2026-10-21 · Moni Happy
How Fast Should a 20ft Container of Diapers Sell Through?
A well-chosen 20GP container of baby diapers should sell through roughly 60–80% within the first 90 days and turn inventory about 6–8 times a year; a baby diaper distributor moving slower than that is tying up cash in slow SKUs.
- Target: about 60–80% of the container sold within the first 90 days.
- Healthy annual inventory turns: roughly 6–8 times for fast-moving diaper packs.
- Mid sizes (M and L) usually turn fastest; NB and XL move slower.
- Slow stock ends in discounting, which erodes the 15–25% margin.
- Plan your first-container size mix at the partner program.
What is a healthy sell-through number?
Sell-through is the share of stock sold in a period. A baby diaper distributor should target that for a starter container, a baby diaper distributor should aim to clear 60–80% of the goods within 90 days and turn the remaining range through the year. Below that, you are not just waiting; you are paying storage and risking expiry of a product parents buy repeatedly. Compare this against the reorder-cycle guide.
How do I measure it per store?
Track units sold per store per week for the first three months, broken down by size. A small independent store may move a few packs a week; a modern-trade outlet can move far more. The point is not the absolute number but the ranking: which sizes and which outlets turn fast, and which barely move. That ranking decides your next order mix.
Which SKUs usually move slowly?
Newborn (NB) packs and extra-large (XL) sizes often sell slowly because the age window is short. Mid sizes M and L, where babies spend the longest, usually turn fastest. A baby diaper distributor should not overload the first container with NB, even though it looks like an easy gift buy. See the pack-size guide by channel.
What do I do with slow stock?
First stop ordering the slow SKUs. Then run a targeted promotion: a bundle with wipes, a small multi-buy, or a display in a high-traffic corner. Markdown the slow stock once rather than letting it sit for a year. A small controlled loss on one pack is better than dead money in a warehouse. Watch the warehouse storage cost as you clear it.
How does sell-through change my next order?
Rebuild the next container around the sizes and channels that actually turned. A baby diaper distributor who reorders by sell-through data usually improves margin faster than one who negotiates a few cents off FOB. Healthy velocity protects the 15–25% margin and keeps retailers asking for reorders on time. Plan your mix at the partner program.
Frequently asked questions
What is a healthy sell-through for a container of diapers?
Roughly 60-80% sold within the first 90 days, and about 6-8 inventory turns per year, depending on the country and channel.
Which diaper sizes usually move fastest?
Mid sizes (M and L) for established babies usually turn fastest; premium newborn and extra-large sizes often move slower.
What if my container sells too slowly?
Trim the slow SKUs next order, run a small promotion, and reorder only the sizes that actually turn; do not keep buying the same slow mix.
Bottom line: Target 60-80% sell-through in 90 days and 6-8 turns a year. Track by size and store, cut slow SKUs early, and let sell-through data drive your next container mix.
Sources and further reading
Commercial figures are indicative planning ranges and subject to a formal quotation; statutory rates must be confirmed with a licensed customs broker.
Frequently Asked Questions
What is a healthy sell-through for a container of diapers?
Roughly 60-80% sold within the first 90 days, and about 6-8 inventory turns per year, depending on the country and channel.
Which diaper sizes usually move fastest?
Mid sizes (M and L) for established babies usually turn fastest; premium newborn and extra-large sizes often move slower.
What if my container sells too slowly?
Trim the slow SKUs next order, run a small promotion, and reorder only the sizes that actually turn; do not keep buying the same slow mix.
How does sell-through affect my margin?
Slow stock ties up cash and often ends in discounting, which quietly erodes the 15-25% margin faster than a slightly higher FOB.
