Many first-time sellers copy their UAE retail price, convert it to roubles and list it. Then the first orders arrive and the margin disappears into shipping and fees. A cross-border price has a few more parts, and it is worth building it line by line.
The parts of the price
- Product cost: what the item costs you, with packaging.
- Shipping to the customer: with GBS Broker UAE it is a fixed amount per parcel plus a rate per 100 g (from about USD 4.60 per parcel plus USD 1.12 per 100 g). Weigh the packed parcel, not the product alone.
- Ozon commission: a percentage of the sale price that depends on the category. Check the current Ozon Global tariff for your category before you set prices.
- Returns and cancellations: keep a small reserve, a few percent of revenue, for unclaimed parcels and returns.
- Your margin: what is left must still be worth the work.
Weight matters more than you think
Because shipping is charged by weight, heavy glass bottles and large boxes can cost more to ship than the product itself. Lighter packaging, smaller sets and slim gift boxes often improve the margin more than a price increase.
Watch the duty-free limit
Russian buyers pay import duty when a parcel is above the duty-free limit. Above that point duty is added to the price at checkout, and the product looks more expensive next to local offers. Keep single-item prices below the limit where you can, and check the current value, because it has changed in the past.
Compare with what is already on Ozon
Search for your product type on Ozon and note the price range of the top sellers. If your full cost is far above that range, change the product, the set size or the packaging before you launch, not after.
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