The residential solar playbook did not just change. It got torn up.

If you are still operating like yesterday’s incentives, product assumptions, and sales motions will carry you forward, this episode is a reality Margins aren’t disappearing overnight. They’re leaking — in places most contractors don’t even notice.

In this live conversation from IESNA 2026, Nico Johnson sits down with Rob Smith and Eric Cieslak of ABC Supply to break down where solar contractors are quietly losing profit — and where the smartest operators are starting to take it back.

From jobsite efficiency and logistics to financing-driven product decisions, this episode connects the dots between day-to-day operations and long-term business survival. ABC Supply brings a unique vantage point, seeing how contractors across the country are adapting — or failing to — as the market shifts.

If you’re still running your business the way you did two years ago, this conversation will challenge you to rethink what’s actually driving your margins today.

"The relationship between distributor and contractor has to evolve beyond just buying product" – Eric Cieslak

Expect to learn:

🔹 Where contractors are losing margin in time, labor, and logistics
🔹 Why contractors need a new operating playbook in a finance-driven solar market
🔹 Why planning with your distributor can unlock real efficiency gains
🔹 How storage and product selection are impacting ROI
🔹 Why disciplined, regional contractors may have the advantage right now

The margin is still there — just not where it used to be.

Press play and find out where to look.

RESOURCES:

Connect with Eric Cieslak:

• LinkedIn

Connect with Rob Smith:

• LinkedIn

Check out ABC Supply Co.:

• Website | LinkedIn | YouTube | Facebook | Instagram

"Storage is no longer optional in a lot of these conversations with homeowners" – Rob Smith

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