A

Project Study Report

On

Training Undertaken at

Titled

“CORPORATE SELLING

&

FEEDBACK”

Submitted in partial fulfilment for the

Award of degree of

Master of Business Administration

Submitted By: - Submitted To:-

Mohd. Imran Gunjan mam

MBAPart II Astt. Prof.

2010-2012

Certificate from the Company

Management & Commerce Institute of Global Synergy, Ajmer

PREFACE

Modern organizations are highly complex and dynamic systems. TheyOperate under very turbulent social economic and political environment. They arerequired to reconcile several incompatible goals. Conflicting roles and divergentinterest they are also fraught with the use risk and uncertainties, hence tactfulmanagement of such organization to plan to execute guide, coordination andcontrol the performance of people to achieve predetermined goals. Managementhas to keep the organization vibrant moving and in equilibrium. It has to achievegoal which themselves are changing it is therefore a problem highly complex andticklish.The marketing research is the process which links to manufacture, dealersand individuals through information in important part of curriculum of PostGraduate Diploma in Management, programme is project taken by the students inany business organization, after completion of third trimester of the programme.The objective of this project is to enable the students to understand theapplication of the academics in the real business life. I am fully confident that thisproject will be extremely useful to the management.

Acknowledgement“Acknowledgement is an art, one can write glib stanzas without meaning a

word, on the other hand one can make a simple expression of gratitude.”

Industrial training is an integral part of any Master of Business Administration program and for that purposes I had joined a company what else can be as good as HCL Infosystems Ltd, India's premier information enabling company.

I take the opportunity to express my gratitude to all of them who in some or other way helped me to accomplish this challenging project in HCL Infosystems Ltd. No amount of written expression is sufficient to show my deepest sense of gratitude to them.

I am very thankful to External Guide, Mr. Pawan kalyani, Front Line Divison, HCL Infosystems Ltd., Ajmer and very grateful to Prof Gunjan, Faculty Department of IT Management,Global Ajmer for their everlasting support and guidance on the ground of which I have acquired a new field of knowledge. The course structure created for this curriculum has benefited with the inclusion of recent development in the organizational and managerial aspects.

Lastly, I am thankful to all the member of HCL Infosystem Ltd, Noida, which has given me valuable information in the part of my project.

I express my sincere thanks to my project guide, Mrs. Gunjan mam, Designation Asst. Prof.,

Dept IT, for guiding me right form the inception till the successful completion of the project. I

sincerely acknowledge him/her/them for extending their valuable guidance, support for

literature, critical reviews of project and the report and above all the moral support he/she/they

had provided to me with all stages of this project.

I would also like to thank the supporting staff MR. Pawan Kalyani sir, Ms Shalini mam (IT&

Marketing) Department, for their help and cooperation throughout our project.

(Signature of Student)

(MOHD. IMRAN)

EXECUTIVE SUMMARY

HCL Infosystems, India's premier information enabling and integration company, has received the

ISO 9001:2000 certification specifies requirements for a quality management system where an

organization needs to demonstrate its ability to consistently provide product and services that meets

customer and applicable regulatory requirements. ISO 9001:2000 also aims to enhance customer

satisfaction through the effective application of the system, including processes for continual

improvement of the system and the assurance of conformity to customer and applicable regulatory

requirements.

The menu of HCL Insys global services broadly covers IT consulting and professional services in

the area of vertical applications, technology integration, ERP implementation and software

development. This also includes a complete portfolio of systems and network services for

development. This also includes a complete portfolio of systems and network services for Facilities

Management, Helpdesks, Sysytems Supports and network and Internet Implementation.

HCL Insys’global customers include Samsung, Government of Singapore, and AMAL insurance

Jurong Port in Singapore and Malaysian’s BSN commercial bank, SIA, DBS bank, Maybank life

assurance charted semiconductors.

HCL Insys’ chosen platform of total technology integration lends itself to some very significant

alliances with the global leaders. Among its partner are HP for high end AISCE/UNIX services and

workstation and HP Open view network management solution; Intel for PC and PC server building

blocks; Microsoft, novell and SCO AG solutions; Red hat ;Linux; Samsung; Pivota for CRM solution

and ORACLE Sybase and Informix for RDBMS platform.

Today the company has aligned its operations into five entities that offer seamless linkages for the

customers seeking entry into the wired world through total the. ‘Integration solution ands services’.

HCL Infosystems focuses on the ever-growing segment in Imaging, Telecom and Communication

products solutions and services. Now it has an exclusive sale and support partnership with Toshiba

Corporation, Japan, for sales and servicing of its imaging and photocopier products. HCL

Infosystems product portfolio covers a range of other office automation and communication

products through alliances with world leaders.

The Managed Network Service offerings for corporates include VPNs, ASP offerings, Co Location/

hosting, CDNs, security, corporate internet telephony solutions, technical and consumer help desks,

24/7 Network Operations Centre monitoring and a host of

valu+-------------------------------------------------------*

TABLE OF CONTENTSNo. Title Page No.

1. Introduction to the Industry 1

2. Introduction to the Organization 2

3. Research Methodology 3

3.1 Title of the Study 4

3.2 Duration of the Project 5

3.3 Objective of Study 6

3.4 Type of Research 7

3.5 Sample Size and method of selecting sample 8

3.6 Scope of Study 9

3.7 Limitation of Study 11

4. Facts and Findings 12

5 Analysis and Interpretation 13

6. SWOT 15

7. Conclusion 18

8. Recommendation and Suggestions 19

9. Appendix 34

10 Bibliography 50

1. Introduction to the Industry

Born in 1976, HCL has a 3 decade rich history of inventions and innovations. In 1978,

HCL developed the first indigenous micro-computer at the same time as Apple and 3

years before IBM's PC. During this period, India was a black box to the world and the

world was a black box to India. This micro-computer virtually gave birth to the Indian

computer industry. The 80's saw HCL developing know-how in many other

technologies. HCL's in-depth knowledge of Unix led to the development of a fine

grained multi-processor Unix in 1988, three years ahead of Sun and HP.

HCL's R&D was spun off as HCL Technologies in 1997 to mark their advent into the

software services arena. During the last eight years, HCL has strengthened its

processes and applied its know-how, developed over 28 years into multiple practices -

semi-conductor, operating systems, automobile, avionics, bio-medical engineering,

wireless, telecom technologies, and many more.

Today, HCL sells more PCs in India than any other brand, runs Northern Ireland's

largest BPO operation, and manages the network for Asia's largest stock exchange

network apart from designing zero visibility landing systems to land the world's most

popular airplane.

HCL Infosystems Ltd is one of the pioneers in the Indian IT market, with its origins in 1976.

For over quarter of a century, we have developed and implemented solutions for multiple market

segments, across a range of technologies in India. We have been in the forefront in introducing new

technologies and solutions.

In the early 70’s a group of young and enthusiastic and ambitious technocrats embarked

upon a venture that would make their vision of IT revolution in India a reality. Shiv nadir and five of

his colleagues got together and 1975 set up a new company MICROCOMP to start with; they

started to capitalize on their marketing skills. Micro comp marketed calculators and with in a few

month of starting operation, the company was out selling its major competitors.

On 11th August, 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as joint

venture between the entrepreneurs and UPSCE, wit an initial equity of Rs.1.83 Lacs.

2. Introduction to the Organization

HCL Technologies Ltd.

Type

Public

Traded as

BSE: 532281

NSE: HCLTECH

Industry IT Services

Founded November 12, 1991

Founder(s) Shiv Nadar

Headquarters Noida, UP, India

Area served Worldwide

Key people Shiv Nadar (Chairman & CSO)

Vineet Nayar (VC & CEO)

Revenue US$ 3.7 billion (2011)

Employees 80,520 (2011)

Parent

HCL Website www.hcltech.com

HCL Technologies Ltd. is an Indian IT major led by its Vice-Chairman and CEO Vineet

Nayar. It is the IT services arm of HCL Enterprise, a US$6.0 billion global Technology and

IT Enterprise. HCL Technologies is fourth largest IT company in India and is ranked 48 in

the global list of IT services providers.[1] HCL Technologies, along with its subsidiaries, had

consolidated revenues of US$3.7 billion, as on 30 Sept 2011 (on LTM basis), and employs

more than 80,520 people of diverse nationalities. HCL Technologies has global network of

offices in 26 countries. The company is listed on the National Stock Exchange and Bombay

Stock Exchange of India.

