Jones-Blair Company sells paint and related products throughout select states in the southern United States. Alexander Barrett, president of JBC, is trying to identify the company's best marketing strategy in an environment of declining paint demand. Not only is demand declining, but the company is also faced with increased competition from national companies, such as Kmart, Wal-Mart and Home Depot, who have the ability to mass merchandize their paint products. The paint industry is divided into three segments: architectural, OEM coatings and special-purpose coatings. Currently, Mr. Barrett is faced wit
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