With 10,000 plumbers in the region, the aim would be for half of them to become 'quartz users'. If plumbers buy 73% of the showers in the existing market, the goal of having 5,000 plumbers using Quartz would give Aqualisa 36.5% of the total market in a single year. (Exhibit 1) Having had bad luck in the past finding plumbers as clients is not a sign of abandonment, but rather an opportunity for growth. By changing the marketing strategy to suit the plumber's needs and showing them first-hand that the product meets their needs, the hard part is over. Additionally, by ensuring that plumbers are on board, customers will not have much say in the price of the product as they are usually unaware of which costs come from labor or equipment, as the plumber passes the cost on to the customer. a final cost. This will make the price of Quartz less important, allowing for higher margins in the future once confidence is built into the market.