Solar
power industry is growing overtime due to variety of factors. The cost of
solar-photovoltaic (PV) has dropped about 75% since 2009. Countries like Japan
and China is currently pursuing solar energy aggressively. Along the value
chain, competition between suppliers has been stiff and their operation and
product has stabilised and standardised.
However, downstream companies still has the space to differentiate their
companies as the customer demand is not well served. In this article, we are
looking at customer segments to target and serve for downstream solar power
suppliers. According to McKinsey & Company, there are five main customer
segments to focus on.
Off-grid
Areas
For rural areas that
have no access to electric grids, solar power has an obvious advantage. Besides
from rural villages, remote factories, mining sites or telecommunication towers
can be the target customers. With decreasing costs, solar power is now a better
option for customers, for example dark villages located in Africa and India.
McKinsey & Company predicted by 2020 the demand of solar power from this
segment will be 15-20 Gigawatts.
Residential
and commercial retail customers in sunny areas
Residential
and commercial segments have been finding way to cope with ever rising utility
bills. On the other hand, companies are willing to choose
environmental-friendly energy more than ever. Homeowners also perceive solar
power adds value to their property and investments. In fact, a lot of
businesses in developed country like United States and Italy have been
generating their own power with solar power. A company should provide ways of
low-cost financing for the customers to boost sales. McKinsey & Company
predicted the demand of this segment reaches 150 to 250 Gigawatts by 2020. Residential
and commercial retail customers in areas with moderate sun conditions but are
charged with high retail electricity prices.
This
segment is one of the biggest customer segments to target on. Regions with
moderate sun conditions include Japan, Europe and Canada. Access to low-cost
financing is also vital for this segment. Companies that already have a lot of
customers, for example telecommunication companies, may enter the market
because they can acquire customers at a much lower cost. McKinsey & Company
predicted the demand of this segment reaches 65 to 120 Gigawatts by 2020.
Isolated
Grids
Currently,
isolated grids are mainly made up of diesel generators. Generally, these
generators do not generate power that is higher than 100 Megawatts. Recently,
some companies build an isolated grid hybrid, using both diesel and solar
power. The demand in this segment is currently at 25 to 30 Gigawatts. As
mentioned above, low-cost financing will be the main problem to reach
customers.
Peak
capacity in growth markets.
The
gap to fill here is the need of new energy-power infrastructures in growth
markets like in India and China. Countries that import a lot of liquefied
natural gas like Japan can be a big customer. However, they may turn to lower
cost alternatives like natural gas, but demand of solar power will still rise
and reach at 150 to 170 Gigawatts by 2020.
New,
large-scale power plants.
The
potential of large scale power plants may be big, but cost gap between solar
power and other alternatives such as coal and gas needs to be closed. Large
scale power plants are hugely demanded in emerging markets. This segment is not
taking up solar energy as quick as the other segments but the demand is still
impressive. According to IHS, from 10 Megawatts in 2011 from all global
installations, it is predicted to more than double in 2016 to reach
approximately 25 Gigawatts.
Conclusion
There
are a lot more ways to segment customers and business companies can target
their own market with their expertise. For example, agricultural, government,
and industrial can be attractive markets on their own. It is advisable for
downstream solar power companies to differentiate themselves to gain
competitive advantage.
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Value chain: The process or activities by which a company adds value to an article, including production, marketing, and the provision of after-sales service.
Downstream: In or toward the latter stages of a usually industrial process or the stages (as marketing) after manufacture.
Upstream: In or to a position within the production stream closer to manufacturing processes.
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References:
Aanesen, K., Heck, S. & Pinner, D. (2012). Solar power: Darkest before dawn. New York City: McKinsey & Company.
EuPD Research (2008). Trends in Market Segments: Towards More Solar Parks or Individual Installations? Frankfurt: EuPD Research.
The IHS Technology Solar Team (2015). Top Solar Power Industry Trends for 2015. Englewood: IHS Inc.
Written by: Yeap Weng Yeow
Editors: S