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On March 19th, General Secretary of the Supreme Leader stressed during his inspection tour in Hunan that "it is necessary to build high-standard farmland, carry out moderate scale operation, and strengthen policy support and demonstration", "to make grain farmers rich, and then attract more farmers to participate in the development of modern agriculture, so as to truly make the road of agricultural modernization with China characteristics steady and solid".

In the Huang-Huai-Hai Plain, there is a good way to manage wheat in spring at jointing stage. Li Junye, a large grain grower in Lingcheng District, Dezhou City, Shandong Province, said: "This year’s wheat, agronomists made a field management plan early according to soil moisture, which saved us a lot of heart."

In the black land of Northeast China, rice in the preparation period ushered in new orders. Shen Guochun, deputy general manager of Heilongjiang Beidahuang Agricultural Co., Ltd. 856 Branch, said: "For more than 120,000 mu of paddy fields, the purchaser pays 150 yuan deposit in advance per mu, and after the autumn harvest, it is purchased at the contract price, and the growers are practical."

Strong management system is an important feature of a strong agricultural country. Looking at the front line of spring ploughing, all kinds of new agricultural business entities have shown their talents. 4 million family farms, more than 2.2 million farmers’ cooperatives have joined forces to lead farmers, and more than 1.07 million agricultural socialized service organizations have provided full-chain services, promoted improved varieties and green unified prevention and control, promoted standardized production, and promoted farmers to grow a variety of good crops, making the vast farmland full of vitality.

Vigorous foot

The main body of new agricultural management has accelerated its growth, and various forms of moderate scale operation have obvious advantages.

Agricultural modernization is inseparable from the innovation of production and management methods.

General Secretary of the Supreme Leader emphasized that "developing moderate scale management is the direction of modern agriculture" and "making the basic rural management system full of vitality all the time, and constantly creating favorable conditions for promoting the comprehensive revitalization of the countryside and realizing the modernization of agriculture and rural areas".

Hold the initiative of food security firmly in your own hands. Answering the question of "Who will plant the land" and speeding up the construction of a three-dimensional compound modern agricultural management system based on the family management of farmers, linked by cooperation and union, and supported by socialized services have laid a solid foundation for promoting the construction of a strong agricultural country.

Spring management is busy with spring ploughing, and all kinds of new agricultural management entities promote grain production to improve quality and efficiency.

Moderate scale operation will improve the benefit of growing grain.

"My family invested 3 mu of land to participate in the cooperative led by the village party branch, with a guaranteed income of 1,500 yuan a year and dividends at the end of the year, which does not delay going out to work." Zhang Xianfeng, a villager from Zhangjiawanghu Village, Puwang Town, yinan county, Shandong Province, said.

"After the wheat turned green, we kept moisture in time. Now the seedlings are strong and strong. It is expected that this year will be a bumper harvest year." Zhang Shengxiang, secretary of the Party branch of Wanghu Village in Zhangjia, said that the cooperative concentrated on purchasing agricultural materials, and the cost per mu was reduced by 142 yuan. The cooperative’s 226 mu of floodplain land was deeply ploughed and improved, and the low-yield floodplain land became a high-efficiency fertile land.

Innovate the management system and multiply the vitality in the field. In terms of the number of subjects, there are 542,000 grain cooperatives and 1.765 million grain family farms in China, and ordinary farmers account for more than 95% of the cooperative members. From the perspective of operating results, the annual operating income of cooperatives exceeds 630 billion yuan, and the total value of operating services provided to members exceeds 870 billion yuan.

Policies are put in place in time to amplify business advantages.

Mo Haiping, the person in charge, carefully inspected the growth of seedlings raised for farmers in the seedling center of Fengzhou Planting Professional Cooperative in Taosha Town, fengcheng city City, Jiangxi Province. "The policy is strong and the custody business is getting more and more prosperous." Mo Haiping said that in the past two years, the local government has increased its support for the construction of centralized seedling raising facilities, drying centers and other agricultural facilities. This year, the cooperative’s socialized seedling raising service area reached 5,000 mu.

