Aqualisa Quartz Simply a Better Shower Case Solution

Case Solution

Harry Rawlinson is controlling director of Aqualisa, a substantial U.K. manufacturer of showers. He's just developed the most crucial shower innovation recently.

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Questions Covered

What is the Quartz value proposition to plumbers? To consumers?

Why is the Quartz shower not selling?

Aqualisa spent three years and 5.5 million developing the Quartz. Was the product worth the investment? Is Quartz a niche product or a mainstream product?

Aqualisa currently has three brands: Aqualisa, Gainsborough and ShowerMax. What is the rationale behind this multiple brand strategy? Does it make sense?

What should Rawlinson do to generate sales momentum for the Quartz product? Should he change his marketing strategy to target consumers directly, target the DIY market, or target developers? Should he lower the price of the Quartz? Or should he do something different altogether?