Recently, many people in the industry have poured out their hardships to reporters. When installing distributed photovoltaic systems, they encountered “exciting†customers. As many owners do not understand solar power generation, enterprises have encountered various problems in the promotion of distributed photovoltaic systems. Kind of problem.
The concerns of the owners can be understood, especially for companies that have entered the photovoltaic industry from other industries, and companies that have entered the photovoltaic industry, such as Zhongmin Investment. The companies that they want to cooperate with must be companies that have accumulated in the industry and can continue to operate.
On September 12, the 1MW distributed photovoltaic project of Yima Fashion Development Co., Ltd. in Huadu District, Guangzhou passed the acceptance check and power generation. This is one of the first successful distributed photovoltaic projects in Guangzhou. According to Zhan Binghuang, the head of Yima Fashion, “The project has been applied to and completed from the planning application until the completion of the grid connection. Our inverter suppliers follow and manage the entire process. Investment in the power station is a long-term issue. We need to have integrity and technical strength. A strategic partner that can continue to operate. It is understood that the inverter manufacturer is a solar power source.
To enable customers to create value for the company, first of all companies must put themselves in place for the sake of customers, understand the needs of customers, and how to bring value to customers. In addition to the continuous upgrading of products, there is also a need for better services and coordinated operations to win trust with value.
Technology upgrade cycle: six months for the industry benchmark
Zheng Guibiao, Vice President of Solar Power, Asia’s largest inverter manufacturer, told reporters: “Sunlight Power has been from learners to leaders since its establishment in 1997, relying on technical upgrading and self-development. Inverters are not simply built from high-priced components, and component matching and logic algorithms are the core strengths of our solar power supply.This dedication and persistence has won the trust of long-term customers, and we also maintain market share. The main reason for the first rate."
The development of the photovoltaic industry has always been rapid and changeable. Product standards, technology upgrades, market capacity, customer requirements, and other aspects are all undergoing rapid changes and continuous improvement. Whether manufacturers can follow the changes in the market and introduce new innovations themselves demonstrates its own strength and market acceptance.
It is understood that the current domestic average inverter technology upgrade cycle is about six months, the sun and other leading inverter leading cycle is shortened to three months, while foreign manufacturers generally have a period of one year or more. This is another reason for the slow progress of foreign inverter manufacturers in the rapidly changing Chinese market in addition to price factors. According to industry insiders, a foreign company that once had a large market share in the country, because R&D in foreign countries is too costly to communicate with the domestic market department, it usually takes more than a year after the problem is solved, leading to great dissatisfaction among domestic distributors. Instead, he built the factory. The customers also turned from blindly superstitious foreign products to the recognition of technologies and quality standards established by companies such as Sun Power.
Aftermarket: More important than product
The importance of after-sales is more than the product itself, which is not a grandstanding.
If a company's products are generally not even products, but after-sales customer satisfaction, even if only after-sales can be operating and maintenance companies survive. The reason why an unsold company can still exist is because customers are not willing to spend effort to sue it or do it for a short period of time. The problem has not yet arisen.
So far, the large-scale application of photovoltaic power generation in the world is only a short period of ten years, in China, only four or five years, no company can guarantee that the inverter is not a problem.
Although the quality of inverters has been raised from five years to ten years, there are now slogans that companies have proposed for twenty-five years of quality assurance. But how many companies can sustain them to twenty-five years? Even with the 10-year warranty, when customers purchase inverters, they must also consider whether the supplier can continue to exist for another decade.
China's inverter companies have seen spurt growth around 2010. At least a few hundred inverter manufacturers appeared in the global market around 2011, but there are currently only a few dozen active companies and only a dozen of them have performed well in the domestic market. Some industry insiders lament that the inverter manufacturers have been hanging a Damoskeli sword on their heads: Do not know whether the inverters made in previous years will not have a large-scale failure.
A domestic company as the first Chinese PV company to enter the Australian market has occupied the largest share of the Australian market in previous years. However, due to the lack of understanding of the Australian environment and climate at the beginning of the development of the market, the products are not acceptable. After the occurrence of the problem, it was said that the company’s boss still wanted to replace it. He later found that the number of returns was calculated in containers, and the after-sales cost was far higher than the profit, so he refused to return it. But this not only closed the door to the overseas market, but also harmed the dealers.