Spring ploughing and preparation for ploughing, local agricultural and rural departments strengthen policy support and guidance services, and give full play to the advantages of scale, intensification, organization and specialization of new agricultural business entities. Ningbo City, Zhejiang Province, gives subsidies of about 400 yuan per mu to large-scale producers who plant more than 50 mu of rice and wheat or more than 20 mu of rape. Yanggu county supported 99 new agricultural business entities with a planting scale of over 100 mu to purchase self-propelled squeezers, and implemented the socialized service of "one spraying and three prevention" for 280,000 mu times, so as to promote the implementation of key technologies of spring management.

Adjustment of operation mode, optimization and upgrading of production.

In Gaozhuang Village, Chengxi Town, Ganyu District, Lianyungang City, Jiangsu Province, ridges with a width of many feet have been flattened, and wheat fields have become square and contiguous. "After the land transfer, it was unified and sorted out, which effectively solved the problem of fragmentation of cultivated land. Now large rotary tillers and harvesters can enter the field, and the efficiency of mechanized operation has been significantly improved. " Zhong Chongyu, deputy director of the Bureau of Agriculture, Rural Affairs and Social Affairs of Chengxi Town, said.

New agricultural management entities have played an important role in increasing the yield of major crops such as grain and oil in a large area. Based on the actual demand of spring ploughing production, all localities have accelerated the cultivation of new agricultural operators of grain and oil according to local conditions, encouraged new agricultural operators to develop smart agriculture, and applied modern information technologies such as the Internet of Things and big data, and intelligent terminals such as Beidou navigation and operation quality monitoring to guide new agricultural operators of grain and oil to innovate farming systems such as "grain+"compound planting and recycling.

Strong guarantee

Driven by multi-level services, promote the organic connection between small farmers and modern agriculture

The General Secretary of the Supreme Leader stressed that "the key point should be to solve the problem of how to plant the land well and accelerate the construction of a new agricultural management system" and "accelerate the improvement of the agricultural socialized service system to serve and drive small farmers well".

According to the data of the third national agricultural census, the number of small farmers in China accounts for more than 98% of the main agricultural operators, and the average household management scale is about 7.8 mu. "Big country small farmers" are still the basic agricultural conditions in China.

The first line of spring ploughing focuses on the key weak links in agricultural production and the actual production of small farmers. All localities continue to innovate service models and expand service areas, making it easier for farmers to grow grain.

-Support the continuous improvement of the protection system.

In Shuichi Village, Fangjia Town, Renshou County, Sichuan Province, the prevention and control of wheat diseases and insect pests is at the key node. "Agricultural insurance has alleviated worries for us." After dealing with the land for 8 years, Fan Kun, a grain grower, has become more and more emboldened. "This year, I bought full-cost insurance for both crops, and the government subsidized 75%. As long as an acre of wheat pays 4.76 yuan, the insured amount is 700 yuan."

Document No.1 of the Central Committee put forward a package of support policies of "price+subsidy+insurance" to ensure that farmers can earn and benefit from growing grain. Appropriately raise the minimum purchase price of wheat, continue to implement subsidies for the protection of cultivated land fertility and subsidies for corn and soybean producers, and achieve nationwide coverage of the three major staple food full cost insurance and planting income insurance policies … A series of policies to strengthen agriculture and benefit farmers have been introduced, constantly mobilizing farmers’ enthusiasm for growing grain.

-improving the quality and expanding the scope of socialized services.

"Lao Zhang, you have to help me plan the seedlings and soil testing formula fertilizer." Xie Shiying, a grain grower in Hezhuang Village, Taitou Township, Huaibin County, Henan Province, came to Huaibin Jinxiu Jianghuai Modern Agriculture Co., Ltd. early in the morning to sign an order agreement for machine transplanting rice seedlings. Feng Zhang, the person in charge of the company, said: "Our service has been continuously extended to prenatal and postpartum. This year, the service area is nearly 300,000 mu, and farmers can save about 16% per mu of agricultural investment."

Spring ploughing is very busy, and diversified socialized services provide strong support for grain production. At present, the service area of various agricultural socialized service subjects exceeds 1.97 billion mu, of which 1.47 billion mu, accounting for 75%, covers more than 91 million small farmers.

-new technology goes straight to small farmers.

