technology distributors, channel incentives, and gray markets (slides)
DESCRIPTION
http://ComputerDistributorGuide.com SUMMARY SLIDES: Technology distributors have the responsibility of applying vendor incentive programs, but without proper control, abuse soon occurs. Copyright (C) SP Home Run Inc.TRANSCRIPT
![Page 1: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/1.jpg)
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Technology
Distributors,
Channel Incentives,
and Gray Markets
Courtesy of the
Small Business Computer Consulting Blog
http://blog.sphomerun.com Creative Commons Image Source: Flickr Nick Saltmarsh
![Page 2: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/2.jpg)
SPHomeRun.com
A Recent Report
From a Survey
Made Jointly by
Deloitte & Touche
LLP
Sponsored by ComputerDistributorGuide.com
![Page 3: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/3.jpg)
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And the AGMA
(Alliance for Gray
Market and
Counterfeit
Abatement)
Sponsored by ComputerDistributorGuide.com
![Page 4: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/4.jpg)
SPHomeRun.com
Links Channel
Incentive Abuse
With the High-tech
Gray Market
Sponsored by ComputerDistributorGuide.com
![Page 5: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/5.jpg)
SPHomeRun.com
Gray Marketing is
the Unauthorized
Commercialization
of Products that
Have Been Diverted
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![Page 6: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/6.jpg)
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From Authorized
Technology
Distributors
Sponsored by ComputerDistributorGuide.com
![Page 7: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/7.jpg)
SPHomeRun.com
“Depending on the
Volumes Involved,
Even Price
Differentials of
$0.50
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![Page 8: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/8.jpg)
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Can Be Sufficient
to Stimulate Gray
Market Product
Flows.”
Sponsored by ComputerDistributorGuide.com
![Page 9: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/9.jpg)
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Gray Marketing
Damage to the
Distribution
Channel
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![Page 10: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/10.jpg)
SPHomeRun.com
Technology
Distributors and
Resellers
Sponsored by ComputerDistributorGuide.com
![Page 11: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/11.jpg)
SPHomeRun.com
Can Account for
More Than 75% of
the Revenue of
Technology
Companies
Sponsored by ComputerDistributorGuide.com
![Page 12: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/12.jpg)
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Gray Marketing
Caused by Incentive
Abuse Ultimately
Weakens the
Distribution Channel
Sponsored by ComputerDistributorGuide.com
![Page 13: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/13.jpg)
SPHomeRun.com
With Problems in:
Sponsored by ComputerDistributorGuide.com
![Page 14: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/14.jpg)
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• Customer
Satisfaction
Sponsored by ComputerDistributorGuide.com
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• Warranty
Administration
Sponsored by ComputerDistributorGuide.com
![Page 16: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/16.jpg)
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• and Brand Image
Sponsored by ComputerDistributorGuide.com
![Page 17: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/17.jpg)
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Lack of Adequate
Channel Monitoring
& Control, and Poor
Channel Partner
Communications
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![Page 18: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/18.jpg)
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Also Contribute to
the Overall Incentive
Abuse Problem
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![Page 19: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/19.jpg)
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A Complicating
Factor is the
Combination of
Incentives
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• End User Pricing
Discounts
Sponsored by ComputerDistributorGuide.com
![Page 21: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/21.jpg)
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• Program Pricing
Sponsored by ComputerDistributorGuide.com
![Page 22: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/22.jpg)
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• Channel Partner
Accreditation
Level Incentives
Sponsored by ComputerDistributorGuide.com
![Page 23: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/23.jpg)
SPHomeRun.com
Better Vendor &
Channel
Collaboration and
Monitoring
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![Page 24: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/24.jpg)
SPHomeRun.com
Strong Management
Programs for
Channel Incentives
Should Be Good for
Vendors,
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![Page 25: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/25.jpg)
SPHomeRun.com
Authorized
Technology
Distributors, and
Channel Partners
Sponsored by ComputerDistributorGuide.com
![Page 26: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/26.jpg)
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With Control and
Profits Working in
Synergy, Rather
Than in Conflict
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![Page 27: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/27.jpg)
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Have You
Experienced
Competition From
Gray Marketers?
Sponsored by ComputerDistributorGuide.com
![Page 28: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/28.jpg)
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What Do Your
Customers Think
of Gray
Marketing?
Sponsored by ComputerDistributorGuide.com
![Page 29: Technology Distributors, Channel Incentives, and Gray Markets (Slides)](https://reader036.vdocuments.net/reader036/viewer/2022062405/555a86b8d8b42a98568b5142/html5/thumbnails/29.jpg)
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Let Us Know What
You Have Seen in
the Comments
Section
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Creative Commons Image Source: Flickr Nick Saltmarsh
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