When entering a new country or sales channel, a larger brake pad catalog is not automatically better. Importing many unverified part numbers consumes working capital, storage and data-management capacity, while a range that is too narrow limits distributor conversion. Build the initial range in stages from the local vehicle population, channel needs and replenishment capability.
1. Define the market before requesting a full catalog
Specify the country or region, passenger or commercial vehicles, vehicle-age range, channel, price position and customer type. A national wholesaler, urban repair network, fleet and online retailer need different coverage depth. Write a testable commercial scope instead of allowing a global supplier catalog to substitute for market analysis.
2. Collect evidence of local demand
Use lawfully obtained vehicle registration or parc data, existing sales, inquiries, workshop feedback, catalog gaps and customer purchasing lists. Record the date, geography and vehicle definition for each source. New-vehicle sales should not be treated automatically as aftermarket brake pad demand. Where evidence is weak, state the assumption and validate it with controlled quantities.
3. Build a controlled vehicle and cross-reference table
For each internal SKU, associate make, model, year or platform, axle position, brake system, OE references, FMSI or other lawful references and supplier number. FMSI describes standardized part numbering as a common language in the brake aftermarket, but no reference alone replaces dimensional, configuration and fitment verification. Use catalogs you are authorized to access and retain source and verification dates.
4. Select first SKUs by demand tier
Group candidates as:
- Core A: strong demand evidence, frequent channel requests and replenishment priority;
- Coverage B: useful for a distributor’s range but expected to move more slowly;
- Trial C: limited evidence and controlled validation quantity;
- Pending: unresolved fitment, revision or destination requirement and not yet orderable.
Update tiers with sales and stockout evidence rather than treating them as permanent labels.
5. Prevent duplicate records for similar shapes
Multiple references may point to one candidate shape, while visually similar shapes may require separate stock because of thickness, hardware, sensor, material or axle differences. Use the internal SKU as the primary key and store external numbers in a many-to-many cross-reference table. Competent personnel must review technical differences before consolidation; photographs or one catalog match are not enough.
6. Plan product, formulation and packaging revisions together
One pad shape can generate several versions for different destinations, performance requirements, brands and sales units. Separate the product master, material specification, market revision and packaging revision. If a difference affects purchasing, inventory or sales, control it as a version rather than leaving it only in notes.
7. Let inventory structure determine first-order quantities
Combine SKU priority, MOQ, production lead time, ocean freight and customs time, target service level, storage and working capital. Core SKUs may need more safety stock, while trial items should limit exposure. When container space is short or remains unused, do not adjust every SKU equally; protect core coverage and items with long replenishment cycles.
8. Establish a catalog change process
Define who can propose fitment, who reviews it, who publishes it and when an old revision is retired. Preserve the source, date, author and reason for every change. Sales catalogs, purchase orders, warehouse labels and website data should draw from the same controlled master rather than separate departmental spreadsheets.
9. Expand in stages
After launching the first range, track uncovered inquiries, conversion, turnover, stockouts, returns and fitment questions. The second phase should address demonstrated lost demand rather than a target catalog count. Catalog quality depends on accuracy, availability and update speed, not only the number of SKUs.
Prepare a new-market catalog project
Organize the destination, channel, vehicle list, available sales data and first-order budget. Review BAOTAI’s brake pad catalog and submit requirements through our inquiry form. Final SKUs, fitment, material, packaging and inventory structure must be based on customer data, authorized sources, technical verification and agreement.
