框架协议单价谈得漂亮，行情一涨对方就拖着不发。价格公式没锁死，协议就是废纸。
单价谈得再低，行情一动就变废纸
TPE 框架协议是“锁价活”：公式、条款、执行。结论先给：价格公式比单价重要——公式，是框架的锚。
TPE框架协议最大的坑：单价谈死不动，上游行情一动整份协议作废——公式，是框架的保险。
框架是采购的地基：公式锁死，协议才立得住。公式不锁，协议空转——框架，是采购的长期题。
单价会过时，为什么锁价格公式
行情天天变：单体、原油波动。行情，是价格的变量。
单价会过时：三个月就失效。单价，是时间的俘虏。
公式能联动：原料涨跌跟着动。公式，是价格的锚。
联动、区间、条款，公式怎么写
联动：价格跟着原料走。联动，是头一要素。
区间：涨跌区间写清。区间，是第二要素。
条款：调价机制写清。条款，是第三要素。
固定价与公式价，一张表对照清楚
| 定价方式 | 行情涨 | 行情跌 | 判断 |
|---|
| 固定价 | 卖方亏 | 买方亏 | 不稳 |
| 公式价 | 联动 | 联动 | 稳 |
| 混合价 | 区间 | 区间 | 折中 |
表格读法：固定价两头不讨好，联动公式跟着SEBS走。
公式价，是框架的正解。
锁得住发得出，条款核这四项
| 条款 | 要求 | 判断 |
|---|
| 公式 | 写清 | 达标 |
| 区间 | 明确 | 达标 |
| 账期 | 约定 | 达标 |
| 数量 | 保底 | 达标 |
表格读法：条款一项项核，协议看得见，联动基准和调整周期写清。
公式，是框架的锚。
只谈单价不写公式，波动一来就扯皮
坑一：只谈单价。锁死一个单价，涨了供应商亏、跌了你多付——公式必写。
坑二：区间不清。扯皮——区间必写。
坑三：数量不保底。空转——数量必写。
联动、调价、区间——签前写清
三问：什么公式、什么区间、什么条款。一验：协议条款实测——三问一验，供应商底细清楚。
公式验证要先行：先把联动基准、调价周期、上下限写进协议，再谈单价——公式，是框架的保险。
留样要成习惯：每批留样，物性按批次复测。批次换料先对比再放量——批次稳，客诉少。
拖发、跳价、毁约：对照一张表
| 现象 | 原因 | 对策 |
|---|
| 协议废 | 公式没锁 | 写公式 |
| 扯皮 | 区间不清 | 写区间 |
| 空转 | 数量不保 | 写保底 |
| 翻脸 | 条款缺 | 补条款 |
| 客诉 | 执行乱 | 走流程 |
框架协议最怕锁了单价、没锁公式。SEBS 涨一波，死价就是互相撕的开端。
把价格写成“原料基准+加工费”的公式。锚定 SEBS 或 TPU 的公开报价，上下浮动触发区间，谁都不亏。
写清三件事：月保底量、调价触发线、效期。量保不住别签框架；浮动超过 5% 才重算，不然天天扯皮。
没有区间的“随行就市”，等于把定价权交给对方。行情一动，价格怎么调全凭一张嘴。
公式写进协议、季度复核一次，行情波动期不用反复重谈。框架的价值，就是把调价变成自动执行。
框架协议把价格写成原料基准加工费的公式。锚定SEBS或TPU公开报价，浮动超5%才重算，锁了单价没锁公式行情一涨就互相撕。
月保底量、调价触发线、效期三件写清楚
。量保不住别签框架，随行就市没有区间等于把定价权交给对方，季度复核一次行情波动不反复谈。
没有区间的随行就市等于把定价权交给对方
。行情一动价格怎么调全凭一张嘴，公式写进协议季度复核，框架的价值就是把调价变成自动执行。
公式写进协议季度复核一次，行情波动期不用反复重谈
。框架的价值就是把调价变成自动执行，没有区间的随行就市等于把定价权交给对方行情一动价格怎么调全凭一张嘴。
框架协议最怕锁了单价没锁公式
。SEBS涨一波死价就是互相撕的开端，把价格写成原料基准加加工费的公式锚定SEBS或TPU的公开报价上下浮动触发区间谁都不亏。
科隆客户案例：低温开裂整批报废，重调配方良率98%
深圳一家改性料应用厂，TPE 件低温下一批开裂，整批报废。科隆配合重调配方（油/助剂/填充比例），批次合格率稳定在 98% 以上。配方重调，低温关从源头过——开裂问题，先看增塑与填充体系。
小结
TPE框架协议的签法，公式先锁，条款再齐，联动算法比死单价管用，公式是锚。
The unit price in the framework agreement was negotiated well, but as soon as the market rises, the other party delays delivery. The price formula isn't fixed, so the agreement is just worthless paper.
No matter how low the unit price is negotiated, it becomes worthless as soon as the market moves.
The TPE Framework Agreement is 'price-lock active': formula, terms, execution. Conclusion first: the price formula is more important than the unit price—the formula is the anchor of the framework.
The biggest pitfall of the TPE framework agreement: the unit price is fixed and won't change, but if the upstream market moves, the entire agreement becomes invalid—the formula serves as the framework's safeguard.
A framework is the foundation of procurement: formulas must be fixed for agreements to hold. If the formulas are not fixed, agreements become meaningless—the framework is a long-term issue in procurement.
Unit price will become outdated, why lock the price formula
The market changes every day: individual items and crude oil fluctuate. The market is a variable of price.
