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“Corporate Selling & Feedback” for HCL Info system
SUBMITTED TO: CH institute of management & communication (In the partial fulfillment of the requirements of Post Graduate Diploma in Management)
Jyoti shahi UNDER THE GUIDANCE OF
Mr. Aram Ajmera mentor CHIMC INDORE
Mr.Kripa Shankar Gautama COMPANY GUIDE HCL Infosys
TABLE OF CONTENTS:
S.N. 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25
Title Executive Summary Literature Review Scope Of The Study Objective Of The Study Research Methodology Data Analysis & Graphical Interpretation Major Players In The Market Competitors Of HCL Role Of Advertisement Marketing Strategies Future Scope Management Hierarchy Key Partnership Market Share Marketing & Selling Strategies Changing Trends Decision Making Process CRM SWOT Analysis Findings & Limitations Suggestions & Recommendation Conclusion Bibliography Annexure – Questionnaire
I, herby declared to the best of my knowledge and belief that the summer training report entitled as “Corporate Selling & Feedback” for HCL Info system being submitted to the partial fulfillment of CH INSTITUTE OF MANAGEMENT AND COMMUNICATION not , has substantially the same one, which has already been submitted for Post Graduate Diploma in Management of any other academic qualification at any other university or examination in India. I, Jyoti shahi hereby declare that all this work purely done by myself on a primary data and it is totally free from any biasness to any individual or any group of people.
Industrial training is an integral part of any post graduate diploma program and for that purpose I had joined a company what else can be as good as HCL Info systems 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 Info systems Ltd. No amount of written expression is sufficient to show this my deepest sense of gratitude to them. I thank my Institute who has given me an opportunity to show my skills. I also thank all my nearer and dearer ones without whose support this project would not been possible. I would like to thank Mr. Kripa Shankar Gautama, who allows me to do this project in HCL. I would like to thank Mr. Sumeet Maru CEO, CHIMC, Indore, for providing me the opportunity to have such a good experience of an internship program and of course my faculty guide Prof. Ram Ajmera the guiding source of light in this vast journey of learning experience while doing the project that really made me learn the real application and management principles of the project. His continuous advice has really transformed me into a much mature personality. 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.
Modern organizations are highly complex and dynamic systems. They operate under very turbulent social economic and political environment. They are required to reconcile several incompatible goals. Conflicting roles and divergent interest they are also fraught with the use risk and uncertainties, hence tactful management of such organization to plan to execute guide, coordination and control the performance of people to achieve predetermined goals. Management has to keep the organization vibrant moving and in equilibrium. It has to achieve goal which themselves are changing it is therefore a problem highly complex and ticklish. The marketing research is the process which links to manufacture, dealers and individuals through information in important part of curriculum of Post Graduate Diploma in Management, programmed is project taken by the students in any business organization, after completion of third trimester of the programme.The objective of this project is to enable the students to understand the application of the academics in the real business life. I am fully confident that this project will be extremely useful to the management.
Jyoti shahi is a bonfire student of CHIMC Indore and is presently pursuing a Post Graduate Program in Management.CEO’s certificate This is to certify that Ms. he has submitted his project report titled “Corporate Selling & Feedback for HCL Infosys partial fulfillment ” in of the requirement for the summer internship project during the Post Graduate Program in Management. Under my guidance. CHIMC INDORE . This report has not been previously submitted as part of any other degree or diploma of another Business School or University.SUMEET MARU CEO. MR.
