Distribution Strategies

Distribution Strategies

Define channel

Criteria for channel choice

Channel members and their functions

Degree of distribution

Supply Chain management- five elements

Channel integration

Jones-Blair in addition of producing a full line of architectural coatings, they also sell paint sundries under the Jones-Blair name, even though these items are not manufactured by the company. The company also operates a very large OEM coating division, which sells its products throughout the U.S. and worldwide.

Define Channel

* The company distributes its products through 200 independent paint stores, lumberyards and hardware outlets

Criteria for channel choice

* Market: Jones-Blair sales are distributed evenly between DFW (Dallas-Fort Worth) and non-DFW. Forty percent of its outlets are located in the 11-county DFW area and the remaining outlets are situated in the other 39 counties.

* Competitive Forces: the rivalry among the competitors is big in this industry so innovation and good service to the clients is the key to lead the industry. The flexibility and product quantity and quality makes Jones-Blair one of the leaders of the industry among a big amount of cometitors.

* Product:

* Architectural coatings: this product will be displayed in all the wholesalers and retailers of the DFW and non-DFW paint stores, lumberyards and hardware outlets to reach the do-it-yourself consumers, painting contractors, and professional painters.

* OEM Coatings: the costumers of the OEM coatings does not go to retail stores for this product, they contact directly Jones-Blair, so this company has to provide the service of getting the product to their clients.

* Special-purpose: to buy this product it is necessary to apply for it through the company web site or directly calling to the special sales phone. Some of the special purpose products will be produced to the retail stores.

Channel Members:

* Retailers:

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