More than ever before, there’s exciting growth in the solar industry that doesn’t seem to be slowing. But how do you leverage that growth to help your partners and customers reach their full potential? By creating a motivated and aligned network of dealers, installers and customers.
This network is crucial for sustaining momentum and ensuring continued success.
While government-funded incentives play a significant role in promoting solar adoption, companies can enhance their growth with strategic reward programs. These programs aren’t about government rebates or tax credits. Instead, their goal is to increase sales by creating loyalty with distributors, dealers and installers, and turning customers into passionate brand advocates.
Understanding the solar industry landscape
In the last decade alone, solar has experienced an average annual growth rate of 25 percent, according to data from the Solar Energy Industries Association (SEIA). Federal policies like the Solar Investment Tax Credit, rapidly declining costs and increasing demand from clean electricity across the private and public sector have all fueled the emerging solar industry.
There are now more than 200 gigawatts (GW) of solar capacity installed nationwide. That’s enough to power more than 36 million homes. This explosive growth underscores the critical role that strategic initiatives like rewards programs will play in driving the solar industry forward.
Using rewards to motivate your entire network
Committed partners (e.g., distributors, dealers and installers) are the backbone of successful solar companies. These key players are on the front lines, interacting with potential customers and ensuring that installations are completed efficiently and effectively.
Regardless of role, one of the most effective ways to align partners is through a well-structured partner program. These programs not only drive sales and installations but also:
- Increase dealer and partner loyalty
- Boost installer performance
- Amplify referrals
- Improve customer satisfaction
Partner programs tailored to these key players significantly enhance their motivation and performance. While there are different approaches you can take, these strategies will keep members of your network at all levels engaged.
4 strategies to engage solar partners
1. Motivational awards
Offer awards for meeting sales targets or completing installations. For example, reward installers for their cumulative installed capacity and high-quality customer service.
We recommend using points that can be redeemed for merchandise, gift cards, travel or business-building tools. Then, take your program to the next level by incorporating tiers. As installers or dealers earn more, they advance to new levels that unlock additional benefits and earning opportunities.
Related: Understand the value of a point-based incentive program
2. Training and development opportunities
Provide awards for completing training programs or achieving certifications that enhance the skills of your workforce. This improves the quality of service provided to customers while increasing job satisfaction and retention rates among dealers and installers.
In an industry where 54% of installers expect to sell more solar in 2024 than 2023, ongoing development helps maintain a competitive advantage.
3. Badges and recognition
Implement industry-specific awards (e.g., an “Excellence in Design & Installation Award") to recognize outstanding achievements and motivate dealers to maintain high standards in aesthetics, quality and customer satisfaction. Or give partners an exclusive partner logo to use that gives them extra credibility to stay ahead of the competition. Badges act as symbols of achievement, strengthening recognition and cultivating a culture of excellence.
Related: How to use recognition to boost channel partner performance
4. Gamification
Incorporate gamification elements (e.g., leaderboards, quizzes or contests) to further engage dealers and installers and boost participation by adding a fun, competitive element.
Leveraging rewards to generate high-value leads
Customers play a crucial role in expanding solar industry networks through word-of-mouth marketing. This makes referral programs an effective way to tap into potential growth.
2 strategies to gain customer referrals
1. Referral bonuses
Incorporate referrals into your program through bonuses. Offering monetary awards or discounts on future services for customers who refer new clients can drive significant growth. It incentivizes existing customers to promote your services and helps build a community of solar advocates.
The potential for referral programs to drive growth is underscored by the solar industry's projected expansion. The SEIA projects that U.S. solar capacity will reach 377 GW by 2028, meaning it will be capable of powering more than 65 million homes.
2. Community recognition
Recognize customers who contribute to your network's growth to foster loyalty. These types of recognition include special events, exclusive offers or public acknowledgment in company communications.
Related: Unlock a return on relationships with a referral partner program
Using rewards to sustain long-term growth
Rewards programs are not just about immediate gains. They’re about fostering a sustainable ecosystem where every participant feels valued and motivated to contribute to the company's success.
Investing in comprehensive rewards programs is a strategic move for solar companies looking to energize their entire network. By aligning the interests of distributors, dealers, installers and customers, solar companies can create a powerful network effect that further accelerates the adoption of solar energy.
Learn how to create a high-return incentive program that will grow your solar sales.