Photovoltaics has always been a grassroots heroic industry. However, the leading peasant uprising is not always the strongman who laid the basic foundation of the Ming Dynasty for nearly 300 years. Also a lot. When choosing an inverter, at least if this company can cooperate more than ten years?
A certain scale, strong technology, and stable cash flow are important features that a company can survive for a long time.
The reporter is not a supporter of the “scale theory†and does not think that the bigger the stronger. However, at the time of procurement, we must think about it. One year of R&D, one year of preparation, one year of accumulation, and three years of time, if it is still maintained at a very small scale, it will not be a good company. In addition, the technical and financial backgrounds of corporate R&D executives, investment institutional investment analysis reports, and industry reputation are all reference indicators for judging whether the company can survive for a long time.
At the same time, after-sales money costs and time costs are also important considerations.
An employee with an overseas power plant business at China Everbright Group told the reporter: “The after-sales problem is not just in Chinese companies. We chose a German inverter at a 2.8 MW power station in Germany. When a problem arises, Home companies have gone bankrupt.†Now they are facing very troublesome maintenance issues: local companies are too expensive, choosing inverters from China but failure maintenance is another problem, and Chinese engineers are also faced with many restrictions in operating the power station in Germany.
In the initial stage of China's PV market, customers still prefer international brands, but the sale of international brands that did not realize localization in China left these companies with headaches. “At the end of the day, we chose domestic brands such as sunshine and special changes,†said a senior photovoltaic company.
Collaboration: Improve customer's value chain with own differentiated products
When selecting photovoltaic component manufacturers, the most important components and inverters are often very different: components are divided into roughly one or two or three-tier manufacturers, and inverters are specific to a company. The complexity and uncertainties of the inverter far exceed the components, so customers are often more cautious in their choice.
For inverter companies, they first realized that they really need to understand what the customer lacks, what issues need to be solved, which parts of the photovoltaic power plant are most concerned about, and they must understand the operation of the photovoltaic power plant more than the customers themselves, and they can propose to them. Some constructive comments and suggestions.
At present, photovoltaic power plants have gradually emerged from the previous “western, ground†model, and developed new application models such as distributed, greenhouses, and complementary fisheries, and also have higher requirements for traditional ground power stations. The trend of future photovoltaic power plants must be the era of “details bring valueâ€. And customers will put forward new ideas and new requirements in the process of application. Such high-quality customers will be more inclined to collaborate with them and provide them with continuous support and even pointing.
Zheng Guibiao said: “In the case of sunlight, we provide customers with integrated access solutions and application products, and provide customers with the most intimate design solutions for different applications in desert power stations, hill power stations, and distributed power stations.â€
“For example, the solar power distributed photovoltaic power plant solution, which categorizes and summarizes the common applications of distributed photovoltaic power plants, clarifies the diversity of the distributed photovoltaic power plant application environment, and analyzes the needs of users, power grids, and investors. As a result, it is clear that the needs of various parties also have obvious diversity.Based on this situation, it is proposed that photovoltaic power stations should be “measured according to local conditions and scientific design.†For typical distributed application scenarios, industrial roofs, commercial roofs, and household roofs, typical systems are recommended. Solution: In a typical scenario, the selection of equipment and solutions for solar power can make the entire distributed PV system safer, more optimized, smarter, and more efficient.
In this way, we have established a “learning relationship†with our customers. The trust of customers in the solar power supply has also been greatly enhanced, and we have increased our trust in SunPower's products and created more value for our customers. Distributed photovoltaics are just starting. For roofers, the benefits of discounted electricity prices are not enough to make them tempted. We strive to provide professional technical services and security guarantees through targeted communication and persuasion activities. For example, to help customers do some in-depth exploration of the promotion of brand image. In this way, for them, photovoltaic power generation has both economic and social benefits, fame and fortune. The after-sales service promise will help reduce the worries of roof owners. Sunshine Power promised that most of the damage caused by roof damages will be the responsibility of the company and consider adding such items as roofing and property insurance. â€
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