marketingplan- whole work

8/10/2019 MarketingPlan- Whole Work

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Table of Contents

Internal analysis of the company and its resources

Company descriptionpg.3

Products description...pg.3

Products target group in the home market..pg.4

Company resources...pg.4

Market to enter analysis......pg.5

Analysis of the competition

Competitors on the marketpg.7

Emerging threatspg.7

Product substitutespg.9

Macroenvironment analysis...pg.9

Threats to the Companypg.10

Market trendspg.11

Market segments...pg.12

SWOT Analysis...pg.13

Plan of action

Goals.pg.1

4

Target Group and Positioning...pg.14

Price and Value Analysis..pg.15

Distribution..pg.16

Budget..pg.17

Marketing activities......pg.18

Time Plan......pg.20

Evaluation....pg.20

References...pg.21


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Internal analysis of the company and its resources

Company Descri ption

Fujian Yu Rong Xiang Tea, is one of the most famous tea companies originating in China

that grows, processes and sells many different types of tea. Its located in Fujian province, which

is well-known for its unique and high quality teas.

The Fujian Province Environmental Protection Agency uses this companys facilities to

demonstrate sustainable organic tea production methods and its often also cited as being a good

model for modern agricultural product processing.

As such, their tea is grown in a high-quality environment using modern ecological and

organic planting, growing and processing methods. The company has been awarded multiple

times for its technology, environmental responsibility and its excellent tea products.

Product Description

White tea is one of the famous teas in China. As explained by the website WhiteTea.com

(WhiteTea, 2009), its mainly harvested in the Fujian province of China. The name comes from the

fact that the freshly harvested buds are covered with white hairs. White tea that has been

properly brewed has a pale white coloring and mild taste.

White tea can be divided into bud tea and leaf tea. Further explained by the same website

(WhiteTea,2009), the main varieties of white tea are White Peony, Silver Needle Pekoe, Tribute

Eyebrow and Shoumei.

Another factor that makes white tea rare and precious is the way its produced. Unlike

green tea and black tea, white tea does not undergo the process of rolling, which preserves the

flavour of the tea. The companys tea is produced using the most natural methods, which

differentiates the product.


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As reported by the Chinese tea website Ichami (Ichami, 2014), the China Tea Circulation

Association issued a statement in addition to its document - "The China tea industry situation

report" - which shows that contrary to expectations, the prices for premium Fuding white tea rose

sharply in 2013 and 2014, between 10% and 50% in some areas.

Customers choose this product for its unique aroma, taste and its healthy properties, some

of which are backed scientifically (Kingston University, 2009), - such as stress reduction, cancer

prevention, reduction of high blood pressure, as well as strengthening the bones and rejuvenating

the skin, to mention just a few.

Products target group on the home market

The target group for white tea in China is consumers who are health-conscious . With the

advent of new technology and the further development of the tea marketmore and more young

consumers are interested in white tea.

Target markets for white tea are expanding. Tea is a popular drink in China already and

its use has a history spanning thousands of years. With the development of society, the

continuous improvement of living standards, the change of peoples consumption patterns, and

with a growing and developing middle class, new target groups emerge - tea lovers, employees

of government institutions, intellectuals and others.

Company Resour ces

As described on their website (FJYRX, 2014), the Fujian Yu Rong Xiang Tea Company was

founded in 2001, and is an enterprise compromising cultivation, processing, sales and promotion

of tea technology. The company also performs many demonstrations and is held up as an

example of sustainable, high-quality tea manufacturing, making the brand famous in its home

province.

. The company production base is located in the foothills of Taimushan mountain, at an

altitude of 600 meters. Currently, the company possesses 1.000.005 square meters of tea

plantations suitable for white tea, green tea, black tea and other tea varieties.


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The location has plentiful amounts of rich soil and is surrounded by forests, allowing the

tea to be produced in a pollution-free zone. The company refers to itself as the base of its

operations, though it also works with farmers from surrounding plantations, leading to greater

amounts of production.

The company possesses six productions lines for making many different types of tea and

has a full staff of 78 people, including 15 people acting as senior management and 6 people are a

part of the companys Research and Development department. During the tea season, the

company employs up to an additional 200 workers, including 50 to hand-make the tea.

In 2008, the company gained the rights to export their production to nations all around

the world, including the United States of America and some European countries.

