Most founders fight over nickels at 500 units—but that aggressive negotiation could cost them thousands when they land their first wholesale account. The truth is, factories are investing in you at low MOQs, absorbing sample fees and setup costs with the hope you'll scale. Push too hard too early, and you'll burn your trump card when you actually need it. This episode breaks down exactly when to negotiate pricing and when to hold back—based on decades of experience launching products at Abercrombie & Fitch and working with factories worldwide.