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SMA MAGAZINE 냙��냚

SMA MAGAZINE��TOP PERFORMER. &/%63"/$&�5&45�'03� */7&35&34��5)04&�5)"5�4637*7&�5)&�4."� 5&45� $&/5&3� -"45� �� :&"34� 03� -0/(&3� BETWEEN ADVANCEMENTS IN TECHNOLOGY AND MARKET DYNAMICS. 8)&/� 5)&� 0/-:� $0/45"/5�*4�$)"/(& � '-&9*#*-*5:�)"4� 50� #&� 5)&�/6.#&3�0/&�$03103"5&� 453"5&(:� FROM REALISTS AND VISIONARIES. 453*$5�03("/*;"5*0/�"/%�."9*.6.�'3&&%0. � "5� 4." � 5)"5� *4� 5)&� '06/%"5*0/� '03� (3085)� "/%�5&$)/0-0(*$"-�-&"%&34)*1�

냙��냚 SMA MAGAZINE


AHEAD OF THE TIMES

Do you know what makes an SMA solar inverter so special? It can do a lot more than “just” convert direct current into grid-standard alternating current. Our inverters are the most important component of every photovoltaic plant ‒ and will continue to assume more and more intelligent grid management functions in the future. As the more than 500 developers at SMA are always years ahead of their time, our inverters are able to tackle many of tomorrow’s challenges today. In short: technological progress is what drives us.

That is why this issue of the SMA Magazine will focus on the subject of technological leadership. You probably already have a good idea of what that means ‒ and you are probably partly right. First, it is about technical innovation, engineering skill, and complex expert knowledge but there is a range of other aspects that perhaps do not immediately come to mind. For example, quality or where we get ideas for our new products, maybe even the JTTVF�PG�IPX�UP�SFNBJO�DPNQFUJUJWF�JO�UIF�MPOH�UFSN�BOE�TFDVSF�UIF�OFDFTTBSZ�BEWBOUBHF��*O�UIJT�JTTVF �ZPV�XJMM�꽌OE�answers that are representative of SMA and its employees, several of whom you will be getting to know on the following pages.

They all work with dedication and creativity to increase future focus on solar inverters as “intelligent system managers.” Ultimately, our goal is to make photovoltaics competitive in the near future and to make a vital contribution to electricity supply. One of the most important strategies to coming one step closer to that goal is comprehensive cost reductions, something we achieve predominantly through technological development. Our technology approach MFBET�UP�CPUI�B�SFEVDUJPO�PG�TQFDJ꽌D�DPTU�BOE�NBOVGBDUVSJOH�FYQFOEJUVSF�BT�XFMM�BT�DPOTJEFSBCMZ�SFEVDFE�TZTUFN�BOE�life cycle expenses. This will also help us to keep producing competitively in Germany in the future.

If you want to learn more about how we do it all, keep reading. I hope you enjoy reading the new SMA Magazine!

Günther Cramer$IJFG�&YFDVUJWF�0꽎DFS

EDITORIAL


CONTENT

EDITORIAL //

TOP PERFORMER // ENDURANCE TEST FOR INVERTERS: THOSE THAT SURVIVE AT THE SMA TEST CENTER LAST 20

YEARS OR LONGER ‒ EVEN UNDER EXTREME CONDITIONS.

BETWEEN TECHNOLOGICAL ADVANCEMENTS AND MARKET DYNAMICS // WHEN THE ONLY CONSTANT IS CHANGE, FLEXIBILITY HAS TO BE THE NUMBER ONE

CORPORATE STRATEGY. THAT ALSO HAS CONSEQUENCES FOR TECHNOLOGICAL DEVELOPMENT.

HIGH-TECH WONDER // SMA INVERTERS ARE THE HEART OF

EVERY SOLAR POWER PLANT. THEY ULTIMATELY EMBODY THE COMPANY’S TECHNOLOGICAL PROGRESS.

FROM REALISTS AND VISIONARIES // STRICT ORGANIZATION AND MAXIMUM FREEDOM ‒ NOT A

CONTRADICTION AT SMA, BUT RATHER THE FOUNDATION FOR GROWTH AND TECHNOLOGICAL LEADERSHIP.

THE TIP OF THE ICEBERG // ON GROWTH, ENGINEERING SKILL, AND THE WEALTH OF KNOWLEDGE

BELOW THE COMPANY SURFACE.

GRADUATION EXAMINATION // AT UNDERWRITERS LABORATORIES, ONLY THE BEST RECEIVE THE

AUTHORIZATION TO TEST PRODUCTS FOR CERTIFICATION THEMSELVES. LIKE SMA.

IMPRINT //

1603

06

22

46

2842

51


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TOP PERFORMERS // ENDURANCE TEST FOR INVERTERS: THOSE THAT SURVIVE THE SMA TEST CENTER LAST 20 YEARS OR LONGER ‒ EVEN UNDER EXTREME CONDITIONS.

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More is expected of them than of others: SMA solar inverters are always one technological step ahead of other devices on the market ‒ and must work perfectly for more than 20 years. That is why experts at the SMA test center simulate the entire life of an inverter in fast motion. Their tools: high technology and extraordinary methods.

#JMMZ�"LQFCV�BOE�IJT��DP�XPSLFST�IBWF�BO�JOUFSFTUJOH�KPC��UIFZ�EP�FYBDUMZ�what a normal customer never would. Putting inverters in the oven. Freezing them. Strapping them into a jolting machine. In short: they work at the SMA test center.

The latest testing device looks like an oversized double-decker oven. The QPXFSGVM�HSBZ�NFUBM�CPY�FNBOBUFT�B�RVJFU�CV[[��B�MJHIU� JOEJDBUPS�꽍BTIFT�on the operating panel: 96 degrees Celsius. A view through the insulated glass observation window reveals a circuit board with various electronic components. “The test object has only been in there for two hours,” explains #JMMZ�"LQFCV �%JSFDUPS�%FWFMPQNFOU�5FTU�$FOUFS��*U�TUJMM�IBT� UP�CF�IFBUFE�and cooled 15 more times ‒ a so-called stress test.” For the man with the doctorate in engineering, tests have long been routine. In an expansive building complex, he and his co-workers subject several components from every component group and device type to the hardest tests imaginable. It takes a great deal of time and effort. “The test center,” says Akpebu, “is basically also a quality center. We work to make sure that SMA inverters will have an operating lifetime of at least twenty years, no matter in which country, in which climate, or to which power network they are connected.”

The whole world in the test lab

It is a daunting task. The devices are used in over 100 countries ‒ from 6HBOEB�UP�UIF�/PSUI�4FB�DPBTU �BOE�GSPN�$IJOB�UP�UIF�1SJODFTT�&MJTBCFUI�#BTF�in the South Pole. Nearly every operating site has different environmental and climatic conditions. The world’s widely varying power grids and grid codes also have to be taken into consideration. “In theory, it is very easy,” says Akpebu. “Our inverters are used throughout the world, so we simply have to bring the world to our labs.”

Fast-forward aging process

Sören Irmer is a patient man. Yet he doesn’t want to wait twenty years for a result. “People under a lot of stress age faster. Fortunately, the same holds USVF�GPS�UFDIOJDBM�EFWJDFT �IF�BEET�XJUI�B�TNJMF��'PS�VT �BSUJ꽌DJBM�BHJOH�JT�important for learning about our inverters’ lifespans.” Time is always the key aspect. “We cannot wait ten or twenty years to see if everything turns out the way we wanted,” he says of the challenge. “Our job is to lend time a hand, which works best in extreme conditions.”


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50 degrees Celsius per second

As it turns out, the double-decker oven is really a shock test chamber. It has CFFO�JO�PQFSBUJPO�TJODF�.BZ��BOE�JT�BMUFSOBUFMZ�VTFE�UP�IFBU�JOWFSUFST�BOE� JOEJWJEVBM� DPNQPOFOUT� VQ� UP� UFNQFSBUVSFT� PG� �� BOE� DPPM� UIFN�down to ‒70 degrees Celsius. An integrated elevator mechanism transports the test objects from the heating zone to the cooling zone in six seconds ‒ that’s nearly 50 degrees of temperature change per second.

“This quick temperature change places the components under extreme stress, especially since different materials expand to different degrees,” explains Irmer. “That is why this kind of temperature shock test can show VT�QSFDJTFMZ�XIFSF�B� 꽍BX�NBZ�PDDVS � JEFBMMZ� JO�B� TIPSU� QFSJPE�PG� UJNF��For developers, that is vital information: Are all components up to the challenge? Have they been ideally arranged for the perfect design? Where is there room for improvement?

The price of quality

At the test center, development never stops. In addition to many other projects, Irmer’s team is currently planning a new test station for the so-called HALT approach. The acronym stands for Highly Accelerated Life Test. With the HALT method, test objects are exposed to extreme temperature variations and substantial vibration, all during operation. The complex process is widely prevalent in large-scale industry manufacturing and is something that SMA has had an interest in for a long time.

#VU�OPU�BMM�PG�PVS�UFTUT�BSF�UIBU�FYUSFNF �TBZT�*SNFS�XJUI�B�XJOL��*O�PVS�JOUFSOBM�꽌FME�UFTUT �UIF�PQFSBUJOH�DPOEJUJPOT�BSF�MJLFXJTF�UPVHI �CVU�BMXBZT�realistic.” These tests are more about reproducing “normal” temperature variations, including rain and moisture, to ensure smooth and continuous operation under all of these conditions. One of the devices used for these tests is a walk-in climate chamber that can hold up to twelve inverters at the same time.

