三月的烏鎮(zhèn)，油菜花正肆意地盛放，渲染著綿延的生機(jī)。古鎮(zhèn)的槳聲燈影中，細(xì)雨不期而至，滋潤出綠油油的春意，樹林和屋頂上仿佛氤氳著一層朦朧的煙霧，如水墨畫般浸潤大地。烏鎮(zhèn)，既有江南煙雨的靈秀婉約，又見證了新時(shí)代思潮的涌動(dòng)。3月16日，光伏巨頭隆基股份在此舉行以“逐光前行，智領(lǐng)未來”為主題的分布式產(chǎn)品發(fā)布會(huì)，暨全國經(jīng)銷商大會(huì)。因?yàn)閳?bào)名者實(shí)在太踴躍，這場(chǎng)原計(jì)劃容納400人的年會(huì)，臨時(shí)在場(chǎng)地后排增加了近100個(gè)席位。今天上午的大會(huì)現(xiàn)場(chǎng)，隆基樂葉高級(jí)副總裁佘海峰、隆基樂葉副總裁呂俊博士、隆基樂葉副總裁姜文杰、隆基樂葉分布式戰(zhàn)略管理部總監(jiān)牛燕燕等領(lǐng)導(dǎo)，與經(jīng)銷商們共同探討了中國分布式光伏發(fā)展前景。發(fā)布會(huì)后，佘海峰、牛燕燕等領(lǐng)導(dǎo)對(duì)于隆基分布式的現(xiàn)狀、未來走向，對(duì)能源一號(hào)等新媒體做了更多細(xì)致的解讀，以下是最新鮮的現(xiàn)場(chǎng)問答整理。兩位領(lǐng)導(dǎo)表示，今年隆基將會(huì)推出更多新品，其中就包括智能化的組件和新的解決方案。 
1、為什么要推66版型的Hi-MO 4m系列組件？
新的66版型組件出現(xiàn)，可與原有的60版型、72版型形成高效產(chǎn)品矩陣，更好地為分布式項(xiàng)目服務(wù)。 
現(xiàn)有的分布式屋頂，有的是斜屋頂，有的是平屋頂，有了66版型組件，客戶的選擇更多了。在搭配更合理、科學(xué)及靈活的基調(diào)之下，分布式電站也能進(jìn)一步提高發(fā)電效率，增加發(fā)電收益。 
在電氣匹配方面，Hi-MO 4m組件工作峰值功率電流低于11A，這使產(chǎn)品能完美匹配全球各品牌戶用逆變器，功率優(yōu)化器等，既充分利用了設(shè)備的設(shè)計(jì)余量，又避免了限流導(dǎo)致的發(fā)電損失甚至不匹配，從而為產(chǎn)品的廣泛應(yīng)用奠定良好基礎(chǔ)。
2、從功率段角度來說，有什么與眾不同之處？
66版型出來后，與60、72版型組件覆蓋了375-385W、410-420W、450-460W三個(gè)功率段，組件效率均高達(dá)21%以上，集更高效，更靈活、更具價(jià)值增益、更高顏值等眾多優(yōu)勢(shì)于一身。 
3、66版型組件是否是今年的唯一新品？
并不是。Hi-MO 4m 66版型是一個(gè)是新的基礎(chǔ)性產(chǎn)品，我們會(huì)基于此做更多的迭代和差異化應(yīng)用。今年隆基股份會(huì)針對(duì)工商業(yè)等領(lǐng)域推出一些新產(chǎn)品，如智能化組件等，大家可以好好期待下。 
4、現(xiàn)在的組件價(jià)格波動(dòng)較大，隆基怎么看？對(duì)于分布式業(yè)務(wù)的影響又是怎樣的？
作為組件廠商，面對(duì)上游材料成本的增加，其實(shí)也有些無可奈何。我們一直希望能給到客戶最優(yōu)質(zhì)的產(chǎn)品和價(jià)格服務(wù)，因?yàn)槲覀兩钪掠蔚耐刺帯＿@個(gè)行業(yè)的邏輯是，從終端客戶的需求向上倒推各個(gè)產(chǎn)業(yè)鏈?zhǔn)袌?chǎng)。如果某中游環(huán)節(jié)出現(xiàn)了價(jià)格暴漲，那么就會(huì)直接反映到終端上。比如去年玻璃大漲價(jià)，我們也在不停呼吁能有解決的方法。作為分布式廠商，我們對(duì)每個(gè)客戶都會(huì)仔細(xì)分析它的應(yīng)用模式和應(yīng)用場(chǎng)景，為每個(gè)客戶定制合適的產(chǎn)線。隆基也會(huì)推出自己的解決方案。雖然目前設(shè)備和組件的價(jià)格不一定能夠完全受控，但如果從解決方案導(dǎo)入的話，那么客戶的發(fā)電收益也會(huì)有保障甚至更高。 
5、那么，言下之意是說，今年隆基可能會(huì)有更多的分布式解決方案？
現(xiàn)階段，對(duì)戶用和工商業(yè)項(xiàng)目來說，政策層面的阻礙都已經(jīng)不存在了。這也給了分布式產(chǎn)品線和廠商更多的機(jī)會(huì)。今年，隆基會(huì)倡導(dǎo)“讓客戶更簡單”這一理念。因此除了在組件產(chǎn)品上的創(chuàng)新之外，今年也會(huì)率先推出針對(duì)工商業(yè)和企業(yè)的一站式解決方案，讓有需求及有訴求但并不知道怎么做的潛在用戶，獲得更多的支持。我們會(huì)聯(lián)合地方安裝商一起在各區(qū)域發(fā)展合作伙伴，隆基將作為一個(gè)客戶的入口及紐帶。（上圖為隆基樂葉高級(jí)副總裁佘海峰）

