Aqualisa quartz case. Aqualisa Quartz Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies 2022-10-30
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Aqualisa Quartz is a case that illustrates the challenges that a company can face when introducing a new product to the market. In this case, Aqualisa, a British manufacturer of shower products, developed a new product called the Quartz shower, which was a significant improvement over its previous models. The Quartz shower had several innovative features, including a digital processor that could accurately control the temperature and flow of water, as well as a built-in pump that ensured consistent water pressure.
However, despite the superior quality of the Quartz shower, Aqualisa struggled to sell it to its target market. One of the main challenges that the company faced was that its target market, plumbers, were hesitant to adopt the new product. Plumbers were accustomed to working with traditional shower systems and were skeptical of the Quartz shower's new technology. In addition, Aqualisa's sales and marketing efforts were not effectively communicating the benefits of the Quartz shower to plumbers. As a result, Aqualisa's sales were disappointingly low, and the company was losing money on the product.
To overcome these challenges, Aqualisa needed to find a way to persuade plumbers to adopt the Quartz shower. One solution that the company considered was to offer training to plumbers on how to install and troubleshoot the Quartz shower. This would not only help plumbers become more comfortable with the new product but also increase their confidence in recommending it to their customers.
In addition to offering training, Aqualisa also needed to more effectively communicate the benefits of the Quartz shower to plumbers. This could be done through targeted marketing campaigns that highlighted the key features of the product and demonstrated how it could improve the customer experience. By focusing on the value that the Quartz shower could bring to both plumbers and their customers, Aqualisa could better position the product as a must-have for the modern bathroom.
Overall, the Aqualisa Quartz case illustrates the importance of understanding and addressing the needs and concerns of a company's target market when introducing a new product. By offering training and effectively communicating the benefits of the product, Aqualisa was able to overcome the initial challenges it faced and ultimately drive sales of the Quartz shower.
Aqualisa Product Quartz Case Study Free Essay Example
Â Cespedes, 2014 In addition, it should redevelop its perceived brand image in the market by re-pricing the Quartz and lowering the price to catered mid-tier market, promoting it clearly on TV channel. Aqualisa needs to develop an effective positioning strategy for Quartz, so that it does not cannibalize their existing products and also gains substantial entry into the market at the same time. They have broken down their branding into an architecture defining the brands categories as; iconic luxury, luxury, lifestyle, signature, modern essentials, extended stay and destination entertainment. Delta faucets are embedded with technologically innovative ideas and thus are distinctive in nature from all of its competitor products. In addition, no bulky boxes translate into better look and style.
Aqualisa Quartz Case Study Solution for Harvard HBR Case Study
Final installation was usually carried out by the plumbers. Thirdly, the price of Quartz may little bit higher than customer expected for they are currently relatively uninformed and there was little understanding of product options. For consumer, it offers efficient and reliable water pressure and temperature, one touch control which blinks red light until the desired temperature is reached. LinkedIn Aqualisa Quartz Case SolutionÂ Value Proposition for Consumers The most eminent value proposition Quartz offer to the customer is the offering of right temperature and pressure of warmth through the shower. However, it can be assumed that Rawlins has not fully exploited this Channel, because he mentions that they are careful of introducing any product in DID stores. Aqualisa currently has only a 40% presence in trade shops and 25% in show rooms.
Is these conditions are not met, company may lead to competitive disadvantage. What is the Quartz value proposition to plumbers? Initially, fast reading without taking notes and underlines should be done. Plumbers are influencing 73% of all shower purchase decisions, so getting there buy-in is crucial. Premium Customers: Customers in this category expected performance and service as a base criteria to be on their qualifying list of products. This value may create by increasing differentiation in existing product or decrease its price.