They also opened a new plantation devoted specifically to white tea, which has led to an

improvement in productivity and quality. The company has since received numerous awards and

certifications for its high quality products and business practices.

70% of the products are exported to Europe, America and Japan and 30% are domestic

sales in Shanghai, Beijing, Zhejiang, Fuzhou and etc.

According to the 2012 Chinese tea enterprise evaluation, the brand value of "Yu Rong

Xiang" is estimated to be around 23 million euros.

Market to enter analysis

The country that this product will be brought to is Lithuania, which has been a member of

the EU since 2004. Since then, the country has become part of the largest market in the world

and has been connected closely with international markets.

As explained by the macroeconomic forecast published by the Bank of Lithuania (LB,

2014), the general tendency for the Lithuanian market at the moment is slow growth.

When it comes to the hot drinks market, however, tea is a growing market in Lithuania,

as in most Eastern Europe, despite the region already being a predominantly tea-consuming one

according to the Tea & Coffee Trade Journal (2014). In contrast to its two largest tea-drinking

neighbors, Russia and Poland, which prefer black tea, according to experts and consumer polls,

Lithuanians prefer to buy green tea instead.


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According to Andrius ilinskas (ilinskas, 2011), the head of marketing for a nation-wide

specialty tea store chain known as Taste and Aroma, the reason for this is not entirely known -

though many suspect that the widely available information on the health benefits of green tea

could be a contributing factor, some have also cited Lithuanian culture as a possible influence, as

herb-based drinks have been consumed throughout the nations history.

Until recently, the largest segment of the market has been pre-packaged teas and tea

mixes, however, people are beginning to discover and purchase more exotic and expensive teas

and more healthy, ecological choices.

Analysis of the competition

Competitors on the market

Fuijan Yu Rong Xiang will be the first company that launches white tea locally in

Lithuania. A country report of Lithuania (EuroMonitor, March 2014) explains that consumers in the

current market are demanding and reacts strongly to aggressive pricing but that they are willingto pay more for premium brands.

There are a number of competitors on the Lithuanian market, but the biggest considered

threats are Lipton and Dilmah. According to the country report, Gelsva, which is the distributor

of the brand Dilmah, have the leading position in the category and seized 14% of the total value

sales in 2013.

There are some major differences between the Fuijan Yu Rong Xiang tea and the

competitors on the market. Lipton tea is black and produced in Africa and India. (Lipton, 2014).

There arent any premium teas in their collection and their target group is the mass market.

Dilmah on the other hand has a great variety in their collection, including premium tea, designer

gourmet tea, organic tea etc. They have a specific section in their website promoting tea and

health that states the health benefits of drinking tea. Dilmah should therefore be considered a


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bigger threat, though its image amongst the population is still somewhat of a cheaper brand.

(Dilmah, 2014).

What differentiates Fuijan Yu Rong Xiang teas from Dilmah teas is the type of tea, as

Dilmah does not sell any forms of White Tea within Lithuania.

Emerging Threats

There is no other company in the tea industry that is trying to launch white tea to

Lithuania, but there might threats from some environmental organizations, such as GreenPeace,

that act as pressure groups or industry-wide watchdogs that may want to encourage stricter

environmental regulations and also impact the business through press and coverage of industry

scandals.

One organization that could be a threat is the organization ETP (Ethical Tea Partnership),

a non-profit organization that has been in the tea industry since 1997. ETP is searching for

partnerships to work together and to improve the social conditions in the tea supply chain. This is

an industry-wide initiative; they are working with tea companies and tea producers to improve

the sustainability of their companies.

This organization is not competition, but it still influences the business. Organizations

that are members of ETP receive benefits that Fuijian Yu Rong Xiang cannot. The ETP

organizations might in the future overcome the company technologically and they can also put

distinctive labels on their products that might attract certain customers.

Product Substi tutes

As mentioned earlier, the Lithuanian people are already consuming tea on a large scale,

but one substitute for tea could be coffee - at least, for those looking for a warm drink, rather

than a healthy one, or any kind of hot or cold beverage that people drink in situations when they

could have been drinking tea instead, e.g. cocoa, herbal teas and etc.

Focusing on the target group of Fuijan Yu Rong Xiang white tea, people who are

developing, or already have, a healthy lifestyle, there are less alternatives.


