shortly after sales have peaked. The advantage of his approach is that vacillating customers are drawn into the fold while the product's promotion retains a commercial urgency, and the costings of the competition are thrown into utter disarray." This tactic proved highly successful, with Sinclair announcing by March 1982 that it had sold 250,000 ZX81s worldwide. 50,000 computers were sold each month, 60% outside the UK, despite Sinclair and W. H. Smith being the only distributors. When sales fell in the wake of the launch of its successor, the ZX Spectrum, Sinclair reduced the price of the pre-assembled version to £49.95 in May 1982. It was cut by another £10 the following April. Despite the increased competition from much more capable computers, the ZX81 was still shipping in excess of 30,000 units a month even as late as July 1983, more than two years after it had been launched. By that time, according to Sinclair Research, over 1.5 million ZX81s had been sold. Distribution The ZX81's distribution arrangements were an essential part of its success and marked a watershed in the way that computers were sold in the UK. Sinclair had previously made its name as a mail-order retailer – the ZX81 was initially available only through mail-order – but the only truly effective way to reach the mass market was via high street stores. Fortunately for Sinclair, an opportunity to do just that was provided by W.H. Smith, a venerable book- and magazine-seller and stationery chain. The company had stagnated in the 1970s and was looking for ways to revitalise its image and expand its product range. Smith's had begun selling audio and photographic equipment and calculators at the end of the 1970s, with a modest degree of success. In 1980 its marketing development manager, John Rowland, hit upon the idea of creating "Computer Know-How" sections in major branches to sell computer books and magazines. Most of the items on display were imports from the United States but their relatively high cost reduced their attractiveness to the casual buyer. The commercial success and mass market potential of the ZX80 caught Rowland's interest; he approached Sinclair, saw a prototype ZX81 and agreed to market the machine through Smith's on an exclusive basis for the first six months after launch. As Rowland put it, "what we've done now is bring the computer-orientated publications together with an actual computer, to create the