Case Analysis
Nature of the Situation
Aqualisa, a U.K. shower manufacturer is having trouble selling their newly developed, technologically innovated Quartz showe...
Description:
Harry Rawlinson is managing director of Aqualisa, a major U.K. manufacturer of showers. He has just launched the most significant shower innovation in recent h...
Aqualisa Quartz
What is the Quartz value proposition to Plumbers and to the Consumers?
The value proposition to the plumbers is the relative ease of installation that redu...
Preparation Questions:
1. What is the Quartz value proposition to plumbers? To Consumers?
To plumbers:
a. Very easy to install - 'push-fit-connect-you're done'...
Problem: Aqualisa has invested 5.8 million to develop a breakthrough product, the Quartz shower that positions itself superiorly in terms of quality, technology, design and...
The Problem:
Why Aqualisa Quartz was not selling even with high quality, strong functions, innovatory technology and is easy to install, use and design? This means, they hav...
1a) Customers
Shower buyers fall in three pricing segments: premium, standard and value. First, premium segment is conducted of people who mainly shop in showrooms. Their foc...
Problem Statement
Aqualisa launched the most significant shower innovation in recent British history: the Quartz shower. The shower provides significant improvements in ter...
YOUNGME MOON
Aqualisa Quartz:
Simply a Better Shower
By:
Marjan Hozjan
Ljubljana, February 2007
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1. Conduct a...
Aqualisa, founded in 1977, make specialist shower systems. Customer research carried out in 1999 indicated their products could benefit from considerable improvements. There w...