The maturing solar market requires expert installers backed by robust and supportive OEMs.
When the going gets tough, the pros find new business. The global solar market has experienced several major growth years, adding 618 Gigawatt peak (GWp) in 2025. However, this is a slower pace than in previous years. Even in South Africa, where the solar market added 1.6 GW in 2025 over 2024’s 1.1 GW, that is still a slowdown compared to 2023’s 2.4 GW (Global Solar Council) as systems integrators and installers run into various barriers.
“The demand is still there, but it’s not as simple as before,” an installer remarked at a recent local solar event, speaking off the record. “Loadshedding is not as big a concern as it was, so there is less urgency to install solar systems. Prices are also higher than before. People want solar systems, but they ask a lot more questions and look for more value.”
A maturing market
These comments resonate with Oscar Roberto Harbs Júnior, WEG Africa’s Solar Sales Supervisor. South Africa is bountiful in sunshine, and electricity price increases encourage consistent interest in solar and other renewable energies.
According to the Africa Solar Industry Association, solar represents 10.7% of South Africa’s energy mix, a testament to the industry’s rapid growth in the past decade. There is clearly scope for growth, yet installations have slowed as customers become more discerning, especially in the commercial and industrial sectors. Value is becoming a major part of their decision-making. Companies are taking longer to decide on solar strategies and want to understand their options.
“Buyers want to see value, but not necessarily in the price. They want to know about warranties and service levels. They want to know more about different solar solutions and hybrid designs. They want skilled and trained installation crews. And when they decide to buy, they want the installation process to start quickly,” says Harbs.
Reaching SA’s 90%
Solar system installers and integrators are at the forefront of these changes, pressuring them to improve their expertise and delivery. Customers are more interested in competence than cheap deals. To show competence and grow their revenues, the solar industry’s frontline needs several things:
- Reliable supply: Ready access to solar components or quick order turnaround of stock isn’t available, backed by a national supply footprint.
- Vendor guarantees: OEMs offering strong warranties with quick replacement, evaluation, and repair processes.
- Technical training: Accessible and tiered technical training to improve skills and create solutions-based offerings.
- Preferential status with suppliers: Closer partnerships with OEMs to benefit from business referrals and product discounts.
These areas distinguish serious installers from “bakkie brigades”, and also offer the latter a pathway to growing their installation companies into value-based solar services businesses.
“The early gains are behind us, but the best days are ahead of us, if we prepare,” says Harbs.
The vital role of OEMs
OEMs must step up to provide the foundation for a maturing solar industry. Just as customers look to solar integrators and installers for guidance and expertise, the integrators and installers should expect OEMs to improve their delivery and service capabilities.
OEMs can support South Africa’s maturing solar market in several areas:
- National distribution and supply points, sufficient warehouse stock, and prioritised delivery.
- Accessible, even free, training for installers.
- Long-term warranties, backed by local replacement and repair facilities.
- Comprehensive partner programs that include preferential treatment and priority tracks.
- Access to new innovations and value-added services, such as design and management software.
- Consistent support for installers to resolve site issues efficiently.
These changes reflect the market’s shifting realities. Solar is growing from an energy alternative to a long-term investment in self-sufficiency and potential revenue streams. Newer market segments (electric vehicles and energy-demanding IT systems) and ageing national infrastructure will drive more demand. But this demand is not the same as before, Harbs advises.
“Fewer buyers are asking if they should get a solar system. More know they want to expand into solar, but they now need to know what their options are. They want installers they can trust to have the knowledge, skills, and channel support to deliver their right solutions. It’s up to OEMs like WEG to help enable and grow installers and integrators.”
South Africa’s solar market is entering a new stage of maturity. With 90% of the energy mix still available, solar system integrators and installers backed by proactive and supportive will lead the way forward, delivering more value, reliability, energy independence, and control over electricity prices.
