How to Sell on Wildberries as a Self-Employed Person

Contents:

• Under what conditions can the self-employed sell
• What goods can the self-employed sell on Wildberries
• What happens if you sell unsuitable goods
• How to issue receipts and how much taxes to pay
• What else does the self-employed need to know to sell on Wildberries
• The main thing about how the self-employed can sell on Wildberries

Wildberries is the largest marketplace in Russia with a turnover of 289.2 billion rubles in the first quarter of 2022. Individual entrepreneurs, legal entities, and self-employed individuals can sell on the platform. Wildberries' success is driven by its wide product range and convenient shopping experience, making it attractive to both sellers and buyers. By joining the marketplace, sellers gain access to a large audience and opportunities to increase sales. Self-employed individuals face numerous restrictions, compliance with which is critical. Failure to comply can lead to significant financial losses, amounting to hundreds of thousands of rubles. This Skillbox Media article examines in detail how self-employed individuals can properly organize trading on the Wildberries platform in order to minimize risks and maximize market opportunities.

• What are the terms for trading on Wildberries?
• What products can be sold?
• What happens if you sell unsuitable products?
• How to properly issue receipts and what taxes must be paid?
• What else is important to know: income and trademarks?

The article was prepared with the help of.

Expert in marketplace analytics, including Wildberries, Ozon, and Detsky Mir. I am a reviewing curator of Skillbox courses dedicated to the basics of working with marketplaces and selling on Wildberries. I also oversee a training chat where I teach effective sales strategies on the Wildberries platform. My experience and knowledge will help you understand the intricacies of working with marketplaces and increase your sales.

Under what conditions can self-employed individuals trade?

To trade on Wildberries, self-employed individuals must take into account the need to pay a commission and reimburse additional expenses associated with working on the platform.

The commission is mandatory for all sellers on the platform. Its amount varies depending on the product category: for example, when selling berry bouquets, you must pay 10% of the order value, while for greeting cards the commission is 12%. For up-to-date information on tariffs, visit your personal account on WB Partners.

Additional costs arise because Wildberries charges fees for storage and delivery of goods. Self-employed workers can interact with the marketplace through two models: the first model involves independently managing logistics and storage of goods, while the second model involves using Wildberries services for processing and delivery of products. These models allow the self-employed to optimize their costs and choose the most suitable option for running a business on the platform.

• FBW — Fulfillment by Wildberries. The seller ships goods to the Wildberries warehouse: the platform itself stores, collects, and delivers orders. The seller pays for both storage and delivery of goods.
• FBS — Fulfillment by Seller. The seller stores the goods, and when an order is received, packs them and hands them over to Wildberries. Under this scheme, he pays only for the delivery of goods.

Each product has a unique shipping and storage cost. As a rule, the larger the size of the product, the higher the costs of its transportation and storage.

What products can a self-employed person sell on Wildberries?

Self-employed individuals can sell products they have produced themselves on the Wildberries platform. It is important to note that these products are not subject to mandatory labeling, certification, or declaration. This allows self-employed entrepreneurs to easily enter the market and sell their products while complying with established requirements.

Selling self-produced goods is a legal requirement. Reselling goods is prohibited, meaning you can't buy keychains on AliExpress and list them on the Wildberries platform. Legislation strictly regulates such activities, and following these rules is essential for successful and legal commercial activity.

Home-produced goods don't always mean exclusively handmade products. For example, a self-employed person can purchase ready-made clay pots, decorate them, and sell them—this is also considered handmade. This approach allows for the creation of unique items that attract buyers with their original design and individuality. Handmade products, made with soul and attention to detail, can find their niche in the market and attract the attention of connoisseurs of designer goods.

Marking is required for goods specified in the established list, including cigars, eau de toilette, and dairy products. Selling these goods requires registration in the Honest Sign system and mandatory labeling of each product. It should be noted that self-employed individuals cannot register their products in this system. Ensuring labeling promotes transparency and safety in the market, which in turn protects the interests of consumers.

Certification and declaration of goods specified in the Russian government decree are mandatory processes. Such goods include T-shirts, soap, and medical devices. It is important to note that self-employed individuals cannot obtain certificates and declarations for these goods, since they do not have an OGRN. This restriction significantly impacts the ability of self-employed individuals to sell certain categories of goods that require confirmation of quality and safety.

If the product does not require a certificate or declaration, a waiver letter must be issued. This requirement is mandatory for the Wildberries platform. The waiver letter is provided to the self-employed. More detailed information on the process can be found on our website.

