JBR approached by pv systems wholesaler to define growth strategy

Assignment

JBR was approached by a wholesaler of PV systems (solar power) for support in defining a growth strategy.

Background

The client sells PV systems to solar installers and installers with customers in the residential and business segments. The market is rapidly evolving with various technological developments and geopolitical challenges.

There have been significant changes in the supplier playing field in recent years with consolidation of Chinese suppliers being a key driver.

Supply and demand in different market segments and different European countries has distinct dynamics (e.g. access to subsidies, feed-in tariffs, climate, size of projects, knowledge level, etc.) and this requires separate analyses and market approaches.

In addition, PV systems are increasingly part of an integrated system with energy storage and energy management which enables new business models.

Problem Statement

The client has shown strong growth in recent years, but has reached a crossroads where market dynamics made it unclear what is the best strategy to shape the next phase of growth.

Our contribution

During an initial work session, fundamental strategic questions were discussed and growth hypotheses were identified and defined as possible growth strategies. In order to make an informed choice between the alternatives, a trade-off framework was drawn up which formed the basis for project planning.

Through external interviews (customers, suppliers, industry experts), an internal analysis and desk research, the development of demand, the force field, strengths, weaknesses, opportunities and risks were identified. In several working sessions, the strategic options were evaluated and the most suitable option was further developed into a business plan with an extensive financial section.

The result

The strategic plan was presented to the Supervisory Board and approved. The plan will be implemented in the coming years.

*At the request of the client, the name of the company is not mentioned.