"There are experts from the county agricultural technology extension center on-site support, from seed selection, fertilizer application to pest control. It is clear that the 4 mu of wheat planted this year is growing better than last year." Fang Chenglian, a grain grower in Longfeng Village, Longfeng Town, wangcang county City, Sichuan Province, said.

"The intercropping mode in Mi Dou and the scientific management technology in the whole growth period are very useful for increasing the yield of corn and soybean." In preparation for leisure, in Siping Agricultural Education Center, Jilin Province, a follow-up training for high-quality farmers made Zhou Jinling of Jiajiale Agricultural Machinery Planting Farmers’ Professional Cooperative in Siping City gain a lot.

Improving the scientific literacy of grain growers is related to the quality of grain production. The extensive use of information technology has effectively opened up the "last mile" of spring ploughing agricultural technology services. Since the beginning of the year, China Agricultural Technology Extension Information Service Platform has answered 46,000 questions about spring ploughing and preparation for ploughing online. According to the technical needs of different regions, the platform pushes personalized technical guidance and services for farmers by region, time and industry, helping the spring tube and spring ploughing to advance in an orderly manner.

Increase benefit

The efficiency and competitiveness of grain production have been continuously improved to ensure that grain farmers continue to benefit.

The General Secretary of the Supreme Leader emphasized that "we should promote the primary processing and intensive processing of agricultural products, extend the industrial chain and upgrade the value chain" and "we should explore the establishment of a more effective and long-term interest linkage mechanism to ensure the villagers continue to benefit".

Walking in the front line of spring ploughing, the reporter found that all localities are accelerating the extension of the grain industry chain and upgrading the value chain. From the field to the factory and then to the dining table, more and more "big granaries" have become "big kitchens", and the toughness of the grain industry chain has been continuously enhanced.

Aim at market demand and adjust planting structure.

"Varieties follow the market." Chen Bo, a grain grower in Xisheng Village, dongbei town, Zhongjiang County, Sichuan Province, said that 45 mu of wheat was planted, all of which are varieties with strong rust resistance and high yield. "The second-class and above wheat planted according to the green planting standard is purchased by the company at a price higher than the market price of 100 yuan per ton, and the income is guaranteed."

The planting structure is adjusted with the market, which effectively promotes agricultural efficiency and farmers’ income. Rapeseed with short growth period, processed high-quality strong gluten and weak gluten wheat suitable for making bread and cakes, green and high-quality glutinous rice … With the orderly promotion of spring ploughing, a series of new varieties adapted to processing and consumption demand landed in the field, which not only helped to improve grain yield and quality, but also provided consumers with more diversified choices.

Industrial integration empowers and builds a modern big industry.

In the fields of Qingfeng Village, Nandu Town, liyang city City, Jiangsu Province, the wheat waves are fluctuating with the wind, rape flowers are in full bloom, and a newly built Daoxiang Cultural Center stands not far away. "The grain industry has great potential for development." Wang Linsong, the person in charge of Suifeng Agricultural Science and Technology Co., Ltd., introduced that the construction of rice processing equipment and finished product cold storage has been completed, and at present, it is speeding up the improvement of popular science furnishings in the cultural center. During the flowering period of rapeseed and the peak season of rice seedling raising, leisure tourism and agricultural research projects will be carried out, which is expected to drive the village collective to increase income by 2 million yuan.

On the front line of spring ploughing, all localities and departments have stepped up efforts to consolidate the foundation of grain industry and cultivate the whole industry chain. Hundreds of millions of farmers have worked hard in the fields of hope, solidly promoted agricultural production in spring, made the agricultural foundation more stable, and made the rice bowl more secure. (Reporter Yu Jingxi You Yi)

　　The reporter recently noticed that many bank apps have refined the customer level after the updated version. The refinement of membership level reflects the refinement trend of bank retail strategy.

　　It is not difficult to find that under the superposition of technology empowerment and non-contact finance, the coverage of China’s retail financial market tends to be saturated, and the staking has been completed in terms of scenes, payment and credit. In the future, the focus will be on the refined management of stock customers.

　　China Merchants Bank divides customers into 9 levels.

