MOQ Explained: Minimum Order Quantities for Wholesale Sportswear (+ How to Negotiate Lower)

"What's your MOQ?"

If you're new to wholesale, this question probably confused you the first time. MOQ = Minimum Order Quantity. It's the smallest number of units a manufacturer will produce in one order.

And it's the #1 barrier stopping new brands, small retailers, and first-time buyers from getting started.

Here's the reality: MOQ isn't some arbitrary number manufacturers pull out of thin air to make your life difficult. There's actual economics behind it. But there's also flexibility if you know how to approach it.

After 6+ years manufacturing sportswear and working with everyone from one-person startups to established brands doing 10,000+ unit orders, I'm breaking down exactly how MOQ works and how to work with it (or around it).

What is MOQ and Why Does it Exist?

MOQ = Minimum Order Quantity

The smallest number of units a factory will manufacture in a single production run.

Common MOQs in sportswear:

• Blank hoodies/jerseys: 100 units
• Custom decorated: 50 units
• Private label: 250+ units
• Fully custom design: 500+ units

Why MOQ Exists (The Real Economics)

Look, manufacturers aren't trying to exclude small buyers. MOQ exists because of actual production costs.

Fabric cutting: Cutting machines work efficiently at certain quantities. Cutting 10 pieces wastes as much setup time as cutting 100 pieces. Same labor, same machine setup, 90% less output.

Production line setup: Workers set up sewing stations, adjust machines for specific products. That setup takes 2-3 hours whether making 25 units or 250 units.

Decoration equipment: Screen printing setup costs $50-100 per design (screens, registration, test prints). Split that across 10 hoodies = $5-10/unit just for setup. Split across 100 hoodies = $0.50-1.00/unit. Same setup cost, totally different unit economics.

Fabric minimum purchases: Fabric suppliers also have MOQs. Mills sell fabric in rolls (typically 100+ meters). Can't buy 5 meters of custom color fabric.

Example breakdown (50 vs 10 units):

At 10 units, setup costs destroy economics. At 50 units, setup costs become reasonable. That's why 50-100 is standard MOQ.

Standard MOQs by Product Type

Blank/Undecorated Products

Hoodies: 100 units minimum

• Why: Bulk fabric purchase requirements, efficient cutting quantities
• Reality: Some suppliers (like us) do 50 units with slight surcharge

Jerseys: 100 units minimum

• Why: Same as hoodies, fabric cutting economics
• Reality: 50 units possible, depends on supplier flexibility

T-shirts/Dri-fit: 100-200 units

• Why: Lower per-unit cost means need higher quantity for worthwhile production

Who orders blank: Screen printers building inventory, decorators, retailers stocking basics

Custom Decorated Products

Screen printed hoodies: 50 units minimum per design

• Why: Screen setup costs amortize reasonably at 50+ units
• Reality: 25 units possible with 20-25% price increase

Embroidered hoodies: 25-50 units minimum

• Why: Embroidery setup (digitization) one-time cost, then linear per-unit
• Reality: More flexible than screen printing

Sublimation jerseys: 50 units minimum per design

• Why: Printer setup, paper costs, color calibration
• Reality: 30-40 units possible but price premium applies

Who orders custom: Brands launching collections, sports teams, corporate buyers

Private Label / Fully Custom

Custom design hoodies: 500+ units

• Why: Custom pattern development, grading, sampling costs significant
• Reality: Only makes sense for established brands

Private label with custom tags/labels: 250+ units

• Why: Label minimum orders, packaging customization
• Reality: Some flexibility at 200 units

Fully custom construction: 1,000+ units

• Why: Custom fabric development, unique specifications
• Reality: This is for serious brands with proven demand

The First-Time Buyer Dilemma

Your situation: You want to test the market with 20-30 hoodies. You contact manufacturers. Everyone says "50 minimum" or "100 minimum."

Your thought: "I can't invest $1,500-2,000 on first order! What if they don't sell?"

Reality check: You have 4 options.

Option 1: Meet the MOQ (Recommended)

Bite the bullet, order 50-100 units properly.

