It is different from the traditional "blood transfusion" model
More than 20 years of exploration by CFP
It provides a kind of rural revitalization with market-oriented vitality
and the model of helping farmers and rich peasants
The last 100 meters of rural services were successfully opened
In the one-stop service of CFPA Rural Credit Co., Ltd., technical experts of CFPA and farmers check the growth of corn together.
In 2016, 52-year-old Jiao Yanzhou decided to return to his hometown in Julu County, Xingtai City, Hebei Province, to farm. The experience of "drifting" in the city to set up a factory for most of his life was a bit bumpy, which made him miss the land of his hometown even more - as long as Tiangong is not too cruel, and cultivating diligently in the face of the loess makes people feel more down-to-earth.
Coupled with the 20 acres of land contracted by his family, Jiao Yanzhou has become a "big planter" of 300 acres of farmland through land transfer. Moreover, he bought all the advanced agricultural machinery and tools at that time: "Isn't it scientific farming? ”
Planted year after year, catching up with natural disasters and insect pests, as the first large agricultural machinery owner in the village to buy a harvester, Jiao Yanzhou's income was not as expected.
Crops are not harvested every year, but there is always a good harvest in one year. The time when Jiao Yanzhou, who believed in this old rural saying, felt that the situation was getting better, it was the year before last. In 2022, CFPA launched a pilot project of socialized agricultural production services integrating "farming, planting, prevention and harvesting" in Hebei and Shandong, and launched a "one-stop" planting service. That is, with the whole process of crop technical solutions as the core and the digital agricultural service platform as the carrier, it gathers all the resources required for agricultural production, empowers village-level service station managers, and provides farmers with housekeeping services covering technology, services, agricultural materials, and farm work.
Specific to Jiao Yanzhou himself, since the experience of using the "one-stop" planting service, the yield per mu of wheat has risen from the original 800 catties to 1,200 catties. This made Jiao Yanzhou, a "farmer whose ancestors have been flourishing for generations", re-understand the matter of "farming". It turns out that chemical fertilizers can be customized according to the conditions of the soil, and farming can be carried out according to the prompts of the mobile phone app......
At present, more than 60,000 users like Jiao Yanzhou have received the "one-stop" planting service of Zhonghe Rural Credit Co., Ltd., covering more than 20 counties and involving 200,000 mu of cultivated land. By focusing on the innovation of agricultural socialization services for smallholder farmers, this service has played an active role in improving the degree of agricultural specialization and organization, lowering the threshold for large-scale agricultural operation, helping food security, and creating local employment opportunities for farmers.
Whole-process butler platform: let science and technology "fly close to the ground" in rural areas
Jiao Yanzhou, who was born in 1964, is a well-known local "new farmer": "scientific farming" and "good methods of good seeds" are not new terms for Jiao Yanzhou.
Julu County, which was separated from the "National Poverty County" in 2018, has always been a large agricultural county, and corn and wheat are the main food crops in the county. However, Nanyanchi Village, where Jiao Yanzhou is located, is famous for its "saline-alkali land", there is not much fertile soil that can be cultivated, and the village is good at "boiling salt". With the country's vigorous promotion of high-standard farmland construction, transformation and upgrading, the village has more than 3,000 acres of cultivated land.
Not only has he seen "saline-alkali land turn into fertile land", Jiao Yanzhou himself also has a deep affection for "soil". Before becoming the stationmaster of the "one-stop" planting service, Jiao Yanzhou had just retired from the "entrepreneurship post". In addition to returning to the village to "farm", he processed the troublesome livestock manure, straw and other agricultural wastes in the village into organic fertilizer through biological fertilization technology, which can not only improve the soil, but also promote the growth of plant roots. As a participant of the Shell China-CFPA "Chuangzhidao" Advanced Seminar on Small and Micro Enterprise Management, Jiao Yanzhou received training and empowerment covering financial education, vocational training, agricultural technology support, entrepreneurship guidance and other multi-level competency system construction.
Becoming the stationmaster also made Jiao Yanzhou more personally realize how close "science" can be to agriculture.
As a link between the "one-stop" planting service and small and scattered farmers, the stationmaster needs to rely on the whole-process butler platform built by CFPA to help small and micro farmers achieve the goal of increasing income through timely reminders, field patrols, overall fertilization, pesticide spraying and other field management services.
On the way to check his own farmland every morning, he checks the farmland of his neighbors by the way, and he usually likes to study agricultural technology and answer the difficult problems of the farmland, which is Jiao Yanzhou's daily life as a local "big planter". After experiencing the effectiveness of the "one-stop" planting service, Jiao Yanzhou recommended this service to the farmers he knew, and also became the stationmaster through the interview and Zhonghe Rural Credit "two-way travel", from managing his own 300 acres of fields to managing 1,000 acres of fields including service members.
