Today, a peer came to discuss the common problems faced by inquiry customers, and the price cannot be high; The common complaints are:
1) Your prices are crazy high;
2) I want something cost-effective, I can use it, the quality doesn’t matter…
Usually, this type of customer is the most difficult to deal with, and it is not easy to close the deal. Even if the price is compromised and their requirements are temporarily met, the quality issue will be used to demand another discount when the delivery is made. It’s like someone saying it could be used, and the quality didn’t matter, even though that was in another world. In fact, these people don’t know exactly what they want (in terms of products) in the first place, but they know they want (cheap and good products); However, quality and price are inherently linked, and we only ask for reasonable profits to ensure the normal operation of the factory, rather than a premium like a brand. If you request a low price, the result is a decrease in quality. It is very clear that if the raw materials are the same, then only subtraction can occur in the processing technology; And if the processing technology is ensured, it can only be adjusted in the material in a secondary manner. It’s that simple, and I’m sure customers are aware of it. We also have customers who initially asked for low prices, and when we couldn’t meet their requirements, they switched to other suppliers, but returned to us after a while. Why don’t they continue with low-cost suppliers? We don’t even need to think hard to guess why.

First of all, we need to understand the characteristics of these two materials, and then choose which material to use in combination with the actual packaging needs of intelligent robots.
EVA is an ethylene-vinyl acetate copolymer that is typically soft and elastic, has good cushioning properties, and is chemically resistant and weather-resistant. EPE is pearl cotton, or polyethylene foam, which is lightweight, cushioning and shock-resistant, as well as good thermal insulation and waterproofing properties. The robot packaging is mainly to prevent it from being damaged during transportation, so it is also important to whether its processed shape can fit the product, because the robot shape is mostly irregular structure, and the lining needs to fit the contour of the fuselage, so as to provide stable support and avoid shaking.

There is another issue, which is cost. The material cost of EVA will be much higher than that of EPE. Of course, EVA material is also more suitable. Therefore, it is difficult for us to directly say which material to use, and we must actually consider it in combination with the final positioning of the product. If you are positioned at the high-end, consider using EVA, and if it is an economy model, then we should consider EPE.

When you come across a foam-lined customer return and think you can “copy and paste” the perfect product by calling the same engraving program, the answer may surprise you – something will go wrong!

From a theoretical point of view, the CNC machine is like a rigorous executor, it only recognizes the program instructions, as if as long as the program remains unchanged, the processed product should be “twin”, exactly the same. However, the actual production scenario is far more complex than the theory, and many external factors are like lurking “troublemakers”, which may affect the quality of products at any time.

1. First of all, the discharging link, even if it is a millimeter-level position deviation, it will cause the foam to “move” during processing, and the size and shape of the final product do not match the expectations;
2. If the fixing glue is not pasted properly, the foam will shake during processing, just like the paper keeps moving when painting, and the carving accuracy is naturally difficult to guarantee;
3. In addition, the machining tool will gradually wear out after long-term use, like dull scissors, and no matter how delicate the program is, it will be difficult to exert the original effect, and the engraving edge may become rough and uneven.

It can be seen that the factors that affect the quality of foam lining products are intertwined, and it is by no means “the same process” can be fixed once and for all. In addition to the program, every detail in the processing process, from unwinding, fixing to the state of the tool, needs to be strictly controlled to ensure the stable quality of the returned products.
The above details the potential problems in machining. If you would like to add a specific scenario or highlight certain factors, please feel free to contact us.

Die-cut foam and carved foam are two common foam processing processes, which are widely used in electronics, automotive, packaging and other industries. The following compares and analyzes the characteristics of the two from the aspects of process principles, advantages, disadvantages and applicable scenarios:

１．the principle of the process
Die-cutting foam: Stamping and cutting the foam material through the mold (steel mold, laser mold, etc.), and using the shape of the mold to directly cut out the required contour and structure.
Engraving foam: Using CNC engraving equipment (such as CNC engraving machines), the surface of the foam is engraved by a tool or laser according to a preset program to form complex patterns, text or three-dimensional structures.