Unit price becomes outdated: it expires in three months. Unit price is a captive of time.
Formulas can link: the rise and fall of raw materials moves along. Formulas are the anchor for prices.
Linkage, interval, clause, how to write the formula
Linkage: Prices follow the raw materials. Linkage is the primary factor.
Range: Clearly state the range of increase and decrease. The range is the second element.
Clause: The price adjustment mechanism should be clearly stated. Clauses are the third element.
Fixed price and formula price, clearly compared in one table
| Pricing Method | The market is rising | The market is falling | Judgment |
|---|
| Fixed price | Seller loss | Buyer loss | Unstable |
| List price | linkage | linkage | Stable |
| Mixed price | interval | interval | compromise |
Table reading: The fixed price pleases neither side, and the linkage formula follows SEBS.
The official price is the correct answer for the framework.
Can lock in and can release, check these four items in the terms
| Clause | Requirement | Judgment |
|---|
| formula | Write clearly | Meet the standard |
| Interval | Clear | Meet the standard |
| Billing cycle | Agreement | Meet the standard |
| Quantity | guaranteed minimum | Meet the standard |
How to read the table: Check each clause one by one, the agreement is visible, and clearly specify the linkage benchmark and adjustment cycle.
Formulas are the anchor of the framework.
Only talk about unit prices without writing formulas, and once there’s a fluctuation, everyone starts bickering.
Pitfall 1: Only talk about unit price. Locking in a unit price means if it rises, the supplier loses; if it falls, you pay more — the formula must be written.
Pitfall 2: Undefined range. Arguing — the range must be specified.
Pitfall three: Quantity is not guaranteed. Idle operation — quantity must be specified.
Linkage, price adjustment, range—clarify in writing before signing
Three questions: what formula, what interval, what clause. One verification: actual measurement of the agreement clauses — three questions and one verification, the supplier's details are clear.
Formula verification must come first: first write the linkage benchmark, price adjustment cycle, and upper and lower limits into the agreement, then discuss the unit price—the formula is the insurance of the framework.
Making sample retention a habit: retain samples for each batch, and re-test the physical properties by batch. Before switching materials between batches, compare them first before scaling up—the batch is stable, and customer complaints are few.
Delays in delivery, price jumps, broken contracts: compared in a table
| Phenomenon | Reason | Countermeasure |
|---|
| Protocol invalid | The formula is not locked | Write a formula |
| Squabble | Unclear interval | Write the interval |
| Idle | Quantity not guaranteed | Write a guaranteed minimum |
| fall out | Missing clauses | Supplementary Clause |
| Customer complaint | carry out chaos | Follow procedures |
The biggest fear in a framework agreement is locking the unit price without locking the formula. When SEBS prices rise, a fixed price is just the beginning of mutual conflicts.
Write the price in the formula 'raw material benchmark + processing fee.' Anchor it to the publicly quoted prices of SEBS or TPU, with a fluctuation range trigger, so that no one loses.
Clearly specify three things: monthly minimum quantity, price adjustment trigger line, and validity period. If the quantity cannot be guaranteed, do not sign the framework; recalculate only if the fluctuation exceeds 5%, otherwise there will be daily disputes.
'Following the market' without a set range is equivalent to handing over the pricing power to the other party. Once the market moves, how the price is adjusted depends entirely on their words.
The formula is written into the agreement and reviewed quarterly, without the need for repeated renegotiations during periods of market fluctuations. The value of the framework is that it turns price adjustments into automatic execution.
The framework agreement writes the price as a formula for the processing fee based on raw materials. It anchors to the public quotes of SEBS or TPU, and only recalculates if the fluctuation exceeds 5%. Once the unit price is locked but the formula is not, whenever the market rises, they end up blaming each other.
Clearly specify the monthly minimum quantity, the price adjustment trigger line, and the validity period.
If you can't guarantee the volume, don't sign the framework; following the market without any range is equivalent to handing over pricing power to the other party, and reviewing the market fluctuations once each quarter means not renegotiating repeatedly.
Following the market without a range is equivalent to handing over pricing power to the other party.
. When the market moves, the price adjustment depends entirely on what is said. The formula is written into the agreement for quarterly review. The value of the framework is to turn price adjustments into automatic execution.
The formula is written into the agreement and reviewed quarterly, without the need for repeated renegotiation during periods of market fluctuation.
The value of the framework is to turn price adjustments into automatic execution; without a range, following the market means handing over pricing power to the other party, leaving price adjustments entirely up to a single statement.
The biggest fear in a framework agreement is locking the unit price without locking the formula.
. A price increase in SEBS signals the beginning of mutual undercutting. By setting the price with a formula of raw material benchmark plus processing fee, pegged to the public quotations of SEBS or TPU with a floating trigger range, no one loses.
Cologne Customer Case: Entire Batch Scrapped Due to Low-Temperature Cracking, Reformulated Recipe Achieves 98% Yield
A modified material application factory in Shenzhen had a batch of TPE parts crack at low temperatures, leading to the entire batch being scrapped. Kolon assisted in re-adjusting the formulation (oil/auxiliary/filler ratios), resulting in a batch pass rate consistently above 98%. By re-adjusting the formulation, low-temperature issues are addressed from the source—the cracking problem should first look at the plasticizer and filler system.
Summary
The signing method of the TPE framework agreement: lock the formula first, then complete the terms; a linked algorithm is more effective than a fixed unit price, and the formula serves as the anchor.