Performance and People. people who have a fire within to perform and realize results…. We are one of the few IT companies in India that provide a lifetime comprehensive career plan.COMPANY PROFILE The HCL Family At HCL. by pioneering the creation of the people for the industry. Our HR philosophy is “beyond HR Practices and Systems”. which is how 90% of our top Management is from campus (people who joined us as trainees straight from campus). where we are ceaselessly creating the ‘HCL Family’. I.innovate and N-never giver up). people with a passion to succeed. unlimited empowerment to execute your dreams and the rare opportunity to be an entrepreneur. People can chart their own career options of Entrepreneur or Manager or Technocrat. HCL provides an open canvas of opportunities for each individual.goals that are achieved by the coming together of talent and innovation. HCL it’s are people who take pride in continually doing better than their best. Who do we look for? Our objective has always been to acquire quality people and groom them to become entrepreneurial Leaders. So.An organization with a large number of recruitments from campuses all across India. Why HCL? Ranked Top 3 Best Employer Survey in IDC-DQ Survey 2006 Ranked Best Employer in IDC-DQ Survey 2005. We believe in empowering people to help achieve their goals . powered by ownership and freedom to experiment. We pride ourselves in being a pioneer in creating the Indian IT Industry. we look at the strengths of a person and accordingly assign future job roles to match those. people are not just employees but family. you get endless freedom to experiment. whose DNA is Pride.People who want to ‘WIN’ (W -Work hard. . with an inexhaustible Spirit of Entrepreneurship. At HCL. creating entrepreneurs from and for HCL. leading to tremendous growth and gains for the individual and the organization. be an Entrepreneur . like an important member of the family should. Passion. HCL Info systems are the progenitor of the HCL Group and are known as the ‘Entrepreneurial Incubator’ in the Indian IT industry.
A career with diverse. articulate new ideas. languages and cultures blend seamlessly into a challenging work ethos of the HCL Culture that fosters excellence. . A company where the diversity of 360+ locations. recognizing and rewarding performance.. rewarding & challenging assignments everyday. collaborate with the sharpest minds and truly realize your potential.with the freedom to create.. Endless growth opportunities in an open and entrepreneurial environment Where your team mates and manager become your best friends.
D.B.D.HCL’S CDC BUSINESS MODEL:-- VICE PRESIDENT GENERAL MANAGER INST. ALLIANC E RETAIL NATIONAL HEAD B. EXEC.M B.D.B.M A.D.M MKTG MKTG EXEC.M A. .
com .HCL’S BUSINESS MODEL Source: hclinfosystem.
Bottom up communication channels providing opportunities for employee opinion. We continue to promote Indian traditions and recognize talent in diverse areas. . practices and processes. Learn from Leaders who have a three decade rich history of inventions and innovations. Grow ‘perform’. 360 Degree Feedback for a holistic quality improvement and individual development plans.which provides a comprehensive automated learning tool to each? Employee through various online learning options. a recreation centre and dedicated faculty with vast Experience in the IT industry. ‘HCL One Quarterly Awards’ Night is a gala celebration every quarter when the HCL family gets together to celebrate achievements of individual and team performances. we conduct over 25000 man days of internal classroom Training every year.Houses for our employees. Media Tech Experts. every HCL its is synonymous with passion for performance. 80% of our top management today is people who joined straight from campus Own Pioneer in IT industry for ESOP started in 80’s. Profit Sharing Scheme since 1997 for all employees. through he much acclaimed HCL Concert Series . Culture at HCL With our open and entrepreneurial environment. Classroom trainings are further complimented through Enable Leadership Enrichment and Development . Equipped With class rooms. our online Performance Management System tracks result achieved through daily to weekly to monthly to quarterly review system for Career Planning and Position planning. high need for achieve me not and commitment to job. HCL Towers . canteen.Learn HCL training facility in the city of Hyderabad is spread over a sprawling 16 acres with Residential facility to accommodate165 employees at the same time in training. Our core value of high integrity with a NeverSay-Die approach is ingrained and visible in all our people. a fast-track career growth programmer identifies and groom young engineers for leadership positions in a short period of 18 months. labs.a tribute to excellence in human endeavor.
