How to Negotiate MOQs with Chinese Furniture Suppliers

Understanding Why MOQs Exist

MOQs are not arbitrary. They reflect the factory's break-even point for setup costs, material procurement, and production efficiency. Understanding this helps frame negotiations.

Typical MOQs by Product Type

• Upholstered Furniture (Sofas, Chairs): 50-100 pieces per style.
• Case Goods (Tables, Cabinets): 30-50 pieces per SKU.
• Outdoor Furniture: 100-200 pieces (due to material-specific molds).

Strategies to Reduce MOQs

• Order Multiple SKUs: Commit to a larger total volume across several styles to justify setup costs.
• Accept Longer Lead Times: Factories may reduce MOQs if they can consolidate your order with other clients.
• Piggyback on Existing Production: If the factory is already producing a similar item for another client, ask to add your order to the run.
• Offer Upfront Payment: Some factories will lower MOQs if you can pay 50% deposit instead of the standard 30%.

When NOT to Push for Lower MOQs

If you're a first-time buyer, insisting on abnormally low MOQs may signal you're not a serious customer. It's often better to start with the factory's standard MOQ, prove you're a reliable partner, and negotiate reductions on subsequent orders.