Current state of the solar appliance repair ecosystem

Over the past decade, the sale of off-grid solar appliances has experienced an unprecedented boom. According to the off-grid solar market trends report series published every two years by the World Bank, the number of people accessing solar energy kits has grown from 420 million in 2019 to over 490 million by the end of 2021. By 2023, the off-grid sector was already serving 561 million people.

This growth comes with an urgent challenge — product quality and reliability. Most off-grid products sold in Sub-Saharan Africa (SSA) are manufactured outside the region and imported. Considering that these markets are very price sensitive, investors, manufacturers, and suppliers alike focus on making their products as affordable as possible. A consequence of this is that we find that most suppliers tend to import tier 4/5 products that are associated with low cost, unreliable components, and short lifespans. This challenge is further exacerbated by the lack of robust regulation in many African countries, leading to significant variations in product quality. Some solar appliances last only a few months, while even branded, quality-assured models that typically come with just 1–2-year warranties will have limited lifespans of only a few years.

This is particularly concerning because off-grid solar products often contain hazardous materials such as lead, cadmium, mercury, and sulphuric acid. Without proper disposal systems, these substances pose serious risks to human health and the environment.

Repairability is a manageable and realistic mechanism for product lifetime extension. A robust repair ecosystem for solar appliances is essential to maintain consumer trust, maximize the impact of sustainable energy solutions, and reduce electronic waste.

Business Models to Support Solar Appliance Longevity

Several business models can support the longevity of solar appliances while ensuring affordability and customer satisfaction:

Energy as a Service (EaaS)

Instead of selling solar appliances outright, companies can adopt an Energy as a Service (EaaS) model, where end users pay for the energy provided rather than owning the hardware. An emerging variation of EaaS is Battery-as-a-Service, particularly relevant for electric vehicles (EVs) and off-grid applications.

In Kenya, several companies in the EV sector, such as ARC ride, are offering battery-swapping services, reducing the cost of ownership and ensuring users always have a functioning battery. Wetu Kenya, which operates in Homabay county, has implemented a battery-swapping model for fishing lights, enabling fishermen to rent fully charged batteries rather than purchasing and maintaining their own. This system reduces costs and ensures continued access to the benefits of solar systems without interruptions.

This model encourages regular maintenance and repairs since the service provider remains responsible for keeping the system operational. EaaS reduces the financial burden on consumers while ensuring higher uptime and extended product lifespans.

Pay-As-You-Go (PAYGo) Financing

The PAYGo model allows end users to access solar appliances through small, incremental payments, making them more affordable for low-income households. Many distributors of solar lights and home systems, such as d.light, Sunking, M-KOPA, work with this model. By integrating repair and maintenance costs into PAYGo plans, companies can ensure end users receive ongoing support and avoid product failures. Manufacturers benefit from a longer revenue cycle while ensuring their products remain functional over time.

Outsourcing Aftersales Support Services (repair as a service)

Many solar companies focus primarily on sales and distribution, neglecting aftersales support. By outsourcing repair and maintenance services to third-party specialists, companies can ensure faster and more reliable service for end users. Third-party last mile repairs and maintenance service providers, such as Kijani Testing Limited, can build dedicated expertise, creating an ecosystem of skilled solar appliance repair technicians. These companies also offer subscription plans where end users pay a small monthly fee for extended warranty and repair services. This ensures ongoing revenue for manufacturers while providing end users with peace of mind, knowing that their appliances will be serviced if they break down. Subscription models also incentivize manufacturers to design more durable products, as lower failure rates reduce long-term maintenance costs.

Written By: Kinya Kimathi, Co-founder & Managing Director – Kijani Testing Limited
Contact: kinya.kimathi@kijanitesting.com 

Read soon: Part 2 about Key Challenges in the Repair Ecosystem