistics + Fees) ÷ (1 − Commission% − Tax%) × (1 + Markup%). The main mistake beginners make is adding percentages "on top" of the cost price: commission and tax are calculated based on the selling price, and without dividing by (1 − percentages), the profit will always be lower than planned.
Calculation for WB: a live example
Product: T-shirt, cost 30 ¥, weight 300 g, selling price 2,500 ₽. "T-shirts" commission — 20% = 500 ₽. Logistics via light tariff: 0 ¥ ≈ 0 ₽. Corporate taxes ~6% — from the margin. The rest is gross profit before procurement and fulfillment expenses.
- commission for your category — live table
- logistics by weight — ready-made calculations
- exchange rate for ¥↔₽ conversion — Central Bank + 15% (today 14,45 ₽) — why this is the case
Weight and price determine the share of expenses
The platform's share of the price is not a constant. Lightweight, high-value goods yield more: logistics are fixed, while commission is a percentage. Heavy, low-value goods are the worst-case scenario: yuan per kilogram eat up the entire margin. Therefore, the classic approach to cross-border trade is lightweight goods with high markups: accessories, jewelry, small electronics, and decor.
| Product | Weight | Price | WB Logistics | Logistics share |
|---|---|---|---|---|
| Phone case | 100 g | 800 ₽ | 0 ¥ ≈ 0 ₽ | low |
| T-shirt | 300 g | 2,500 ₽ | 0 ¥ ≈ 0 ₽ | moderate |
| Chandelier | 3 kg | 12,000 ₽ | 0 ¥ ≈ 0 ₽ | noticeable, but price is higher |
| Dumbbells | 5 kg | 2,000 ₽ | 0 ¥ ≈ 0 ₽ | deadly |
Ozon calculation specifics
- commission also depends on the price in yuan — check the range: rates
- logistics by grams + 2% fee on top
- volumetric weight for Big-groups: L×W×H ÷ 12 — the box is just as important as the product
- OGL is often cheaper than rFBS Economy — comparison in examples
Frequently asked questions
How should I calculate the selling price for my products to ensure I make a profit?
You should use the formula Price = (Cost + Logistics + Fees) ÷ (1 − Commission% − Tax%) × (1 + Markup%). It is important to divide by the percentages rather than adding them on top, as commission and tax are calculated based on the final selling price.
Why is it better to sell lightweight goods instead of heavy items?
Logistics costs are often fixed or weight-based, so heavy, low-value goods can consume your entire margin. Lightweight items with high markups, such as accessories or small electronics, are generally more profitable for cross-border trade.
How often is the data for commissions and tariffs updated in the system?
Commissions, tariffs, and calculations are pulled in real-time from the current WB and Ozon Global databases. The last data update was on 20.09.2026.
What factors should I consider regarding Ozon Global logistics and fees?
Ozon logistics are calculated by weight with an additional 2% fee, and you must account for volumetric weight for larger items using the formula L×W×H ÷ 12. Additionally, you should factor in costs like returns, fulfillment in China, and exchange rate fluctuations, which typically account for 5–8% of the price.
- Live WB and Ozon tariffs
- Cards from 1688
- Publishing to both accounts