Solar Irrigation, Water Pumping and Agri-Solar

Water and energy are the backbone of any farm operation, and in Australia, where distances are vast and resources scarce, finding efficient and cost-effective ways to manage both is crucial. Enter solar irrigation and wa...

Smart Commercial Solar's Huon Hoogesteger just weighed in on the importance of integrity in our industry and why selling solar requires understanding a customer's energy story.  
 
Here's an excerpt:

The commercial solar boom has begun and it’s up to design and install companies to do the right thing, writes Huon Hoogesteger.

Even in a boom – and we are definitely in a boom as was apparent at All-Energy in October – commercial solar is ultimately about telling a story, and telling that story begins with listening to someone else’s. You need to understand a customer’s energy story before you can suggest an alternative.

Why do they have a power spike in the afternoon? Could their operations start at 8 am instead of 6 am (when the sun isn’t up)? What have they been trying to achieve with energy? Quite often, people don’t even know their own story.

Only once you dig into a client’s data and bills can you can tell them with a true understanding about the best way to improve their energy future with solar.

One part of the commercial solar story is quality, but the industry has long been plagued by operators who sacrifice quality for cost. Quality in a solar generation is critical and comes at a cost. It’s vital that clients understand that. In terms of conveying this value, we usually use something everyone can relate to: a car. Are you going to buy a rugged all-rounder or are you going to buy the cheapest run-around available? Depends on what you need. Australia is a harsh environment, with a range of temperatures and conditions. Solar needs to be tough and built to last. It needs to be designed to deliver long-term benefits. In short, you need a rugged all-rounder.

If you’re not willing to negotiate on quality, the conversation and the outcome changes in a good way. Your customer only negotiates on quality if you do and they are misled into thinking it’s an option.

Let me give you an example from real life...

Access the full article here

Written by
Huon Hoogesteger

Image CTA

Related Articles

The Global Opportunity: Insights from Smart Energy 2024

In the wake of Australia’s COP31 2026 hosting bid announcement, six exciting speakers took to the stage at Smart Energ...

Smart Company, News Room, Sustainability

Pioneering Papua New Guinea’s Energy Transformation

Papua New Guinea (PNG) is a country of incredible natural beauty and cultural diversity. Its unique geography, compose...

News Room, Technology & Solutions

Insights from All-Energy 2023

Every year, for two days in October, Melbourne's MCEC becomes the epicentre of the Australian renewable energy world d...

Smart Company, News Room

Back to insights & our latest articles

Back to Articles

Other Categories