A high MOQ is usually a hedge against a buyer who disappears after one order. Show a 12-month plan with dated volumes and the number softens immediately.
Offer a smaller first run at a higher unit price rather than asking for the same price at lower volume. You are buying a trial, and paying for it is fair.
Agree the second-order price in the same conversation. Renegotiating from scratch after a successful first run wastes the goodwill you just earned.
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