Not satisfied with the custom quote? Three tips to help you negotiate

Many custom clothing business owners often encounter situations where negotiations with factories stall over pricing, with adjustments leading to outright refusal. In reality, negotiating isn't about aggressively pushing prices down—it requires skill. Here are three practical methods:

1. Target specific high-cost areas for negotiation.

   Custom pricing involves multiple components, and there's always room to negotiate on certain parts. If you encounter unsatisfactory pricing during discussions, first request the factory to provide a breakdown of costs—fabric, labor, waste, etc. Then specifically suggest, “The cost of a particular component could be optimized.” This approach is more persuasive than making blanket demands for lower prices. For instance, if an imported fabric category is priced significantly above market rates, suggest replacing it with a comparable alternative or share your sourcing channels to reduce costs. For high-cost craftsmanship like intricate embroidery or printing, negotiate adjustments to technical details.

2. Secure tiered pricing for bulk orders

   Factories typically offer lower unit prices for large-volume orders. During negotiations, leverage increased order quantities to negotiate tiered pricing. For instance, if ordering 100 pieces initially, ask: “If we later increase the order to 300 pieces, could you reduce the unit price?” Factories are more likely to accept this. Even with a small initial order, commit to future replenishment to secure a more favorable starting point for tiered pricing. If order volume is genuinely limited, explore pooling orders with other clients or introducing new customers to secure factory volume discounts.

3. Secure long-term partnerships

   Factories prefer offering favorable pricing to stable, long-term clients. During negotiations, leverage potential for extended collaboration to negotiate lower rates. For instance, propose signing a long-term cooperation agreement committing to a guaranteed order volume over a specified period. Alternatively, establish verbal agreements to maintain regular contact with your factory. Clearly state, “This price is reasonable for this order, and all subsequent orders for the year will come through here,” trading long-term value for short-term concessions. Long-term partnerships also allow both sides to improve efficiency through collaboration, creating further room for price negotiations.

   The key to reasonable price negotiation lies in understanding industry norms and balancing mutual interests. These three strategies will help you take the initiative in custom negotiations. Go ahead and give them a try!