Building Strong Factory Relationships in Apparel: Essential Insights for Brands
- Courtney Evors
- Sep 23
- 4 min read
Trust, honesty, and transparency. These three things sit at the core of any relationship or partnership.
In the apparel industry, it’s no different.
The relationship you have with your factory is the single most critical piece for your brand. Quality, consistency, and workmanship are what make or break your products and the trust you build with your customers.
It’s not enough to have a great design or concept. You also need the right supplier who can translate your idea into reality. That’s why having a strong partnership with your factory is key to long-term product success.
But just because you have an idea doesn’t mean every factory or supplier is ready to jump into business with you. I wanted to know what it really takes to build a strong factory relationship, so I reached out to suppliers across the EU, US, and Asia. I asked key questions every brand should know before approaching a factory for partnership.
What I got back was raw, unfiltered honesty on what factories are really looking for.
Why Factory Relationships Can Make or Break Your Apparel Brand
Working with brands of all sizes, my goal is to share how to create the best partnerships from day one.
To get your foot in the door with a good factory, you can’t just knock and expect to walk in. Before you waste their time (and yours), here are the key things to consider before starting a factory partnership.
This article offers guidance from the supplier’s point of view on how to build relationships from the ground up.
What to Have in Place Before You Approach a Factory
When starting any relationship, honest communication ranks high. Factories repeatedly told me that open, clear communication matters just as much to them as it does to brands.
Before you even reach out to a factory, you need clarity on what you want to create. That means:
Knowing your brand positioning and price points
Defining your product range: Men’s, women’s, kids? Accessories? Knit or woven?
Understanding factory specialization (performance leggings vs. technical outerwear may require different partners)
Being realistic about your budget (don’t ask for luxury construction on a fast-fashion budget)
Knowing your numbers (MOQ per style, per color, total units)
Mapping your timeline (development, fabric dyeing, manufacturing, shipping)
As one factory told me:
“In the past, we developed premium-quality samples based on a client’s request. Later, we learned their target price was far below what was feasible. That wasted time and money for both sides.”
Don’t be that brand.
What Factories Really Value in a Partnership
Factories consistently named the same priorities:
“Trust, reliability, and commitment to quality. Trust forms the foundation of any strong partnership — we value open, honest communication and mutual respect. Reliability ensures that both sides can depend on each other to meet deadlines, solve problems, and maintain consistency.”
Or as another supplier put it:
“A clear vision, serious intent to move forward, and mutual respect. If a brand is responsive, transparent about their plans, and willing to follow a structured process, we’re all in.”
Trust works both ways. Just as brands want quality, factories don’t want to be burned.
Why Factories Say No: Red Flags to Avoid
Factories didn’t hold back when I asked what makes them walk away.
The top reasons were:
Unrealistic expectations around pricing, payment terms, or timelines
Constantly shifting requests or unclear direction
Treating a hobby like a business, without long-term commitment
Refusing to pay for sampling or undervaluing the cost of development
Poor communication or unprofessional behavior
Inexperienced teams without proper tech packs or knowledge of product build
As one supplier bluntly put it:
“They have a hobby but think it’s a business.”
Factories can quickly tell when a brand isn’t serious. And once trust is broken, they’ll walk.
Should New Brands Start Small with Factories?
In a word: yes, but.
Starting with smaller orders can be a smart way to test working relationships, communication, and product quality. It gives both sides a learning curve and avoids costly mistakes.
“Starting small helps both sides build trust, refine the product, and avoid costly mistakes.”
But remember, smaller orders cost more per unit. Factories still need to cover their costs, and they won’t survive on small runs alone. The long-term goal has to be scaling together.
When done right, testing with smaller collections not only lowers your risk but also strengthens your partnership. It positions your brand for future growth.
The Long Game: Building a Partnership That Lasts
Factories are expensive to operate. They want partners with long-term goals, funding, and a clear vision beyond the first season.
If you’re serious about your brand, show it with a business plan, realistic growth targets, and a commitment to mutual success.
Mutual respect and a clear path forward are what earn a factory’s “yes.”
Final Takeaway: Setting Your Brand Up for Factory Success
Just because you want to build it doesn’t mean every factory wants to build with you.
If you want to build strong apparel factory relationships, where the factory takes you and your ideas seriously, you need more than a good idea. You need clarity, communication, and commitment. And you need to respect their time, expertise, and investment just as much as your own.
This is where partnering with an experienced consultant can make all the difference. I help brands shape their vision, prepare their strategy, and communicate effectively so factories say yes. Learn more about how I work with brands here.
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