This is not a "huge" project, but more refined.
Julu, Hebei Province, after comparison, has obvious advantages in wheat served by Zhonghe Rural Credit Co., Ltd.
The main responsibility of the production and research base jointly established by CFPA with universities and scientific research institutions is to develop and improve green and high-quality agricultural inputs, and to realize agricultural services such as soil pollution control and comprehensive utilization of resources through technological innovation and local conditions. As for Jiao Yanzhou and the experience of the service members, it is to place an order for a service package priced per mu, a professional technical team will test and analyze their own farmland soil, and an expert team will provide targeted fertilization formulas, and the "one-stop" service will begin.
Although the stationmaster has the responsibility of assisting in field management, Jiao Yanzhou's implementation process is simple. With the help of the App of Zhonghe Rural Credit Co., Ltd., field inspection, spraying, and overall fertilization are all mobile phone reminders, which are simple to operate. Behind this, through data analysis and modeling, CFPA transforms the whole process planting plan of complex wheat, corn and other crops into a regionalized and standardized technical model, and establishes a growth file for crops to trace the whole process of crop production. At the same time, through the operation of real-time computing technology, CFPA can realize real-time statistics of agricultural big data, feedback statistical results in real time, and push agricultural early warning samples to better serve farmers.
Sometimes, Jiao Yanzhou also wonders: Is the memory of farming passed down from generation to generation reliable? For example, the local custom is to plant wheat when "frost falls". Last year, Li Rudong, an agricultural technology expert at Zhonghe Rural Credit Co., Ltd., specially reminded in advance that "there may be an abnormal cold wave, and this year's wheat should be planted after the beginning of winter." As a result, the frost soon cooled down, and much of the wheat that was still planted according to the old habits froze to death.
Jiao Yanzhou is very familiar with expert Li Rudong. Every once in a while, the expert would go from field to field to inspect the farming situation. Even if you don't have a face-to-face question, if you have a question, you can ask a question through the app's online "Crop Hospital". In the rainy season last year, Jiao Yanzhou found that a corn leaf was yellow when he inspected the field, and took a picture to Li Rudong to ask, only to find that this is a special season of "top rot", infected corn will rot to the core, and like a "cold" can infect a large area of farmland, if not found in time, it is difficult to imagine how serious the loss will be.
"Stationmasters" like Jiao Yanzhou have grown to more than 1,000 people in Zhonghe Rural Credit Co., Ltd., and most of them are local farmers in rural areas, large breeders, and leaders in rural prosperity. Usually, after experimenting with this service in their own farmland, they "say that they have used it well" and gradually develop it.
For example, Dong Yinghao, a former Dongying Village more than an hour's drive away from Jiao Yanzhou's village, also developed in this way as a "stationmaster". At the beginning, I only dared to experiment with part of my own farmland, and found that the income increased by 200 yuan per mu, and I bought a "one-stop" service for all my land, and expanded it to someone in the village to manage it together, and then asked about it in other villages. So far, Dong Yinghao has served and managed a total of 2,200 acres of land as the stationmaster.
In addition, with the development of technology, CFPA has also launched similar services based on breeding, according to the characteristics of different growth periods of livestock, the establishment of a "livestock breeding model", predicting the feed needs of livestock at different stages, disease prevention, etc., Dong Yinghao has booked 600 sheep for his own sheep in advance.
Whole industry chain services: empowering the high-quality development of agriculture and rural areas
Zhang Liang, a dealer of agricultural machinery, talked about the changes in agricultural machinery over the years, and his eyes sparkled: from the hoe in his memory, to the manual tractor, to the fully intelligent harvester that the elderly can also operate, imagining the unmanned machinery of the future, and lamenting that science and technology have changed agriculture.
Since the cooperation with Zhonghe Rural Credit Co., Ltd., Zhang Liang's customers have undergone some changes: in addition to being introduced by friends, some of them have also ordered directly through the e-commerce channel of the "Xiangzhu" platform.
On the basis of agricultural material supply services, Zhonghe Rural Credit has increased the agricultural machinery sales business segment, through the docking of upstream high-quality suppliers, the introduction of scene financial tools, so that more users with agricultural materials and agricultural machinery purchase needs to say goodbye to the previous product quality is uneven, the later service is not guaranteed, and the installment is difficult, the full pressure is high, and at the same time reduces the operating costs of manufacturers, dealers and other partners. Moreover, this kind of recommendation is based on the algorithm of big data "thousands of people and thousands of faces", which is closely pushed around the actual needs of county residents. For example, Zhang Liang, the guests pushed to him through the platform must be from the local county, which is convenient for offline physical selection and procurement.
