三月的乌镇，油菜花正肆意地盛放，渲染着绵延的生机。古镇的桨声灯影中，细雨不期而至，滋润出绿油油的春意，树林和屋顶上仿佛氤氲着一层朦胧的烟雾，如水墨画般浸润大地。乌镇，既有江南烟雨的灵秀婉约，又见证了新时代思潮的涌动。3月16日，光伏巨头隆基股份在此举行以“逐光前行，智领未来”为主题的分布式产品发布会，暨全国经销商大会。因为报名者实在太踊跃，这场原计划容纳400人的年会，临时在场地后排增加了近100个席位。今天上午的大会现场，隆基乐叶高级副总裁佘海峰、隆基乐叶副总裁吕俊博士、隆基乐叶副总裁姜文杰、隆基乐叶分布式战略管理部总监牛燕燕等领导，与经销商们共同探讨了中国分布式光伏发展前景。发布会后，佘海峰、牛燕燕等领导对于隆基分布式的现状、未来走向，对能源一号等新媒体做了更多细致的解读，以下是最新鲜的现场问答整理。两位领导表示，今年隆基将会推出更多新品，其中就包括智能化的组件和新的解决方案。 
1、为什么要推66版型的Hi-MO 4m系列组件？
新的66版型组件出现，可与原有的60版型、72版型形成高效产品矩阵，更好地为分布式项目服务。 
现有的分布式屋顶，有的是斜屋顶，有的是平屋顶，有了66版型组件，客户的选择更多了。在搭配更合理、科学及灵活的基调之下，分布式电站也能进一步提高发电效率，增加发电收益。 
在电气匹配方面，Hi-MO 4m组件工作峰值功率电流低于11A，这使产品能完美匹配全球各品牌户用逆变器，功率优化器等，既充分利用了设备的设计余量，又避免了限流导致的发电损失甚至不匹配，从而为产品的广泛应用奠定良好基础。
2、从功率段角度来说，有什么与众不同之处？
66版型出来后，与60、72版型组件覆盖了375-385W、410-420W、450-460W三个功率段，组件效率均高达21%以上，集更高效，更灵活、更具价值增益、更高颜值等众多优势于一身。 
3、66版型组件是否是今年的唯一新品？
并不是。Hi-MO 4m 66版型是一个是新的基础性产品，我们会基于此做更多的迭代和差异化应用。今年隆基股份会针对工商业等领域推出一些新产品，如智能化组件等，大家可以好好期待下。 
4、现在的组件价格波动较大，隆基怎么看？对于分布式业务的影响又是怎样的？
作为组件厂商，面对上游材料成本的增加，其实也有些无可奈何。我们一直希望能给到客户最优质的产品和价格服务，因为我们深知下游的痛处。这个行业的逻辑是，从终端客户的需求向上倒推各个产业链市场。如果某中游环节出现了价格暴涨，那么就会直接反映到终端上。比如去年玻璃大涨价，我们也在不停呼吁能有解决的方法。作为分布式厂商，我们对每个客户都会仔细分析它的应用模式和应用场景，为每个客户定制合适的产线。隆基也会推出自己的解决方案。虽然目前设备和组件的价格不一定能够完全受控，但如果从解决方案导入的话，那么客户的发电收益也会有保障甚至更高。 
5、那么，言下之意是说，今年隆基可能会有更多的分布式解决方案？
现阶段，对户用和工商业项目来说，政策层面的阻碍都已经不存在了。这也给了分布式产品线和厂商更多的机会。今年，隆基会倡导“让客户更简单”这一理念。因此除了在组件产品上的创新之外，今年也会率先推出针对工商业和企业的一站式解决方案，让有需求及有诉求但并不知道怎么做的潜在用户，获得更多的支持。我们会联合地方安装商一起在各区域发展合作伙伴，隆基将作为一个客户的入口及纽带。（上图为隆基乐叶高级副总裁佘海峰）

6、隆基如何看待工商业和户用板块的需求，你们如何进行服务的？
整个户用及工商业市场是在快速增长的，其中山东地区最大，河北、广东、安徽及江西也增速很快。这是一个非常好的现象。 
隆基之所以在这几年速度较快，主要还是我们把专业优势发挥了出来，从产线到产品策划、运营和交付等都实现更专业化的管理模式，以此匹配分布式业务的特点。 
早在2015年底我们就意识到，客户对产品的交付和需求千差万别。现在隆基在国内的每天（分布式）交付单数高达50单，如果不能快速响应的话，对于客户的影响不言而喻。今天供货流程走了，后天就需要对客户进行供货，否则会影响对方的效率。 
我们分布式的客户，要求资金能够迅速周转，我们也就要不断思考和改进与客户商业模式所匹配的业务形态。每个客户的合同和订单，都要在规定的时间内完成，这样才能让客户对你放心。 
7、在一些特殊情况下，隆基会在售后接到了一些新需求，这时隆基是怎么配合客户解决问题的？
通常来说，当隆基接到相关需求后，会下沉到终端的第一现场来检查，提出改进和解决建议。这种解决方案的给出也非常迅速，有的要求1~3天完成。通过极具经验的技术团队和售后服务团队成员的指导，经销商也会更快地解决问题，这是我们为什么会获得他们信赖的原因之一。
通过到位的前期服务到交付后的技术勘察及建议等，以及更完善的业务流程支撑，让隆基的分布式业务快速且持续的增长。如今我们已累计了全球3000多家的分布式客户，其中国内客户高达500家，去年分布式的出货量在2.3GW左右。
8、隆基分布式业务的客群，与隆基BIPV业务有什么不同？
分布式业务客户群分为几类：第一是分销商，为单元更小的客户去销售组件。第二种是EPC，他们主要做设计安装。第三部分是功能性的客户。 
谈及分布式业务与隆基BIPV业务的区别，主要在于应用场景的不同。BIPV业务针对的大部分客户是做新建建筑的。从应用渠道来说，分布式和BIPV可以相互渗透和融合。换句话说，现在做隆基工商业项目的经销商和渠道商，今后完全可以去做BIPV产品的销售和渠道布局。

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.