With its own manufacturing facility, local engineering teams and highly responsive logistics, Schletter has built a value proposition focused on minimising delivery times, reducing risk, and tailoring structural systems to local project needs. These attributes were central to the presentation given by Alejandro Ramos, the company’s Sales Director for Spain and Latin America, during the “Constructive Innovation” panel at FES Iberia 2025 in Madrid.
The panel was part of a high-level agenda featuring more than 40 speakers and C-Level executives from across the energy sector. Discussions spanned permitting challenges, regulatory fragmentation, grid access and the need to accelerate solar deployment across Europe.
Amid this context, Ramos drew a sharp contrast between companies with short-term goals and those committed to building long-term infrastructure. “There are companies offering 20-year warranties that won’t exist in five years,” he stated. This observation underpins Schletter’s strategic shift from being a traditional supplier to becoming a full project partner.
Full production control: from raw materials to shipping in seven days
One of the clearest examples of this shift is Schletter’s ability to deliver fully manufactured systems in record time. “One week after signing the contract, the structure is ready FOB at our plant in Shanghai,” Ramos stated. This capacity is possible because Schletter operates its own factory, unlike many competitors who rely on third-party suppliers.
With full control over assembly, quality assurance and logistics, the company can scale quickly and adjust production to match project pipelines, while ensuring consistency across markets.
This model is enhanced by Schletter’s ability to enter into Letters of Intention (LoIs), allowing the company to start sourcing raw materials and preparing production ahead of contract finalisation. “By analysing our clients’ future pipelines, we can prepare macro agreements that significantly reduce costs and lead times,” Ramos explained.
Engineering adaptability and advanced design for diverse market needs
Another defining feature of Schletter’s proposition is its engineering flexibility. The company tailors its designs to the specific climatic, geographic, and regulatory conditions of each country. For instance, in high-wind areas such as the Dominican Republic, Schletter developed 1V and 2V solar trackers resistant to winds of up to 270 km/h.
“Each pylon operates independently, which eliminates galloping effects and prevents microcracks in solar modules,” said Ramos. These design details are crucial in ensuring long-term reliability under harsh environmental conditions.
In more price-sensitive European markets, Schletter offers lighter structures that still meet minimum security and corrosion resistance requirements, along with flexible contractual terms and support for fast installation.
Partnering from design to commissioning: creating value across the project lifecycle
The company also differentiates itself by working side-by-side with EPCs and developers from the earliest design stages. “We no longer want to be just a supplier—we aim to be a strategic partner throughout the entire project cycle,” Ramos noted.
Schletter’s engineering team provides layout optimisation, performance simulations and technical recommendations, often leading to project capacity gains of up to 15%. This collaboration continues post-shipment: “We install 5 to 20 tables ourselves on-site to demonstrate the proper installation procedures, depending on project size,” he added.
These services are available through Schletter’s network of local service teams operating in more than 25 countries, significantly reducing the likelihood of construction errors or misalignments that could affect output.
Market outlook: speed, stability and industrial ambition
The discussion at FES Iberia 2025 made clear that the European solar market is at a tipping point, caught between record-low electricity prices, permitting delays and growing industrial ambition. As such, agility, long-term reliability and local expertise are becoming essential competitive factors.
“All we need is transparency and ongoing communication from our clients. Any feedback becomes a new opportunity to deliver added value,” Ramos concluded.
In a final reflection, he warned: “Some players in the market will disappear in the next five years. What matters now is to choose partners who will still be here tomorrow.”
Watch the full panel
