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Cash envelope
Give the first order a hard boundary
Start with a cash limit rather than a target unit count. Keep a separate reserve for packing changes, measured freight, duties or taxes where applicable, inspection, defects, returns and currency movement. Only the remainder is available for products.
An attractive unit price can hide an expensive minimum order or bulky delivery. Keep the unit, quantity tier, inclusions and estimated landed-cost inputs beside every price.
Assortment math
Fewer variants produce clearer learning
| Choice | Test effect | Question |
|---|---|---|
| More styles | Broader interest signal, fewer units per style. | Can the result distinguish style demand? |
| More colors | More variety, thinner evidence for each color. | Does color change the buying decision? |
| More sizes | Better coverage, more inventory combinations. | Is the size distribution based on useful evidence? |
| Deeper quantity | Lower possible unit cost, more cash tied up. | What must be true to reorder this line? |
A long supplier list is useful for discovery, but it is not a reason to fill every row in the order.
MOQ scenarios
Translate the minimum into money and mix
A stated minimum may apply per style, color, size, carton or total order. Write three scenarios: the smallest permitted mix, the preferred test mix and the next quantity tier. Compare the cash commitment and unsold-unit exposure for each.
A “factory direct” claim may still include trading, platform or service layers. Ask what the description means, who quotes the goods and which party takes responsibility for the order.
Landed-cost worksheet
Keep estimates visible until the source confirms them
Record product subtotal, setup, customization, packaging, domestic transport, consolidation, inspection, international transport, insurance and destination charges as separate rows. Mark every row as quoted, measured, calculated, estimated or unknown.
A dated price list can provide a starting point, but it is not a final landed cost. Compare quantity tiers only after adjusting them to the same basis.
Reorder signal
Define success before the first unit is received
- The product and variant can be identified consistently.
- Observed demand is recorded by style, color or size rather than total only.
- Returns or complaints are classified by cause.
- Reorder timing includes lead time and available cash.
- The next quantity does not depend on an unexplained cost assumption.
- The supplier, transaction and route are rechecked before replenishment.
These records keep the reorder decision tied to what the test actually showed.
Stop rule
Do not scale an unanswered question
Pause if the sample differs from the quoted specification, the mix cannot be labeled, final packing remains unknown, the contact or payee changes, or the business case only works after removing realistic costs.
The first test succeeds when it produces a clear keep, change or stop decision. It does not have to produce a large order.
