Solar’s New Reality: Adapt or Get Left Behind

From The editor

The solar industry is changing—rapidly. If you're not paying close attention, you're at risk of being left behind.

As we’ve connected with industry leaders and interviewed experts for this issue, one theme is clear: big shifts are underway. Systems and policies are evolving, and compliance is becoming a dominant theme—not just this year, but increasingly over the next two years.

Let’s be real for a second.

The era of easy money through sketchy sales tactics is coming to an end. The sales shenanigans some reps and companies have gotten away with for the last decade-plus are finally catching up. Regulation and enforcement are on the horizon, and they’re coming fast—especially in the area of sales compliance.

But that's not the only thing that's changing.

As Abby Buchmiller shares with us in her insightful cover interview, rapid growth can quickly become a double-edged sword. Abby dives into the fragility of systems for EPCs and installers, particularly those managing multiple solar dealers. Her story highlights just how quickly things can unravel when sales compliance isn’t prioritized, no matter how big or successful your company may seem.

What's happening with the traditional solar dealer and installer model? Abby has some insights into how it’s evolving, and what you need to do to stay ahead.

Here’s the bottom line:

Pay attention to the details. The days of winging it with just sales savvy and quick maneuvers are gone. Now (more than ever), success requires discipline, knowledge, and meticulous compliance.

Yet, with these challenges comes massive opportunity. The tightening regulations and increased scrutiny are creating a powerful filtering effect—it's weeding out those unwilling to adapt. This leaves more space than ever before for those ready to do the hard work, study regulations, master compliance, sharpen their sales and operational skills, and genuinely prioritize customer care, whether you're serving commercial or residential markets.

Remember, solar is already a multi-billion-dollar industry in the U.S. alone, and globally it's marching toward becoming a trillion-dollar market. The potential for growth is enormous, but it won’t come without patience, genuine care, and an unwavering commitment to doing things right.

In this issue, I strongly encourage you to dive deep into Abby's experiences to understand both the pitfalls and the paths to success.

Check out Jake Hess’s article for an expert take on compliance and how regulations will reshape the industry. This month's insights are meant to equip you for the changes ahead and highlight the incredible opportunities that come with them.

Solar is only going up from here. The question is, will you rise with it?

Enjoy this month’s issue of Solar Business Insider.