Q. What should Hary do to increase the sales of aqualisa quartz ?

To increase the sales of Aqualisa, plumbers must be targeted since they influence 53% of the
shower selection of consumers. Also, a plumber is more likely to trust another plumber than
company’s sales representative. This can be done in the following ways: -
· A loyalty program can be created which rewards plumbers who promote and install five
number of Aqualisa successfully which will lead to the penetration of Quartz into the
mainstream market
· An unconditional servicing and product warranty of 2 years to build product confidence.
Technician/plumber from Aqualisa will fix the problem at the customer location, if any
· Since 44% of UK shower sales are due to replacement, promote Quartz through Word of
Mouth by plumbers and give guarantee to install quartz within 1 month (as opposed to 6
months waiting period) by company plumber
· Discounts and offers can be given on the first 20 shower systems installed which will allow
plumbers to have a greater share of commission, further incentivizing them to install this
product. This will lead to trade shops which has the most sales volume in U.K shower market
stocking up this product because plumbers are their primary customers.