In furniture procurement scenarios, MOQ (Minimum Order Quantity) is one of the core terms for buyers when engaging with suppliers.
Especially against the backdrop of the 2026 China International Furniture Fair (CIFF) gathering nearly 5,000 exhibitors and covering a diverse range of product categories, understanding MOQ rules and flexibly responding to minimum order requirements can help buyers optimize costs.
Below, we break down key information for buyers from four aspects: the core definition of MOQ, characteristics of the furniture industry, common MOQ types among CIFF exhibitors, and negotiation techniques.
Click the link below to pre-register now and participate in CIFF 2026 immediately, or scan the QR code to join.
https://www.cifffurniturefair.com/the-57th-china-international-furniture-fair-guangzhou/
I. What is MOQ (Minimum Order Quantity)?
MOQ, short for “Minimum Order Quantity,” refers to the minimum quantity or amount of products that a supplier requires a buyer to purchase in a single order to cover costs such as production, materials, and labor.
In the furniture industry, MOQ is not a uniform standard—it varies significantly depending on product type, material, and production process. It is also a frequent point of contention in negotiations between buyers and exhibitors at CIFF.
II. 3 Key Characteristics of MOQ in the Furniture Industry
1. Finished Furniture: MOQ Typically Set by “Single Product/SKU”
Standardized finished furniture (e.g., dining chairs, coffee tables, office chairs in regular sizes) has a relatively low MOQ, with most exhibitors requiring “50–100 units per style.”
If special color matching is involved (e.g., custom fabric colors for upholstered sofas), the MOQ may increase to over 200 units—this is because suppliers need to purchase specific fabrics separately to avoid inventory waste.
2. Custom Furniture: MOQ Calculated by “Project/Size”
For full-house custom furniture and project-based furniture (e.g., fixed furniture for hotels), MOQ is not determined by “unit quantity” but by “order amount” or “project scale.”
Most exhibitors require “a single order of over 50,000 RMB” or “over 10 sets of the same floor plan/specification.”
3. Cross-Border-Oriented Exhibitors: MOQ Tied to “Container Capacity”
Exhibitors in CIFF’s Cross-Border Home Zone, which focus on exporting to markets like Europe, the US, and Southeast Asia, often design MOQ based on “container loading capacity”—for example, “minimum order of one 20-foot container” (which can hold approximately 100–150 pieces of small to medium-sized furniture). Some exhibitors also accept “container consolidation” (combining orders with other buyers to fill one container), but an additional consolidation fee (about 3%–5% of the order amount) is usually required.
III. 4 Practical Tips for CIFF Buyers to Handle MOQ
1. Pre-Screen “Low-MOQ Exhibitors” to Reduce Ineffective Communication
Use the “Exhibitor Search” function on the CIFF official website and enter keywords such as “supports small-batch procurement” and “low MOQ” to prioritize connecting with exhibitors focused on retail and cross-border e-commerce supply (these exhibitors generally have lower MOQs than those focusing on project orders).
For instance, some foreign trade-oriented exhibitors, in order to expand their small B (business-to-small-business) customer base, will clearly mark their minimum MOQ, making them suitable for small and medium-sized buyers to place trial orders.
2. Combine “Multiple Categories” to Meet MOQ and Lower the Threshold
If a single product fails to meet the MOQ, negotiate with the exhibitor to purchase a combination of multiple categories.
For example, when purchasing 100 dining chairs (with an MOQ of 80 units per style), pair them with 20 coffee tables from the same series (with an MOQ of 50 units per style).
The total quantity (120 units) meets the requirement, and many exhibitors accept combined orders to reach MOQ.
3. Secure MOQ Concessions with a Long-Term Cooperation Commitment
Clearly inform the exhibitor that “if market feedback for the trial order is positive, quarterly/annual orders will be added,” and provide proof of past procurement volumes and sales channels.
Some exhibitors are willing to reduce MOQ by 20%–30%.
For example, an office furniture exhibitor with a regular MOQ of 100 desks may negotiate a minimum trial order of 60 desks if the buyer commits to restocking 50 desks monthly afterward.
4. Leverage CIFF’s Official Matching Service to Coordinate “Order Consolidation”
Mark “seeking order consolidation partners” in CIFF’s “Click2Connect” system.
The official team will match you with other buyers purchasing similar products to jointly meet the MOQ.
IV. Pitfall Avoidance: 3 Details About MOQ That Must Be Included in the Contract
1. Clarify the MOQ Calculation Standard
Specify whether MOQ is based on “quantity per style,” “total order amount,” or “total quantity of combined categories” to prevent exhibitors from demanding additional purchases later on the grounds of “different calculation methods.”
2. Agree on “Replenishment MOQ”
After the initial order meets the MOQ, the minimum order quantity for subsequent replenishments must be clearly defined separately (most exhibitors can reduce the replenishment MOQ to 50% of the initial one) to avoid excessively high thresholds for later restocks.
3. Default Handling Clauses
If the buyer fails to meet the MOQ, clarify whether a “small-order premium” (usually 10%–15% of the unit price) is required. If the exhibitor forces the buyer to purchase more than the agreed MOQ, the buyer has the right to refuse or demand a price reduction.