Ernst Schweizer is best known for their in-roof system Solrif. How has this product been developing?
Sjef de Bruijn: It has become a system that is tried and tested and renowned even beyond Switzerland. Since its introduction in 1999, we have installed about 750 megawatts. But compared to on-roof systems, many solar technicians are still quite reluctant to install in-roof systems.
Helge Hartwig: In Germany in particular, there still is a lot of prejudice about in-roof systems. Most of all, the cooperation between the roofer and the solar technician plays a role here, as well as questions of warranty. This works better in countries such as Switzerland, Austria and the UK. Demand is now also rising from the Baltic countries and the Benelux countries. In France and Italy, however, subsidies were suddenly cut. But the high level of recognition of Solrif helps us to gradually expand this market.
Sjef de Bruijn: In Switzerland, cooperation between the various disciplines works quite well. In Germany, roofers are still feel a strong attachment to conventional tiles. There are many reservations between the solar technicians and roofers. Solrif works like a tiled roof, it can be used to build roofs of any size. It is easier to install than a classic pitched roof system. Two people can mount about 30 kilowatts to a roof per day. However, more precise measurements of the roof must be made beforehand in order to know how the panels will fit.
In Switzerland, you already have a good standing with your in-roof system. How will the markets develop in the future?
Helge Hartwig: We expect photovoltaic systems integrated into the façade or roof to grow faster than the PV market in general. This niche will widen. High quality and precision in production and installation are essential prerequisites for this. Nevertheless, Solrif makes installation very easy.
Sjef de Bruijn: Switzerland is a country with high wages, but our products and plants are very efficient. Only in this way can we be competitive. We are not interested in using price to sell our products. This is about high-quality building products. The Swiss market rewards this strategy: We grew by 43 percent in 2017. In 2018, we expect overall growth of around 20 percent. This will come mainly from abroad. In Switzerland, we should gain ten percent.
What is the solar segment’s share in the overall turnover of the Ernst Schweizer AG?
Sjef de Bruijn: About 20 percent. We have five divisions, solar is one of them. The importance of solar-thermal components is declining compared to the past, but mounting systems for photovoltaics are growing. Following the acquisition of Hilti's mounting systems (roof-mounted, flat roof) two years ago, we are now more broadly positioned. It used to be the case in Switzerland that the western cantons, i.e. French-speaking Switzerland, were very open-minded towards photovoltaics. On the other hand, demand for solar-thermal collectors increased in the German-speaking cantons. This is currently changing but still noticeable.
How do you manage sales and expansion abroad?
Sjef de Bruijn: In addition to increasing efficiency, we want to achieve this through representatives spread all over Europe. Solrif is our unique selling point, but with Hilti's MSP systems we are also well positioned. Our core markets are Germany, Austria and Switzerland, commonly referred to as the DACH region. However, we also see good opportunities in other European markets. We are not going beyond Europe for the time being.
Helge Hartwig: We are not interested in selling as much volume as possible. Some competing companies make this mistake by going for volumes instead of coverage. Overly low prices – that will not work in the long run. We want to occupy segments where the value of photovoltaics goes beyond the cost per kilowatt.
Sjef de Bruijn: The exchange rate is also helping us at the moment, because the euro is rising. This allows us to be competitive. But sustainable growth is only possible if we can achieve high quality and efficient production. It will not happen quickly, there will not be explosive growth. But it will continue, I am sure. (HS)
Dr. Sjef de Bruijn is head of the solar systems division at Ernst Schweizer AG.
Dr. Helge Hartwig is head of Sales and Technology for Assembly Systems (Photovoltaics) at Ernst Schweizer AG.
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