Endurance test at 180 degrees

The size of the chamber alone is formidable: a Smart car would have no problems parking in it. Temperatures range from ‒70 to +180 degrees Celsius, which covers every climate zone from Death Valley to the South 1PMF��5IF�XBMMT�BOE�DFJMJOH�BSF�DPWFSFE�XJUI�SF꽍FDUJWF�TUBJOMFTT�TUFFM�QBOFMT�and, fortunately, the heavy door can also be opened from the inside. Various prototypes of a new generation of devices are mounted on rollable racks, waiting for their turn. Each one of them is connected to the outside XPSME�WJB�B�LJOE�PG�VNCJMJDBM�DPSE��8IFO�BMM�DPOUSPM�MJHIUT�꽍BTI�HSFFO �UIF�devices are ready.

Outside, Sören Irmer points to several head-high cabinets next to the climate chamber that are also mounted on wheels. “For each inverter, we get the right supply module that provides it with the direct current it needs ‒ basically preserved solar power. Then we test the new devices in continuous operations.” Does the inverter continue to feed in at full power at 50 degrees Celsius? Does it react like it should when the power supply WPMUBHF� 꽍VDUVBUFT � "OE� EPFT� SFNPUFMZ� RVFSZJOH� UIF� PQFSBUJOH� EBUB� TUJMM�work under all of these conditions?


A dirt road at the touch of a button

Change of scene: SMA inverters are delivered to a solar power plant in DFOUSBM�$IJOB��"GUFS�NPSF�UIBO�� LJMPNFUFST�PO�BO�PDFBO�DPOUBJOFS �UIF� MBTU� MFH�PG� UIF� KPVSOFZ� JT� JO� UIF�CBDL�PG�B� USVDL�PO�VOQBWFE �EJ꽎DVMU�SPBET��#VU�JU�JT�B�XBML�JO�UIF�QBSL�DPNQBSFE�UP�XIBU�UIF�UFTU�DFOUFST�TIBLFS�puts the inverters through. The shaker is a gigantic jolting machine. The sign on the door reads “mechanical stress test” ‒ the device is located in a separate part of the building. “It allows us to simulate nearly any kind of vibration,” says Peter Thomä, who is in charge of the shaker. “The journey CZ�USVDL�GSPN�,BTTFM�UP�.VOJDI�BT�XFMM�BT��LJMPNFUFST�PG�EJSU�SPBET�XJUI�potholes.” At this point, we are able to see whether the inverters can stand up to the stresses they may encounter around the world. “They can,” says

Thomä dryly. “Every new SMA inverter has been exposed to pretty much everything that can happen to a solar inverter in the real world.” Including the EMC test.

Cell phone ban in solar power plants?

The acronym EMC stands for electromagnetic compatibility. Succinctly put, the question here is whether it is permitted to talk on a cell phone next to an inverter, and whether the phone call will be affected by interference. “I am sure you are familiar with the phenomenon from hospitals or airplanes,” FYQMBJOT�5IPN¤�� #BTJDBMMZ �SBEJP�XBWFT�GSPN�PUIFS�FRVJQNFOU�DBO�JOUFSGFSF�with electronic devices.” At the same time, each device is emitting radio XBWFT�JUTFMG �NPSF�PS�MFTT�BT�B�XBTUF�QSPEVDU�PG�JUT�BDUVBM�UBTL��#PUI�BTQFDUT�

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are tested in the EMC test chamber. It can seem almost ominous from the inside: the walls and ceiling are covered with black foam pyramids pointing to the middle of the room. “Don’t touch anything,” calls Thomä in warning through the likewise covered door. “That is highly sensitive foam!”

Welcome to the walk-in dead zone

The chamber features specially insulated walls that keep out even the smallest radio wave, both from the inside and outside. This is one place B�DFMM�QIPOF�EF꽌OJUFMZ�XPOU�XPSL��*O�UIJT�IFSNFUJDBMMZ�TIJFMEFE�SPPN �UIF�inverters are irradiated with electromagnetic waves to test their insensitivity. The foam pyramids on the walls and ceiling ensure that no radio waves BSF�SF꽍FDUFE��5IJT�NFBOT�UIBU�UIFZ�DBOOPU�NVUVBMMZ�JOUFOTJGZ�PS�XFBLFO�POF�another.

#VU�IPX�TUSPOH�BSF�UIF�SBEJP�XBWFT�UIBU�UIF�JOWFSUFS�JUTFMG�FNJUT�XIFO�JO�VTF �Are the respective threshold values being adhered to? Such measurements are also made in the EMC chamber. To determine the values, inverters are tested with a sensitive test antenna from all sides. “It goes without saying that our devices meet all the relevant regulations,” says Thomä. “And thanks to our outstanding equipment, we are one of only a handful of manufacturers to be allowed to perform the inverter approval tests ourselves for the strict American-based Underwriters Laboratories (also see p. 46).”

Waterproof and desert-ready

As the Environmental Lab Head, Thomä and his team are also in charge of an additional seal of quality. The inverter cases must be completely dust-tight and waterproof in order to receive the coveted IP65 protection class. They are put to the test under the lab’s own sprinkler system, where not even the smallest drop of water may penetrate the gasket seals; a foggy display would inevitably reveal even the slightest leakage. Compared to the testing methods in the lab next door, the whole procedure looks pretty crude.

Slow-motion electricity

Two hundred thousand measurements per second make Christian Kühnel’s FZFT�MJHIU�VQ��IF�TUBOET�CFGPSF�POF�PG�UIF�꽌WF�NBTTJWF�CMBDL�DBCJOFUT�UIBU�take up most of the space in the room. He and his colleagues investigate the electric function of SMA inverters ‒ in terms of the requirements of Germany’s Medium-Voltage Guidelines right through to the exact determination of UIF� &VSPQFBO� F꽎DJFODZ� GBDUPS�� 5IFTF�NFBTVSFNFOUT� EFBM� XJUI� FMFDUSJDJUZ�changes in fractions of milliseconds, meaning the highest level of precision is required. You can see that he loves his tools.

These black metal cabinets are the heart of every system, each one of them housing technology as valuable as a high-end sedan. “The systems here are most likely unique right now,” says Kühnel. “No one has anything like it. The CJHHFTU�QBSU�PG�XIBUT� JOTJEF� JT�FYQFSJFODF��#VU� UIBUT�OPU�BMM��#FIJOE�UIF�EPPST �ZPV�XJMM�꽌OE�SFTJTUPST�BT�UIJDL�BT�ZPVS�BSN�BT�XFMM�BT�99-�JOEVDUPST�BOE�condensers. For certain tests, they take up the entire power of the connected inverter ‒ that can be up to 17,000 watts for the Sunny Tripower. Three rows of blue indicator lamps indicate which of the components, sorted by size, is using the control electronics for the current test program. The systems BSF�JO�VTF�WJSUVBMMZ�OPOTUPQ��꽌WF�QSPHSBNNFST�BSF�LFQU�CVTZ�NPEJGZJOH�BOE�

continually upgrading the software. Christian Kühnel pulls out a keyboard drawer and enters the initial values for the next test run. “Now we are testing the emergency shutdown function in the case of a power loss,” he says as he sets the grid simulator to Madagascar.

A dream job for engineers

"T�FOHJOFFST �TBZT�#JMMZ�"LQFCV �XF�SFBMMZ�IBWF�B�ESFBN� KPC�IFSF�BU�the test center. We are continually at the cutting edge of technological development. Every new piece of technology and every new product ends up here; every technical guideline directly affects us.” This means that the test center is also extremely busy. Even though the sample check for ongoing series production has been moved to the new test center, the workload remains near the 100 percent mark.

“That is why we are now in the process of expanding even further,” explains Akpebu and opens the construction site door to the new facilities. The reconstruction work is in full swing: power cables and measurement lines hang from the ceiling; workers are laying multicolored pipes for water, WFOUJMBUJPO �BOE�IFBU�SFDPWFSZ��5BQF�PO�UIF�꽍PPS�NBSLT�PVU�XIFSF�UIF�OFX�systems will be installed.

%FTQJUF� UIF�VO꽌OJTIFE�TUBUF � UIF�)FBE�PG� UIF�5FTU�$FOUFS� MPPLT�FYUSFNFMZ�TBUJT꽌FE��*O� UIF� GVUVSF �XF�IPQF� UP�CFDPNF� JOWPMWFE� JO� UIF�EFWFMPQNFOU�process at an earlier stage. Our goal is to incorporate even more of our ex-perience when it comes to testing standards and strategies. To do that, we need both additional testing equipment as well as additional manpower.” It is no surprise that the level of personnel and technology is so high consid-ering the daily production rate of over 4,000 inverters. “SMA has nearly UIJSUZ�ZFBST�PG�FYQFSJFODF �SF꽍FDUT�"LQFCV �BOE�XF�HBJO�FWFO�NPSF�JO�UIF�test center each and every day ‒ systematically. Every one of us helps to continue to improve the engineering and quality of the inverters.”


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BETWEEN TECHNOLOGICAL ADVANTAGE AND MARKET DYNAMICS // WHEN THE ONLY CONSTANT IS CHANGE, FLEXIBILITY HAS TO BE THE NUMBER ONE CORPORATE STRATEGY. THAT ALSO HAS CONSEQUENCES FOR TECHNOLOGICAL DEVELOPMENT.

In the photovoltaics market, only one thing is certain: that everything changes continually. That is the view of Board Member Roland Grebe. He and his DPMMFBHVFT�BSF�QSFQBSFE� GPS�꺰VDUVBUJOH�EFNBOE�BOE�VODFSUBJO� GSBNFXPSL�DPOEJUJPOT�� XJUI� B� IJHIMZ� 꺰FYJCMF� CVTJOFTT� NPEFM � TPQIJTUJDBUFE� RVBMJUZ�standards, and outstanding technologies that are continuously adapted to meet customer needs. A successful strategy. For nearly 30 years, the company has “breathed” in rhythm with the market and has continued to expand its technological advantage. An interview with Roland Grebe, Chief Technology 0꺱DFS �BOE�.BUUIJBT�7¶TTJOH �%JSFDUPS�2.�

Mr. Grebe, SMA has received numerous awards for its

technological innovations. Have there been any new de-

velopments?

