Online trading in Belarus continues to take its share from regular retail. Almost every company has its own online store, and the number of sellers on the largest marketplaces is constantly growing. However, in reality, this is far from such a simple business and instead of income you can get losses, warns the publication Ekonomicheskaya Gazeta.
The peculiarities of the work of Belarusian sellers on Russian marketplaces were discussed by the participants of a business lunch organized by the Minsk Capital Union of Entrepreneurs and Employers.
Growth dynamics in the e-commerce segment
According to annual data published by the National Statistical Committee, the share of online stores in the total volume of retail turnover continues to grow. At the end of 2023, e-commerce in retail turnover amounted to 8.1%. For comparison: in 2022 this figure was at 6%, and in 2019 it was 4.1%.
Over the past five years, the share of e-commerce in retail turnover has doubled.
More than 90% of the turnover comes from non-food products of the group. Mainly these are clothing, electronics, household appliances, auto parts, building materials, furniture, perfumes and cosmetics and toiletries.
What did the business lunch experts say: main recommendations?
Success on marketplaces does not come to everyone. The main problems are the lack of entrepreneurial experience, competencies in the field of online trading (including analytical ones), and lack of financial resources.
According to analytical data, three quarters of sellers have monthly revenue of up to 500 thousand RUB, and only 2% of sellers receive revenue over 15 million RUB.
If monthly revenue is up to 2 million RUB, this is the “valley of death”, because with such a volume of sales it is very difficult to stay on the marketplace.
Business on marketplaces requires significant costs:
Advertising costs account for up to 10% of gross profit.
It requires teamwork of a number of specialists, and as a result, personnel costs.
It is necessary to take into account the costs of commissions to marketplaces, taxes, discounts, as well as other potential costs associated with the loss of goods or their damage.
By accepting the terms of multi-page agreements prepared by marketplace lawyers, the seller of the goods automatically undertakes to comply with a number of requirements.
In addition, sensitive penalties are provided for violation of the terms of the contract. For example, in the case when the product card remains active, but the product in the warehouse is actually out of stock and the buyer cannot receive it. The seller may also face a fine in case of violation of the rules for issuing product cards and labeling, as well as due to the lack of necessary documents (for example, certificates).