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Juices would be the first major substitute group, as they are widely-spread, healthy and

cheap, however, they have shortcomings as well - they are cold beverages, they possess fewer

healthy qualities and do not have the same relaxant properties as teas do.

Herbal teas and fruit teas make up the other significant part of the market and are

distinctly different from conventional tea, as they are not made from tea plants. They have a

much more dangerous position as they have many of the same benefits as teas, but have fewer

healthy qualities and a different taste and aroma. Herbal and fruit teas also come in a vast variety

and are typically cheaper than conventional tea.

Macroenvir onment analysis

According to Kotler and Armstrong (2013), the macroenvironment is all larger societal

forces that affect the companys microenvironment, which can be subdivided demographic,

cultural, political, technological and natural. These external forces are often beyond the control

of the company.

One of the biggest problems for the food and beverage industry companies that do not

originate in the EU, including China, is to overcome the many barriers it faces - not only

working through extensive EU framework, but also matching the requirements stated in the

Lithuanian Food Law (LRS, 2004)and passing through extensive checks by the Lithuanian State

Food and Veterinary Service and the National Food and Veterinary Risk Assessment Institute, in

addition to Lithuanian Customs. However, business law is favourable in Lithuania - so much so

that a business can be started within two days.

Another problem facing those wishing to enter the Lithuanian market is corruption.

According to the Business Anti-Corruption portal (GAN, 2013), corruption is

prevalent in certain areas of state, the most important of which, for businesses, is obtaining

licenses and permits, and the judicial system. However, to curb the problem, the Lithuanian

government has established institutions to deal with corruption and is adopting EU methods to

increase transparency.

According to a report published by the Bank of Lithuania(LB, 2014), the current trend in

the Lithuanian economy is slow growth. Though the recent issues with Russia have had an

impact on the Lithuanian economy, which has caused a slight dip in projected growth statistics,


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market development is still stable. Domestic demand and private consumption has also risen

significantly compared to previous years and the demand for many goods and services is

increasing. Labour cost per hour remain one of the lowest in Europe and a high VAT of 21% is

problematic, as it impacts consumer wealth and hinders import.

The most important topic in terms of Lithuanias society is lifestyle change. Old lifestyles

are being phased out in favour of a more healthy lifestyle, with the rise of organic farming as

explained by G. Mikinas (Mikinas, 2010), and helped by Lithuanias government and healthy

lifestyle advocate organizations, in addition to European Union efforts. 2013 was declared to be

the year of healthy lifestyles, kicking off a decade of government policy changes and healthy

lifestyle-promoting events for Lithuania focused on creating a healthy society. 2014 was

declared to be the year of encouraging healthy lifestyles in children and the government has

prepared plans to improve health in children by altering national health policy, as explained by

an article by D. Kalesnikien (2014)on the strategic direction of these initiatives.

However, there are negative social aspects as well - Lithuanias population is declining,

both due to a negative birth rate and high emigration, and has a high unemployment rate, both

facts confirmed by official statistics (LSD, 2014). Young people in particular are leaving the

country to study and work abroad.

Lithuanias extensive network of research facilities and large pool of research

professionals means it has a good environment to develop and improve technologies. According

to InvestLithuania (InvestLithuania, 2014), a thriving communication and information technology

sector offers many opportunities for companies and businesses to improve their sales and

marketing with one of the most extensive fiber optic networks and a well-connected population.

Threats to the company

The biggest factor that could damage the product is the weather. Tealeaves cannot be

picked if the weather conditions are not favourable and can only be picked in the Spring harvest

season. The company cannot affect the tea harvest and has to be aware that production is going

to vary every year.


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The cooperation between China and Lithuania is only going to grow in the future. In the

article Lithuania looks for more cooperation with China written by K.M Rehan Salahuddin

(October 14, 2011)it is explained that the cooperation with China and Lithuania has been growing

very quickly from the year 2000 to 2008. There has also been a stable growth of nearly 20-25%

in recent years according to the article.

The biggest threat to the company is the lithuanian publics opinion towards chinese

goods, which is generally negative.- a sample article from Alfa.lt (Klijauskien, 2013)is just one of

many that question the quality of chinese goods, and a small public poll (Apklausa.lt, 2013)shows

some of the general attitudes of Lithuanian consumers.

