In order to remain competitive, against the two major companies in the market, Homecolour had to ensure that a high level of stocks was maintained in the major outlets. The pressures on selling space within most retail outlets were becoming intense, and shortage of stock had in several cases ended in the company being de-listed by three regional DIY chains. The current sales pattern had shown that the company was experiencing major problems in certain of the outlets with sales significantly below plan. Own brand sales were 20 % down on plan - which had envisaged a 5 % increase in volume; while branded products were within 2 % of plan - based on an 8 % volume increase over the previous year.