２．Advantages:
Die-cut foam, high mass production efficiency, suitable for large-scale standardized processing; High accuracy (error usually ±0.1-0.3mm), suitable for regular shapes; The cost of mold is high, but the cost of mass production is low (amortization of mold cost); Suitable for simple geometries (e.g. round, square, shaped holes, etc.); Higher material utilization and less scrap (depending on mold design);
Engraving foam, single piece or small batch processing is flexible, no need to make molds, saving time for mold preparation; Higher accuracy (error can be controlled within ±0.05mm), complex surfaces, hollows or fine textures can be realized; No tooling costs, but higher equipment depreciation and machining time costs (especially for complex graphics); Suitable for irregular shapes, three-dimensional structures or personalized customization (e.g. LOGO engraving, embossed effects); More debris may be generated during the engraving process, and the material loss is slightly higher;

３．Disadvantages:
Die-cutting foam, the mold needs to be customized, and the mold needs to be reopened when the design is modified, which has a long cycle and high cost; It is difficult to achieve multi-layer nesting, fine hollowing or three-dimensional relief effects; Mold wear may lead to dimensional deviation, and regular maintenance of the mold is required; Affected by the strength of the mold, it is difficult to process thick foam (such as >20mm);
Engraving foam, relying on programming and equipment debugging, complex graphics require a long programming time, not suitable for ultra-large-scale mass production; Complex structures can be realized through hierarchical engraving or three-dimensional path planning, but the equipment performance requirements are high; Relying on the stability of the equipment, long-term machining may have accuracy fluctuations caused by tool wear; Thick foam can be processed, but bottom burrs or collapse may occur when deep engraving;

4. 　Applicable scenarios
   Die-cut foam is more suitable for:
   ａ. Mass production of standardized products (such as mobile phone gaskets, automobile waterproof foam);
   ｂ. Cost-sensitive and simple shape scenarios (such as gaskets, cushions);
   ｃ. Orders that need to be delivered quickly (short production cycle after mold maturity).
   Carved foam is better suited for:
   ａ. Small batch customization requirements (such as sample development, personalized packaging lining);
   ｂ. Complex structure or high-precision requirements (such as special-shaped card slots for electronic components, shockproof pads for medical devices);
   ｃ. Art decoration or brand logo (such as gift box embossed LOGO, exhibition display props).
5. Suggestions for selection
   Cost priority and large quantity: When choosing die-cut foam, it is necessary to evaluate the cost of the mold and the cost-effectiveness of the batch size in advance.
   Precision or customization first: Choose carved foam, suitable for the R&D stage or scenarios that require frequent design adjustments.
   Mixed process: Some companies use a combination of “die-cutting + engraving”, where the basic shape is completed with die-cutting, and then the details are processed through engraving to balance efficiency and precision.

summary
Die-cut foams are known for their scale and economy, while carved foams are known for their flexibility and precision. In practical applications, it is necessary to make comprehensive decisions based on product design complexity, production scale, cost budget and accuracy requirements, and if necessary, the adaptability of the two processes can be tested through proofing.

As a packaging products company, we produce EVA foam inserts for packaging. We are not a foam manufacturer, so we have always classified ourselves as a packaging company, although our products are not necessarily used in packaging. In this way, we also have a thinking inertia for ourselves, and only think that we are doing packaging. Some time ago, a customer asked us if we would attend Interfoam China 2025 in Shanghai in November this year. We found out after the inquiry that last year’s foam material technology industry exhibition was held in Shenzhen. It’s just that for our own positioning reasons or cognitive reasons, we have ignored such a large exhibition related to the raw materials of our own products, and the venue of the exhibition is not far from us in Shenzhen. Some friends may not understand, what is the point of you making a package lining and ginseng into the raw materials? We should understand this from another angle, the materials we use in our production are mainly EVA, and occasionally there are IPXE or high-density sponges and the like, mainly depending on the needs of customers and whether we can process them. But there are so many types of foam materials, and there are only a few of them that we know about at present, or there are many different types of foam materials that we can actually process, and even do well. But I missed it because I didn’t know it, I didn’t have a concept. If this happens, it will be a pity, but we still think that we should have more contact with people in different industries and learn more about other industries and products. This will be of great benefit to the improvement of the quality of our own products.