But CFPA also found an interesting phenomenon. Originally, the agricultural machinery sales business was also added because it could do a good job in quality control and risk control through its own perfect digital management of the front and middle platforms, and at the same time, it could also expand brand communication for manufacturers and dealers. But dealers like Zhang Liang have brought more "online users" to the platform.
"Many guests come to see the machine repeatedly, but the budget is limited", Zhang Liang said, the one-time purchase price of large agricultural machinery is high, so that many users who are interested in becoming "agricultural mechanics" or need to expand farmland are discouraged. In the past, some agricultural machinery sales have also formed the habit of "selling on credit", waiting until the buyer sells the harvest to make money, and then returns the money, usually adding a lot of intermediate costs.
Through the scenario financial tools of Zhonghe Rural Credit Co., Ltd., peer-to-peer transactions between dealers and users can be reached, and both parties reduce risks. According to statistics, in the first year of the project, CFPA sold more than 3,000 agricultural machinery, with a transaction volume of about 160 million yuan that year, of which about two-thirds of the farmers who purchased agricultural machinery used loan installment tools to alleviate financial pressure. This "reverse" change in the traditional market environment also occurs in other parts of agricultural production.
Focusing on the problems of "low bargaining power, high purchase cost", "high financial pressure and weak technology application ability" caused by the "small, scattered and weak" of small and micro farmers, Zhonghe Rural Credit Co., Ltd., which started from the "Grameen Bank Model", found in the process of financial services that rural small and micro customers first face financial problems in the process of production and operation, but it does not mean that they only need finance. For example, agricultural production needs to include a complete set of industrial chain services from pre-production, production to post-production. Therefore, CFPA has gradually evolved into a comprehensive solution with agricultural technical services as the core, through multiple business units such as agricultural production management services, agricultural material supply chain services, and production and marketing docking services.
In fact, CFP's non-loan business was closely related to the financial business in the early days. On the one hand, mature and standard financial instruments are the advantages of CFP, and on the other hand, finance, as one of the most important factors of production and a variety of production scenarios, has a high degree of meltability.
Taking agricultural materials as an example, Zhonghe Rural Credit Co., Ltd. gradually adopts the service model of "selecting the best, purchasing and direct sales, pre-sales, and unified distribution" through financial + agricultural materials centralized procurement and direct sales, and selects the best in supplier management to ensure product quality and supply capacity; At the same time, with the help of the existing credit service advantages of Zhonghe Rural Credit Co., Ltd., according to the actual situation of different crops and regions, the interest-free preferential treatment of agricultural materials purchased by farmers can further reduce the cost of farmers' capital use. At the same time, it also realizes the binding of loan purposes and reduces risks.
"In the past, I had to rely on breaking through to buy chemical fertilizers", Dong Yinghao, the stationmaster mentioned above, recognized the reason for the "one-stop" service, and also felt that in the planting process, the "true and false" of chemical fertilizers finally did not have to become a "heart disease". In the past, the purchase of chemical fertilizers was purchased nearby, or agricultural merchants came to sell, and the fertilizer standards were not uniform: "some bags went down to exceed, and some two bags were not enough, and the planting could only be tried in a small piece."
The solution adopted by CFPA is to establish strategic cooperation with a number of domestic first-line high-quality agricultural material suppliers and service providers such as New Hope, Yonfer, Sinochem Agriculture, etc., to build a whole industry chain service platform, according to the insight into the local market and the order demand collected in advance, sign a purchase agreement with upstream suppliers before the peak season of agricultural material sales, and realize the price lock and lock the goods in advance.
At the same time, it cooperates with first-line high-quality agricultural material suppliers and service providers to achieve "unified distribution", which also improves the transportation dilemma of bulk goods in agricultural production materials.
In the past traditional agricultural production process, such as fertilizer this bulk goods, from the factory to the people's fields, need to rely on the country's provinces, cities, counties, townships, villages multi-level dealers, multi-level distribution and freight system to complete, time-consuming, high freight costs, information is not transparent, the biggest pain point is that the small and scattered orders of farmers aggravate the high cost of delivery of goods, and ultimately lead to most of the farmers choose to buy means of production at high prices in local entity dealers, but also caused a variety of local small fertilizer plant market chaos.
