Ever felt stuck with a supplier who insists on a Minimum Order Quantity (MOQ) that’s way beyond what you need—or can afford?
You’re not alone. Negotiating MOQs with Chinese suppliers is a common challenge for small and growing e-commerce businesses or mature businesses looking to validate new products. But here’s the good news: you don’t have to settle. With the right strategies, you can get lower MOQs without sacrificing product quality or burning supplier relationships.
Here are six ways to help you negotiate better MOQs with your Chinese suppliers:
Table of Contents
- Build a Strong Relationship First
- Start Small, Then Scale
- Combine Orders Across Products
- Leverage Off-Peak Seasons
- Offer to Pay a Bit More Per Unit
- Show Proof of Your Market Potential
- Let’s Tie It All Together
1. Build a Strong Relationship First
Suppliers are more likely to agree when they trust you. Before jumping into MOQ negotiations, invest time in building rapport. Regular communication, understanding their challenges, and showing you’re serious about long-term business can go a long way.
Example: One of our clients regularly sent updates about their business growth and social media following to their supplier. Over time, the supplier saw potential and agreed to reduce MOQs, betting on future larger orders.
2. Start Small, Then Scale
Instead of pushing for a low MOQ from the start, propose a trial order. Frame it as a quality check before committing to larger volumes. Many suppliers will accommodate smaller test orders if they believe it could lead to bigger deals. Note: it’s possible you may need to make some design or other minor concessions to make it workable for everyone involved.
Pro Tip: Position your trial order as a win-win. You get to test the product, and they get a foot in the door with a new, potentially long-term client.
3. Combine Orders Across Products
If a supplier offers multiple products you’re interested in, negotiate by bundling orders. They might have an MOQ per product, but they could be flexible if the total order meets a certain value or volume.
For example, instead of ordering 1,000 units of just one product, you could order 350 units of three different items—meeting their production efficiency needs without overstocking on a single SKU.
4. Leverage Off-Peak Seasons
Timing is everything. Factories have peak seasons (such as before Chinese New Year) when they’re swamped and less flexible. But during slower periods, they might welcome smaller orders to keep production lines running.
Insider Tip: After Chinese New Year or during summer months, suppliers might be more open to negotiations—just when their order books are lighter.
5. Offer to Pay a Bit More Per Unit
If lowering the MOQ feels like hitting a wall, consider offering a slightly higher price per unit. This can offset the supplier’s costs for smaller production runs. Sometimes, the increased unit price is worth it if it helps manage your cash flow and reduces inventory risks.
Reality Check: Paying 5-10% more per unit on a smaller order is often better than being stuck with 1,000 units you can’t sell.
6. Show Proof of Your Market Potential
Suppliers are more likely to accommodate you if they see you as a growth opportunity. Share your sales data, marketing plans, or customer testimonials to build their confidence in your business. The more they believe in your potential, the more flexible they might become.
Pro Tip: If you can’t make it to China to meet the supplier in person, the next best thing is a WeChat video call. We often help facilitate such calls with our clients.
Let’s Tie It All Together
Negotiating MOQs doesn’t have to feel impossible. It’s about finding common ground that works for both you and your supplier.
Have you faced tough MOQ negotiations? What strategies worked for you? Share your experiences in the comments!
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