History

HCL Technologies is one of the two businesses – both of them separately listed in India –

falling under the corporate umbrella of[2], with combined annual 2011 revenues of US$ 6

billion. HCL Enterprise was founded in 1976 and is one of India's original IT garage start

ups.

HCL Technologies is a relatively young company, formed in 1991 when HCL's R&D

business was spun off to focus on the growing IT services industry. During last 15 years,

HCL has expaned its service portfolio in IT applications (custom applications for industry

solutions and package implementation), IT infrastructure management, and business

process outsourcing, while maintaining and extending its leadership in product engineering.

Services

This section may be written like an advertisement. If so, please help rewrite this

section from a neutral point of view. (June 2011)

HCL provides services across SIX Business Lines -

• Engineering and R&D Services (ERS) - offering services in Hardware, Embedded,

Mechanical and Software Product Engineering.

• Enterprise Transformation Services (ETS) - offering services in the areas of Process

Transformation, Data Management, Integration Services, Architecture Services, Disruptive

Technology Services, IT Strategy, and Change Management.

• Business Processing Outsourcing (BPO) - division of HCL Technologies Limited has

delivery offices across India, UK and USA.[3]

• Custom Application Services, - includes customized IT Applications development,

support & maintenance.

• IT Infrastructure Management - focuses on End User Computing Services, Data

Center Services, Cross Functional Services, Enterprise Network Services, Security

Services, Integrated Operation Management, and Mainframe & AS400 Services.

• Enterprise Application Services (EAS) - focuses on areas like in ERP, SCM, CRM,

HCM, EPM, BI and Middleware. This group is now part of HCL AXON, subsidiary of HCL

Technologies, formed after HCL Tech acquired Axon Group plc for £440m cash offer in

2008.[4]

Industries

HCL serves a broad range of industries including Financial Services, Education, Hi-tech &

Manufacturing, Aerospace & Defense, Telecom, Retail & CPG, Life Sciences, Healthcare,

Media & Entertainment, Travel, Transportation & Logistics, Automotive, Government,

Energy & Utilities.

Management Philosophy

In 2005, HCL Technologies commenced on an internal management transformation

program. Vineet Nayar, President in 2005, introduced a new working model & philosophy

'Employees First’, making employees at the center of the change in the organization. The

philosophy recognizes employees as strategic elements of an organization. It democratizes

the company's functions and its way of working. Today, this unique management

philosophy has been recognized and praised worldwide for empowering employees to

become the drivers of growth.

The philosophy has been the subject of a Harvard Business School case study and have

prompted Fortune magazine to characterize the company under his leadership as having

“the world’s most modern management.” HCL has been cited by BusinessWeek as one of

five “most influential emerging companies,” and it was named Best Employer in India by the

global human resources services company Hewitt Associates.

Recently, HCL ws announced as one of the most Democratic Workplaces by WorldBlu.

Acquisitions and Joint Ventures

The company acquired Capitalstream, a US BFSI product company for US$40 million in

February 2008.[5] Capitalstream's FinanceCenter product is an addition to HCL's current

product addressing the BFSI market - Penstock, the product that HCL launched in 2007.[6]

On 15 December 2008, HCLT acquired the UK based AXON Group for US$658 million,

which was

Leadership Team

VINEET NAYAR

Vice Chairman & CEO, HCL Technologies

Vineet Nayar is Vice Chairman and Chief Executive Officer of HCL Technologies Ltd. (HCLT), a $3.5 billion global information technology services company and author of the highly acclaimed management book “Employees First, Customers Second: Turning Conventional Management Upside Down” (Harvard Business Press, June 2010).

He is also an acknowledged management visionary and a radical thinker who architected the company’s “Employee First, Customer Second (EFCS)” strategy, which transformed HCL’s business, starting in 2005. This managerial approach was created to drive an

inverted organizational structure, create transparency and accountability within the organization and to encourage a value-driven culture.

Vineet joined HCLT in 1985 after earning his MBA from XLRI, a leading business management school in Asia. In 1993, he founded Comnet, where he incubated the Remote Infrastructure Management (RIM) industry, which is today a multi-billion dollar IT outsourcing segment. At Comnet, Vineet also developed and implemented many ground policies and practices, which are core to the EFCS philosophy.

In 2005, Vineet became President of HCL Technologies and during the next five years, he led a remarkable turnaround whereby the company expanded its employee base from 30,000 to more than 75,000, while tripling revenues and doubling its market cap. In 2007, Vineet was designated as the company's CEO and, subsequently, its Vice Chairman in November 2010. During that time, HCLT joined Apple, Google, Lenovo and Cognizant as one of five technology companies in the world with revenues above $2 billion to achieve compound annual growth rate (CAGR) of more than thirty percent. Additionally, since 2007, HCLT stock has consistently and significantly outperformed the broader index (Sensex), delivering among the best sector return at more than 34 percent in the last year and greater than 100 percent during the past three years.

Under Vineet’s leadership, HCLT has been named “Best Employer” in India and Asia by Hewitt Associates, a “Best Employer in UK” by CRF Institute, “Workforce Management Optimas Award for HR Innovation” in the U.S. and among the world’s “Most Democratic Workplaces” by WorldBlu.

Vineet has emerged as a global thought leader and has been lauded by government leaders, business publications and influencers worldwide for his visionary strategy, his ability to create an entrepreneurial culture, and his warm-hearted, straight-talking approach. His book “Employees First, Customers Second” received rich praise from influencers like the late C.K. Prahalad, Tom Peters, Gary Hamel, Ram Charan and Victor Fung. BusinessWeek named HCLT as “one of the world’s most influential companies” while Fortune recognized HCL as “the world’s most modern management.” Additionally, the company’s innovative management practices have been presented as case studies at Harvard Business School and London Business School.

Today, Vineet represents HCLT at many prestigious national and international forums. He is a Governor for the ICT Industry and a member of the Global Advisory Board of Women Leader's and Gender Parity Program at the World Economic Forum (WEF). He is also a Community Partner of the Forum of Young Global Leaders at WEF. Vineet has been invited as a ‘Mentor’ (Co-Chair) of WEF’s 2011 Annual Meeting of New Champions conference. He was also invited to join G100, an elite group of CEOs of the world's largest and most significant companies. In addition, Vineet is a member of board of governors of XLRI and Chairman of NASSCOM’s (National Association of Software & Service Companies) Forum on RIM.

Vineet has not restricted his value driven leadership to the corporate world. He established a non-profit organization called SAMPARK in 2004, which has a vision of "creating a million smiles." SAMPARK is working with ill equipped schools in India to improve the quality of education through the “Teach the Teacher” program, investing in basic infrastructure and creating science labs in schools. SAMPARK also funds engineering education for students from these schools by providing scholarship to meritorious students, thereby increasing the opportunity for young and bright minds to pursue education in engineering. Vineet has also

been honored with the “Beacon of Hope” award by the 2009 Asha for Education, NYC/NJ Chapter.

Vineet holds a graduate degree in mechanical engineering and a master’s in business administration. He spends his spare time reading management strategy and writing. He hosts two blogs, one at Harvard Business Review, http://discussionleader.harvardbusiness.org/nayar, and another at http://www.vineetnayar.com

Business Lines

• Business Services

HCL's Business Processing Division (BPO) offers a comprehensive service range... www.hclbpo.com

• Enterprise Application Services

HCL's Enterprise Application Services adopt a platform based approach, fuelling business optimization ...

• Custom Application Services

HCL's application development, maintenance and consulting services help increase productivity, reduce total cost...

• Enterprise Transformation Services

HCL Enterprise Transformation Services (ETS) assists our forward-looking customers...

• Engineering and R&D Services

HCL offers comprehensive range of R&D and Technology services to Component Vendors, OEMs, ODMs and ISVs...

