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TACTICAL

SALES

PLAN

PC TABLET MALATA

- A1001

Prepared by: QUYEN NGUYEN|7239084Prepared for: CHI WING CHAN

Date: 16 SEP 2011

TABLE .OF.CONTENT

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Executive Summary 3 Part 3: Sales Strategy 22

Part 1: Background & Assumptions 4 Target customers 23

Product Description 5 Selling Methods 24

Product Features 6 Resources Requirements 30

Boundary Definition 7 Critical Success Factors 32

Assumptions & Market Limitations 8 Cost and Profit 33

Part 2: Market Assessment 9 Part 4: Sales Implementation Plan 37

Demand Forecast 10 Monitoring & Control 38

Competitor Analysis 12 Risk Management 39

Customer Analysis 15 Conclusions 40

Channel Analysis 17 References 41

EXECUTIVE.SUMMARY

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This document is a Tactical Sales Plan for Malata PC-A1001, a Multi-Touch tablets from Malata, a high tech companyfrom China (belongs to Wanlida Group Co., Ltd.). For selling Malata in Australia in the next 3 years, we considered thefollowing factors:

Background and Assumptions – We analysed product features and its geographic areas of sales in Australia(focusing on Sydney and Melbourne). We also made some assumptions that this sales plan based on.

Market Assessment - In this part we focus on demand analysis for tablets in Australia market by the end of2011. PC tablets marketing will continue growing by the end of 2011 with Apple and Android taking 95% ofmarket share and others sharing 5% of the pie. Main competitors are Apple, Samsung, Motorola and Blackberryaiming to 3 main segments which are consumers, professionals and enterprises. Main distribution channelsinclude mortar and brick stores, online stores, catalogue selling and TV Home shopping.

Sales Strategy – We choose to sell this product using mortar and brick stores such as Dick Smith, HarveyNorman and JB Hi-Fi. Besides that, we build up a website for it and sell it online using eBay and Amazon. Tobetter compete and approach target customers, we also sell the product in extra channels which areuniversities and coffee shops. After that, we have a general estimation and calculation of cost and profit of thisproject for 3 year period.

Sales Implementation Plan – In this part, we set specific milestones and checkpoints to implement theproject so that we can monitor and control it effectively. To be proactive to any likely risks, we have setcontingency plans and the way to avoid the risks at the beginning.

We believe that this Tactical Sales Plan is effective and achievable because it based on very careful consideration andresearch about the industry and the market. We believe it will bring profit and will be the good start for our business.

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PART 1BACKGROUND & ASSUMPTIONS

PRODUCT.DESCRIPTION

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Malata PC-A1001 is a Multi-Touch Tabletrunning Windows 7 with an Intel AtomN540

It is a product of Malata Company(belongs to Wanlida Group Co., Ltd.), ahigh tech company, which is one of thetop 100 electronic enterprises in China

Malata A1001 is now designed inwhite and black colors. It isapparently the grand finaleamong all Malata’s offerings. Theelegant white casing and familiarWindows UI make A1001 appeargorgeous and impressive (Gadgets& Geek World, 2011).

Features Descriptions Features Descriptions

Screen10”1024*600 Capacitive Multi-Touch LCD Screen

PriceWholesales price: $400Retail price: $695

CPU Intel Pinetrail N450

Display10 inch 16:9 (1024x600) Multi-Touch Screen (Capacitive)

Others•G-sensor, Touch Panel•Built in Microphone•1.3M Webcam

OS Linux/Windows 7 Battery 3650mAh/7.4V

Memory 1GB/2GBOptionalFunctions

BluetoothE-compassStorage 2.5 inch SATA 160G/250G/320G Hard Drive

Camera Build-in 1.3M Pixel Camera Dimension 263 x 168 x 18.5mm for product

Connectivity

•1 Mini VGA•2 USB•1 Headphone out•1 Microphone input•1 LAN RJ45•1 DC – IN 19V•1 Built in Rechargeable Battery•1 SD/MMC Card Reader

Weight 990g

PRODUCT.FEATURES

BOUNDARY.DEFINITION

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The product is distributed by Sunflowers Media, aMelbourne based company founded in August 2011.

Distribution scope: Australia wide focusing onMelbourne and Sydney.

Company’s capital: AUD $300,000

Key Human Resources: 1 GeneralDirector, 1 Chief Accountant, 1 SalesAdministrator and 2 Sales executives

Company’s culture: straight talk,collaboration and customer oriented

ASSUMPTIONS & MARKET LIMITATIONS

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Assumptions

There are no changes in Government Regulatory related to PC Tablet market.

