What ‘MOQs’ Really Mean—And How to Negotiate Them [start a clothing brand]

If you’re looking to start a clothing brand, you’ve likely run into the term “MOQ” a dozen times already. And if you’re anything like most first-time founders, it’s probably left you wondering: Is 300 units really the minimum? Can I negotiate that? Will they take me seriously if I only want 50?

Understanding Minimum Order Quantities—and how to negotiate them—is one of the most important parts of launching a brand without blowing your budget or your timeline.

At IdealabGZ, we specialise in helping new and growing brands manufacture garments with low MOQs, flexible terms, and clear timelines. We’ve even built an entire course—Garment Sourcing 101—to walk you through how MOQ works, why it matters, and how to get the numbers working in your favour.

Here’s the real talk on MOQs—and how to negotiate them like a pro.

What Is an MOQ, Really?

MOQ stands for Minimum Order Quantity. It’s the lowest number of units a manufacturer is willing to produce per style, per order.

But here’s the nuance:

• MOQs can apply to styles, colours, sizes, fabric types, and even trims.

• It’s not a number plucked from thin air. It’s based on operational efficiency, material sourcing, machine setup, and profit margins.

So when a factory says “Our MOQ is 300 units,” they don’t mean they won’t make less. They mean that at 300 units, their costs make sense.

Why MOQs Matter to Manufacturers

Before you start negotiating, it helps to understand why MOQs exist in the first place. Factories don’t set them to be difficult—they set them to stay profitable.

Here’s what factories factor into MOQs:

• Labour setup: Machines need calibrating, patterns need prepping, and workers need briefings.

• Fabric sourcing: Materials are often sold in bulk, and small orders may require custom fabric sourcing with its own MOQ.

• Waste reduction: Cutting 50 garments might waste as much fabric as cutting 300.

• Margins: Smaller runs = thinner margins = less incentive.

Understanding this makes you a better negotiator—not because you push back blindly, but because you frame your requests in terms they understand.

5 Common MOQ Myths (Busted)

Let’s clear the air:

1. “Every factory has the same MOQ.”

   → No. It varies hugely depending on product type, materials, and region.

2. “Lower MOQs mean poor quality.”

   → Not true. Plenty of high-quality factories offer small-batch production—they just charge accordingly.

3. “If I ask for 100 units, they’ll say no.”

   → Maybe. Or maybe they’ll say yes—with conditions.

4. “MOQ only applies to the whole order.”

   → Not always. You might be able to split it across sizes or colours if the fabric is the same.

5. “MOQs are non-negotiable.”

   → False. MOQs are often flexible, if you know how to approach it.

How to Negotiate MOQs (Without Sounding Like a Rookie)

This is where it gets real. You can negotiate MOQs—if you do it the right way.

1. Start by Showing You’re Prepared

Before you ever talk about numbers, make sure you have:

• A tech pack or clear reference image

• Sizing requirements

• Target fabric/material type

• A projected timeline

Factories are more open to negotiation when they know you’re serious—not just price fishing.

2. Be Honest About Your Stage

If you’re just starting your clothing brand, don’t pretend you’re launching at H&M scale. Tell them:

• You’re testing a design

• You’re working with limited capital

• You hope to scale if this sample run goes well

Factories appreciate transparency and often have low-MOQ solutions for startup clients.

3. Ask the Right Way

Instead of saying:

“Can you do 50 pieces?”

Try:

“What’s the best you can offer on a 50–100 piece run for this style and fabric, understanding it’s a test run with future potential?”

That framing shows respect for their business and your growth.

4. Offer Something in Return

You can negotiate MOQs down by offering:

• Simplified construction or fewer variations

• Using in-stock fabrics or trims

• Longer lead times (less pressure = more flexibility)

It’s not just about getting a better deal—it’s about creating a mutually beneficial one.

5. Be Ready to Pay More Per Unit

This is key: low MOQs = higher unit costs. You’re paying for the flexibility.

And that’s okay—especially when testing a design, launching a capsule, or avoiding unsellable inventory.

Small MOQs Are Not Just Possible—They’re Smart (When Done Right)

Let’s say you’re launching your first line of oversized t-shirts. Instead of producing 1,000 units and hoping they sell, you:

• Do 100 units across 3 sizes

• Test the waters with your audience

• Build brand trust and gather real feedback

That’s smart. And it’s the kind of approach many new brands overlook because they think large orders = legitimacy.

But a brand that learns and adapts always beats one that overspends early.

The IdealabGZ Approach

We’ve worked with over 100 startup clothing brands from the UK, US, Canada, Australia and beyond. Most of them came to us with the same question:

“Can you help us start small?”

The answer is yes.

We specialise in low-MOQ garment manufacturing with:

• Flexible unit thresholds

• Transparent pricing

• Supportive production partners

• Expert guidance every step of the way

And if you want to learn how we negotiate MOQs for our clients, how we source fabric that won’t kill your margins, and how to structure your first production run—Garment Sourcing 101 is your next step.

Summary

If you’re starting a clothing brand, understanding MOQs isn’t just helpful—it’s essential. MOQs aren’t roadblocks; they’re signals. And with the right approach, you can work around them, through them, or with them to build your brand on your terms.

Negotiate with confidence. Ask smart questions. And partner with factories that are just as invested in your growth as you are.

Need help making it all happen?

Check out Garment Sourcing 101 or drop us a line at enquiry@idealabgz.com—we’re here to help.