Self-employed individuals have the opportunity to sell goods that are not subject to mandatory labeling, certification, or declaration. Such goods include, for example, Christmas tree decorations, jewelry, and pet toys, particularly for cats. This allows them to freely develop their business without encountering additional bureaucratic barriers.

If the product is listed in at least one of the lists, self-employment will be impossible. To sell it, you must register as an individual entrepreneur or open a legal entity. For example, soap does not require mandatory labeling, but is subject to declaration. Therefore, only individual entrepreneurs or companies can sell handmade soap.

What happens if I sell unsuitable products?

You should be careful when selling products on the Wildberries platform without a refusal letter, as this can lead to the blocking of the products or even your entire account. If you resell instead of selling handmade products or violate labeling requirements, this may result in the deprivation of your self-employed status by the Federal Tax Service. Such actions can lead to serious financial losses. To avoid risks and maintain your business on Wildberries, it is important to comply with all rules and requirements of the platform.

The Tax Service may revoke your self-employed status retroactively. In the event of a violation of the law, from the moment you begin trading, the offender will have to:

• Pay taxes. Self-employed individuals pay 4% or 6%. Violators are transferred to the general taxation system with a personal income tax rate of 13%—you will have to pay the difference.
• Pay insurance premiums. The self-employed do not pay insurance premiums, but individual entrepreneurs do. In 2022, the total amount of mandatory contributions is 43,211 rubles per year, even if you have earned nothing. If your income is more than 300,000 rubles per year, you will have to pay an additional 1% of the amount over the limit.
• Submit reports. All income not covered by the professional income tax must be reported using the 3-NDFL declaration. It must be submitted to the Federal Tax Service by April 30 of the following year.

A fine may be imposed for violating product labeling rules. The fine for the production and sale of such goods ranges from 5,000 to 10,000 rubles. Compliance with labeling regulations is an important aspect for businesses, as it not only helps avoid financial losses but also promotes consumer confidence in products. Let's consider the financial losses that can result from violations. Losses due to non-compliance with regulations and standards can be significant. It's important to understand that violations can lead not only to fines but also to losses due to the loss of trust from customers and partners. Therefore, assessing the potential financial risks and consequences of violations is a key element of business management. A proper approach to compliance will help avoid significant losses and maintain financial stability.

Oksana was purchasing children's toys and reselling them on the Wildberries platform, registering as self-employed. Over the course of a year, she sold goods worth a total of 1.2 million rubles, paying 48,000 rubles in professional income tax (PIT). However, the Federal Tax Service (FTS) discovered a violation and transferred Oksana to the general taxation system (OSNO). This case highlights the importance of tax compliance and can serve as a lesson for other self-employed individuals selling online.

Oksana encountered a problem with missing documents confirming the purchase of the toys, which prevented her from receiving a tax deduction. As a result, she was forced to pay taxes at a rate of 13%, and instead of the expected 48,000 rubles, she ended up owing 156,000. She also had to pay insurance premiums, which amounted to the mandatory 43,000 rubles and an additional 9,000. As a result, Oksana's total tax liability was 208,000 rubles, four times higher than what she would have paid under the simplified tax system (STS).

We've prepared extensive material on sales on the Wildberries platform. This guide will provide recommendations on how to properly format your product card, as well as information on available promotional tools and ways to increase sales. Details are available at the link.

How to issue receipts and how much tax to pay

There's not enough publicly available information on how to properly issue receipts and pay taxes. The following questions often arise:

• Do I need to issue a receipt manually every time someone buys a product?
• For what amount should I issue a receipt — for the order amount or for the Wildberries reward amount?
• At what rate should I pay taxes: 4% or 6%?

Synchronizing the supplier's personal account on Wildberries with the "My Tax" app is crucial for automating receipt generation. With this synchronization, receipts will be generated automatically for each purchase, and their amount will correspond to the amount paid by the buyer. You will only have to pay taxes monthly: at a rate of 4% for sales to individuals and at a rate of 6% for sales to legal entities. This simplifies the accounting process and allows you to focus on business development.

Synchronization of the supplier account with the "My Tax" app is carried out through a service for the self-employed. Wildberries recommends using "Your Business" from Sber. There are two ways to connect to this service. This simplifies tax and reporting management for self-employed individuals, providing a more convenient experience on the Wildberries platform.

• When registering with WB Partners. If you haven't yet registered as self-employed, you can do so in your WB Partners account. You'll need a Sberbank card and your full name and tax identification number (TIN).
• In the bank's app or on the website. You can find more information on how to do this here.

