来样定制先砍价，签完才发现指标对不上。先对指标再谈价，样板留好别丢。
先砍价后对指标，签完才返工
TPE 来样定制是“对接活”：指标、样板、价格。结论先给：先对指标再谈价，留好样板——指标，是定制的起点。
TPE来样定制最大的坑：指标没对齐就开打样，做出来两回事——指标，是定制的锚。
来样定制是技术活：指标对，样板留，价格才谈得动——来样，是采购的进阶题。
指标是定制的锚，为什么先对样
来样要测指标：硬度、耐温、回弹。指标，是定制的目标。
指标写进单子：双方签字确认。写清楚，争议少——指标，是定制的合同。
样板要留好：颜色、手感存档。样板，是定制的参照。
指标、样板、价格，怎么对接
指标：来样全项测，写清单。指标清，方向对——指标，是头一关。
样板：寄样留底，双方各留。样板在，验收有据——样板，是第二关。
价格：指标对齐再谈价。指标对，价格有意义——价格，是第三关。
来样定制流程，一张表对照清楚
| 步骤 | 做什么 | 判断 |
|---|
| 测样 | 全项测 | 必做 |
| 对齐 | 指标确认 | 必做 |
| 留样 | 样板存档 | 必做 |
| 谈价 | 指标后 | 必做 |
表格读法：步骤逐项走，一样不省，硬度曲线和剥离力先给样。
指标先对，定制才顺。
对得准做得出，验收核这四项
| 项目 | 要求 | 判断 |
|---|
| 指标 | 对齐 | 达标 |
| 样板 | 留存 | 达标 |
| 色差 | ΔE<1 | 达标 |
| 价格 | 合理 | 达标 |
表格读法：定制一项项核，对接看得见，来样和回样编号锁死。
指标，是定制的锚。
先谈价不对指标，做出来不是样
坑一：先谈价。价谈拢了指标没对，打样三轮还是不对——指标先对。
坑二：样板不留。争议——样板必留。
坑三：指标口头说。扯皮——指标写单。
指标、样板、公差——对接前问清
三问：什么指标、什么样板、什么价格。一验：来样实测——三问一验，供应商底细清楚。
指标验证要先行：先把硬度、剥离力、压变三项指标和来样对完，再谈价——指标，是定制的起点。
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。
跑偏、变形、不对样：对照一张表
| 现象 | 原因 | 对策 |
|---|
| 白做 | 指标没对齐 | 先对指标 |
| 扯皮 | 口头说 | 写清单 |
| 色差 | 样板没留 | 留样板 |
| 价差 | 先谈价 | 指标后 |
| 客诉 | 对接乱 | 走流程 |
先谈价再对指标，价格压下来了指标也跑了。 指标没对齐就砍价，做出来对不上样，价再低也白搭。
先测样再谈价：全项测、指标对齐、留样存档，最后才谈钱。 顺序反了，报价再低也是空谈，谈完再返工更贵。
样板要留存，颜色手感硬度都留底。 来样和量产对不上样就是争议，没样板口说无凭，留样才是底气。
来样定制是“量体裁衣”，指标是尺、样板是样。 把件和工况一起给供应商，判断这步交给懂行的，别自己拍指标。
指标对齐、样板留存、色差达标，来样定制一次走通不返工。 别先谈价，指标对了价格才有意义，顺序别反。
来样把件和工况一起给供应商，别只寄一块料。 什么基材、什么手感、什么温度用，三件说清，复样才一次对上，省得来回寄样耽误交期。
来样定制先对指标再谈价，指标没对齐报价再低也白搭。Shore、熔指、密度、剥离力四项对样，偏差超±3A先调配方，别上来就砍价。
来样和量产对不上就是争议，留好样板是底气。首样双方签字封板，量产每批留样对比，批次换料先盲测再放量，口说无凭留样为证。
把件和工况一起给供应商，判断这步交给懂行的别自己拍指标
。别先谈价指标对了价格才有意义，顺序别反，来样和量产对不上样就是争议没样板口说无凭。
指标没对齐就砍价做出来对不上样价再低也白搭
。顺序反了报价再低也是空谈谈完再返工更贵，来样和量产对不上样就是争议没样板口说无凭留样才是底气。
来样定制先对指标再谈价指标没对齐报价再低也白搭
。Shore熔指密度剥离力四项对样偏差超±3A先调配方，首样双方签字封板量产每批留样对比换料先盲测再放量。
科隆客户案例：阻燃不过检卡出口，重调配方过检放行
成都一家改性料应用厂，TPE 定制件阻燃不过检，出口卡关。科隆配合重调配方（油/助剂/填充比例），阻燃等级过检，顺利出口。配方重调，阻燃关从源头过——阻燃问题，先看助剂体系。
小结
TPE来样定制的对接，指标先对，样板再留，先对指标再谈价留好样板，指标是锚。
First bargain when customizing based on samples, and only realize after signing that the specifications don’t match. First check the specifications before discussing the price, and keep the sample well without losing it.
Negotiate the price first, then check the specifications; only return to rework after signing.
TPE sample customization is a 'connection task': specifications, samples, price. Conclusion first: discuss specifications before talking about price, keep good samples—specifications are the starting point of customization.
The biggest pitfall in TPE sample customization: starting the sample without aligning the specifications, what comes out is a different matter—the specifications are the anchor for customization.
Customizing based on samples is a technical task: only if the specifications are correct and the sample is kept can the price be negotiated—samples are an advanced challenge in procurement.
Indicators are customized anchors, so why start with the sample first
The sample needs to be tested for indicators: hardness, temperature resistance, and rebound. The indicators are the customized targets.
Write the indicators into the document: both parties sign to confirm. Make it clear to minimize disputes—the indicators are a customized contract.