In the short term, companies that know how to market will do better than those that only focus on production. In the long term, this trend might persist, making those who only know production and not marketing increasingly burdened, eventually turning them into mere contract manufacturers or outsourcing factories for marketing companies. Is this really the only direction we’re heading? If making money through marketing is that easy, wouldn’t production companies shift their focus to marketing instead of concentrating on production? Wouldn’t this just be another classic case of bad money driving out good? But let’s not think that way; after all, professionals should stick to what they do best. Take us, for example; as long as we excel in our specialized production and earn reasonable profits within acceptable price limits—even if we’re just doing contract work or outsourcing for others—we’re good as long as that keeps our factory running smoothly. If customers choose to pay a premium for products from marketing experts, that’s their decision. Customers can more easily find what they need and save time in the process. As long as the marketing company has a solid grasp and control over product quality, that’s enough. However, if they only know how to market and lack understanding of production and product quality, customers paying high prices might end up disappointed because they pay more for uncertain product quality. This could lead to a classic case where bad products drive out good ones, as everyone realizes the market can accept high prices for inferior goods. What if customers later want lower prices? Production needs profits; where will they come from? One way is to cut costs on raw materials, or to skimp on labor, like substituting lower quality materials for the ones specified—like using a 50-degree foam instead of the required 60-degree foam, or using B or even C materials instead of A. If it’s not obvious and you’re not an expert, you often won’t be able to tell. Of course, the reality is probably not as simple as the text suggests; it’s a long, complicated evolution. Just like the current tariff situation in the U.S., we’ve found that American customers are still willing to pay, which shows they have a significant profit margin or can accept higher prices. If we can maintain the same quality, shouldn’t we consider raising prices? If they’re unwilling to do so, might that mean lower quality? Markets can be really interesting sometimes.

Last night after work, I had a meeting with production to discuss the recent issues of low production efficiency and output. In fact, the problems are still the same ones as before, which we have discussed previously, but after a while, these issues resurface gradually. Today, I went around the workshop and found that out of 7 machines, only 3 were operating. Was it because there was nothing to do? I checked the production schedule and that was not the case; there were several orders that were about to expire. Is it because the personnel are overwhelmed? It doesn’t seem so; they even have time to play on their phones (not that playing on the phone is wrong, we don’t have strict rules against it). Clearly, it’s not that they are too busy.Ultimately, this boils down to a management issue. We have delegated authority in management, but we have not implemented proper supervision. Right after meetings, for a short period, things go well; meetings and discussions have a time-bound effectiveness. Therefore, there is often a situation where for the first few days after a meeting, things are done very well, and everything is followed according to the process, but once it gets busy for a while, we revert back to old habits. This reflects our management problems. We have tried to establish an SOP (Standard Operating Procedure) for every product, but sometimes when we have many samples to make, we tend to forget about the SOP once things get busy. As a result, sometimes employees, after finishing one step, do not know what the next step is or feel uncertain about how to proceed, so they end up waiting for instructions because we have not provided them with a complete SOP, leading to a feeling of being at a loss.Perhaps for experienced employees, it’s not too bad. After all, they’ve seen and dealt with many situations. However, relying on people and experienced individuals is not sustainable. I firmly believe in the power of SOPs for production. Everything has to be institutionalized and procedural to achieve stable results. If everything relies on manual management step by step, one, people will become exhausted, and two, due to limited energy, it’s simply impossible to manage effectively. Take our foam production, for example, starting from receiving the order to cutting the materials, programming, to setting up the machine, which step to do first, which step next, whether to change the tool in between, etc., must all form a complete SOP. Only in this way can employees operate smoothly and follow the process step by step without questions, ensuring high efficiency and quality of the products.

