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MOQ stands for minimum order quantity: the smallest number of units a factory or supplier will accept in one order. If a hoodie factory's MOQ is 300 pieces, it won't run 120 for you, at least not at its normal price.
That's the definition. The part that costs founders money is everything around it: what the minimum is counted on, which other minimums sit behind it, and how much room there is to move. This guide covers all three.
01What the MOQ is actually counted on
"MOQ 300" can mean very different orders. Always ask how it is counted:
| MOQ counted per | What it means for you |
|---|---|
| Order | 300 units total, mixed however you like. The friendliest version. |
| Style | 300 of each design. Three styles means 900 units. |
| Color | 300 of each colorway. A hoodie in three colors is 900 units. |
| Size | Rare in apparel, common in footwear and molded goods. |
| Dollar value | A minimum order value instead of units, common with domestic suppliers and wholesalers. |
A listing that says "MOQ 100" and a quote that says "100 per color per style" are two very different checks to write. Ask in your first message, and get the answer in writing.
02Why factories set minimums
An MOQ is not a factory being difficult. It's the point where a run stops losing them money. Every order carries setup cost before the first good unit comes off the line:
- Setting up the line, the patterns and the cutting
- Buying fabric, yarn or raw material in the mill's own minimums
- Dyeing a color lot, which costs about the same for a small batch as a big one
- Screens, molds, dies, embroidery files and other tooling
- Sampling, admin, quality checks and export paperwork
Spread over 1,000 units, that setup is pennies each. Spread over 50, it's most of the price. The MOQ is the quantity where the factory's setup is covered and the run is worth taking.
03The minimums hiding behind the MOQ
The headline MOQ is rarely the only one. When you add custom components, each one can bring its own:
- Fabric and yarn: custom colors, weights or knits, set by the mill.
- Trims and hardware: custom zipper pulls, buttons, eyelets, drawcord tips.
- Labels and tags: woven labels and printed hangtags are often sold in the thousands.
- Packaging: printed mailers, boxes and polybags have their own minimums at the printer.
- Decoration: some printers set minimums per design or per color in the art.
A garment you can order 150 of may come with 1,000 woven labels and 500 printed boxes. That isn't a scam; it's how those suppliers price. Plan for it in your cost model, or choose stock components for the first run.
04How MOQ changes your unit price
Above the minimum, price usually falls in steps as quantity rises. Below it, you pay a surcharge or the factory says no. That's why you should always ask for prices at three or four quantities, for example 100, 300, 500 and 1,000, even if you only plan to order one.
The price breaks tell you where the factory's costs really are. A big drop between 100 and 300 and a small one between 500 and 1,000 says most of the setup is covered by 300. A single vague "about" number tells you nothing; ask again.
05How to negotiate a lower MOQ
MOQs are usually negotiable, but you have to be roughly in the ballpark. Asking a factory with a 1,000-piece minimum to make 50 wastes both your time. These are the levers that work:
- Cut colors and styles first. Moving from three colors to one can turn a 900-unit order into 300 without touching the MOQ.
- Use stock materials. Fabric, trims and colors the factory already runs remove the hidden minimums behind the main one.
- Ask how it's counted. If it's per color, ask whether colors can share a fabric or a run. If it's per style, ask about one style in two colors.
- Offer to pay a small-run premium. "What would the price be at 150?" is a better question than "can you do 150?" Many factories will run below minimum for a higher unit price or a setup fee.
- Propose a test order with a path to more. Give the factory a reason to invest in you: a clear reorder plan, a second style next season, a written forecast.
- Time it. Factories are more flexible in their slower months than before major holidays.
- Pick the right size of factory. A large plant that ignores a 150-piece test isn't your partner yet. Smaller factories, development studios and domestic shops are built for short runs.
Be specific and polite. "We need this at 200 pieces, one colorway, stock fabric. How do we make that work?" opens a conversation. "Can you lower the MOQ?" invites a no.
06How to choose your order quantity
The right first quantity is not the MOQ. It's the number you can sell through at full or near-full price while learning something. Work it out from the sale, not from the factory:
- How many can your channel realistically sell in the first 60 to 90 days?
- How will that split across sizes and colors? Size curves leave the odd sizes over.
- What does each quantity tier cost landed, per sellable unit?
- How much cash goes out, and when, at each tier?
- What happens to margin if you have to discount the last 20%?
Run the numbers at three quantities: a small test, your likely order, and the next price break. Then pick the one that keeps you solvent if you're wrong. A sold-out first run teaches you more than a garage full of a cheaper one.
QQuestions
Q01What does MOQ stand for?
MOQ stands for minimum order quantity: the smallest number of units a supplier will accept in a single order, at its normal price.
Q02Is MOQ negotiable?
Usually, within reason. Cutting colors, using stock materials, paying a small-run premium or committing to a follow-up order can all bring it down. Asking for a fraction of the minimum rarely works.
Q03What is a typical MOQ for clothing?
It varies by route. Blanks from wholesalers can be bought by the piece or the dozen. Cut-and-sew factories commonly set minimums in the hundreds per style or per color, and custom fabric can push that higher. Always ask how the minimum is counted.
Q04What is the difference between MOQ and MOV?
MOQ is a minimum number of units. MOV (minimum order value) is a minimum spend, common with wholesalers and domestic suppliers. Some suppliers use both.
Q05Do samples count toward the MOQ?
No. Samples are ordered separately, usually at a higher unit price plus a sample fee. Some factories credit the sample fee against your first bulk order; it is worth asking.
Q06What if I can’t meet a factory’s MOQ?
Ask for a below-minimum price, simplify the product to stock materials and one color, or find a smaller or domestic supplier built for short runs. Blank-plus-decoration routes avoid most minimums for a first drop.
→Where to go next
- Manufacturer directoryFind factories by category.
- Clothing manufacturers
- Packaging manufacturersWhere the hidden minimums often live.