Factories don’t hate small orders because they are small. They hate them because they break the flow.
Every time a factory switches from Product A (Red Plastic) to Product B (Blue Plastic), they have to shut down the line, purge the nozzle, mix new resin, and recalibrate the mold. This “Changeover Cost” is what drives your Minimum Order Quantity (MOQ) up to 1,000 units.
But if you can remove the changeover, the MOQ disappears.
This is the “Piggyback Protocol”: Attaching your small order to the tail end of a massive order that the factory is already running. Here is how to execute it.
1. The Core Concept: Material Commonality
You cannot piggyback a custom shape and a custom color. You have to compromise.
The factory is likely running 50,000 units of a specific material (e.g., 600D Polyester in Navy Blue) for a major retailer like Walmart or Target.
- The Opportunity: If you agree to use that exact same fabric and color, the factory doesn’t need to source new material or clean the dyeing vats.
- The Strategy: Ask the factory: “What raw materials or colors are currently on your production schedule for the next 45 days?”
If they are running Navy Blue, your product is now Navy Blue. You trade customization for a lower MOQ.
2. Timing: You Don’t Pick the Date
When you combine orders, you lose control over the timeline. You are the passenger; the big order is the driver.
- The Scenario: The big client’s order is scheduled for October 1st.
- The Reality: If that material arrives late, or if their production is pushed to October 15th, your order moves with it.
- The Agreement: You must tell the factory, “I have a flexible window. I can wait for the ‘Big Run’ to start.” This flexibility is your bargaining chip.
3. The “Ghost” SKU Strategy
Sometimes, you can even use the exact same mold as a big client, provided it’s an “Open Mold” (public design) and not a proprietary one.
How to Pitch It:
“I see you produce this standard housing for Client X. Can you run an extra 300 units for me during their next batch? I will handle the packaging and labeling separately at a consolidation warehouse.”
By taking the product “naked” (unbranded) at the factory level, you become invisible to the production line. You are just unit #50,001 to #50,300.
4. The Negotiation Script
Stop asking “What is your MOQ?” That question triggers a standard sales response. Instead, use this script to signal that you understand production economics.
Email Template:
“Hi Sir or Madam,
I know my target volume (300 units) is below your standard setup requirements.
To avoid disrupting your line, I am willing to piggyback on an existing run. Can you tell me what colors/materials you have scheduled for production next month?
If you are running a batch of [Material X], I am happy to use that same spec for my order so you don’t have to do a changeover. I can accept a flexible ship date to match that main order.”
5. The Risks You Must Manage
Piggybacking is cost-effective, but it carries specific risks that HSY SCM helps clients manage:
- The “Leftover” Risk: Sometimes factories will try to use the scrap material from the big run for your order. We ensure they are using prime material, not the end-of-roll defects.
- The Delay Risk: If the main buyer cancels or delays their order, your order is stranded. We always keep a “Plan B” source ready.
- The Competitor Risk: You must ensure you aren’t accidentally using a proprietary color or pattern owned by the big brand, which could lead to legal IP issues.
Conclusion: Flexibility is Currency
In 2026, the supply chain is about agility. If you are rigid about your Pantone code and your delivery date, you will pay a high price.
But if you are willing to ask “What are you already making?” and adapt your product to fit that stream, you can source small batches at mass-production prices.
