Should a small trial order go to a factory or a wholesaler in Thailand?
If your trial order is well below a factory's minimum order quantity, a wholesaler or distributor holding stock is often the practical first step — but you will have less control over the specification. If you need your own specification or branding, expect to meet the factory's minimum or pay a higher unit price for a smaller run.
Why do factories set a minimum order quantity?
A minimum order quantity (MOQ) covers the factory's fixed cost of setting up a run — materials bought in bulk, machine set-up and labour. Below that quantity, the order may not cover its costs.
When does a wholesaler make sense?
- You want to test the market before committing
- A standard product is good enough for the trial
- You need a small quantity quickly
The trade-off: you buy what is in stock. Your own specification, packaging or branding is usually limited or not possible, and the unit price includes the wholesaler's margin.
When should you go to the factory anyway?
- You need your own specification, formula or branding
- You need documents that only the manufacturer can issue
- The trial is meant to test the exact product you will sell later
How do you ask a factory to accept a smaller first order?
- Accept a higher unit price for the trial
- Use the factory's standard materials, colours or packaging
- Share a realistic follow-up volume, and be honest about it
- Ask whether your order can be combined with another production run
Be careful not to overstate future volume to win a lower minimum. Factories plan around what you tell them, and it affects the relationship when the volume does not arrive.
How can SiamPartner help?
We can approach both wholesalers and factories for your trial, explain your real volumes to them in Thai, and negotiate trial terms you can actually meet. If Thailand is not the right place for a small first order, we tell you that too.
Common questions
Can I negotiate a lower minimum order quantity?
Sometimes, usually in exchange for a higher unit price, a standard material or colour, or a clear plan for follow-up orders.
Will the trial product match the later bulk product?
Not always, if the trial came from a wholesaler and bulk comes from a factory. Plan for a sample check when you switch suppliers.
General information only, based on what we commonly see in our work. It is not legal, tax or customs advice, and every situation differs.DISCLAIMER →
Related reading
- How do product samples work with Thai factories? →
- Do you need an interpreter for factory visits in Thailand? →
- How many factories can you visit in one day around Bangkok? →