Why this works:

• Lowest per-unit cost (better margins)
• Enough inventory testing market properly
• Professional approach (not just dabbling)
• Better supplier relationships (serious buyers get better service)

Real example: Sarah's streetwear brand, Seattle

• First order: 50 oversized hoodies (black, sand, olive)
• Investment: $15.20 × 50 = $760
• Retail price: $65 each
• Sold 42 in first 3 months
• Revenue: $2,730
• Profit: $1,970 (testing market + profit)

She ordered proper MOQ, tested real market demand, made profit while learning.

Option 2: Negotiate Lower MOQ with Surcharge

Some suppliers (like us) allow lower quantities with price increase.

Our structure:

• 50+ units: Standard pricing ($15.20/hoodie)
• 25-49 units: +20% surcharge ($18.24/hoodie)
• 10-24 units: +35% surcharge ($20.52/hoodie)

When this makes sense:

• Testing completely new product category
• Limited budget brands starting out
• Niche designs with uncertain demand

When this doesn't make sense:

• You're just scared to commit (order proper MOQ)
• You're not serious about the business (testing with $200 investment won't work)

Option 3: Mix and Match Within MOQ

Order 50 total units across multiple styles/colors.

Example (50-unit hoodie order):

• 20 black pullover hoodies
• 15 grey zip-up hoodies
• 15 navy oversized hoodies
• Total: 50 units (meets MOQ), 3 product tests

Pro: Test multiple products with one order

Con: Lower quantities per style (harder to test properly)

Works for: Boutique retailers testing assortment, brands exploring product mix

Option 4: Start with Blanks, Decorate Locally

Order blank hoodies meeting MOQ, decorate small batches yourself or locally.

Example:

• Order 100 blank hoodies ($9.80 each = $980)
• Screen print 25 at local shop ($5 each = $125)
• Total decorated: $14.80/unit for 25 hoodies
• Keep 75 blank for future designs

Pro: Meet MOQ getting lowest blank pricing, decorate in small batches testing designs

Con: Local decoration costs higher than bulk manufacturer decoration

Works for: Screen printers, brands testing multiple graphics, design-focused brands

How to Actually Negotiate Lower MOQ

Look, just emailing "Can you do 30 instead of 50?" usually gets "No" or ignored.

Here's what actually works:

Tactic 1: Show Growth Potential

Bad approach: "I need 25 units, can you do it?"

Good approach: "I'm starting with 25-30 units testing the market. Based on my current pre-orders and social media following, I'm projecting 200-300 units within 6 months if this test succeeds. Can you accommodate the initial smaller order?"

Why it works: Manufacturers want ongoing business. Showing you're serious about growth (not just one-time 25-unit buyer) changes the conversation.

Tactic 2: Accept Price Premium

Bad approach: "I want 30 units at your 100-unit pricing."

Good approach: "I understand 50 is your minimum. I can only do 30 units initially. What's your pricing at 30 units? I'm willing to pay the appropriate premium."

Why it works: You're acknowledging the economics, not asking for charity. Manufacturers respect buyers understanding production realities.

Tactic 3: Commit to Future Orders

Approach: "I need 40 units for this initial order, but I'm committing to 100+ units in my next order 8-10 weeks from now if this test validates."

Why it works: You're essentially spreading the MOQ across two orders, showing commitment beyond just testing waters.

Tactic 4: Pre-Pay in Full

Approach: "I can only order 35 units currently, but I'll pre-pay 100% upfront (not 30-50% deposit). Does that give you flexibility on MOQ?"

Why it works: Removes manufacturer's risk. No payment collection issues, no order cancellation risk. Some suppliers value guaranteed payment enough to accept lower MOQ.

MOQ Mistakes That Kill Deals

Mistake 1: Asking MOQ before knowing anything else

Your first message: "What's your MOQ?"

Manufacturer sees: "Price shopper who hasn't decided on product, specs, nothing."

Better approach: Know what you want (hoodie style, GSM, decoration, colors), then ask MOQ for that specific order.

Mistake 2: Comparing MOQs without comparing quality

• Supplier A: 100-unit MOQ, $12/hoodie, 300 GSM
• Supplier B: 50-unit MOQ, $11/hoodie, 240 GSM

You're not comparing apples-to-apples. Lower MOQ might come with lower quality.

