客戶再大，客戶再好，不給你付款，也沒什么意義。

為什么這么說呢？

今天早上，因為款清發(fā)貨，我丟了一個展柜客戶。

客戶是1年半前加的我微信，但是他跟我們工廠許多年前已經(jīng)有聯(lián)系，客戶是在行業(yè)內(nèi)時間最久的“老大哥”企業(yè)，品牌知名度較高，因此我也非常尊重他們，即使沒有合作。這一年時間，我們互相沒有聯(lián)系，我不是一個擅長客情管理的人，如果客戶不找我，我肯定不會主動找他，不然感覺自己像一個“討飯的”，客戶有需要，要做到他第一時間就想起我。

不打擾的時光，工廠和我都在努力成長，逐步對標(biāo)大品牌展柜、陳列道具的品質(zhì)與設(shè)計感，夯實百強(qiáng)品牌的供應(yīng)商地位。

我的老師告訴我，堅決守住“不做賒賬生意”，這是我們中小工廠的生存底線，確實我也一直貫徹這個底線，所以黑天鵝3年，我們展柜工廠好好的，雖然業(yè)務(wù)方面是有調(diào)整，但是整體運轉(zhuǎn)還是OK，工人穩(wěn)定，訂單飽和。

許多同行業(yè)的，跟我們做同類的產(chǎn)品大前輩工廠，我也是聽到了許多不好的消息，客戶跟我說，他們原先的3家展柜供應(yīng)商，一家已在6月份徹底閉廠，另外2家也因為訂單不穩(wěn)定，現(xiàn)在處于岌岌可危的地步，沒法正常給他們提供展柜聲場，所以不得不找新工廠來合作，這不就找到我了嘛。

包括我自己熟知的，因為我經(jīng)常在短視頻露臉，所以展柜廠的業(yè)務(wù)或者老板都會加個聯(lián)系方式，從他們那聽到的消息，也是沒訂單做，幾乎每月都有廠關(guān)閉。

我慶幸，還好這么多年，我們是做現(xiàn)金生意，而且及時擴(kuò)大了業(yè)務(wù)來源，才能立于危墻而不倒。就是因為不賒賬，收到現(xiàn)金，才能保證工人的高水準(zhǔn)操作，人，雖有感性因素，但是現(xiàn)實更緊要，員工不是雷鋒啊，你不給錢，人家怎么好好給你干活？穩(wěn)定的工資，高出標(biāo)準(zhǔn)的工資，才能保證好的出品。

《三精管理》，宋志平說，中國建材是一家上市企業(yè)，但沒有應(yīng)收賬款。記得稻盛和夫說過，京瓷成為世界500強(qiáng)時，也沒有應(yīng)收賬款。上市企業(yè)，500強(qiáng)公司都要求款清發(fā)貨，看來這個要求是合理的。

我們買汽車的時候，是先交錢預(yù)訂的；買房子的時候，也是先交錢的；吃麥當(dāng)勞的時候，也是先付錢的，網(wǎng)購的時候，也是款清發(fā)貨的，到了我這里，也是款清發(fā)貨。

企業(yè)要盡量堅持“一手交錢、一手交貨”的零應(yīng)收賬款原則，同時也要控制資產(chǎn)負(fù)債率。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

A Client Who Pays for the Display Cabinet Order Is Truly a Good Client! All Others Are Just Playing Games!

Even if a client is large and seemingly excellent, if they don't pay, it holds no real significance.

Why do I say this?

This morning, I lost a display cabinet client due to payment issues. The client added me on WeChat one and a half years ago, but our factory has had connections with them for many years. They are one of the oldest and most well-known enterprises in the industry, so I have always held them in high regard, even without direct cooperation. Over this year, there was no communication between us. I am not particularly skilled at maintaining client relationships, and if a client doesn't reach out to me, I certainly won't take the initiative, as I feel it would make me seem like someone begging for business. When a client needs something, I want to be the first person they think of.

During this period of non-disruption, both the factory and I have been working hard to grow, gradually aligning with the quality and design standards of display cabinets and fixtures from major brands, solidifying our position as suppliers for top 100 brands.

My mentor once told me to firmly adhere to the principle of "not doing business on credit," which is the survival baseline for small and medium-sized factories. Indeed, I have always upheld this principle. During the three years of the Black Swan event, our display cabinet factory remained stable, although there were adjustments in business operations, the overall operation was smooth, with a steady workforce and saturated orders.

Many older factories in the same industry have faced numerous challenges. One client informed me that among their original three display cabinet suppliers, one had completely shut down by June, while the other two were struggling due to unstable orders, unable to provide consistent supply. Consequently, they had to find new partners, which led them to us.

Including my own acquaintances, since I frequently appear in short videos, many display cabinet factory owners or managers have added me on their contact lists. From them, I learned that lack of orders is a widespread issue, with factories closing almost every month.

I am grateful that over the years, we have maintained a cash-only business model and expanded our customer base in a timely manner, allowing us to remain resilient. By not extending credit and receiving cash payments, we ensure high-quality work from our employees. While emotions play a role, reality is paramount. Employees are not altruists; if they are not paid, how can they perform their tasks effectively? Stable and competitive wages guarantee superior products.

Song Zhiping, in his book Three-Precision Management, mentions that China National Building Materials, a listed company, does not have accounts receivable. Similarly, Kazuo Inamori stated that Kyocera, now a Fortune 500 company, also operated without accounts receivable. It appears that the principle of "cash on delivery" is indeed reasonable, even for large corporations and Fortune 500 companies.

When we buy a car, we pay in advance for the reservation; when we purchase a house, we pay upfront; when we eat at McDonald's, we pay before we eat; and when we shop online, we pay upon completion of the order. At my factory, it is the same—payment must be received before shipment.

Companies should strive to adhere to the principle of "cash on delivery" with zero accounts receivable, while also controlling the debt-to-asset ratio.

If you are dissatisfied with your current display cabinets, give Xinfeng Factory a try.

我是展柜大小姐章婭妮，來自東莞鑫峰展柜廠，30年來我們廠只做類似于卡地亞珠寶這樣的奢侈品展柜和道具。

100多個國內(nèi)外品牌授權(quán)我們廠制作展柜和道具，雖然我們貴一點，但是品質(zhì)堪比卡地亞。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，這樣的工廠，在國內(nèi)沒有第二家。

我已經(jīng)用自己的姓名“章婭妮”注冊了展柜品牌，這代表了我此生不轉(zhuǎn)行。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

手機(jī)/微信：17688026138

聯(lián)系人：章婭妮

地址：中國廣東省東莞市企石鎮(zhèn)永發(fā)工業(yè)區(qū)環(huán)企大道42號之一

I am Ms. Zhang Yani, from Dongguan Xinfeng Showcase Factory. For 30 years, our factory has only made luxury showcase and props similar to Cartier jewelry.

More than 100 domestic and foreign brands authorize our factory to make display cases and props, although we are a little more expensive, but the quality is comparable to Cartier.

Both can do watches, jewelry, museums and other display cases, but also can do display props factory, such a factory, there is no second in the country.

I have registered the showcase brand with my own name "Zhang Yani", which means that I will not change my career in this life.

Do not satisfactory display case, should come to Xinfeng factory to try.

Tel/wechat: 17688026138

Contact: Zhang Yani

Add: No. 42 Huanqi Road, Yongfa Industrial Zone, Qishi Town, Dongguan City, Guangdong Province，China