For small-to-medium buyers (SMBs) in the B2B sheepskin market, high minimum order quantities (MOQs) often stand in the way of growth. Many suppliers set MOQs at 500–1000 pieces for standard sheepskin products, forcing SMBs to tie up cash in excess inventory or miss out on good deals. The good news? You can reduce MOQs with smart strategies. Below are actionable tips to help you negotiate better terms and meet your business needs without overspending.
1. Build Long-Term Relationships with Suppliers First
Suppliers care about stable, repeat business—this is your biggest leverage. Instead of treating each order as a one-time transaction, invest time in building trust.
Start by communicating your business goals clearly. For example, tell a supplier, “I plan to expand my sheepskin line over the next 12 months, and I want a partner who can grow with me.” Share small updates, like new customer feedback or sales trends, to show you’re committed.
Over time, suppliers will see you as a reliable client. They may lower MOQs because they know you’ll place more orders later. A study by B2B trade platforms shows that SMBs with 6+ months of consistent communication with suppliers are 30% more likely to get MOQ reductions.
2. Be Flexible with Product Specifications
High MOQs often come from custom requests—like unique colors, special cuts, or branded tags. Suppliers need to produce more to cover the cost of custom tools or materials. You can cut MOQs by simplifying your requirements.
For example:
- Choose standard colors (e.g., natural beige or charcoal) instead of custom dyed shades. Most suppliers keep these in partial stock, so they don’t need to make a full batch.
- Accept minor size variations (e.g., ±1cm for sheepskin rugs). Strict size rules force suppliers to waste material, which pushes MOQs up.
- Skip non-essential add-ons, like custom packaging. Use generic packaging for now, and upgrade later when your order volume grows.
A sheepskin supplier in Turkey told us they often reduce MOQs by 40% when buyers switch from custom to standard specs.
3. Join Forces with Other Small Buyers (Group Purchasing)
You don’t have to tackle high MOQs alone. Group purchasing—teaming up with other SMBs to place a joint order—lets you split the quantity and cost.
Here’s how to start:
- Use B2B platforms (e.g., Alibaba, Global Sources) to find buyers in your niche (e.g., small home decor shops or pet bed manufacturers).
- Join industry associations, like the International Leather Goods Association, which often organize group buying programs for members.
- Set clear rules: Agree on product details (size, quality grade) and payment splits upfront to avoid conflicts.
For example, three small pet bed brands once joined to order 1200 sheepskin pieces (400 each) from a supplier. The supplier lowered the original MOQ of 800 to 1200 total—so each brand only bought 400, saving them $2,000 in inventory costs.
4. Ask for Phased Deliveries
Suppliers worry about storing excess stock, so they push high MOQs to move inventory quickly. You can solve this by asking for phased deliveries—ordering the full MOQ but receiving it in smaller batches.
Say a supplier’s MOQ is 600 sheepskin cushions. Instead of taking all 600 at once, ask: “Can I order 600 total, but receive 200 now, 200 in 2 months, and 200 in 4 months?”
This works because the supplier still gets the full order value, but you only pay for and store what you need immediately. Most suppliers prefer this over losing your business—especially if you offer to pay a small deposit (e.g., 10%) upfront.
5. Use Sample Orders to Prove Your Credibility
Suppliers often set high MOQs to avoid risky, small orders. You can ease their concerns by first placing a sample order.
Order 5–10 pieces of the sheepskin product you want. Test the quality, share feedback with the supplier, and show proof of customer interest (e.g., pre-orders from your clients or positive social media comments).
Then, negotiate: “I sold all 10 samples in 2 weeks, and my customers want more. Can we lower the MOQ to 300 so I can meet this demand?”
Sample orders show you’re serious and that the product has market potential. This makes suppliers more willing to compromise on MOQs.
Final Thoughts
Reducing MOQ for B2B sheepskin purchases isn’t about begging suppliers—it’s about creating win-win situations. By building trust, being flexible, joining forces with others, asking for phased deliveries, and using samples to prove your value, you can get the terms you need.
Remember: Every supplier is different. Test these tips with 2–3 suppliers, and focus on those who show willingness to adapt. Over time, you’ll build partnerships that help your SMB grow—without the stress of excess inventory.