Australian Economy remains stable in the next 3 years.

Sales Executives are qualified and well experienced in the industry and in Australian market.

All staff are well trained about the product.

Market Limitations

The product is quite new in Australian market and not many people in Australia heard aboutthe brand.

People have bad credibility for “Made in China” products.

Limitations in hardware for Windows 7 Tablet make it hard to use other applicationscompletely, besides web applications.

The product is confronting a fierce competition with Apple iPad and other Android tabletswhich are more adaptable and responsive to new applications

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PART 2MARKET ASSESSMENT

DEMAND.FORECAST

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Market size & Potential

Australian research firm IDC (International DataCorporation) has predicted that following therelease of iPad 2, a range of second generationtablets is expected to stimulate an 85% growth inthe Australian tablet market (Rust Report 2011)

According to Telsyte, media tablet sales inAustralia would be almost 1.2 million units forcalendar year 2011, driven by continued strongdemand from consumers and business segments(Telsyte 2011)

Although IDC research and the empiricalevidence show that the majority of media tabletsare currently embraced as complementary devices,they are eating into consumers’ share of wallet”(Rust Report 2011)

IDC’s report titled “Media Tablet Special Report: Australia” also shows that whilst there is astrong intention to purchase a media tablet by the end of 2011 by Australian consumers topurchase media tablets in 2011, with 6 per cent, laptops/notebooks (34.8 per cent) and standarddesktops (27.6 per cent) are still strongly favoured (IDC 2011)

In general, PC Tablet market in Australia is a potential and growing market

DEMAND.FORECAST

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Market Share

By the end of 2011, the market leader inAustralia is expected to remain Apple with 60%market share, down from over 90% in 2010.Android devices are expected to have 35% marketshare in 2011 with Blackberry tablet OS and otherplatforms making up the rest of the market(Telsyte 2011)

60%

35%

5%

Australian Tablets Market share

iOS

Android

Blackberry and other platforms

According to the above chart, we can see that tablets market inAustralia has high level of concentration. The two biggestplayers (which are iOS and Android OS) take the major part ofthe pie. Blackberry and other platforms such as Windows andHP are just taking a very small part (5%) of the market.

That will be a big challenge to sell Malata A1001 to Australiamarket, especially when Microsoft is about to introduce itsnew Windows 8 tablets to Australia in the next few monthswhile Matala is just using Windows 7

COMPETIROR.ANALYSIS

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There are many tablet brands in Australia market at the moment. However, there are just a few operating systems forall of them including (but not limited to): iOS, Android OS, Windows 7 Starter, Palm Web OS, and QNX (for theBlackBerry tablet). The following figure shows the advantages of each Operating System.

Source: Frost and Sullivan, 2011

COMPETIROR.ANALYSIS

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Apple is the biggest competitors in the market. IDC expects Apple to maintain a 70-80%share of the worldwide market and continue to dominate the Australian market. Itscompetitive advantages are strong and unique Operating System iOS, good design andinnovation.

Samsung Galaxy is considered the strongest competitor of Apple in international andAustralia market. Samsung is forecasted to take more than 30% market share in 2011 inAustralia. Samsung is expected to follow with a 10.1 in. Galaxy Tab with Android 3.0Honeycomb later this year with many outstanding functions.

Motorola Xoom is also a worthy competitor in function, Like the Samsung Galaxy, theMotorola Xoom will also run on the Android 3.0 Honeycomb operating system. The Xoomcomes with two video capable cameras and is another anticipated addition to the tabletmarket. It offers high processing power and improved gaming capability.

BlackBerry is also carving a name in the tablet market with the release of the PlayBook inApril this year. The PlayBook will support both Android and the Java based apps that currentlyrun on BlackBerry phones, giving users access to an extensive range of applications. ThePlayBook smaller and slimmer than the iPad 2

Other vendors and designs such as Smaller players such as Hewlett Packard, Asus, Toshiba,Microsoft and Dell are also on track to release their own tablet devices in the second half of2011. Many of these products will be more competitive in function and price. Onedifferentiation path that some vendors are likely to take is to focus on specific marketsegments, such as commercial. While benefitting from unique product positioning, they arelikely to address a smaller overall market and will need to be competitive with devices fromApple and others.

