齐齐哈尔技师学院（中国一重技师学院）

Qiqihar Technician School(China FIRST HEAVY Industries -Technician School)

学校概况  Profile：

齐齐哈尔技师学院源于1964年创办的铁路高级司机学校;1993年首批晋升为重点校;2005年交由齐齐哈尔市政府管理，同年被黑龙江省政府批复为全省首批技师学院。曾在全国铁路系统有“小清华”的美誉，被称为培养铁路机车司机的摇篮;2014年被国家人社部、财政部正式批准为国家高技能人才培训基地;2016年11月，被国家人社部批准为首批28所职业训练试点院校之一;2017年被国家铁路局确定为铁路机车车辆驾驶人员资格考试理论考点，被黑龙江省确定为首批现代化学徒制试点单位。

Qiqihar Technician College is originated from the Railway Senior Driver School founded in 1964 and then first promoted to key school in 1993. In 2005, it was handed over to the Qiqihar Municipal Government, and approved as the first batch of technician college in Heilongjiang Province. It was called “Small Tsinghua” in the railway system and the “cradle” to train railway driver. In 2014, it was officially approved as the National High Skilled Personnel Training Base by the Ministry of Human Resources and Social Security and the Ministry of Finance; in November 2016, it was approved as one of the first batch of 28 Vocational Training Pilot Colleges by the Ministry of Human Resources and Social Security. In 2017, it was appointed as the testing center of the railway driver qualification examination by State Railway Administration, and the modern apprenticeship system test unit by Heiongjiang province.

学校现有各类在校生5580人，教职工236名，其中中、高级技术职称教师占教师总数的82%。建校50余年来，共培养各类毕业生50000余名，培训在职职工40000余人，培养技师、高级技师5000余人，培训各类技能型人才10000余人，培训创业再就业人员8000余人。为地方经济建设、铁路企业发展和东北老工业基地振兴做出了应有的贡献。

At present, there are 5,580 students and 236 staff members in the college, 82% of the total teachers possess medium and senior technical titles. Over the past 50 years since its establishment, the college has trained more than 50,000 graduates of various types, more than 40,000 on-the-job employees, more than 5,000 technicians and senior technicians, more than 10,000 skilled talents of various types, and more than 8,000 re-employed personnel for entrepreneurship. It has made due contributions to the local economic construction, the development of railway enterprises and the revitalization of the northeast old industrial base.

学院设有交通运输系、机电工程系、信息工程系、商贸管理系和基础部等主要教学机构。开设了内燃机车运用与检修、电力机车运用与检修、铁道运输管理、铁道信号、铁道车辆运用与检修、铁道工程技术、电气化铁路供电、机电设备安装与维修、焊接加工、计算机广告制作、饭店(酒店)服务等10余个专业。

The college has teaching institutions such as transportation department, mechanical and electrical engineering department, IT department, business management department and basic department. It has set up more than 10 specialties, such as diesel locomotive operation and maintenance, electric locomotive operation and maintenance, railway transportation management, railway signal, railway vehicle operation and maintenance, railway engineering technology, electrified railway power supply, installation and maintenance of mechanical and electrical equipment, welding processing, computer advertising production, restaurant (hotel) service, etc.

学院实习实训设备齐全，设有各类“一体化”专业教室35个，实习演练场20个，通过校企合作方式开辟了校外实训基地20个，通过校企合作方式开辟了校外实训基地15个。2015平方米的图书馆藏书丰富，1000平方米的体育馆功能齐全，业余文化生活丰富多彩。是学生学知识、练技能、长能干、求发展的理想之地。

The college has complete equipment for practice and training, with 35 "all in one" professional classrooms and 20 practice and training fields. It has opened 20 off-campus training bases through school-enterprise cooperation. The 2,015 square meter library has a rich collection of books, and the 1,000 square meter gymnasium has complete functions, the amateur cultural life is rich and colorful. It is an ideal place for students to learn knowledge, practice skills, improve ability and grow up.