Market Trends

Lithuania was among the few who were hardly affected by the economic crisis in 2008-

2009. Lithuania recovered quickly and is now one of the fastest growing economies in the EU.

Despite the growing economy, Lithuania has a high number of unemployed inhabitants and in

2013, 12,4% were unemployed, though the number has been falling (LSD, 2014).

According to several sources, the sector for wellness products is one of the most rapidly

developing - amongst these sources is the theoretical plan to form a wellness industry cluster in

Lithuania (Hopenien, Bagdonien, n.d.) and an address by the Finnish embassy (Klijunen, 2012)at the

declaration of 2013 being the year of wellness.

In Lithuania, family is very important and grown-ups and their own families are still

close to their parents and grandparents and listen to their opinions. Since older people remember

the era of Soviet occupation, they are more critical towards Chinese products (EveryCulture, 2007),

but as time goes by, Chinese products are becoming more common and the relations between

China and Lithuania are improving (Lithuania tribune, 2013).


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Market Segments

The webpage everyculture.com (EveryCulture, 2007), give a clear picture that drinking tea is a

part of the Lithuanian lifestyle. Tea is also used as medication and hot tea is considered the most

effective home remedy.

However, the main goal is achieving market share in the wellness market. The healthy

lifestyle segment suits the companys product because it is a high-quality health product and

people interested in a healthy lifestyle are not only a growing market, but also likely the largest

market segment that can be approached, and due to the lack of other premium brands, there is a

potential niche the product can occupy.

There is a chance that competitors will try to reach out to these segments, but they are not

to be considered a significant threat at this time, considering the high quality and uniqueness of

the product. Currently, there are few premium brands on the market and none that involve white

tea, and considering the difficulty obtaining white tea, it is hard to imagine the competition

shifting their priorities.


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SWOT Analysis

Strengths

Organic and sustainable production Advanced technology Unique, rare, high-quality product Large amount of capital Established manufacturer Famous brand in home country First product of this type on the market Product has a good reputation

Weaknesses

Seasonal production Brand and product are practicallyunknown in target market

Little skill in dealing closely with theEuropean market

Opportunities

Very good information technology

infrastructure opens new ways to marketand sell product Possibility of cooperating with a local

business may offset inexperience Favourably changing consumer lifestyles Geographic location could lead to easy

access of Russian and European markets

Threats

Many substitutes

Extensive EU legal requirements in addition to national requirements Negative public opinion towards nation of

origin Strong competition Shrinking population in target market Not a member of international

organizations


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Plan of Action

Goals

The goals for the company in the short term is simple - establish a local presence on the

market and overcome our inexperience by creating and working within a network of independent

retailers that carry our products, as is standard for many companies that do business in Lithuania.

Our second objective will be to establish positive brand recognition and overcome initial

market prejudices through advertisement and providing a quality product, as well as achieve a

market share of at least 4% in the first year. With the current per capita consumption of

857,240kg that amounts to a total of 342,896 packets of 100 grammes each sold per year.

The third objective is to expand from in-store sales to an Internet webstore by October

and increase sales with this method to 6% of total tea sales, bringing up the number to 513,344

packets total sold per year.

Target group and Positi oning

The primary target group for this product is health conscious individuals. The high

number of health benefits that our product offers and the situation of shifting lifestyles within the

market has formed a need for more healthy products and since a tea culture already exists in

Lithuania, white tea would be a perfect fit.

The brands value proposition is based around a more-for-more proposition,

differentiating the brand by offering a unique luxury product of superior quality compared to

what is on the market currently. As our product is manufactured using particular methods and

can only be found in limited quantity, it is also distinctive and hard for our competitors to imitate

or compete with.


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Pri ce and Value analysis

The prices for premium teas vary between 13.90 and 26.99 Lithuanian Litas, or between 5 and 7

Euros per 100g, the most typical distribution value. Due to the presence of many cheaper teas and in order

to maintain an image of rarity and exclusivity, a price must be chosen very carefully to position the

product as a superior and new alternative in the tea market, but still be low enough to penetrate the current

market.

As per the chosen market penetration strategy, the initial price should be set at an average for

comparable high-end premium teasranging from 16.99 Litas (~5 Euro) for the lowest quality variation

of the tea to 26.99 Litas (~8 Euro) for the highest quality variation, which will help maintain the

expensive, exclusive image and an initial discount of 15% will help ensure initial sales.

When it comes to the needs of our target marketthe health conscious individualwe

have to identify their distinct key factors and any needs particular to the Lithuanian market.

