Become a SANDISOLAR Distributor: Partnership and Application Guide

Being a solar power distributor is not an easy task that just involves buying solar power equipment at a discounted rate. The customers are expecting guidance on the sizing of the inverter, compatibility of batteries, installation, commissioning and after-sales service.

The successful distributor will thus provide a linkage between the product supply and local market information. Before seeking to apply a company must make sure what segment of customers they can target, what sort of technical support they can provide and how they will be handling inventory and service requests.

Who is the SANDISOLAR Distributor Opportunity for?

The opportunity is for existing solar wholesalers, electrical-equipment distributors, EPC contractors and system integrators / retailers moving into energy storage.

The ideal candidate will be legally registered as a business, know local electrical requirements and have access to installers and/or technical personnel. The time needed to develop the market can be reduced if an existing relationship with residential, commercial and/or industrial customers already exists.

Businesses should have a look at SANDISOLAR's current partner network, to get an insight into SANDISOLAR's direction of international cooperation.

Before going to a local market, assess what your community needs.

The market problem that a distributor should define is the one that it wants to solve. Backup power can be the greatest demand in the outage prone areas. Depending on the market, it can be advantageous to favor solar self-consumption and peak-rate management, or off-grid solutions in remote areas.

Find out the common power needs, grid load, availability of solar resources, cost of the customer and other brands. This data should be used to identify the products that will get first look and not just by their nameplate power.

Insert Local Market Qualification Checklist (Table 1) after this section.

Select your Focused Starting Portfolio

When a new distributor is entering the market, it is advisable to not release multiple models at the same time. For typical home solar system sizes, a more manageable portfolio could consist of multiple off-grid solar inverter options coupled with compatible LiFePO4 battery options.

The basic portfolio to be adopted should be based on the local voltage, frequency, installation habits and purchasing ability. Product data sheets, certifications, communications conditions and warranty conditions should be checked prior to a commercial order.

Develop a PRL.

A credible application elaborates on how the products will be able to reach the customers. Examples of channels are installer networks, electrical stores, regional dealers, project tenders, online sales and solar showrooms.

The applicant is asked to give an estimate of the first year sales of their customers and not just the total of sales. A successful blueprint will include areas of focus, system sizes, sales duties and marketing initiatives, like installer workshops or product demonstrations.

Develop technical and after-sales knowledge and capability

Solar products need more support than typical consumer products. Distributors might need to assist customers in selecting the compatible battery and inverters, setting up the system, and deciphering alarms and arranging warranties.

Design knowledge and battery voltage, inverter configuration and safe installation should be known by at least one person on the team. Service procedures should specify the customer report recipients, evidence that will be gathered and the criteria for escalating to the manufacturer.

To help applicants, SANDISOLAR's download center is available for the study of product manuals and technical resources that are currently available.

Practice creating a plan but not over-committing it!

Realistic demand and lead time and service requirements should be used for opening inventory. The range of high power products may be neglecting the entry level residential user and the extensive range of products can restrict working capital.

Sample availability, production lead time, shipping terms and spare-unit planning should be discussed with SANDISOLAR direct from the applicants, as well as the minimum order quantity. Commercial terms will be different depending on the product and territorial and partnership agreements.

Gain customer confidence by using Project Evidence.

When local customers are considering hiring a supplier, they are often interested in asking if the supplier has experience in similar systems. While product specifications are important, completed projects show how the equipment is mixed under actual operating conditions.

Distributors will be able to learn from the company's solar and energy storage cases during their decision making process of choosing applications which align with their market. Later, the system capacity/usage, application, installation photos, and results should be documented for locally completed projects, as approved by the customer.

Make a “Strong” Distributor Application.

A beneficial application ought to clearly introduce the company, and make it effortless to evaluate. Add legal business name, country, service area, web site, existing product categories, sales channel, technical capabilities and demand estimate (annual).

Applicants are also to outline their target market and product(s) they wish to venture into using the SANDISOLAR. It's more convincing to have specific market information instead of a generic, “many customers.”

What Goes on after the Primary Inquiry?

The initial inquiry should not be intended to mean that it has been unconditionally accepted, but should be a starting point for a commercial / technical discussion. For both parties, market coverage, product demand, price, order quantity, logistics and services responsibilities must be considered.

Applicants should ask for clarification in writing of the territory conditions, procedure for warranty, use of marketing material and technical support. These details will help both parties to have realistic expectations prior to the first order.

Get the Partnership off to a measurable start with a Measurable Launch Plan

Product training, demonstration system and limited initial portfolio is a good starting point for a practical launch plan. The distributor will then be able to gather feedback from the installers, customer questions and initial sales data prior to expanding inventory.

Qualified leads, quotations, conversion rate, project completions and service turnaround time should be used to monitor performance. Businesses who are eager to get their product and services into the market can fill out an inquiry on the SANDISOLAR contact page.

Conclusion

First of all, applicants must have more than just an interest in solar products in order to become a SANDISOLAR distributor. Successful applicants are knowledgeable about their area, have appropriate sales outlets and can assist customers pre and post installation.

Having a focused product plan, realistic forecast and clear service structure provides a better basis for a long term distribution partnership.

FAQ

Q1. Who can apply to become a SANDISOLAR distributor?

Solar wholesalers, EPC companies, solar system integrators and existing energy retailers are welcome to apply. Market coverage and operational capabilities will be the basis to final suitability.

Q2. Is previous solar industry experience required?

Relevant experience is very important since solar equipment has to be technically selected and post-sales service is needed. Experience with electrical, renewable-energy or project should be clearly outlined in applicants' experience.

Q3. Exclusive territories are available?

Territories are not specified as automatic. The availability, targets and conditions shall be discussed directly with SANDISOLAR by the applicants.

Q4. In what way(s) should the inquiry be conducted?

Confirm your Company profile, Country, Target region, Sales Channel, Product interest and Your estimated demand. Where practicable include technical & service capabilities.

Q5. Is it possible for a distributor to start out with samples?

Sample and opening order is based on products and commercial terms you select. Ask for a confirmation at the first discussion.