进入三伏天，广东每天的气温接近38摄氏度，这种天气还能在正午时间来工厂拜访的客户都是“真爱”，是特别有诚意要合作的，我好感动，这时候让年轻的业务冒着大太阳出去跑客户大概率是不太现实的，天气热的你根本没有心情。

刚开始是6月15号黄生和我沟通的，我们通过互联网认识，他主要是做国外市场，没有做国内生意，此次他也是帮客人找寻制作商业店铺展柜的厂家，刚开始发我的资料都是英文版的，黄生也比较细心，说帮我全部翻译成中文，第二天翻译好的版本就发给我了。

打开产品清单看了一眼，145款产品，每款柜子从个位数到3位数不等，还是1个大工程啊。这种大项目，说真的，看到第一眼，客户就要报价的话，我心理是排斥的，东西不少，连面都没见过，互不了解没有信任基础的情况下就随随便便报价，这是对双方的极其不负责任，展柜又不像卖放方便面矿泉水，有一个标准定价，拿了就走，买错了也没关系，但是展柜是一个工业品，他的价格关于它的全面制作质量，了解完客户的诉求之后，才可以安排出价格合作。

黄生追了我5天的报价单，但是一直没有出，终于第六天没有如约而至等到报价单，事情和时间就这样过去了20多天，直到前天7月13号，黄生给我来电；

“你好，明天去贵司拜访一下，麻烦发一下公司定位”

“你们有没有图册或者宣传视频发一下，我发给客户”

“定位发来一下，我看看有多远”

“客户主要是看看找到是不是专业做这个的”

我怕了400多个视频了，随便一个账号都可以看到非常清楚，还有完整的图册给客户。平时的积累还是非常重要的，关键时刻派上用场。

他们开车2个小时过来，大热天，愿意上门合作的，这样的客人哪怕最后合作不成，前期也会认真对待。在办公室，我们差不多沟通了1个多小时，他们在迪拜是一个大的集团，自己旗下在当地也有工厂，还有一个大商场，之前一直没有把展柜单独拿出来做，是因为不知道还有专门做展柜的工厂，（我内心os：看来还是我们行业太冷门了），以前有展柜制作的订单都在当地做了，价格确实比中国高，但是有什么小情况他们当地就派人处理，会非常省心快捷，但是这次展柜的采购量比较大，金额在百万美金，所以他就费心在中国找合作工厂。

带采购经理和黄生看了我们的工厂4个车间，我一直是很欢迎客人来看厂的，有个工厂是好事，不用藏着掩着，又不是搞机密工作，除了签了保密协议的合作客户的产品是不允许被拍照的，要想走的长久，我们还是要有契约精神，我跟他说，我最恨的就是偷工减料以次充好，这样子做，做不到2年就要关门大吉，而且我们工厂已经过了生存阶段，不缺订单，缺的是求高品质的客户，目前在不断研发开发新方法新工艺，跟我们合作一次，不会失望。哪怕你这几百万全部给到我，我也不可能跑路，我们在东莞有厂房有事业有家庭，如果这笔订单是1个亿的话，那我肯定要跑路了。 

Dubai's purchasing manager in China has known him for 1 month, drove 2 hours to the factory, and felt that the Xinfeng showcase was very good

With the start of the Dog Days of Summer, temperatures in Guangdong have been nearing 38 degrees Celsius daily. Clients willing to visit the factory during midday in such weather are indeed true partners, showing great sincerity in cooperation. I was deeply touched. It's impractical to expect young salespeople to brave such scorching heat to visit clients; the heat saps your energy and enthusiasm.

Our initial communication with Mr. Huang began on June 15th. We connected via the internet, and he primarily serves the international market, not the domestic one. This time, he was helping a client find a manufacturer for commercial shop display cabinets. Initially, the documents he sent were in English, but Mr. Huang was considerate enough to translate them into Chinese, sending the completed translations the next day.

Glancing through the product list, there were 145 items, ranging from single-digit to triple-digit quantities per model. This was indeed a substantial project. When a client requests a quote immediately upon first contact, without any face-to-face meeting or mutual understanding, I feel reluctant. Providing a quote without knowing the client's needs is extremely irresponsible. Unlike convenience items such as instant noodles and bottled water, which have standard prices, display cabinets are industrial products whose costs relate to their comprehensive quality. Only after understanding the client's requirements can we arrange a quotation.

Mr. Huang followed up with me for five days regarding the quotation, but it wasn’t forthcoming. On the sixth day, the quotation still hadn’t materialized. About twenty days passed until July 13th, when Mr. Huang called:

"Hello, we plan to visit your company tomorrow. Could you send the company’s location?"

"Do you have a catalog or promotional video? I’ll send it to the client."

"Send the location, please, so I can check how far it is."

"The client wants to verify if you specialize in this field."

I have uploaded over 400 videos, and any account can easily view them clearly. I also provided a complete catalog for the client. Consistent effort pays off in critical moments.

They drove for two hours to reach us, in the intense heat, willing to come in person for potential cooperation. Even if this visit doesn’t lead to a deal, we treat every prospect seriously. In the office, we spent about an hour discussing their needs. They represent a large group based in Dubai with their own factories and a major mall locally. Previously, they hadn’t separated display cabinet production because they were unaware of specialized factories for this purpose. (Internally, I thought: Our industry must be too niche.) Their previous orders for display cabinets were handled locally, albeit at higher prices, but with quicker and more convenient local support. However, given the significant volume of this order, worth millions of dollars, they sought a cooperative factory in China.

I showed the procurement manager and Mr. Huang our four workshops. I always welcome visitors to the factory; transparency is key, and we have nothing to hide. Products of clients under confidentiality agreements are not to be photographed. For long-term success, we uphold contractual integrity. I told them that I despise cutting corners or substituting inferior materials, practices that would lead to closure within two years. Our factory has surpassed the survival stage; we aren’t short of orders but seek clients who demand high quality. We continuously develop new methods and techniques. Working with us once will not disappoint you. Even if you entrusted me with millions of dollars, I wouldn’t abscond—we have roots here in Dongguan, with our business and family. 

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