6、隆基如何看待工商業(yè)和戶用板塊的需求，你們?nèi)绾芜M(jìn)行服務(wù)的？
整個(gè)戶用及工商業(yè)市場(chǎng)是在快速增長的，其中山東地區(qū)最大，河北、廣東、安徽及江西也增速很快。這是一個(gè)非常好的現(xiàn)象。 
隆基之所以在這幾年速度較快，主要還是我們把專業(yè)優(yōu)勢(shì)發(fā)揮了出來，從產(chǎn)線到產(chǎn)品策劃、運(yùn)營和交付等都實(shí)現(xiàn)更專業(yè)化的管理模式，以此匹配分布式業(yè)務(wù)的特點(diǎn)。 
早在2015年底我們就意識(shí)到，客戶對(duì)產(chǎn)品的交付和需求千差萬別?，F(xiàn)在隆基在國內(nèi)的每天（分布式）交付單數(shù)高達(dá)50單，如果不能快速響應(yīng)的話，對(duì)于客戶的影響不言而喻。今天供貨流程走了，后天就需要對(duì)客戶進(jìn)行供貨，否則會(huì)影響對(duì)方的效率。 
我們分布式的客戶，要求資金能夠迅速周轉(zhuǎn)，我們也就要不斷思考和改進(jìn)與客戶商業(yè)模式所匹配的業(yè)務(wù)形態(tài)。每個(gè)客戶的合同和訂單，都要在規(guī)定的時(shí)間內(nèi)完成，這樣才能讓客戶對(duì)你放心。 
7、在一些特殊情況下，隆基會(huì)在售后接到了一些新需求，這時(shí)隆基是怎么配合客戶解決問題的？
通常來說，當(dāng)隆基接到相關(guān)需求后，會(huì)下沉到終端的第一現(xiàn)場(chǎng)來檢查，提出改進(jìn)和解決建議。這種解決方案的給出也非常迅速，有的要求1~3天完成。通過極具經(jīng)驗(yàn)的技術(shù)團(tuán)隊(duì)和售后服務(wù)團(tuán)隊(duì)成員的指導(dǎo)，經(jīng)銷商也會(huì)更快地解決問題，這是我們?yōu)槭裁磿?huì)獲得他們信賴的原因之一。
通過到位的前期服務(wù)到交付后的技術(shù)勘察及建議等，以及更完善的業(yè)務(wù)流程支撐，讓隆基的分布式業(yè)務(wù)快速且持續(xù)的增長。如今我們已累計(jì)了全球3000多家的分布式客戶，其中國內(nèi)客戶高達(dá)500家，去年分布式的出貨量在2.3GW左右。
8、隆基分布式業(yè)務(wù)的客群，與隆基BIPV業(yè)務(wù)有什么不同？
分布式業(yè)務(wù)客戶群分為幾類：第一是分銷商，為單元更小的客戶去銷售組件。第二種是EPC，他們主要做設(shè)計(jì)安裝。第三部分是功能性的客戶。 
談及分布式業(yè)務(wù)與隆基BIPV業(yè)務(wù)的區(qū)別，主要在于應(yīng)用場(chǎng)景的不同。BIPV業(yè)務(wù)針對(duì)的大部分客戶是做新建建筑的。從應(yīng)用渠道來說，分布式和BIPV可以相互滲透和融合。換句話說，現(xiàn)在做隆基工商業(yè)項(xiàng)目的經(jīng)銷商和渠道商，今后完全可以去做BIPV產(chǎn)品的銷售和渠道布局。

Wuzhen in March, rape flowers are in full bloom, rendering a continuous vitality.An unexpected drizzle came in from the OARS and lights of the old town, creating a green spring and a mist that seemed to fill the trees and roofs, soaking the land like an ink painting. Wuzhen, both the Lingxiu graceful Jiangnan misty rain, and witnessed the surge of the new zeitgeist.On March 16th, the photovoltaic giant Longi Group held the distributed product release conference and the national dealer conference with the theme of "Moving Forward with Light, Leading the Future with Wisdom". So enthusiastic were the applicants that nearly 100 seats were temporarily added to the back row of the venue, which was originally intended to accommodate 400 people. This morning's conference site, Longji Le Ye Senior Vice President She Haifeng, Longji Le Ye Vice President Dr. Lv Jun, Longji Le Ye Vice President Jiang Wenjie, Longji Le Ye Distributed Strategic Management Department Director Niu Yanyan and other leaders, and dealers to discuss the development prospects of distributed photovoltaic in China. After the press conference, She Haifeng, Niu Yanyan and other leaders made more detailed interpretation of the current situation and future trend of Longji distribution, as well as new media such as Energy One. The following is the freshest on-site Q&A.Longi will introduce more new products this year, including intelligent components and new solutions, the two leaders said.