In response to this situation, through the self-built ERP system and intelligent carpooling logistics system, Zhonghe Rural Credit Co., Ltd. will process the transportation logistics in sections, carpool the scattered orders of farmers according to the region, and combine the offline team with super execution to realize the effective connection between the county-level first-stage logistics and the village-level second-stage logistics, and realize the distribution of agricultural products to the home. In 2023, CFPA will ship 19,800 trains and 170,000 tons of agricultural materials, providing real-time operations on computers and mobile terminals to realize real-time tracking of logistics data online.
The last 100 meters of comprehensive service in rural areas: helping smallholder farmers to modernize
Originating from 1996, when the World Bank and the former Poverty Alleviation Office of the State Council launched a pilot microfinance poverty alleviation project in Qinba Mountain, CFPA has now become an agricultural socialized service organization focusing on small farmers after nearly 30 years of development.
However, Zhang Jianlei, the head of Hebei District 2, who has been in Zhonghe Rural Credit for 11 years, still remembers the "first repayment month after the loan".
When the business was first established, Zhang Jianlei's area only lent out four payments for small farmers. On the first repayment day, she and her colleagues stared at the backstage of the business, very nervous: "Will they pay back?"
Now, after years of getting along, Zhang Jianlei will always reply to the question of "the high risk of lending to small farmers": "From my experience, the credit of farmers is very reliable."
Since its establishment, CFPA has focused on those groups who are difficult to obtain adequate services due to their small scale or remote location, that is, the rural smallholders and micro-operators who are the most sinking in the market. Based on the service concept of "closest to customers", CFPA puts forward the mission value of "serving the last 100 meters in rural areas".
This "recent" is both physical and psychological. Among the nearly 500 offline outlets of CFPA across the country, it relies on more than 6,000 township service teams with high loyalty, the closest to customers, and adapting to the social model of acquaintances to serve more than 100,000 villages in 20 provinces. For most of the grassroots staff of CFP, they serve customers, but also villagers and neighbors. It is daily to collect wheat for the customers of the service and help the unsalable agricultural products solve the problem through the sales network of Zhonghe Rural Credit Co., Ltd.
Therefore, Zhang Jianlei was nervous not only about whether the "loan" work was going smoothly, but also about the charcoal in the snow released based on "trust", and the friendship that gave her a few miles based on emotion, not to be disappointed.
It is precisely based on such "close" interaction that the transformation of CFPA from microfinance to diversified and comprehensive rural social services is almost logical.
For example, insurance. In the process of service, CFPA found that many loan customers suffered accidents, illnesses and even failed harvests due to the purchase of fake and shoddy agricultural products, resulting in overdue loans, and some customers fell into business difficulties due to market changes in the case of a bumper harvest. All these indicate that the socialized services needed by smallholder farmers should also include comprehensive industrial support including risk protection, technology and safe and reliable agricultural production inputs.
Li Weijuan, the person in charge of Hebei Julu Branch, said that there are many local people in the village who are mainly engaged in the sideline business of "iron processing" outside farming, and the probability of accidents is higher. Since the launch of the Xiaojing Xianghai Insurance Service Platform under CFPA Rural Credit Co., Ltd., it has been highly recognized by many people through the selection and customization of accident insurance, medical insurance and critical illness insurance products, as well as the rapid claim settlement service mechanism.
Agricultural modernization is a complex system project. As the main body of rural production and operation, it is impossible for small farmers to modernize China's agriculture and rural areas without realizing modernization. In this context, it is first necessary to improve and improve the socialized agricultural service system. At present, the service system of agricultural production in mainland China is dominated by the government or public institutions, and the market-oriented main body is still insufficient, which makes it more and more difficult for the main body of agricultural socialized service to transform to characteristic and whole-process services, and some of the main bodies that are overly dependent on policy support lack market resilience, which also restricts the further expansion of the market scale.
In the process of providing services to China's small and micro farmers in the long-term settlement, CFPA has explored a comprehensive rural service platform model, which also shows the effectiveness of connecting small farmers and agricultural modernization.
Although the service process is full of "human feelings", the model is still standardized and replicable.
For the pain points of the agricultural industry with scattered distribution of rural users, inconsistent cognitive ability and inconsistent service standards, the headquarters of CFPA carries out professional operation according to each business line, undertakes the general functions of overall strategic planning, network expansion layout, product design, and risk control, and formulates standardized customer expansion processes, develops digital intelligent tools, and builds an integrated supply system based on a deep understanding of rural areas, so as to effectively support the business development and expansion of each business outlet. Local business branches serve at the grassroots level according to the unified instructions and standard paradigms of the headquarters, and have established a set of standardized and replicable service operation mechanisms.