case report 15

Case 3: Aqualisa Quartz: Simply a Better Shower at beginning of class

To prepare for the case, please answer through analysis the indicated questions for each case. The summary should be no more than four to five pages double spaced – reports below or well above that length will have marks deducted. When spreadsheet analysis is used, please place in a separate appendix.


  1. What is the Quartz value proposition to plumbers? To consumers?
  1. Why is the Quartz shower not selling?
  1. Aqualisa currently has three brands?What is the rationale behind this multiple brand strategy?
  1. 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 charge a lower price for the Quartz?Or should he do something different all together?

C- and below – Addresses the topic minimally, with virtually no support offered for the answer

C/C+ – Addresses the topic fairly, but offers little support from facts, theory or interpretation

B/B- – Addresses the topic sufficiently, with some support from facts and theory, and offers reasonable insight and interpretation

A-/B+ – Addresses the topic well with complete and sufficient support from facts and theory with good insight, understanding and interpretation

A/A+ – As above but offers a unique insight and personal interpretation beyond the facts researched.Shows an exceptional understanding of the concepts in marketing, and undertakes own analysis and logic to justify opinions and recommendations

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