case 2 - 1. How would you describe the Aqualisa value...

Info iconThis preview shows pages 1–2. Sign up to view the full content.

View Full Document Right Arrow Icon
1. How would you describe the Aqualisa value proposition to plumbers? What is the value proposition to consumers? Why might they be different? 1) Value proposition to plumbers : Easiness about installation, taking short time to install, guarantee to not break down or require servicing. 2) Value proposition to consumers : Reluctant pressure, suitable and stable temperature without fluctuation, great appearance, easy to use, and no breakdown. 2. Why is the Quartz shower not selling well? 1) 5Cs - Customers Premium Standard Value Preference High Performance, Service, and Style Performance and Service Convenience and Price Influence by Plumber X O Plumber recommends or selects a product O Plumber selects a product. According to Exhibit 4, 73% of consumers’ decision influenced by plumbers; Consumer takes plumber’s advice on type and brand of shower (28%), Plumber selects type and brand alone (25%), Plumber influences type of shower, not brand (20%). - Competitors : according to Exhibit 2, there are 9 other brands including Triton which has a maximum
Background image of page 1

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full DocumentRight Arrow Icon
Image of page 2
This is the end of the preview. Sign up to access the rest of the document.

Page1 / 2

case 2 - 1. How would you describe the Aqualisa value...

This preview shows document pages 1 - 2. Sign up to view the full document.

View Full Document Right Arrow Icon
Ask a homework question - tutors are online