The growth of the photovoltaic market in the country leaves no doubt that investing in solar energy is very worthwhile.
To ensure this idea to end customers, it is essential that integrators are qualified and have a critical eye, focused on truly understanding the customer's pain. This way, they can put together proposals with solutions that make the most sense for each of them.
Although the moment may seem challenging for many integrators in the market, we see the current period as a great opportunity for professionals in the sector to be prepared to show the end customer the added value that a solar energy system has.
And those who do not adapt to this new perspective and choose to follow the path of just selling projects and systems for the sake of selling will end up losing ground, because customers want more than just buying for the sake of buying. Consumers are increasingly looking for a suitable solution to their specific problem.
The customer, mainly residential, needs to understand how the photovoltaic plant works, the investment to be made, the return and savings they will have over time, both in cash investment and financing.
This new consumer profile requires training. Therefore, it is essential to carry out consultative selling. Every integrator needs to be well-prepared and collect important information from the client to truly understand their pain and needs. With this, you will be able to profile the customer to offer the best solution.
To assist the integrator in this analysis, APsystems has the ECU-C, a device that measures consumption, allowing it to know how much energy is being generated and how much will be exported to the electrical grid. The ECU-C can be installed even before the photovoltaic plant.
This way, the integrator can outline the customer's consumption profile, understand what the best solution is, the size of the system and how energy can be controlled. With this information, it is possible to improve the system and offer the solution that makes the most sense for the customer.
Depending on the customer's profile, the system will have a production and consumption window at different times, which is common in homes where people spend a lot of time outside during the day.
The ECU-C can also point out the simultaneity, that is, the instantaneous consumption of energy generated by equipment in the home. Simultaneity is important in this new phase of pricing energy injected into the electrical grid.
To conclude, I reinforce two fundamental points for today’s market. You need to get out of your comfort zone. The integrator that does not follow trends and differentiate itself from the competition will lose market share.
And also the importance of consultative selling based on technology and capacity, since, currently, customers seek and value quality and not just price.
The opinions and information expressed are the sole responsibility of the author and do not necessarily represent the official position of the author. Canal Solar.
An answer
In order to design a photovoltaic system with maximum efficiency, that is, with the search for optimal simultaneity operation, it is necessary to record the load curve during off-peak hours. We also know that the price of KWh at peak is around 3 to 4 times higher than at off-peak, depending on the local Concessionaire, and if the consumer operates with a predominance of peak hours, they can migrate to the market free energy, as well as the necessary care not to make a wrong choice, because it is no longer a captive consumer that it was and will need to have a new assignment of strict control over its consumption and the contractual relationship with the new energy supplier. It is clear that these observations apply to consumers in group A. Let us that there are suggestions that those in group B have a binomial contract, that is, charged by demand (KW) and consumption (KWh).