[Exclusive Report Vol.46] 89.8% of Solar Sales Find Explaining 'Fee Items' to Customers Challenging

Kokusai Kogyo Corporation (Headquarters: Shinjuku-ku, Tokyo, Representative Director and President: Kyō Fujihara), which provides the economic effect diagnosis 'Enegaeru' for solar and storage batteries (https://www.enegaeru.com/), conducted a survey on the actual situation of fee item incorporation in the estimation of solar and storage battery sales companies, targeting 108 sales representatives involved in sales operations. We would like to inform you of the results of this survey.

*Note: Survey results can be used by complying with the conditions described below.

01｜89.8% of sales representatives have experienced 'difficulty' in explaining fee items to customers

02｜60.2% incorporate future fluctuations in fuel cost adjustments 'within the electricity rate increase rate', with similar trends for renewable energy surcharges (61.1%) and transmission charges (57.4%)

03｜92.6% support standardization in the industry, and 88.9% have experience in revising and resubmitting estimates due to recognition gaps

Download the survey here

Survey Overview

Survey Name: Survey on the Actual Situation of Fee Item Incorporation in Estimates by Solar and Storage Battery Sales Companies

Survey Method: Internet survey conducted by IDEATECH's research marketing 'Risapi®'

Survey Period: May 19, 2026 to May 20, 2026

Valid Responses: 108 sales representatives involved in sales operations at solar power and storage battery sales companies

*Note: Composition ratios are rounded to the second decimal place, so the total may not necessarily be 100.

<Conditions for Use of Survey Results>

1. Please indicate 'Enegaeru Management Office Survey' as the source of the information.

2. If using on a website, please set up the following link as the source.

URL: https://www.enegaeru.com/

37.0% of sales representatives prioritize 'information on electricity companies or market prices' as the basis for the electricity rate increase rate

When asked, 'Q1. When determining the assumed value of the electricity rate increase rate used in customer estimates, which basis do you prioritize the most? (n=108)', the response was 'information on electricity companies or market prices' at 37.0%, and 'data from public agencies or administrative agencies' at 30.6%.

・Information on electricity companies or market prices: 37.0%

・Data from public agencies or administrative agencies: 30.6%

・Industry practices or general figures: 14.8%

・Initial values or recommended values of estimation tools or in-house templates: 9.3%

・Figures calculated independently by the company: 4.6%

・Customer or case-specific conditions: 2.8%

・No clear basis, set conventionally: 0.9%

・Other: 0.0%

・Don't know/cannot answer: 0.0%

60.2% of sales representatives answered that they 'incorporate future fluctuations in fuel cost adjustments within the electricity rate increase rate'

When asked, 'Q2. How do you handle fuel cost adjustments in customer estimates? Please choose the closest option. (n=108)', the response was 'incorporating future fluctuations within the electricity rate increase rate' at 60.2%, and 'showing future fluctuations separately from the electricity rate increase rate' at 23.1%.

・Current fuel cost adjustments are reflected, but future fluctuations are not considered: 13.9%

・Future fluctuations are incorporated within the electricity rate increase rate: 60.2%

・Future fluctuations are shown separately from the electricity rate increase rate: 23.1%

・Handling varies by customer or case: 1.9%

・Not considered in the estimate: 0.9%

・Other: 0.0%

・Don't know/cannot answer: 0.0%

61.1% of respondents incorporate future fluctuations in renewable energy surcharges 'within the electricity rate increase rate', similar to fuel cost adjustments

When asked, 'Q3. How do you handle renewable energy surcharges in customer estimates? Please choose the closest option. (n=108)', the response was 'incorporating future fluctuations within the electricity rate increase rate' at 61.1%, and 'showing future fluctuations separately from the electricity rate increase rate' at 22.2%.

・Current renewable energy surcharge unit prices are reflected, but future fluctuations are not considered: 10.2%

・Future fluctuations are incorporated within the electricity rate increase rate: 61.1%

・Future fluctuations are shown separately from the electricity rate increase rate: 22.2%

・Handling varies by customer or case: 5.6%

・Not considered in the estimate: 0.9%

・Other: 0.0%

・Don't know/cannot answer: 0.0%

'Incorporating future fluctuations within the electricity rate increase rate' is the top response at 57.4% for transmission charges

When asked, 'Q4. How do you handle transmission charges in customer estimates? Please choose the closest option. (n=108)', the response was 'incorporating future fluctuations within the electricity rate increase rate' at 57.4%, and 'showing future fluctuations separately from the electricity rate increase rate' at 27.8%.

・Current transmission charges are reflected, but future fluctuations are not considered: 9.3%

・Future fluctuations are incorporated within the electricity rate increase rate: 57.4%

・Future fluctuations are shown separately from the electricity rate increase rate: 27.8%

・Handling varies by customer or case: 3.7%

・Not considered in the estimate: 1.9%

・Other: 0.0%

・Don't know/cannot answer: 0.0%

'Presenting separately from the electricity rate increase rate' is the most common response at 50.9% for capacity contribution fees and other system-related costs

When asked, 'Q5. How do you handle capacity contribution fees and other system-related costs in customer estimates? Please choose the closest option. (n=108)', the response was 'presenting separately from the electricity rate increase rate' at 50.9%, and 'incorporating within the electricity rate increase rate' at 28.7%.

・Incorporating within the electricity rate increase rate: 28.7%

・Presenting separately from the electricity rate increase rate: 50.9%

・Handling varies by customer or case: 16.7%

・Not considered in the estimate: 3.7%

・Not applicable or not handled in our company's proposals: 0.0%

・Other: 0.0%

・Don't know/cannot answer: 0.0%

It was found that 81.5% of sales representatives 'change' the way fee items are incorporated in estimates according to proposal targets and contract categories

When asked, 'Q6. At your company, do you change the way fee items are incorporated in estimates according to proposal targets such as residential low voltage, commercial low voltage, and high voltage, and contract categories? (n=108)', the response was 'partially changing according to proposal targets and contract categories' at 60.2%, and 'significantly changing according to proposal targets and contract categories' at 21.3%.

・Significantly changing according to proposal targets and contract categories: 21.3%

・Partially changing according to proposal targets and contract categories: 60.2%

・Not changing according to proposal targets and contract categories (estimating on the same basis): 15.7%

・Only responding to some proposal targets and not differentiating by category: 1.9%

・Other: 0.0%

・Don't know/cannot answer: 0.9%

'There is a clear standard rule' at 41.7%, 'There is a partial rule or guideline' at 50.9% for fee item estimation rules

「Q7. At your company, are there any rules or guidelines for estimating fee items? Please choose the closest option. (n=108)', the response was 'there is a clear standard rule' at 41.7%, and 'there is a partial rule or guideline' at 50.9%.

・There is a clear standard rule: 41.7%

・There is a partial rule or guideline: 50.9%

・Handling varies by customer or case: 5.6%

・Not considered in the estimate: 1.9%

・Other: 0.0%

・Don't know/cannot answer: 0.0%