Quelle est la commission prise par Zalando ?

Les commissions sur Zalando varient généralement entre 5 % et 25 %, selon la catégorie de produit et le prix de vente. Il n’y a pas de frais fixes d’insertion, mais des frais mensuels de programme peuvent s’appliquer selon le modèle choisi.

Quelle est la différence entre le Partner Program et Connected Retail ?

Le Partner Program s’adresse aux marques et e-commerçants disposant d’un stock centralisé et d’une logistique dédiée. Le programme Connected Retail, lui, permet aux magasins physiques de vendre leur stock local directement sur Zalando et d’expédier les commandes depuis leur point de vente, sans passer par un entrepôt central.

Est-il obligatoire d'utiliser la logistique de Zalando (ZFS) ?

Non, l’utilisation de Zalando Fulfillment Solutions (ZFS) est facultative. Vous pouvez gérer votre propre logistique, à condition de respecter les standards imposés par Zalando (délais d’expédition, étiquetage, gestion des retours). Un OMS comme Shippingbo vous aide à automatiser ces processus tout en gardant le contrôle sur votre stock et vos expéditions.

Selling on Zalando: complete guide and conditions

Zalando is Europe’s leading fashion marketplace. But to sell there, you have to meet strict criteria: rigorous selection, controlled logistics and perfectly compliant product sheets.

Selling on Zalando is not a simple acquisition lever. It’s a strategic project that demands rigor, logistical robustness and operational excellence. The marketplace is known for its high standards, and only selects brands and retailers capable of delivering an irreproachable customer experience.

Why integrate Zalando into your omnichannel strategy?
Understanding sales models : Partner Program vs Connected Retail
What are the prerequisites, specifics and costs for selling on Zalando?
Zalando’s logistical challenges
Zalando Fulfillment Solutions (ZFS) vs. own logistics

In this guide, you will discover :

Conditions of access to Zalando.
The differences between the two models(Partner Program and Connected Retail).
Selling costs to be anticipated.
Best practices for optimizing your logistics and achieving sustainable success.

Why integrate Zalando into your omnichannel strategy?

Before considering how to sell on Zalando, it’s important to understand why this platform is a key channel in a mastered omnichannel strategy. Zalando offers much more than a sales channel: it’s a European showcase for your brand, with expectations that match its premium positioning.

Key figures for the leading fashion marketplace

Zalando is now the leading fashion marketplace in Europe, with over 50 million active customers and a presence in 25 countries (source: Zalando). In France, it has established itself as one of the preferred marketplaces for fashion consumers, generating unrivalled visibility for the brands listed there. This massive audience represents a unique business opportunity, provided you structure your organization accordingly.

European visibility for your brand

Zalando offers brands the opportunity to expand on a European scale without multiplying their logistical efforts. Thanks to its international infrastructure, the Zalando entreprises platform enables you to sell in several countries by centralizing your operations. So it’s a logical step for brands that want to go beyond their Shopify or PrestaShop site, while controlling their image and distribution.

Zalando also publishes a map of markets available to partners, showing how to expand its distribution in Europe via the Partner Program.

This approach makes it possible to pool logistics costs while deploying a solid multi-channel strategy. The key, however, is to ensure unified inventory management to avoid stock-outs or cross-selling between channels.

Understanding sales models : Partner Program vs Connected Retail

Zalando offers 2 distinct models for integrating its platform: the Partner Program for e-tailers and brands, and Connected Retail Zalando for physical stores. Understanding these two formats is essential before getting started.

The Partner Program: for brands and e-tailers

The Zalando partner program is a marketplace model. You retain ownership of your inventory, set your own prices and ship your orders. This model is intended only for brands that already have a structured e-commerce site, or for pure players.

But beware: this model implies very strict Zalando logistical requirements. You must include two paper documents in each parcel (invoice + delivery note in Zalando colors), as well as a pre-filled returns label. The cancellation rate must remain < 1% and shipping times under 48 hours. This model requires a dedicated logistics organization.

Connected Retail: digitalize your physical store inventory

The program Connected Retail Zalando program is aimed at retailers with a physical network. By connecting to the POS (Point of Sale), stores become veritable mini-warehouses. Zalando transmits the order, and the store takes care of preparation and dispatch.

