B2

B
Group 10, Sec- A
Debargha Bose P19007
Case: Kunst 1600 Dry Piston Vacuum Pump Akshita Shrivastava P19047
Aaditaya Ashish P19059
Ronit Verma P19115
QUESTIONS TO BE ANSWERED
What segments have to be targeted ?
Segmentation: on the basis of Operating Variable
Target: Home and Light commercial work or Residential AC repair

What is our value proposition ?

Benefits: Atleast 5.7% increase in number of jobs per week i.e. monetary terms - higher lifetime value of
product
Costs: Reduction in salary of technician i.e. operating costs with 33.33% reduction in time per job, it will
result in 29.52% reduction in operating costs.
OUR APPROACH TO THE CASE
• Identify the value elements under CoTP and benefits associated with Kunst 1600
and Pump Wizard, AirMaster.
• Assign the value associated with all the factors under CoTP and Benefits, scaled
down to year.
• Create the association in between these variables under COTP and Benefits
• Calculate the CIP and Value for all the three products and compare them
• Based on comparison, determine value proposition
• Then determine the price by comparing whether to capture the created value or
share it to customer.

Note: we will also consider Assumptions and Placeholders

THANK YOU