The followings are some major competitors in media tablets market in Australia

COMPETIROR.ANALYSIS

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In general, besides Apple, the strongest competitors with significant competitive advantages anddifferences, other competitors in tablets market in Australia have an extremely fierce competitionenvironment. They are all strong and experienced competitors that are quite similar in functions,designs and prices. On the other hand, Malata is running on Microsoft OS that is considers not aseffective as others, therefore, it would be tough to sell Malata in Australia market,

However, Apple are losing its market share to other competitors (from nearly 90% in 2010 to 75%in first half 2011), it means customers now pay more attention to other brands, not just Apple.They are also more price sensitive than before. That is a good sign for Malata to enter Australiamarket.

CUSTOMER.ANALYSIS

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Main customers for PC tablets are described as follows:

Source: Frost & Sullivan 2011

CUSTOMER.ANALYSIS

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Enterprises: Telsyte estimates that around 20,000 Australianbusinesses have purchased at least one media tablet for theirorganisation so far. This is a young and new market that is ignoredby many big competitors. This market requires products withcapable of video conferencing, viewing documents (readerfunctionality), and on-the-go computing.

Consumer market: They are individual from all age. They may bestudents who need convenient and small devices to bring toeverywhere. Or they may be housewives who want to dohousework, take care of children and entertain themselves at thesame time. For this customers, entertainment functions such asinternet, music, movies and games are more important to them.This market has a lot of competitors but they seem to providesimilar offerings.

Professional: They are professionals from all area of life. Theymay be a real estate agents who need a light and small tabletwhich is strong enough to store all the necessary pictures andinformation about properties to show to clients. They may also bedesigners and architectures who have to travel interstates to meetup with clients. For this market, professional functions such asgraphic, storage and memory are more important to them.

CHANNEL.ANALYSIS

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What are they? Harvey Normans, JB Hi-Fi,Woolworth (Dick Smith Electronics), GoodGuys, Best Buy, etc.

Advantages. They are brick and mortal stores.They let customers feel real products.Salesperson can communicate directly withcustomers. Customers will make purchasedecision more easily.

Disadvantages. They are not exclusive andunique. Our new product will be directlycompared to and compete with otherproducts. This channel is also in fiercecompetition with online store.

11.0%

15.0%

18.7%

55.3%

Retailer market share

Woolworths Limited

JB Hi-Fi Limited

Harvey Norman Holdings Ltd

Others

This traditional channel is still popular untilnow since people still want to have more realexperience with the product before buying it.

Electronic Stores

Sources: IBIS World 2011

CHANNEL.ANALYSIS

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What are they? They are stores of specifictablet brands

Advantages. They have all types of productmodels and series of one brand. Salespeoplehave better knowledge about the products.

Disadvantages. This is a very costly channelthat is only used for famous and luxurybrands.

This channel is only good for big and famouscompanies to build long-term brand images.For selling, this channel will cost a lot ofmoney for rental, decorative and humanresources.

Brand Stores

CHANNEL.ANALYSIS

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Main competitors. Woolworths,Catchoftheday.com.au, Dealsdirect,Dstore.com, wishlist.com.au, Oo.com.au,Graysonline.com,au, and eBay.com.au.

Advantages. This channel is really cheap andeasy to operate. It provides spaces to provide asmuch information about the product as youwant.

Disadvantages. Customers can not feel andexperience the product before making purchasedecision. This channel also requires shippingfees.

Online Store

This channel is good for new products in themarket, especially for companies that havelimited capital and resources. The problem ishow to promote the websites effectively.

CHANNEL.ANALYSIS

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Catalogues

What are they? They are printedcatalogues sent to each householdwith order forms.

Advantages. Cheap and convenient.New products catalogues can reach anumerous of target customers.

Disadvantages. It may cost a lotmoney for printing and delivery of thecatalogues.

This is good to reach a large number of target population and leverage the brand. But it may becostly and hard to control if the catalogues come to the right audiences.

CHANNEL.ANALYSIS

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TV Home Shopping

What are they? They are TV Programintroducing a specific product inwhich customers can make orders bycalling to a telephone number on theTV screen.

Advantages. This channel can causecompulsive buying and highlight justthe good points about the products.

Disadvantages. It may cost a lotmoney for buying broadcasting time.

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PART 3SALES STRATEGY

TARGET.CUSTOMERS

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In case of Malata A1001, we should focus on Consumers market as the products do not haverequired functions for Professional and Enterprise market

Target customers should be as follows:

Young Adults: Aged from 25 to 35. They need a tablets fortheir convenient life: when waiting or being on buses andtrains, at lunch time or when waiting for friends at cafes...