  产品和服务 Product and service:

一、无人机植保飞防作业服务UAV plant protection flight operation service

我国作为一个有着21亿亩基本农田的农业大国，每年都需要进行很多的农业植保作业。目前，农户遍及使用的是人工和拖拉机等喷药办法。这两种喷药办法尽管看似简单易用，却也存在一些难以解决的问题：

As an agricultural country with 2.1 billion mu of basic farmland, China needs a lot of agricultural plant protection operation every year. At present, farmers widely use manual and tractor spraying methods. Although these two methods seem simple and easy to use, some problems are hard to solve:

一方面，我国在2010年以前，农业劳动力非常充足，这后，出现了刘易斯拐点，工业化进程中，随着农村富余劳动力向非农产业的逐步转移，农村富余劳动力逐渐减少，最终达到瓶颈状态。传统的背负式作业方式，已经不再适应植保的需求。中国正步入老龄化社会，以黑龙江省为例，65岁以上人口数量为455.8万人，10年间增加了100万，占比达到12%。农村正在面临着在农村人口老龄化和劳动力急剧减少的大环境。

On the one hand, before 2010, China's agricultural labor force was very sufficient, after that, there appeared Lewis turning point. In the process of industrialization, with the gradual transfer of rural surplus labor force to non-agricultural industry, rural labor force constantly reduced, and finally reached the bottleneck state.The traditional backpack way of operation is no longer adapted to the needs of plant protection. China is stepping into an aging society, taking Heilongjiang Province as an example, the number of people over 65 years old is 4.558 million, an increase of 1 million in 10 years, accounting for 12% of the total population. The rural areas are facing an aging population and a sharp decrease in the labor force.

另一方面，农业耕作机械化程度参差不齐，人工和拖拉机喷洒农药的办法功率低、效果差，无法及时有效地防治大规划病虫害，并且拖拉机还会轧伤或轧死作物，造成作物减产等。为了进步病虫害防治才能和进步农产品质量，农户需一种高效、经济的植保机械替代人力或拖拉机来进行农药喷洒。

On the other hand, the degree of agricultural mechanization is uneven, the method of manual and tractor spraying pesticide is low level and poor effect, can not timely and effectively control large-scale planning pests and diseases, and tractors will crush or kill crops, resulting in crop yield reduction. In order to improve the ability of pest control and the quality of agricultural products, farmers need an efficient and economic plant protection machinery to replace human or tractor for pesticide spraying.

据统计，2012年-2014年农作物病虫害防治农药年均使用量达31.1吨，比2009-2011年增长了9.2%。针对农药使用量过大、施药办法不科学、农产品农药残留超支等问题，农业部于2015年3月拟定了《到2020年农药使用量零增长举动计划》。计划中提出了几点削减农药使用的建议，其中一条就是大力开发和应用现代植保机械，用大中型高效药械替代小型低效药械。在此期间，高工效人不用下地的植保无人机的迅速推广和应用。

According to statistics, from 2012 to 2014, the average annual use of pesticides for crop pest control reached 31.1 tons, an increase of 9.2% over 2009-2011.In order to solve the problems of excessive use of pesticides, unscientific application methods and overspending of pesticide residues in agricultural products, the Ministry of Agriculture formulated the “Action Plan of Zero Growth of Pesticide Use by 2020” in March 2015. In the plan, several suggestions are put forward to reduce the use of pesticides. One of them is to vigorously develop and apply modern plant protection machinery and replace small and inefficient machinery with large and medium-sized high-efficiency ones. During this period, the plant protection UAV with high efficiency was promoted and applied rapidly.

本项目立足于农业领域，致力于为目标客户提供先进高效的农业技术研发推广服务。本项目目前主要从事无人机植保飞技术研发、产品销售、农业技术服务、无人机技术培训等。

Based on the agriculture field, this project is dedicated to providing advanced agricultural technology and service for customers.The project is mainly engaged in UAV plant protection technology research and development, product sales, agricultural technology services, UAV technology training, etc.

基本工作方式介绍：Introduction to basic working methods:

专业飞行控制员完成设备进行调试安装后，装填好飞防农药。接通地面站和飞行电源。按照事先测绘好的规划路线进行飞防作业。按照路线规划，在地面平台上进行方向高度控制，进而完成植保飞防作业。

After the commissioning and installation of the equipment, the professional UAV controller shall fill in control pesticide. Connect ground station and flight power.The flight control operation shall be carried out according to the planned route mapped in advance. According to the route planning, control the direction and height on the ground platform to complete the UAV plant protection and prevention operation.

二、植物保护药物实验Plant protection drug experiment

除了承接无人机植保飞防作业服务，同时依靠农业专业优势，研究与无人机相适应的植物保护药物实验，在取得一定实验成果、获得许可证明后可进行销售。

In addition to undertaking UAV plant protection operation service, relying on the advantages of agricultural specialty, the plant protection drug experiment suitable for UAV is in researching process, and it can be sold after obtaining certain experimental results and obtaining license certificate.

