Blair Jones

Jones Blair Case

Questions 3 & 4

3. How might one segment Jones Blair’s market area? (hint: end user and geographic)

Looking at the architectural paint and sundry market, Jones Blair had sales of $80 Million in 2004. Architectural paint and sundry market of the US totaled an estimated $12 billion. This means that Jones Blair has a total market share of less than 1%.

Jones Blair markets architectural paint and sundries in the South Western United States. Dallas / Fort Worth (DFW) comprise the largest segment of their market. Texas, Oklahoma, New Mexico and Louisiana (non-DFW) comprise the smaller segment of their market. The markets can be broken down in to smaller segments which are the Do-it-yourself household (non-contractor) market and the contractor related market.

The breakdowns of these segments are as follows;

Of the $80 million in sales for 2004, 60% were in the DFW market segment. Of this segment 70% were the non-contractor segment and 30% were contractor segment. 40% of the $80 million in sales went to the non-DFW market segment. Of this 40% segment, 90% was the non-contractor segment and 10% was the contractor segment.

1. Which segments represent opportunities for Jones Blair?

When it comes down to it, all segments offer opportunities to Jones Blair.

The non –DFW segment seems to hold the most promise. With the whole segment at 40% of total sales and a market segment clustered in only 4 states in the US the non-DFW seems to represent the biggest opportunities for Jones Blair. The contactor segment seems to have the most room for improvement. At $3.2 million, it is the smallest segment in terms of sales of all the segments. The next would be the non-DFW non-contractor segment. Even though this segment carries the largest portion of the non –DFW segment, it is also confined to just 4 States in the USA. With a total market share of less than 1% country wide, growth in these segments are almost limitless....