ESS_GrayMarket英文版本.pdf

Effective Channel Management Is Critical in Combating the Gray Market and Increasing Technology Companies’ Bottom Line KPMG Gray Market Study Update KPMG LLP Contents Executive Summary 3 Survey Findings 7 Survey Highlights 14 Impact of the Gray Market Calculation 30 Conclusion 33 Time for Action 34 About Us 35 KPMG’s Gray Market Update White Paper 3 Executive Summary Original equipment manufacturers (OEMs), channel partners, and end customers have long been plagued by the “gray market,” the unauthorized alternative channel where branded products have been intentionally diverted from authorized sales channels into the hands of unauthorized dealers, brokers, or the open market for gain. Unlike products sold through authorized channels, gray market products may pose serious issues for both OEMs and customers alike. Gray market resellers may advertise products as new, authentic, and branded goods, but customers may wind up receiving goods ranging from used or remarketed products to those that have been wholly or partially counterfeited or mislabeled. Unsatisfied end customers are only one side of the equation. Information technology (IT) companies unwittingly suffer from price erosion, brand damage, and the hidden costs of handling end-customer issues resulting from inadequate customer servic