<html xmlns:v="urn:schemas-microsoft-com:vml" xmlns:o="urn:schemas-microsoft-com:office:office" xmlns:w="urn:schemas-microsoft-com:office:word" xmlns:m="http://schemas.microsoft.com/office/2004/12/omml" xmlns="http://www.w3.org/TR/REC-html40"><head><meta http-equiv=Content-Type content="text/html; charset=us-ascii"><meta name=Generator content="Microsoft Word 12 (filtered medium)"><style><!--
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</o:shapelayout></xml><![endif]--></head><body lang=EN-US link=blue vlink=purple><div class=WordSection1><p class=MsoNormal>Being in a state with fairly low electric rates and no state or utility solar incentives, this most likely does not give me the same perspective of this current solar industry as say, somebody in California or New Jersey. However, I started in the solar business during the early 1970’s and am seeing the same market trends that trashed the solar thermal business that took over ten years to recover.<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p><p class=MsoNormal>I am seeing a major downturn in solar in general, most likely the result of the country’s general economic downturn and most Federal grants running out. I am seeing most of the cream solar projects (clients with money and wanting best of best) fading away, while the current shoppers are only interested in lowest cost and think all solar products and brands are the same. No doubt this is being fueled by bottom dweller internet pricing of Chinese modules and inverters which they are checking out prior to your sales call. While lower module costs can help stimulate this market, lower material costs also leads to major cuts in your profit margin, and this means fewer hours available for a quality installation and to pay overhead.<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p><p class=MsoNormal>I am also seeing more commercial and institutional clients “shopping” their projects to multiple solar firms as turn-key without providing any design drawings or specifications, and requiring each bidder to do all their own up-front site work and system design at no cost just to arrive at their bid. This means there is no way to compare apples and apples between firms as each will size and design the system anyway they want using whatever quality of materials they want or have in stock. The low bidder always gets the job using the cheapest materials, cheap labor, and poor system performance since there is nothing being provided to level the playing field.<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p><p class=MsoNormal>Finally, like I saw in the 70’s with tax credits based on what a system costs and not if it actually works ( feed-in tariffs better), many quality pv installers are being forced out by aggressive internet and phone sales techniques by national marketing firms with “sign now!” contracts which are then job shopped to any local installer willing to work for base labor rates and almost no profit. A satellite view taken years ago has replaced the site visit to scope out the project and you cannot identify any potential structural or electrical problems from a flyover. Many times systems are installed by non-local traveling crews that are given a strict not-to-exceed set of hours on site and then on to the next project regardless of any site problems they may have encountered. As my old boss would tell us – “just make it fit!” We went through a lot of hammers and hacksaw blades back then!<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p><p class=MsoNormal>I don’t know where we are headed, but I think I have been on this road before and I did not like where it went the first time.<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p><p class=MsoNormal>Jeff Yago<o:p></o:p></p><p class=MsoNormal><o:p> </o:p></p></div></body></html>