Aqualisa Quartz: Simply a Better Shower, Case Study

Introduction
Aqualisa Quartz: 'simply a better shower' - a significantly innovative product developed by Aqualisa, in terms of both cost and quality, has been facing challenges in the market since its launch four months ago. The product described by one of the customers (a plumber) is a 'push-fit-connect-you're done' shower and offers the customers 'what they (the plumbers) want'. Despite the above facts, Quartz has experienced poor sales and has not met the company's expectations.
Hence, the company's managing director, Harry Rawlinswon, a HBS graduate who has the 'itch to think big' i…