• IT Infrastructure Management

HCL's Infrastructure Services Division (ISD) is India's leading IT services provider.www.hclisd.com

Industry Sectors

• Aerospace and Defense

Avionics, Engineering Design, Defense, IT Applications, Manufacturing Services

• Energy and Utilities

Electric, Water, Waste and Recycling Management

• Healthcare

Providers, Payers Pharmaceuticals

• Medical Devices

Concept, Design, Prototype and Validation, Clinical Trials

• Semiconductors

Hardware Product Engineering Services, Embedded Engineering Services, Electrical Engineering & Prototyping, Mechanical Engineering Services

• Travel, Transportation & Logistics

Travl, Logistics, Railroads

• Automotive

Sub-system Experience and Services, Engineering Services, Testing Services , IT Services, Enterprise Application Services

• Financial Services

Retail & Corporate Banking, Capital Market Services, Insurance

• Independent Software Vendors

Powering Revenue Growth, Transforming R&D, Transforming Business Operations, Enterprise Application Services, Enterprise Transformation Services, Infrastructure Services, Business Aligned IT Framework

• Media & Entertainment

Publishing, Business Information Services, Gaming ,New Media

• Servers and Storage

Servers and Storage Services, BAIT Business Aligned IT Framework, Managed Services, Enterprise Application Services, Infrastructure Services, BPO Services

• Hospitality

Reservation & Bookings, Customer Acquisition & Retention, Revenue Management System, Sales Incentive Management System, Key Account Management System, Mobility

• Consumer Electronics

Service Offerings

• Government

Capability and Offerings, HCL Differentiators, iGOVERN Solutions

• Industrial Manufacturing

Manufacturing and Execution Systems, Enterprise Application Services, Infrastructure Services, Enterprise Transformational Services, Lean Manufacturing, Business Aligned IT Framework

• Retail & Consumer

Planning, Merchandising and Demand Intelligence, Supply Chain Management, In-Store and Corporate Systems

• Telecom

Engineering Cost Optimization, Ticket Life Cycle Management, Advanced Technologies Empowerment Services

Everything HCL

• Geo Spread

Australia & New Zealand, China, Europe, Hong Kong, India, Japan, Latin America, Malaysia, Middle East, Singapore, US

• About Us

The 3-decade-old enterprise, founded in 1976, is one of India's original IT garage start-ups. Its range of offerings...

• Investors

The trust and confidence our stakeholders exhibited in us is fundamental to our business. In an endeavor to build on...

• Partners

EMC, Microsoft, SAP, TIBCO, Oracle

• Services +

'Services +' focuses on some of the future looking and business oriented services of HCL aimed at creating more...

• Careers

At HCL, we believe in 'EMPLOYEES FIRST'...we have a Five Fold Path to Individual Enlightenment....

• Analysts & Advisors

Register and share the latest presentations on HCL's strategic direction, key service propositions and alerts....

• News & Media

See How HCL is making strides in Media and News...

• Events

Meet at HCL's enlightened individuals in the upcoming events.

• Webinars

Listen and share your views with industry experts in our upcoming webinars...

3. RESEARCH METHODOLOGY

RESEARCH PROBLEM

• HCL Corporate selling and feedback and market share of HCL and compared to other IT

companies.

• The business of HCL and the company through its researchers wants to know the

potential in order to expand and retain its market share.

RESEARCH DESIGN

• Determined the Information Sources: The researcher gathered data through secondary

sources.

• PRIMARY DATA is collected through questionnaire, search and research through place

where today's computer has been mostly used.

• SECONDARY DATA is being search sites like magazines, newspapers, journals,

websites and the data has been collected through other approaches.

DATA COLLECTION

The researcher collected information through the official websites, magazines and journals.

DEVELOPED THE RESEARCH FRAME:

This included deciding upon various aspects for the project on which the entire research is

based. The research frame included:

NATURE OF STUDY

The project on which the researcher worked is descriptive and inferential in nature.

DATA SOURCE:

The researcher took the help of both primary as well as secondary sources. Secondary sources

being interaction with various IT people of the selected and has been chosen for the research by

the researcher. Secondary sources being the internet as the medium and the official sites of the

companies of IT sectors and corporate selling and feedback of HCL.

INSTRUMENT USED

The researcher for the research used a Questionnaire cum Schedule for market research for

both the segments horizontal and vertical. The Questionnaire was prepared by the researcher

and Schedule was provided by the company in which the researcher did its research report.

RESEARCH PROBLEM

• HCL Corporate selling and feedback and market share of HCL and compared to other IT

companies.

• The business of HCL and the company through its researchers wants to know the

potential in order to expand and retain its market share.

RESEARCH DESIGN

• Determined the Information Sources: The researcher gathered data through secondary

sources.

• PRIMARY DATA is collected through questionnaire, search and research through place

where today's computer has been mostly used.

• SECONDARY DATA is being search sites like magazines, newspapers, journals,

websites and the data has been collected through other approaches.

DATA COLLECTION

The researcher collected information through the official websites, magazines and journals.

DEVELOPED THE RESEARCH FRAME:

This included deciding upon various aspects for the project on which the entire research is

based. The research frame included:

NATURE OF STUDY

The project on which the researcher worked is descriptive and inferential in nature.

DATA SOURCE:

The researcher took the help of both primary as well as secondary sources. Secondary sources

being interaction with various IT people of the selected and has been chosen for the research by

the researcher. Secondary sources being the internet as the medium and the official sites of the

companies of IT sectors and corporate selling and feedback of HCL.

INSTRUMENT USED

The researcher for the research used a Questionnaire cum Schedule for market research for

both the segments horizontal and vertical. The Questionnaire was prepared by the researcher

and Schedule was provided by the company in which the researcher did its research report.

SAMPLE SIZE

Sample size for the research is fixed. It counts to 55. That is the HCL companies and corporate

selling and feed of HCL in comparison between other IT sectors.

DATA ANALYSIS

& GRAPHICAL DATA INTERPRETATIOIN

SAMPLE SIZE : 55

1. What type of computers do you use?

a.)Branded

b.)Assembled

Branded 37

Assembled 18

hospitals using brandedcomputers

hospitals usingassembled computers

It was observed that almost 67% of the people use branded computers or

other gadgets for their business purpose. Hence can be concluded that more

people want branded products as they are not ready to compromise with the

quality and services being provided.

Using branded computers

Using assembled computers

2. What brand computers do you use?

a.) HP

b.) HCL

c.) ACER

d.)Others

Brand used Total Nos.

HP 7

HCL 14

Acer 13

Others 21

HP

HCL

acer

others

This observation showed that HCL is among the top used brands. Major part

under the pie-chart goes to HCL. So HCL should continue making efforts to

attract new market and sustain the existing market.

3. What is the number of installed desktops?

a.)<15

b.)15-50

c.) 50-75

d.)75-200

e.)200-500

Installed desktops Total Nos.

< 15 19

15-50 21

50-75 11

75-200 3

200-500 1

<15

15-50

50-75

75-200

200-500

Most of the surveyed and found the use of computers within the 15-55 range.

So it can be inferred that the main target market is which lies in the middle

range. Thus we targeted mainly on SME (small and medium enterprise).

4. What is the number of used servers?

a. 1

b. 2

c. 3-5

d. 5

Servers used Total Nos.

1 10

2 11

3-5 21

>5 13

1

2

3 to 5

>5

From this observation, it was concluded that number of servers were directly

proportional to the number of desktops used.

5. What is the number of installed laptops?

a.)1-5

b.)5-15

c.) 15-30

d.)>30

Number of laptops Total Nos.

1-5 20

5-15 22

15-30 8

>30 5

1 to 5

5 to 15

15 to 30

>30

It was observed that maximum computers and laptop users ranging between

5-25. This area can be focused.

6. What is the brand used for laptops?

a.)HCL

b.)Toshiba

c.) Lennovo

d.)Others

HCL

Toshiba

lennovo

others

Observation showed that Toshiba was the major brand used in laptops.

Various other brands like HP and Samsung etc. are also used. HCL has also a

good market share.

7. Do you have AMC?

a.)Yes

b.)No

Laptops brand Total Nos.

HCL 11

Toshiba 19

Lennovo 13

Others 12

Total Nos.

Hospitals place having AMC 30

Hospitals place not having AMC 25

hospitals having AMC

hospitals not havingAMC

According to above graphical data interpretation, that is the most important

places where computer has been used and it has been observation and

showed that less than 60% hospitals have their AMCs. This area can also be

considered.

9. What type of company is having the AMC?

a.)Regional office of the company

b.)Any other local player

Type of AMC company Total Nos.

Authorized regional office 24

Local players 6

regional office of thecompany

any local player

That the above graph shows that the use of AMCs in regional office and local

players prefers authorized regional offices to select for the service rather than

going for a local player.

10.Are you facing any problem with current used product line?

a.)Yes

b.)No

c.)Not yet

Total Nos.

Facing problem 15

Not facing problem 18

Not faced problems yet 22

hospitals facing problem

hospitals not facingproblem

not yet encountered

That the above graph shows that the above observation showed that major

number of users are either not facing any problem or they have not being

encountered with any.

Facing problems

Not facing problems

Not yet encountered

11. Are you planning to make any new purchase?

a.) Yes

b.) No

c.) Not yet planned

Planning about new purchase Total Nos.

