Symantec 2002 Annual Report Download - page 29

Our marketing activities include:
‚ advertising in trade, technical and business publications;
‚ on-line advertising;
‚ radio broadcast advertising (consumer only);
‚ public relations;
‚ cooperative marketing with distributors, resellers and industry partners;
‚ direct mailings and e-mailings to existing end-users;
‚ the use of tools such as trialware and Symantec Security Check, a web-based tool for users to assess
the security vulnerabilities on their computers (consumer only);
‚ participation in focused trade and computer shows; and
‚ primary market research to understand evolving customer need and buying behaviors (consumer only).
For our consumer products, we typically oÅer two types of rebate programs within most countries: volume
incentive rebates to channel partners and promotional rebates to end-users. The distributor or reseller earns a
volume incentive rebate based upon the volume of their purchases and their sale of products to end-users.
From time to time, we also make rebates available to individual users of various products acquired through
major retailers. We regularly oÅer upgrade rebates to existing customers purchasing a new version of a
product. Both volume incentive rebates and end-user rebates are accrued as an oÅset to revenue when revenue
is originally recorded.
Product returns occur when we introduce upgrades and new versions of products or when distributors or
retailers have excess inventories, subject to various contractual limitations. Our return policy allows
distributors, subject to these contractual limitations, to return purchased products in exchange for new
products or for credit towards future purchases. End users may return our products through dealers and
distributors for a full refund within a reasonably short period from the date of purchase. We estimate and
record reserves for such product returns. For further discussion, see Management's Discussion and Analysis of
Financial Condition and Results of Operations, ""Critical Accounting Policies'' and the Summary of
SigniÑcant Accounting Policies in the Consolidated Financial Statements of this Form 10-K.
International Sales
Revenues outside of the United States represented approximately 47%, 48% and 45% of our net revenues
during Ñscal 2002, 2001 and 2000, respectively.
The majority of our net revenues from Europe are derived from sales by aÇliates of our major United
States distributors. Additionally, we sell our products through authorized distributors, which may be restricted
to speciÑed territories. For most of our consumer products, we translate the documentation, software and
packaging into the local language and prepare marketing programs for each local market.
We have marketing oÇces in Australia, Austria, Belgium, Brazil, Canada, China, Czech Republic,
Denmark, Finland, France, Germany, Hong Kong, Hungary, India, Israel, Italy, Japan, Malaysia, Mexico,
The Netherlands, New Zealand, Norway, Poland, Russia, Singapore, South Africa, South Korea, Spain,
Sweden, Switzerland, Taiwan, Turkey, United Arab Emirates and the United Kingdom. These local oÇces
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