# Starlink volume orders: what resellers ask us before the first deal

Before a reseller signs off on a first volume order, they ask the same questions every time. Here is what we hear, and how we answer.

When a reseller contacts us about volume Starlink hardware for the first time, there is a predictable sequence of questions. Not because the questions are obvious, but because the ones who ask them have thought seriously about the deal before picking up the phone.

## Who actually pays, and when?

The first thing we hear is about payment timing. In conventional hardware distribution, extended terms of 30, 60, sometimes 90 days are the norm. TerraLink operates cash on order. That changes the conversation immediately.

Cash on order is not a negotiating position. It is the structural reason we can source in volume and move fast. A reseller who understands supply chain logic gets this without a long explanation. One who expects net-60 terms will either find another channel or rethink the working capital assumption on their end.

The implication for the reseller: if you are buying on behalf of a client, you need either the client's deposit upfront or internal credit to bridge. Either way, the risk sits with the party who controls the asset. That is cleaner than it sounds.

## What Incoterms apply?

Hardware moving across European borders means someone takes on customs, freight, and insurance at some point in the chain. We specify the Incoterms clearly in every quotation. The most common arrangement for European resellers is EXW or DAP depending on volume and destination country. For large lots, the reseller often prefers EXW to control freight costs with their own carrier.

One detail that catches people off guard: a lot arriving at 6am at a freight terminal in Antwerp does not wait. If your local contact is not there with the right paperwork, the lot goes back into storage and you absorb the cost. Getting the logistics chain right before the first order is worth the time.

## Is there a minimum order quantity?

Yes. We work with volume buyers, not single-unit retail. The threshold varies by product line. For Starlink Business hardware, we are talking about meaningful batch sizes, not individual kits. The conversation starts making sense from a few dozen units upward, and becomes genuinely interesting at several hundred.

Partial lots do sell, for the right buyer who understands what they are buying. But a reseller planning to move one or two units will find the unit economics do not work at our level.

## Does the hardware warranty pass through?

This is the question that separates experienced hardware resellers from newcomers. Pass-through warranty means the end client can access the manufacturer's support chain directly, without the reseller becoming the single point of contact for every hardware fault.

The answer depends on the specific product configuration and the registration path at the time of activation. We can clarify this for each order. What we do not do is sell grey-market units that cut off the support chain entirely.

## Why cash on order changes the risk profile

In a conventional distribution model, extended payment terms transfer credit risk to the supplier. The supplier hedges this with higher pricing or insurance. Cash on order inverts the model: the buyer takes on timing risk, but the price reflects the absence of credit cost.

For a reseller with a confirmed project pipeline, the math is straightforward: a client who has signed a deployment contract will fund the hardware deposit. The reseller does not carry the risk; they pass it cleanly. For a reseller speculating on future demand, cash on order is harder. That is probably appropriate.

**Does TerraLink supply subscriptions or managed services alongside the hardware?** No. TerraLink is hardware only. Subscriptions and managed connectivity stay with the service provider or operator. That separation is deliberate: we do not compete with the service layer.
**Can a reseller place a first order for a single project and then scale?** Yes. The first order does not commit you to a recurring volume. We see most resellers start with a single project lot and come back once the deployment proves out.
**What documentation comes with a volume order?** Commercial invoice, packing list, and the Incoterms specified in the quotation. For CE-marked products, conformity documentation is included. We do not provide customs brokerage; that is the buyer's responsibility under EXW terms.