Jones Blair case

Topics: Retailing, Marketing, Sales, Customer service, Business, Consultative selling / Pages: 8 (1881 words) / Published: Apr 14th, 2014
Situation Analysis
1) U.S. paint industry
The U.S. paint industry is a developed market, and its sales were slightly over $13 billion in 1999. U.S. paint market has three segments: architectural coatings, original equipment manufacturing (OEM) coatings, and special purpose coatings. Percentage of total industry dollar sales for architectural coatings are 43%; for OEM coatings are 35%; for special purpose coatings are 22%. Architectural coatings are used for general-purpose paints, varnishes, lacquers used on residential, commercial, and institutional structures. The purpose of OEM coatings are for durable goods. Special purpose coatings are employed for special applications, environmental conditions, highway markings, and aerosol paint. In these segments, Jones•Blair Company produces and markets architectural paint under the Jones•Blair Company brand name.
2) Architectural paint industry and distributions
In 1999, U.S. sales for architectural coating account for $5.6 billion ($13B * 43%). Because of growing of substitute products, such as plastic and aluminum, paint market has had slow growth rate as well as consumers has become price sensitive toward a paint. A trend in do-it-yourself (DIY) painting demands for painting accessories that achieved the sales of sundries for $4.4 billion in 1999 ($10B-$5.6B). Lethargic growth rates has instigated fewer companies sharing the paint market, but still a small number of regional company like Jones•Blair Company has survived. Major architectural coating manufacturers are Sherwin-Williams, Benjamin Moore, PPG Industries, Glidden unit of Imperial Chemicals. There are three types of distributors and their percentage of paint and sundry sales; 1) Mass merchandisers and home improvement centers – 50%; 2) Specialty paint stores – 36%; and 3) Hardware stores and lumberyards – 14%.
3) Competition in JB market areas and consumers
Jones•Blair Company sells its products in over 50 counties in the four Southern states in

You May Also Find These Documents Helpful

  • Jones Blair Case
  • Jones Blair Case
  • Jones Blair Case
  • Jones Blair Case
  • Jones Blair Case
  • Jones Blair Company Case
  • Jones Blair Case Study
  • Jones Blair Case Analysis
  • Jones Blair Case Analysis
  • Jones Blair Case Analysis