A first-year starter kit for body-parts distributors

A first-year distributor does not need every part family. It needs the right twenty or thirty SKUs, ordered in a mix that fills a container, priced so the landed cost still leaves a margin, and supported by a claims process that protects the customer relationship when something goes wrong.

This is the starter kit we suggest to new distributors: how to pick the parc, build the SKU ladder, budget the first two orders, structure pricing, set up the warehouse and the claims process. It uses the published commercial terms — MOQ 20 pcs, production 7–15 days, FOB·CIF·DDP — and no invented sales forecasts.

Step 1: pick the parc, not the catalogue

Start with the vehicles your customers actually repair. Visit two or three body shops and parts counters, note the trucks and pickups on the lifts and in the yard, and count the platforms that appear repeatedly. Then focus:

• Two or three platforms cover most of the first year: for example a D-Max generation, a Hilux Revo generation and a Ranger generation, or the light trucks common in your region.
• Repair families first — lamps, mirrors, bumpers, fenders — because collision work repeats and does not wait for a styling trend.
• One styling line to test retail demand, not five; flares, grilles or chrome accessories are easier to add once the repair counter is moving.

The vehicle index lists the model generations covered, and each model page shows the parts families listed for that generation.

Step 2: build the SKU ladder

A ladder gives the first year structure instead of a flat list:

Rung	What it contains	Why it is there
Fast movers	8–12 SKUs across lamps, mirrors and bumpers	Keeps the counter working and tells you the real demand
Repair essentials	Fenders, grilles, bumper brackets for the top platforms	What body shops call for when a vehicle is on the lift
Anchor families	Body kits, flares, steel panels	Fill the container and serve styling/rebuild customers
Trial line	2–4 SKUs from a new category	Tests demand without committing depth

Keep the ladder small enough to manage. A first order of six to ten SKUs in a mixed container is normal; a catalogue of sixty SKUs on day one usually ends as dead stock.

Step 3: budget the order and the container

Budget the freight, not only the parts. The numbers you need from the supplier are the same ones the distributor has to plan with:

• MOQ per SKU — from 20 pcs on stock parts, 20 pairs on lamps, 20 sets on some styling kits.
• Production time — typically 7–15 days after confirmation for stock items; painted parts and new tooling take longer.
• CBM per SKU — measured carton dimensions, not catalogue estimates, so the mix fits the 20ft.
• Terms — FOB, CIF or DDP; DDP gives one landed number but the invoice includes freight and duty.

A planning rule rather than a sales forecast: build the first order to roughly 60–70% of a 20ft, and use the remaining volume for fillers once the fast movers prove themselves. The first stocking order playbook walks through the MOQ maths in more detail, and the mixed-container guide covers the load plan.

Step 4: set a pricing structure before the first container

Set the pricing method before the goods arrive, or the first customer will set it for you:

1. Landed cost per SKU — goods, freight, insurance, duty, destination charges and inland delivery. Use the landed-cost walkthrough to build the number.
2. Two price levels — trade/workshop price and retail/counter price, with the same landed cost basis.
3. A freight and FX buffer — freight rates and currency move; build a buffer rather than repricing every month.
4. A minimum order per delivery — small workshop drops cost more per delivery than the margin they generate.

Do not price from the supplier’s unit price alone. A cheaper FOB number with slower consolidation can land at a higher cost than a slightly higher price on a better lane.

Step 5: warehouse and packing setup

The warehouse is part of the kit. Decide before the container arrives:

• Bin locations by platform and side — lamps and mirrors are handed and should never be stored mixed.
• Carton marks and labels — SKU, side, quantity and carton number on every carton; the packing list is the map.
• Fragile area — foam-lined lamp cartons stay on top of racks, not under heavy panels.
• Receiving count — count cartons against the packing list and photograph the container before unloading.
• Claim drawer — keep carton photos, inspection report and loading photos for the batch; they are the evidence if something is wrong.

Step 6: warranty and claims process

Write the after-sales process in the first month, not after the first dispute:

• Classification — wrong fitment, defect, transit damage or shortage, each with its own evidence.
• Customer form — photos, order reference, quantity and the vehicle or part number; a short form beats a long email thread.
• Supplier claim — send the same pack to the supplier within the agreed window; the warranty playbook shows the structure.
• Root cause — fitment confirmation and sample approval prevent most wrong-fit claims; inspection prevents most defect surprises.

The first 90 days

Review three numbers at the end of the first quarter: which SKUs sold through fastest, which anchor family actually filled the volume, and which claims came back. Then reorder the fast movers, drop or thin the slow ones, and adjust the mix before the next container. The demand calendar helps time the reorder window.

When the list is ready, send the SKU list with the destination and ask for the packing data and a landed number. The catalogue shows the families and references to build the first order, and the bulk RFQ form accepts a pasted list if you are starting from a spreadsheet.

FAQ

How many SKUs should a first order contain? Six to ten SKUs in a mixed container is a practical start, built around two or three platforms. More SKUs spread the same budget thinner and make the warehouse harder to manage in the first year.

What is the MOQ for a new distributor? MOQ starts at 20 pcs on stock parts, 20 pairs on lamps and 20 sets on some styling kits, and applies per SKU rather than per container. Mixed orders across families are welcome, which is what makes a small first container possible.

How should I price parts in the first year? Start from landed cost, not the supplier’s unit price, then set a trade price and a counter price with a freight and FX buffer. Review the structure after the first container rather than changing prices every month.

How do I handle a customer claim? Classify it as wrong fitment, defect, transit damage or shortage, collect photos and order references, check it against the inspection record, and forward the same pack to the supplier within the agreed window. A documented claim is settled faster than an email thread.