This model is ideal for making the most of dormant in-store stock, without the need for centralized logistics. It does, however, require excellent stock synchronization and rigorous lead-time management, without which visibility is quickly compromised.

This is an interesting opportunity for physical retailers to digitalize their business without disrupting their existing organization. But for this to work, it is imperative to have a reliable system for managing flows between store and platform.

Criteria	Partner Program Zalando	Connected Retail Zalando
Target	E-commerce brands, pure players, DNVB	Brands with physical outlets
Stock	Managed in our own warehouse	Managed from stores (boutique stock)
Shipping	From the merchant	Through the physical store
Documents to be included in the package	Invoice + Zalando delivery note + paper return label	Shipping label included, returns according to Zalando process
Returns management	At seller’s expense (automatable with Shippingbo)	Returns handled by Zalando
Price control	Yes, the merchant sets the price	No, prices are in line with those offered by Zalando
Zalando commission	Variable (5 to 25%) depending on product category	Generally lower commission
Access conditions	Selective, requires an active e-commerce site	More accessible to physical retailers
System requirements	OMS + WMS strongly recommended	POS connection essential
Main benefit	Total control over pricing and brand image	Rapid digitalization of warehouse stock

What are the prerequisites, specifics and costs for selling on Zalando?

One of the main obstacles encountered by applicants is a lack of knowledge about the conditions of access. Unlike other marketplaces, selling on Zalando as a fashion brand requires meeting specific criteria and anticipating the associated costs.

Selection criteria (online store, catalog, logistics)

Zalando puts quality before quantity. Here are the main criteria:

An operational e-commerce site, proof of digital know-how.
Offer new, well-described products that meet the standards of the French fashion marketplace.
To be able to meet Zalando’s logistical requirements: speed of dispatch, compliant packaging, paper return label, etc.

These conditions ensure a seamless experience for Zalando customers, while filtering out under-prepared brands.

They reflect Zalando’s determination to maintain a high level of standards, in order to differentiate itself from other more open but less qualitative marketplaces. This is why an audit and preparation phase is often necessary before any application.

Prepare product sheets in line with Zalando standards

Zalando imposes very strict rules for product sheets, with particular emphasis on the quality of visuals. Before publishing your items, make sure you :

Provide a main packshot on a pure white background (RGB 255,255,255), with no distracting elements or accessories.
Add secondary images with a neutral background (light gray or beige), illustrating the product from several angles (front, back, zoom, worn…).
Respect the minimum dimensions, formats and quality required by product category (no duplication of visuals).
Avoid marketing elements (logos, text, visual effects) on all images.

Zalando applies an automated integration check. Failure to comply with these criteria often results in rejection or blocking.

But visuals are only part of the picture. When it comes to product conformity, Zalando requires that all items meet European quality and safety standards: components, traceability, regulatory labeling, etc. In some countries, additional obligations apply (e.g. EPR: Extended Producer Responsibility). In some countries, additional obligations apply (e.g. EPR: Extended Producer Responsibility).

Finally, for sellers using Zalando Fulfillment Solutions (ZFS), precise requirements apply to packaging: EAN codes on polybags, size matching, labels conforming to ZFS standards… Each parcel must be prepared according to strict specifications to be accepted in the warehouse.

Careful preparation of product data sheets is essential to ensure smooth integration on Zalando and avoid time-consuming back-and-forth.

There is also a guide to what is “unacceptable” on the platform.

Commissions and sales expenses: what to expect?

Zalando sales fees vary according to the program:

Partner Program: Zalando commission ranges from 5% to 25%, depending on category and sales volume.
Connected Retail: lower commissions, but no control over final prices.

Added to this are the costs of technical integration (e.g. setting up theZalando API, or using a Zalando integrator), which are sometimes essential to synchronize flows with your management system.

Zalando’s logistical challenges

Joining Zalando means being ready to face up to its many logistical challenges. The slightest misstep will have a direct impact on your visibility on the platform and your profitability.

The crucial importance of reverse logistics

With a returns policy of up to 100 days, Zalando puts the pressure on merchants to manage Zalando returns smoothly and efficiently. In the fashion industry, a return rate of 40-50% is common: this process needs to be industrialized.

Beyond the operational aspect, returns management has a direct impact on customer satisfaction, customer loyalty and net margins. Poor organization can lead to delays, stock losses and a poor rating on the platform.

