Tiered Pricing for High-Volume Buyers

Concessions should follow a pattern. First: max 5%. Second: 3%. Third: 2%. Each reduction needs a justification — adjusted specs, reduced packaging, higher MOQ. Never let the buyer feel your initial quote was inflated.

When a buyer says your MOQ is too high, first understand their concern. Then offer options: higher unit price for lower MOQ, phased orders totaling annual MOQ, or start with samples first.

When a buyer says another supplier is cheaper, don't panic. Clarify: is it the same specification and quality? What services are included? Many supposed cheaper options aren't comparable. Respond based on facts.