AQUALISA QUARTZ: SIMPLY THE BEST SHOWER CASE STUDY ANALYSIS

Assignment issues discussion

Question-1: What is the Quartz value proposition to the plumber? To consumers?
Answer:
Value proposition to customer:

• Efficient   the reliable water pressure
• Efficient and reliable temperature control.
• Easy to use. Value proposition to Plumber as follows:
• Installation time is 1/4 of the previous one.
• Installation does not require master plumber. Question-2: Why is the Quartz

Shower not selling?

Answer: Following factors influence the sales of Quartz:

1. Plumber:EXIBIT-4 clearly shows the brand that chosen by plumber has significant impact on brand sales.

• 28% takes plumber advice
• 25% takes Plumber selected choice
• 20% plumber influences type of showers

This shows plumber has 73% influences on brand and shower choice.

2. Channel distribution

• Do-It-Yourself: Aqualisa presence in DIY is very low. Only Gainsbarough brand is available in 70% of outlet.
• Showrooms: Aqualisa is present in 25% of showrooms. Quartz is premium segment brand as of price perspective, most of the premium of brand sales happen through this channel.
• Trade shop: Aqualisa brand is available in 40% of trade shop. this is the channel through which plumber trade the shower.
• The main reason why Quartz is not a first choice because
• Bad experience with previous electronics push switch in 80’s.
• If problem happen in existing fixing then second visit cost comes on plumber.