B2B – SESSION 3

COMMERCIALIZING THE
KUNST 1600 DRY Presented by:
PISTON VACUUM PUMP Group 14-Section A

Prashant Kanoje - P19021

Nilay Nandekar- P19088

Ashish Kumar Yadav-

P19117

Rushikesh Zade - P19119

 QUESTIONS TO BE ANSWERED

- What are various value elements associated with Kunst 1600

- How to quantify the value elements of Kunst 1600

- What are additional value placeholders between Kunst 1600 and its
competitors

- Constructing a customer value based model for Kunst 1600 in residential

AC, home refrigerator, and light commercial refrigerator repair market
segment

- Using value based model, selecting a target market segment(s) for

commercialization
 APPROACH FOR THE CASE
• Calculating total value generated considering:
• Oil change cost savings (Oil price + Cleaning cost + Disposal cost )
• Additional Profits from extra jobs created
• Setting price for Kunst 1600 on the basis of above value and competitor’s price
• Residential AC Repair
• Oil change cost savings + Differential pricing(3,6 CFM)
• Home refrigerator repair
• Oil change cost savings + Differential pricing (1 CFM)
• Light commercial refrigerator repair
• Oil change cost savings + Incremental Profit + Differential pricing (1.5 CFM)

• Considering other factors for setting the price for Kunst 1600:
• CFM rating, Brand visibility, Durability (Weight and Corrosion)
Thank You