PV wholesalers react to anti-dumping duties, buy more European solar modules

Solar cells by Innotech Solar. The company has concluded contracts with six new distributors
Solar cells by Innotech Solar. The company has concluded contracts with six new distributors

Scandinavian-German solar photovoltaic (PV) module manufacturer Innotech Solar (ITS, Narvik, Norway) reports, that it has contracted six new distributors. In doing so, the company is benefitting from the increased demand for European solar modules from distributors who want to avoid paying backdated anti-dumping duties for purchasing modules made in China.

ITS notes, that in order to survive in the ongoing price war, increasing numbers of wholesalers are incorporating PV modules with unique selling points in their product portfolios.

“Many distributors are currently changing their strategy. As potential anti-dumping duties are making it unclear who will provide the cheapest solar modules in the future, distributors are including more and more products with unique selling points in their product portfolios to allow them to compete on factors other than price alone,” explains Dr. Thomas Hillig, Vice President Module Sales & Marketing at Innotech Solar.


Insolvencies lead to more risk awareness

Hillig believes that in a competition solely based on price, only a few of the largest distributors will survive in the long term, as their purchasing power means that they can negotiate the best deals. At the same time, the rising number of insolvent solar companies has led to greater levels of risk awareness among distributors, as in many cases they have to assume the warranty for the products they have sold.

“The cost benefits brought about by our special production process means that, unlike many other manufacturers, we have a positive cash flow. This economic stability was a further crucial factor which resulted in our new distributors deciding to work with us,” Hillig emphasizes. ITS has developed a process that economically restores the performance of low-efficiency solar cells to their full capacity by using thermal imaging to detect low-performing cell areas and automatically isolating them with special lasers.


2013-04-19 | Courtesy: Innotech Solar | © Heindl Server GmbH

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