Aqua lisa Quartz shower case study anlysis

1. 180101034 Guhesh Swaminathan
180102010 Akshay Dilip Jeevnani
180102120 Tanya Mittal
180102129 Yash Agarwal
180103089 Hrishikesh Shyam Pimparkar
180103183 Santoshkumar Bhagwan Sahu
180103259 Way Chintalapati

2. What are the growth opportunities in the
UK shower market?
 60% Regular Users
 40% Untapped Market
 Plumbers brand loyalty - in apprentice stage
 Real Estate Promoters - low cost

3. Situation analysis using the 5C
framework
 Company: Strong Brand Reputation, Premium
Quality products, Innovation
 Customer : Individual home-owners/
consumers, Plumbers, DIY, Developers
 Competitor : Triton 30% market share, Mira
and masco
 Collaborators : Trade shops, showrooms, DIY
sheds, Plumbers
 Climate : Unsatisfied with existing products,
Technological advancement

4. How does the Aqualisa create value for
consumers & plumbers?
 Customer Value
 Only has to pay for
half a day instead of
days of work to the
plumbers.
 Reducing 40-80
pounds/hour
 Less Excavation
 Thus increasing the
benefits
 Plumber Value
 Serve 4 Customers in
the time earlier taken
for one customer
 Can use Apprentices
instead of Master
Plumbers
 Ease of Installation
 More Revenue

5. Organizational Transformation
 Historically, known for quality showers, a
premium brand and great service
 But in 1998, It was facing a few issues
 Competition - catching up with quality
 Overpriced products
 Service quality was declining
 Percentage of defective products was not
decreasing
 Brand based Quality and price

6.  Investments in R&D, Innovation, Market
Research and identified all the problems
 Quartz - a breakthrough product in all
categories
 New state-of-the-art testing facility
 9 patents & engineering team from 6 to 20
Organizational Transformation

7. Why is the new shower not selling?
 High Price
 Plumbers vary of innovation
 No aggressive marketing
 Poor distribution channels
 Trade shops not the right place to explain the
features

8. Options to grow Aqualisa
 Target plumbers - give free samples,
guarantees
 Target Developers - better prices, large market
 Target DIY

9. Recommendations
 Company should work on existing market
share
 Should work on different strategies for different
customers
 Company should work on the promotion
strategy and take it both the plumbers and
consumers. It should also work with the
distribution partners in order for them to be
able to sell more

10. Key Takeaways
 Even when you have the best product if
you don't promote it well.
 The results would not be in our favour
 Innovation is not sole criteria for a
successful product

11. Thank You