Planning to purchase 9

No planning 17

Not yet planned 29

planning to purchase

no planning

not yet planned

That the above graph show that the most of the users have not planned about

making a purchase and a very few are planning to make a buy.

12. How do you find the HCL products?

a.) OK

b.) Good

c.) Satisfactory

d.) Outstanding

e.) Not tried yet

Reaction about HCL products Total Nos.

OK 3

Good 12

Satisfactory 19

Outstanding 7

Not tried yet 10

OK

good

satisfactory

outstanding

not tried yet

According to above graph shows that the maximum of HCL user are satisfied

with the products and services provided. Very few have not tried yet HCL on a

business scale, but most of them have an experience about HCL.

13.Do you want to know more about HCL products?

a.)Yes

b.)No

Wanted knowledge about HCL Total Nos.

Yes 42

No 13

want info about HCL

no info wanted

That the above graph shows that the observation and the most of the people

are interested in knowing more about the brand and have the urge to buy.

14. Do you require demo for any product?

a.)Yes

b.)No

Total Nos.

Interested in demo 24

Not interested in demo 31

hospitals interested indemo

hospitals not interestedin demo

This observation showed that almost 45% of the sample was interested in

demo.

interested in demo

interested in demo

15.Do you want to buy any product? (Commercial proposal)

a.)Yes

b.)No

c.)Not yet decided

Commercial proposal Total Nos.

Yes 8

No 19

Not yet decided 28

hospitals interested incommercial proposal

hospitals not interestedin commercial proposal

not yet planned

That the above graph shows that the above observation showed that almost a

huge chunk of hospitals surveyed either doesn’t want or they have not planned

for any commercial proposal.

Interested in commercial proposal

Not interested in commercial proposal

Not yet planned

3.1 TITLE OF THE STUDY

Corporate Selling and Feedback for HCL

HCL Infosystems, India's premier information enabling and integration company, has received the ISO 9001:2000 certification specifies requirements for a quality management system where an organization needs to demonstrate its ability to consistently provide product and services that meets customer and applicable regulatory requirements. ISO 9001:2000 also aims to enhance customer satisfaction through the effective application of the system, including processes for continual improvement of the system and the assurance of conformity to customer and applicable regulatory requirements.

The menu of HCL Insys global services broadly covers IT consulting and professional services in the area of vertical applications, technology integration, ERP implementation and software development. This also includes a complete portfolio of systems and network services for development. This also includes a complete portfolio of systems and network services for Facilities Management, Helpdesks, Sysytems Supports and network and Internet Implementation.HCL Insys’ chosen platform of total technology integration lends itself to some very significant alliances with the global leaders. Among its partner are HP for high end AISCE/UNIX services and workstation and HP Open view network management solution; Intel for PC and PC server building blocks; Microsoft,novell and SCO AG solutions; Red hat ;Linux; Samsung; Pivota for CRM solution and ORACLE Sybase and Informix for RDBMS platform.HCL Infosystems focuses on the ever-growing segment in Imaging, Telecom and Communication products solutions and services. Now it has an exclusive sale and support partnership with Toshiba Corporation, Japan, for sales and servicing of its imaging and photocopier products. HCL Infosystems product portfolio covers a range of other office automation and communication products through alliances with world leaders.The Managed Network Service offerings for corporates include VPNs, ASP offerings, Co Location/ hosting, CDNs, security, corporate internet telephony solutions, technical and consumer help desks, 24/7 Network Operations Centre monitoring and a host of value added networking services. Consumer services include dialup PSTN/ISDN Internet access, Valufon calling cards and VoIP telephony devices. Objectives:Management ObjectiveTo fuel initiative and foster activity by allowing individuals freedom of action and innovation in attaining defined objectives.People ObjectiveTo help HCL Insys people share in the company’s success, which they make possible; to provide job security based on their performance; to recognize their individual achievements and to help them gain of satisfaction and accomplishment from their work.Core Values¨ It is uphold the dignity of individual¨ It is honour all commitments¨ It is committed to quality, Innovation and growth in every endeavor¨ It is responsible Corporate Citizens. Recommendations & Suggestions:

• Ø HCL is having large number of channel partners but it is not supporting & taking care all of them equally which results in increasing discontentment among new channel partners because its not possible for company to support all of them equally. Company should take some positive action against it.

• Ø Company executive should visit dealers on regular basis.• Ø They Should pay proper attention towards checking of various components of PC before end

user delivery. Otherwise it tends towards defame of brand name in comparison to rivals.

• Ø Need to expend customer care center as the consumer base of HCL Infosystem is increasing with tremendously fast pace.

• Ø Proper attention should be paid for advertisement planning otherwise it may lead to problem for dealer as well as for company.

• Ø Company should tie up with some event management company to organize various promotional activities like canopy, Carnival.

• Ø Company should make policy for fixed end user price for all dealers so that fair game will be played & dealer would not to compromise on their margin.

Limitations:Every project has some limitations even the researcher came across some limitations while working on the project which made the analysis a little inappropriate at times. Some of the basic limitations faced during the research are listed below:l Only limited number of authorized, companies and other areas where it has been found 55 players was covered in the study.l Most of the research was based on cold calls, so then visited many places i.e. authorized and local areas and where it had not responded much.l There was a bias on the part of the respondents.l Companies that were contacted through telephone at times did not give correct information to the researcher.l The IT manager or the person heading the IT Department did not have the rights to give the authorized official information to people other then the members of the official itself and the high officials.l At times there was a problem of non response from the hospitals, companies and other authorized and unauthorized areas which affected the result of the project being done by the researcher. Conclusion:Marketing is a very crucial activity in every business organization. Every product produced within an industry has to be marketed other wise it will remain as unsold stock, which will be of no value. I have realized this fact after completion of my summer training project. Despite of various difficulties and limitations faced during my summer training project on the topic “Corporate Selling and Feedback ”. I have tried my level best to find out the most relevant information for the organization to complete the assignment that was given to me. After completion of my summer training project I have gained several experiences in the field or sales marketing. I have got the opportunity to meet various people, which fluctuate in different situation and time. This summer training project has given me the opportunity to have first experience in the corporate world. Theoretical knowledge of a person remains dormant until it is used and tested in the practical life. The training has given to me the chance to apply my theoretical knowledge that I have acquired in my classroom to the real business world. I have completed my summer training project in which are involved in its successful completion. In spite of few limitations and hindrance in the summer training project I found that the work was a challenge and fruitful. It gives enough knowledge about the computers market and the distribution process undertaken by an organization. This summer training project has enabled my capability in order to manage business effectively and in my career in future.

3.2 Duration of the Project

Duration of the summer internship training project report was 45 days

I worked at Ajmer HCL info system at the V. K. Traders (Authorized dealer) and got

Summer internship training from here Manager Mr. K. L. Sharma Guided me

For this he gave me project title and instructed for 45 days and worked according to his guidance.

I m very much thank full of him. And also thank full of Mrs. Gunjan Madam Faculty of IT

management . And also Mr. Pawan kalyani sir Faculty of IT Management Global College Ajmer.

3.3 OBJECTIVES OF THE STUDY3.3 OBJECTIVES OF THE STUDY

Management Objective

To fuel initiative and foster activity by allowing individuals freedom of action and innovation in

attaining defined objectives.

People Objective

To help HCL Insys people share in the company’s success, which they make possible; to provide

job security based on their performance; to recognize their individual achievements and to help

them gain of satisfaction and accomplishment from their work.

Core ValuesCore Values

♦ It is uphold the dignity of individual

♦ It is honour all commitments

♦ It is committed to quality, Innovation and growth in every endeavor

♦ It is responsible Corporate Citizens.

3.4 Type of Research

3.5 SAMPLE SIZE

Sample size for the research is fixed. It counts to 55. That is the HCL companies and corporate

selling and feed of HCL in comparison between other IT sectors.

3.6 SCOPE OF THE STUDY

Vision Statement

“It is the most preferred employer and principal taking leading edge IT products and services to the

masses through sustained excellence.”

Mission Statement

“We shall increase the shareholders value by improving the PAT through free cash flow, reducing

the BR cycle, inventory levels, wastage.”

Quality Policy Statement

“We will deliver defect-free products, services and solutions to meet the requirements of our

external and internal customers the first time, every time.”

