Aqualisa Quartz: Simply a Better Shower Decision sheet Submitted by: Ankit Garg (Section B) Objective Develop a marketing strategy for Aqualisa Quartz Market Segmentation Basis Type Market Characteristics Pricing segment Premium Through showrooms‚ high performance and service Standard Rely on independent plumber‚ emphasize performance & service Value Convenience and price. Avoid excavation. Use independent plumber Distribution channel Trade shops Primary customer is plumber
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Designing a Value Proposition Sanna Choudhary sannakc@gmail.com School of Electrical Engineering and Computer Sciences National University of Sciences and Technology Agenda • • • • • What is a value proposition? Examples Dimensions of value Design Process Key Takeaways A value proposition is a statement of the unique benefits delivered by your offering to the target customer A value proposition is a hypothesis that your offering will bring certain values to a target
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Value Proposition Your value proposition can equip you with the following benefits to your business: * Create a strong differential between you and your competitors * Increase not only the quantity but the quality of prospective leads * Gain market share in your targeted segments * Assist you in enhancing tools that will help you close more business * Improve your operation efficiency iPod vs. Other MP3 Players - As early as 1996 MP3 players were available to the public for
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Value Proposition Assignment The Bad ones:- McKinsey’s Corporate Finance Site : Our value proposition rests on an unrivalled package of strategic‚ transactional and financial advisory services‚ uniquely linked with independent judgement and deep industrial/commercial insight. Our reward is not “transaction-based”‚ so we can maintain genuine objectivity in our client’s long-term interest. In negotiating and carrying out an engagement for a client‚ we participate fully in the client’s corporate thinking
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Situation Aqualisa Quartz‚ a significantly innovative product developed by Aqualisa‚ in terms of both cost and quality‚ has been facing challenges in the market since its launch four months ago. The product described by one of the customers (a plumber) is a ’push-fit-connect-you’re done’ shower and offers the customers ’what they (the plumbers) want’. Despite the above facts‚ Quartz has experienced poor sales and has not met the company’s expectations. Brand awareness was low in the industry
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Aqualisa Quartz Case Study 1. What is the Quartz value proposition to plumbers? To Consumers? To plumbers: a. Very easy to install - ’push-fit-connect-you’re done’ b. More profitable i. ½ day work (25% of previous time)‚ apprentices can do work also. Opportunity to install more and capture some of historical 6-month wait list ii. on average‚ plumbers do 40 to 50 a year (generally 2-day job)‚ but generally without reducing profit‚ will be able to do many more To consumers: c. Efficient
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Aqualisa had launched the Quartz shower‚ significant product innovation in the UK shower market in terms of water pressure‚ ease of installation‚ use‚ and design. But this new product is not selling well enough. I will make some analysis in order to understand the situation and make some recommendation for Harry Rawlinson on marketing strategy and ways to generate sales for the Quartz products. 1. What is the Aqualisa Quartz value proposition to plumbers‚ to consumers? Quartz offers
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Subject of the Case: Target marking strategy to build consumer brand‚ while selecting the best distribution channels. Define the Problem: Quartz‚ a new product‚ is far below sales targets and needs to meet them quickly. Background of the Situation Everyone had a bathtub‚ only about 60% of U.K. had showers. Most of U.K.’s pluming dated back to the Victorian era‚ which have gravity fed plumping‚ meaning poor-to-low water pressure about 3 to 4 liters per minute. The low pressure and fluctuating
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5 0 3 -S0 8 14 D E E NER O‚ 2003 YOUNGM E MO ON Aqualisa Quartz: Simplemente‚ una ducha mejor «La fontanería no ha cambiado desde tiempos de los romanos» ––Tim Pestell‚ director nacional de ventas de Aqualisa Harry Rawlinson (MBS 1990) se quitó su abrigo y se dirigió hacia la recepción del South Kent County Marriot. «¿Me podría indicar dónde está el comedor?‚ preguntó‚ tengo unos invitados de Estados Unidos.» La recepcionista le señaló un pasillo decorado con fotografías de las calles y los
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Student Name‚ EMBA 17 Fall2010 All information for this case study was taken from “Aqualisa Quartz: Simply a Better Shower‚” HBS 9-502-030; Rev July 10‚ 2006 Problem ID: Aqualisa hopes to grow the brand through the introduction of a new line‚ the Quartz shower. Initial launch results have been disappointing‚ and the managing director of Aqualisa would like to breathe new life into the launch through a new marketing strategy. The intended result is higher sales‚ wider brand recognition and a
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