Understanding MOQ in Frozen Seafood Exports
Minimum Order Quantity (MOQ) is one of the first practical questions every new importer asks when sourcing frozen seafood from Thailand. The answer depends on the product, your destination port, the supplier's production minimums, and your freight strategy. This guide explains the standard MOQ framework used by Thai seafood exporters in 2026, outlines options for smaller buyers who cannot fill a full container, and gives you a practical checklist for planning your first or next order.
The Standard MOQ: 1 × 20ft Reefer Container
For the vast majority of frozen seafood products exported from Thailand — including shrimp, fish fillets, squid, crab, and lobster — the industry-standard MOQ is one 20-foot refrigerated (reefer) container. This is the baseline below which most exporters cannot offer FOB pricing competitive with spot-market rates.
A standard 20ft reefer container carries approximately 18–20 metric tonnes (MT) of frozen seafood, depending on product density and packaging format. At an average wholesale price of USD 4–6/kg, this represents an order value of roughly USD 72,000–120,000 per container — significant for a first-time buyer, but normal for established importers and distributors.
MOQ by Product Category
While the 1-container rule applies broadly, specific products have their own practical minimums driven by processing batch sizes and packaging runs:
- Frozen shrimp (vannamei, black tiger) — MOQ: 18–20 MT per container. Size grades can be mixed within one container as long as each SKU reaches 2–3 MT (minimum production run). HLSO, PD, and PUD forms are all available within a single container.
- Frozen fish fillets (tilapia, pangasius, snapper) — MOQ: 18–20 MT per container. Skin-on and skinless can be mixed. IQF and block frozen can be combined in one container if packed to the same temperature regime (−18 °C).
- Frozen squid rings and calamari — MOQ: 18–20 MT per container. Species (Loligo, Illex) and grades (S/M/L/XL) can be mixed within a container.
- Frozen crab products (meat, claws, whole) — MOQ: 10–15 MT. Crab is higher value per kg, so a 10 MT order can still justify a full container when combined with other products.
- Frozen lobster (whole, tails) — MOQ: 5–10 MT. High unit value means a partial container for lobster alone is economically viable for premium importers.
FCL vs LCL: Full Container vs Groupage
Your two main freight options are Full Container Load (FCL) and Less than Container Load (LCL):
- FCL (Full Container Load) — You book and fill the entire container. Lower freight cost per kg, faster customs clearance (one consignee, one bill of lading), simpler cold-chain documentation. This is the standard for established importers ordering 18 MT or more.
- LCL (Less than Container Load) — Your cargo shares a reefer container with other shippers' goods. Makes economic sense for orders of 3–8 MT. Drawbacks include: higher freight cost per kg (you pay for volume/weight plus a groupage surcharge), longer transit time (cargo must be consolidated and deconsolidated at origin and destination), and greater cold-chain risk at the consolidation warehouse. Not all freight forwarders offer LCL reefer services — confirm availability for your destination port before committing.
For buyers who are genuinely new to frozen seafood importing and want to test product quality before committing to a full container, LCL is a viable route for a 3–5 MT trial shipment, accepting the higher per-kg landed cost as a one-time quality verification expense.
Mixed Container Builds: Combining Products to Hit MOQ
One of the most practical strategies for importers who want variety but cannot yet justify separate containers for each product is the mixed container build. Instead of ordering 18 MT of a single product, you combine multiple SKUs into one container.
A typical mixed first-order might look like this:
- 6 MT vannamei shrimp HLSO 16/20 (IQF)
- 5 MT vannamei shrimp PD 26/30 (IQF)
- 4 MT frozen squid rings — Loligo medium (IQF)
- 3 MT frozen tilapia fillets skinless (IQF)
Total: 18 MT — one full 20ft reefer container. This approach lets you test market demand for multiple products simultaneously, build your product range, and negotiate better pricing on repeat orders once you identify your top-performing SKUs.
Important considerations for mixed containers:
- All products must be stored at the same temperature (typically −18 °C). Mixing chilled (0–4 °C) and frozen products in one container is not possible.
- Each SKU requires its own health certificate or certificate of conformity — confirm document requirements for your destination country with your freight forwarder before packing.
- Customs valuation for mixed containers can be more complex. Ensure your customs broker is comfortable handling multi-line frozen seafood entries.
First-Time Buyer Advice
If this is your first container of frozen seafood from Thailand, here is a practical sequence to follow:
- Step 1 — Request samples. Before placing any order, request courier samples of the products you intend to buy. A reputable exporter will ship 1–2 kg samples at your cost. Evaluate texture, colour, glaze level, odour after thawing, and cooked yield.
- Step 2 — Confirm certifications for your market. Verify that the supplier holds the certifications required by your import authority (HACCP, EU establishment, Halal, BRC, etc.). Ask for copies of current certificates before signing a sales contract.
- Step 3 — Get CFR or CIF pricing, not just FOB. FOB pricing does not include freight or insurance. Ask your supplier or freight forwarder for CFR (Cost + Freight) or CIF (Cost + Insurance + Freight) to your destination port so you can model landed cost accurately.
- Step 4 — Plan for customs and import duties. Frozen seafood import duty rates vary by country and HS code. In the EU, duty on frozen shrimp from Thailand is currently 0–4.2% under GSP. In the US, most frozen seafood from Thailand enters duty-free or at low ad valorem rates. Check the specific tariff schedule for your country and product before finalising your cost model.
- Step 5 — Arrange cold storage on arrival. Ensure your local cold storage facility (−18 °C) has capacity to receive the container and that your customs broker can coordinate direct container delivery to avoid unnecessary transhipment delays.
How to Calculate Your Total Landed Cost per KG
Landed cost is the true cost of seafood once it arrives at your warehouse. A simple formula:
- FOB price per kg × total kg
- + Ocean freight (reefer surcharge included)
- + Marine insurance (typically 0.3–0.5% of cargo value)
- + Import duty (% of CIF value, per your country's tariff schedule)
- + Customs brokerage fee
- + Port handling and delivery to cold store
- ÷ Net product weight (after glaze melt if applicable)
For a 18 MT container of IQF vannamei shrimp at USD 5.00/kg FOB, a realistic total landed cost in Northern Europe including all charges is typically USD 5.80–6.40/kg, depending on the port and prevailing freight rates.
Ready to Place an Order?
Hanuman Seafood exports frozen shrimp, fish fillets, squid, crab, and lobster products from Thailand with HACCP, EU establishment, Halal, and BRC Grade A certification. MOQ is 1 × 20ft reefer container (18–20 MT). Mixed container builds are available. Free samples for qualified buyers. FOB pricing within 24 hours.
Contact our export team to discuss your MOQ requirements, request a mixed container quote, or arrange product samples before your first order.