Also, manipulating different data and combining with other information available will give a new insight. However, the problem should be concisely define in no more than a paragraph. The use of electronics has enabled the product to offer unique advantages, both in terms of treasures the use of indicator light to signal that required temperature has been achieved and in terms of installation. The other factor why the company was not able to increase its sales was that most of the sales force was committed to retain the relationship with the existing customers. He case does not give enough evidence of Quartz being made available in the DID tortes. Armed with information from customized advertising and marketing strategies, customers are in a unique position to reduce the leverage plumbers have traditionally had in selecting installation brands. Answer: The reasons of Quartz shower not selling listed herein below: First of all, the shower distribution mainly relays on plumbers Exhibit 4 showcase 27% of consumer selects type and brand of shower without advice from plumber, the rest 73% of consumer are affected by plumbers by different extent.
Aqualisa Quartz Case Study Solution and Analysis of Harvard Case Studies
However, when more than one few companies uses the same resources and provide competitive parity are also known as rare resources. Thus, launching programs to gain loyalty from the plumbers will be beneficial in increasing the sales. An environmental analysis, in which three factors, remote, operating and industry environment, are explored, can provide information the company needs in order to optimize their marketing strategy. Management is interested in generating sales momentum, and is willing to rethink their marketing strategy but not their pricing. As for finance aspect, Quartz provide higher customer value products with considerable margin which even higher than core products-Aquavalve 609. What is the Quartz value proposition to plumbers? This allows the brand to better serve each demographics specific needs more efficiently and effectively. Hence, it is suggested that Squalid concentrates more on exploiting these three channels for the next six months I.
Aqualisa Quartz: Simply a Better Shower, Case Study
Is Quartz a niche product or a mainstream product? The customers need to be educated about the product and its features. Once a product goes into DID, it is almost impossible to back out. This reluctance has undoubtedly been responsible for the lack luster demand as evidenced by product availability within trade shops. Those that could work in multiple settings. The sheer fact that there are commercial and residential applications support the fact that multiple product brands are required. Â Steenburgh, 2012 ………………… This is just a sample partial case solution.
As pointed out in the case, once plumbers use the new Quartz, they are immediately a convert I. According to Exhibit 7 Aqualisa Select Financial Statement, only 2. With the current hygiene relationships in place with both consumers and businesses , brand quality and brand trademarking is not expected to be problematic. Harry Rawlinson joined the company in 1998 and believed it was vulnerable for different reasons. Currently the Quartz line is close to a 32% profit margin, in comparison to the other Aqualisa products which range from 22% to 32%.
The act of managing multiple brands is a thin tight rope walk that can help elevate a brand yet almost just as easily diminish it. In order to continue to grow and increase their profits, BBW needed a strategy. Direct cosumer, DIY market and Developer. As demand for their product seemed to dwindle, they needed a way to increase their customer base. Aqualisa should pay much more attention to the plumbers. Secondly, the sales channel and marketing activities are limited. As such, the ease of installation makes it attractive for the most novice customer.
If a labor cost of 40 to 80 pounds per hour was reduced by 75% because of the ease of installation, a plumber may have to schedule almost three times as many shower jobs to make up the potential loss in labor revenue or use the time to deliver other services. They plan to build some recognition with the Coracle name, so that they have a platform to market more consumer-based products in the future. In a market such as the shower market in the UK, there needs to be several strategies and methods of market penetration. Sales Targeting and Cannibalization. Thus, it is suggested that Squalid maintains its current price for Quartz and use the above value proposition in targeting customers to show then benefits gained. He recent introduction of Quartz showers has been a great leap for Squalid in terms of both product quality and cost.
Aqualisa Quartz Case Solution And Analysis, HBR Case Study Solution & Analysis of Harvard Case Studies
If other 40% were shower users too, the demand for these new showers would increase rapidly. Whereas, the opportunities and threats are generally related from external environment of organization. Aqualisa has recognized distinct markets within the overall market of showers. And the buyer power is low if there are lesser options of alternatives and switching. No querían obras para instalación. In 2001 launched the Quartz shower; an innovative product that gathered all the characteristics the costumers felt were missing or deficient in the shower industry all at once. Also sales are affected by bad experience of customers with previous products.