Sell on Mountain Warehouse Marketplace: Requirements, Fees and Categories
Who can sell on Mountain Warehouse's marketplace, what it wants, who handles delivery and returns, and connecting an approved account to FLUF Connect.
- Mountain Warehouse has sold other brands’ outdoor clothing and equipment on its UK website since May 2022, next to its own label.
- Its seller page asks for a UK-registered company that is VAT registered in the UK and ships from UK stock.
- Partners handle delivery, returns and pricing. Mountain Warehouse handles first-line customer service.
- Commission is set in each seller’s contract. There is no public rate card.
- Once approved, you can connect your seller account in FLUF Connect and list stock whose barcodes are already in Mountain Warehouse’s catalogue. FLUF does not create catalogue products or import orders.
This guide is for a UK brand or retailer selling outdoor clothing, footwear, camping kit, cycling gear or pet accessories that wants a place on a specialist outdoor retailer’s website. If you hold stock in the UK and are VAT registered, it is worth a look. If you are a private seller with second-hand gear, it is not open to you: try eBay or Vinted instead.
What the Mountain Warehouse marketplace is
Mountain Warehouse is a UK outdoor retailer. It opened its marketplace on 24 May 2022, describing it as a “one-stop-shop for all outdoor clothing and equipment”, according to Retail Gazette’s launch report. The first partner brands included Nike, Slazenger, Canterbury, Donda Cycling and Dotty Dungarees, and they sell on the same pages as Mountain Warehouse’s own range.
The marketplace has grown fast. By August 2024 it carried more than 320 brands and its sales had risen more than 150% year on year, Retail Gazette reported. The company behind it reported revenue of £450m for the year to February 2025, with online sales making up nearly a third of the total, according to Retail Gazette’s results coverage.
What sells there
Mountain Warehouse’s seller page gives outdoor apparel, tents, sleeping bags, hiking boots, jackets, ski goggles and GPS units as examples. At launch the retailer said partners would widen its range into kidswear, cycling, outdoor living and garden, and pet products.
The buyers come for walking, camping and skiing, often before a trip. That favours products with clear specifications in the title, such as waterproof rating, tog, fill weight or tent berth, and sizing that matches what a buyer already knows. A brand that already sells the same products to outdoor shoppers on Amazon or its own Shopify store will find the product data it needs is mostly written.
Who can sell
The seller page sets three conditions:
- You are a registered company in the UK.
- You are VAT registered in the UK.
- You hold stock in the UK and deliver directly to customers.
Mountain Warehouse reviews each application and chooses which brands join. That is why FLUF marks the marketplace “Invite only”: the decision sits with Mountain Warehouse, not with FLUF.
Fees and payouts
Mountain Warehouse does not publish a rate card. Commission, any monthly charge and payout timing are agreed in the seller contract, so ask for all three in writing before you sign. Outdoor kit carries a wide range of margins, from a £15 base layer to a £400 tent, and a single percentage can work well on one and badly on the other. Run the numbers on your lowest-margin lines first.
Delivery, returns and customer service
Partners deliver the orders themselves. At launch, Mountain Warehouse said sellers take care of shipping, delivery, handling returns, tracking, pricing and second-line customer care, while it handles first-line customer service, as reported by FashionUnited. A buyer contacts Mountain Warehouse first, and it passes anything it cannot settle to you.
Returns come back to you, so check the return window in your agreement and price bulky items such as tents and camping furniture with that in mind. A two-person tent returned unused is resaleable; one that was pitched in the rain needs drying and checking before it goes back on sale.
Is it right for you?
It suits a UK outdoor, sports or pet brand with barcoded stock, a warehouse that can ship daily, and margins that can take a retailer’s commission. It suits less well a seller without a UK company or VAT number, anyone shipping from outside the UK, or a seller of used or one-off items.
For other UK retailers whose marketplaces FLUF connects, see the guides to Debenhams, The Range and Tesco, or the overview of selling in the United Kingdom.
Using FLUF Connect with Mountain Warehouse
Mountain Warehouse approves its own sellers, so FLUF has no application link for it. On the Channels screen in FLUF Connect its card is marked “Invite only” and covers one country, the UK. When your seller account is live and your products are in Mountain Warehouse’s catalogue, choose “Already approved? Connect” on the card.
FLUF can then list items from your inventory that already exist in Mountain Warehouse’s catalogue, matched by barcode. A brand that keeps its jackets and boots in FLUF for its other channels can offer the same units here without entering them again.
| Task | On Mountain Warehouse through FLUF Connect |
|---|---|
| Apply and get accepted | You do this with Mountain Warehouse |
| Connect your approved seller account | Yes, from the Channels screen |
| List stock that the catalogue already holds, by barcode | Yes |
| Create new products in the catalogue | No |
| Detect sales or import orders | No. Manage orders in your Mountain Warehouse seller account. |
| Relisting or offer management | No |
Because FLUF does not see Mountain Warehouse orders, a sale there does not lower your stock elsewhere on its own. When an order takes your last unit of a size, mark it sold in FLUF and it comes down from the other marketplaces you list it on.
FLUF’s plans for businesses selling on several channels are on the pricing page. Start with 7 days for £1, then from £9/month to see the Channels screen with your own stock.
Related guides
- How to sell on The Range
- How to sell on Debenhams
- How to sell on Tesco
- Selling in the United Kingdom
- How to sell on home24
Sources
- Mountain Warehouse: Sell with us (checked October 2026)
- Retail Gazette: Mountain Warehouse launches its own online marketplace (May 2022; checked October 2026)
- FashionUnited: Mountain Warehouse launches outdoor marketplace (May 2022; checked October 2026)
- Retail Gazette: Mountain Warehouse marketplace growth (August 2024; checked October 2026)
- Retail Gazette: Mountain Warehouse profits and sales (August 2025; checked October 2026)
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Pick your topics first ›Frequently Asked Questions
UK businesses. Mountain Warehouse's seller page asks for a company registered in the UK, UK VAT registration, and stock held in the UK that you deliver directly to customers. Mountain Warehouse decides which brands join.
Outdoor clothing and equipment: jackets, hiking boots, tents, sleeping bags, ski goggles and similar. At launch it also named kidswear, cycling, outdoor living and garden, and pet products.
It does not publish a rate card. Commission and any other charges are agreed in your seller contract, so ask for them in writing before you sign.
You do. Partners ship the orders, handle returns and tracking and set prices. Mountain Warehouse handles first-line customer service and passes on what it cannot settle.
Retail Gazette reported more than 320 brands in August 2024, with marketplace sales up more than 150% on the year before.
Once Mountain Warehouse has approved you, connect your seller account from the Channels screen. FLUF lists items already in Mountain Warehouse's catalogue, matched by barcode. It does not create catalogue products or import orders.
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