Selling Solar in America

Opportunities to sell solar products are everywhere... but some opportunities are better than others.  And some products are better suited for the USA than others.   I met recently with Mr. Eric Blomendale, Director of Southern Energy Management (one of the largest Solar installers in the Southeastern USA).  Eric's comments on the state of Solar sales were quite informative for anyone who is selling Solar products in the USA...

Here's my summary of the Q&A with Eric

Q: Which companies are distributing solar products now?

A:  Nobody, really.  There are almost no independent distributors or distribution channels established for Solar Products.  Producers of panels, mounting systems, inverters, and other system parts have no single place to go to for distrbution, warehousing, and sales support.   The most common way to sell products is by direct contact.  Eric says he fields sales calls from manufacturers and reps from all over the world, but rarely are they offering more than one brand or product.

Q: So how do you decide what to buy?

A:  There is always a risk buying a product from a foreign manufacturer, so Eric prefers to buy only from companies that have an established service office here in the USA.  Handling quality issues, stocking product, and providing customer service are just a few of the things he wants a manufacturer to provide. 

Q: What solar products are you looking for now?

A:  Building integrated solar solutions are lacking.  We need many more innovative products.  And they have to look nice on the building.  Solar PV cells in roof tiles that blend into the existing roof make good sense -- particularly if they can be repaired or replaced without tearing up the roof (and if the roof can be repaired without tearing up the cells).  Also, we need better mounting systems that make installation easier and faster.  As the price of PV falls, so must the installation cost.

As an engineer and installer on the front line of the solar revolution, Eric's comments are particularly valuable.  If you have a Solar (or wind) power technology, the USA market is anxious to hear of your solution.... but you have to act like a local company, with an estalblished office and supply.  I hope you'll call AmeriStart to help in this regard!

David