3PMBOE�(SFCF��:FT��'PS�FYBNQMF �POF�PG�UIF�BXBSET�XF�SFDFJWFE�UIJT�ZFBS�XBT�GPS�UIF�NPTU�JOOPWBUJWF�TPMBS�QSPEVDU�PG��.PSF�TQFDJ꽌DBMMZ �UIF�award was for the Sunny Tripower, a solar inverter in which we realized

꽌WF�OFX�UFDIOPMPHJDBM�XPSME�EFCVUT�JO�POF�TJOHMF�EFWJDF��0QUJ꽍FY �POF�PG�UIF�OFX�UFDIOPMPHJFT �FOTVSFT�UIBU�JOTUBMMFST�IBWF�NBYJNVN�꽍FYJCJMJUZ�XIFO�JU�DPNFT�UP�TZTUFN�QMBOOJOH �BMMPXJOH�UIFN�UP�JHOPSF�TQFDJ꽌DT�TVDI�BT�SPPG�dormers or uneven module numbers. Not only does it save time, but it also represents a further contribution to improving quality during planning. That is a decisive factor because our technologies should provide users with a real advantage. Only then will the device ‒ just like the demand for it ‒ be successful in the long run. This is an area where we have a leading strategy that allows us to cover a vast range with over 500 developers. Price is also a decisive factor.

Are you saying you want to reduce costs?

3PMBOE� (SFCF�� $PSSFDU�� 8F� BSF� XPSLJOH� XJUI� B� DPNQBOZ�XJEF�JOUFSEJTDJQMJOBSZ�UBTL�GPSDF�UP�DPOUJOVF�UP�TJHOJ꽌DBOUMZ�SFEVDF�UIF�QSJDF�PG�PVS�inverters in the years to come. The keywords here are streamlined processes, NBUFSJBM�JTTVFT �EFWJDF�EFTJHO �FBTF�PG�NBJOUFOBODF �BOE�TP�PO��#BTJDBMMZ �UIF�FOUJSF�꽌FME�PG�UPUBM�DPTU�PG�PXOFSTIJQ �PS�5$0�GPS�TIPSU��"O�BEEJUJPOBM�focal point of design will be an increase in performance in order to further reduce system costs. The decisive factor here is cost reductions at all levels, such as when exploiting new methods of technological development.


넧�넨��2VBMJUZ�UFTU�BGUFS�FWFSZ�TUFQ�PG�QSPEVDUJPO��/PUIJOH�HFUT�QBTU�UIF�combination of automatic inspections and the human eye.


Can you give us an example?

3PMBOE�(SFCF��3BQJE�QSPUPUZQJOH� JT�POF�PG� UIF�LFZ�UFSNT�� *U� JT�B�IJHIMZ�F꽎DJFOU�BQQSPBDI�UIBU�EFMJWFST� GBTU�SFTVMUT��:PV�EP�OPU�OFFE�FWFSZ�TJOHMF�individual discipline to prove that a certain technology works. For us, another decisive factor is the setting up of individual competence areas, which substantially reduces complexity. Each individual unit can function JOEFQFOEFOUMZ� BOE� EFMJWFST� SFTVMUT� UIBU� BMM� 꽌U� UPHFUIFS� BU� UIF� FOE� PG� UIF�QSPDFTT��5IBU� SFEVDFT�DPTUT �XIJDI� UIFO�ESJWFT�EPXO� UIF�QSJDF�PG�TQFDJ꽌D�devices as a result.

Matthias Vössing: … without making compromises when it comes to quality and longevity. That is the path that many companies take. They forgo one or the other testing approach and accept material restrictions in order to lower costs. SMA has an entirely different strategy. We achieve reductions in cost through technological advancement by making massive investments in research and development and by continually improving our products. SMA JOWFSUFST�BSF�EFTJHOFE� UP� MBTU� GPS�NPSF� UIBO��ZFBST��BO�FYDFQUJPOBMMZ�MPOH�MJGFTQBO�GPS�BO�FMFDUSPOJD�QSPEVDU��'PS�FYBNQMF �UIF�꽌STU�4."�JOWFSUFST�UP� HP� JOUP� TFSJFT� QSPEVDUJPO� CBDL� JO� �� 17�83 � BSF� TUJMM� CFJOH� VTFE�today. If you think about how many technological quantum leaps we have made since then, you can imagine the lifespan that the products we make today will have. We always go by our customers’ needs when optimizing our processes. And they quite rightly expect long-lasting, reliable solar inverters.

What does quality assurance at

SMA look like in concrete terms?

Matthias Vössing: During production, each individual production step ends with a comprehensive electronic quality inspection QFSGPSNFE�CZ�FYQFSJFODFE�FNQMPZFFT��#FGPSF�BO�JOWFSUFS� JT� EFMJWFSFE� UP� B� DVTUPNFS � JU� JT� 꽌STU� QVU�through its paces in an endurance test. We have a complete testing center in which we subject our inverters to numerous tests, even during the development phase. We are also able to SFQMBDF�ZFBST�PG�꽌FMET�UFTUT�XJUI�MBC�TJNVMBUJPOT��That allows us to not only achieve guaranteed standards when it comes to safety and quality, but it also ensures the reproducibility of test results and saves time and money, too.

3PMBOE� (SFCF�� #VU� RVBMJUZ� BTTVSBODF� JTOU�something that is limited to one or two departments. The goal of creating technologically superior, high-quality, long-lasting inverters can be found at SMA in every area, each department, and with all employees. Further goals include continuing to make installation easier, to cover the entire service spectrum, and to differentiate ourselves from our Asian competitors.�That is the only way technological leadership can be maintained in the long term.

Are those goals realistic?

3PMBOE�(SFCF��/P�POF�TBZT�UIBU�JU�JT�FBTZ��5IF�DIBMMFOHFT�BSF�JNNFOTF�BOE�UIF�DPNQFUJUJPO�JT�HSPXJOH��#VU� UIF�꽌FME�PG�TZTUFNT�FOHJOFFSJOH�IBT�CFFO�technology-driven for many years now. That is a key reason why very few Asian inverter manufacturers end up being successful. They simply lack the know-how. According to several estimates, we increased our global market TIBSF�GSPN�BQQSPY��UP�PWFS��JO��BOE�PODF�BHBJO�JODSFBTFE�the distance between ourselves and our competitors. And we can do all of it because we have placed our focus on technology.

What sets SMA apart from other companies in the

industry?

Matthias Vössing: We are the technology leader when it comes to solar inverters and have a product portfolio for all applications, every performance DBUFHPSZ �BOE�BOZ�NPEVMF�UZQF��8F�BMTP�CFOF꽌U�GSPN�B�TUSPOH�JOUFSOBUJPOBM�TBMFT� BOE� TFSWJDF� OFUXPSL� BOE� BSF� BCMF� UP� SFBDU� UP� NBSLFU� 꽍VDUVBUJPOT�RVJDLMZ�BOE�XJUI�JNNFOTF�꽍FYJCJMJUZ��/P�PUIFS�DPNQBOZ�DBO�NBLF�UIBU�TBNF�claim.

4."�JOUSPEVDFT�꽎WF�UP�TJY�JOOPWBUJPOT�UP�UIF�NBSLFU�each year. Will you be able to continue that rate in the

future? 3PMBOE�(SFCF��:FT��5IBU�JT�PVS�DMFBS�JOUFOUJPO��"OE�JU�JT�TPNFUIJOH�XF�IBWF�always been able to do. The decisive factor for the future is what sets all of our new products apart: they are even easier to install, we are continuously JODSFBTJOH� UIFJS�EFHSFF�PG�F꽎DJFODZ � UIFZ� GFBUVSF�FOIBODFE� GVODUJPOBMJUZ �and are cheaper than each previous generation based on per-watt sales prices. Our technological advantage is a key competitive advantage and represents a substantial entry barrier, especially for new competitors. It is one of the many reasons why we continue to expand our development DBQBDJUJFT��'PS�� XF�BSF�QMBOOJOH�UP�JODSFBTF�PVS�EFWFMPQNFOU�CVEHFU�by more than 40% to approx. €80 million.

So you are obviously anticipating further growth in the

photovoltaic industry?

3PMBOE�(SFCF��/PU�POMZ�UIBU��5IF�XBZ�XF�TFF�UIJOHT �QIPUPWPMUBJDT�JT�TFU�UP�become one of the key industries of the future. It is indispensible for climate protection and has the potential to position Germany as a technology site for the future. That is why further investment in research and development is also so important to continue reducing costs. At the same time, technology and installation must keep getting easier. Our invention of string and multistring technology sets a true benchmark in that area: the dramatically simpler installation process has allowed any electronics specialist to easily set up a solar power plant. That alone has made a decisive contribution to the prevalence of photovoltaics.

Matthias Vössing: The most important step on the way to 100-percent, local, regenerative energy supply will be achieving grid parity; that is, the point in time from which solar power can be offered at the same prices as DPOWFOUJPOBM�IPVTFIPME�QPXFS��'PS�(FSNBOZ �XF�DPOTJEFS�UIF�ZFBS��to be a realistic goal.


According to several studies*, photovoltaics should be

making an up to twelve percent contribution to electric

power supply by 2020. What has SMA done in this

area?

Matthias Vössing: A great deal. In Germany, for example, private consumption of solar power is becoming increasingly interesting. The important factors here are intelligent user management as well as local storage applications. Advancements made to our backup systems are already providing the technical prerequisites for these new challenges. And when it comes to grid integration for large-scale solar power plants, our inverters already meet all medium voltage feed-in requirements . We want to continue to expand inverter communication features in order to position the inverters as “system managers” to an even greater degree.