MAJOR PLAYERS IN THE MARKET

HCL

DELL

IBM

SAHARA

APPLE

HP-COMPAQ

ZENITH

ACER

INTEX

SONY

OTHERS

COMPETITORS OF HCL

SAHARA COMPUTER

Established in 1997 Sahara Computers assembles and markets computers & peripherals

through a global distribution network that covers established and emerging markets. The company

is owned by Sahara Holdings, a fully Broad-Based Black Economic Empowered entity, and is based

in Johannesburg, South Africa. It is the official distributor and Original Equipment Manufacturer

(OEM) for a variety of top international vendors.

An accredited member of the Proudly South African campaign, the Sahara business network

stretches across South Africa to include Cape Town, Durban & Port Elizabeth. The company has

established a strong presence globally, with offices across EMEA, including Nairobi & Mombassa in

Kenya and Botswana, Dubai, the U.K and China.

Sahara Computers is currently the largest operation of its kind in Southern Africa. Owned by

Sahara Holdings group, company boast an annual turnover over 1.4 billion Rand. Sahara Holdings

strictly adheres to the principles of Broad-Based Economic Empowerment and established itself

among the frontrunners of empowered organizations within the ICT sector when it confirmed its

participation in an empowerment deal valued at R640 million in 2006.

For the deal Sahara Holdings sold 27% of their shares to a newly established consortium

represented by mining and mineral resource Group Mvelaphanda Holdings (Pty) Ltd. chaired by

Tokyo Sexwale, and Afripalm Consortium, a local investment company chaired by Lazarus Zim.

The deal incorporates subsidiaries and associates of Sahara Holdings including Sahara

Computers Pty Ltd., Sahara Systems Pty Ltd., Sahara Consumables Pty Ltd., Sahara Distribution

Pty Ltd. and Annex Distribution Pty Ltd.

This venture signals a new era in the transference of the benefit and value associated with

technology, through to communities and individuals. It also reinforces Sahara’s pledge to provide

access to high quality, affordable communication technology and infrastructure. It is the competency

and dynamic attribute of Sahara Computers that has won it the confidence of many major IT

suppliers, representing key product and component ranges.

These Include Internationally Renowned Leading Brand Names Such As:

Microsoft, the global leader in software, services and peripherals; Foxconn, a leading

manufacturer of connectors and cable assemblies in the world; Samsung, technology giant,

Creative Labs, global leader in PC entertainment products, Intel, world’s leader in PC

microprocessors; AMD, the fastest growing CPU vendor; SMC, total network solutions provider;

Maxtor, leading hard disk and storage solutions provider; Symantec, world leader in internet

security; and Epson and Lexmark, high quality printing industry giants.

Thus, With vast expansion goals set to by the Sahara team, and a strategic roadmap plan

for expansion this multinational group of companies is set to be an explosive force in the future of IT

in Africa and Asia. Indeed aiming to be ‘The ultimate in PCs’.

SAHARA PROFESSIONAL PC:-

DT-7120FE

Processor AMD Athlon64 ™ 3500+ 939-Pin

OS Genuine Windows® XP Professional Edition

Memory 512MB PC400 DDR

VGA & Graphics

Hard Drive 160GB 7200rpm

Optical Drive 16X Dual Layer DVD Writer

SAHARA WINDOW PC’S:-

ProcessorIntel LGA775 541, 3.2GHz HT

CPU 800FSB

AMD Athlon64 ™ 3500+ 939-

Pin

Intel P4 - 630 ® 3.0GHz CPU -

LGA775 2MB

+XD+EIST+EM64T

OSGenuine Windows® Media

Centre Edition

Genuine Windows® XP

Professional Edition

Genuine Windows® XP

Professional Edition

Memory 512MB PC533 DDR2 Memory 512MB PC400 DDR 512MB PC400 DDR

Hard Drive160GB SATA 7200 rpm hard

drive160GB 7200rpm 160GB 7200rpm

Optical Drive 16X Dual Layer DVD Writer 16X Dual Layer DVD Write

SAHARA AMD PC’S:-

Models

Processor

OS

Memory

VGA & Graphics

Hard Drive

Optical Drive

AMD Athlon64 ™ 3500+ 939-Pin

Genuine Windows® XP Professional

Edition

512MB PC400 DDR

160GB 7200rpm

16X Dual Layer DVD Writer

DT7120-FC

AMD Athlon64 3500+ 939-Pin

Genuine Windows® XP Home

Edition

512MB PC400 DDR

160GB 7200rpm

16X Dual Layer DVD Writer

SAHARA VALUE PC’S:-

Models

Processor

OS

Memory

VGA &

Graphics

Hard Drive

Optical Drive

DT2510-C2

Intel Celeron-D 331J 2.66Ghz CPU - LGA775-

EMT64T

Linux

256MB PC400 DDR

40GB 7200 rpm

52X CD-RW Drive

DT7120-FC

AMD Athlon64 3500+ 939-Pin

Genuine Windows® XP Home

Edition

512MB PC400 DDR

160GB 7200rpm

16X Dual Layer DVD Writer

DELL COMPUTER

Dell Inc. listens to customers and delivers innovative technology and services they trust and

value. Uniquely enabled by its direct business model, Dell sells more systems globally than any

computer company, placing it No. 25 on the Fortune 500. Dell's climb to market leadership is the

result of a persistent focus on delivering the best possible customer experience by directly selling

standards-based computing products and services. Revenue for the last four quarters totaled $57.9

billion and the company employs approximately 78,700 team members around the globe.

Dell was founded in 1984 by Michael Dell, the longest-tenured executive to lead a company

in the computer industry. The company is based on a simple concept: by selling computer systems

directly to customers, Dell could best understand their needs and efficiently provide the most

effective computing solutions to meet those needs. This direct business model eliminates retailers

that add unnecessary time and cost, or can diminish Dell's understanding of customer expectations.

The direct model allows the company to build every system to order and offer customers

powerful, richly-configured systems at competitive prices. Dell also introduces the latest relevant

technology much more quickly than companies with slow-moving, indirect distribution channels,

turning over inventory in just five days on average.

The Dell Effect

For more than 20 years, Dell has revolutionized the industry to make computing accessible to

customers around the globe, including businesses, institutional organizations and individual

consumers. Because of Dell's direct model—and the industry's response to it—information

technology is more powerful, easier to use and more affordable, giving customers the opportunity to

take advantage of powerful new tools to improve their businesses and personal lives.

Dell has demonstrated this effect time and again as it enters new, standardized product

categories, such as network servers, workstations, mobility products, printers and other electronic

accessories. Nearly one out of every five standards-based computer system sold in the world today

is a Dell. This global reach indicates our direct approach is relevant across product lines, regions

and customer segments.

COMPAQ COMPUTER

Compaq Computer Corporation was an American personal computer company founded in

1982, and now a brand name of Hewlett-Packard.The company was formed by Rod Canion, Jim

Harris and Bill Murto — former Texas Instruments senior managers. The name "COMPAQ" was

derived from "Compatibility and Quality", as at its formation Compaq produced some of the first IBM

PC compatible computers.

Once the largest supplier of computing systems in the world, previously regarded as

perhaps the most reputable manufacturer of mid-range hardware it existed as an independent

corporation until 2002, when it merged with Hewlett-Packard.

1980s

Compaq was founded in February 1982 by Rod Canion, Jim Harris and Bill Murto, three senior

managers from semiconductor manufacturer Texas Instruments. Each invested $1,000 to form the

company. Their first venture capital came from Ben Rosen and Sevin-Rosen partners. Like many

small startups with unique beginnings, the original Compaq PC was first sketched out on a placemat

by the founders while dining in a local Houston restaurant, House of Pies.

In November 1982 Compaq announced their first product, the Compaq Portable, a portable

IBM PC compatible personal computer. It was released in March 1983 at $2995, considerably more

affordable than competitors at the time. The Compaq Portable was one of the progenitors of today's

laptop. It was the second IBM PC compatible, being capable of running all software that would run

on an IBM PC.

Deskpro

On June 28th 1984 Compaq Released the Compaq Deskpro, a 16-bit desktop computer using an

Intel 8086 microprocessor running at 7.14MHz. It was considerably faster than an IBM PC and was,

like the Compaq Portable, also capable of running IBM software. This was the first of the Compaq

Deskpro line of computers.

Deskpro 286

In 1985, Compaq released the Compaq Deskpro 286, a 16-bit desktop computer using an

Intel 80286 microprocessor running at 8 MHz and capable of supporting up to 7 MB of RAM. It cost

$2000 for the 40-MB hard disk model. It was considerably faster than an IBM PC AT which ran at

6MHz at that time and was, like the Compaq Portable, also capable of running IBM software.