Mistake 3: Not understanding the "per design" part

MOQ is often "per design" or "per colorway."

50-unit MOQ doesn't mean:

• 10 black hoodies
• 10 grey hoodies
• 10 navy hoodies
• 10 sand hoodies
• 10 olive hoodies

It means 50 of ONE design. Or 50 total split across designs with each design meeting sub-minimums.

Always clarify: "Is that 50 total units, or 50 per colorway?"

Mistake 4: Ghost manufacturers after MOQ rejection

Manufacturer says "100 minimum, can't go lower."

You disappear because you only wanted 40.

Better approach: "I understand 100 is your minimum. I'll need to grow into that quantity. Can I start with samples to test quality, then come back when ready for 100-unit order?"

Builds relationship, keeps door open, shows professionalism.

Alternatives When You Can't Meet MOQ

Sample Orders

Most manufacturers sell samples (1-3 units) at higher prices.

MAVYQ sample pricing:

• Standard hoodie sample: $18-22
• Custom decorated sample: $22-28
• Ships in 7-10 days

Use samples to: Test quality, test sizing, show to pre-order customers, validate before bulk

Local/Domestic Manufacturing

Higher prices, lower MOQs.

USA domestic manufacturer:

• MOQ: 12-25 units typically
• Pricing: $35-50/hoodie
• Pros: Fast shipping, easy communication, lower minimums
• Cons: 2-3× price, limits margins

Works for: Premium positioning justifying higher costs, testing before offshore manufacturing

Print-on-Demand Services

Zero MOQ, but also zero margin.

Printful, Printify, etc:

• MOQ: 1 unit
• Cost: $25-35/hoodie all-in
• Pros: Zero inventory risk
• Cons: Terrible margins, limited quality control

Works for: Pure testing, influencer merch with uncertain demand, side hustles

Real Talk: Should You Meet MOQ or Find Lower?

Meet the MOQ if:

✅ You're serious about the business (not just hobby testing)

✅ You have $1,000-2,000 budget minimum

✅ You've validated demand (pre-orders, social following, market research)

✅ You understand margins and retail pricing

Find lower MOQ alternatives if:

✅ You're testing completely unproven concept

✅ You're a complete beginner learning the process

✅ Budget genuinely under $500 total

✅ You're okay with higher per-unit costs

Honest advice from 6 years doing this:

The brands that succeed are the ones that commit properly. Ordering 50-100 units and figuring out how to sell them beats ordering 10-20 units "being safe."

Why? Because 50+ unit orders force you to:

• Market seriously (not half-heartedly)
• Build real brand (not just testing)
• Learn actual wholesale/retail dynamics
• Develop systems that scale

10-unit test orders let you stay in "I'm just testing" mode forever.

Our MOQ Structure (MAVYQ)

Standard minimums:

• Blank hoodies: 100 units
• Custom decorated: 50 units
• Mixed styles/colors: 50 total

Flexible options:

• 25-49 units: +20% surcharge
• 10-24 units: +35% surcharge
• Samples: 1-3 units at sample pricing

Why we offer flexibility: We've been where you are. Starting out, limited budget, need to test. We get it.

But we're also honest: If you're serious about building a brand, order proper quantities. Better economics, better margins, better results.

Next Steps: Planning Your First Order

Week 1: Calculate realistic budget (aim for 50-100 units minimum)

Week 2: Choose specific products, GSM, decoration (use our buying guide)

Week 3: Order samples testing quality ($20-30 investment)

Week 4: Place bulk order (50+ units) or negotiate lower MOQ with surcharge

Week 8-10: Receive inventory, launch, learn, iterate

Questions about MOQ for your specific situation?

Contact us - we'll discuss your budget, goals, and recommend minimum order strategy that actually works for your situation.

Manufacturing from Sialkot, Pakistan. 6+ years experience. MOQ 50 units standard, flexibility available.

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• Wholesale Football Jerseys: 8 Types Every Brand Must Know

Products by MOQ

• 50-Unit MOQ: Custom Hoodies
• 100-Unit MOQ: Blank Hoodies
• Request a Quote for your specific order