3PMBOE�(SFCF��8F�BSF�XFMM�QPTJUJPOFE�BOE�XJMM�CF�GPDVTJOH�PO�GPVS�TUSBUFHJD�GPDBM�QPJOUT��UIF�TZTUFNBUJD�SFEVDUJPO�PG�TQFDJ꽌D�QSJDFT�GPS�PVS�JOWFSUFST��UIF�further development of systems engineering to optimize local energy supply through photovoltaic plants, in other words, subjects such as smart grids and private solar power consumption; continuing to develop our technological leadership; and growth in foreign markets. We are convinced that SMA is ready for the future in every aspect.

Mr. Grebe and Mr. Vössing, thank you for your time!*SET 2020, EPIA

INFORMATION //

1MBOU�PQFSBUPST�QSP껾U� GSPN�UIF�QSPNPUJPO�PG�TPMBS�QPXFS�CBTFE�PO� UIF�3F-OFXBCMF�&OFSHZ�4PVSDFT�"DU��*U�NFBOT�UIBU�MPDBM�HSJE�PQFSBUPST�NVTU�DPNNJU�UP�QBZJOH�TPMBS�QPXFS�PQFSBUPST�BU�JODSFBTFE�SFNVOFSBUJPO�SBUFT��5IF�UBSJ껽�JT� HVBSBOUFFE� GPS� UIF� ZFBS� PG� DPNNJTTJPOJOH� BOE� GPS� �� ZFBST� UIFSFBGUFS��"MTP�MFHBMMZ�SFHVMBUFE�JT�UIF�SFNVOFSBUJPO�GPS�TPMBS�QPXFS �XIJDI�JT�SFEVDFE�FBDI�ZFBS�JO�PSEFS�UP�UBLF�GBMMJOH�QMBOU�DPTUT�JOUP�BDDPVOU��%FQFOEJOH�PO�UIF�MPDBUJPO �PQFSBUPST�XJUI�B�TPMBS�QPXFS�QMBOU�DBO�FBSO�BUUSBDUJWF�SFUVSOT��BO�JOWFTUNFOU� UIBU�QBZT�P껽��"DDPSEJOH�UP�JOGPSNBUJPO�GSPN�UIF�#VOEFTWFSCBOE�4PMBSXJSUTDIBGU� F�7�� UIF�(FSNBO�4PMBS� *OEVTUSZ�"TTPDJBUJPO � JO� KVTU� B� GFX�ZFBST�UJNF�TPMBS�QPXFS�XJMM�CF�BCMF�UP�CF�HFOFSBUFE�PO�(FSNBO�SPPGUPQT�BU�B�DPTU�FRVBM�UP�UIBU�PG�DPOWFOUJPOBM�FMFDUSJDJUZ�SBUFT��"�IJHI�MFWFM�PG�XJMMJOHOFTT�UP�JOWFTU�BNPOH�DJUJ[FOT�BMTP�NBLFT�B�TVCTUBOUJBM�DPOUSJCVUJPO�UP�UIF�TVDDFTT-GVM�BEWBODFNFOU�PG�TPMBS�FOFSHZ�BOE�HSJE�QBSJUZ��"DDPSEJOH�UP�B�TVSWFZ�DPO-EVDUFE�CZ�'034" ��QFSDFOU�PG�UIF�QPQVMBUJPO�JT�SFBEZ�UP�NBLF�B�TJHOJ껾DB-UJPO�DPOUSJCVUJPO�UP�UIF�FYQBOTJPO�PG�QIPUPWPMUBJDT�UISPVHI�UIFJS�FMFDUSJDJUZ�CJMM� 넧�넨��$POUJOVPVT�JNQSPWFNFOUT�BOE�JOWFTUNFOU�JO�SFTFBSDI��.BUUIJBT�7¶TTJOH�


HIGH-TECH WONDER // SMA INVERTERS ARE THE MOST IMPORTANT COMPONENT OF EVERY SOLAR POWER PLANT. THEY NOT ONLY MAKE WORK EASIER FOR INSTALLERS, BUT ALSO GIVE OPERATORS MAXIMUM RETURNS AND A HIGH DEGREE OF INVESTMENT SECURITY. THEY ALSO ULTIMATELY STAND FOR THE COMPANY’S TECHNOLOGICAL LEADERSHIP.


THE WELL-ENGINEERED CONSTRUCTION OF THE SUNNY BOY 5000TL IS EYE-CATCHING: MAXIMUM COMPONENT INTEGRATION. NOT ONE PART TOO MANY. AND EVERYTHING IN THE RIGHT PLACE. THE RESULT: PERFECT PERFORMANCE AND COST-EFFICIENT PRODUCTION.

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Electronic Solar Switch (ESS)

5IJT�4."�UFDIOPMPHZ�DSFBUFE�JO��NFBOU�HSFBUFS�TBGFUZ�BOE�FBTJFS�JOTUBMMBUJPO��UIF�&MFDUSPOJD�4PMBS�4XJUDI�&44��"T�UIF�꽌STU�NBOVGBDUVSFS�UP�QSPEVDF�such an isolating switch, SMA was able to offer an integrated solution for securely separating the inverter from the solar generator. In addition, complex installation and assembly work is no longer an issue. The ESS guarantees the highest level of operating safety for all installation and maintenance work.


Graphic display

#Z� JOUSPEVDJOH�XJSFMFTT� DPNNVOJDBUJPO� VTJOH� UIF�Bluetooth® standard and a modern graphic display, SMA has built even greater convenience and user-friendliness into its inverters: up to 50 inverters can communicate with one another wirelessly. To improve comprehensibility, current plant values are EJTQMBZFE�BT�B�DMFBS �FBTZ�UP�SFBE�HSBQIJD�GPS�UIF�꽌STU�UJNF�FWFS��"OE�BMTP�GPS�UIF�꽌STU�UJNF �PQFSBUPST�DBO�BDDFTT�JOGPSNBUJPO�PO�TNPPUI�QMBOU�PQFSBUJPOT�BOE�all relevant daily values in the evening: the SMA display can even work after sunset upon special customer request.


FROM REALISTS AND VISIONARIES // STRICT ORGANIZATION AND MAXI-MUM FREEDOM ‒ NOT A CONTRADICTION AT SMA, BUT RATHER THE FOUN-DATION FOR GROWTH AND TECHNOLOGICAL LEADERSHIP.

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How does a company become a globally recognized technological leader? And how do the employees successfully develop such a position, particularly in an industry in which new challenges await on a daily basis? For instance, XJUI� B� CSPBE� QSPEVDU� SBOHF� BOE� 꺰FYJCMF� PQFSBUJOH� QSPDFTTFT � DPSQPSBUF�culture based on transparency and employee involvement, or through technological innovations and continuous cost reductions. And although the answers may vary depending on who you ask at SMA, in the end, one thing SFNBJOT�B�DPOTUBOU��TVDDFTT�JT�XIFO�BMM�UIF�QJFDFT�TJNQMZ�꺯U�UPHFUIFS��

“SMA stands for the knowledge of over 500 developers, and for exceptional 꽍FYJCJMJUZ�� *� DPOTJEFS� UIBU� BOE� OFBSMZ� �� ZFBST� PG� FYQFSJFODF� JO� TZTUFNT�engineering to be a respectable basis for future success.” These are the XPSET�PG�#FSOE�&OHFM �4FOJPS�7JDF�1SFTJEFOU�5FDIOPMPHZ�BOE�%FWFMPQNFOU at SMA ‒ words spoken with pride. According to Engel, the big challenge is harmonizing years of sustained growth with continual innovations and the SFRVJSFE�DSFBUJPO�PG�TUSVDUVSFT�UIBU�BSF�꽌U�GPS�UIF�GVUVSF�� 8IFO�*�TUBSUFE�IFSF�seven years ago, we had fewer than 700 employees. Today, that number is over 5,000,” says the development engineer, who came to the Hessian UPXO�PG�/JFTUFUBM�QSJNBSJMZ�EVF�UP�IJT�QSPGFTTJPOBM�FYQFSJFODF�JO�UIF�꽌FME�PG�renewable energies. The high technical level at which SMA was operating JO�UIF�꽌FME�PG�UFDIOPMPHZ�JNQSFTTFE�IJN �IF�TBZT��BT�EJE�UIF�QSPOPVODFE�specialization and process orientation.

Cost reduction as a trailblazer for grid parity

In order to expand its technological leadership, the focus is placed on a IJHIMZ�꽍FYJCMF�CVTJOFTT�NPEFM �TUSJDU�QSPDFTTFT �BOE�UIF�JOOPWBUJWF�TUSFOHUI�of the employees. And with success: SMA solar inverters have been the leading technological devices on the solar market for nearly three decades. The company has invested heavily in research and development precisely when market and competitive conditions have become increasingly tough: PWFS��EFWFMPQFST�XPSL�PO�QSPEVDJOH�BU�MFBTU�꽌WF �JG�OPU�TJY �JOOPWBUJPOT�each year. That includes new products with which SMA by far offers the widest portfolio on the market as well as innovative technologies which, for example, considerably simplify the installation or planning of solar power QMBOUT��"�DPNNJUNFOU�UIBU�QBZT�PGG��JO�.BSDI�� UIF�DPNQBOZ�SFDFJWFE�a renowned innovation award for the globally pioneering technology used in the new Sunny Tripower inverter. Matthias Victor is one individual who understands the power of innovation. He leads the technology development division and automatically associates the word “innovation” with “cost reduction.” That is because marketable prices are a basic prerequisite for BDIJFWJOH� HSJE� QBSJUZ�� #BTFE� PO� QSPHOPTFT � TPMBS� QPXFS�XJMM� CF� BCMF� UP�compete with conventional power in just a few years. “We are working on GVSUIFS�SFEVDJOH�UIF�TQFDJ꽌D�DPTUT�PG�PVS�QSPEVDUT �JO�PUIFS�XPSET�UIF�QSJDF�per kilowatt, every year,” says the engineer.

