客户再大，客户再好，不给你付款，也没什么意义。

为什么这么说呢？

今天早上，因为款清发货，我丢了一个展柜客户。

客户是1年半前加的我微信，但是他跟我们工厂许多年前已经有联系，客户是在行业内时间最久的“老大哥”企业，品牌知名度较高，因此我也非常尊重他们，即使没有合作。这一年时间，我们互相没有联系，我不是一个擅长客情管理的人，如果客户不找我，我肯定不会主动找他，不然感觉自己像一个“讨饭的”，客户有需要，要做到他第一时间就想起我。

不打扰的时光，工厂和我都在努力成长，逐步对标大品牌展柜、陈列道具的品质与设计感，夯实百强品牌的供应商地位。

我的老师告诉我，坚决守住“不做赊账生意”，这是我们中小工厂的生存底线，确实我也一直贯彻这个底线，所以黑天鹅3年，我们展柜工厂好好的，虽然业务方面是有调整，但是整体运转还是OK，工人稳定，订单饱和。

许多同行业的，跟我们做同类的产品大前辈工厂，我也是听到了许多不好的消息，客户跟我说，他们原先的3家展柜供应商，一家已在6月份彻底闭厂，另外2家也因为订单不稳定，现在处于岌岌可危的地步，没法正常给他们提供展柜声场，所以不得不找新工厂来合作，这不就找到我了嘛。

包括我自己熟知的，因为我经常在短视频露脸，所以展柜厂的业务或者老板都会加个联系方式，从他们那听到的消息，也是没订单做，几乎每月都有厂关闭。

我庆幸，还好这么多年，我们是做现金生意，而且及时扩大了业务来源，才能立于危墙而不倒。就是因为不赊账，收到现金，才能保证工人的高水准操作，人，虽有感性因素，但是现实更紧要，员工不是雷锋啊，你不给钱，人家怎么好好给你干活？稳定的工资，高出标准的工资，才能保证好的出品。

《三精管理》，宋志平说，中国建材是一家上市企业，但没有应收账款。记得稻盛和夫说过，京瓷成为世界500强时，也没有应收账款。上市企业，500强公司都要求款清发货，看来这个要求是合理的。

我们买汽车的时候，是先交钱预订的；买房子的时候，也是先交钱的；吃麦当劳的时候，也是先付钱的，网购的时候，也是款清发货的，到了我这里，也是款清发货。

企业要尽量坚持“一手交钱、一手交货”的零应收账款原则，同时也要控制资产负债率。

做了不称心的展柜，应该来鑫峰厂试试。

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.

我是展柜大小姐章娅妮，来自东莞鑫峰展柜厂，30年来我们厂只做类似于卡地亚珠宝这样的奢侈品展柜和道具。

100多个国内外品牌授权我们厂制作展柜和道具，虽然我们贵一点，但是品质堪比卡地亚。

既能做钟表、珠宝、博物馆等展柜，又能做陈列道具的工厂，这样的工厂，在国内没有第二家。

我已经用自己的姓名“章娅妮”注册了展柜品牌，这代表了我此生不转行。

做了不称心的展柜，应该来鑫峰厂试试。

手机/微信：17688026138

联系人：章娅妮

地址：中国广东省东莞市企石镇永发工业区环企大道42号之一

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