Every brand that sells wholesale eventually asks: what is the smallest order I will accept? Many answer by instinct, copying what others do. But your minimum order quantity (MOQ) should come from your own costs and production model. Otherwise you either turn away good customers or work at a loss on small orders.
Why you need a minimum
Every order carries fixed costs, whatever its size:
- time spent communicating, quoting and confirming;
- picking, packing and paperwork;
- invoicing and chasing payment;
- delivery, which costs proportionally more for a small parcel.
Let's assume these costs add up to 120 lei per order, a hypothetical figure. If your wholesale margin is 60 lei per hoodie, an order for two hoodies barely covers the costs. An order for twelve leaves 600 lei after fixed costs. The minimum protects that difference.
Types of minimum
- Minimum by value (for example an order of at least 1,500 lei excluding VAT). The simplest option, and it lets the customer mix styles freely.
- Minimum per style (for example 6 pieces per style). Useful when you cut to order and each style has set-up costs.
- Minimum per colour for styles made specially.
- Size packs (for example 1 S, 2 M, 2 L, 1 XL). They simplify production and packing, though some shops do not want the extreme sizes.
Many brands combine these: a value minimum for the opening order and a lower one for reorders, to encourage frequent replenishment.
Your minimum depends on where the fabric comes from
This is the part many brands overlook. If you make from fabric available in stock with no minimum, you can offer customers low minimums. If a style is produced in a special colour ordered from the knitting mill, the fabric minimum dictates your product minimum.
A hypothetical example: a hoodie in 280 g/m² french terry uses around 0.6 kg of fabric including cutting waste. If a custom colour is ordered from 150 kg, that is fabric for roughly 250 hoodies. If you only have orders for 80 pieces in that colour, you must either find another 170 to sell, use the rest of the fabric for other styles, or choose a stock colour.
So the practical rule is:
- for stock colours and articles: low customer minimums, high flexibility;
- for special colours: higher minimums, or pooled pre-orders from several customers, before you order the fabric.
Communicating the minimum
State the minimum clearly on your price list and line sheet. Briefly explain why it exists, especially for special colours. Customers readily accept a clear, justified rule; they do not accept rules that appear only at order confirmation.
Leave room for controlled exceptions: a promising new shop might get a first order below the minimum as a trial, provided the reorder meets the rule.
The minimum as a sales tool
A well-designed minimum can lift order size. For example: minimum order 1,500 lei, free delivery above 3,000 lei. Many customers will add a few pieces to clear the second threshold. In the same way, a small discount for full size packs encourages orders that are easier to produce.
An example of a low-minimum product
For an autumn-winter hoodie you want to wholesale with a low minimum, choose a fabric available from stock. We would use our 280 g dark green french terry. At 280 g it makes a substantial hoodie, the back is brushed and warm, and the combed cotton with elastane keeps cuffs and waistband in shape. Because it is a stock item, you can buy it as orders come in, without tying up 150 kg at once. For lighter options see the french terry and 2-thread range.
For core styles, buy from our Afumați stock with no minimum, by the roll. When a style reaches high volumes and you want your own colour, made-to-order production from the 220-colour card starts at 150 kg per colour. Send a quote request so you can set your minimums on real numbers.
The figures in the examples are hypothetical and only illustrate the calculation. They are not Alteks Tricot prices: we quote the price per kg of each article on request, usually the same working day. Ask for a quote
Frequently asked questions
What minimum is typical for a small clothing brand?
There is no standard figure. Many small brands ask for an opening order of a few hundred to a few thousand lei, or a few pieces per style. What matters is that the minimum covers the fixed cost of an order and is realistic for the boutiques you want to reach.
Can I set different minimums for different customers?
You can set different minimums by customer type, such as boutiques, distributors and corporate clients, as long as the rule is clear and applied consistently. Avoid unexplained one-off exceptions, because customers find out and ask for the same treatment.
What do I do with leftover fabric from a special colour?
Plan a second product in the same colour from the start, such as joggers or a tee, that uses up the remaining fabric. Another option is a limited edition in your own shop. Fabric left unused quickly erodes the margin of the whole collection.