三、无人机产品销售 UAV roduct sales

本项目团队依靠齐齐哈尔技师学院与农业专业人士相结合的优势，不仅具有专业的农业知识原理，同时还具备专业的无人机研究水平，比专业更专业。

Relying on the advantages of combining Qiqihar Technician College and agricultural professionals, the project team not only has professional agricultural knowledge and principles, but also has professional UAV research level, which is more than professional.

介于现阶段国内植保无人机体积较大、操控专业度高等市场痛点，本项目团队使用销售的无人机重点放在操作简单、便携等特点上。

Due to the market pain spot that the plant protection UAV has large volume and high professional requirement, the project team focuses on the characteristics of simple operation and portability.

项目销售的产品经过多项实验检测，规模生产销售。

The products sold by the project have been tested by many experiments, and have been produced and sold on a large scale.

四、无人机技术培训服务UAV technology training service

现阶段大多数农户都是找专业的无人机飞行团队进行作业，需要提前预约，过程麻烦。

At this stage, most farmers are looking for professional UAV team to carry out operations, which requires advance booking in troublesome process.

对于乐于学习的农户，我们可以提供无人机飞防作业培训服务，形成无人机的研究、销售、培训于一体的盈利模式。

For the farmers who are willing to learn, we can provide UAV prevention operation training services, so as to form a profit model integrating UAV research, sales and training.

  市场分析 Market Analysis:

1、市场现状 Market Status

国内的植保无人机产业的起步最初还是在2008年，国内有一些企业研制出油动直升机用于农业植保。但植保无人机发展处于萌芽阶段，植保无人机价格高、性能不稳定、并没有实现大规模量产、用户无法实现盈。植保无人机保有量低、作业面积少。进入2016年植保无人机开始高速发展，重要的无人机厂家陆续介入，带来了产品性能、性价比的快速提升。设备销售量逐年上升，作业面积保持大幅度增长。国家层面给予政策支持和购机补贴。各项作业标准、行业标准、质量标准、职业标准陆续推出，规范了行业发展。

The domestic plant protection UAV industry started in 2008. Some domestic enterprises developed oil powered UAV for agricultural plant protection. However, the development of plant protection UAV is still in its infancy. Due to its high price, unstable performance, it can not be produced in large-scale or generate profit for users. Plant protection UAV has low population and less working area. In 2016, plant protection UAVs began to develop at a high speed, and important UAV manufacturers stepped in one after another, bringing about the rapid improvement of product performance and cost performance.The sales volume of equipment has increased year by year, and the operating area has maintained a substantial growth.At the national level, policy support and purchase subsidies are given.Various operation standards, industry standards, quality standards and professional standards have been successively launched to standardize the development of the industry.

2、政策优势 Police Advantage

早在2017年3月，农业农村部就在全国“农机化工作会”上，首次提及将植保无人机纳入试点进行农机补贴。2017年9月农业部、财政部、民航局联合印发《关于开展农机购置补贴引导植保无人飞机规范应用试点工作的通知》，紧接着12月工信部印发《关于促进和规范民用无人机制造业发展的指导意见》，2018年3月，农业部、财政部联合印发了《关于做好2018-2020年农机新产品购置补贴试点工作的通知》，明确表示要鼓励无人机在植保领域的发展创新，推动植保无人机行业的发展。

As early as March 2017, the Ministry of Agriculture and Rural Affairs mentioned for the first time that plant protection UAVs would be included in the pilot project for agricultural machinery subsidies at the national "Agricultural Mechanization Work Meeting". In September 2017, the Ministry of Agriculture, the Ministry of Finance and the Civil Aviation Administration jointly issued The Notice on Carrying out Pilot Work of Standardized Application of Agricultural Machinery Purchase Subsidies to Guide Plant Protection UAVs; in December, the Ministry of Industry and Information Technology issued The Guidance on Promoting and Standardizing the Development of Civil UAVS Manufacturing Industry; in March 2018, the Ministry of Agriculture and the Ministry of Finance jointly issued Notice about Pilot Work for 2018-2020 Agricultural New Product Purchase Subsidy , which clearly states the aim to encourage the development and innovation of UAV in the field of plant protect, and to promote the development of UAV industry.