With offices in more than 300+ locations.(A)Diversity and Inclusion HCL strives to attract and retain the best talent and provide an environment where each individual is given the opportunity to build a rewarding career. Security and other IT Infrastructure Services. (B) HCL’s Community Involvement Recognizing the important role of business in society. candidate would receive a certificate by HCL Training recognizing the candidate as a HCL Certified IT Infrastructure Engineer. HCL supportsand encourages the active involvement of its people in community volunteer initiatives. We value the uniqueness of each individual. .a rare breed of individuals who are accepted by the Indian IT industry as trained professionals in their field of IT work. The two offerings of HCL Education are as follows: 1. On successfully completion of the programmer. HCL’s Job Oriented Training Program in IT Infrastructure Technologies This one year programmer for bright Engineering Graduates. Employee volunteering programmers’ at HCL enable you to do much more than routine work through active participation in various causes. yet all connected by a common sense of the HCL culture. The programmer involves a classroom training followed by On Job Training (with stipend as applicable) at various offices of HCL. we employ a diverse group of people from different backgrounds. Job Openings HCL Info systems . relying on the diversity to drive our innovation. provides hi-tech training in the stream of Computer Networks.An ocean of possibilities! Want to explore the possibilities? Check out the following profiles: Account Manager Account Executive Job oriented Trainings Customized to the industry requirements our educational services are focused towards technologies related to IT Infrastructure and IT Sales. Network Operating Systems. growth and performance.
2. “The empowerment and independence to take decisions given by this company. followed by 11 months of Sales Experience (With Stipend as applicable) at any of HCL offices. has instilled in me confidence and pride in calling myself an HCL its” . “HCL has given me the freedom to work. The focus is to groom candidates into a new breed of technocrats who are smart business developers who have the right blend of technical know-how. He feels content to be part of HCL and cherishes every moment he has spent here.” MILIND DESHPANDE A very cool and calm person. APS BEDI A vivacious Punjabi at heart. in the last 23years with HCL. This is a yearlong program with 3-4 weeks of exhaustive instructor led training conducted by experienced HCL professionals. Today he feels satisfied that his efforts have been recognized and rewarded. Comedy movies are his craze. Amanpreet Singh Bedi has spent 22 years in HCL and now is fondly known by all as APS. Melinda has handled diversified jobs with utmost ease. he watches any movie that can make him laugh and enjoys every moment. Candidates also have the advantage of being nominated for a company sponsored Executive Management Programmer with a reputed Management Institute Meet our people Take a look at some HCL it’s and read their experiences to get an "insider's view" of your potential colleagues. No wonder he is considered jovial and approachable by his colleagues. His feel this 23years old journey with HCL has changed his whole personality. HCL’s Sales & Marketing Training Program A unique Program for fresh Engineering and Science Graduates who have a passion to achieve. be creative and develop my entrepreneurial skills. He remembers well the morning of 07 July 1986 when he began his journey with HCL as Customer Engineer trainee.
Suratkul. STM Eswar Head HCL Career Development Centre. Mr. George is a B. George Paul Executive Vice President Marketing. In his long stint at HCL. J V Ramamurthy Chief Operating Officer HCL Info systems Ltd J V Ramamurthy has an engineering degree in Electronics & Communications. Ajai Chowdhry is one of the six co-founder members of HCL. Rajendra Kumar Executive Vice President . and a Masters' degree in Applied Electronics from the Madras Institute of Technology. a BSc.Handling complete South.Tech in Electronics and Telecommunications from REC.Management Team Ajai Chowdhry Co-Founder HCL. STM Eswar. heading National Channel Management along with HCL Career Development Centre project are some of his major assignments. joined HCL in 1986. from Guindy Engineering College . Rajendra Kumar has been with HCL for over 30 years and has seen HCL grow from a startup company to a gigantic conglomerate that it is today. India 's premier IT conglomerate. He joined HCL in 1983 as a Customer Engineer. . (Electronics) Graduate. both in Chennai. HCL Info systems. George has handled a diverse portfolio of responsibilities that has given him a very well balanced perspective and exposure to IT in business and business of IT.Frontline Division HCL Info systems Ltd.HCL Info systems An engineer by training. Mr. Chairman and CEO .
