Enterprise Risk Management: Protecting Sales Channel from Grey Market Activities
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Enterprise Risk Management: Protecting Sales Channel from Grey Market Activities

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The appearance of gray market products and counterfeits in both traditional and untraditional sales channels will pose significant risks to the brand integrity and organizational profits. Supply ...

The appearance of gray market products and counterfeits in both traditional and untraditional sales channels will pose significant risks to the brand integrity and organizational profits. Supply chain integrity will serve as a means to control these threats.

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Enterprise Risk Management: Protecting Sales Channel from Grey Market Activities Enterprise Risk Management: Protecting Sales Channel from Grey Market Activities Document Transcript

  • Enterprise Risk Management: Protecting Sales Channel from Grey Market ActivitiesGlobalization has provided organizations with a wider exposure and a broader supply chain.Technological innovations have further added on to its ability to link to various trading partners andcustomers with unlimited penetration points. Though this has given the global enterprise a largercustomer base, it has also left open limitless opportunities for counterfeits and grey market distribution.With the increasing number of new products entering the market and more organizations going globaland becoming more tech savvy, the challenges of grey market and counterfeiting is also increasingalarmingly. Both large and small manufacturers thus need to take proactive steps to protect their saleschannel from the grey market products.The appearance of gray market products and counterfeits in both traditional and untraditional saleschannels will pose significant risks to the brand integrity and organizational profits. Supply chainintegrity will serve as a means to control these threats. Grey market distribution is a well-devisedprogram that facilitates delivery of authentic goods into established markets or new and changing globalmarkets and is a result of overstock, shifting markets and over production. Though traditional methodshave been successfully used to control grey market sales in well-established markets, the expandingglobal economy and the ever-changing global market demands requires enterprise sales intelligence tocontrol the grey market distribution.One way to alleviate unauthorized sales is by continuous monitoring of the various distribution channelsand contract manufacturers. Easier said than done, with large volume of data, such monitoring can bechallenging and time consuming. However, by tightening the value network, and analyzing with the helpof an excellent structured enterprise risk management (ERM) solution companies can analyze the riskacross the enterprise, recapture lost revenues, market share, and brand reputation.The growth of e-commerce though beneficial to the organizations has turned out as the primary driverof this growing grey market and counterfeit activity. Leading provider of Enterprise Risk Managementsolutions offers their clientele anti-counterfeiting and channel integrity solutions to manage theenterprise from these risks. The 24/7 SaaS based solution offers brand and IP protection, enterprisesales intelligence, channel intelligence, market intelligence and warranty watch.The enterprise sales intelligence part of the enterprise risk management solution provides a view of thetrending global market and also provides visibility into the grey market and counterfeiting activities, thusproviding organizations an opportunity to reduce lost revenue and margins, increase distributor loyaltyand create a potential source of new distributors. Left uncontrolled these grey markets tend to competewith authorized markets, which will eventually destroy the product and brand integrity and even themanufacturer.Read also on: Counterfeit detection, online fraud protection