How did you get into photovoltaics?
By a roundabout route. I studied mechanical engineering in Poland and obtained an engineering degree there. I then studied business administration in Germany and graduated with a business degree. After managing business with Poland for a German commercial vehicle manufacturer for years, I decided to switch to the photovoltaics industry in 2011.
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What motivated you to change?
A mixture of desire to build something new and enthusiasm for the technology. I was especially excited about photovoltaics because of its possibility to generate clean electricity for decades with comparatively small investments.
How would you describe your role in the Polish PV industry?
I come from the sales of commercial vehicles. These are technical products that require explanation. I have taken my experience into the PV industry and describe my first years in the industry as ambassador work for German photovoltaic technology in Poland where I succeeded in establishing partnerships for German companies in Poland. Some of the companies I worked for have received awards for their solutions and technologies in Poland.
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If you could enter the industry again, would you do everything the same?
In 2011, the PV industry in Poland was just beginning. I am a B2B salesperson and have continued this work in the PV industry. If I could turn back time, I would personally invest in the production of PV components with German quality standards in Poland.
How can you best describe your current tasks in the market?
While I previously worked practically only for German companies in the Polish market, my job today is communication in both directions: selling products and services from Polish companies to the European market and products from European companies to the Polish PV market.
What products and services do you offer?
Our focus is on complete PV solutions, from small roof systems to system providers for large PV projects, roof systems and open space systems for customers in Poland and German-speaking Europe, i.e. Germany, Austria and Switzerland.
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2023 seems to have been a difficult year for many Polish wholesalers. Was it also for your company?
A clear no. Our warehouse, marketing and logistics is based in Poland. Our German branch is located near Munich. From there we primarily serve customers in the DACH region and other Western European countries. Throughout Europe we deliver within 24 hours if the components are in stock. Our team is lean and all employees have experience in the photovoltaics industry. We work with flat hierarchies, which makes us fast and flexible. We think from the customer’s perspective and talk to the customer. The market seems to appreciate that.
How does the Polish PV market differ from other markets?
In my experience, price plays a bigger role in Poland than in Austria, Germany and Switzerland. We can offer reasonable prices, but as a young company we have to convince in all areas: fast and reliable delivery, good advice, attractive prices and flexibility when the customer is asking for changes in the order.
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What developments do you see in the Polish PV industry for the next 6 months to 2 years?
The PV industry in Poland has developed into a stable market in recent years. Following the change of government, the PV industry will now receive billions in EU funds. This is one of many subsidies that Poland is expected to receive. This will lead to a further increase in PV installations in the country. Due to the outdated Polish power grid and its time-consuming upgrading, electricity storage will be an increasingly interesting investment in the next 12 to 24 months.
The interview was conducted by Manfred Gorgus