Keep the samples well: archive the color and texture. Samples are the reference for customization.
Indicators, samples, prices, how to coordinate
Metrics: Conduct a comprehensive test of the sample and write a checklist. Clear metrics, correct direction—the metrics are the first hurdle.
Sample: Send a sample and keep a copy, each party keeps one. With the sample, there is evidence for acceptance— the sample is the second checkpoint.
Price: Discuss the price after the indicators are aligned. When indicators match, the price makes sense—the price is the third step.
Sample customization process, clearly matched on one sheet
| Step | What are you doing? | Judgment |
|---|
| Test sample | Full assessment | Must do |
| Align | Indicator Confirmation | Must do |
| sample retention | Template Archive | Must do |
| Bargain | After the indicator | Must do |
How to read the table: go through each step one by one, without skipping anything; provide the hardness curve and peeling force first.
First get the indicators right, then customization will go smoothly.
Accurately done, verifiable with these four items
| Project | Requirement | Judgment |
|---|
| Indicator | Align | Meet the standard |
| sample | Retention | Meet the standard |
| Color difference | ΔE<1 | Meet the standard |
| Price | reasonable | Meet the standard |
Table reading method: Customize each item for verification, connect visibly, and lock the sample and returned sample numbers.
A metric is a customized anchor.
Discussing the price first doesn't align with the standards; what is produced won't be the proper model.
Pitfall 1: Discuss the price first. Even if the price is agreed upon, the specifications are still incorrect; after three rounds of samples, it's still wrong—get the specifications right first.
Pitfall 2: No sample is left. Controversy — a sample must be left.
Pitfall three: The metric is spoken about. Finger-pointing — the metric is written on the form.
Indicators, templates, tolerances — ask clearly before docking
Three questions: what specifications, what model, what price. One check: measure the sample——three questions and one check, the supplier's details are clear.
Indicator verification must come first: first match the three indicators of hardness, peel strength, and compression deformation with the sample, then discuss the price—indicators are the starting point of customization.
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.
Deviation, deformation, mismatch: compared to a table
| Phenomenon | Reason | Countermeasure |
|---|
| done in vain | The indicators are not aligned | First, the indicators |
| Squabble | Verbal | Make a list |
| Color difference | No sample was kept | Keep a sample |
| Price difference | Negotiate the price first | After the indicator |
| Customer Complaint | Chaotic docking | Follow procedures |
If you talk about the price first before aligning on the specifications, even if the price is lowered, the specifications will be missed. Cutting the price before the specifications are aligned will result in a product that doesn't match the sample, and no matter how low the price is, it will be useless.
Test the sample before discussing the price: perform a full test, align the indicators, keep a sample for record, and only then discuss the money. If the order is reversed, even the lowest quote is empty talk, and redoing it after the discussion will be more expensive.
Samples need to be kept, including their color, texture, and hardness. If the received samples don't match mass production, it leads to disputes. Without a sample, verbal claims hold no weight; keeping the samples gives you confidence.
Custom-made based on samples is like 'tailoring clothes to fit'; the standard is the measurement, and the template is the sample. Provide the parts and working conditions to the supplier, and have someone knowledgeable handle the judgment at this step—don't set the standards yourself.
Indicator alignment, template retention, color difference compliance—customization based on sample is completed in one go without rework. Don’t talk about the price first; the price only matters once the indicators are correct, don’t reverse the order.
Provide the sample part along with the working conditions to the supplier; don't just send one piece of material. Specify what substrate, what feel, and what temperature to use — explain all three clearly. Only then will the replication match in one go, saving the trouble of sending samples back and forth and delaying delivery.
For custom samples, first align on the specifications before discussing the price. If the specifications aren't matched, a lower quote is useless. For the four items—shore hardness, melt index, density, and peel strength—compare with the sample; if the deviation exceeds ±3A, adjust the formula first, and don't start by haggling over the price.
Discrepancies between the sample and mass production are contentious, keeping a record sample provides confidence. The first sample is signed and sealed by both parties, each batch of mass production is compared with the stored sample, when materials are changed in a batch, conduct a blind test before mass production, verbal claims are not reliable, the stored sample serves as proof.
Provide the parts and working conditions to the supplier together, and let someone knowledgeable make the judgment instead of setting the standards yourself.
Don't discuss the price first. The specification must be correct for the price to be meaningful; don't reverse the order. If the sample and mass production don't match, there will be disputes, as verbal claims hold no weight without a sample.
If the specifications aren't aligned, negotiating a lower price won't help because the product won't match the sample, no matter how cheap it is.
If the order is in the wrong sequence, even a lower quote is meaningless. Discussing first and then reworking will be more expensive. If the sample and mass production do not match, the sample becomes a point of dispute. Verbal claims are unreliable; keeping a sample is the real assurance.
For custom samples, we first discuss the specifications, then the price. If the specifications are not aligned, no matter how low the quote is, it’s useless.
. If the four items of Shore hardness, melt index, density, and peel strength deviate from the sample by more than ±3A, first adjust the formula. For the first sample, both parties sign to seal the board. For mass production, retain samples from each batch for comparison. When changing materials, conduct a blind test first before scaling up.
Cologne Customer Case: Flame retardant failed inspection and could not be exported, formula was heavily adjusted and passed inspection for release
A modified material application factory in Chengdu had TPE custom parts failing the flame retardant test, causing export delays. With Cologne's assistance in readjusting the formula (oil/additive/filler ratios), the flame retardant level passed inspection, allowing smooth export. By readjusting the formula, the flame retardant issue is addressed from the source — for flame retardant problems, first look at the additive system.
Summary
TPE sample-based customization docking: first align on the standards, then keep the sample; discuss the price after agreeing on the standards and keeping a good sample; the standards are the anchor.