Strategic planning and customer proximity instead of

“happy engineering”

#FSOE�&OHFM�OPET��5IF�UPQJD�VQ�GPS�EJTDVTTJPO�JT�UIF�TP�DBMMFE�UPUBM�DPTU�PG�ownership, or TCO. At SMA, it is an important subject, especially when it comes to large-scale plants. For solar power plants in the megawatt range,

넧�넨��3FEVDJOH�DPTUT�CZ�JOOPWBUJOH�BU�BMM�MFWFMT��.BUUIJBT�7JDUPS�JT�XPSLJOH�PO�UPNPS-row’s energy supply ‒ and is way ahead of his time.


the company not only offers the perfect central inverters, but an entire range of additional services tailored to the needs of customers in this segment. And because it is all about enormous output, costs play an especially large role. In the area of platform development alone, over twenty teams address the issue of design to cost, i.e. considering all costs at the early developmental stage of a new inverter generation.

The clear division into individual areas of competence and strict adherence to the corporate strategy avoid what is known as “happy engineering.” “Engineers who are excited about the technology sometimes tend to focus PO� UIF� 꽌OBM� PQUJNJ[BUJPO� SBUIFS� UIBO� DPOTJTUFOUMZ� LFFQJOH� UIFJS� NJOET� PO�the product’s market launch. This can lead to products being developed without the customer in mind, resulting in poor performance on the market,” FYQMBJOT�.BUUIJBT�7JDUPS��#VU�BU�4." �UIF�XBOUT�BOE�OFFET�PG�DVTUPNFST�BSF�the focal point of technological development. Everything revolves around subjects such as cost optimization, performance increase, grid integration, generator diagnosis, quality, and ease of installation and maintenance. “All building blocks for preliminary development that produces functional models for new units and technologies. Some of the approaches come from QSPEVDU�NBOBHFNFOU�TQFDJ꽌DBUJPOT�BOE�TBMFT�EVF�UP�UIFJS�DMPTF�DVTUPNFS�proximity; others come from employee and engineer ideas,” says Engel.

Although technological development is based on just one prototype on which new technologies are tested, predevelopment produces lab samples that are similar to the products in order to verify characteristics and minimize technical risk. Only product development deals with the question of whether UIF�UFDIOPMPHZ�DBO�CF�VTFE�JO�BO�F꽎DJFOU �GVODUJPOBM�XBZ�GPS�B�OVNCFS�PG�other devices, thus creating the basis for series production.

The future lies in inverter intelligence

SMA is far more than “just” the largest solar inverter producer: the company JT�BMTP�B�HMPCBMMZ� SFDPHOJ[FE� UFDIOPMPHJDBM� MFBEFS� JO� UIF�꽌FME�PG�TZTUFNT�engineering. Whether a device, grid, or system, the most important UFDIOPMPHJDBM�JOOPWBUJPOT�JO�UIF�꽌FME�PG�QIPUPWPMUBJDT�IBWF�DPNF�GSPN�4."��5IBUT�OPU�KVTU�CFDBVTF�PG�UIF�IJHI�MFWFM�PG�F꽎DJFODZ��OFBSMZ��UIBU�SMA inverters demonstrate. Developers also work under intense pressure on solutions that enable faster, easier device installation and which can also assume additional tasks. According to Engel, the future lies in having inverters perform central power supply tasks, such as grid management, for a growing percentage of renewable energies. “Our inverters are the technological heart of a solar power plant and are designed today for the challenges of tomorrow. We offer intelligent functions that our competitors

넧UPQ넨��5FDIOPMPHZ�MFBEFSTIJQ�BT�UIF�SFTVMU�PG�JOOPWBUJWF�TUSFOHUI�BOE�UFBNXPSL��"OI�5VBO�-VPOH �)BSBME�%SBOHNFJTUFS �BOE�#FSOE�&OHFM�M��UP�S��GFFM�BU�IPNF�JO�the development lab.

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cannot match. Our goal is to expand these technological advantages and acquire additional market shares,” Engel says.

Meeting customer standards

for functionality, quality, and availability

To ensure that everything runs smoothly, the production and purchasing teams work together with developers to continue to expand the company’s leading role. Production technology engineers are involved in the development of new products early on in the process. From the very beginning, it is imperative that they not only focus on the product’s performance, but also IFMQ�UP�EFTJHO�DPTU�FGGFDUJWF�NBOVGBDUVSJOH�BOE�WFSJ꽌DBUJPO�TUSBUFHJFT��5IF�reason why we can develop products that meet our customers’ standards when it comes to functionality, quality, and availability is because we have that threefold perspective. If we didn’t work together in close collaboration, our products wouldn’t be nearly so successful,” assures Uwe Hertel. He is UIF�DPNQBOZT�$IJFG�0QFSBUJOH�0꽎DFS�BOE� JT�BMTP�B�QBSU�PG� UIF� SFHVMBS�forecast rounds. “We assess customer need and subsequently derive information from this for our suppliers. We then plan the next two weeks ‒ even though we deliver up to 30% of orders within one day after order receipt ‒ if framework conditions permit.”

Technological leadership also means

shouldering a great deal of responsibility

5IF�BDUVBM�DIBMMFOHF�MJFT�JO�UIF�FYUSFNF�꽍VDUVBUJPOT�PO�UIF�TPMBS�NBSLFU��On the one hand, we must plan with extreme accuracy, but at the same UJNF�SFNBJO�꽍FYJCMF�FOPVHI�UP�CF�BCMF�UP�JNNFEJBUFMZ�BCTPSC�꽍VDUVBUJPOT �explains his colleague Günther König, who has been responsible for the QSPEVDUJPO� PG� 4VOOZ� #PZ� JOWFSUFST� GPS� UXFMWF� ZFBST�� *O� PSEFS� UP� QSFWFOU�component delivery bottlenecks occurring, the company has put immense effort into developing its suppliers. “We see ourselves as a partner to our suppliers, of course. We hold regular discussions in order to provide TQFDJ꽌D�HVJEJOH�QSJODJQMFT� GPS� JNQSPWFNFOUT�� *O�BEEJUJPO �XF�BMTP�FOTVSF�that we continually keep all of our service providers up to speed when it comes to future challenges. That allows them to develop according to the requirements,” explains Günther Häckl, Vice President Corporate Purchasing, when discussing one of the company’s core processes. His colleague, Souleymane Niang, Vice President Service, adds, “We are the global market leader for systems engineering, which places a large degree of responsibility on our shoulders. That is why our service package is continually growing to accommodate that demand.” That package includes consulting, support, and technical support services that SMA offers to its DVTUPNFST�XPSMEXJEF��"T�TPPO�BT�XF�FTUBCMJTI�B�OFX�SFHJPOBM�P꽎DF �XF�also make sure that we have the full service spectrum available there. It is, of course, where we process a large percentage of requests. That requires well-trained employees and the right infrastructure,” says Niang, whose OFX�P꽎DF�XJMM�CF�SFBEZ�UP�NPWF�JOUP�JO�B�GFX�XFFLT��CVU�XIJDI�JT�DVSSFOUMZ�still a construction zone. He is thrilled that the new service center right next door to production will render long distances a thing of the past. “It takes three minutes to get from here to Solar-Werk 1 by foot. Our spatial structure XJMM�UIFO�꽌OBMMZ�NBUDI�VQ�UP�PVS�JOUFSOBM�MFWFM�PG�OFUXPSLJOH��

넧�넨��4FSWJDF�HSPXT�XJUI�VT �NBLJOH�EJTUBODFT�FWFO�TIPSUFS��4FSWJDF�)FBE�4PVMFZNBOF�/JBOH�JO�IJT�OFX�P꽎DF�


Flexibility as a decisive competitive advantage

4IPSU� EFMJWFSZ� UJNFT � FWFO�XJUI� TVCTUBOUJBM� 꽍VDUVBUJPOT� JO� EFNBOE�� UIBU�TUSBUFHZ� EPFTOU� BMXBZT� XPSL� PVU�� 4JODF� UIF� 꽌STU� RVBSUFS� PG� �� UIF�global market for electronic components has been swept clean. At the same time, we are currently seeing an extremely high demand for inverters. Even UIF�IJHI�MFWFM�PG�RVBMJ꽌DBUJPO�PG�PVS�TVQQMJFST�BOE�B�TPQIJTUJDBUFE�TFDPOE�source strategy were not enough to absorb the delivery bottleneck,” says Häckl and adds, “Such a component shortage is extremely rare and the FOE�PG�TVDI�B�CPUUMFOFDL�JT�VTVBMMZ�WJTJCMF�PO�UIF�IPSJ[PO��#VU�UIF�TVTUBJOBCMF�development of our capacities is a decisive factor in ensuring that we are well positioned for the future.” And that position should now be secured: the construction of a second factory in Germany and additional sites in the USA are already underway. These new facilities will allow the company to more than double its overall capacity from approximately four to around eleven gigawatts in the medium term. This will result in short delivery times XJUI�DPOUJOVFE�NBYJNVN�꽍FYJCJMJUZ�UIBOLT�UP�UIF�NPEVMBS�DPODFQU��8F�XJMM�be able to gradually adapt the new facilities to increasing demand. In my PQJOJPO �UIBU�꽍FYJCJMJUZ�BOE�UIF�TVDDFTTGVM�HFOFSBUJPO�PG�OFX�JEFBT�BSF�CPUI�a substantial competitive advantage and particular strengths that we must retain throughout any future growth,” explains Günther König.

