Jones Blair Company Case Study

Jones-Blair Company, primarily based in the Dallas-Fort Worth (DFW) area, is an established company in the $13 billion US paint industry. A large portion of the maturing paint industry, $10 billion, is established from architectural coatings and the annual growth rate is expected to equal that of general inflation in the coming years. As the growth rate is slowing, the number of paint companies is shrinking at a rate of 2 to 3 percent per year. This decline is …

…this market source, the Jones-Blair Company would do well to draw upon their superior salesmen and initiate sales from this resource. Adding to the sales reps would in turn add to the professional painter account penetration in the non-DFW area, which Jones-Blair presently commands only 16% of the market. With 120 of the company’s 200 independent retail stores in the non-DFW area, the sales increases will be exponential and allow the company to reach established business goals.