1. Why do you want to push Hi-Mo 4M series components of the 66 version?

A new version 66 component has emerged, which can be combined with the original version 60 and version 72 to form an efficient product matrix to better serve distributed projects.

With existing distributed roofs, some pitched and some flat, customers have more choices with the 66 model components.In a more rational, scientific and flexible tone, distributed power stations can also further improve the efficiency of power generation and increase the revenue of power generation.

In terms of electrical matching, Hi - MO 4 m components work less than 11 a peak power current, it can make the products perfect match of the world's brand in inverter, power optimizer and so on, made full use of the equipment design margin, and avoid the current limiting power loss caused by mismatch, even for the products are widely used to lay the good foundation.

2. What's different from the point of view of power segment?

After the release of version 66, with the 60, 72 modules covering 375-385W, 410-420W, 450-460W three power segments, the module efficiency is up to more than 21%, more efficient, more flexible, more value gain, higher appearance level and many other advantages in one.

3. Is the 66 type component the only new product this year?

And it isn't.Hi-Mo 4M 66 is a new foundational product, based on which we will do more iterative and differentiated applications. This year, Longji will launch some new products for industrial and commercial fields, such as intelligent components, you can have a good look forward to next.

4. Now the price of components fluctuates greatly. What does Lonky think?What is the impact on distributed business?

As a component manufacturer, facing the increase in the cost of upstream materials, in fact, there is also some helpless.We always hope to give customers the best quality products and price service, because we know the pain of the downstream. The logic of this industry is to push the market of each industry chain upward and backward from the demand of the end customer. If there is a price surge in a midstream link, it will be directly reflected on the terminal. For example, the price of glass rose sharply last year, and we kept calling for solutions. As a distributed manufacturer, we will carefully analyze its application mode and application scenario for each customer, and customize the appropriate production line for each customer. Longi will also come up with his own solution.Although the current price of equipment and components may not be fully controlled, the customer's generation revenue can be guaranteed to be even higher if imported from the solution.

5. So, the implication is that there may be more distributed solutions in Longi this year?

At the moment, policy barriers to residential and commercial projects have disappeared.This also opens up more opportunities for distributed product lines and vendors. This year, Longi will advocate the concept of "making it easier for customers".Therefore, in addition to the innovation in component products, this year will also be the first to launch a one-stop solution for industry, commerce and enterprises, so that potential users who have needs and demands but do not know how to do, to get more support. We will cooperate with local installers to develop partners in various regions, and Longi will act as an entrance and link for customers.(Above is She Haifeng, Senior Vice President of Longji Leye)

6. How does Longi view the needs of industrial, commercial and household sectors, and how do you serve them?

The overall household and industrial and commercial markets are growing rapidly, with Shandong being the largest and Hebei, Guangdong, Anhui and Jiangxi also growing rapidly. This is a very good phenomenon.

The reason why Longi has been so fast in recent years is that we have brought our professional advantages into full play. We have implemented a more professional management mode from production line to product planning, operation and delivery, so as to match the characteristics of distributed business.

As early as the end of 2015, we realized that customer delivery and demand for products varied widely.Now Longji delivers up to 50 orders every day (distributed) in China. If it can't respond quickly, it will have a self-evident impact on customers. Today the supply process is gone, the day after tomorrow we need to supply customers, otherwise it will affect the efficiency of the other side.

Our distributed customers demand rapid turnover of capital, and we need to constantly think and improve the business shape that matches the business model of our customers. Each customer's contract and order, must be completed within the specified time, so as to let the customer rest assured of you.

7. In some special cases, Longi will receive some new demands after the sale, then how Longi will cooperate with customers to solve the problem?

Typically, when Lonkey receives a request, it sinks down to the first site of the terminal to inspect it and suggest improvements and solutions. These solutions are also delivered very quickly, with some requiring 1 to 3 days to complete.Dealers are also able to solve problems faster with the guidance of experienced technical and after-sales team members, which is one of the reasons why we have gained their trust.

Through the pre-service in place, technical investigation and suggestions after delivery, as well as more perfect business process support, Longi's distributed business grows rapidly and continuously. Now we have accumulated more than 3000 distributed customers worldwide, including 500 domestic customers. Last year, the distributed shipment volume was about 2.3GW.

8. What is the difference between Longi's customer base of distributed business and Longi's BIPV business?

The distributed business customer base is divided into several categories: the first is the reseller, who sells components to customers with smaller units. The second type is EPC, they mainly do design installation.The third part is the functional customer.

When it comes to the difference between distributed business and Longi BIPV business, the main difference lies in the different application scenarios. Most of BIPV's customers are in new buildings.In terms of application channels, distributed and BIPV can penetrate and merge with each other. In other words, now do Longji industrial and commercial project dealers and distributors, in the future can do BIPV product sales and channel layout.