If your data isn't synchronized, you'll have to manually issue receipts each time Wildberries transfers your reward. Receipts must indicate the amount for which the marketplace sold your goods. However, you cannot deduct Wildberries' commission or logistics costs. For example, if customers paid for your goods in the amount of 10 thousand rubles, and you received 8 thousand rubles taking into account all commissions and expenses, then the check should be issued for 10 thousand rubles.

Receipts must indicate Wildberries as the buyer. Taxes will be paid at a rate of 6%. Although the marketplace acts as an intermediary, the Federal Tax Service (FTS) strongly recommends indicating it as the buyer. This simplifies the reporting process and minimizes potential risks when interacting with tax authorities. Correctly filling out receipts will help avoid problems and simplify doing business on the Wildberries platform.

What else should a self-employed person know to sell on Wildberries?

Self-employed citizens have an annual income limit. According to the law, the income of a self-employed person must not exceed 2.4 million rubles per year. Exceeding this limit will automatically change your status, and you will be forced to register as an individual entrepreneur (IE).

If you plan to sell goods worth significant amounts, you have two main approaches. The first option is to use online platforms that provide wide access to potential buyers and simplify the sales process. The second option is to create your own online store, which allows you to fully control the sales process and customer interactions. Both options have their advantages and disadvantages, so it is important to carefully consider which one best suits your business goals and strategy.

• Become an IE immediately or register a company.
• First, become self-employed, and then register as an IE when your income approaches 2.4 million rubles per year.

If you decide to register as an IE, you will need to update the information in your Wildberries partner account. This can be done through the settings section or by contacting the platform's support team. Updating your data is important for order processing and compliance with all legal requirements.

Self-employed individuals are currently unable to register a trademark. According to the law, a trademark is a unique designation of a product or service. It can be either a company logo or a product name. For example, the Nike swoosh, which appears on sneakers, is a trademark protected by law. Registering a trademark helps protect your brand and prevent its unauthorized use by others.

A trademark plays a key role in marketing because it allows consumers to remember a product or manufacturer. An effective trademark helps build trust and brand loyalty, and distinguishes it from competitors. A well-designed trademark not only attracts attention but also creates a positive company image. Therefore, creating and protecting a trademark are important steps for successfully promoting a product on the market.

Registering a trademark ensures the protection of your rights to it. Without registration, your mark can be used by others, which can lead to legal problems. If someone else registers your trademark, you lose the right to use it. Therefore, it is important to register your trademark promptly to guarantee exclusive rights to it and protect your business interests.

Currently, self-employed individuals do not have the opportunity to register a trademark. However, in June 2022, a law was passed that grants them and individuals the right to register a trademark. The process and details of implementing this law are still unclear, and further clarifications and instructions for its implementation are expected. This change opens new prospects for the self-employed, allowing them to protect their brands and intellectual property.

The Main Thing About How Self-Employed Can Sell on Wildberries

Self-employed sellers on Wildberries pay the marketplace fees similar to those paid by other platform participants. These fees include fees for the sale, delivery, and storage of goods. Thus, self-employed individuals have the same working conditions as other sellers on this platform.

Self-employed individuals have the opportunity to sell goods they have produced themselves, provided that these goods do not require labeling, certification, or declaration. This opens new horizons for individual entrepreneurs, allowing them to sell their products without additional administrative barriers. The conditions for selling self-produced goods make this process more accessible and attractive for the self-employed, promoting the development of small businesses and supporting economic activity in the country.

Selling on the Wildberries platform without the necessary documents may result in your account being blocked. If you resell goods, you risk losing your self-employed status and facing additional taxes from the Federal Tax Service. It is also worth considering that selling goods without mandatory labeling may entail penalties. To avoid these consequences, it is important to comply with all legal requirements and have all the necessary documents on hand.

Supplier reporting depends on synchronizing their account with the "My Tax" app. With synchronization, receipts are generated automatically, and a 4% tax is required to be paid monthly. Without synchronization, the supplier must issue a receipt after each receipt from Wildberries and pay a 6% tax. This is important for proper financial reporting and to avoid penalties.

The annual income of a self-employed person must not exceed 2.4 million rubles. If your sales exceed this amount, it is recommended to register as an individual entrepreneur (IE). This will allow you to take advantage of broader business opportunities and a simplified tax system.

Currently, self-employed individuals cannot register a trademark. Registration is expected to become possible in the near future, but the requirements and conditions have not yet been determined.

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