Housewives with children: With PC tablets, they can goonline when cooking, shopping and cleaning. That helpshousework less boring. Besides, they can use the tablet toteach their children about the world and play game withtheir children at anywhere and anytime they want .

Students: PC tablets will make their studying much moreeasy. They can store their lectures in the tablets and read iteverywhere at any time they want. They can also getconnected with their friends and their lecturers whenneeded. With tablet PC, long distance studying will be muchmore easy.

Those customers are all quite price sensitive. Therefore, low price may be a competitiveadvantage of Malata as its functions is quite similar to other PC tablets

SELLING.METHODS

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Expert Reviews

Before making the product available in the market through selected distribution channel, thereshould be some marketing activities. One of them is sending the product to experts to review.

CNET is a common way to get the productreviewed. CNET editors will give theircomments about pros and cons of theproduct. This will help it similar tocustomers.

Blogs is another way to get the productsreviewed. We will need to send our productto the owners of the blogs, who are hightech experts, for getting their commentsabout the products. Customers always referthose blogs before they make their owndecisions.

Having an article in “Digital Life” columns of newspapers such as The Age or smh.com.au is also a good way to promote the products.

SELLING.METHODS

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Electronic Stores

This traditional channel is to make the products available to all kinds of customers includingcompulsory ones who do not intend to buy the product at the beginning. It is the most popular andeasy-to-find channel for the product.

For this channel, we focus on big and famousstores in Australia due to limited capital andquantity of products. Chosen store should beHarvey Normans, Dick Smiths, Good Guys, JB Hi Fiand Best Buy. The stores are famous and many oftarget customers may come there to look for theirideal tablets.

Sample products will be placed in those store ateye-catching places for demo using. Each productwill be sold with a free case.

Retail price at electronic stores would be $700.The stores will get 5% of selling price for eachproduct sold. Free tablet cases will be provided byour company.

SELLING.METHODS

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Product website

Building a website for the product is what we will do. This website will be called www.malata-australia.com.au and customers can make their order and payment directly from the websites

This website will include all information aboutproduct functions and manual. There will also becomments and judgments of customers and expertsabout the product as well as a forum so thatpotential customers can get their questions aboutthe product answered by our experts.

Selling price in the website would be lower than inelectronic store as it would be cost less thanelectronic store. It would be $680 for a tablet. Freecases are also provided and we offer free deliveryfor customers who are living within 10 kms fromMelbourne and Sydney.

To promote our website, we use Google Search Engine and Google Ads for key words “tablets”, “PCtablets” and “Matala”. We also let the URL appear on other tablet forums by participate on them.

Other review websites we use such as CNET will also help to spread our websites URL to ourpotential customers

SELLING.METHODS

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Online Stores

Besides our own websites, we willalso use other commercial websitessuch as eBay and Amazon. Thischannel will help bring the product tomuch more customers who enjoyshopping online

With those websites, we do not needto do any marketing activities as theyare well known enough. Selling pricefor this channel may be $670 and thewebsite will get $15 for each productsold. With eBay which appliesauction method, starting price will be$670, we will get $670 of the finalprice and they will take the rest.

SELLING.METHODS

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University Channel

Selling price for this channel may be $670and we will send the universities freeproducts to equip their classrooms .

We will need to promote our Malata A1001in university websites so that every studentscan see it. We will corporate with studentUnion to sell our product in university. Wewill put out product samples in universitylibrary and some main classroom, so thatstudents can have chance to test theproducts. We also offer special price foruniversity students who are very pricesensitive.

In the next 5 years, textbooks will replace traditional print versions in the next five years. This trendbodes well for Pearson - an international producer of educational materials, started to produce e-textbooks and online course supplements. Students will need to have PC tablets to store theirstudying materials as well as other educational apps.

SELLING.METHODS

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Cafes

Selling price for this channel may be $695and we will send the universities freeproducts to equip their classrooms .

We will corporate with popular coffeefranchises in Melbourne to sell our product(Starbucks, Gloria Jeans, etc…). We will putout product samples in those cafes so thatcustomers can have chance to test theproducts. We will put our brochure their sothat customers can make order directly withus or they can make order from the coffeeshops.

Besides students, young adults are also our target customers. Their most popular places are coffeeshops. Coffee shops are where they spend their time after work for dating, meeting friends andrelaxing.