The main expectations that the Lithuanian people have in regards to healthy beverages

are severalno harmful chemicals or additives; superior taste and aroma; proven medical

benefits; organic production; and low calorie content.

In Lithuania, the presence of chemicals or additives is often the first factor to be

considered by the customer, and one that is difficult to satisfy due to high standards.

Proven medical benefits is also important, as the health-focused Lithuanian customers

often validate their food choices by considering the product's certifications and opinions of

doctors and medical personnel.

Organic production is an important factor as well, as green technology and

environmentally-friendly practices are of great concern to Lithuanians who have recently begun

to evaluate products very carefully based on their production methods due to press and media

influence.

The price of the product is reasonable, as it satisfies all expected criteria to a good extent,

particularly medical benefits. In addition, it's relative rarity and unique methods of production

allow us to consider this a premium product and charge an appropriately reasonably high price.


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Distribution

Considering the methods of distribution defined by Armstrong and Kotler(2013), selective

distribution is the most logical method of approaching and bringing an uncommon, exotic, and

expensive product to the Lithuanian market.

The initial distribution strategy will be to distribute the tea through our partners

distribution channels: a network of independent exotic goods retailers, such as Taste and

Aroma and Delona - the largest retailers of premium teas and goods within Lithuania. No

other brand of white tea is currently being distributed locally through these retailers and

providing them with in-store products would ensure easy access for target consumers and expose

the brand through physical presence.

After an initial period of in-store sales, as with other premium brands of tea and coffee,

and exotic goods, the brand will expand to take advantage of the Lithuanian population's

connectivity to the internet and their excellent information technology infrastructure by offering

the product through the retailers webstores, allowing customers who cannot or do not wish to

visit the stores to purchase the productwhether this is because they are not available in the area

or other reasons.

This distribution method will allow the product to maintain an appearance of relative

exclusivityas only a few specialized retailers would carry itbut allow the brand to be seenand reach the target consumers.


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Budget


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Marketing activities

Sales pitch

The slogan for the product will be Every cup makes you healthier and an investment

will be made into our partners to train their salesmen in explaining the benefits of the product

and answering customer questions during the initial in-store sales period.

Sponsorships and Endorsement

The product will be further advertised by sponsoring and obtaining endorsements from

opinions leaders (defined by Kotler and Armstrong(2013)as a person or reference group who,

because of special skills, knowledge or other characteristics, exerts social influence) - famous

bloggers and personalities who have a health and wellness focus, such as Viktorija Staauskait,through sample dispersion (along with informative pamphlets) and getting paid endorsements

from doctors and qualified celebrities, such as the famous dietician Edita Gavelien.

Advertising

The company will use social media sites such as Facebook and Instagram to advertise

through both the pages of our partners and Lithuania-specific pages created for the company, not

only to advertise through images and posts, but also by communicating with customers.

The second advertising method will be fitness magazines and newspapers healthand

lifestyle sections, which are not only still commonly read in Lithuania - their readership is

actually increasing, according to Starcom.(Starcom, 2013) Advertising space would ensure that the

brand would be exposed not only to the target demographic, but also the general public.

A part of our advertising budget will also be dedicated to our local partners to ensure they

purchase poster and sticker space to advertise the product in other locations by stickers, radio

ads, posters and other means.

Finally, six city buses, the second most popular form of transportation in Lithuania

(InYourPocket, 2014), will be hired in the capital to carry outside advertisements on the most popular

routes, so it could be even further exposed.


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Event

Finally, a week before the first in-store sales begin, special events will be held in the

three largest shopping malls in Vilnius that contain the companys partner stores - Akropolis,

Europa and Panorama.

A number of attendants will receive goodie bags from partner stores that contain samples

of the product and a selection of their goods, have an opportunity to experience the tea and learn

from our partners sales team about the products benefits. We will send out invitations to

opinion leaders, encouraging them to come and share information about the events through social

media and other sources.

This will create a greater brand recognition and allow the public to sample the product

before actual sales begin, kickstarting consumer-generated marketing (defined by Armstrong and

Kotler (2013) as brand exchanges created by consumers themselves to shape their and other

consumers brand experiences), such as social media posts, images and word-of mouth, for the

product.