The highlights of the HCL saga are summarized below: Year 1976 1977 Highlights Foundation of the Company laid Introduces microcomputer-based programmable calculators with wide acceptance in the scientific / education community Launch of the first microcomputer -based computer with a ROM. a pioneer in the Singapore IT market. to increase ease of operations. We have been in the forefront in introducing new technologies and solutions. cement. Unavailability of programming skill with customer result in HCL developing bespoke applications for their customers. transport. Software Export Division formed at Chennai to support the bespoke application development needs of Singapore. with its origins in 1976. sugar . 1981 1983 . The response to the advertisement was phenomenal. Based Basic interpreter.paper. Initiation of application development in diverse segments such as textiles. HCL launches an aggressive advertisement campaign with the theme `even a typist can operate` to make the usage of computers popular in the SME (Small & Medium Enterprises) segment. This proposition involved menu-based application for the first time. HCL develops special program generators to speed up the development of application. For over quarter of a century. across a range of technologies in India. for SI(System Integration) solution. we have developed and implemented solutions for multiple market segments. 1978 1980 Formation of Far East Computers Ltd.History HCL Info systems Ltd is one of the pioneers in the Indian IT market .
team line) HCL establishes a Response Centre for HP products. However. Zonal offices of banks and general insurance companies adpot Computerization. IT consulting. 1994 .HCL arranges for such products to be ported to its platform. Manufacturing and Financial Services. which is connected to the HP Response Centre in Singapore.1985 Bank trade unions allow computerization in banks.Orade). HCL promotes 3rd party PC application nationally. loans etc… HCL sets up core team to develop the required softwareALPM (Advanced Ledger Posting Machines). Current account. HCL acquires and executes the first offshore project from IBM Thailand HCL sets up core group to define software development Methodologies. HCL assists customers to migrate from flat-file based systems to RDBMS. Purchase specification demand the availability of RDBMS Products on the supplied (Unify. The team uses Reusable code to reduce development efforts and produce more reliable code. 1986 1991 HCL enters into a joint venture with Hewlett Packard HP assists HCL to introduce new services: Systems Integration. HCL designs and launches Unix -based computers and IBM PC dons. a Computer can only run one application such as Saving Bank. packaged support services (basis line. There is a vertical segment focus on Telecom.
Sets up the STP (Software Technology Park) at Chennai to execute software projects for international customers. 1 Desktop PC Company of 2001. HCL ties up with Broad vision as an integration partner. First Indian company to be numbers undo in the commercial PC market. Sets up fully owned subsidiary in Australia. Acquires and sets up fully owned subsidiaries in USA and UK.s Award for Business Excellences. Rated as No. Execution projects for Germany and Australia. 1999 2000 2001 2002 2003 . Sets up fully owned subsidiary in Australia Chennai and Coimbatore development facilities get SET level 4 Certification. Bags Award for Top PC Vendor In India. Begins Help desk services. Becomes the 1st IT Company to be recommended for latest Version of ISO 9001:2000. HCL Info systems & Sun Microsystems enters into a Enterprise Distribution Agreement.000 IDC rated HCL Info systems as No. Becomes national integration partner for SAP. Declared as Top PC Vendor by Dataquest. Launched Pentium IV PCs at below Rs 40. 1996 1997 1998 Chennai and Coimbatore development facilities get ISO 9001 Certification Kolkata and Noida STPs set up. HCL buys back HP stake in HCL Hewlett Packard. Became the first vendor to register sales of 50. 1 IT Group in India.1995 Starts execution of Information System Planning projects.000 PCs in a Quarter. Bags MAIT.
.990. In the LCD Monitor category. In the PC category.1 vendor for sales of A3 size Toshiba Multi st .post duty reduction . 2. Becomes the 1st company to cross 1 lack unit milestone in the India Desktop PC market. Partners with Microsoft & Intel to launch Beanstalk Neo PC. a fully functional PC priced at Rs. Launched Infiniti PCs.17.s No. IT Hardware Category by The Economic Time -await Global Connect. Rated as the no. Crosses the landmark of $1 billion in revenue in just month. Launched RP2 systems to overcome power problem for PC Users. IDC India-DQ Customer Satisfaction Audit rates HCL as No.Enters into partnership with AMD. Registers a market share of 13. Launched Home PC for Rs 19. Maintains No.7% to become No. 7th IETE -Corporate Award 2005’ for performance excellence in the field of Company &Telecommunication Systems by IETE.Workstations & Servers on AMD Platform.990.offers Ezeebee at Rs.1 Desktop PC Company for year 2004. India .1 Desktop PC company by IDC India Dataquest.9. 2005 Launch of HCL PC for India. Best Boom Brand 2005’by 360 magazine: 1.1 Brand in Desktop PCs.999 HCL Info systems Info Structure Services Division received ISO 9001:2000 certification. 2004 1 to announce PC price cut in India . Launches Infiniti mobile Desktops on Intel Platform. Enters into partnership with Port Wise to support & distribute Security& VPN solution in India. 1 position in the Desktop PC segment for year 2003. Best Employee 2005 with five star rating by IDC India Dataquest.
