gurinder hcl complete final ppt!!!!

8/3/2019 Gurinder Hcl Complete Final Ppt!!!!

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SUMMER INTERNSHIP

PRESENTATIONON

HCL INFOSYSTEMS

TOPIC: Sales & Market Research for HCL

Infosystems Digital Printing SolutionsPresentation By:

Gurinder Singh Sangha


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ABOUT HCL INFOSYSTEMS

HCL Infosystems Ltd., a part of more than 15,000 Crore- HCL Corp., is the

largest & the most trusted IT & OFFICE AUTOMATION Company in India.

HCL Infosystems Limited has been supplying world-class products to Indian

Clients for the last many years. HCL offers direct service support through

more than 400 engineers at 104 locations across the country.

Has India's largest distribution and retail network, taking to market a range of

Digital Lifestyle products in partnership with leading global ICT brands,

including Apple, Cisco, Ericsson, Kingston, Kodak, Konica Minolta, Microsoft,

Nokia, Toshiba, and many more.

3 decades of expertise in total technology solutions, HCL Infosystems offers

value-added services in key areas such as system integration, networking

consultancy and a wide range of support services.


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PRODUCT MIX OF HCL INFOSYSTEMS

The Office & Automation solutions division provides Documentation

and Presentation solutions to its clients. HCL Infosystems is the official

distributor and marketer in India for the following products and

companies:

Product Company

Photocopiers Toshiba

Printers Konica Minolta

Digital Duplicators Duplo

Scanners Kodak

Large Format Printers Kyocera Mita
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RESEARCH METHODOLOGY

RESEARCH

METHODOLOGY


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OBJECTIVES OF THE STUDY

To study the usage of HCL products in the organizations

To study the customer awareness about 3D printers.

To gauge the competitive forces present in the industry and theirimpact on HCL Infosystems

To generate leads and sell HCL Infosystems products


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NEED OF THE STUDY

The project Sales and Market Research for HCLs Digital Printing

Solutions aims to study the markets where HCL sells its products. The

study will benefit the company as the analysis will help in understanding

consumer behavior in business to business markets. Furthermore, the study

will help to gauge the competition present and understand the markets

dynamics better.

SCOPE OF THE STUDY

My Project was based on the Sales & Market Research for HCLs

Digital Printing Solutions in the tri city of Chandigarh, Mohali and

Dera Bassi.


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RESEARCH DESIGN Descriptive research

DATA SOURCE Primary & Secondary data

METHODS OF DATACOLLECTION

Survey Method, FormalMettings

SAMPLE SIZE 200

SAMPLING TECHNIQUE Non-Probability Method

(convenience sampling)

TOOLS OF DATA ANALYSIS Questionnaire, MarketingModels, Bar Graphs


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LIMITATIONS OF THE STUDY

The study concerns itself with consumer trading behavior, which is a

complex activity. This is a psychological process and is so spontaneous

sometimes, that, trader does not recognize it and remains unaware, and

when trader is asked to give his views on such buying, it cannot be 100%

reliable.

The sample size is not sufficient to represent the whole population.

Due to time constraint the survey has been done on the basis of

convenience


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DATA ANALYSIS

&

INTERPRETATION


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Your Organization is

a) A Private Limited b) A Public Limited

c) A Government Unit c) A Public Sector Unit

INFERENCE:

The Private sector makes up 25.5% of the total sample. Chandigarh being the capital of

Punjab and Haryana has many Government offices including the departments. This is one

sector from where HCL gets its maximum business from, the government departments like

Food & Supply Directorate, Haryana, Excise Department, UT, etc. have the lions share in the

sample with 45% followed by Public companies and PSUs with 23% and 6.5% respectively.


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Which of the following Digital printing products/solutions you are using?

a) Photocopiers b) Printers c) Digital Duplicators

d) Large Format Printers e) Scanners e) Any other

INFERENCE:

Photocopier is a multi-utility product for offices. This product is used by 89% of therespondents. Another popular product is the Printer which is used by 67.5% of the sample.

Digital duplicators account for 34% of the products. Large Format Plotters(LFP) is a

specialized product and has a niche demand thus it has very few takers at 31%.These are

followed by the second most popular product, Scanners which are used by 74.5% of the

respondents.

Whi h b d f h t i i ?