Deskpro 386

When in 1986 Compaq introduced the first PC based on Intel's new 80386 microprocessor,

the Compaq Deskpro 386 [1] , they began a period of increasing performance leadership over IBM,

who were not yet using this processor. An IBM machine eventually reached the market seven

months later, but by that time Compaq was the 386 supplier of choice and IBM had lost its image of

technical leadership

.Systempro

This technical leadership and the rivalry with IBM was emphasised when the Systempro

server was launched in late 1989 - this was a true server product with standard support for a second

CPU and RAID, but also the first product to feature the EISA bus which was designed in reaction to

IBM's MCA (MicroChannel Architecture).

1990s

At the same time as they began to dominate the server market, in the early 1990s Compaq

entered the retail computer market with the Presario, and was one of the first manufacturers in the

mid-1990s to market a sub-$1000 PC. In order to maintain the prices it wanted, Compaq became

the first first-tier computer manufacturer to utilize CPUs from AMD and Cyrix. The price war resulting

from Compaq's actions ultimately drove numerous competitors, most notably IBM and Packard Bell,

from this market.

PC Products

Compaq Armada M300

Compaq Portable

Compaq Deskpro

Compaq LTE

Compaq Presario

Compaq ProLinea

Compaq ProLiant

Compaq Armada

Compaq Evo

iPAQ

Compaq Professional Workstation AP400

Tc1000, a tablet notebook

ROLE OF ADVERTISEMENT

Advertisement plays an important impact on consumers to purchase destop pc’s of brands.

Now a day we see that each and every company endorsing brand ambassadors so that to attract

customers and make their customer base more & more. IBM has signed Saif Ali Khan to endorse

his products Shahrukh khan was endorsed by compaq so that more & more computes can be sold

out.

Indian PC Market to Show Double Growth than the World

PC market in India will likely grow at 20%, almost double of global PC market this year, as

per Gartner, the research firm. However, the growth in Indian PC market will be five percentage-

points lower in comparison to what it was last year (2006).

Gartner forecasts that PC makers will ship 255.7 million units worldwide this year, a 10.5%

increase from 2006. Revenue, on the other hand, is projected to increase only 4.6% to US$213.7

billion, as average selling prices continue to drop.

In 2007, worldwide shipments of PCs are expected to increase 10.5% from last year to

reach 255.7 Million units. On the other hand, the revenues are anticipated to grow just 4.6% and

reach US$ 213.7 Billion with continuous decline in average selling prices. Emerging markets will

play a key role in this growth.

“Emerging markets and mobile PCs will continue to provide growth. However, falling average

selling prices (ASPs), slowing replacement activity, and further declines in mature market desk-

based PC shipments will keep PC vendors under pressure to rationalize their operations or exit the

market,” as per George Shiffler, research director with Client Platforms Markets Group of Gartner

Dataquest. The statement appeared in IndiaTimes Infotech on March 21, 2007.

As said by IDC, PC shipments in India increased 25% in 2006. “The consumer and the SMB

segments will be the major drivers of the Indian market. High demand for mobile PCs bolstered the

growth, overtaking sales in the desk-based segment. In addition, with a greater focus given to e-

governance, the government spend is expected to propel the market further”, said Gartner India’s

principal analyst, Diptarup Chakraborti while commenting on Indian market. IndiaTimes Infotech

published this statement on March 21, 2007.

As per the RNCOS report “Portable Electronics Market - Worldwide (2006)”, “A fundamental

move toward mobile computing going on in the market is making significant contribution to the top

line growth.”

MARKETING STRATEGIES

Marketing Strategies of Each company to attract Customers

Now a days every companies playing strategies so as to attract customers and increase

revenues and also customer base.Pent-up demand, attractive price points and economic stability

propelled PC growth. PCs are acting as entertainment centres with TV functionality, supported by

the digital sound experience and large screen displays

Some Of The Strategies They Are Playing

Vista and Office 2007 hit the market

Microsoft has opened the doors for consumers to purchase

its latest Operating System, Windows Vista, and Office 2007 with a

grand launch across 70 countries.

Microsoft released the latest version of its operating system

Windows Vista and Office 2007 for corporate customers in

November 2006. Now it has launched the software for the

masses, i.e. non corporate consumers. The consumer launch took

place on 30th January across 70 countries. Windows Vista is the first major Windows launch by

Microsoft since the launch of Windows XP in 2001.

These products are launched to ‘wow’ customers with features like enhanced security, better

search, improved parental control and an all new interface. According to Ravi Venkatesan,

Chairman, Microsoft India, “This is the launch of the decade for Microsoft and the biggest for us in

India, with the design of this product we have dealt with the security issues.” In India, OEMs

including HCL, HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible PCs.

Windows Vista and Office 2007 will be made available to the public in several editions. The

consumer editions are Windows Vista Ultimate, Windows Vista Home Premium, Windows Vista

Home Basic and Windows Vista Starter. Vista is being shipped in 18 languages including Hindi.

Extending the Indian language support, Microsoft will have 13 more Indian languages including

Telugu and Marathi and support for these is expected by early 2008. Office 2007 comes in two

consumer editions—Office Home & Student 2007 and Office Basic 2007.

FUTURE SCOPE

On the commercial front, Munglani feels that decision cycles are still slow, but there is a definite

increase in queries and tenders. He feels that government funded projects need to increase, and

points to the recent Andhra Pradesh schools project, which pulled in more than 5,000 units, as a

good example of what government enthusiasm for IT can do.In conclusion, going by what the

industry feels and what the numbers reveal, recovery is definitely taking place in the industry,

though caution is still the prevailing sentiment.

However, the bottom line is that the days of super growth seem to be over. While IDC has

predicted 22.3 percent growth in 2003, not everyone in the industry seems to be ready to join in the

chorus. HP’s Sai Chandrasekhar says that their assessment is an expectation of 10-15 percent

growth, which he feels is very realistic. “It is unlikely that the market will return to the heady days of

30 percent growth,” he explains. Kochhar of Skoch seconds that when he says, “We can no longer

look at heady growth rates like 40 percent or 60 percent...the market has been growing more in

single digit to low two digit growth rates.”

And that seems to be the future that India’s PC brigade faces-but well, surely even low two

digit growth rates are better than negative growth, and that’s the reason for the cautious smiles on

the faces of PC vendors. Hopefully, the next quarter will bring even broader smiles.

PARTY TIME FOR BRANDED PC PLAYERS

The PC market is rocking with branded PC vendors grabbing marketshare from the assembled

players, says Kusum Makhija

The overall market for desktop personal computers registered a 28.2

percent growth during calendar year 2004 as compared to the

previous year. What is significant is that branded PCs continue to

make impressive gains against the grey market. According to IDC,

the share of branded PCs grew from 36.2 percent in 2003 to 49.2

percent in 2004, registering an impressive growth rate of 74.3

percent. Interestingly, the grey market remained flat, registering a

growth of 2.2 percent, while the total desktop PC market registered a

growth of 28.2 percent.

MANAGEMANT HIERARCHYMANAGEMANT HIERARCHY

LEADERSHIP

Shiv Nadar

Founder HCL, Chairman and CEO

HCL Technologies

Ajai Chowdhry

Co-Founder HCL, Chairman and CEO

HCL Infosystems

J V Ramamurthy

Chief Operating Officer

HCL Infosystems Ltd

Vineet Nayar

President: HCL Technologies

Ranjit

President and CEO of the

HCL Technologies (BPO)

KEY PARTNERSHIPS

57.5%

8.4%

7.9%

7.0%

4.2%

3.7%

1.0% 3.5%

3.3%1.6%1.9%

HCL

Compaq

Zenith

IBM

Acer

Hewlett-Packard

Wipro

Vintron

Siemens Nixdorf

Dell

Others*

From the above graph it is clear that in Indian Hardware Industry the HCL

Infosystems Ltd. share is highest in all branded companies. But still very high portion about

57.5% is in favour of unbranded local companies, which is still a challenge towards all.

The share of the unorganised sector has been falling steadily with the fall in price of

branded PCs. A recent phenomenon has been the increasing share of Tier 2 towns and

cities in the PC sales thereby indicating increased PC penetration into the hinterland.

Sales of notebooks have averaged around 50,000 in the past two years. Printers

have been traditionally the fastest growing segment of the PC peripherals market. Even

when PC sales were increasing by 39%, printer sales increased by 41%. The slowdown

affected printer sales too and in 2001-02, the increase was just 1%. In that year, 836,122

printers were sold and that included inkjet, laser and dot matrix. The momentum is

expected to pick up in 2002-03 and the printer market would grow at 8% to reach 900,000

printers. Due to falling prices, Laser printer sales are growing fastest.

