1、BIPV市場(chǎng)均處于早期發(fā)展階段，長(zhǎng)期存在爆發(fā)潛力

光伏建筑一體化（BIPV）指將光伏產(chǎn)品集成并作為建筑組成部分，是目前光伏產(chǎn)品創(chuàng)新的重點(diǎn)方向。全球BIPV市場(chǎng)均處于早期發(fā)展階段，2022年中國(guó)、美國(guó)、歐洲新增裝機(jī)量總計(jì)約為1.4GW；但預(yù)計(jì)至2030年前，BIPV有望實(shí)現(xiàn)技術(shù)突破和規(guī)?；当?，從而迎來(lái)經(jīng)濟(jì)性拐點(diǎn)，因此長(zhǎng)期而言市場(chǎng)存在爆發(fā)式增長(zhǎng)潛力

BIPV在歐美市場(chǎng)主要應(yīng)用于私人及工商用戶，而在當(dāng)前中國(guó)市場(chǎng)的主要客群則是價(jià)格敏感度低、追求企業(yè)形象的大工商企業(yè)以及地標(biāo)示范性行政公共建筑（如圖表7）。目前國(guó)內(nèi)BIPV滲透率偏低，主要源于整體分布式光伏新增裝機(jī)量處于高位；未來(lái)隨著產(chǎn)品TCO 效益凸顯，工商用戶接受度增加，以及國(guó)家及區(qū)域政府出具明確的BIPV 產(chǎn)品補(bǔ)貼政策，滲透率有望進(jìn)一步提升。

2、BIPV要跳出傳統(tǒng)項(xiàng)目開(kāi)發(fā)的思路與打法

由于BIPV“光伏+建筑”的雙重屬性，目前國(guó)內(nèi)通常由光伏企業(yè)和建材企業(yè)合作開(kāi)展BIPV項(xiàng)目，其中光伏企業(yè)承擔(dān)更主要的責(zé)任：首先，光伏企業(yè)牽頭產(chǎn)品研發(fā)，建材企業(yè)提供可供試驗(yàn)的建筑材料作為研發(fā)輔助，隨后光伏企業(yè)主要負(fù)責(zé)BIPV產(chǎn)品的市場(chǎng)營(yíng)銷和品牌打造，雙方企業(yè)分別利用自身銷售渠道觸達(dá)終端業(yè)主，其中建材企業(yè)可通過(guò)設(shè)計(jì)院影響業(yè)主的光伏產(chǎn)品采購(gòu)選擇

隨著領(lǐng)先企業(yè)紛紛積極卡位BIPV賽道，科爾尼認(rèn)為，未來(lái)以下三方面核心能力將成為在競(jìng)爭(zhēng)中脫穎而出的制勝關(guān)鍵：

其一，產(chǎn)品與技術(shù)迭代能力。BIPV目前瓶頸主要在于尚未實(shí)現(xiàn)較好經(jīng)濟(jì)性，考慮其相比傳統(tǒng)光伏產(chǎn)品存在一定技術(shù)壁壘、同質(zhì)化尚不嚴(yán)重，因此通過(guò)技術(shù)迭代率先實(shí)現(xiàn)經(jīng)濟(jì)性的企業(yè)將具有巨大的領(lǐng)先優(yōu)勢(shì)，乃至較長(zhǎng)的市場(chǎng)獨(dú)占期。另外作為建筑材料，通過(guò)技術(shù)創(chuàng)新提升產(chǎn)品美觀性也尤為重要，也是獲得更多利潤(rùn)的根本；

其二，市場(chǎng)銷售渠道布局能力。BIPV的市場(chǎng)拓展依賴于廣泛的渠道網(wǎng)絡(luò)以觸達(dá)更多潛在終端業(yè)主。由于BIPV產(chǎn)品具有建材屬性、需要滿足建筑的定制化需求，利用建筑企業(yè)和設(shè)計(jì)院等渠道更早切入、在設(shè)計(jì)階段盡早統(tǒng)籌考慮BIPV方案，對(duì) BIPV 廠商開(kāi)發(fā)客戶也能夠產(chǎn)生積極影響；

