Piotr Pysniak, International Key Account Manager at Greto Polska, discusses current challenges and consolidation trends in the Polish photovoltaic market of 2024. © Greto Polska

Rising investor caution, weaker demand and module oversupply are reshaping Poland’s photovoltaic market, according to Greto Polska’s International Key Account Manager Piotr Pysniak.

Munich, 25. November

Greto Polska Sp. z o.o. is an authorised wholesaler for photovoltaic and heating installation companies. Its portfolio includes photovoltaic modules, inverters, EV chargers, heat pumps and domestic hot water tanks. Deliveries are made in pallet or container units to more than 21 countries. The company operates branches in Gdynia near Gdańsk and Berlin, as well as five distribution warehouses across Europe. We conducted an interview on the Polish PV market with Piotr Pysniak, International Key Account Manager at Greto Polska’s Berlin branch.

How would you best describe your business in the Polish PV market?

As Greto Polska, we are a distributor of photovoltaic components, including solar modules, inverters, energy storage systems and EV chargers. Our primary focus is supplying products to wholesalers and utility-scale ground-mounted PV projects. We also provide customer support and technical advice tailored to our clients’ requirements.

How would you best describe your role and responsibilities within the company?

I am an International Key Account Manager. I am responsible for supporting key customers across Europe and strengthening our presence outside Poland.

What services and products does Greto Polska provide?

As an authorised distributor for brands such as JA Solar, Trina Solar, Canadian Solar, SolaX Power, FoxESS and Sungrow, we provide customers with access to established photovoltaic technologies.

What services do you offer?

In addition, we offer consultation services to help clients identify and implement suitable solutions for their projects. Beyond Poland, we maintain a presence in several European markets, including Germany and Romania. Our team focuses on building long-term customer relationships through personalised support and strategic guidance for renewable energy investments.

Is your focus on the national, European or international market?

Piotr Pysniak: “We are focused on strengthening our presence in Poland while expanding our customer relationships across Europe. Our main emphasis is on the German market, although we continue to monitor opportunities and market developments in other countries.”

What developments in the Polish photovoltaic market do you expect over the next four to 12 months that could affect your company?

By the end of this year, the photovoltaic market in Poland is likely to face several challenges that could affect market dynamics. After a period of rapid expansion driven by support programmes and higher energy prices, the market is beginning to stabilise and the pace of new installations has slowed. Changes to settlement systems and increased investor caution could further reduce demand.

Do inflation and rising living costs affect demand and margins in the Polish PV market?

The current economic environment, including inflation and rising living costs, is causing some customers to postpone investment decisions while waiting for market conditions or support mechanisms to stabilise. At the same time, oversupply in the market, particularly for photovoltaic modules, may result in further price reductions. Lower prices could encourage investment, although they may also place pressure on the margins of installation companies and distributors.

Whart are your market expectations for 2024?

The number of new photovoltaic installations in 2024 may remain below the levels seen in previous years. However, we do not expect a market collapse. Instead, the sector may stabilise at a lower level, with component pricing continuing to influence demand.

So you remain cautiously optimistic?

As a result of oversupply and slower market growth in Poland and across Europe, we also expect further market consolidation. Weaker companies may be acquired by larger players or leave the market.

The Interview was conducted by Manfred Gorgus in August 2024