MOQ Explained: Minimum Order Quantity for Custom Sofas and How to Negotiate

MOQ — Minimum Order Quantity — is often the first number a buyer looks at and the last one they fully understand. Behind that simple figure are fabric roll minimums, production line setup costs, foam cutting economies, and packaging batch requirements.

Fabric MOQ is usually the binding constraint. Fabric mills sell in rolls — typically 50–100 metres per colour. For a standard 2-seater using 8–10 metres, that is 5–10 sofas per colour before the mill minimum is met. Production batch economics — setup costs spread over volume, which is why MOQ exists.

Negotiation levers: reduce colour variants, accept a modest per-unit surcharge, commit to a larger second order within 60 days, or use stock fabrics. For new importers, a workable first-order structure: 50–80 units across 2–3 models with understanding that second order will be 150+ units within 90 days.