Dariusz Borowiec on why smart system integration is shaping Poland’s PV future. © K2 Systems
K2 Systems GmbH has been developing and producing mounting systems for photovoltaic systems for 20 years. Darius Borowiec has been Area Sales Manager for Poland at K2 Systems GmbH since 2023. From the Marienburg location in northern Poland, he looks after the Polish PV market. We spoke to him about the special opportunities and challenges in the emerging PV market in Poland.
Munich, 30. October 2024
How does sales in the Polish PV market differ from other markets?
Sales thrive on relationships; people buy from people. This is true in the Polish PV market as in any other market. In Poland, however, price plays a very important role in purchasing decisions. Quality is often overlooked when comparing offers. Yet photovoltaics are long-term investments that are expected to function reliably for decades. If you compromise on quality, you are cutting corners. This is especially true for the mounting system, which forms the foundation of every PV installation.
Who are your target groups in the Polish market?
Our target groups are PV wholesalers, installation companies and EPC companies (engineering, procurement and construction) that build turnkey photovoltaic power plants.
How would you describe your personal role in the market?
My role is Area Sales Manager. In this position, I maintain close contact with our target groups together with my colleague Bartosz Mosinski from Technical Sales. Every year, we exhibit at three renewable energy trade fairs in Poland to maximise visibility. The most important event for us is ENEX in Kielce, a trade fair for the energy industry and renewable energies. It takes place every February and marks the start of the annual photovoltaic season.We also regularly hold webinars for the Polish PV market and conduct on-site customer training courses.
What are the particular challenges in the Polish PV market?
As already mentioned, communicating quality remains a challenge. By this, I do not only mean hardware quality, but also the understanding of a complete package consisting of coordinated planning software and mounting-system hardware, and the resulting advantages for the user.
How do you communicate these quality advantages to Polish customers?
We present our mounting systems as easy-to-install solutions that cover all major PV applications, both during installation and in online-based planning. We offer solutions for flat and pitched roofs as well as ground-mounted systems. Our portfolio also includes carport and façade systems. Agri-PV is currently the only segment not included in our portfolio.
Is it a highly competitive market?
We face competitors across all system categories, including Polish manufacturers offering low-cost PV mounting systems. We differentiate ourselves through 20 years of experience and the combination of advanced technology and detailed planning capabilities. This creates measurable advantages for customers. One example is the significantly lower ballast required for east-west flat-roof PV systems when implemented using K2 software and components.
Does K2 offer digital tools?
With our free B2B planning software, we have created a low-threshold entry point for interested companies. Anyone can create an account, test the software and experience the precision of the planning process. The advantages of our offering lie in the combination of several components, including sustainable production. These advantages provide long-term benefits for customers and users, although they may not always be apparent at first glance. It is our task to communicate these connections in a market that is strongly driven by price.
Where do you see the Polish PV market in 12 months?
This will depend largely on political decisions. In the residential sector, a funding programme called “My Electricity” has recently been expanded. The target group is homeowners seeking to maximise self-consumption of solar power. The Polish government recently increased the funding volume from €90 million to €290 million for the period 2024–2027.
How do you assess the current residential PV support scheme in Poland?
However, the application process remains bureaucratically complex. Those who apply early are likely to receive funding, while others may miss out once the funding has been exhausted. Once the programme ends, demand in the residential sector may decline.
What is your experience with commercial systems?
The situation is different for ground-mounted and commercial photovoltaic systems in Poland, as these projects are often economically viable without state funding. Investors and companies are also less willing to wait for subsidy programmes before proceeding with projects.
Is connection to the national power grid an issue?
The ageing Polish power grid is currently slowing the expansion of economically viable ground-mounted and commercial PV systems. The Polish government has recognised the issue and plans to accelerate grid expansion. However, such infrastructure projects take time. One possible short-term solution could be the strategic expansion of grid-supporting electricity storage systems with large capacities to reduce pressure on the grid.
Interview by Manfred Gorgus