Commercial strategy

Design and implementation of commercial strategy for market entry into the Spanish solar thermal market for a German manufacturer
The client needed a roadmap addressing mainly three questions:
·         Which market segments exist and what should be the target segment?
·         What is the best product portfolio to address the selected segments?
·         Which commercial structure is best suited to implement that commercial strategy?
eclareon developed a mid-term strategic plan to address these questions and supported the client in implementing these strategies within their organization.

Assessment of the potential strategic positioning of a German PV manufacturer in the downstream PV market
The client received an external recommendation advising to play a greater role in the PV market and in particular to enter the downstream segment of the PV value chain in key European markets. However, eclareon advised the client on the following topics:
·         Is altering the business model from manufacturer to EPC the right strategic move? Should it take place in Europe only, or would it be reasonable in the US as well?
·         Should the client acquire a company already active in the targeted markets? Or is it more advisable to grow organically?
·         What should be the commercial positioning as an EPC?

In-depth analysis of the Spanish PV industry for ASIF (Spanish PV industry association)
ASIF has produced an annual report or the last years in which the Spanish PV sector is analyzed in a global context. This report collects the most relevant data of the Spanish market and is compiled through external support. Eclareon has collaborated with ASIF on the last three reports, increasing the annual publication’s credibility.