方先生在电话里说：“我关注你DY很久了，经常看你发视频，今天才联系你们，我是广州的外贸公司”

我说：“你们是外贸公司，那应该都有合作开的工厂了，怎么还想到找到我这里来呢”？

方生又说：“我在广州有一些合作的展柜工厂，有3点原因，第一是品质不稳定，第二是交期拖、没有信用，第三是价格也高，价格跟我们的接单价无异，没有竞争力。所以我急需再找新的展柜工厂”。

原来是这样，找我的客户只有2种情况，一种是从来没接触过实体店的，一种是做过展柜的。显然方先生是懂展柜制作，他这样的客户来找新的供应商，一定是老供应商出现了问题，不然不会大费周章找新人。

既然是出了问题，那我一定要问问是哪方面的原因，看看我能否解决他的问题。方先生在电话里说了很多，愿意沟通的客户是好客户，而不是一上来就问多少钱？你什么情况都没说，我怎么知道多少钱？

他们现在接了一个美国的珠宝展柜订单，苦于没有好供应商，才想到来联系我，希望我能发一些曾经做过的美国客户的资料给他看看。

我说“我们去年发过纽约和波士顿的展柜，还是有经验的，但是我们以对标国际奢侈品展柜的标准为主，没有做便宜的展柜。广州到我工厂这么近，就1个多小时，希望你能来现场看看工厂，我们面聊会更好。”

“好啊好啊，一定过去拜访，就是想找高质量的展柜”

虽然这个新客户还没有成交，但是从前面我们沟通来看，他是有诚意想制作展柜的，而且不是说就想找便宜展柜厂。

展柜是一个工业品，不是像矿泉水、方便面这样的快消品，有一个标准价格，买了也不吃亏，展柜的价格关乎制作的全面质量，在双方不了解情况下报的价格，那是对彼此都不负责任，失败率可达99%，一定见光死。

所以对没有品质要求的客户，从来不乱报价，他要是非要一个价格，我通常也随口报一个，你不尊重产品的要求，那我也没必要再尊重价格了。想把一个产品做好，从来不是一个简单的事，客户对品质的认识，我们对实际制作成本的了解，最后出来的展柜才是双方都满意的，客户能收获满意的产品。

做了不称心的展柜，应该来鑫峰厂试试。

Mr. Fang mentioned over the phone, "I've been following your Douyin account for a long time and regularly watch your videos. It's only today that I've reached out to you because I represent an export company based in Guangzhou."

I responded, "Since you're an export company, you should already have factories you collaborate with. Why are you considering working with us?"

Mr. Fang explained, "In Guangzhou, I do have some partner exhibition cabinet factories, but there are three main issues: first, inconsistent quality; second, delays in delivery and lack of reliability; third, high prices that match our selling prices, leaving no room for competitiveness. Therefore, I urgently need to find a new exhibition cabinet factory."

Understanding his situation, it became clear that clients like Mr. Fang who seek new suppliers typically do so because their existing suppliers have encountered problems. If not, they wouldn't go through the trouble of finding new partners. Given that there were issues, I needed to inquire about the specific reasons to see if I could address them. Mr. Fang was very communicative during our call, which is a positive sign indicating a willingness to build a partnership rather than simply asking about prices without providing context.

They have recently received an order from the United States for jewelry display cabinets and are struggling to find a reliable supplier, leading them to contact me. They hope to review documentation of previous work we've done for American clients.

I replied, "We shipped display cabinets to New York and Boston last year, so we do have experience in this area. However, we primarily align with international luxury standards and don't produce lower-cost cabinets. Since your location is only a little over an hour away from our factory, I hope you can visit us in person for a better understanding through face-to-face communication."

"Absolutely, I will definitely visit. I'm specifically looking for high-quality display cabinets," he agreed.

Although this new client has not yet placed an order, from our conversation, it's evident that he is sincere about manufacturing display cabinets and is not merely seeking the cheapest option.

Display cabinets are industrial products, not fast-moving consumer goods like bottled water or instant noodles, which have standard pricing where customers feel they won't be at a disadvantage when purchasing. The price of a display cabinet is closely tied to its overall quality. Providing a quote without mutual understanding would be irresponsible to both parties and likely result in failure.

Therefore, for clients with no quality requirements, I never give random quotes. If someone insists on a price without respecting product specifications, I usually provide a casual response because if they don't value the product's requirements, there's no need to respect the price either. Producing a high-quality product is never a simple task. A satisfactory outcome depends on the client's appreciation of quality and our knowledge of actual production costs. Only then can we deliver a product that satisfies both parties.

For those who have been dissatisfied with previous display cabinets, we invite you to try Xinfeng Factory.