How to Grow on Zalando Partner Program: Scaling Fashion Sales with Odoo ERP

Zalando's Partner Program gives fashion brands direct access to 50 million active customers across 25 European markets. But listing products is only the beginning. Growing on Zalando requires mastering product content, multi-market expansion, return rate optimization, and marketing integration. This guide provides actionable strategies for Odoo sellers who want to scale their Zalando business from initial launch to multi-million-euro revenue.

The Zalando Growth Framework

Zalando rewards brands that deliver great customer experiences. The platform's algorithm and internal team favor partners who:

1. Maintain high content quality — Products with premium images and detailed descriptions get better placement
2. Keep return rates manageable — Lower return rates mean better margins for both you and Zalando
3. Expand across markets — Brands available in more Zalando markets earn higher overall visibility
4. Participate in campaigns — Zalando favors partners who engage with seasonal and promotional events
5. Use ZFS — Zalando Fulfillment Solutions partners often get preferential treatment in search results

Strategy 1: Master Your Product Content

Image Excellence

Zalando is a visual platform. Fashion shoppers make purchase decisions primarily based on images.

Image Requirements for Growth:

• Minimum 4 images per product — But aim for 6-8 for maximum conversion
• On-model photography — Show clothing on diverse models that represent Zalando's inclusive audience
• Flat lay shots — Clean product-only images for thumbnail clarity
• Detail close-ups — Fabric texture, stitching quality, hardware, closures
• Scale reference — Show the product in context so shoppers understand size
• Consistent styling — Same lighting, background, and photography style across your entire catalog

Brands with better imagery consistently see 20-40% higher conversion rates on Zalando.

Product Descriptions That Sell

German and European fashion shoppers expect:

• Material composition with percentages — "Oberstoff: 80% Baumwolle, 20% Polyester; Futter: 100% Polyester"
• Care instructions — Standardized wash/dry/iron symbols mapped to Zalando's code system
• Fit description — "Slim Fit", "Regular Fit", "Oversize" with specific measurements for the photographed model
• Styling suggestions — How to wear the piece, what to pair it with
• Sustainability information — Zalando highlights sustainable materials and certifications

The Zalando Odoo Integration validates all product content against Zalando's quality guidelines before pushing to the platform.

Size Chart Optimization

Size-related returns are the #1 return reason on Zalando. Reducing size returns directly improves your profitability.

• Brand-specific size charts — Don't use generic EU sizing. Create detailed size charts with centimeter measurements for chest, waist, hip, length, and sleeve for each garment type.
• Fit guidance — Add notes like "This style runs small — we recommend ordering one size up"
• Size comparison — Map your brand sizes to well-known brands that Zalando shoppers already understand
• Model measurements — State the model's height and the size they're wearing

The Zalando Odoo Integration supports custom brand-to-Zalando size conversion tables with fit notes.

Strategy 2: Expand Across Zalando Markets

Market Expansion Roadmap

Zalando operates in 25 European markets. Most brands start with Germany (DE) and should expand strategically:

Phase 1: DACH Region (Months 1-3)

• Germany (DE) — Largest Zalando market
• Austria (AT) — German-speaking, same content works
• Switzerland (CH) — German/French/Italian, premium pricing possible

Phase 2: Western Europe (Months 3-6)

• Netherlands (NL) — Strong fashion market
• France (FR) — Second-largest European fashion market
• Belgium (BE) — French/Dutch bilingual market

Phase 3: Southern Europe (Months 6-9)

• Italy (IT) — Fashion-conscious consumers
• Spain (ES) — Growing online fashion market

Phase 4: Northern & Eastern Europe (Months 9-12)

• Sweden (SE), Denmark (DK), Norway (NO), Finland (FI) — High purchasing power
• Poland (PL), Czech Republic (CZ) — Growing rapidly

Multi-Market Pricing Strategy

Each market has different expectations:

| Market Group | Pricing Approach | |-------------|-----------------| | DACH (DE, AT, CH) | Base price. CH can be 10-15% higher | | Western (NL, FR, BE) | Match DE pricing | | Southern (IT, ES) | 5-10% lower than DE | | Northern (SE, DK, NO, FI) | 5-15% higher (higher purchasing power + VAT) | | Eastern (PL, CZ) | 10-20% lower than DE |

The Zalando Odoo Integration manages per-market pricing from Odoo with automatic VAT-inclusive calculation.

Translation Requirements

Each market requires localized content:

• DE, AT, CH (German) — Your base content
• FR, BE (French) — Full French translation required
• NL, BE (Dutch) — Full Dutch translation required
• IT — Full Italian translation
• ES — Full Spanish translation
• PL — Full Polish translation
• SE, DK, NO, FI — English accepted, but local language preferred

Manage all translations in Odoo's multi-language product fields and push per-market content through the integration.

