How do you assess the current situation in the Polish PV market?
Jan Stottko: In 2022 and 2023, the Polish government used EU funds to promote the expansion of photovoltaics. After the 2023 election, there was a slump in the PV industry because the market at the time was heavily dependent on subsidies. In the meantime, demand for climate-friendly solar solutions has increased, new subsidy programs have been launched and we expect the market to stabilize in the future. As in other European countries, the general European mood and current inflation are influencing the climate for private investment. In contrast to Western Europe, the electricity price for private customers in Eastern Europe is part of social policy and is cross subsidized by commercial and industrial electricity prices. This means that a kilowatt hour consumed privately in Poland can be cheaper than one used commercially or industrially.
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When did SMA enter the Polish PV market?
SMA has been present in the Polish market since 2012. In the following years, SMA built up a sales team there. Since 2018, a stable PV market has been developing in the country in the area of solar systems for private users and in the area of large-scale PV power plants. In addition, the current government is an outspoken supporter of photovoltaics and promotes its expansion. SMA produces larger assemblies in the Magnetics plant in Poland. The plant is now the second most important location in Europe in the SMA Group. The proximity to the university city of Krakow also ensures good availability of specialists. Sales is docked at SMA Magnetics and looks after the Home, Commercial and Industrial markets.
How is SMA positioned in the Polish photovoltaic market?
What we ourselves only recently realized is the fact of "domestic production". As is probably the case everywhere, Polish customers also value regionally produced products, which is why we allow ourselves to advertise with the slogan “SMA - the most polish inverter in the market” for some time now. In addition, we strive for long-term relationships with our customers. We have been in the PV market for so long that we have learned to listen and respond to customer needs. We share values with our customers such as high standards of quality, performance, durability and data security. Data security, compatibility and guarantees are particularly important for large power plants. Investors in Poland and Germany have very similar mindsets.
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How do you assess the prospects of the Polish PV market?
In the home sector, new installed power has almost quadrupled from three gigawatts in 2020 to 11.3 gigawatts in 2023. In the large-scale system sector, installed power has increased from just under one gigawatt to over four gigawatts in the same period. Even though demand for PV on residential buildings has declined, we are seeing increasing demand in commercial and industrial sectors. Photovoltaic electricity is cheap, and electricity prices are also rising in Poland. Poland is therefore a fascinating market with a continuous upward trend since the market stabilized in 2018. In addition, the current government is creating a good climate for renewable energies. Compared to other markets, you may have to be a little more flexible for the Polish market, and the market may also be a little more political than the German one, but it offers excellent growth potential with a long-term perspective.
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About Jan Stottko:
Jan Stottko is Sales Partner Manager at SMA and has been with the company since 2006. In international regional sales, he supports his Polish colleagues in supporting Polish installers, who in turn advise end customers in the private sector on SMA solutions for generating, storing and managing solar energy as well as for charging electric vehicles. He also supports PV projects in the commercial, industrial and service sectors, with the Polish SMA sales department being actively supported by the subsidiary SMA Magnetics. In addition to the Polish team, Jan Stottko is also responsible for colleagues in Sweden, Austria, Switzerland and Hungary.
Interview by Manfred Gorgus
