Minimum order quantities for Chinese toy factories are usually set per item number and per colour, not per order. A typical MOQ sits somewhere between one inner carton and one full carton for stock items, rises sharply once you ask for custom packaging, and becomes a tooling conversation entirely if you want a new mould. Payment is normally T/T with a 30% deposit and the balance against shipping documents.
The number a supplier quotes you is rarely fixed. What actually drives it is production economics — setup time on an injection machine, a minimum print run at the packaging printer, a minimum dye lot at the fabric mill. Once you understand which of those is binding for your product, you can negotiate the right thing instead of just asking for “lower MOQ” and being told no.
What actually sets the minimum
| Driver | What it means for you |
|---|---|
| Carton and inner-pack sizes | Factories quote in whole cartons. Asking for 800 units when the carton holds 144 means paying for 864 or accepting a broken carton charge. |
| Injection moulding setup | Changing a mould or a colour on the machine costs setup time. Short runs carry that cost per unit, which is why the price per piece rises as quantity falls. |
| Printed packaging | Colour boxes have their own minimum print run, often higher than the toy MOQ. Custom packaging is the single most common reason a quoted MOQ jumps. |
| Textile dye lots | For plush, the fabric mill sets a minimum per colour. Three colourways can mean three minimums. |
| Electronic components | Chips, motors and battery packs are bought in. Component minimums pass straight through to you. |
The practical consequence: reducing the number of variants is usually more effective than arguing about the total. A buyer who wants 3,000 units across six colours is asking for six minimums. The same buyer taking 3,000 units in two colours is a much easier order to place, often at a better price.
Reading a quotation properly
A complete toy quotation should tell you all of the following. If any line is missing, ask before comparing it against another supplier’s number — most “cheaper” quotes are simply less complete:
- Unit price and the Incoterm it applies to. An EXW price and an FOB price are not comparable numbers.
- MOQ, per item number and per colour.
- Carton specification — pieces per inner, pieces per carton, carton dimensions and gross/net weight. You need these to calculate shipping, and they reveal the real order increments.
- Packaging type — polybag, colour box, window box, display box. This drives both cost and MOQ.
- Lead time for samples and for production, stated separately.
- What certification is included and what would be charged if your market needs testing the item has not had.
- Validity of the quotation. Resin and component prices move; quotes are typically held for a limited window.
Payment terms and what each one protects
| Term | How it works | Who carries the risk |
|---|---|---|
| T/T 30/70 | 30% deposit to start production, 70% balance against copy of shipping documents | Balanced; the standard default for toy orders |
| T/T 100% in advance | Full payment before production | Buyer carries everything — reasonable only for very small or sample orders |
| L/C at sight | Bank guarantees payment against compliant documents | Balanced, but adds bank fees and document-precision risk; usually reserved for larger orders |
| Payment after inspection | Balance released once a third-party inspection passes | Buyer-favourable; some factories will accept this once a relationship exists |
The deposit is not just a commitment device. It funds the raw material purchase, which is why factories rarely start without it. Where a supplier asks for a materially higher deposit than 30%, ask what it is covering — a bought-in component with its own prepayment, or bespoke tooling, are legitimate answers.
Tooling: the cost that sits outside the unit price
If your product needs a new mould rather than a decoration change on an existing one, that is a separate line item with its own payment schedule, and it changes the whole economics of a first order. Three things to settle in writing before you pay:
- Who owns the mould. Paying for tooling does not automatically mean you own it. If ownership matters to you — and it does if you might change supplier — say so in the contract.
- Where it is stored and for how long. Moulds are physically held at the factory. Agree what happens if the product is discontinued or you move production.
- Whether the cost is amortised. Some factories waive or refund part of the tooling charge once cumulative order volume passes an agreed level.
Typical timings to plan around
Based on what suppliers on SourceToys quote across categories: a first reply to an enquiry within 12–24 hours, samples in about 7 days for an existing item, and 25–35 days production for a standard order. Add laboratory turnaround where new testing is needed, and add tooling time where a new mould is involved. Chinese New Year is the other planning constraint worth marking on a calendar — factory capacity tightens for weeks before it and restarts slowly after.
Frequently asked questions
Can I order below a factory’s stated MOQ?
Often yes, at a higher unit price, if the item is an existing stock model in standard packaging. The MOQ that genuinely will not move is the one set by a bought-in component or a print run. Ask which constraint is binding — a supplier who explains it is telling you where the flexibility is.
Why did the price go up when I asked for my own logo?
Custom printing introduces a minimum print run and a plate or setup charge, and it removes the factory’s ability to sell surplus units to another buyer. Both push the quoted price up. Printing on the polybag or a sticker is materially cheaper than a fully custom colour box.
Is the deposit refundable if I cancel?
Usually not once materials have been purchased, which happens early. If cancellation is a realistic scenario for your business, negotiate a staged schedule before signing rather than relying on goodwill afterwards.
Should I pay to a company account or a personal account?
To the company account named on the proforma invoice, and it should match the entity on the business licence and the test reports. A request to pay a personal account or a third-party company is a reason to stop and ask questions before transferring anything.
How much does a sample cost?
For an existing stock item, often the unit price plus courier, and many factories credit the sample cost against a subsequent production order. A custom sample that requires modification is quoted separately because it consumes production time.
Related buyer guides
- Toy safety certificates for importers — which documents you need for the EU and US.
- Toy quality control and inspection — the check that sits before your balance payment.
- Shipping toys from China — FOB, Incoterms and consolidation.
- How to source toys from China: a practical guide — where negotiation sits in the wider process.
- Factory vs Trading Company — order size is the main input to this decision.
- Shantou toy showroom guide — negotiating in person during a sample visit.