Full Interview with Mr. Shekhar Singhal
Q: We’d like to know your position. Could you please introduce yourself?
A: I am Shekhar Singhal, Managing Director of Eastman Auto & Power Ltd. We are one of India’s largest energy storage companies. We’ve been present in the Middle East and Africa for over a decade, and we’re now looking to further expand our footprint in this region.
Q: Can you tell us about your participation in this edition of the exhibition? What do you aim to showcase?
A: The Middle East and Africa are among our most strategic markets. Eastman is proud to be India’s leading exporter of solar batteries to this region. We deeply understand the local energy landscape.
Many areas here, similar to India, face frequent power cuts, making solar with storage essential. In other places, electricity is available but costly, pushing consumers toward solar to reduce expenses. Remote and rural regions often lack grid infrastructure entirely—solar with storage becomes the only reliable solution.
Eastman focuses exclusively on rooftop solar systems up to 200 kW. We don’t operate in utility-scale projects. Our aim is to serve consumers at all price points and application needs—whether it’s backup power, saving on utility bills, or powering off-grid communities.
At this exhibition, we’re showcasing our next-generation Grid-Tie and Off-Grid Inverters, optimized for this region’s conditions. They are easy to install, highly efficient, and integrate seamlessly with solar panels and batteries.
With our legacy and ongoing innovation, Eastman remains committed to powering progress across the Middle East and Africa.
Q: What inspires you to take this expansion step?
A: Global thinking is in Eastman’s DNA. I began my career in South America, and from day one, our goal has been to serve customers worldwide—not just in India.
Dubai, in particular, is a hub for building relationships and expanding across the region and into Africa.
India is one of the most challenging markets—extreme geography, pricing sensitivity, and high competition. If you can succeed there, you can succeed anywhere. Our products are tested for the toughest conditions, giving us a solid edge in global markets.
Q: What makes Eastman unique?
A: Success in India translates to success elsewhere because of the challenges we overcome—extreme climates, price-sensitive consumers, and volatile grid conditions.
What sets Eastman apart is our integrated product offering. While many companies focus on just batteries, inverters, or panels, we offer everything under one roof. We provide complete, customized solar solutions.
We also have a long-term view—we don’t just enter markets for short-term gains. Our products are designed for performance over decades, with a focus on reliability, quality, and customer value.
Q: How important is sustainability to your company?
A: Sustainability is at the core of everything we do. Eastman operates in two verticals—electric mobility and solar energy—both deeply tied to green goals.
Every product we offer promotes clean energy or green transportation. And it’s not just about the end product. We follow best practices in manufacturing to minimize our environmental footprint. Sustainability is part of our mindset—it shapes how we operate and innovate.
Q: How do your products stand out from the competition?
A: Our products are engineered for extreme environments—whether it’s -20°C winters or 60°C desert heat. They’re also built to handle unstable grids, voltage fluctuations, and even user error.
Ease of use is critical. In India, many end users aren’t technically trained, so our products are durable and forgiving—even with incorrect wiring or settings.
Unlike products made for stable-grid regions like Europe, ours are built to thrive in unpredictable conditions, making them ideal for Africa and the Middle East.
We also ensure affordability by keeping manufacturing in India and leveraging economies of scale.
Q: Do you have a distribution presence in the UAE?
A: Yes, we work through trusted local distribution partners in each country. Our core focus is on innovation and product quality. By partnering locally, we ensure strong market coverage while concentrating on what we do best—building world-class products.
Q: How affordable are your solutions in this market?
A: Affordability depends on context.
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In countries with high electricity tariffs, like parts of India, solar has a payback period of 2.5 to 4 years.
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In off-grid regions relying on diesel, solar pays for itself in under a year.
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In developed markets, rising utility costs and low-interest financing make solar a smart financial move.
So, depending on the scenario—cost-saving, access, or investment—solar energy remains highly viable.
Q: What about maintenance and support?
A: Our systems require minimal maintenance. We train our partners extensively so they can offer strong local support. All systems come with Wi-Fi integration, allowing for remote diagnostics and real-time monitoring from our India-based support center. Most issues can be resolved without any on-site visits, ensuring a smooth experience for customers.
Q: How are recent tariffs affecting your business, especially in renewables?
A: India benefits from strong trade relations with the U.S., which means our products face lower tariffs (around 25–26%) compared to Chinese goods (60%+). This gives Indian companies like Eastman a strong advantage in entering the U.S. market competitively.
Q: What are your plans for the next five years? Are you introducing any new technologies?
A: Absolutely. We’re developing a 110V-compatible product line for the U.S. market and focusing on longer-lasting batteries—aiming for 10, 15, or even 20-year warranties.
We’re also investing in emerging technologies like sodium-ion and solid-state batteries, which promise better performance and lower costs.
Currently, Eastman holds over 30% market share in Indian-origin solar exports to the Middle East and Africa. We’re targeting further growth in Africa, where all 54 countries are potential markets. Our approach in the Middle East is more selective, based on energy pricing and infrastructure needs.
Ultimately, our goal is to create solar and storage products that are robust, affordable, and tailored to the needs of each market—no matter the climate, grid reliability, or technical skill level of the user.
Thank you for your time and insights. We look forward to seeing Eastman’s continued growth and global impact.