RESOURCES.REQUIREMENTS

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Financial Resources

Financial resources will be needed forthe followings:

Import Malata tablets from China

Warehouse

Labor cost

Operating cost

Channel cost

Brochure and Product manual in English

Needed marketing activities (productreview and websites)

RESOURCES.REQUIREMENTS

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Human Resources

Job Titles Description and Requirement

Sales Director General management. Strategy and Planning Preparation. Problem Solving.Have experience and knowledge about tablet market in Australia. Wellpresented and have good relationship with distribution channels

Account Managers (2 persons) incharge of:•Person 1: Mortal and brickchannels (Stores, Universities andCafé shops)•Person 2: E-commerce.

Direct contact points between channels and the company. Have experienceand knowledge about the market and the channel they are in charge of. Havegood relationship with the channels and good negotiation skills. Have goodknowledge about the product.

Sales Administration (1 persons) In charge of paperwork and sales contract. Assist Account Managers in dailyadministration tasks. Good eyes for details, excellent in verbal and writingcommunication. Good at computer.

Chief Accountant (1 person, parttime)

Manage capital, revenue, and cash flow of the company. Prepare tax reportand return. Trustworthy and honest. Good eyes for details

CRITICAL.SUCCESS.FACTORS

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Product Differentiation

As the product’s functions are similar to othertablets in the market. The only way we can do todifferentiate the product is make its price thelowest aiming to price sensitive customers such ashousewives, students and young adults who donot have much money for such a product.

We also should find exclusive and uniquedistribution channels such as universities andcafes where our target customers often visit tobetter compete with other products.

Good Sales Forecast

Having good sales forecast will help us to controlour stocks in warehouse and for distributionchannels. If we import too many products, we willhave to pay a lot for storage, but if we import toolittle, we will lose our chance to sell our productsfor channels.

Good relationship with channels

Distribution Channels play an important roles to thesuccess of the product. Distribution channels are facesof our countries. Having good relationship withchannels, we could have many advantages in displayingand selling our products. We also can get valuableinformation about customers from the channels. Specialchannel like universities require special relationshipbetween the Account Manager and universities’Managers.

Superior after-sales services

This is another way to differentiate our productwith others. Superior after-sales services can beprovided by paying more attention to customers’question and complaints. Through our forum onour website, we will answer all the questionscustomers may have and resolve all issues relatedto our product.

COST&PROFIT

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Sales Estimation & Explanation

•As mentioned above, about 1.2 million units of tablets would be soldin Australia by the end of 2011. In which, Apple and Android will takeabout 80% of market share. Blackberry and others only get 5% ofmarket share (about 60,000 units). In our estimation, the maximumunits of Malata tablet that could be sold in year 1 will be about 1000units. Due to limitation of capital, we decide to import 700 units forthe first year.

•In Year 0, we have $300,000 of capital, we do not need to pay any labour and operating expenses except forMarketing. We will spend $280,000 dollars to buy stocks from China, $3,500 tablet cases for promotion andabout $16,500 for marketing activities such as product reviews, creating and running product websites,preparing the product manual in English, and promoting our website on other well known websites inAustralia.

•In the end of Year 1, we have to pay employee salary, commissions, channel cost and buy stocks for year 2.Marketing expenses will be decreased as customers are familiar with the products. The number of productsneeded for year 2 is increased in comparison with Year 1.

•In the end of Year 2, we have the same expenses as year 1, marketing expenses keeps going down. Thenumber of products needed for year 3 is increased in comparison with Year 2.

•Sales of the products should be ended in the end of year 3 as there would be new products that have superiorfunctions. In Year 3, we do not need to buy anymore products. And the whole amount of Sales in year 3 iscompensation for loss in year 1 and year 2.

COST&PROFIT

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Total Cost

Total Cost

Item Year 0 Year 1 Year 2 Year 3

Salaries & wages 0 $125,000 $125,000 $125,000

Product Cost $280,000 $320,000 $400,000 0

Marketing Expenses $16,500 $10,000 $5,000 $5,000

Free tablet cases $3,500 $4,000 $4,500 0

Channel Cost (5% of gross sales) $0 $24,325 $27,800 $34,750

Sales commission (3% of gross sales) $0 $14,595 $16,680 $20,850

Total expenses $300,000 $497,920 $578,980 $185,600

Product Cost

Wholesales price: $400

Year 0 Year 1Year 2

Quantity Imported (unit)