Shippingboautomates the generation of return labels, inserts them into each parcel, and automatically returns valid products to stock, while ensuring complete traceability of the process.

Respect delivery SLAs to keep your “Buy Box”.

To be prioritized by Zalando, you have to be exemplary. Here are the key Zalando KPIs:

Cancellation rate < 1%.
Shipping time < 48 h
Complete traceability of orders and returns

Any deviation will result in a loss of visibility, or even temporary deactivation of the seller’s account. These indicators are regularly audited by the platform and determine access to the Buy Box.

In this ultra-competitive environment, compliance with SLAs is no longer an option, but a competitive factor. Using a solution like Shippingbo, you can guarantee these standards thanks to intelligent routing rules and an OMS marketplace connected in real time.

How do you successfully integrate technical and logistical aspects?

Zalando provides APIs, but implementing them requires technical expertise. To avoid critical errors, it’s best to equip yourself with a complete, robust solution.

Synchronize inventory in real time to avoid cancellations

Zalando stock synchronization is a strategic lever. A sale that is not honored (product sold twice on Zalando and on your own site) is heavily penalized by the platform, both in terms of visibility and seller reputation.

In an omnichannel context, each channel must have reliable, up-to-date stock, otherwise the risk of overselling becomes critical. This is a particularly sensitive issue during sales and peak periods.

OMS Shippingbo ensures real-time stock updates across all your channels (marketplace, e-commerce site, stores), avoiding stock errors and protecting your performance indicators.

Centralize Zalando orders in your OMS

An OMS (Order Management System) brings all your orders together in a single interface. You gain visibility, responsiveness and reliability across all your sales channels.

This is a fundamental pillar in managing a multi-channel business, especially when integrating a demanding marketplace like Zalando. It avoids duplication and processing oversights, and optimizes the workload of logistics teams.

Shippingbo, via its OMS, not only enables this centralization, but alsointelligent routing to the most appropriate warehouse, generation of carrier labels, and seamless automated customer notification.

Zalando Fulfillment Solutions (ZFS) vs. own logistics

Zalando offers a turnkey logistics solution: Zalando Fulfillment Solutions (ZFS).

Advantages: you’re completely relieved of logistics, with Zalando taking care of picking,shipping and returns management.
Disadvantages: logistics costs are high and you lose some control over thecustomer experience (branding, lead times, packaging).

This is an interesting solution for fast-growing brands or those in a test phase on the marketplace, but can become limiting in the long term. It also means adapting to Zalando’s sometimes rigid internal processes.

Opting for clean logistics managed by Shippingbo means :

Personalize parcels to your image.
Control your logistics costs and margins.
Adapt your shipping rules according to warehouse, channel or target country.

Shippingbo helps you get the best of both worlds: automation, efficiency, customization, performance management and, above all, scalability. You remain in control of your logistics, while meeting the demands of the marketplace.

Aim for excellence on Zalando with Shippingbo

Zalando represents a powerful growth lever, but it’s only for well-structured, rigorous and well-equipped merchants. Success on this marketplace requires logistics management management, constantly updated stock to avoid overselling, automated returns management (with the label included in every package), and the ability to ship quickly and reliably.

Thanks to its integrated OMS, WMS and TMS, Shippingbo lets you centralize your Zalando orders, synchronize your inventory in real time andautomate critical logistics operations without burdening your teams.

Control your flows, secure your performance, and activate your growth on fashion’s number 1 marketplace.

Test our free sales development simulator on marketplaces:

FAQ: Answers to frequently asked questions about Zalando

FAQ (with structured data)

How much commission does Zalando charge?

Commissions on Zalando generally range from 5% to 25%, depending on product category and selling price. There are no fixed insertion fees, but monthly program fees may apply depending on the model chosen.

What’s the difference between the Partner Program and Connected Retail?

The Partner Program is aimed at brands and e-tailers with centralized stock and dedicated logistics. The Connected Retail program, on the other hand, enables physical stores to sell their local stock directly on Zalando and ship orders from their point of sale, without going through a central warehouse.

Is it compulsory to use Zalando logistics (ZFS)?

No, using Zalando Fulfillment Solutions (ZFS) is optional. You can manage your own logistics, as long as you comply with the standards imposed by Zalando (shipping times, labeling, returns management). An OMS like Shippingbo helps you automate these processes, while maintaining control over your inventory and shipments.