Through these activities the companys message will be delivered clearly to both the

target consumers and the general public - that this tea is not only an ordinary tea, it is a rare and

exotic good that offers many benefits for anyone who wishes to have a healthy lifestyle.

Time plan:

March, 2015:Negotiate contracts with local retailers by offering initial retailer discounts

until a market is established, informing them of the nature and benefits of the product.

April, 2015: Begin the initial advertising for the product by presenting teaser

information on white tea on our partners webpages and social media sites. Samples will

be sent to opinion leaders and endorsements obtained.

May, 2015: Advertise through magazines and opinion leader endorsements.

June, 2015: Host pre-sale events and begin the full marketing campaign several weeks

prior to St. Jonas day, to capitalize on the holiday and offer the product at a discount to

establish a market.

July - September, 2015: Continue advertising through magazines and ensure our

partners advertise the product in their stores.


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October, 2015: Begin selling the tea through our partners webstores.

Evaluation of your marketing plan

When it comes to evaluating the marketing activities, the first tool the company will use

is questionnaires and surveys through social media and sales teams to identify what convinced

the customer to purchase the product, which methods of marketing they preferred and what

details they recall about a product, including its pitch.

In addition, the company will compare the sales statistics between periods when thecompany uses many and few advertisements to see if certain methods of advertising are not

worth their cost.

Market share will be monitored by comparing our sales results with our competitors and

total tea sales within Lithuania, particularly within the premium tea market to see if our

competitors have created a response.

References:

WHITE TEA, (2009) White Tea 101. [Online]Available from:http://www.whitetea.com/white-tea-101.php.

[Accessed on 18th September 2014)

WHITE TEA, (2009) Types of White Tea.[Online] Available from:

http://www.whitetea.com/types-of-white-tea.php[Accessed on 18th September 2014]

ICHAMI, (2014)[Online] Available from:http://www.ichami.com/?p=17285.

[Accessed on 18th September 2014]

FUJIAN YU RONG XIANG TEA, (2014)About[Online] Available from:

http://www.fjyrx.com/about.asp.[Accessed on 18th September 2014]

LIETUVOS BANKAS (2014)Makroekonomins prognozs. [Online] Available from:
http://www.whitetea.com/white-tea-101.phphttp://www.whitetea.com/white-tea-101.phphttp://www.whitetea.com/white-tea-101.phphttp://www.whitetea.com/types-of-white-tea.phphttp://www.whitetea.com/types-of-white-tea.phphttp://www.ichami.com/?p=17285http://www.ichami.com/?p=17285http://www.ichami.com/?p=17285http://www.ichami.com/?p=17285http://www.whitetea.com/types-of-white-tea.phphttp://www.whitetea.com/white-tea-101.php


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https://www.lb.lt/makroekonomines_prognozes.[Accessed on 17th September 2014]

GERK ARBATA (2011)Lietuva -aliosios arbatos alis. [Online] Available from:

http://gerkarbata.lt/lietuva-zaliosios-arbatos-salis.[Accessed on 17th September 2014]

EUROMONITOR (2014) Tea Market in Lithuania. [Online] Available from:

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LIPTON (2014) Our Teas [Online] Available from:

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DILMAH (2014) Our Tea Selection [Online] Available from:http://www.dilmahtea.com/our-tea-selection

[Accessed on 18th September 2014]

KOTLER, P., ARMSTRONG, G. (2013)Marketing - an Introduction (11th Global edition) Edinburgh: Pearson.

LITHUANIA. LIETUVOS RESPUBLIKOS SEIMAS (2004)Lietuvos Maisto statymas.

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MIKINAS, G. (2010) Ekologik produkt rinka darosy perspektyvi.Alfa.lt. [Online] Available from:http://www.alfa.lt/straipsnis/10338048/?Ekologisku.produktu.rinka.darosi.perspektyvi=2010-03-29_07-

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KALESNIKIEN, D. (2014)Health Education in Lithuanian Primary Schools: Conceptual Ideas and MainStrategic Directions[Online] Available from:http://www.ijiet.org/papers/465-H00044.pdf[Accessed on 18th

September 2014]

DUFRENE, B. (2014) Tea in Eastern Europe: Growing in Sophistication. Coffee & Tea Trade Journal. [Online]

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InvestLithuania (2014)Lithuanias Rapidly Growing ICT Sector Amongst the Most Attractive in Central and

Eastern Europe [Online] Available from:

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