Russia’s leading marketplaces — Wildberries, Ozon, and Avito — have agreed on a new set of rules governing their relationships with sellers. The companies signed an updated version of the Fair Practices Memorandum, aimed at making marketplace operations more transparent and predictable for businesses.
One of the key changes is the introduction of equal treatment for domestic and foreign sellers. Under the new agreement, commissions charged to Russian businesses cannot exceed those applied to international merchants.
Another important update concerns payment schedules. Marketplaces will now be required to notify sellers of any changes to payout terms at least 45 days before the new conditions take effect. This measure is expected to help businesses better manage cash flow and reduce financial uncertainty.
The revised memorandum also strengthens sellers’ rights regarding promotional campaigns. Merchants will have the freedom to decide whether to participate in marketplace-funded discount programs, and opting out must not result in negative consequences for their business.
Specifically, marketplaces will be prohibited from penalizing sellers who decline participation in promotions. Restricted actions include blocking access to seller accounts, lowering ratings, hiding product listings, or artificially reducing a product’s visibility in search results.
The new rules were introduced in response to numerous complaints submitted by sellers to Russia’s Federal Antimonopoly Service (FAS). Many businesses had raised concerns about automatic enrollment in promotional campaigns, arguing that refusing participation often resulted in lower sales and reduced product exposure.
Following regulatory intervention, marketplaces discontinued the practice of automatic discount campaigns. However, they continued expanding promotional activities by offering discounts funded through reduced platform commissions. This approach enabled marketplaces to stimulate demand while maintaining competitive pricing.
For sellers, the updated memorandum provides stronger protections and clearer operating rules. In an increasingly competitive e-commerce environment, transparent marketplace policies and greater control over pricing strategies are becoming essential factors for sustainable business growth.
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One of the key changes is the introduction of equal treatment for domestic and foreign sellers. Under the new agreement, commissions charged to Russian businesses cannot exceed those applied to international merchants.
Another important update concerns payment schedules. Marketplaces will now be required to notify sellers of any changes to payout terms at least 45 days before the new conditions take effect. This measure is expected to help businesses better manage cash flow and reduce financial uncertainty.
The revised memorandum also strengthens sellers’ rights regarding promotional campaigns. Merchants will have the freedom to decide whether to participate in marketplace-funded discount programs, and opting out must not result in negative consequences for their business.
Specifically, marketplaces will be prohibited from penalizing sellers who decline participation in promotions. Restricted actions include blocking access to seller accounts, lowering ratings, hiding product listings, or artificially reducing a product’s visibility in search results.
The new rules were introduced in response to numerous complaints submitted by sellers to Russia’s Federal Antimonopoly Service (FAS). Many businesses had raised concerns about automatic enrollment in promotional campaigns, arguing that refusing participation often resulted in lower sales and reduced product exposure.
Following regulatory intervention, marketplaces discontinued the practice of automatic discount campaigns. However, they continued expanding promotional activities by offering discounts funded through reduced platform commissions. This approach enabled marketplaces to stimulate demand while maintaining competitive pricing.
For sellers, the updated memorandum provides stronger protections and clearer operating rules. In an increasingly competitive e-commerce environment, transparent marketplace policies and greater control over pricing strategies are becoming essential factors for sustainable business growth.
Source