Hybrid systems: how to generate value and stand out in the sector?

In an increasingly competitive market, generating value and differentiating yourself in the sale of hybrid systems is essential for companies that want to increase their profit margins and win customers. 

During the Canal Connect, congress held by Canal Solar, engineer Roberto Caurim, CEO of Bluesun, shared insights into strategies that can be adopted to highlight the importance and advantages of these systems, emphasizing that the The secret is in educating the consumer and add value so that he perceives the benefits beyond the price.

For Cowrie, one of the most effective emotions for generating value is “fear”. He explains that when talking to a client who didn't see the need for batteries, he used an approach focused on safety and social well-being. 

“I asked him: what if, in the middle of a meeting with his friends, on Saturday night, the power goes out? He immediately realized the importance of having a system that guarantees continuity and energy security,” said the executive.

This strategy of using primordial emotions helps to highlight what is most valuable about hybrid systems: the ability to function as a backup in critical moments, bringing a sense of security and peace of mind to the consumer. 

Energy security and robustness

The engineer also emphasized that hybrid systems offer robustness and safety that on-grid inverters cannot match. “Hybrid inverters guarantee flexibility, allowing the customer to store and use energy when they really need it,” he explained. 

This flexibility, according to him, is one of the biggest differences in hybrid projects, which are widely adopted in Europe and the United States, where around 70% to 80% of sales are of these systems. 

“The consumer wants energy independence, they want to know that they can store energy during the day and use it at night – this brings a sense of empowerment,” highlighted the Bluesun CEO, mentioning conversations with companies in Italy that consider on-grid systems as obsolete.

Independence and higher profit margins

According to Roberto Caurim, hybrid systems are also essential to guarantee partial or total independence from the electricity grid, something that will be even more valued with regulatory uncertainties after 2029. “This autonomy is a powerful argument to attract consumers, especially at a time when greater legal certainty is sought in the energy sector”. 

Furthermore, he stressed that selling hybrid projects allows companies to increase their profit margins. “When you offer something different, like a hybrid system, you can apply a higher margin, and you will probably be alone in this competition,” he said. This is because many companies still do not offer these solutions, leaving a niche open for those who know how to generate value and educate the consumer.

Lesson from the lemon seller: adding value to the sale

To illustrate the importance of differentiating the offer and adding value, Caurim recalled a story from his childhood: a young man who sold lemons at the market was unable to make a profit because his product was the same as all the other vendors offered. 

When asked by his uncle why customers would buy from him, the boy realized he needed to create something different. He began selecting the most beautiful lemons, arranging them in an attractive way, and thus managed to sell much more.

“When we put the hybrid system in a prominent position, we are doing the same thing as that kid: differentiating our product and adding value. This transforms a simple offering into something that consumers really want and are willing to pay more for,” he concluded.

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