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Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
Technology Distributors, Channel Incentives, and Gray Markets (Slides)
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Technology Distributors, Channel Incentives, and Gray Markets (Slides)

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http://ComputerDistributorGuide.com SUMMARY SLIDES: Technology distributors have the responsibility of applying vendor incentive programs, but without proper control, abuse soon occurs. Copyright (C) …

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.

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  • 1. SPHomeRun.com 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
  • 2. Sponsored by ComputerDistributorGuide.comSPHomeRun.com A Recent Report From a Survey Made Jointly by Deloitte & Touche LLP
  • 3. Sponsored by ComputerDistributorGuide.comSPHomeRun.com And the AGMA (Alliance for Gray Market and Counterfeit Abatement)
  • 4. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Links Channel Incentive Abuse With the High-tech Gray Market
  • 5. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Gray Marketing is the Unauthorized Commercialization of Products that Have Been Diverted
  • 6. Sponsored by ComputerDistributorGuide.comSPHomeRun.com From Authorized Technology Distributors
  • 7. Sponsored by ComputerDistributorGuide.comSPHomeRun.com “Depending on the Volumes Involved, Even Price Differentials of $0.50
  • 8. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Can Be Sufficient to Stimulate Gray Market Product Flows.”
  • 9. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Gray Marketing Damage to the Distribution Channel
  • 10. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Technology Distributors and Resellers
  • 11. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Can Account for More Than 75% of the Revenue of Technology Companies
  • 12. Sponsored by ComputerDistributorGuide.comSPHomeRun.comGray MarketingCaused by IncentiveAbuse UltimatelyWeakens theDistribution Channel
  • 13. Sponsored by ComputerDistributorGuide.comSPHomeRun.com With Problems in:
  • 14. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • Customer Satisfaction
  • 15. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • Warranty Administration
  • 16. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • and Brand Image
  • 17. Sponsored by ComputerDistributorGuide.comSPHomeRun.comLack of AdequateChannel Monitoring& Control, and PoorChannel PartnerCommunications
  • 18. Sponsored by ComputerDistributorGuide.comSPHomeRun.comAlso Contribute tothe Overall IncentiveAbuse Problem
  • 19. Sponsored by ComputerDistributorGuide.comSPHomeRun.com A Complicating Factor is the Combination of Incentives
  • 20. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • End User Pricing Discounts
  • 21. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • Program Pricing
  • 22. Sponsored by ComputerDistributorGuide.comSPHomeRun.com • Channel Partner Accreditation Level Incentives
  • 23. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Better Vendor & Channel Collaboration and Monitoring
  • 24. Sponsored by ComputerDistributorGuide.comSPHomeRun.comStrong ManagementPrograms forChannel IncentivesShould Be Good forVendors,
  • 25. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Authorized Technology Distributors, and Channel Partners
  • 26. Sponsored by ComputerDistributorGuide.comSPHomeRun.com With Control and Profits Working in Synergy, Rather Than in Conflict
  • 27. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Have You Experienced Competition From Gray Marketers?
  • 28. Sponsored by ComputerDistributorGuide.comSPHomeRun.com What Do Your Customers Think of Gray Marketing?
  • 29. Sponsored by ComputerDistributorGuide.comSPHomeRun.com Let Us Know What You Have Seen in the Comments Section
  • 30. SPHomeRun.comRecommended Reading: Top 6 Computer Distributors that Help Small Business VARs, Network Integrators, MSPs, and PC Repair Businesses Cost-Effectively Deliver High-Margin, End-to-End Solutions Download this Free Special Report Now at ComputerDistributorGuide.comCopyright © SP Home Run Inc. All worldwide rights reserved.SP Home Run is a registered trademark of SP Home Run Inc.Creative Commons Image Source: Flickr Nick Saltmarsh

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