COVERSTORY


issues when they are adopting our bespoke software and streamlined component range. Through a partnership with a local steel building construction company we also pioneered a new way of mounting PV onto fibre cement (and older asbestos cement) roofs – PVOverRoof. This has proven successful in that it offers building owners a way of installing PV onto barns/stores etc. which demand such porous roof surfaces without compromising the roof itself. Roof sheet warranty is not invalidated as is the case with traditional hanger bolt style solutions. A final benefit is that the roof does not leak!


sourced (in most cases China again). In all cases regular audits are being undertaken to maintain a high standard of supply.


One big advantage seen resulting from this very focused supply chain (one supplier per category) is it allows us to gain far more detailed knowledge on each product and this allows us to support our customer far more effectively. Had we chosen to support many different companies in each technology area we would inevitably have been less effective in our support relying more on the manufacturer. Our customers want us to support them and not feel that we ultimately support only the manufacturer’s headquarters.


With ever growing realisation that the FiT was going to be reduced (be this rather strangely handled by Government in recent months) we realised we had to do more to reduce system prices and to that end identified a China based


manufacturer of mounting systems – Akcome.


They were very much open to making specific designs to not only meet the particular needs here in the UK but also putting into production ideas we had for a best value


proposition to keep system prices as low as possible. Specific tooling was commissioned and a range of products launched for both domestic and industrial roofs as well as a range of ground mount


solutions.


To finally complement this package, cables and related BOS (Balance Of System) parts are being


The issue of refining a sales approach has been perhaps the most challenging especially for the residential (sub 4KW) size installations. Initially we had in mind sales would be direct to the ever- growing ranks of MCS installers. This approach, while worthy, was far from successful. It became clear that in most cases MCS installers required a complete kit delivered fast and in most cases these kits were unique to each order (roof type, power needed etc). While we were increasingly able to supply all parts our structure was unable to effectively supply at this level without burdening us with a cost base that would have led to significantly increased costs through to our customer.


Our approach has therefore been to work closely with a select few partners who can offer this local kitting up from parts at a price point we would be unable to replicate. We then simply supply volume deliveries through to these regional centres allowing them to kit up against individual orders. These partners operate under our SBC brand


Had we chosen to support many


different companies in each


technology area we would


inevitably have been less effective in our support


relying more on the


manufacturer 17


www.solar-pv-uk.com Issue I 2012


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32