Speed up service and offer technical assistance to various customers, especially those who have photovoltaic systems in more remote regions and need technical assistance. These are the objectives of the FSP (Fronius Solutions Partners) program. Click here to meet the FSPs.
According to Fronius, the program benefits everyone involved. This is because the customer receives faster, more efficient, personalized and regionalized service; the partner integrator strengthens its brand, receives constant technical updates and becomes a strong representative in the region; Fronius decentralizes its service, gets closer to partner installers, expands its service coverage and offers more agility in the entire process of resolving any failures or equipment problems.
“The program is essential for our technical assistance network. Serving in any location efficiently is a great way to amplify the brand, whether that of the Installer or Fronius”, highlights Thais Zampieri Bitencourt, the company's marketing analyst.
Alexandre Borin, photovoltaic energy manager at Fronius do Brasil, explains how the program works. “This installer, who is a Fronius partner, goes to the end customer where the system is installed and tries to repair the inverter on site, without removing it from its location. The integrator may eventually be able to carry out some replacements of the electronic boards that make up the inverter and some tests. If the photovoltaic inverter starts working again, the case is closed and in three or four days, at most, the customer will have the inverter working again.”
Lucas Ribeiro, After-Sales Manager at Fronius do Brasil, highlights that the main objective of the program is to bring Fronius, the solar integrator and the customer closer together.
“We allow the customer an additional service channel close to their region. With the convenience of the FSP, during the visit, it is possible to assist and repair the equipment defect without causing further damage. Furthermore, it brings greater speed and assertiveness in technical customer service, as it allows the FSP to look not only at the solar inverter, but also at the installation conditions. It’s a “win-win” project for everyone in the production chain”, highlights the expert.
Ribeiro also lists the benefits for FSPs:
- better informed: information and practical knowledge about Fronius system solutions, from maintenance of existing systems to solarization of the customer's entire energy supply;
- Exclusive sales and marketing tools: support with a variety of different tools for the integrator to ensure sales;
- technical support: prioritized service on the technical support hotline and easy access to spare parts to guarantee the best service plan on the market;
- demand creation: the Fronius Solar.web online portal helps the partner generate demand for system add-ons among their existing customer base and ensures long-term order tracking for their business;
- exchange of knowledge and experiences: At Fronius Solutions Partner events, integrators can interact with other partners and discuss their experiences directly with Fronius representatives.
How to become a Fronius partner?
By participating in the program, the integrator strengthens its brand and increases the quality of its services, consequently increasing its revenue. But, what are the criteria to become an FSP?
According to Thais, the manufacturer has strict criteria. “Fronius has strict criteria for choosing its partners in this program, so we are sure that both the customer and their brand will be in good hands”, says the executive. The criteria are:
- have three years of experience in the segment;
- minimum of 50 Fronius inverters installed (registered in the Solar.web);
- installed power greater than 1000 kWp;
- being in a region, service coverage with market potential.
In addition to the criteria, the manufacturer expects the integrating company to:
- update the contract once every two years;
- undertake a two-day training at Fronius;
- have at least two approved technicians;
- have mandatory tools and PPE (personal protective equipment);
- follow all procedures stipulated by Fronius;
- comply with legal, tax, labor, social security and accident requirements;
- have a basic stock of spare parts.
“Today, we already have 20 companies in Brazil accredited in this program, and our intention, in the coming years, is to have at least 20 more companies”, says Borin.
Advantages of being a Fronius partner
By becoming an FSP, you gain numerous benefits from Fronius' comprehensive product portfolio. “The installer, by linking up with Fronius, which is a reference in the global market, further endorses its commitment to excellence in service provision”, highlights Thais.
Discover the benefits offered by the program:
- authorization to use the “Technical Assistance” (FSP) seal;
- publicity on the Fronius website and app;
- serve Fronius customers in your region;
- access to free Solar.web;
- exclusive training and certificates;
- exclusive access and discounts to Spare Parts;
- authorized partner to exchange plates;
- prioritization in TSN (tech support);
- advanced information about the company's new products;
- exclusive invitation to FSP events;
- advertisements and joint marketing actions;
- guided tours at the Fronius Internacional factory;
- training voucher (€200) at Fronius Internacional.
Partners report their experiences
Electrical engineer Tássio Barboza, technical manager at Enersol Brasil, highlights that with the FSP program, response time is being reduced from 10 to 20 days, to two to three days. Furthermore, it highlights the company's satisfaction with the partnership.
“It’s a program that we are super happy to participate in. It’s good for both Fronius and the integrating companies. We have already carried out more than 600 installations, including the gold inverter at Le Biscuit CD (distribution center) in Salvador (BA)"He says.
Like Barboza, Marcelo Gaspar, commercial manager at SBSOLAR, emphasizes his satisfaction with the program.
“Thinking about the future, we joined the FSP program as partners. Today, we are serving customers from different regions of the country, with agility and quality to minimize financial losses. In addition to guiding installers on some practices that can cause problems at the plant. This partnership certainly puts Fronius another step ahead when it comes to technical assistance”, highlights Gaspar.
Douglas Florio Ubeda, project supervisor at Alvo Solar, emphasizes that the program is an opportunity for companies in the solar energy sector to acquire know-how in solar inverter technology. “Fronius provided us with training to prepare us for different situations and always guides us in our technical assistance. This partnership helps us find technical solutions quickly and safely for our Fronius customers and for other companies that come to us. The result is always satisfaction and partnership”, points out Ubeda.
For Antônio Freitas, founder and director of operations at Mecatron, the partnership strengthens the client-integrator relationship. “The FSP program has brought the company a new horizon of possibilities, from expansion of networking until the improvement of knowledge. It is a fantastic program that enables a unique interaction between manufacturers and customers in an increasingly exclusive and personalized way”, says the executive.
“I see Fronius’ strategy as a sign of respect for the consumer. You really want to deliver an effective long-term solution. I think it's very valid that an inverter can be repaired at a low cost rather than having to purchase a new one. We at Geração Solar, as FSP partners of Fronius, see that we can deliver something different to the majority of the market to our customers and we are happy with the partnership”, highlights Weslei Elias de Oliveira, director of the company Geração Solar.
Program progression
FSPs, in addition to receiving various supports and benefits offered by the company, can also progress in the program by gaining greater contact with the technical support team. This progression in the professional's career brings countless business possibilities, increasing the company's revenue and increasing the quality of the services provided.
Fronius Solar Web
Monitoring is essential for photovoltaic installations and goes far beyond recording production yields. With Solar.web, professionals can visualize energy flows, as well as perform updates, analyzes and maintenance remotely.
The tool, also available as an app (Android e iOS), also allows installers to organize meetings with their customers, facilitating the demonstration and reporting of their services. Furthermore, with Solar.web, the installer can accompany each of their customers in their energy transformation, which allows them to make suggestions for intelligent energy consumption for periods of time where photovoltaic production is sufficient.
