Os Brazilian integrators faced a challenging first semester in the photovoltaic market.
Slowing demand and tighter credit prevented more business from being generated in a sector in which 48% of sales are financed, according to recent data from Greener.
In addition, energy distributors created questionable devices, such as the case of “flow reversal”, making sales even more difficult and creating a kind of “perfect storm”.
However, to the CEO of Bluesun, Roberto Caurim, many integrators can lose good business due to lack of use of more assertive sales techniques and current, What is the case with energy costs? (LCOE) instead of using only the payback.
"The payback is still important and should not be discarded, especially at this time when the prices of photovoltaic kits are very low and the payback is around 15% lower, according to Greener”, he said.
“But, the cost of energy brings a powerful sense of urgency to the customer, one of the pillars of a sale, along with desire and need. This will make all the difference in closing a good sale.”, added the executive.
Basically, the energy cost is the cost of the photovoltaic kit already installed, added to maintenance expenses (such as cleaning the modules) and divided by how much energy the consumer will generate in 25 years, the estimated useful life of a photovoltaic system.
According to Caurim, this number in R$/kWh provides a surprising result for kits up to 75 kWp.
“In short, to generate their own energy, using the photovoltaic kit, the customer will spend around 15% to 30% of what they spend buying energy from the distributor”, he commented.
“This is real and easy to calculate, if you want more details, on the Bluesun platform we have an energy cost calculator for use by our Integrators, where the Integrator can insert their company logo and deliver the calculation and report to the customer ready, very simple, on a single page”, said the company’s CEO.
“I have been talking about this powerful persuasion technique since January this year in my lectures throughout Brazil, at events for integrator companies, and I very frequently receive excellent feedback from Integrators who have started using this type of persuasion approach with the client and, all this, without taking into account the residual cost of the equipment at the end of its useful life, estimated at 25 years”, he commented.
According to Caurim, the sales journey is essentially a customer education process, where important data such as energy costs cannot be overlooked.
“Using the cost of energy as a convincing technique, the customer can understand how much they lose per year, per month, per week or even per day. The role of the solar energy salesperson is to show this in a clear and educational way to the customer. Believe me, this makes all the difference”, said Caurim.
Bluesun
Bluesun stands out today in the market as one of the three largest distributors of solar energy equipment in Brazil, according to Greener research.
Its stock capacity is 1 GW, with units in Limeira and Sumaré, in the interior of São Paulo, and in Itajaí, in the interior of Santa Catarina.
Furthermore, the company stands out for having its own finance company, where it is the majority shareholder with 54% of the shares.
BSF (Bluesun Serviços Financeiros) is independent of traditional banks, which analyzes financing proposals on a case-by-case basis and has a high approval rate.