　　Recently, CCB has divided its members into six grades: bronze members, silver members, crystal members, gold members, platinum members and diamond members. The differentiation of grades is mainly determined by three dimensions: daily activity, browsing interaction and financial management. The higher the membership level, the higher the rights and interests you can enjoy. The rights and interests are mainly distributed in the form of card coupons, including Hungry, Meituan, Shouyue Car, Fan Deng Reading, Fruit Voucher, Didi Chuxing, JD.COM/Tmall Shopping Card, etc.

　　China Merchants Bank (600036) has a finer hierarchy of customers, which divides customers into nine levels according to three dimensions: asset growth value, basic services and active tasks, and each level has corresponding rights and interests services. For example, M1 level has nine rights and interests, including gold red envelope, credit card repayment, family health insurance, birthday present, travel discount, credit report, credit card repayment of other banks, credit card installment and e-loan promotion.

　　China Merchants Bank told reporters that China Merchants Bank launched the M+ membership system in 2020, accompanying customers’ wealth growth through the circular chain of tasks, grades and rights, continuing to deepen refined management and striving to provide better services to customers.

　　ICBC divides customers into eight grades according to their financial assets, and the corresponding grades can enjoy different rights and interests in entertainment, study, food, travel and health.

　　China Bank is relatively simple, divided into four levels: mass customers, BOC wealth management customers, wealth management customers and private banking customers.

　　Hierarchical operation has a long history.

　　A person in charge of the wealth management department of an East China city commercial bank told reporters that the hierarchical management of customers has always existed. On the one hand, this stratification reflects the importance that banks attach to the management of different customers. For example, in addition to exclusive financial consultants, private bank customers also provide legal, tax and health consulting services; On the other hand, in order to give different customers corresponding rights and interests, such as no queuing, VIP service at the airport and products only for specific customers.

　　China Merchants Bank told reporters that it is a common practice in the industry to stratify the customer base according to the asset size. With the deepening of customer service, in order to enhance the customer experience and strengthen the connection between App and customers, China Merchants Bank began to think more about how to finely classify and differentiate customers, and tried to superimpose personalized services according to customer characteristics and market rules to meet the needs of different customer groups, such as providing online service areas for college students to shorten offline business processes, providing pet insurance for cute pet families, providing convenient online and offline experience for older customers, and providing family trust planning for high-net-worth customers.

　　The concept of customer stratification originated in the mid-1950s and was put forward by Wendell Smith, an American scholar. Its theoretical basis is mainly in two aspects, namely, the heterogeneity of customer demand and the limitation of bank resources. Customer stratification is a process of subdividing a bank’s customer base according to different dimensions on the premise of limited resources and heterogeneous demand, so as to provide customers with refined and accurate services.

　　It can be understood that because each customer brings different value to the bank, their needs and expected treatment for the bank will also be different. Key customers who bring greater value to banks expect to be treated differently from ordinary customers, such as more intimate products or services and more favorable conditions.

　　If banks can distinguish these customers who contribute a lot to profits and provide them with targeted services, they may become loyal customers of banks, thus creating more profits for banks continuously.

　　"28 Rule" in Bank Customer Operation

　　For the bank’s customer operation, the "28 Rule" is very applicable, and a small number of private bank customers contribute most of the asset management scale (AUM). According to the "28 Rule", if a bank can serve these 20% key customers well, it will bring 80% revenue increase, but in practice, the proportion of key customers is far less than 20%, but the AUM brought by it is very considerable.

　　Taking the data of six major state-owned banks’ mid-year reports in 2021 as an example, the AUM of Bank of Communications continued to maintain rapid growth in the first half of 2021, with a scale of 4,139.472 billion yuan at the end of the reporting period, an increase of 243.906 billion yuan or 6.26% over the end of last year; Among them, 943.762 billion yuan was managed by private banking clients, an increase of 13.19% over the end of last year. At the end of the reporting period, there were 182 million domestic retail customers (including debit and credit card customers), an increase of 1.71% over the end of last year; There were 1,904,800 Ward customers (customers with quarterly average assets ranging from 500,000 yuan to 6 million yuan), an increase of 9.67% compared with the end of last year, and 67,500 private banking customers of the Group, an increase of 10.46% compared with the end of last year.

