Struggling with high MOQs when you're just starting out?

To negotiate a low MOQ, communicate clearly, show potential for future orders, and offer value beyond quantity.

I used to think MOQ¹ was a hard rule. But over time, I learned that it’s just a starting point for a conversation — especially if you know how to ask.

Why Is the MOQ Important?

Ever wondered why suppliers insist on setting an MOQ?

MOQ helps suppliers manage production cost, reduce waste, and ensure profitability.

MOQ isn’t just a random number. It reflects how many units a supplier needs to produce to make a profit. They consider mold setup, machine time, labor, packaging, and material sourcing. For example, making 200 pieces might cost more per unit than making 1000, because fixed costs get spread out over a smaller batch.

How MOQ affects suppliers:

Understanding this makes negotiation easier — it shows you respect their business model.

Why Is MOQ So High?

Sometimes MOQ numbers seem crazy high. But why?

High MOQs are set to cover fixed production costs and protect supplier margins.

If a factory’s mold setup takes hours and costs $300, they can’t profit if you only want 100 pieces. Some factories² are also shaped by the supplier’s existing customer base. If they mainly deal with big brands, they’ll naturally set a higher MOQ.

Reasons for high MOQ:

• High setup cost
• Material packaging units (e.g., suppliers must buy plastic by the ton)
• Factory used to bulk orders
• Stock risk if products aren’t sold

But don’t give up just yet — many suppliers are open to negotiation, especially for trial orders.

What Are the Advantages and Disadvantages of MOQ?

Is MOQ always a bad thing for small buyers?

MOQ can lower unit prices and streamline production³, but it may limit flexibility and increase upfront cost.

MOQ works in favor of efficiency. For suppliers, it means fewer idle machines. For buyers, it can unlock better pricing tiers. But if you’re a startup, you might end up ordering more than you need, just to meet the minimum.

Pros and cons table:

As a small business owner, I always try to balance these two sides. Sometimes, paying a little more per unit for a smaller batch is worth the flexibility.

How to Avoid Minimum Order Quantity?

Can you actually skip MOQ altogether?

You can avoid MOQ⁴ by finding suppliers with ready stock, buying from trading companies, or sharing orders with others.

Not all suppliers require large runs. Some keep inventory for common products. Others are middlemen who can fulfill small batches. I’ve even connected buyers from different countries to split bulk orders — everyone wins.

Ways to avoid MOQ:

• Ask for ready-to-ship⁵ or stock items
• Look for low-MOQ sellers on Alibaba filters
• Use local distributors or warehouses
• Share MOQ with other small buyers
• Offer to pay more per unit or cover setup fees

This is one of the tricks I learned through experience. Instead of asking, “Can you lower your MOQ?” I now say, “Is there any way we can work together for a small trial batch?”

Conclusion

You can negotiate low MOQs by understanding supplier needs and offering creative solutions.