Wow! ... (takes a breath)

Its been 10 years.

SunWiz first published market data one decade ago.

and what a cracking decade its been!

Who'd have thought we'd grow from 6MW/month in 2009 to... (wait for it)... 206MW/month in 2019!

 

10 years publishing solar energy data has taught me something:

It's the best-informed companies that thrive and prosper

 

Operating a business without market data is like fighting a battle in the fog of war,

while your enemy has GPS tracking heat-seeking missiles

 

Okay, maybe that's a bit extreme.

But it's no coincidence that market leaders all read SunWiz

 

Now I reckon that 206MW/month isn't fast enough to stop climate change

I reckon the entire industry needs a boost

Our real competition isn't each other:

Its fossil fuels

(and fossil fools)

 

So

To help accelerate the solar industry

To help solar businesses make a decent return on their efforts

To help spread the good news

(and to help demonstrate great reasons to subscribe)

I've decided to make SunWiz data free.

 

Yep, Free.

 

Yeah yeah yeah

I'm not running a charity

I've got a family to feed

Plus a wife with high expectations

(wife says): "don't forget about all the dough you spend on gadgets"

 

So I can't give away everything for free

I'll give enough away to keep you informed

To help you make strategic decisions

and to whet your appetite for more

 

You'll get volumes of solar installations 

sizes of solar installations

prices of solar installations

residential, commercial, industrial, utility

what it takes to rank in the top 20

 

And then you may want to know

Which top-20 company recently grew by 90%

Which 7 companies are sustaining contractions of 10%-33%

Which leading company installed 2x the number of 100kW systems of their nearest competitor

Which company surged up the ranks of the >100kW rooftop volume

Which companies are getting the most Victorian Solar Rebates

Which four Bunnings have registered LGCs

Which #1 panel retailer grew their market share by 25%

 

How?

Download this month's PV Insider now.

 

(Oh yeah, we also recorded this Vodcast interview with whom we thought displayed the best technology innovation at All Energy)

 

 

| Category: Newsletter |

Australia's best solar sales coach now available 24-7

The complaint I most commonly hear from solar business operators is how difficult it is to make a reasonable profit on a sale. That it's a race to the bottom, and its cut-throat. I see evidence of this everywhere, and just wish I could wave my magic wand and help hard-working businesses earn what they truly deserve

At the same time, some of the companies I assist are amazingly profitable and rapidly growing. They're not competing on price whatsoever and regularly exceed 30% GP on a sale.

Looking across my client-base, I've recently analysed what makes the difference between a high-profit company and one that has to compete on price. (And I'll soon implement services in a select group of businesses that build up a perpetual growth high-profit sales pipeline - let me know if you're interested in being involved.)

But perhaps the simplest way for any solar company to improve its profitability is to master selling solar power systems. Essentially, a good solar salesperson should be able to close more deals at a higher price than a regular solar salesperson (who has to cut prices to stand a chance of winning work).

Part of mastering selling solar is the simple fundamentals of mastering sales (whether that be solar sales or selling any other product or service). And there's plenty of resources (books, courses etc) that can help in that department.

But selling solar power is a specific skill, as essentially you're simultaneously selling an improvement in the cost-of-living, financial instrument (payback), a commodity (electricity), improved lifestyle (carefree air-conditioning), and an environmental benefit (feel-good). 

For quite a few years, I've been presenting to audiences alongside one of Australia's best sales coach. In that time, I've witnessed Dean Mannix evolve from an amazing sales coach into someone who really know's how to apply sales fundamentals to the specialised skill of solar sales. I'd even go so far as to say "Dean Mannix is Australia's best solar sales coach". And while we reached hundreds of people on roadshows, we simply couldn't reach every corner of the country. Plus, this material takes a few cycles of learn-apply-review (repeat) for it to sink in, with each cycle delivering incremental improvements to sales.

That's why I'm thrilled that Dean Mannix has now made his sales package available to everyone in the country, 24-7. You can watch it in the comfort of your own office, again and again, whenever you need.

To summarise what Dean will show you, in a single line:

If you’re sick of losing quotes on price… ... I'll show you how to win on quality!"

Learn how to sell solar profitably with Dean Mannix, now

 

| Category: Newsletter |

Australian Solar Panel Market Share - SunWiz lifts the lid [Charts ahoy!]

What’s the most popular solar panel brand in Australia? How much volume is each brand moving?

