HD Solar on AIKO: “Aesthetics and quality, that’s what our customers want”
Ronald Menke has been working at HD Solar for six years and has gained extensive experience in the industry. He started as a residential sales advisor and later became involved in shaping the company’s strategic direction. HD Solar primarily focuses on the residential market and now employs approximately 25 people. The company started with two installation teams and has since grown to four teams: one dedicated to the commercial market and three serving the residential segment. HD Solar traditionally worked with three standard solar panel brands. However, when one of these brands discontinued its premium product line, the search began for a high-quality alternative. That alternative was found in AIKO.
The company had maintained good contact with Libra Energy for several years, as well as with John Willems, Regional Manager Benelux at AIKO. Through open discussions, the partnership was established. AIKO is positioned as a premium brand, offering solar panels with higher output performance, which also reflects in a higher purchase price. Ronald explains that they were initially cautious, as new products do not always meet expectations. However, AIKO has proven to be a reliable choice. “We also notice that AIKO is widely offered in the market. Many wholesalers want to sell the brand, but we continue to purchase exclusively through Libra Energy and we intend to keep it that way.”
Advantages and performance of AIKO solar panels
AIKO panels are slightly heavier due to the extra-thick glass. Installers notice this during installation, but the added durability ensures long-term performance and sustained yield. The modules offer high watt-peak ratings and strong temperature coefficients, contributing to optimal performance under varying conditions. According to Ronald, the Gen2 panels provide additional advantages, such as enhanced safety and advanced shading technology. This shading optimization reduces yield losses in partially shaded conditions, which is an important sales argument in residential installations.
Customer feedback and market potential
Ronald receives many positive reactions from customers, particularly regarding the aesthetic appearance of AIKO panels. Unlike other brands they have recently encountered, these panels show no visible color variations, which is a key factor for end customers. According to Ronald, AIKO has strong growth potential in the market. “For consumers, AIKO is still relatively new, but you can clearly see that they are gaining significant market share,” he says.
Sales strategy
During customer consultations, HD Solar always presents multiple options and provides objective explanations of the advantages of each brand. “For our installation work, it doesn’t make much difference which brand customers choose.” However, Ronald notes that around 80% of customers opt for AIKO after hearing the benefits. “Because aesthetics and quality are what our customers want, even at a higher price point.”
At the same time, price pressure in the market remains a challenge. “It has become increasingly difficult to secure the right customers. Some competitors offer panels at the lowest possible price just to close deals. What fewer installers still do, but what we continue to prioritize, is taking the time to personally explain the right solution and clarify why a certain choice fits a specific situation. Customers truly appreciate that approach.”
Positive experiences
“Once the panels are installed on the roof, customer feedback remains positive and often even exceeds expectations,” Ronald says. “The additional investment in AIKO panels proves worthwhile because the brand delivers on its promise.” HD Solar remains committed to quality and customer satisfaction and, together with Libra Energy, sees a promising future for AIKO solar panels in the market.