Sportswear Pricing and Payment Terms: Unit Cost, MOQ and Deposits

Two quotes for "custom football jerseys" can differ by 50% and both be fair, because they describe different products, quantities and risks. This guide breaks down what drives a sportswear unit price, why minimum order quantities change by fabric and decoration, which payment structures are common in B2B garment sourcing, and what the order confirmation should contain before any money moves.

What goes into a custom sportswear unit price

Ask suppliers to quote line by line so you can compare like with like. A typical cost breakdown includes:

Fabric

Usually the largest single cost. Price depends on fibre (polyester, recycled polyester, nylon blends, cotton-poly), knit structure (interlock, mesh, piqué, jacquard), weight in GSM, and functional finishes such as moisture-wicking or anti-odour treatment. Fabric bought in small quantities, or custom-dyed to a specific color, costs more per metre.

Decoration

Full sublimation: design printed onto paper and transferred into polyester; cost is relatively flat whatever the number of colors.
Screen printing: cheaper per piece at volume, but each color needs a screen, so setup costs rise with color count.
Heat transfer (vinyl or printed transfers): common for names, numbers and small sponsor logos.
Embroidery: priced by stitch count and size; badges are often embroidered or woven separately.

Cut, make and trim (CMT)

Labour for cutting, sewing and finishing, plus trims: collars and cuffs, zips, drawcords, elastic, neck labels, care labels, hang tags. Complex constructions (set-in sleeves, contrast panels, piping) take longer to sew and cost more.

Personalisation

Individual names and numbers are priced per piece or per character, and add handling time because each garment is different.

Packaging and labelling

Individual polybags, size stickers, barcode labels, retail boxes or folding with tissue all add cost. Specify them at quote stage.

Logistics

Whether the price is EXW, FOB, CIF or DDP changes what is included. A DDP price looks higher because it includes freight, duties and delivery. Compare quotes only on the same Incoterm.

Why MOQ changes by fabric, print method and size mix

Minimum order quantity is not an arbitrary number. It reflects the smallest run where the supplier covers setup and material minimums.

Fabric: stock colors of common polyester can allow low MOQs. A custom-dyed color often requires a minimum dye lot from the mill, which pushes MOQ up.
Print method: sublimation has low setup cost, so small runs per design are often possible. Screen printing needs screens per color, so MOQ per design is higher.
Number of designs: five designs of 20 pieces is a different job from one design of 100, even though the total is the same.
Size mix: many suppliers set a minimum per design rather than per size, but extreme splits (for example, one piece per size across 10 sizes) can raise cost or MOQ because markers and cutting become less efficient.
Trims: custom zips, woven labels or printed elastic may carry their own supplier minimums.

If you need a small quantity, ask which variable to change to fit under the MOQ: a stock fabric color, sublimation instead of screen printing, or fewer separate designs.

Common payment structures

Payment terms are agreed per supplier and per order. The patterns below are common in garment sourcing; none is guaranteed, and terms often improve as trust builds.

Deposit and balance

The most common structure for custom orders is a deposit before production and the balance before shipment. A typical split is 30% deposit / 70% balance, with the balance paid after the buyer approves inspection results or QC photos. Some suppliers ask 50/50 for small or highly customised orders, because fabric and decoration cannot be resold if the order is cancelled.

Samples

Sample fees are usually paid 100% in advance. Some suppliers credit the sample fee against the first bulk order; ask and get it in writing.

Payment methods

Bank transfer (T/T) is the norm for B2B orders. Letters of credit are used on larger orders but carry bank fees and strict document requirements. Card or platform payments may be available for small orders, sometimes with fees. Always verify bank details through a second channel before paying, because changed-bank-account emails are a known fraud pattern.

Open account

Paying 30 or 60 days after shipment is usually only offered to established buyers with order history or credit insurance.

What the order confirmation should include

Do not pay a deposit against a chat message. The order confirmation (or proforma invoice plus a spec sheet) should list:

Style names, reference numbers and approved sample reference
Fabric type, color code and GSM
Decoration method, positions and sizes for every logo
Size breakdown per style and color, plus player name/number list if personalised
Unit price, total price, currency and Incoterm with named place
Payment terms: deposit %, balance %, and the trigger for balance payment
Production lead time, counted from which event (deposit, sample approval)
Quality standard: AQL levels and inspection arrangement
Packing, labelling and shipping marks
Defect and shortage handling

Both sides should sign or clearly confirm it. Any later change should be a revised confirmation, not an email thread.

Pricing and payment checklist

☐ Quotes received on the same Incoterm and quantity
☐ Line-by-line cost: fabric, decoration, CMT, trims, packaging, freight
☐ Setup or screen fees shown separately
☐ MOQ confirmed per design, per color and per size
☐ Sample fee and whether it is credited to bulk
☐ Deposit %, balance %, and balance trigger written down
☐ Bank details verified by phone or a second channel
☐ Order confirmation signed before deposit
☐ Price validity date noted (fabric prices move)

FAQ

Is a 30% deposit standard?

It is a very common pattern for custom sportswear, with 70% paid before shipment. It is not universal: 50/50 is frequent for small or highly customised runs, and repeat buyers may negotiate better terms.

Why is my per-piece price higher for small orders?

Setup work (screens, markers, sample making, machine changeovers) is spread over fewer pieces, and fabric may be bought in less efficient quantities.

Should I pay the balance before seeing the goods?

The balance is usually paid after you review inspection results or QC photos and before the goods leave the factory. Make that trigger explicit in the order confirmation.

Can I mix sizes and designs to reach the MOQ?

Often yes for sizes; less often for designs or fabric colors. Ask the supplier how the MOQ is counted.