These are burning questions for Australia’s solar industry. Here are a few reasons why:

  • Panel manufacturers need to keep an eye on their competitors - and understand which brands (if any) that they’re losing market share to.
  • Wholesalers want to know if they’re the top provider of a particular panel brand - or whether they should be offering other ‘rising stars’
  • Solar retailers would love to know what panels are the most popular - so they can offer them to customers

Even though this kind of solar market data is in high demand, it’s not easy to get, make sense of, or put to good use.

When you do look for data, what you’ll find is charts like the one below. It shows the volume of ‘tier 1’ vs ‘tier 2’ panels installed in Australia over the course of several years.

It shows an interesting and relevant trend - an increasing percentage of the panels sold in Australia are classed as tier 1.

But in addition to being outdated, it doesn't identify which brands are winning.

 

Here’s a fun fact about SunWiz: We already track each and every solar power system installed in Australia - over two bloody million of them! 

What’s more, we can instantly produce data on the system size, where & when it was installed, and (often) who sold it. 

All of this info is in our flagship Insights reporting service.

The missing piece of the jigsaw puzzle has always been panel brand - until now!

 

SunWiz MarketView shows trends in Australian PV panel market share

(Do you like charts about panel market share? Read on!)

Read more: Australian Solar Panel Market Share - we lift the lid

Changes to Vic Solar Homes rebate brings much needed relief - but (how long) will it last?

After months of uncertainty, it looks like Victoria’s solar industry can finally breathe a collective sigh of relief, with the introduction of a ‘more rebates, more often’ approach that should help return stability to the market.

For those companies that managed to pull through the months of turmoil, they can now get back to the important work of bringing the state’s electricity system into the modern era.

The government’s policy shift is undoubtedly a direct result of the increasing pressure it was under from industry, led by fierce and vocal efforts from the Clean Energy Council, Smart Energy Council, Solar Cutters and countless other organisations & individuals.

Interestingly, the government has decided to double down on its commitment, allocating a larger budget and a greater number of overall incentive slots to the program, plus greater safeguards for safety. 

But will it fix the problem for good? Let’s have a look.

What’s changed with the Solar Homes package?

Here are the key changes to the Solar Homes program that the government has brought in:

  1. An extra 23,000 rebates have been made available this financial year.

  2. Rebates will be released on the first and third Monday of each month, smoothing demand more evenly across the month

  3. The number of rebates has increased from 3,333/month to 6,500/month in October and November, and 5,000/month from then on (except for January - always a slow month anyway - which is only 4,000). September's release will be boosted to 9,750, forward loaded into the first fortnight in order to release built-up pressure.

  4. The value of each rebate (~$2,250) will remain at the current level until 1st January 2020, when it was previously set to reduce anyway. That reduction is likely to drive a surge in demand in November and December

  5. Solar retailers will be able to upload complete quotes at any time, normalising their workflow.

  6. The web portal will be streamlined, and controversial aspects of the scheme including facial recognition will be removed later in the year

  7. An increase in the number of post-installation audits to ensure quality & safety of jobs undertaken under the scheme

  8. A business mentoring program conducted by Small Business Victoria to be introduced

First reaction: Now will there be enough rebates to go around?

Read on to find out why you shouldn't break out the (expensive) champagne just yet.

| Category: Newsletter |

Read more: Victorian Solar's Sigh of Relief - how long will it last?

August has smashed last month’s record for the amount of time it took Victoria’s Solar Rebate slots to run out. Three days? How about two hours?

Already at a crisis level, the rebate scheme has now entered nightmare territory, with solar installers across the state – already hurting – forced to sit out another month without sales.

Nigel Morris has presented some excellent analysis of the numbers put forward by Solar Victoria CEO Stan Krpan in this week’s Solar Insiders podcast.

 

As he pointed out, in July only about half the 660 solar companies that uploaded quotes to the Solar Victoria platform were able to get one or more rebates approved.

Even among those who did manage to get a win, the number of rebates approved just isn’t enough to keep a business afloat, particularly after 2+ months of negligible sales at the end of the last financial year.

August must feel even worse.

It’s time to right this ship before it sinks.

Let’s be very clear. The Victorian government has severely misjudged demand for the rebate. You could almost forgive the government for the mess we’re currently in, as their intentions were good and it is admittedly extraordinarily difficult to get incentives right.

But it’s not like we haven’t been here before. Time and time again – both locally and internationally – government subsidies have either been too small to make a difference, or too large and therefore blow out a budget, with their subsequent removal leaving a crater.

What’s more, with even just a cursory look at the numbers, it’s not hard to see that the parameters were out of whack from the start: Rebate undersupply occurred in the first year of the program, where 32,000 rebates were delivered in 8 months (roughly 4,000/month).

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