Strategy 3: Reduce Returns to Protect Margins

Understanding Zalando Return Patterns

| Return Reason | Frequency | Cost Impact | |---------------|-----------|------------| | Wrong size (too small) | 25% | High — fixable with better size charts | | Wrong size (too large) | 20% | High — fixable with better size charts | | Not as expected | 20% | Medium — fixable with better images/descriptions | | Quality below expectations | 10% | High — quality control issue | | Changed mind | 15% | Low — unavoidable | | Defective | 5% | High — supplier/logistics issue | | Other | 5% | Low |

Actionable Return Reduction

1. A/B test size charts — Try different size recommendation strategies and measure return rate impact
2. Invest in fit technology — Zalando supports size recommendation tools. Provide accurate garment measurements for integration
3. Fabric detail shots — Show texture close-ups so customers know exactly what they're getting
4. True-color photography — Color discrepancy is a top "not as expected" reason. Use calibrated monitors and consistent lighting
5. Packaging quality — Items that arrive wrinkled or damaged in transit get returned. Invest in quality packaging

Return Analytics in Odoo

The Zalando Odoo Integration tracks return data with reason codes:

• Per-product return rates — Identify your highest-return products
• Per-size return rates — Find sizing issues at the variant level
• Per-market return rates — Discover if certain markets have higher returns (sizing differences)
• Trend analysis — Track whether your return reduction efforts are working over time

Strategy 4: Leverage Zalando Fulfillment Solutions (ZFS)

Why ZFS Accelerates Growth

Zalando Fulfillment Solutions handles warehousing, picking, packing, and shipping from Zalando's European fulfillment network.

Benefits:

• Faster delivery — Zalando ships from the nearest fulfillment center to the customer
• Better search visibility — ZFS partners often rank higher in Zalando search results
• Lower return processing cost — Zalando handles return logistics
• Multi-market fulfillment — Ship to all 25 markets from Zalando's distributed network

Considerations:

• Additional fees — ZFS charges per-unit fulfillment fees
• Loss of control — You don't handle the physical product after sending to ZFS
• Minimum volumes — ZFS works best at scale

ZFS Setup in Odoo

The Zalando Odoo Integration Professional plan includes:

• Inbound shipment management — Create transfer orders in Odoo to send stock to ZFS warehouses
• ZFS inventory tracking — Monitor stock levels at Zalando fulfillment centers alongside your own warehouses
• Hybrid model — Some products through ZFS, others self-fulfilled
• Fee reconciliation — Track ZFS costs per order for margin analysis

Strategy 5: Seasonal and Campaign Participation

Zalando's Promotional Calendar

| Period | Campaign | Fashion Focus | |--------|----------|--------------| | January | Winter Sale | Clear FW collections | | March | Spring Preview | Launch SS collections | | May-June | Mid-Season Sale | SS markdown | | July | Summer Sale | Heavy discounting | | September | Fall Preview | Launch FW collections | | November | Singles Day + Black Friday | Biggest volume of the year | | December | Christmas & Gift Guide | Gift-worthy items |

Zalando Marketing Services (ZMS)

Zalando offers paid marketing for partner brands:

• Sponsored products — Pay-per-click visibility in search results
• Brand campaigns — Homepage and category page placements
• Newsletter features — Product highlights in Zalando's email campaigns
• Influencer collaborations — Zalando facilitates influencer partnerships

Track all ZMS costs in Odoo through the integration's settlement report import.

Strategy 6: Use Data to Drive Decisions

Growth KPIs for Zalando

| KPI | How to Measure | Target | |-----|---------------|--------| | Revenue per market | Settlement data in Odoo | Month-over-month growth | | Conversion rate | Orders / product views | Above category average | | Return rate | Returns / orders by product | Decreasing trend | | Average order value | Revenue / orders | Increasing trend | | Content score | Zalando Partner Portal | > 90% completeness | | Delivery performance | On-time shipment rate | > 98% |

Odoo Reporting for Zalando

With the Zalando Odoo Integration, build custom dashboards:

• Revenue by market — See which Zalando markets drive the most sales
• Margin by product — After commissions, returns, and fulfillment costs
• Return reasons — Drill down into why products come back
• Seasonal trends — Compare performance across seasons and years
• Inventory health — Stock availability across your warehouses and ZFS

Frequently Asked Questions

How do I increase sales on Zalando Partner Program? Focus on product content quality (professional images, detailed descriptions, accurate size charts), expand across Zalando's 25 European markets, reduce return rates through better product information, and participate in Zalando's seasonal campaigns. The ECOSIRE Zalando Odoo Integration automates operational tasks so you can focus on growth.

How many markets should I sell on through Zalando? Start with the DACH region (Germany, Austria, Switzerland) as your base, then expand to Western Europe (Netherlands, France, Belgium), Southern Europe (Italy, Spain), and Northern/Eastern Europe. The Zalando Odoo Integration Professional plan supports all 25 markets.

How do I reduce fashion returns on Zalando? Invest in accurate size charts with centimeter measurements, high-quality on-model photography showing true colors and textures, detailed material descriptions, and fit guidance. Track return reasons through the Zalando integration to identify product-specific issues.

Is Zalando Fulfillment Solutions (ZFS) worth it? ZFS can accelerate growth through faster delivery, better search visibility, and lower return processing costs. It's most cost-effective at scale. The Zalando Odoo Integration Professional plan includes ZFS integration for inventory management and fee tracking.

How much does it cost to sell on Zalando? Zalando charges brand-negotiated commissions from 5-25% depending on category. The ECOSIRE Zalando Odoo Integration starts at $399/month for one market or $799/month for all 25 markets with ZFS support.

Next Steps

Growing on Zalando is a marathon, not a sprint. Start with excellent product content in the DACH region, optimize your returns, then expand market by market. The ECOSIRE Zalando Odoo Integration ($399/month) gives you the operational infrastructure to scale. Start your 14-day free trial or contact us for a Zalando growth strategy session.