Lara GuevaraSupply Chain expert (Product and Service)

Small Brand? Here’s How to Negotiate Like a Pro 💪

10 Sept 2025

Watch on YouTube

Short instructional video outlining three negotiation strategies for small direct-to-consumer (DTC) brands to reduce supplier minimum order quantities (MOQs) and secure better pricing when working with Chinese manufacturers. Presents practical tactics: leverage predictable reorders, split orders into batches, and trade certainty (higher deposit/forecast) for discounts, with an offer to share example scripts.

They said Chinese suppliers won't negotiate with small DTC brands like yours. They're wrong. One of our clients thought they had to order 5,000 units at the supplier's MOQ, and we got them down to 2,000 units without paying a single cent more. Here are three powerful negotiation hacks you can use even if you're placing your first ever po. Number one Leverage predictability, not volume. Show your reorder roadmap example. We'll start with 1,500 units, but expect another 3,000 units next quarter. Number two split your MOQ into batches. Commit to 5,000 MOQ, but take 2,000 now and the rest after. Sell through. Lower cash risk. Same pricing. Number three is trade certainty for discounts. Offer a slightly higher deposit or clear forecast and suppliers will often give better pricing. I can share some more scripts we use with our clients and I'll add the link in the caption.