The same SKU can be fulfilled in two ways. At a Wildberries warehouse, it may sell faster, but stock and storage tie up money. With FBS, the item stays with the seller until ordered, while the seller pays for picking, packing and handoff. A fair comparison needs more than a headline commission rate.
Compare the same item and period
Fix the SKU, actual price after discounts, region and comparable period. Use confirmed sales and purchases; do not mix an order from one week with a purchase confirmed in another. Record which transactions and costs really belong to the item under each model. Marketplace tariffs change, so use your own current account and statements.
Wildberries calls its warehouse model “Склад WB” (FBW) and seller-prepared fulfillment “Маркетплейс” (FBS). Under FBS, the seller manages available stock and prepares each order for handoff. Logistics and storage conditions depend on the situation; no universal rate belongs in a worked example.
Build two unit-economics lines
For each model, begin with money from a confirmed sale. Deduct product cost, commission, logistics, applicable warehouse charges, in-house order handling and attributable advertising. Show returns and later adjustments separately. Allocate shared costs by a recorded rule and never turn an unknown amount into zero.
An illustrative example per sold unit, in rubles:
| Item | Wildberries warehouse | FBS |
|---|---|---|
| Proceeds after discounts | 1,500 | 1,500 |
| Product cost | −600 | −600 |
| Commission and confirmed deductions | −240 | −240 |
| Logistics and warehouse charges | −210 | −170 |
| In-house picking and packing | −20 | −85 |
| Advertising attributed to this SKU | −100 | −100 |
| Preliminary contribution | 330 | 305 |
All numbers are fictional, not Wildberries tariffs or a seller's result. The warehouse model wins by 25 rubles per sale in this example. A different storage bill, selling pace, return rate or FBS handling cost could reverse the result. If a cost is unconfirmed, show a range rather than exact profit.
Add stock capital and operating capacity
The model with more contribution per sale is not automatically best. Compare average stock, replenishment time and cash tied up in goods. For FBS, assess whether your team can reliably prepare and hand off orders. Decide on two dimensions: contribution per unit and the cash and operational resources required.
Our previous guide explains how warehouse costs can reduce SKU margin. For model definitions and current conditions, consult Wildberries' FBS seller instructions and the tariffs in your account.
ProfitVena helps use available marketplace data and supported Excel/CSV imports to examine SKU economics and data completeness. It does not promise automatic FBW/FBS comparison for every account; verify the data and rules of your connection. The technical part is updated in ProfitVena. It is part of the Wicsora ecosystem.