As someone involved in factory sales person, is it necessary to understand drawings? I think it’s still important to learn a bit, as this allows for a quick understanding of customer needs and assessment of whether there will be any issues during subsequent processing. Knowing a bit of technical information can also help in providing quicker responses to customer inquiries during communication. I remember a colleague in the past who was excellent in interpersonal skills but couldn’t understand drawings, so he didn’t know whether we could produce certain items or if they would be easy to make. Every time he communicated with customers, he either had to take an engineer with him or send the drawings back to the company to consult with the engineering team. If it was a non-engineer interacting, it wasn’t too bad, and it didn’t give off an unprofessional vibe. But if it was an engineer, discussing details would require contacting external personnel, making the communication fragmented.In general, if a customer just needs a simple lining with a hole or a groove, it essentially doesn’t require technical knowledge; a basic blueprint can be understood by those who have had a high school education. However, if dealing with irregular products, a certain level of understanding of technology and manufacturing processes is necessary; being able to assess from the drawings whether the product can be made, if it’s difficult to make, and how to proceed is important… Knowing this provides assurance, enabling smoother communication thereafter. Of course, for non-technical personnel, a general understanding is enough; for instance, being able to open drawings with software and knowing how to measure is sufficient. As non-technical personnel, the main focus should still be on business rather than technology. As long as the quality of the goods delivered to customers is good and the service provided is satisfactory, that’s enough. Professional matters should be left to professionals; let the technical and production teams handle the foam linings more effectively, while maintaining enough foundational knowledge to engage with customers and answer their queries properly. Understanding some basic drawings is still very necessary to ensure smooth order and production processes.

I always feel that writing something or recording something every day is a sign of achievement. It’s fine for one or two days; I can usually gain insights from different perspectives, whether regarding production, management, or customer service. However, when it comes to maintaining this practice for a long time, it becomes challenging. For instance, sometimes I think that a particular technology could be improved to significantly enhance production efficiency. After we try it, we find that there is indeed an improvement in efficiency, but we find it inconvenient to document it. On one hand, there are some technical issues involved, and on the other hand, there might be better methods, but our current data is insufficient to confirm the correctness of the existing method. Returning to the matter of record-keeping, if we focus solely on our foam products, it indeed seems there isn’t much to say. If we only talk about materials, there is plenty of information available, with various papers that could keep someone busy for half a year, so we don’t need to reorganize that content and add more junk information to the internet. As for finished foam products, there isn’t much information found online. Most of it talks about how good and excellent their own products are. Indeed, we say the same. For those who are unfamiliar with us or who don’t even know what this product is, how can we help them quickly understand and recognize the products we make and the services we offer? I have always wanted to try to summarize what we do in a few short sentences so that newcomers can understand who we are without misunderstanding. However, so far, we haven’t come up with a good way to communicate this. If we relate it to the products, we could indeed solve it in one or two sentences, but often we aren’t carrying a product with us. Think about it: who carries a foam lining around all day just to explain what they do? While it’s not impossible to do this, clearly it’s just a superficial solution. If it’s over the phone, the other person can’t see you, making the lining sample ineffective again. Sometimes I wonder if we could use other products as a bridge, allowing others to learn about us through a third-party item. For instance, over ten years ago, when we talked about Weibo, we referred to it as the Chinese version of Twitter because Twitter was already very successful then. Saying it’s the Chinese version of Twitter gives people a mental picture, helping them understand that this is what you’re doing.So how can we help others quickly understand us? Producing and providing services are quite different, and it’s hard for us to identify something that everyone knows is made with foam, which could trigger instant associations. Although many people may use foam linings in packaging when purchasing products, the issue is that many don’t pay attention to this material and toss it aside after unboxing. Therefore, how can we make ourselves memorable quickly?