Can you briefly describe the core business and market segments in which K2 Systems operates?
K2 Systems is an internationally operating developer and manufacturer of photovoltaic mounting systems. We primarily operate in the rooftop segment, which can be divided into the residential and commercial rooftop segments. In addition, we offer solutions for façades on commercial buildings, as well as for carports and ground-mounted systems.
When and why was K2 Systems d.o.o. established in Slovenia?
Slovenian K2 d.o.o. was established as a sales company in 2021. Our parent company, K2 Systems, was founded in 2004, reflecting extensive experience in the industry, considering that the PV sector is still relatively young. Our founders recognised a first-mover advantage by addressing the market’s need for easy- and fast-to-install mounting system solutions. This remains the core strategy of the company today, now further enhanced by digital solutions used daily by our clients to help streamline and simplify their work. Our task is to transport this philosophy to the Eastern European markets served by our branch.
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How long have you been with the company, and what is your role?
I joined K2 Systems in November 2011, initially working in Sales with responsibility for Slovenia and Croatia. After several years, I became Country Manager for multiple countries in Central and Eastern Europe (CEE), and in 2024, I took on the role of Head of Sales CEE.
How many countries do you serve, and how big is your team?
Our team of 10 professionals oversees 19 markets across Northern to Southeastern Europe, including the Baltics (Estonia, Latvia, Lithuania), Poland, the Czech Republic, Slovakia, Hungary, Slovenia, Romania, Moldova, Croatia, Bosnia and Herzegovina, Serbia, Montenegro, North Macedonia, Kosovo, Albania, Bulgaria, and Greece.
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How do the individual markets that you serve vary?
Some markets are very similar, while others differ significantly. This depends on several factors, one of the most important of which is always the political attitude toward photovoltaics. Our industry remains highly dependent on politics – and politics regulates both the incentive systems and the technical framework for the planning, construction and grid connection of PV systems.
How much impact do regulations have on the market?
Regulatory decisions can lead to strong demand in some countries, while the market weakens in others. Or there might be a vibrant residential real estate market in some countries, while it virtually disappears in others due to sudden regulatory changes. Therefore, we are currently focusing on the industrial roofing segment.
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Does that apply to all the markets you serve?
Only a few countries offer a combination of all market segments – residential and industrial rooftops and solar parks. We operate across 19 countries, encompassing around 15 distinct languages. The countries differ culturally, in language, religion, legislation and business practices. We operate from Estonia in the north to Greece in the south, spanning approximately 2,500 kilometres. Some of the countries are full members of the European Union, others participate in the EU’s internal market or are entirely outside the Union.
What kind of competition do you face in your markets?
We face strong competition from local manufacturers as well as from German, Polish and – very importantly – Turkish and Chinese players. Many of them are well-established and respectable competitors, while others focus primarily on cost-efficiency. Our approach is to differentiate through quality, innovation and service.
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What are the key features that set K2 apart?
We strive to be different – through our products, sales and service, including the sourcing of our materials. Our proposition includes software solutions, such as K2 Base, as well as other digital tools that simplify and accelerate work for our various customer groups. Our technical support is committed to fast, responsive service with deep technical expertise – a mindset that has been integral to our company since its founding. Last but not least, we are able to provide complex, customised solutions tailored to our clients’ unique needs.
How important is sourcing as a competitive advantage?
On the sourcing side, K2 Systems is committed to responsibility and sustainability. For example, we prioritise the use of recycled aluminium, which requires only about 5% of the energy needed to produce aluminium from raw materials. As a company operating in the renewable energy sector, it is essential that our activities help reduce emissions rather than contribute to them. Since aluminium processing is highly energy-intensive, we are committed to maintaining a forward-thinking and responsible approach in all aspects of our sourcing.
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What are your objectives in the markets you serve?
In every market, our goal is to have one or more distributors, depending on the market’s size. We select partners carefully – they must share our values, demonstrate business resilience and have a long-term perspective. Only with such compatible partners can we build long-term relationships that lead to strong brand recognition and high customer satisfaction, which is our primary objective.
Thank you.
Interview by Manfred Gorgus.
