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EU imposed anti-dumping duties on solar panels from China (25-65% ADD) in 2013, creating a significant competitive opportunity for Indian solar panel manufacturers who were exempt from the ADD. A Gujarat-based solar manufacturer (Tier 2 polysilicon modules) had not engaged the EU market due to perceived complexity. Annual German solar installations were growing 30%+ — creating supply shortage.
AJG conducted a comprehensive EU solar market entry mandate. The Indian manufacturer' modules were tested at a German photovoltaic testing laboratory (TÜV Rheinland) against IEC 61215 (terrestrial PV modules, design qualification) and IEC 61730 (photovoltaic module safety). EU MCS (Microgeneration Certification Scheme) certification for UK market was also obtained. A Munich-based solar wholesale distributor was identified as the primary EU distribution partner.
IEC 61215 and IEC 61730 certifications achieved at month 7. German distributor relationship commenced at month 8. Annual EU solar revenue: EUR 8.5M year 1 (Germany 60%, Netherlands 25%, Belgium 15%), EUR 14.2M year 2, EUR 18.4M year 3. 0% India ADD versus 25-65% China ADD makes Indian modules 25-65% more price-competitive than Chinese modules for EU buyers sourcing compliant supply.
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