Sofa MOQ and Mixed Orders: Questions Importers Ask

2026/9/17 17:10:10

Sofa importers, wholesalers and retail buying teams meet the same first obstacle: how little can be ordered without losing the price. These five questions cover what a normal sofa minimum looks like, whether it is set per model, per fabric or per container, mixing models to reach production volume, first-order versus repeat quantities, and small trial orders that protect margin.

Q1. What minimum order quantity is normal for a sofa program?

There is no single industry figure, because the realistic minimum is set by how many units justify a production run of one frame, plus the quantity that makes a container load economic. A common pattern is a per-model minimum in the low tens of pieces for an existing frame, rising to far more for a brand-new silhouette. Ask for two numbers: the production minimum and the container minimum. The gap between them is where negotiation actually happens.

Q2. Is the minimum per model, per fabric or per container?

You normally face two separate minimums, calculated on different things: a per-model production minimum, and a per-container shipping minimum based on volume. Fabric adds a third layer. A program or stock fabric may carry no fabric minimum at all, while a mill-dyed or exclusive color usually has its own minimum quoted in meters, not pieces. Get all three figures in writing before setting a retail price.

Q3. Can several models be mixed to reach a production minimum?

Often yes, but only within limits the factory controls. Mixing works best between models that share a frame platform, foam block sizes and fabric, since upholstery is labor-intensive and every extra model adds changeover time, cutting and pattern handling. A mixed order of two or three related models is usually accepted. Ten unrelated silhouettes in small quantities is not. Ask what changeover cost is added per extra model.

Q4. Does a first order need a higher quantity than a repeat order?

Usually yes, and buyers should plan for it. The first run carries sampling, pattern making, cutting templates and line setup that a repeat order does not. Some suppliers accept a smaller trial first order on the understanding that the repeat is larger, and price it accordingly. Ask whether the trial carries a surcharge that is credited back against the second order, and get that credit in writing.

Q5. How should a small trial order be handled without losing margin?

Treat the trial as a paid sample order rather than a discounted first container, and protect margin by cutting the assortment instead of the total volume. One or two proven models in two or three colorways fills space more cheaply than six models in single colors. Expect a higher unit price on the trial, request the price break thresholds in writing, and confirm what the trial includes: packaging, labelling, spare covers and documents.