SL Rack has launched its commercial operations in Guatemala with two defined goals: to close a large-scale contract for a utility project this year and to find a distributor to facilitate its expansion throughout Central America. The company, which specializes in photovoltaic structures, identifies opportunities in solar power plants, distributed generation installations, and rooftop systems.
In an exclusive interview with Energía Estratégica during the Future Energy Summit (FES) Guatemala 2026 , Óscar Rubio González, Sales Manager for Spain & LATAM at SL Rack , confirmed that the company is already working on a potential large-scale operation, although he avoided providing details while negotiations are progressing.
“Our goal is to close a large-scale utility project contract this year and then secure a distributor for the region,” Rubio stated. When asked about the status of that agreement, the executive confirmed: “Yes, yes, yes, we are working hard on it.”
WATCH THE FULL INTERVIEW HERE: https://www.youtube.com/watch?v=DXbPJExnPSU
The strategy coincides with a period of transformation in the Guatemalan electricity market. The PEG-5 tender awarded 1,258 MW distributed among 57 projects , with approximately 73% renewable technologies and a significant presence of hybrid solar-battery initiatives.
The process achieved an average single-unit price of $101 per MWh , below current contract values. In addition to adding new capacity, the tender solidified energy storage as a key tool for providing power, flexibility, and operational stability.
Guatemala as a regional platform
Participation in FES Guatemala represented SL Rack's first face-to-face approach to the country and the beginning of a commercial analysis that includes different segments of the photovoltaic industry.
“ This is the first time we are participating in an event in Guatemala, the first time we are analyzing the market, not only in the area of utility projects, but also in the area of distributed generation ,” explains the commercial director for Latin America and Iberia.
The decision to explore the opportunities available in the country arose after the company's participation in the Future Energy Summit Caribbean. That experience prompted the company to take the next step and evaluate Guatemala's potential.
“After the Caribbean experience, you convinced me —I have to admit it— to take the plunge and analyze the market in Guatemala,” Rubio acknowledges during the exclusive interview.
The initial assessment considers opportunities for fixed structures on the ground and solutions intended for rooftop installations , two segments that could benefit from the planned expansion for Guatemalan solar power generation.
Rubio maintains that, after studying the local scenario, the company detected relevant possibilities for its solutions, mainly in fixed systems and structures on roof.
“ We have analyzed it and believe it has very important opportunities for our structures division, which are mainly fixed structures and the above-ground structure division ,” the executive states.
The company's interest is not limited to the local market. Guatemala is part of a broader expansion strategy in Central America and the Caribbean , where SL Rack already has sales channels in Panama and the Dominican Republic.
“ Central America is our focus right now. We want to expand in this region ,” Rubio says.
The company intends to replicate in Guatemala the collaboration model with distributors that it applies in other countries and use that presence as a basis to enter new destinations.
SL Rack currently has a distribution partner in Panama and another large-scale partner in the Dominican Republic . The next step is to select a business partner in Guatemala to develop the brand and facilitate its expansion into neighboring countries.
“ The goal here is to find a large distributor who also believes in our structures, which have a proven track record of reliability over many years ,” the executive stated.
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Guatemala's location and the planned expansion of its electrical grid make the country a potential gateway to other Central American markets. In particular, the firm sees growth opportunities in Honduras and El Salvador , where the advancement of renewable energy also requires suppliers capable of responding to specific technical and logistical conditions.
“ We believe there is a great opportunity here to then be able to cover the Honduran and Salvadoran markets ,” Rubio adds.
The Guatemalan energy sector could see increased opportunities in the coming months. During FES Guatemala, sector authorities announced the preparation of PEG-6 , a new tender aimed at contracting approximately 300 MW of firm power , after the previous process failed to meet all anticipated requirements.
Likewise, expanding the transmission network will be a priority to incorporate the awarded capacity and avoid operational constraints. The growth of renewable energy developments, especially solar, increases the need to expand the grid, add firm power, and deploy storage solutions.
Although SL Rack does not participate in the battery segment, the advancement of hybrid solar power plants and new tenders may generate additional demand for photovoltaic structures , both for utility projects and for commercial and industrial installations.
From price to technical security
The meetings held by SL Rack with clients and developers during FES Guatemala 2026 revealed a high initial sensitivity to cost. However, purchasing criteria evolve when discussions incorporate warranties, asset lifespan, and solution reliability.
“ We are mainly finding that the main requirement is price ,” Rubio acknowledges.
As buyers delve deeper into the technical aspects, they show greater concern for the safety and performance of the projects. At that point, the engineering contribution becomes more relevant, and economic value ceases to be the sole determining factor.
“ When we go into more detail on the technical side, we see that they are very concerned about guaranteeing the projects, and therefore that is where they value the technical contribution that we are giving them, and the price starts to take a back seat ,” the executive points out.
This change is especially relevant in projects awarded through long-term contracts. A structure must withstand wind loads, terrain characteristics, corrosion, climatic conditions, and specific assembly requirements for decades , so the economic evaluation cannot be limited to the initial cost of the equipment.
In this context, SL Rack seeks to position itself with a proposition that combines engineering, reliability, and economic competitiveness. According to Rubio, conversations held in the region show that current and potential clients are beginning to evaluate solutions with a long-term perspective.
“ We are succeeding in getting future and current customers in the region to value a very good quality-price ratio more in the future ,” the sales director points out.
The regional strategy is also supported by activity in Panama and the Dominican Republic. The Panamanian market has resumed large-scale renewable energy tenders and awarded long-term contracts at competitive prices, while preparing new tenders between 2026 and 2028.
For its part, the Dominican Republic incorporated storage as a requirement in its EDES-LPI-01-2025 tender, which received bids for 1655 MWp and awarded 325.69 MW of new renewable capacity, accompanied by battery systems equivalent to 50% of the contracted power.
The evolution of these three markets demonstrates a regional trend toward higher renewable energy volumes, longer-term contracts, hybrid systems, and more demanding technical criteria . For manufacturers of structures, this growth opens up opportunities, but also requires adaptability, engineering support, and a close commercial presence.
SL Rack maintains a cautious stance regarding its forecasts. The priority will be to finalize initial agreements, understand the market's specific characteristics, and build a distribution network before setting larger-scale objectives.
“ We want to be cautious; we’re just taking the first steps ,” Rubio clarifies. Even so, the executive acknowledges that “ the market here is booming ,” a situation that is driving the company to accelerate talks with developers and potential regional partners.
The outcome of these negotiations will determine the company's initial scope in Guatemala. SL Rack expects that its upcoming involvement in the country will allow it to present concrete progress on the utility contract currently under review.
“ Hopefully we can talk about it next time ,” concludes the commercial director for Latin America and Iberia of SL Rack during the exclusive interview at FES Guatemala 2026 .