HCL launches NETMAX. Launches a new range of eco-efficient desktop PCs. Madras brings HCL Concert Series to Chennai City.2006 75. HCL From a strategic Partnership with APPLE to provide Sales &Services Support for IPods in India. HCL Info system rated as number one Desktop PC Company by IDC. HCL Info system sustains its commercial Desktop PC leadership for the fifth consecutive year. HCL Info system in partnership with Toshiba its retail presence in India by unveiling shop Toshiba. Designed exclusively for the needs of rural Retailers. Kodak and HCL ink agreement to distribute digital cameras in India. Sixth year successively. . HCL completes 30 years in India. suite of networking products and solutions expands its portfolio for emerging enterprises.launches HCL career development centers. HCL announces launch of its workstation 2008 series for MCAD and DCC professional. HCL launches “trusted ICT infrastructure platform” for the BPO -Its segment. HCL Info system & Nokia announce a long team distribution Strategy. with Rosh Directive. HCL launches India’s first High Performance Enterprise Server Platforms Powered by dual core Intel uranium. 2007 HCL introduces eco-efficient Notebook PCs Company with Rosh directive. HCL unveils initiative to create industry ready ICT Professional.000+machines produced in a single month. IDBI selects HCL as SI partner for 100 branches ICT infrastructure rollout HCL Info systems showcases computer Solution for the Rural market in India. Enters into partnership with Casio. HCL LAUNCHS India’s first multilingual POS printers HCL STAR-tsp700. HCL in association with The Music Academy.
2008 HCL unveils that e future of personal computer Launches next Generating. sub 14000/laptop Milled series for the first time in India. HCL strengthens its BPSI system Integration PortfolioAcquires a niche banging Software Product Company. . ultra portable.
Telecom and Communication products solution and services. systems supports and network and internet implementation. This also includes a complete portfolio of systems and network service for development. HCL Info systems products portfolio covers a range of other office automation and communication products through alliances with world leaders. including process for continual improvement of the systems and the assurance of conformity to customer and applicable regulatory requirements. Samsung.’ HCL Info systems focus on the ever-growing segment in imaging. Red hat. India’s premier information enabling and integration has received the ISO 9001:2000 certified specifies requirement for a quality management system where an organization needs to demonstrate its ability provide product and service that meets customer and applicable regulatory requirements. HCL global customer include Samsung. Base and Information for RDBMS platform. DBS bank. The menu of HCL Infosys global services broadly covers IT consulting and professional services in the area of vertical applications. The Management network service offering for . technology. Today the company has aligned its operation into five entities that offer seamless linkage for the customers seeking entry into the wired world through total the ‘Integration solution and services. Intel for PC and PC server building block Microsoft novel and Scoot SOLUTION. helpdesks. Government of Singapore and AMAL insurance Jargon port Singapore an d Malaysian’s BSN commercial bank. Linux. Pivotal for CRM solution and ORACLE Sys. SIA. This also includes a compete portfolio of systems and network service for facilities management. Now it has an exclusive sale and support partnership with Toshiba Corporation. Japan for sales and services of its imaging and photocopier products. HCL Infosys’ chosen platform of total technology integration lends itself to some very significant alliances with the global leaders. May bank life assurance charted semiconductors. Among its partner are HP for high end AISCE/UNIX services and workstation and HP open view network management solution. ISO 9001:2000 also aims to enhance customer satisfaction through the effective application of the system. ERP implementation and software development.EXECUTIVE SUMMARY HCL Info systems.
