Based on the case " commercialising the kunst 1600 dry piston vacuum pump" answer following

1. Before conducting the market research Evan stone, Sr. Product Manager at Kunst believed that "AC contractors stand to gain the greatest value from the Kunst 1600" (see page 3, second last para). (15 marks) (a) What could be the possible reason for this belief? (b) Did research confirm his belief? (c) Explain with possible value assessment before and after the market research. 2. (a) Prepare a value model for Kunst 1600 for the Light Commercial Refrigerator(LCR) repair segment comparing with the conventional pump used. (b) Calculate the payback period for Kunst 1600 in the LCR segment based on the net value in use. (c) Create a value proposition for LCR segment. (15 marks) (d) DO List two favorable and two not favorable value placeholders for Kunst 1600 in Light Commercial refrigerator repair segment and describe its nature, significance and relevance to customers. (10 marks) Value Placeholder Description Favorable 2 Not favorable 2