其三，專業(yè)化銷售能力。傳統(tǒng)光伏需要在現(xiàn)有屋頂上進(jìn)行打孔、固定支架等二次施工，往往對(duì)廠房結(jié)構(gòu)和防水性能等造成不利影響；而B(niǎo)IPV的核心價(jià)值就在于不破壞原有建筑物的結(jié)構(gòu)和功能，具有防火、防水、美觀等多重優(yōu)勢(shì)。在BIPV尚未實(shí)現(xiàn)經(jīng)濟(jì)性的情況下，更需要專業(yè)化的銷售能力來(lái)實(shí)現(xiàn)客戶教育，使客戶認(rèn)可和接受其核心價(jià)值主張。

Industrial and commercial photovoltaics refer to photovoltaic power generation projects deployed on the roofs and open spaces of industrial and commercial enterprises' factories and warehouses, with an installed capacity of 1MW as the boundary. Above are large industrial and commercial photovoltaics, and below are small and micro industrial and commercial photovoltaics.
The high demand for energy in industry and commerce, as well as the large total roof area of factories, is an important scenario for achieving the comprehensive development and utilization of photovoltaics and accelerating the transformation of green energy development. In 2022, driven by factors such as the rise in industrial electricity prices, dual control of energy consumption, and the large-scale entry and holding of "five major and six small" power generation groups, the industrial and commercial photovoltaic market is experiencing an outbreak, accompanied by increasingly fierce market competition.
The photovoltaic industry is a key industry in China's energy transformation strategy to achieve the "dual carbon" goal. In the past, the photovoltaic market mainly focused on the development of centralized large power stations and the construction of rural household photovoltaic power stations held and led by the "five major and six small" power generation groups.
In 2022, the new installed capacity of industrial and commercial photovoltaics for grid connection increased explosively from 8GW in 2021 to 25GW in 2022 (if considering the shutdown during the peak period of grid connection caused by the pandemic in December, the actual market potential is close to 30GW). The main driving factors include the increase in electricity price costs, the impact of energy consumption dual control, the enhancement of owner installation awareness, and the entry of third-party capital. The main scenario for current industrial and commercial photovoltaics is in large industrial and commercial enterprises with more stable business continuity and lower asset risk.
Looking ahead, small and micro businesses are expected to break through inflection points and become new growth engines in the market within 2-3 years; The medium to long-term market demand will shift structurally towards BIPV, driving a significant increase in industry value and profit levels
The participants in the industrial and commercial photovoltaic power plant market mainly include four types: owners, developers, owners, and engineering parties, each assuming different roles: the owner is the user of the factory building and the user of electricity (except for full grid access); The developer serves as a bridge between the owner, capital, and engineering parties, and there is a common intersection with the owner and engineering parties; The holding party is the actual holding unit of the power station assets, which can obtain power generation income; The engineering party is the actual construction unit of the photovoltaic power station, which includes two types: pure engineering team and EPC general contracting unit.
Large industrial and commercial photovoltaics refer to photovoltaic power plant projects with a single project power generation scale of over 1MW. Driven by the dual drive of large-scale entry and ownership by power generation groups and increased willingness of owners to install, their annual installed capacity has surged from 6GW in 2021 to 19GW in 2022, becoming the main driving force for the outbreak of industrial and commercial photovoltaics in 2022. Corps-Nuds believes that there is still room for growth in the installed capacity of large industrial and commercial PV in the next 2-3 years. In the medium and long term, as the installed capacity tends to be saturated and the BIPV penetration rate of new buildings increases, the traditional PV installed capacity of large industrial and commercial PV will gradually fall back.
Da Gong Commercial Photovoltaics can be divided into four major models based on the different holders of power station assets. Overall, the holding model of the "five major and six small" power generation groups occupies a dominant position in the market. However, as the economy and safety of photovoltaics gradually undergo market tests, the proportion of owner owned and local capital holding models will continue to rise in the future.
1. Owners' self-sufficiency model: Industrial and commercial owners independently invest and hold power plant assets, which can obtain the highest theoretical returns. From the perspective of the power station construction party, a small portion is self built by the owner, while most businesses