Negotiate Your MOQ: It is OK to pay a Little More on a Test Order to Reduce Risk
At the 6 May 2026 Campfire, a seller asked: “The supplier wants an MOQ of 1,000, but I want 500. Should I push this issue?”
Angela’s advice: “If they want to put the price up, so be it. Does it make sense to pay a little extra for that 500 and reduce your risk? Ask yourself, I’m probably better off to pay an extra dollar each just to reduce my risk?”
Key negotiation tips
Ask for pricing at higher volumes first – Get the price for 3,000 units, then work backwards. That gives you a benchmark.
Expect a small price increase – Most suppliers will accept a lower MOQ but increase the unit price slightly… Usually not more then about 10% That’s reasonable – they have to buy materials and set up production for a smaller run.
Understand the supplier’s perspective – They aren’t running a factory for tiny private label orders. Your 500 units is nothing compared to the 20,000 they make for Target or Home Depot. A small price increase reflects their real costs.
Weigh the cost against the risk – A 10–20% higher unit price on a test order is often worth it. You get to validate your product without committing to 1,000 units.
Longer term it is wise to have a backup supplier – If your main supplier becomes difficult or raises prices too much, you need a plan B.
The bottom line: Reducing risk on your first order can be more important than getting the lowest possible price. You can negotiate better pricing on reorders once the product proves itself.
