The expansion of the energy storage market in Brazil no longer depends solely on the price factor, but on a consultative approach with the end consumer. This was one of the main messages conveyed during the Canadian Talks event, held by Canadian Solar, in which experts discussed strategies to accelerate the growth of the sector.
Rodrigo Melão, Key Account Manager for Canadian Solar, highlighted the importance of integrators changing their traditional sales model. “Integraters will have to make consultative sales. It is essential to understand each customer’s profile to define the ideal battery usage method, whether for backup, self-consumption or time of use,” he said.
According to Melão, the Brazilian market still sees price as a major barrier, but he emphasizes that the real advantage lies in the combination of technological quality and customized solutions for each consumer. “We are bringing premium products, with certifications that go beyond the requirements of the Brazilian market. Our goal is to serve customers who seek advanced technology and reliability in the final product,” he added.
Irene Sultanum, Sales Manager at Canadian, reinforced this vision and highlighted that the event Canadian Talks was created precisely to clarify doubts and bring integrators closer to new battery technologies. “The main objective is to provide technical knowledge about storage. We want the market to clearly understand the fundamental points of these solutions,” he explained.
According to Irene, Canadian Solar intends to consolidate itself as a strategic partner, offering technical and commercial support to integrators of all sizes. “If you have a project and don’t know where to start, our sales and engineering team is ready to help you define the best solution for each case,” he said.
The company's portfolio ranges from residential solutions, small and medium-sized businesses, to large centralized power plant projects. The power range varies from 10 kWh to 5 MWh, which makes it possible to meet a wide spectrum of needs. For Irene, lack of knowledge is still the main barrier that prevents the storage market from achieving more expressive growth in Brazil. “We need to clarify the real benefits of these technologies to drive broader and more consistent adoption in the Brazilian market,” she concluded.
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