As Simple as Water 1. Problem Statement Rawlison, managing director of Aqualisa, a U.K. shower manufacturer launched with his company in 2001 the Quartz shower. It is a significant product innovation in the U.K. and is superior to others in terms of water pressure, ease of installation, use, and design. However, for some reason, this new product is not selling. The problem statement formulated here is therefore: how can Aqualisa increase its sales of Quartz from 15 to 150 units per day in the next two years? The shower manufacturer market examined here is limited to the United Kingdom. Main subjects of the shower manufacturer market are the electric shower, mixer shower and power shower. The Quartz is able to combine the benefits of both the mixer shower and the power shower. We look at the following channels of distribution: trade shops, showrooms and do-it-yourself shops. The focus is on the plumbers and end-users, but do-it-your selfers and developers are taken into account as well. Given the above market definition and the problem at hand, in this case we try to a......

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