Innovations hide distinct risks

Creating adequate space for new ideas is a considerable challenge in a fast-growing company. Especially since it isn’t always easy for good ideas to gain approval. No one understands that better than Innovation Manager Carsten Gundlach. His task is to consequently pursue and promote innovation. He refers to himself as a “lawyer of ideas” and occasionally reacts somewhat indignantly when a company advertises innovations that are actually anything but that. “Innovations are booming, and they are one of the predominant subjects being discussed in companies, politics, and in society. At the same time, the term is frequently misused. In the face of lack of substance, even a packaging relaunch must be referred to as an ‘innovation’. Successful companies assert their market position through truly innovative products, thereby securing competitive advantages for themselves,” says Gundlach. SMA is one of those companies. At the same time, innovation also involves distinct risks and sometimes even failure. Often times, companies enter completely unknown territory with an innovation JO� XIJDI� UIF� UFDIOJDBM� SFBMJ[BUJPO� PG� OFX� QSPEVDUT� JT� NPSF� EJ꽎DVMU� UIBO�anticipated at the onset. How customers and the market will react to the JOOPWBUJPO�JT�FRVBMMZ�EJ꽎DVMU�UP�BTTFTT��"DDPSEJOH�UP�(VOEMBDI �UIBU�JT�XIZ�the successful management of innovation and its development process is so important for SMA.

Exceptional perspectives help in recognizing strategic

innovations at an early stage

The goal is to recognize strategic innovations systematically and at an early stage in order to create road maps for future development activities. “It is important to continually develop new, unexpected perspectives in order to survive in a market with increasing competition. Ultimately, our products must be considerably better than those of the competition.” For Gundlach, the fact that innovation and reliability are not allowed to contradict one another is an important aspect. “At SMA there are elaborate ‘quality

넧�넨��*EFBT�SFRVJSF�VOJRVF�QFSTQFDUJWFT��$BSTUFO�(VOEMBDI�JT�B�TQFDJBMJTU�JO�SFDPH-nizing potential innovations early on.


gates’ within the innovation and product development process. Only when these intermediate steps have been successfully completed can the next development phase begin.” The company follows this approach until a product is approved for series production, thereby ensuring that only high-quality innovations are released onto the market. Gundlach considers it essential to achieve added value for which the customer is also prepared to pay. “As trite as it may sound, it is very important.” In addition, good ideas are sometimes so far ahead of their time that they are not even taken TFSJPVTMZ�BU�꽌STU��#VU �TBZT�(VOEMBDI �OPUIJOH�JT�SJQFS�UIBO�BO�JEFB�XIPTF�time has come.”

What is reality today was the object of ridicule

30 years ago

#BDL�JO�UIF�FBSMZ��T �UIF�DPNQBOZT�UISFF�GPVOEFST�HPU�B�UBTUF�PG�KVTU�IPX�EJ꽎DVMU� JU� JT� BU� UJNFT� UP� QSFTFOU� OFX� JEFBT�� 5IBU� JT� CFDBVTF�XIBU� JT�today a part of reality was still being ridiculed back then: developing intelligent systems engineering to help the idea of electricity production using renewable energies to gain acceptance. “We were convinced that local energy production using renewable energies such as wind or solar power wasn’t merely technically feasible, we knew it made economic sense, UPP��#VU�CBDL�XIFO�XF�TUBSUFE�UIF�DPNQBOZ�JO�� GFX�QFPQMF�CFTJEFT�VT�TBX�JU�UIBU�XBZ �TBZT�(¼OUIFS�$SBNFS�UPEBZ�XJUI�B�TNJMF��$PO꽌SNBUJPO�UIBU� UIFZ�XFSF�PO� UIF� SJHIU� QBUI� DBNF� JO��XIFO�4."T� 꽌STU� TFSJFT�production solar inverter entered the market. Even though they never could have imagined at the time the enormous growth of the photovoltaics industry and the company itself, they were all sure of one thing: continuing on their quest would pay off. And just how right they were is evident today. The DPNQBOZ�HFOFSBUFE�OFBSMZ�POF�CJMMJPO�FVSPT�JO�SFWFOVF�JO��BOE�IBT�delivered a total output of nearly eight gigawatts since it was established. At times of peak solar radiation, they provide as much energy as six large nuclear power plants.

The sharing of technological knowledge is a living

partnership with specialists

That success has also led to a huge increase in demand for specialist seminars in recent years. Year for year, installers and those interested in the solar industry come from around the world to receive training on the MBUFTU�QSPEVDUT�BOE�UFDIOPMPHJFT�JO�4."T�PXO�TPMBS�BDBEFNZ��#VU�CFDBVTF�UIF�XBJUJOH�MJTUT�XFSF�HSPXJOH�MPOHFS�BOE�MPOHFS �UIF�EFDJTJPO�XBT�꽌OBMMZ�made to increase capacity to at least 6,000 participants per year and to build a new training center. As is standard for SMA, the structure is no ordinary seminar building, but instead a cutting-edge high-tech facility that supplies itself with PV energy and other renewable energies as a so-called “island system” in a way that is completely grid-independent. Academy Head, Marc Clinckaert, explains the concept: “The technology IFBERVBSUFST�BCPWF�UIF�꽌STU�꽍PPS�DPOUSPM�UIF�JTMBOE�PQFSBUJPOT �XIJDI�DBO�be seen by all visitors. The lighting changes based on the battery system’s charge state: they turn green when the batteries are fully charged and red when their charge is low. We have intentionally focused on energy needs UP� SBJTF�BXBSFOFTT�PG�F꽎DJFOU�FOFSHZ�VTF��#VU� UFDIOPMPHJDBM�LOPXMFEHF�in particular should be shared, especially since the partnership-based collaboration with specialists is deeply rooted in the corporate philosophy. “We want to create adequate space for learning and the exchange of

넧�넨��4IBSJOH�LOPXMFEHF�PO�UFDIOPMPHZ�BOE�QSPEVDUT�XJUI�PWFS�� TFNJOBS�participants each year: Marc Clinckaert, Director Solar Academy.


information in order to give specialist craftsmen a decisive knowledge-CBTFE�BEWBOUBHF�PWFS�UIF�DPNQFUJUJPO �TBZT�$MJODLBFSU��5IF�CSBODI�P꽎DFT�are also slowly adapting the academy concept for themselves. Ultimately, specialists around the world want to know about the latest SMA technology.

New solar markets are developing around the world

4."�IBT�FTUBCMJTIFE��CSBODI�P꽎DFT�BSPVOE�UIF�XPSME�JO�SFDFOU�ZFBST��And there is no intention of stopping there. One of the individuals respon-TJCMF�GPS�꽌OEJOH�QSPNJTJOH�OFX�NBSLFUT�JT�+FBOFUUF�,MPDLHFUIFS �XIP�DBNF�UP�4."�JO�MBUF��BOE�JT�OPX�UIF�7JDF�1SFTJEFOU�4BMFT�0WFSTFBT��'SPN�day one, she was impressed by the speed at which SMA has become the leader on all levels. “I was also impressed at how everyone here works to-gether ‒ even when things get particularly stressful.” The electrical engineer held a leading position at a large news agency for years, but found the job description at SMA so exciting that she applied. “I very much wanted to work in an international company with a technological background. The fact that SMA is involved in renewable energies was the icing on the cake,” explains the Vice President, who was eager to once again take on global responsibilities. She soon became aware of the fact that photovoltaics has JNNFOTF�HMPCBM�QPUFOUJBM��4IF�DPOTJEFST�UIF�(FSNBO�3FOFXBCMF�&OFSHJFT�Act to be a role model for many countries and an important step towards the worldwide spread of photovoltaics. “The business is becoming ever more international and there are outstanding perspectives for growth. SMA acts with foresight and is expanding on a worldwide scale. I consider that to be extremely important, especially for reasons of customer proximity and creating added value in local markets,” says Klockgether. “And powerful JOWFSUFST�UIBU�BSF�BEBQUFE�UP�DPVOUSZ�TQFDJ꽌D�DPOEJUJPOT�BSF�OFFEFE�BSPVOE�the world.”

Future societal trends are incorporated into

the development of new products

%FWFMPQFST�BSF�FYQPTFE�UP�UIFJS�GBJS�TIBSF�PG�QSFTTVSF��#VU�UIFZ�IBWF�GSFF-dom, too” adds Matthias Victor. “That may not be everyone’s cup of tea, FTQFDJBMMZ�TJODF�XF�BSF�JOWPMWFE�JO�FYUSFNFMZ�MPOH�UFSN�QSPKFDUT��#VU�JO�FY-change, I get to work on topics that will shape our future energy supply. You have to be the right kind of person to do it,” he says as he leaves to join the “Scenarios” working group. Together with the executive board, the engineers discuss future societal trends, such as changes in energy sup-QMZ�PS�UIF�FMFDUSJ꽌DBUJPO�PG�BSFBT�GBS�BXBZ�GSPN�UIF�HSJE��5IF�SFTVMUT�UIFO�JO꽍VFODF�UIF�MPOH�UFSN�DPSQPSBUF�TUSBUFHZ�BOE�XJMM�CF�JODPSQPSBUFE�JO�UIF�development of new products. For example, one of the goals is the inter-mediate storage of excess energy or the development of so-called smart grids. Depending on the energy supply, they connect or disconnect various energy users, taking both the energy needs for each device as well as the predicted generation into account. For example, the washing machine is automatically turned on around noon or the freezer only cools during the day in order to retain the low temperature during the night. Victor is sure that such scenarios will become a part of daily life in the not-too-distant future. Whether visionary or realist, developers at SMA have always been decades ahead of their time. As it should be for a technological leader.