　　It can be seen that 0.0371% of customers contributed 22.71% of the assets.

　　From the data of other banks, we can also see that AUM, a very small number of private customers, accounts for a very high proportion. At the end of June, the scale of financial assets of individual customers of China Construction Bank was 14 trillion yuan, of which private banks were 193 million yuan, accounting for 13.79%. The total financial assets of individual customers of China Bank exceeded 11 trillion yuan, of which the financial assets of private banks were 2 trillion yuan, accounting for 18.18%.

　　In terms of the number of customers, ICBC had 690 million individual customers at the end of the reporting period, including 198,000 private banking customers, accounting for 0.0287%; The total number of customers of Agricultural Bank is 869 million, and the number of private customers is 161,000, accounting for 0.0185%; The Postal Savings Bank has 630 million customers and 3,456,600 wealth customers, accounting for 0.5487%.

　　Except for the Postal Savings Bank, whose statistical caliber is wealth customers, the number of private customers in other banks is far below 0.05%. But it is these five ten thousandths of customers who contribute more than 10% of AUM.

　　Therefore, it is not difficult to understand why many banks have made frequent moves in private banking this year.

　　On December 15th, the Private Banking Department of Nanjing Bank (601009) was formally established. As the first-level department of the head office, the private banking department of the bank will be positioned as the "profit center", "asset allocation center" and "public-private linkage center" of the whole bank to help the in-depth implementation of the big retail strategy. So far, Bank of Nanjing has formed a "private drilling customers-wealth customers-basic customers-Internet customers" total retail layered service management system, providing differentiated services for different customer groups. By the end of November 2021, retail customers’ AUM exceeded 560 billion yuan, an increase of over 15% compared with the end of last year; The total number of retail customers exceeded 23 million, an increase of over 8% compared with the end of last year, among which the scale of private drilling customers exceeded 34,000, and the scale of wealth customers exceeded 560,000.

　　On December 21st, Shanghai Banking Insurance Regulatory Bureau approved the opening of the private banking department of Industrial Bank (601166) and issued the Financial License, which is also the first private banking franchise institution formally established by joint-stock banks.

　　On the 22nd, hengfeng bank also announced that the main preparatory work for the private banking department has been completed, and submitted an application for opening in accordance with relevant regulations and procedures. According to the approval, hengfeng bank should complete the preparatory work within 6 months from the date of approval, and accept the supervision and guidance of Shanghai Banking Insurance Regulatory Bureau during the preparatory work. After the preparatory work is completed, it will apply for opening in accordance with relevant regulations and procedures.

　　How to serve "long tail" customers

　　The long tail theory focuses on small and medium-sized customers, and increases profits by expanding the base, thus achieving economies of scale. In the case that the acquisition of new customers has encountered a certain bottleneck, operating existing customers well is a great weapon to improve the bank’s profits, which requires banks to pay attention to every customer and transform from extensive management mode to refined management mode. In addition, banks also have certain social responsibility requirements for financial inclusion, so they should pay more attention to the vulnerable groups in society. For long-tail customers, they need to change their business models, innovate products and improve customer stickiness.

　　China Construction Bank’s mid-year report in 2021 pointed out that it will further promote the digital operation of public and long-tail customers. At the end of June, the total number of RMB settlement accounts of CCB units was 11,863,600, an increase of 404,800 compared with the end of last year; There were 1,847,800 active customers in cash management, an increase of 171,700 over the same period of last year.

　　In the face of a large number of "long tail" customers, manual service will cause a sudden increase in costs, so financial technology has become a breakthrough point in serving such people.

　　The above-mentioned city commercial bank people told reporters: "Customers who serve the’ Long Tail’ can send notices through the bank APP, or directly send millions of text messages to directly contact them."

　　As mentioned above, the bank’s rights and interests services are increasingly rich, but how to distribute rights and interests, match customers and reach customers is still the industry pain point faced by major banks. Financial technology can solve some problems. For example, in September, Baorun Xingye, a subsidiary of Financial One Account, cooperated with Ping An One Wallet to jointly build a "cloud equity platform" based on Ping An Group’s equity resource pool, with equity as the starting point for customer management. However, the final result will be tested by time.