Mixed Pallets vs Full Truckloads: Which FMCG Buying Model Fits Your Margin?

Every wholesale FMCG buyer eventually faces the same question: do you buy by the mixed pallet or commit to a full truckload? Both move branded fast-moving consumer goods at trade prices — but they suit very different businesses, cash positions and resale channels. Here's how to choose the model that protects your margin.

The two ways to buy

A mixed pallet combines several SKUs — and often several categories — on a single pallet. A full truckload (FTL) is a complete vehicle of up to 33 EUR-pallets, usually weighted toward fewer SKUs at the sharpest per-unit price. Between the two sits the classic single-SKU wholesale pallet.

When mixed pallets win

• Lower commitment. Start from a single pallet instead of a whole truck — ideal when cash flow is tight.
• Range without risk. Spread spend across categories and trial new brands before scaling.
• Faster shelf rotation. Perfect for discounters, variety stores and market traders who need breadth, not depth.

When full truckloads win

• Best unit price. The more you load, the lower your cost per case — volume is where margin is made.
• Predictable resale. Fewer SKUs at volume are easier to shelf, scan and reorder.
• Efficient freight. One vehicle, one destination, no transhipment — and for export, a full container load (FCL) is the cheapest way to move weight over distance.

A simple decision framework

Ask three questions:

• How well do you know what sells? If you're certain, single-SKU pallets or a full truckload win on price.
• How much can you commit? Limited working capital favours mixed pallets.
• How far is the destination? Long-haul export rewards full container loads; short EU lanes suit road FTL.

The hybrid most buyers land on

In practice, many distributors run both. They buy full truckloads of proven, high-rotation lines to drive margin, then add the occasional mixed pallet to test new products without over-committing. As those trials prove out, they graduate the winners to single-SKU pallets and eventually full loads — turning a test into a programme.

Get pricing in a day

Whichever model fits, the fastest way to compare is a real quote. Request a quote with your categories and target volume, and the Arcentli trading desk responds within one business day with live stock and firm pricing.