In future, HCL’s hardware sales to the institutional segment are likely to remain

stable, with sustained hardware spending by all the verticals, especially the banking and

financial services sector. Besides, in retail hardware sales, a continued reduction of price

points, facilitated in part by the recent reduction in excise duties on PCs, is likely to reduce

the price advantage of the small assemblers, and augur well for branded PC manufacturers

like HCL. In the medium term, HCL’s margins, despite its sales tax advantages, may be

affected by the likely removal of duty protection on manufactured PCs from the year 2005.

With imported PCs becoming cheaper, it may be critical for HCL to establish an alternate

supply chain based on imports of finished PCs. Nonetheless, its financial risks are mitigated

by its low gearing, substantial liquid investments and unutilised working capital limits.

IDC declared its numbers for the Indian PC market for financial year 2005-06 today. The

year recorded an impressive growth in terms of unit shipments - the market grew 30% over financial

year 2004-05 to exceed the 4.6 million-mark, according to IDC's India Quarterly PC Market Tracker,

1Q 2006, May 2006 preliminary release.

MARKETING & SELLING STRATEGY

REVISITING THE LOW-COST PC MARKET

A computer at nearly one-third of current prices is a dream for most Indians. And yet, buyers

are not holding their breath for these devices. For experience has proved that expectations are

seldom met. However, this time around, those propagating low-cost computing solutions have taken

a different route. Chris Ann Fichardo elaborates on the difference .

The buzz is in the air again. PC manufacturers are excited. Users are expectant. Even

institutions like the IITs are enthusiastic. The reason: India’s dream of an affordable PC (priced

below Rs 10,000) is ready to hit the market. For nearly a decade this dream has struggled to

become a reality. India Inc. has made many noteworthy attempts in the past to introduce low-cost

computing solutions, but in vain. Be it Wipro’s Janata PC, iNabling Technologies’ e-mail device,

iStation, or the much-talked about handheld device, the Simputer—all brilliant concepts that have

not quite made it commercially yet.

The company netcore is doing groundbreaking work to make possible the Rs 5,000 PC

(5KPC), says that if the price point of a PC comes down between Rs 5,000 to 10,000 per user, India

has the ability to absorb 10-20 million PCs a year for the next several years. This potential gains

further significance when one realises that the present market size is just two million PCs a year! In

the last 20 years the installed base has barely crossed six million PCs in India.

According to Richard Brown, director for International Marketing at VIA attributes this sudden

interest by vendors to the "real growth potential" of the low-cost PC market. "I remember five to

seven years ago when the first $1,000 PC appeared (introduced by Compaq), people wondered if

the price point was for real. And since then there has been a continuous push down in the price

points for PCs, which is a sign of commoditisation of the industry. For a long time the industry has

resisted moving to lower price points, and now they are actually seeing that there is demand in that

space and they are buying into it," he says.

CHANGING TRENDS IN PC MARKET

With prices of PCs being slashed, the education sector is expected to see a high demand for

personal computers.

Consumers are shifting their focus of PC computing from an average system to one that is closer

to a high-end system and upwards.

The need for the most powerful multimedia computers is increasing.

Linux might gain ground in the government and defense sectors.

Customers, both in the consumer as well as in the commercial space will demand better service

levels from vendors.

Service and support is going to be a critical aspect of vendor strategy.

Depreciation period of IT products should be reduced to further boost growth.

The desktop space will see more and more entertainment-oriented features getting integrated into

the normal PC.

The enterprise space will witness more stress on security, TCO, manageability and multiple levels

of redundancy, among others

Companies, which will offer affordable innovation will gain market share.

Unicode will drive PC penetration into rural markets

SME will continue to be a major segment.

The industry has standardised on 80 GB HDDs.

Trends Expected In 2009

In the future, with more duty cuts expected, analysts believe branded PC players will gain further

against assembled players. Retail may get a renewed thrust. Observes Raj Saraf, Chairman and

Managing Director, Zenith Computers, “We have1300 retail outlets today, which we hope to grow to

15000 by the end of 2009.”

While vendors are bundling in Linux to bring down costs, analysts see desktop Linux confined to

the government and education sector. Linux on the desktop is unlikely to make inroads in the

enterprise. Prices of computers have been falling rapidly, but vendors do not think prices of PCs will

fall significantly in 2009.

While 2007 saw strong demand emerging from select sectors such as the government and BPO

outfits, 2008 could be relatively flat as most BPO firms are in the process of consolidation and not

growth.

PC MARKET: TOP TRENDS

PC market revival may happen in second half of this year. Post-Budget PC prices will remain

constant or rise marginally. Indian brands will survive, but they need to decide on an unambiguous

competitive pitch. Thrust into the B & C class towns will be aggressive, by Indian and MNC players

alike. The notebook market will show significant gains in 2002-03. If you want to know what the

future holds for the Indian PC industry, the one fact you cannot afford to ignore is the current

slowdown not just falling growth, or a gentle trough, but the horrible spectre of negative growth.

The near panic the industry witnessed in the wake of this terrible time was reflected in the price

slashes and bundling offers anything to kick start stagnating sales graphs was acceptable. And that

took the PC to almost commodity status in India.

But then, that’s history. And in business, history is not what sells; promises of a rosier future

do. According to industry association MAIT’s president Vinnie Mehta, sales have picked up in the

JFM quarter, which is traditionally a high sales quarter, and as of now, they’re hoping that this will

be a sustained phenomenon in spite of a lackluster Budget that did almost nothing to push up

demand for PCs.

PRICES DO AN ABOUT-TURN

Immediately after this year’s Budget, most PC vendors said PC prices would remain constant, and

some even pointed out that prices would rise, thanks to increasing memory prices. That should be

one of the key differentiators between last year and the financial year ahead PC prices are not likely

to come down, and in all probability, will actually see marginal rises.

Says Vasu Srinivas of IDC India, “While the initial response to the slowdown was to slash prices,

when it began to hurt, PC vendors began to take a profitability approach. They are now seeking out

the more profitable deals and aiming for better prices with lower volumes.”

Another factor that will contribute to stable prices is the move by the big distributors to cut credit

periods down the line from 30 to 15 days. This move, coming in the wake of big defaults among IT

channels, will discourage speculative and rash pricing and margin policies that result in price wars

the industry can ill afford.

TRIUMPH OF THE MNC BRIGADE

In recent times, one of the most important trends in the Indian PC business is the sight of

MNC vendors turning leaders. Yes, HCL Infosystems, the leader in the desktop segment, is as

Indian as they come, and the company’s leadership position seems in no immediate danger, but it’s

not insurmountable either.

All it will take is the HP-Compaq deal going through in the United States, and HCL will

become No 2 to an MNC behemoth that will then control almost double of HCL’s market share,

which currently stands at 8.6 percent, according to George Paul, head-marketing, HCL Infosystems.

While everyone admits that the market share of MNC brands has gone up, and mostly at the

expense of Indian brands, this issue generates a lot of heat and passionate arguments.

BIG BUYERS MATTER

While the move to B & C class cities attracted attention, the biggest buyers of PCs pretty much

remained constant, and they’re expected to continue to be the saviours of the beleaguered PC

industry this year too. The honours go to the government both at the Centre and the states, and the

banking and financial sector mainly PSU banks. Another segment expected to contribute

significantly to PC buying this year is the telecom sector.

Retail’s still in vogue

MOBILE COMPUTING, ANYONE

Mobile computing is also expected to have some effect on the PC market in the coming

year. And in many ways, this may just be the beginning of things to come in the Indian PC market.

OUTLOOK

When will the good times start rolling again? The pundits have differing opinions. IDC India

says the PC industry is expected to grow by 5.1 percent in 2002, and adds that PC buying is

expected to revive in 2003, when a growth rate of 20 percent is forecasted. Kochhar of Skoch says

this year will see some revival, though he warns that heady growth rates will not return without

policy measures like 100 percent depreciation from the government. MAIT is hoping that the slight

upturn in the JFM quarter is a portend of things to come, even though it revised industry sales

projections for 2001-02 downwards from 2.45 million units to 1.65 million units.

THE DECISION MAKING PROCESS

Decision makers, who are used to depending on their past experiences, must make

decisions and take actions in the rapidly changing world we face today. In this turbulent

environment, the ability to successfully view the current situation through the traditional "good

judgment" viewpoint is weakened through increasing external noise (a multitude of information

sources on multiple topics) and changing.