3、发展前景 Development prospect

与我国相比，日本是无人机植保应用最成熟的国家，目前在田间作业的无人机有3500多架，飞手1.4万多人，而中国的农作物耕地面积是日本的24倍，基于谨慎原则，根据我国土地经营规模化面积对无人机需求量进行测算，预测我国植保无人机市场需求2.75万架。从土地经营规模化角度看，土地经营规模化为植保无人机作业创造了前提条件。随着我国土地流转速度加快，未来植保无人机需求将会更加强劲。

Compared with China, Japan is the country with the most mature application of UAVs in plant protection. At present, there are more than 3,500 UAVs in the field, and more than 14,000 controllers. However, China’s cultivated land area is 24 times that of Japan, so calculate the UAV demand based on land management scale prudently, it is predicated to be 27,500. The scale land management creates a prerequisite for plant protection UAV operation.With the acceleration of land transfer in China, the demand for plant protection UAV will be stronger in the future.

  营销及推广 Marketing and promotion:

经过细致的行业属性和竞争现状分析，我们设想本项目在未来两年的发展规划大致为一年内迅速占领目标用户，两年内占领本地大部分飞防、航空飞行服务市场，成为本地区规模和技术实力最大、影响力最广的植保无人机科技服务项目。

After careful analysis of industry attributes and competition status, we assume that the development plan of the project in the next two years is to occupy the target users rapidly within one year, occupy most of the local UAV prevention and UAV flight service markets within two years, and become the largest and most influential scientific and technological service project of plant protection UAV in this region.

1)确定目标客户 Identify target customers

根据我们对本地区市场的调查分析，主要目标客户为农业种植大户、农业生态庄园以及其他大规模农业生产区域。

According to our investigation and analysis of the local market, the main target customers are agricultural growers, agricultural ecological manors and other large-scale agricultural production areas.

2)样板客户打造 Model customer building

在完成目标客户的确定工作之后，迅速组织人员进行推广和演示，确定产品有效性和对农业生产的巨大的效率和质量提升和成本效益，获取前期关键客户。

对目标客户群进行全面的需求调研和确认;

为目标客户进行产品演示和效果确认并达成合作意向;

小规模区域取得效果，扩大推广投入，并于相关政府部门或其他合作方洽谈交流取得更大的推广区域销售可能。

取得前期推广宣传效果，并有相当数量的客户情况下，进行以无人机为载体的相关业务的推广延伸，推广无人机销售业务及售后服务;飞防手的技术培训;喷洒药剂销售等等。

After the completion of the target customer determination work, quickly organize personnel to promote and demonstrate, determine the effectiveness of the product and the huge efficiency and quality improvement and cost-effectiveness of agricultural production, and obtain key customers in the early stage.

Conduct a comprehensive demand survey and confirmation for the target customer group;

Conduct product demonstration and effect confirmation for target customers and reach cooperation intention;

Small scale regions can achieve results, expand promotion investment, and discuss with relevant government departments or other partners to achieve greater regional sales potential.

With the promotion effect in the early stage and with a considerable number of customers, we will extend the relevant business with UAV as the carrier, promote the UAV sales business and after-sales service, technical training of UAV controller, and sales of spraying agents.

  团队成员 Team members:

团队立足齐齐哈尔技师学院，以人工智能专业老师及农业专业相关人士作为专业指导教师，人工智能专业植保专业的学生作为工作室成员。具有坚实的专业化技术能力和雄厚的科研成果。团队以无人机为载体，用高科技穿心解决农业生产中效率低下、科技化及信息化普及程度低的问题。

Based on Qiqihar Technician College, the team takes artificial intelligence teachers and agricultural professionals as professional guidance teachers, and artificial intelligence major and plant protection major students as studio members. It has solid professional technical ability and strong scientific research achievements.The team takes UAV as the carrier and uses high technology to solve the problems of low efficiency, low technology and low popularization of informatization in agricultural production.

  专业设置 Major Setting:

  名人轶事 Distinguished Alumni:

潘庆宇：2012届毕业生，现就职于呼伦贝尔驰宏锌厂，内蒙古五一劳动奖章获得者、2018年度呼伦贝尔市优秀技能人才、2017年呼伦贝尔市金牌工人、2016年云南冶金集团维修电工技术技能大赛技术能手。

Pan Qingyu：The 2012th graduate, now working in Hulunbeir Chihong Zinc Plant, has won Inner Mongolia Labor Day Medal, 2018 Hulunbeir Excellent Skilled Talent, 2017 Hulunbeir Gold Medal Worker, Technical Expert of 2016 Yunnan Metallurgy Group Maintenance Electrician Contest