Networking Beyond Lead Collection at Shows

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.

Exclusive distribution agreements need care. Territory must be precise. Start with a one-year trial. Set realistic sales targets with automatic termination if unmet. Define exclusivity scope clearly.

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.

Payment term negotiation reflects your leverage. For new clients, insist on T/T advance — full or at least 50% deposit. After a track record, offer 30% deposit + 70% against B/L copy. Be cautious compromising on terms.