Number one on the market

Fronius has been represented in Brazil by a subsidiary in São Paulo since 2003 – initially with its two other business areas, welding and battery charging technology, and, since 2013, also with the Business Unit Solar Energy. Brazil obtains approximately three-quarters of its energy requirements from water power – in recent years, long dry periods have caused extensive supply problems. The market and the demand for suitable photovoltaic solutions are therefore steadily growing. Along with a number of qualified sales and service partners throughout the country, the affiliate company, Fronius do Brasil, also has subsidiaries in the federal states of Minas Gerais, Paraná, Amazonas, Sao Paulo and Rio Grande do Sul. “We felt from a very early stage that we would like to support new markets, such as those here in Brazil, from the ground up. This is completely in line with our vision of ‘24 hours of sun’ – a world which is supplied entirely from renewable energy sources“, explains Martin Schwarzlmüller, Area Sales Manager, Solar Energy, Fronius International GmbH. “Above all, it is important to have local representation. Our team in Brazil can provide targeted help in matters ranging from system design and installation problems to handling warranty claims. The company has also recently invested in a modern test system for inverters“, explains Schwarzlmüller. In addition, Fronius offers a wide training program and organizes numerous events for sales and service partners.

Customers count on reliability and service
With more than 50 percent market share, Fronius is the market leader in solar technology in Brazil. Among other things, this success is due to Fronius' varied product spectrum. This ranges from solutions for private households to inverters for industry and commerce. Some devices have even been specially adapted for the electricity networks common in Brazil. With the Fronius Smart Meter and the Fronius Solar.web online portal, Fronius offers its Brazilian customers turnkey solutions for increasing independence and saving energy costs. “Our range enables us to offer customers exactly the solution they need – individually matched to their requirements,“ explains Anaibel Novas, Sales Manager, Solar Energy, Fronius do Brasil LTDA. The latest survey carried out by Greener, in which hundreds of PV installers throughout Brazil took part, has shown that customers primarily take into account the reliability of the provider when making a decision to buy. This is followed by factors such as technology and technical support, and only then the price. "This shows that, with our customer-oriented approach, our efficient products and the setting up of a local organization in Brazil, we are already on the right track,“ says Anaibel Novas. The Solar Energy Business Unit celebrates its 25th anniversary this year.