Core conclusions:The proofing fee for a customized product is usually between 300 and 2000 yuan, and the fee for a new mold is between 3000 and 30000 yuan. All free goods are equivalent to leaving the risk to the factory; the reasonable approach is to collect first and then return it-collect it according to the standard first, and return it in full when the cumulative large volume reaches 3000 to 5000 pieces, which not only maintains the cash flow, but also gives customers a quantifiable goal.
1. Why must we collect it: Three accounts should be calculated clearly
The first sum is the direct cost of proofing. Proofing is not "making one piece conveniently". It takes up a small batch production line, a batch of special materials, and the engineer's scheduling time. The direct cost of proofing for a product is usually between 300 and 2000 yuan. If a customer asks for three to five styles to compare at a time, this figure will quickly increase. If you do too much free proofing, you are doing free research and development every month for customers who may not always place orders.
The second is the asset attributes of the mold. Mold is a one-time fixed asset, and the cost is between 3000 and 30000 yuan, depending on the structural complexity. If the mold fee is borne by the factory and the ownership agreement is unclear, it is a common scenario in domestic trade that the customer takes the mold you paid for and goes to a second supplier to quote. Money is not the most expensive, what is copied is your development results.
The third one is customer screening. Free proofing will attract a large number of customers who only compare prices. They will find three to five factories for proofing at the same time and finally place orders at the lowest price. Conversely, customers who are willing to pay the proofing fee in advance often have already undergone basic screening, resulting in lower follow-up communication costs and higher transaction rates.
2. Three allocation methods and algorithms
There is no standard answer to the charging method. The key is to match it with the degree of customization and expected order quantity.
| way | applicable scenarios | Algorithm and recommended caliber |
|---|---|---|
| Charge in full at one time | High degree of customization, strong mold specificity, uncertain estimated order quantity | Quotes based on the actual cost, the proofing fee is 300 to 2000 yuan/model, and the mold fee is 3000 to 30000 yuan/set according to the structure, and will not participate in the refund |
| Allocation based on order quantity | The order volume is large and the pace is stable, and the customer reputation is good | The mold fee is divided by the estimated quantity of the first order and is included in the unit price. For example, the mold fee is 9000 yuan and the first order is 3000 pieces, the unit price is increased by 3 yuan/piece. |
| Return of the amount reached (collect first and then return) | Customers have long-term purchasing intentions but the first order is small | Charge according to the standard first, and refund the full amount when the cumulative shipment reaches 3000 to 5000 pieces. The refund method is written as "Deduction of the next batch of purchase price" instead of cash refund |
Among the three methods, return of quantity is the most commonly used compromise solution in domestic trade. Its advantage is that the path to realization is clear: the customer gets a clear goal (refund if 3000 pieces are reached), and the factory gets the current cash flow and a predictable follow-up order. It should be noted that the return method should be used to deduct the purchase price as much as possible to avoid situations where the customer stops placing orders after receiving the refund and the factory has a net outflow of cash.
3. Six fields that must be clearly written out in the contract
When writing the proofing fee and mold fee into the contract, the focus is not the amount, but the six fields.
- Fee amount and payment node:Write down the respective amounts of the proofing fee and the mold fee, and the payment node is recommended to "pay before confirming the proofing", and then enter the order for large goods after acceptance.
- Number of proofing modifications:It is recommended to state that 2 modifications are included in the fee, and a separate charge of 300 to 500 yuan each time starting from the third time to avoid unlimited modifications that consume the development cost.
- Mold ownership:Choose one of two options-owned by the payer (the customer pays the full amount); or the use period belongs to the customer and the custody responsibility belongs to the factory. Only by writing a clear attribution can subsequent disputes be avoided.
- Mold storage and maintenance responsibilities:Distinguish between natural loss and man-made damage, and agree that the factory will bear the maintenance during the normal life, and the customer will bear the damage caused by over-age use or structural modification.
- Calculation base for return of arrival quantity:Write down whether it is cumulative shipments or cumulative invoices, and whether tax is included or not included. This is the most ambiguous one.
- Mold disposal when terminating cooperation:It was agreed that the customer could pay the freight and get it back, or the factory could purchase it at a discount at the residual value. The two criteria were written down in advance so that there would be no deadlock when breaking up.
4. Talk about "fees" as "cooperation threshold"
For the same proofing fee, the acceptance of different customers varies greatly. An effective approach is to give three solutions: full customization (including new molds), semi-customization (changing color and labeling of existing molds), and standard products (directly delivered from spot). When customers see the options, their attention shifts from "why are the charges" to "which gear should I choose?"
The second is to speak with numbers. For example,"a set of molds is 3000 yuan, and the first order is allocated to 3000 pieces, with an average of 1 yuan per piece." The customer can immediately calculate that the money is recyclable. Finally, the return conditions are written directly in the remarks column of the quotation. The words in black and white are more convincing than verbal promises, and it also avoids inconsistent opinions caused by subsequent sales staff replacements.
5. Common questions
1. The customer said that other shops will make samples for free. What should I do?
Let's first distinguish which one is free: some hide the proofing fee in a higher unit price, and some use existing molds to change color and label rather than actually open a new mold. If it is the former, combine your unit price and the proofing fee to calculate a total cost for the other party to see; if it is the latter, it means that what the other party wants is not new development, and you can quote according to the semi-custom plan, without charging a new mold fee. The real difference is often not the cost itself, but the inconsistent understanding of the degree of customization between the two parties.
2. What is the appropriate number of pieces to be returned?
It is recommended to reverse the number of pieces at 3 to 8 times the mold cost. For example, the cost of a set of molds is 8000 yuan and the unit price of the product is 20 yuan, so it is safer to set the return threshold at a total of 3000 pieces (corresponding to a value of 60,000 yuan), which is within the affordability of the customer, and also allows the factory to have enough quantity to mold the mold. Alate the cost. If the threshold is set too high, customers will not recognize it, and if the threshold is set too low, it is equivalent to not setting a threshold.
3. For long-term cooperation with old customers, do they still need to charge a proofing fee?
You can accept it, but you need to change the caliber. For established customers, it is recommended to change the proofing fee to "development service fee" and include it in the annual cooperation budget, or agree in the annual framework agreement to provide several free development quotas on a fixed basis every year, and the excess will be charged according to the standard. This not only maintains the relationship, but also maintains the cost boundary.
For factories that do domestic trade customization, the proofing fee and mold fee are not a question of "whether to collect it or not", but a question of "how to collect it, when to return it, and which one to write it in"-if the rules are written clearly, the customer is more confident in placing an order.