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Which brand of photocopier are you using?

a) Ricoh b) Modi c) Canon d) Sharp

e) Toshiba f) Xerox

INFERENCE:

Amongst all the brands of photocopiers namely, Ricoh, Toshiba (distributed and marketed by

HCL), Canon, Modi, Sharp, Xerox. Ricoh has the maximum takers in the tri city with 29.5%

market share. Followed by the leader are Xerox and Modi with 24.5% and 16.5% market

share. These players are amongst the oldest in the industry of photocopiers, Xerox has infact

become a generic name for photocopying. Amongst the bottom three brands are Toshiba,

Canon and Sharp with 12.5%, 9.5% and 7.5% market share. Toshiba is a relatively new player

in comparison to Canon and Sharp.


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Which of the following you wish to buy in near future?

a) Photocopier b) Printer Digital c) Duplicator

d) Scanner e )Large Format Printers f) None of the Above

INFERENCE:

At present a majority of customers are satisfied with the products they have as 37.5% of them

do not wish to buy any products in the coming days. 21.8% suggest that they will need

printers in the near future, 18 % amongst them will need photocopiers, and 12.8% suggest that

they intend to buy scanners


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What is your preferred mode of purchase?

a) Quotation b) Tender Rate c) Contract

INFERENCE:

The most popular amongst all modes is the Tender as 64.7% of the respondents believe that

by inviting tenders for these products they can compare the prices of the products from

different suppliers and also do a comparative study of the features provided by each supplier.

The DGS&D rate contract is preferred by 21.8% of the respondents as they are authorized to

buy products for their offices on Government of India prescribed rates. 14% respondents

prefer to receive quotations from companies about their products and then take a decision.


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Are you aware of 3D printers?

a) Yes b) No

INFERENCE:

Three dimensional printers are a recent innovation in the IT industry that is the primary

reason for respondents lack of awareness about this particular product as 86% of the

population is unaware about this product.

D t t ti d t ti f f th b l ti d d t ?


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Do you want presentation or demonstration of any of the below mentioned products ?

a) Photocopier b) Printer Digital c) Duplicator

d) Scanner e) Large Format Printers f) None of The Above

INFERENCE:

The most appealing product to the customer has been the photocopiers as 46.4% expressed a

desire to see the product, followed by 34% who wish to receive a demonstration of scanners,

28% of them wish to receive a demo for digital duplicators.


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FINDINGS OF THE STUDY

Amongst the Documentation and Printing Solutions used in Office Automation products the

Photocopier has the maximum takers as this machine comes along with an inbuilt scanner and

printer too.

Three dimensional printers are a recent innovation in the IT industry that is the primary

reason for respondents lack of awareness about this particular product as 86% of the

population is unaware about this product.

The HCL competitors had a major impact on the HCL sales as its Major competitors like HP

and Canon are having the maximum share in the market.

The product has appealed to the customer during the sales pitch. The customer would like to

see a demonstration of the product that has appealed to him. The most appealing product to

the customer has been the photocopiers as 46.4% expressed a desire to see the product,

followed by 34% who wish to receive a demonstration of scanners, 28% of them wish to

receive a demo for digital duplicators.


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RECOMMENDATIONS & SUGGESTIONS

As the majority of the companys customer base comes from the government efforts should

be made to target this segment.

The company that will provide better service will emerge a winner in the long run as this will

be a differentiator for the particular company.

The government departments prefer to buy products that are listed on the DGS&D rate

contract. HCL should make sure that its entire range of products is on that list as it would

cover all prospective market opportunities for the company. A situation may arise that the

government may need a big number of a particular product and if that product is not on the

list it would lead to loss of sale for HCL.

HCL should impart in-house training to all its sales persons for effective pitching of its

products.


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CONCLUSION

HCL Infosystems is one of Indias pioneers in the IT market today. The summer internship

project was my first exposure to working in a Multinational Company. The work

methodology and culture of the company is highly professional and it was a huge platform for

me to learn and practice all the concepts and skills I had acquired in the class room. . My field

work included visiting clients, giving them a presentation of HCLs DPS solutions and to

convert any prospect into the companys customer. By visiting the clients, primarily

government departments I learnt how to sell. From having no clue about the particulardepartment to knowing who actually takes the purchasing decision is what my project helped

me learn. I visited more than 200 government departments and private companies in

Chandigarh, Mohali , Panchkula and Dera Bassi and sold machines worth Rs. 20 Lacks and

still counting as there are more orders in the pipeline. I had a slight hesitance towards taking

up a B2B sales project initially but now I am glad I took it.


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ANY

QUERIES????


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gurinder hcl complete final ppt!!!!

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