telecom technologies and many more. operating systems. The 80’s saw HCL developing know how in many other technologies. security corporate internet telephony solution.Corporate include VPNs. Today. avionics. automobile. CDNs. HCL sells more PCs in India than any other brand runs Northern Ireland’s largest BPO . As I had to consult the channel partners. three years ahead of Sun and HP. HCL has a 3 decade rich history of inventions and innovation. Is one of the renowned names in the Software and Hardware sector of computer industry? The graph of sales of these respective product lines is the best in the industry as compared to their competitors. biomedical engineering. CO Location hosting. technical and consumer help desks. In 1978. But the cooperation of my superiors at the work induced confidence in me to deal with my problems whenever they came. During the last eight years HCL has strengthened its processes and applied its know how developed over 28 years into multiple practices. Valadon calling cards and VoIP telephony devices. 24/7 network operating centre monitoring and a host of value added networking services. Born in1976. This helped me a lot in getting a good deal of exposure. Noida where I found all the professionals are very much committed to their work as well as they were all professionals enough. wireless. The working environment that I was being provided was extraordinary and helped me a lot in delivering my work properly and with of mine. ASP offering. the company I got is a true follower of the various principle of management and also one of the leading companies in its segment of the industry. LITRATURE REVIEW Doing training was really an opportunity before me when I could convert my theoretical knowledge into practical and of real world type. HCL developed the first indigenous micro-computer at the same time as Apple and 3 years before IBM’s PC. HCL’s R&D was spun off as HCL Technologies in 1997 to mark their advent into the software services arena. I did my summer training project at HCL Info systems Ltd. HCL Info systems Ltd. Consumer services include dialup PSTN/ISDN Internet access. Fortunately. HCL’s in depth knowledge of UNIX led to the development of a fine grained-processor UNIX in 1988. During this period India was a black box to the Indian computer industry.semi-conductor. I felt in the beginning in a bit problem.
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.operation and manages the network for Asia’s stock exchange network apart from designing zero visibility landing systems to the world’s most popular airplane. We have been in the forefront in introducing new technologies and solutions. For over quarter of a century. . HCL Info systems Ltd. In the early 70’s a group of young and ambitious technocrats embarked upon a venture that would make their vision of IT revolution in India a reality.83 lacks. we have developed and implemented solutions for multiple markets. Shiv nadir and five of his colleagues got together and 1875 set up a new company MICROCOMP to start with they started to capitalize on their marketing skills. with its origin in 1976. across a range of technologies in India. with an initial equity of Rs. Today.1. On11 th August 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as joint venture between the entrepreneurs and UPOSCE. Is one of the pioneers in the Indian IT market. HCL sells more PCs in India than any other brand runs Northern Irelands largest BPO operation. MICROCOMP marketed calculators and with in a few month of starting operation the company was out selling its major competitors.
which they make possible.SCOPE OF THE STUDY Vision Statement “It is the most preferred employer and principal taking leading edge IT product and service to the masses through sustained excellence. to provide job security based on their performance. Quality Policy Statement “We shall deliver defect. services and solution to meet the requirements of our external and internal customers the first time.” cash flow. innovation and growth in every endeavor It is • responsible corporate citizens .free products. People Objective To help HCL Info systems people share in the company’s success. Core Values • It is uphold the dignity of individual It is • honor all commitments • It is committed to quality. to recognize their individual achievements and to help them gain of satisfaction and accomplishment from their work.” Mission Statement “We shall increase the shareholder value by improving the PAT through free reducing the BR cycle. wastage. inventory levels. every time’ Objective of The Study Management Objective To fuel initiative and foster activity by allowing individuals of action and innovation in attaining defined objectives.
magazines and journals. The research frame included: NATURE OF STUDY The project on which the researcher worked is descriptive and inferential in nature. . DEVELOPED THE RESEARCH FRAME: This included deciding upon various aspects for the project on which the entire research is based.websites and the data has been collected through other approaches DATA COLLECTION The researcher collected information through the official websites.Research methodology RESEARCH PROBLEM HCL Corporate selling and feedback and market share of HCL and compared to other IT companies. search and research through place where today's computer has been mostly used SECONDARY DATA is being search sites like magazines. newspapers. journals. 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.