넧�넨��+FBOFUUF�,MPDLHFUIFS �7JDF�1SFTJEFOU�4BMFT�0WFSTFBT��$BQUVSJOH�OFX�TPMBS�markets along the way.


THE TIP OF THE ICEBERG // ON GROWTH, ENGINEERING SKILL, AND THE WEALTH OF KNOWLEDGE BELOW THE COMPANY SURFACE.

Photovoltaics is a technology that develops at a fast pace, and SMA is considered the technological and innovation leader in the solar industry. That also increases the challenges for knowledge management, especially since everyone knows that knowledge can only increase when shared ‒ at least according to Mike Meinhardt. Hardly anybody better understands just how much development competence lies behind market-ready SMA technology.

Meinhardt holds a doctorate degree in electrical engineering. When he talks about his responsibilities at SMA, he likes to use diagrams and charts, even though his charts do not show effectiveness progression or phase shifts. Instead, they indicate potential for improvement in the three-way relationship between technology, organization, and mankind. Meinhardt is the Head of Knowledge Management at SMA and is thus responsible for tracking knowledge among his own ranks. As he puts it, the knowledge and enthusiasm of the employees are the biggest asset a market and technology leader like SMA can possess; an asset that should be organized, structured, and taken advantage of in order to maintain the leadership position in the market. He also likes comparing knowledge management with an iceberg:

“Visible technological competence is always the result of a broad basis of knowledge and experience and a number of different processes that often take place in the background.”

Knowledge as an engine for change

Yet Meinhardt doesn’t see himself as a knowledge keeper. On the contrary. “That is exactly what we want to avoid as knowledge managers. The broad TQFDUSVN�PG�LOPXMFEHF�NVTU�꽍PX�JO�B�HPBM�PSJFOUFE�XBZ�JO�PSEFS�GPS�JU�UP�develop.” As the market leader, SMA has an incalculable commodity in the heads of more than 5,000 employees. Their knowledge is the basis for the DPNQBOZT�TVDDFTT��#VU�UIBU�LOPXMFEHF�BMTP�IBT�UP�CF�BWBJMBCMF�BU�UIF�SJHIU�time. That is the only way in which the company can retain its characteristic 꽍FYJCJMJUZ� BOE� SFBDU� UP� DPOTUBOUMZ� 꽍VDUVBUJOH� NBSLFU� SFRVJSFNFOUT� GBTUFS�than anyone else. “In addition,” he adds, “it is well known that knowledge and enthusiasm are two of the few things that you actually get more of by TIBSJOH� UIFN�� +VTU�BOPUIFS� SFBTPO�XIZ� UIF�DVSSFOU�LOPXMFEHF� JT�BMXBZT�a snapshot of the moment and why knowledge must be understood as an ongoing process.


One example is the degree of effectiveness of SMA solar inverters. “Around 꽌WF� ZFBST� BHP � PVS� DVSSFOU� UPQ� WBMVF� PG� PWFS� ��XPVMEOU� IBWF� FWFO�been imaginable for series production.” Photovoltaics involves an energy technology that changes at a fast pace. A development that SMA helps to shape with comprehensive research and development work. Nearly ten percent of revenue is invested in this area annually. The number of EFWFMPQNFOU� FOHJOFFST� IBT� NPSF� UIBO� EPVCMFE� JO� UIF� QBTU� 꽌WF� ZFBST �BOE�FWFSZ�ZFBS �4."�JOUSPEVDFT�꽌WF�UP�TJY�OFX�QSPEVDUT�POUP�UIF�NBSLFU��“The photovoltaic market has a dynamic that can currently be witnessed in few other industries.” It is good that way, but that fact also increases the challenges for systematic knowledge management. Mike Meinhardt: “That makes the knowledge and enthusiasm of each individual all the more important.” There’s that word again: enthusiasm.

Knowledge development requires freedom for ideas

Meinhardt mentions the word enthusiasm fairly frequently. And when he does, he sets his calm, level-headed nature aside for a moment. Like when IF�SF꽍FDUT�PO�UIF�DPSQPSBUF�DVMUVSF�BU�4."��)F�DPOTJEFST�JU� UP�CF�POF�PG�the supporting pillars for successful knowledge management. “Openness, respect, tolerance, and the freedom to develop one’s own ideas not only act as a catalyst for our work. Indeed, we virtually take them for granted when it comes to sustainable knowledge transfer.” It is only when each individual employee understands his worth within the company and can orient his actions toward a joint objective that the innovative strength comprised of experience, expertise, and enthusiasm can develop ‒ the strength which characterizes SMA.

That also includes a culture that deals with errors in an open, constructive way. Learning from past mistakes is not just lip service at SMA, but instead something that is solidly anchored in the corporate culture. For example, one PG�UIF�HPBMT�JT�EF꽌OJUFMZ�UP�FMJNJOBUF�QSPEVDUJPO�FSSPST��5IJOHT�BSF�EJGGFSFOU�in development. This is one area where the engineers at SMA commonly enter new territory, further expanding the boundaries of the technically feasible; according to Meinhardt, “Unfortunately, it is territory where they EP�OPU�IBWF�B�(14�UP�HVJEF�UIFN��#VU�JU�JT�OP�SFBTPO�GPS�BOZPOF�BU�4."�UP�fear restrictions. They are important steps on the way to further developing technology. “From the viewpoint of a knowledge manager, particularly in the area of research and development, it would be highly counterproductive to want to avoid errors at any cost,” he says.

Commitment, information, networking

Mike Meinhardt and his colleagues have developed a three-level model UP� EFTDSJCF� LOPXMFEHF� NBOBHFNFOU� BU� 4."�� 5IF� 꽌STU� MFWFM� TIPXT� UIF�individual and his commitment to using his personal knowledge for success at SMA. The second level represents the individual’s immediate surroundings, J�F�� UIF� EFQBSUNFOU� PS� TFDUPS�� "U� UIJT� MFWFM � FWFSZ� FOHJOFFS� CFOF꽌UT� GSPN�countless sources of knowledge. These include colleagues and managers, technological knowledge databases, such as the SMA Knowledgebase, and regularly held training sessions, such as those offered through the SMA University. At the university, academics specializing in technology can currently choose from over 100 training seminars. In addition to internal specialists, professors from cooperating universities as well as industry experts from supplying companies also act as instructors.

At this level, the entire focus is on networking the engineers in order to create synergies as far as possible. One of these activities is known as 4."� &OHJOFFSJOH�� +PJOUMZ� EFWFMPQFE� CZ� UIF� QFSTPOOFM� BOE� LOPXMFEHF�management departments, up to 15 young engineers from various departments take part in two-day events several times during the year. 1BSUJDJQBOUT� EFWFMPQ� TQFDJ꽌D� UFDIOJDBM� JEFBT� BOE� EFWJTF� TPMVUJPOT� CBTFE�on map exercises. Interdisciplinary relationships are also added to the picture. The goal is to promote individual commitment, encourage joint performance, and share in successes. Experienced colleagues, such as department heads from research and development or project management, are on standby in an advisory capacity and only intervene to make corrections, if at all. Finally, the third level describes the corporate level. This is where knowledge management is located: it promotes, supports, and corrects where necessary. It systematizes, organizes, and evaluates across departments and throughout the entire company.

Treading the line between management and creativity

Mike Meinhardt loves to use the example of SMA Engineering to explain how important it is to knowledge management to sharpen up the fresh ideas of young graduates with the know-how of experienced experts. “We have TFFO�UIBU�FWFSZPOF�CFOF꽌UT�JO�UIF�MPOH�UFSN�GSPN�UIF�FYDIBOHF��)F�TFFT�himself as someone who treads the line between management and creativity, between expert knowledge and shared, value-adding use, an intermediary between technology, organization, and mankind, or TOM, as knowledge NBOBHFST�SFGFS�UP�UIJT�SFMBUJPOTIJQ�USJBOHMF��"OE�.FJOIBSEU�CFOF꽌UT�KVTU�BT�much from his many years of expertise as a developer at SMA as he does from his experience as a lecturer at the University of Kassel.

#VU�XIFSF�EPFT�B�LOPXMFEHF�NBOBHFS�BDUVBMMZ�HFU�IJT�PS�IFS�LOPXMFEHF�from? “One option is the exchange of knowledge with experts and knowl-edge managers at other companies.” The idea of systematizing knowledge is still in its infancy. In the beginning, it was one primarily supported by technical solutions such as knowledge databases, but knowledge manag-ers can today look back on a vast range of experience. Meinhardt also knows that knowledge management only works “when the technology, or-ganization, and mankind are equally incorporated ‒ at all levels of the SMA model.” That means understanding knowledge management as more than just a method.

Successful knowledge management must be in harmony with people and UIFJS� IBCJUT�� #BTJDBMMZ � FSHPOPNJD� LOPXMFEHF� NBOBHFNFOU�� 5FDIOPM-ogy and organization fundamentally serve as catalysts and provide ori-entation. What is the point in having the most advanced system if no one integrates it into day-to-day life? The same applies to knowledge. “Only once we have managed to intelligently bundle our wide range of knowl-edge and use it together will we have created the preconditions for de-veloping tomorrow’s cutting-edge technology that sets standards,” says Meinhardt. “And that brings us one step closer to our vision of one day sustainably meeting people’s energy needs through renewable energies.”

넧�넨��)F�VOEFSTUBOET�UIF�UFDIOPMPHZ�LOPXMFEHF�CFMPX�UIF�TVSGBDF�UP�B�5��BOE�knows how to make it useful for everyone: Mike Meinhardt, Head of Knowledge .BOBHFNFOU�BOE�UFBN�NFNCFS�GPS��ZFBST�


GRADUATION EXAMINATION // AT UNDERWRITERS LABORATORIES, ONE OF THE WORLD’S LARGEST CERTIFICATION INSTITUTIONS, ONLY THE BEST RECEIVE THE AUTHORIZATION TO TEST PRODUCTS FOR CERTIFICATION THEMSELVES. SMA IS ONE OF THEM.

