During its participation in FES Guatemala, TCL Solar announced its intention to focus on Panama to supply Central America and the Caribbean . This decision coincides with the current boom in the Panamanian solar market, driven by renewable energy tenders with record prices and a photovoltaic self-consumption capacity that has already reached 196 MW —two factors that are beginning to position the country as a strategic hub for the industry.
" We have taken an important step by placing a warehouse in Panama from where we will be able to distribute to the entire region ," said Gerardo Hernández Liñán , Sales Manager Central America and Caribbean of TCL Solar, during FES Guatemala.
REVIVE FES GUATEMALA HERE: https://www.youtube.com/watch?v=-fQIrVqwZYk
The decision comes at a particularly favorable time for the Panamanian market. In recent months, the country consolidated two bidding processes that set new benchmarks for renewable energy. The ETESA 01-26 tender awarded solar and hydroelectric projects at a consolidated price of USD 33.7/MWh , while the ETESA 01-25 tender closed with an equivalent average of USD 23.86/MWh , reflecting the growing competitiveness of clean technologies in long-term contracts.
Adding to this scenario is the growth of distributed generation. According to the Panamanian Chamber of Solar Energy, the country already has 196 MW of installed capacity for self-consumption, distributed among 7,195 users , a trend that opens new opportunities for developers, integrators, and technology providers.
The strengthening of the market also changed customer priorities. While price was the main deciding factor years ago, today equipment availability, responsiveness, and the support offered by each manufacturer are more important.
" These days, it's not just the manufacturer with the lowest price who wins. Today, the manufacturers who inspire the most confidence in the end customer win ," Hernández Liñán stated.
The executive explained that, although many panels have similar specifications, there are important differences in terms of reliability, technical support, and brand presence in the market.
"Currently, there are similar panels on the market, at least in terms of specifications, but they are very different in terms of reliability, support, and market presence," he said.
He also warned that choosing only the lowest price can end up generating higher costs in the future due to quality issues, logistical problems, or even the exit of certain manufacturers from the market.
Along those lines, he highlighted that product availability has become an increasingly valued attribute for developers and end customers.
The logistical expansion complements the strategy TCL Solar implemented last year to strengthen its presence in distributed generation. While the company was already involved in utility projects, it decided to accelerate its entry into this segment after acquiring patents from SunPower.
"TCL Solar is not new to the market; it had previously worked in the utility sector. Last year, it decided to focus primarily on Distributed Generation (DG), acquiring patents from SunPower ," explained Hernández Liñán.
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The growth of self-consumption in markets like Panama also demands solutions prepared to operate under the climatic conditions of Central America and the Caribbean.
"We have a rather blessed climate, I would say, in the region: a tropical climate, extreme humidity, temperature changes, heat and salinity," he commented.
Faced with this scenario, the manufacturer developed specific technologies to improve the performance of the modules in demanding environments.
"We handle half-cell like any other brand, but we also have two technologies patented by us called shingle back contact," he noted.
As he explained, these solutions allow for increased electricity generation over time and support that evolution with greater guarantees.
"We offer a 15-year product warranty, and for some products, especially residential ones, we provide warranties of up to 25 years per product," he stated.
In addition to the product itself, Hernández Liñán observed a shift in the relationship between manufacturers and developers. Increasingly, inquiries revolve around technical support, after-sales service, and responsiveness throughout the project lifecycle.
"I've also noticed that they ask a lot more about technical and after-sales support, because they see this support from the brand as important," he said.
For TCL Solar, this change implies assuming a different role within the industry.
"Today we should not see ourselves as manufacturers or suppliers, but rather as partners for the development of this industry in this region," he stated.
This is in addition to a growing demand from industrial customers related to sustainability and product traceability.
In that regard, Hernández Liñán explained that the company works under ESG criteria to develop panels with environmentally responsible manufacturing processes.
Finally, when projecting the evolution of the market, he considered that adaptability will be the main competitive differentiator during the next few years , in a context where the region already has panels, storage and energy management solutions.
"I think I would strictly focus on adaptability. Manufacturers and developers will face, more than anything else in the coming years, the challenge of adapting to all the tools available today and continuing to offer customers the solutions they need now more than ever," he concluded.