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How to Negotiate Lower MOQ with China Suppliers?


How Can You Negotiate MOQ with Chinese Suppliers?

In business, negotiation can help to secure favorable terms for contracts, reduce costs, and increase profits. Effective negotiation also enhances a company's reputation, as it shows that the business is professional, respectful, and able to work well with others.

Whenever you decide to place an order, often the issue of MOQ may come up. The price of any product will depend on this factor. Quite a few of you may be taken aback as may not have heard this term and are not aware of its significance. Often you may also need to do a very hard negotiation of lower MOQ to finalize the deal.

What does MOQ mean?

MOQ means Minimum Order Quantity. It is the lowest quantity that can be ordered from a supplier. For Chinese factories, MOQ is the minimum quantity that they are willing to produce.

Why do suppliers use MOQ?

China suppliers employ MOQ to keep product manufacturing costs under control. Above that quantity, the supplier is able to produce the goods, pay for all associated costs, and still make a reasonable profit.

For doing that, they total up all their costs and choose a price that will satisfy both themselves and their clients.

MOQ is crucial to the manufacturer since it allows them to screen out unreliable clients and those who are not committed to launching or expanding their enterprises.

Negotiation of lower MOQ is a common practice among small business owners, and it requires careful planning and execution to achieve the desired outcome. In this article, we will discuss things to consider when negotiating lower MOQ with China suppliers.

1. Understand the supplier's perspective

The first step in negotiation is to understand the supplier's perspective. Suppliers have to incur various costs to produce and ship products, and MOQ is often determined based on these costs.

The production process involves setting up production line, arranging machines, hiring workers, and paying for utilities and facilities, which are fixed costs that remain the same irrespective of the order size.

In addition to the fixed cost, suppliers have variable costs, such as

Material costs
Labour costs
Packaging costs
Shipping costs.

Therefore, suppliers set MOQ to ensure that they can recover these costs and make a profit.

2. Research the market

Before negotiation, it is essential to research the market thoroughly. Understanding the demand for the product and the competition in the market will provide a better understanding of the supplier's pricing strategy.

Researching the market will also help in negotiating better pricing and MOQ. If there is a high demand for the product, the supplier may be more willing to negotiate lower MOQ to secure the business. It will also help to identify other potential suppliers that offer better MOQ and pricing.

3. Offer to pay a litter higher price

In some circumstances, a vendor will set a high MOQ for you, but if they anticipate having you as a long-term customer, they may be ready to create fewer units up front.

At this point, negotiating price is always a better way rather than the actual MOQ. The supplier will probably choose it if producing fewer units makes financial sense for them.

You could propose to pay higher costs for fewer units as one option. For example, if the vendor's MOQ is 500 pcs at $1 each, you could offer to purchase 300 units at the price of $1.25 each.

Finding a medium ground where both suppliers, as well as buyers, are happy is therefore important. If you are very close to the ballpark price figure of your supplier’s profit requirement, then sometimes you can get them to be agreeable to a certain lower MOQ.

4. Negotiate payment terms

Ask the supplier whether they can produce the complete production run and delivery you the order in instalments if you are unable to pay the supplier's MOQ in one go. Offer to pay half up front and the balance half over the course of three months, for instance.

Not every seller will be ready to do this approach, and once more, it all depends on how much the vendor values your business. They might accept this arrangement if they think you are worth the money.

Negotiating other terms can be a useful tactic to lower MOQ. For instance, suppliers may offer discounts for larger orders, faster shipping times, or better payment terms.

Suppliers are more likely to negotiate other terms when they believe that the business relationship will be long-term. Therefore, it is essential to build a good relationship with the supplier by maintaining regular communication and providing feedback on the product's quality.

5. Show sincerity and commitment

In some circumstances, a vendor will set a high MOQ for you, but if they anticipate having you as a long-term client, they may be ready to create fewer units up front.

Try to close your deal quickly. The supplier may accept the offer when you directly request their bank account details and offer to send them the money right away.

Showing commitment to the supplier can help in negotiation of MOQ. Suppliers are more willing to negotiate lower MOQ with businesses that are committed to the product and show potential for future orders.

Therefore, it is essential to demonstrate commitment by placing repeat orders, providing regular feedback, and promoting the supplier's product.

6. Prepare a clear and detailed plan

Before entering negotiations with supplier, it is essential to prepare a clear and detailed plan. The plan should include the desired MOQ, the expected price, the timeline for production and delivery, and any other terms that are important to the business.

Having a clear and detailed plan will make negotiations more efficient and help to avoid misunderstandings. It will also show the supplier that the business is serious and well-prepared.

7. Be aware of cultural differences

Negotiating with China suppliers requires an understanding of cultural differences. Chinese culture places a high value on building relationships, and it is essential to establish trust and respect before negotiations can begin.

It is also important to be aware of the importance of "face" in Chinese culture, which means avoiding confrontational or aggressive behaviors during negotiations.

Additionally, China suppliers may use indirect communication, which can be confusing for Western businesses. It is essential to listen carefully and ask clarifying questions to ensure that both parties understand each other's positions.

8. Be flexible

Being flexible is crucial when negotiating lower MOQ. It is essential to understand that the supplier has to make a profit and meet its cost. Therefore, it may not always be possible to negotiate lower MOQ to the desired level. In such situations, you may consider other business aspects. For example, agree to a slightly higher quantity but at meantime, request for some price reductions.

It is important to be flexible when negotiating China suppliers, you should try to find a compromise that works for both parties.

9. Use a sourcing agent

If you get stuck on the MOQ problem, and can’t figure out the way to solve it, maybe it is time to look elsewhere and use help from a sourcing agent in China. There exist many sourcing agents and they can use their connection and veteran method to solve the problem based on a few commissions on top of your order amount.

Working with a sourcing agent can be an effective way to negotiate lower MOQ with China suppliers.

Sourcing agents have local knowledge and experience negotiating with suppliers, which can be valuable in securing favorable terms. Sourcing agents can also help to overcome language barriers and cultural differences, making negotiations smoother and more efficient.

They can also provide quality inspection and logistics support, which can be particularly helpful for small businesses that do not have a dedicated team to manage the importing process.


In conclusion, negotiation of lower MOQ with China suppliers is challenging, but essential process for small businesses who want to order in smaller quantities.

By following the above guidelines, small businesses can negotiate lower MOQ successfully and establish a long-term relationship with China suppliers.

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