700 800 1,000

Total Cost ($) $280,000 $320,000 $400,000

Labour costs

Staff Year 1 Year 2 Year 3

Sales Director $50,000 $50,000 $50,000

Sales Administration $25,000 $25,000 $25,000

Chief Accountant (part-time) $15,000 $15,000 $15,000

Account Manager (Electronic Stores and University) $20,000 $20,000 $20,000

Account Manager (E-commerce and cafe) $15,000 $15,000 $15,000

Total ($) $125,000 $125,000 $125,000

COST&PROFIT

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Gross Profit Before Tax

Gross Profit Before Tax

Year 0 Year 1 Year 2 Year 3

Total Expenses ($) 300,000 $497,920 $578,980 $185,600

Gross Sales ($) 0 $486,500 $556,000 $695,000

Gross Profit before tax -300,000 -$11,420 -$22,980 $509,400

Discount rate 15%

NPV $7,632IRR 0.16

Payback period 3 year

Selling price: $695 Year 1 Year 2 Year 3

Unit sold (unit) 700 800 1,000

Gross Sales ($) $486,500 $556,000 $695,000

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PART 4SALES IMPLEMENTATION PLAN

MONITORING&CONTROL

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Milestones Checkpoints Duration

Industry and Market Analysis completed

•Industry Overview•Industry Performance in the past 5 years•Competitor Analysis•Target customer Analysis•Critical Success Factors

1 month

Business Plan finished •Feasibility Study•Sales Strategy in 3 years•Cost and Budget estimation •Profit estimation•Contingency Plan

1 month

Purchase contract done •Draft Contract completed•Contract Review done•Official Contract done

2 months

Purchase Ordered made •Decision on quantity made•Official purchase order sent

1 month

Products available on channels •Product Imported•Product stored at warehouse•Product on channels

3 months

Sales Report for each year finished

•Revenue and Profit Report•Forecast for the following year

1 week at the end of each year.

RISK.MANAGEMENT

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Risk event Likelihood Mitigating Contingency Plans

Increase of wholesales price due to the downtrend of AUD

High Signing Purchase Contract with wholesales price being kept unchanged in a specific period of time

N/A

Invention of new products with superior functions

High Reduce selling time of the product (maybe in 1 or 1.5 years)

•Reduce selling price•Offer new payment method such as hire-purchase method.

Wrong sales forecast High Carefully analyzed the market by studying market performance in the past 5 years.

•If demand is under expectation, reduce selling price to minimum and find new channels to push the product out.

•If demand is over expectation, make quick order with higher price to get the product in stock as soon as possible.

There’s other company selling the same product with lower price

Medium Make a clear and strict purchase contract at the beginning

N/A

CONCLUSIONS

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Limited capital (about $300,000)

Limited market share (nearly 1%)

Wholesales price is too high ($400). That leads to highretailing price ($700) and low profit margin.

Limited product competitive advantages. That causes alot of expenses for promotion (free cases), advertising(online and review), channels (brick and mortar stores,online stores, universities and cafes) and customerservices.

Limitation in product functions lead to the narrownessin target customers (consumer market only).

Selling Malata product is profitable but not much (NPV $7,632) due to the following reasons:

REFERENCES

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1. Malata Unveils Windows 7 Slate A1001 And All-In-One PC On Computex, Gadget & Geek World, viewed 26 Sep2011, <http://www.gadgetsbing.com/2011/06/malata-unveils-windows-7-slate-a1001-and-all-in-one-pc-on-computex//>.

2. Australian Media Tablet Market to Grow 85% in 2011, OSP Central, viewed 26 Sep 2011,<http://www.ospmag.com/osp-central/ospcentralinternationalupdate/australian-media-tablet-market-grow-85-2011>.

3. Tablet PC Market Overview, Frost & Sullivan, viewed 26 Sep 2011,<http://www.frost.com/prod/servlet/market-insight-top.pag?Src=RSS&docid=225907684>.

4. Computer and Software Retailing in Australia, IBIS World, viewed 26 Sep 2011,<http://clients.ibisworld.com.au.ezproxy.lib.swin.edu.au/industryau/Majorcompanies.aspx?indid=1836>.

5. Australian media tablet sales accelerate in first half 2011, Telsyte, viewed 26 Sep 2011,<http://www.telsyte.com.au/?p=1048>.

6. Australian Media Tablet Market, Rust Report, viewed 26 Sep 2011,<http://www.rustreport.com.au/issues/australian-media-tablet-market/>.

7. IDC: Australian Media Tablet Market to Grow 85% in 2011, IDC, viewed 26 Sep 2011,<http://www.idc.com/getdoc.jsp?containerId=prAU22758511>.