Secondary sources being interaction with various IT people of the selected and has been chosen for the research by the researcher. INSTRUMENT USED The researcher for the research used a Questionnaire cum Schedule for market research for both the segments horizontal and vertical. That is the HCL companies and corporate selling and feed of HCL in comparison between other IT sectors. 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. SAMPLE SIZE Sample size for the research is fixed. . The Questionnaire was prepared by the researcher and Schedule was provided by the company in which the researcher did its research report.DATA SOURCE: The researcher took the help of both primary as well as secondary sources. It counts to55.
Which brand computers do you use? a) HP b) HCL c) ACER d) Others .DATA AN ALYSIS & GRAPHICAL DATA INTERPRETATIOIN SAMPLE SIZE: 55 1. 2. Hence can be concluded that more people want branded products as they are not ready to compromise with the quality and services being provided. Which type of computers do you use? a) Branded b) Assembled Branded Assembled 30 25 It was observed that almost 67% of the people use branded computers or other gadgets for their business purpose.
Brand used HP HCL Acer Others Total Nos. What is the number of installed desktops? a)<15 b) 15-50 c)50-75 d) 75-200 e)200-500 . So HCL should continue making efforts to attract new market and sustain 3. 7 14 13 21 This observation showed that HCL is among the top used brands. Major part the existing market. under the pie- chart goes to HCL.
Installed desktops < 15 15-50 50-75 75-200 200-500 Total Nos. Thus we targeted mainly on SME (small and medium enterprise). So it can be inferred that the main target market is which lies in the middle range. What is the number of used servers? . 4. 19 21 11 3 1 Most of the surveyed and found the use of computers within the 15-55 range.
proportional .a. 2 c. 1 b. it was concluded that numbers of servers were directly to the number of desktops used. >5 Servers used 1 2 3-5 >5 Total Nos. 10 11 21 13 From this observation. 3-5 d.
) >30 Number of laptops 1-5 5-15 15-30 >30 Total Nos.) 1-5 b. 20 22 8 5 It was observed that maximum computers and laptop users ranging between 5-25.5. This area .) 5-15 c. What is the number of installed laptops? a.) 15-30 d.
) Others Laptops brand HCL Toshiba Lenovo Others Total Nos. 11 19 13 12 Observation showed that Toshiba was the major brand used in laptops. . Various other brands like HP and Samsung etc.can be focused. HCL has also a good market share.) HCL f. 6.) Lenovo h. are also used. What is the brand used for laptops? e.) Toshiba g.
How do you find the HCL products? a.) No Total Nos.7. Do you have AMC? i.) Yes j. 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. Company place having AMC Company place not having AMC 30 25 According to above graphical data interpretation.) OK . 11. This area can also be considered.
) Satisfactory d.) Good c. 3 12 19 7 10 According to above graph shows that the maximum of HCL user are satisfied with the products .) Not tried yet Reaction about HCL products OK Good Satisfactory Outstanding Not tried yet Total Nos.) Outstanding e.b.
12.and services provided.)Yes b.)No . Do you require demo for any product? a. interested in 13.)Yes b. Do you want to know more about HCL products? a. but most of them have an experience about HCL. Very few have not tried yet HCL on a business scale.)No Wanted knowledge about HCL Yes No Total Nos. 42 13 That the above graph shows that the observation and the most of the people are knowing more about the brand and have the urge to buy.
Total Nos. Interested in demo Not interested in demo 24 31 This observation showed that almost 42% of the sample was interested in demo Major players in the market •Hcl •Acer •Lenovo •Sony •Dell •Toshiba • Hp-Compaq .