CUSTOMER RELATIONSHIP MANAGEMENT (CRM).

WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)?

CRM is a term that is often referred to in marketing. However, there is no complete

agreement upon a single definition. This is because CRM can be considered from a number of

perspectives. In summary, the three perspectives are:

1. CRM from the Information Technology Perspective.

From the technology perspective, companies often buy into software that will help to achieve

their business goals. For many, CRM is far more than a new software package, the renaming of

traditional customer services, or an IT-based customer management system to support sales

people. However, IT is vital since it underpins CRM, and has the payoffs associated with modern

technology, such as speed, ease of use, power and memory, and so on.

2. CRM from the Customer Life Cycle (CLC) Perspective.

The Customer Life Cycle (CLC) has obvious similarities with the Product Life Cycle (PLC).

However, CLC focuses upon the creation of and delivery of lifetime value to the customer i.e. looks

at the products of services that customers need throughout their lives. It is marketing orientated

rather than product orientated. Essentially, CLC is a summary of the key stages in a customer's

relationship with an organization.

3. CRM from the Business Strategy Perspective.

The Business Strategy perspective has most in common with many of the lessons and topics

contained on this website, and indeed within the field of marketing itself. The diagram below shows

the Marketing Teacher Model of CRM and Business Strategy. Our model contains three key phases

- customer acquisition, customer retention and customer

extension, and three contextual factors - marketing orientation, value creation and innovative IT.

CRM MODEL

A commonly cited definition of CRM is that of CRM (UK) Ltd (2002), as follows:

Customer Relationship Management is the establishment, development, maintenance and

optimization of long-term mutually valuable relationships between consumers and organizations. The

relationship delivers value to customers, and profits to companies. The relationship is supported (but

not driven) by cutting edge IT. The business strategy is based upon the recruitment, retention and

extension of products, services, solutions or experiences to customers. This is the core of CRM.

4. FINDINGS & LIMITATIONS

Every project has some limitations even the researcher came across some

limitations while working on the project which made the analysis a little

inappropriate at times. Some of the basic limitations faced during the research

are listed below:

Only limited number of authorized, companies and other areas where it

has been found 55 players was covered in the study.

Most of the research was based on cold calls, so then visited many

places i.e. authorized and local areas and where it had not responded

much.

There was a bias on the part of the respondents.

Companies that were contacted through telephone at times did not give

correct information to the researcher.

The IT manager or the person heading the IT Department did not have

the rights to give the authorized official information to people other then

the members of the official itself and the high officials.

At times there was a problem of non response from the hospitals,

companies and other authorized and unauthorized areas which affected

the result of the project being done by the researcher.

6. SWOT ANALYSIS OF HCL

STRENGTHS:

HCL’s strengths are many, to mention a few :

a) Global Presence:

•Its collaborations and joint ventures with international companies such as Perot

System, and partnership with world leaders like Ericsson, Toshiba, Nokia, Oracle and Microsoft,

enable it to bring the best technology available world wide to its consumers.

•24 locations in 16 countries.

b) Fast paced and flexible work culture which provides its employees autonomy to

accomplish the task without much pressure from the higher authorities. Thus,

employees are motivated to give their best to the organization.

c) The core strength of HCL is the talent and innovativeness of its people which enables

it to provide the “right solution at the right time.”

d) The mass markets handled through a chain of dealers, resellers and retailers which

helps bring technology usage closer to the individual. It has very strong distribution

network.

e) Its pool of competencies : Hardware, Software, Training, Networking, Telecom and

System Integration.

f) Ability to understand customer's business and offer right technology.

g) Long standing relationship with customers.

h) Pan India support & service infrastructure.

i) Best-value-for-money offerings.

WEAKNESSES:

a) After sales service.

b) Less promotional campaigns.

OPPORTUNITIES:

a) IT industry booming at a rate of 45% every year.

b) Increasing consumer awareness about IT and its use.

c) Tremendous untapped potential of IT products in India.

d) Increasing competition.

e) Tie ups with various MNCs enable to extract their core competencies.

THREATS:

a) Local assemblers are biggest menace for the company.

b) Entry of MNCs i.e. IBM, Compaq giving direct competition.

c) Govt. instability has a long term repercussions affecting company’s policies & its

growth.

d) Technological shift as a result of research & development. Daily new technologies

are emerging.

Concluding the S.W.O.T. analysis in words that prosperity lies ahead for HCL. In order to

retain its position as India’s No. 1 IT conglomerate, it has to come out with the state of art as well as

futuristic technologies to its consumers well before time.

7. CONCLUSION

Marketing is a very crucial activity in every business organization. Every product produced within an

industry has to be marketed otherwise it will remain as unsold stock, which will be of no value. I

have realized this fact after completion of my summer training project. Despite of various difficulties

and limitations faced during my summer training project on the topic “ Corporate Selling and

Feedback ”. I have tried my level best to find out the most relevant information for the organization

to complete the assignment that was given to me. After completion of my summer training project I

have gained several experiences in the field or sales marketing. I have got the opportunity to meet

various people, which fluctuate in different situation and time. This summer training project has

given me the opportunity to have first experience in the corporate world.

Theoretical knowledge of a person remains dormant until it is used and tested in the practical life.

The training has given to me the chance to apply my theoretical knowledge that I have acquired in

my classroom to the real business world. I have completed my summer training project in which are

involved in its successful completion. In spite of few limitations and hindrance in the summer

training project I found that the work was a challenge and fruitful. It gives enough knowledge about

the computers market and the distribution process undertaken by an organization. This summer

training project has enabled my capability in order to manage business effectively and in my career

in future.

8.8. SUGGESTION AND RECOMMENDATIONSSUGGESTION AND RECOMMENDATIONS

HCL is having large number of channel partners but it is not supporting & taking care all of them

equally which results in increasing discontentment among new channel partners because its not

possible for company to support all of them equally. Company should take some positive action

against it.

Company executive should visit dealers on regular basis.

They Should pay proper attention towards checking of various components of PC before end

user delivery. Otherwise it tends towards defame of brand name in comparison to rivals.

Need to expend customer care center as the consumer base of HCL Infosystem is increasing

with tremendously fast pace.

Proper attention should be paid for advertisement planning otherwise it may lead to problem for

dealer as well as for company.

Company should tie up with some event management company to organize various

promotional activities like canopy, Carnival.

Company should make policy for fixed end user price for all dealers so that fair game will be

played & dealer would not to compromise on their margin.

9. ANNEXURE

QUESTIONNAIRE

Name ____________________________________

Designation ____________________________________

Address ____________________________________

Contact No. ____________________________________

1. Do you use computers for your business purpose?

a.)Yes

b.)No

2. What type of computers do you use?

a.)Branded

b.)Assembled

3. What brand computers do you use?

a.)HP

b.)HCL

c.) Acer

d.)Others

4. What is the number of installed desktops?

a.)<15

b.)15-50

c.) 50-75

d.)75-200

e.)200-500

5. What is the number of used servers?

a.)1

b.)2

c.) 3-5

d.)>5

6. What is the number of installed laptops?

a.)1-5

b.)5-15

c.) 15-30

d.)>30

7. What is the brand used for laptops?

a.)HCL

b.)Toshiba

c.) Lenovo

d.)Others

8. Do you have AMC?

a.)Yes

b.)No

9. What type of company is having the AMC?

a.)Regional office of the company

b.)Any other local player

10.Are you facing any problem with current used product line?

a.)Yes

b.)No

c.) Not yet

11. How do you find the HCL products?

a.) OK

b.) Good

c.) Satisfactory

d.) Outstanding

e.) Not tried yet

12. Do you want to know more about HCL products?

a.)Yes

b.)No

10. BIBLIOGRAPHY BIBLIOGRAPHY

BOOK

AUTHOR: KOTLER PHILIP

TITLE: MARKETING MANAGEMENT

PLACE OF PUBLICATION: DELHI

PUBLISHER: TATA MC GRAW HILLS PUBLISHING CO.

LTD

MAGAZINES / JOURNALS / NEWSPAPERS

♦ Business World

♦ Business Today

♦ The Financial Express

♦ The Times of India

♦ The Hindu

WEBSITES :

♦ www.hcl.in

♦ www.indiainfoline.com

♦ www.google.co.in

♦ www.hp.com

♦ www.saharacomputer.com

♦ www.acer.com

♦ www.dell.com

♦ www.ibm.com

♦ www.hclinfosystem.in

♦ www.altavista.com

♦ www.khoj.com