Jones-Blair Company
I. Factual Summary-
Jones-Blair Company is a privately held corporation that is based in D each(prenominal)as, Texas. While they also operate a large OEM coatings parting with global gross revenue, Jones-Blair is relate ab kayoed their short and long-term presence in the architectural coatings division that operates deep down the D whollyas-Fort Worth (DFW) bea and outlying areas within the Southwestern United States.
While it may be a problem to be discussed later, the executives are fond of segmenting their architectural coatings division into the DFW and Non-DFW markets. Sales are distributed evenly across these accounts. While all gross revenue ledger has been steady, gross sales have been diminish within DFW but increasing in Non-DFW areas. There are many factors addressing both trends, but the main difference is that scarce three percent of their DFW retail outlets widen no former(a) brands, while most Non-DFW outlets carry only Jones-Blair products. That 97% of DFW stores that offer other brands at lower prices are hurting their high priced products sales.
Some other key figures that clearly stand out are that from 2000 2004 Jones-Blairs approximate architectural sales change magnitude by 6 percent.
Within that six percent in that respect was a six percent decrease in DFW sales while Non-DFW sales increased by about 30%. Another important fact to consider is that over two-thirds of DFW volume was assumed to be from Do-it-yourselfers while almost all of the Non-DFW sales were do up that group.
Another judgment made by reading the case is that Jones-Blairs eight sales representatives may be exceptional in the eyes of their authorized clients, but appear to be a major parapet to the growth of Jones-Blair. There is blame to cast on the sales staff and management equally for this and its even admit in part by the VP of Sales during their meeting.
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