넧�넨��4BGFUZ�TUBOEBSE�6-��GPS�17�BOE�CBUUFSZ�JOWFSUFST�JT�EFDJTJWF�GPS�UIF�TVDDFTTGVM�DFSUJ꽌DBUJPO�PG�OFX�EFWJDFT�


넧�넨��4BGFUZ�TUBOEBSE�6-��GPS�17�BOE�CBUUFSZ�JOWFSUFST�JT�EFDJTJWF�GPS�UIF�TVDDFTTGVM�DFSUJ꽌DBUJPO�PG�OFX�EFWJDFT�

SMA is the only company in the solar industry to have received the coveted approval from Underwriters Laboratories (UL). That approval BMMPXT� JU� UP� JOEFQFOEFOUMZ� QFSGPSN� QSPEVDU� UFTUT� GPS� UIF� DFSUJ꺯DBUJPO�of its solar inverters at its own test centers. A rare honor only granted to those who meet every single stringent criterion established by the world’s largest testing organization. The most important UL standard is the UFDIOJDBM� TBGFUZ� UFTU� GPS� QIPUPWPMUBJD� BOE� CBUUFSZ� JOWFSUFST�� 6-�� "O�interview with Andreas Entzeroth, Industrial Operations Manager at UL.

1SPEVDUT� IBWF� B� IBSE� UJNF� PO� UIF� 64� NBSLFU� XJUIPVU� DFSUJ꽌DBUJPO� GSPN�Underwriters Laboratories, or UL for short. The organization, founded in the US in 1894, tests products and production methods based on strict criteria before approving them for market entry. The highest quality level that a company can achieve is the permission from UL to test its products itself. Like SMA. Its in-house testing center houses the complete range of testing instruments and a specially trained team of experts. It is one of the many reasons why SMA received the rare authorization from UL to independently test its solar inverters and communication products at its own site.

Mr. Entzeroth, what exactly does Underwriters

Laboratories do?

Let me try to explain as succinctly as possible. UL offers testing and DFSUJ꽌DBUJPO�TPMVUJPOT� GPS� UIF�FMFDUSJDBM�BOE�FMFDUSPOJDT� JOEVTUSZ�BT�XFMM�BT�for the industrial and commercial sectors. Our services and quality seals support access to the most important global markets and acceptance in these markets. UL is not only well known in the USA, it is also one of the XPSMET�NPTU�SFDPHOJ[FE�QSPEVDU�UFTUJOH�BOE�DFSUJ꽌DBUJPO�PSHBOJ[BUJPOT�

Do companies who operate on a global scale have

a chance of breaking into the market without UL

DFSUJ꽎DBUJPO It would be a challenge and would, of course, make entering the market NPSF� EJ꽎DVMU�� 5IFTF� EBZT � 6-�DFSUJ꽌FE� QSPEVDUT� BSF� OPU� POMZ� JO� EFNBOE�in the USA, but also in Canada and increasingly in South Korea, too. Our solutions support companies during the entire product development process, from design to production. Conformity with all technical and safety requirements is reviewed and market access is accelerated. For a multinational company like SMA, these are undoubtedly vital prerequisites for being a successful global player.

4."�IBT�CFFO�VTJOH�UIF�6-�DFSUJ꽎DBUJPO�TUBOEBSE�GPS�over ten years. Are there any noteworthy features of

your collaboration?

SMA is a company that produces innovations with immense speed and is continually improving its products. In my opinion, the intensive dialogue


second source, or the previously mentioned product improvements. As SMA gears itself towards market needs to such a high degree, those factors play B�TVCTUBOUJBM�SPMF��5IF�FOE�PG�UIF�QSPDFTT�JT�NBSLFE�CZ�UIF�OPUJ꽌DBUJPO�PG�DFSUJ꽌DBUJPO�BOE�PS�UIF�OPUJ꽌DBUJPO�PG�BDDFQUBODF��*U�HFOFSBMMZ�UBLFT�BCPVU�UISFF�UP�TJY�NPOUIT�UP�SFDFJWF�UIF�OPUJ꽌DBUJPOT�

4."�QFSGPSNT� JUT� DFSUJ꽎DBUJPO� UFTUT� JUTFMG��8IBU� EPFT� B�company have to do for that?

It is unusual for a company to possess enough expert knowledge to perform the tests independently. Normally, the equipment aspect is where things begin to fall apart. The fact that UL has approved such a process is primarily due to the ideal conditions: SMA has its own test center with the full range of testing instruments. This is where their solar inverters and communication products are subject to the hardest tests imaginable. A hard graduation examination for devices before they actually enter the market ...

... and probably a graduation examination for the com-

pany, too, until UL allows it to perform product tests at

its own site, I assume?

The term “graduation examination” is one that is pretty applicable in this case, I’d say. It goes without saying that we looked extremely carefully BU� UIF� UFDIOJDBM�FRVJQNFOU�BOE�FYQFSU�RVBMJ꽌DBUJPOT�PG�4."�FNQMPZFFT��

between the experts at SMA and the UL specialist department is a vital GBDUPS��OPU�POMZ�GPS�QSPDFTT�RVBMJUZ �CVU�BMTP�GPS�B�IJHI�MFWFM�PG�F꽎DJFODZ�when it comes to the collaboration itself. I have seldom seen a company in which a high degree of dynamics and pronounced accuracy go hand in hand with such equal levels of importance.

Isn’t that a contradiction in terms?

My impression is that dynamics and accuracy simply belong together at SMA. At the same time, that adds a dimension of challenge to the collaboration and places high demands on us as a service provider.

In what sense?

'PS�FYBNQMF �UIF�DFSUJ꽌DBUJPO�FYQFSUT�BU�4."�QMBDF�HSFBU�WBMVF�PO�QSFUFTUJOH�QSJPS�UP�BDUVBM�DFSUJ꽌DBUJPO �FTQFDJBMMZ�GPS�OFX�QSPEVDU�DBUFHPSJFT��4VDI�B�preliminary investigation is a good way to ensure that there will be no surprises later. If an error has to be corrected later in the development process, such BT�B�EFTJHO�꽍BX �UIBU�VTVBMMZ�JOWPMWFT�IJHI�DPTUT�BOE�B�EFMBZ�JO�HFUUJOH�UIF�product to market. Such early coordination is extremely important for being able to take into consideration the safety requirements of UL standards in detail at the early stages of device development. At SMA, the number of UFTUT�JT�SFMBUJWFMZ�IJHI�JO�SFMBUJPO�UP�OFX�4."�QSPEVDUT��BCPVU�꽌WF�UP�TJY�per year. Two thirds of those products are special developments for the USA. Then there are tests for product versions such as new components,

넧�넨��"�HPPE�TFOTF�PG�IVNPS��XIFO�JUT�OPU�BCPVU�TBGFUZ��.BUUIJBT�&OU[FSPUI �*OEVTUSJBM�0QFSBUJPOT�.BOBHFS�BU�6-�


The results both impressed and convinced us. In order to receive approval for independent, in-house testing, a company must demonstrate more than just above-average expertise. It must show a high degree of process maturity, sophisticated structures, and an extensive sense of responsibility. Transparency in dealing with mistakes is another key word. In that regard, we see SMA as reliable, trustworthy, and competent. And SMA is DPOUJOVPVTMZ�XPSLJOH�UP�SFDPO꽌SN�JUT�SBUJOH�XJUI�FBDI�DFSUJ꽌DBUJPO�QSPDFEVSF�it performs.

And how can you make sure that the regulations are

continuously adhered to? Is there something like an

audit?

Yes, absolutely; we are dealing with safety here. For example, SMA is part of the Data Acceptance Program (DAP). The program allows UL to ensure that SMA’s processes and instruments meet UL standards, allowing SMA to perform testing in-house in Germany. Then there is also the Client Test Data Program (CTDP). In this case, the UL approval is based on the fact that SMA may perform testing themselves following instruction from UL experts. Within this context, annual audits are held JO� BDDPSEBODF� XJUI� UIF� *40�� MBCPSBUPSZ� DFSUJ꽌DBUJPO� TUBOEBSE�

8IJDI�PUIFS�TQFDJ꽎D�TUBOEBSET�BSF�VTFE�BU�4." We test according to safety standard UL1741 for PV and battery inverters, which is, of course, essential; this in turn refers to other standards, such BT� 6-�� GPS� TPGUXBSF� DFSUJ꽌DBUJPO� PS� 6-�� GPS� DPNNVOJDBUJPO�products. Additional standards also apply in individual cases.

To return to the subject of fault handling: is there a mutual

learning process that takes place?

As I said before, transparency is an important factor here. It is also important that we not only discuss the matter, but also openly approach it. That is the only way we can ultimately ensure that no error is made twice and that we have learned something for the future. At SMA, that process is included in our approach and is part of the corporate culture. SMA is, of course, in a position to do many things itself due to its many years of experience, but early coordination is also extremely important for being able to take into consideration the safety requirements of UL standards in detail at the early stages of device development. In that sense, we are continually learning from one another.

How would you characterize the collaboration between

UL and SMA?

I would describe the collaboration as a constructive give and take. There is an exciting exchange at a high technological level, and the joint project work is characterized by outstanding dedication, solution-oriented approaches, and the long-term experience of everyone involved. From our point of view, the structures that have evolved at SMA are sustainable and GVUVSF�QSPPG��/FX�NBSLFUT�BSF�HSPXJOH�UPHFUIFS�BOE�FBDI�POF�DBO�CFOF꽌U�from the other’s perspective.

Mr. Entzeroth, thank you for your time!

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