Key Insights from Dutch Solar Installers on Adapting to Market Challenges
Both Europe and the United States are confronting major headwinds in their solar sectors in 2025. Across Europe, installers are grappling with regulatory uncertainty, declining incentives, softening demand, grid connection delays, and lower returns—especially in markets like Germany, Spain, and the Netherlands. In the U.S., supply chain bottlenecks driven by tariffs, the elimination of some tax credits, and persistently high interest rates are combining to slow project financing and installation growth. These pressures have contributed to an unusual industry slowdown, even as demand for clean energy continues to rise.
In our two decades plus, Enstall has gone through many market cycles. We’re committed to continued innovation and to keeping solar affordable—working hand in hand with our installer partners to find effective, practical solutions.
Against that backdrop, Enstall hosted a webinar featuring over 100 solar installers from the Netherlands. Moderated by Enstall’s Mark van Stralen, the session featured candid discussions with Koen Rozendom (CEO & Co‑Founder, 1KOMMA5 Netherlands) and Diego Smits (CEO & Co‑Founder, OpusFlow). Below is a concise recap of the conversation and key implications for the installer community.
The full video (in Dutch) is available here: Watch the Webinar
We are planning future webinar calls in other markets in the coming months. With a footprint spanning Europe and North America, Enstall sees firsthand how smart innovations, proven strategies, and collaborative learning can help installers adapt and thrive in any market.
Market Challenges and Installer Realities
Eroding Consumer Confidence
Koen began by acknowledging a sharp decline in homeowner trust. With net-metering changes, clients are seeking clarity—what’s the real value of solar now? Installers are increasingly being asked to educate, not just install.
Demand for Smarter, Holistic Solutions
Enstall is always looking for new ways to innovate. Diego emphasized that today’s systems go beyond panels. Integrating solar with batteries, heat pumps, EV charging, and dynamic pricing has become essential. Customers expect automation that aligns with their energy usage—and installers must deliver holistic solutions.
The Power of Honest, Tailored Advice
Both speakers highlighted the importance of integrity in sales. Generic packages no longer cut it. Today’s customers want conversation tailored to their consumption habits, smart use of roof orientation, and realistic payback scenarios.
Scaling Through Digital Maturity
Installers must evolve digitally to stay competitive. Koen and Diego both detailed investments in digital infrastructure—from CRM and workflow tools to customer portals. Our digital suite combines Enstall’s own solutions—like the Calculator, OnSite app, and Academy—with select partner services. All of these live under the MyEnstall portal, which offers a single, flexible entry point. Installers can find all services at a glance by login in on their personal account.
Diversification Builds Resilience
Panel-only companies are vulnerable in today’s shifting policy environment. Those expanding into complementary sustainable services—such as batteries, EV chargers, HVAC, and insulation—are better positioned to adapt and grow, regardless of individual market fluctuations.
How Enstall Supports Installers
Enstall’s approach is rooted in two decades of experience and built on a philosophy of innovation and affordability:
- Continued learning: Training and innovation are at the heart of Enstall. We’ll host more webinars, calls, and other efforts focused on product updates, regional challenges, and Q&A sessions.
- Feedback-led improvements: Digital tools like OnSite and the Calculator evolve directly from installer input–as well as our industry leading solar hardware.
- Accessible innovation: Our goal remains to deliver high-quality hardware and software that help installers work efficiently—without inflating homeowner costs.
Key Themes for Installers to Remember
- Trust is currency: Honest, personalized guidance matters now more than price alone.
- Efficiency matters: Digital tools can automate and simplify day-to-day workflows.
- Diversification equals survival: Broaden services to future-proof your business.
- Global insight, local action: Enstall’s experience across multiple continents helps shape tools suited to your region.
- Innovation builds credibility: Continued progress in products and processes reassures customers and supports growth.
Thank You to Our Webinar Hosts
Thank you to Mark, Koen, Diego for sharing real-world experiences with transparency and relevance. Their perspectives reinforce the installer-first mindset that drives both Enstall’s innovation strategy and long-term support.
Frequently Asked Questions
Q: What are the main challenges facing solar installers in the Netherlands in 2025? Dutch solar installers are dealing with eroding consumer confidence due to net-metering changes, declining government incentives, grid connection delays, and regulatory uncertainty. Customers are questioning the real value of solar and demanding clearer explanations of payback scenarios and system benefits.
Q: How can solar installers rebuild customer trust in changing markets?
Installers can rebuild trust through honest, tailored advice rather than generic sales packages. This means having detailed conversations about customers’ specific consumption habits, optimizing roof orientation, providing realistic payback scenarios, and educating clients about the evolving value of solar beyond simple net-metering.
Q: Why should solar installers diversify beyond panel installations?
Panel-only companies are vulnerable to policy changes and market shifts. Installers who expand into complementary services like battery storage, EV charging, heat pumps, HVAC, and insulation create multiple revenue streams and can better adapt to individual market fluctuations while offering customers complete energy solutions.
Q: What digital tools does Enstall provide to help installers work more efficiently?
Enstall offers a comprehensive digital suite through the MyEnstall portal, including the Enstall Calculator for project planning, the OnSite app for field work, and the Enstall Academy for training. These tools are designed based on installer feedback to automate workflows and simplify day-to-day operations without inflating customer costs.