as average selling prices continue to drop. India Times InfoTech published this statement on March 21. the growth in Indian PC market will be five percentage-points lower in comparison to what it was last year (2006).7 billion. Dipteral Chakraborti while commenting on Indian market. Revenue. “The consumer and the SMB segments will be the major drivers of the Indian market. 2007.6% to US$213. falling average selling prices (ASPs). In 2007.5% increase from 2006. However. research director with Client Platforms Markets Group of Gartner Dataquest. a 10. almost double of global PC market this year. As said by IDC.ROLE OF ADVERTISEMENT Advertisement plays an important impact on consumers to purchase desktop pc’s of brands. “Emerging markets and mobile PCs will continue to provide growth. said Gartner India’s principal analyst. PC shipments in India increased 25% in 2006. Emerging markets will play a key role in this growth. High demand for mobile PCs bolstered the growth. the research firm. On the other hand. and further declines in mature market desk-based PC shipments will keep PC vendors under pressure to rationalize their operations or exit the market. the revenues are anticipated to grow just 4. as per Gartner. worldwide shipments of PCs are expected to increase 10.” as per George Shuffler. However. the government spend is expected to propel the market further”. Now a day we see that each and every company endorsing brand ambassadors so that to attract customers and make their customer base more & more. Indian PC Market to Show Double Growth than the World PC market in India will likely grow at 20%. slowing replacement activity.7 Billion with continuous decline in average selling prices. In addition. Gartner forecasts that PC makers will ship 255. The statement appeared in India Times InfoTech on March 21.5% from last year to reach 255.7 Million units.6% and reach US$ 213. 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.7 million units worldwide this year. . 2007. overtaking sales in the desk based segment. is projected to increase only 4. with a greater focus given to e-governance. on the other hand.
Office 2007 comes in two consumer editions-Office Home & Student 2007 and Office Basic 2007. with the design of this product we have dealt with the security issues. improved parental control and an all new interface. Wipro and Zenith are launching Vista compatible PCs. Now it has launched the software for the masses. better search. Microsoft India. Windows Vista and Office 2007 with a grand launch across 70 countries. Windows Vista and Office 2007 will be made available to the public in several editions. According to Ravi Venkatesan. Vista is being shipped in 18 languages including Hindi. PCs are acting as entertainment centers with TV functionality. non corporate consumers.e. attractive price points and economic stability propelled PC growth.” In India. 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. ” a fundamental move toward mobile computing going on in the market is Making significant contribution to the top line growth. The consumer editions are Windows Vista Ultimate. i. Lenovo. Sahara. Microsoft will have 13 more Indian languages including Telugu and Marathi and support for these is expected by early 2008.” Marketing Strategies of Each company to attract Customers Now a day every companies playing strategies so as to attract customers and increase revenues and also customer base. Extending the Indian language support. HP. OEMs including HCL. “This is the launch of the decade for Microsoft and the biggest for us in India. Windows Vista is the first major Windows launch by Microsoft since the launch of Windows XP in 2001. Windows Vista Home Premium. . Microsoft released the latest version of its operating system Windows Vista and Office 2007 for corporate customers in November 2006. These products are launched to ‘wow’ customers with features like enhanced security. The consumer launch took place on 30th January across 70 countries. Chairman. Windows Vista Home Basic and Windows Vista Starter.As per the RNCOS report “Portable Electronics Market Worldwide (2006)” . Pent-up demand.
000 to 10.000 PC appeared (introduced by Compaq). The reason: India’s dream of an affordable PC (priced below Rs 10. And yet. For nearly a decade this dream has struggled to become a reality. Even institutions like the IITs are enthusiastic.000 per user. director for International Marketing at VIA attributes this sudden interest by vendors to the "real growth potential" of the low-cost PC market. station. those propagating low-cost computing solutions have taken a different route. but in vain. which is a sign of commoditization of the industry. For experience has proved that expectations are seldom met. Chris Ann Ricardo elaborates on the difference.000 PC (5KPC). The company net core is doing groundbreaking work to make possible the Rs 5."I remember five to seven years ago when the first $1. people wondered if the price point was for real. enabling Technologies’ e-mail device. Be it Wipro’s Janata PC. and now they are actually seeing that there is demand in that space and they are buying into it. the Computer—all brilliant concepts that have not quite made it commercially yet. The buzz is in the air again. For a long time the industry has resisted moving to lower price points. PC manufacturers are excited. buyers are not holding their breath for these devices. has made many noteworthy attempts in the past to introduce low-cost computing solutions.Marketing & selling strategy REVISITING THE LOW-COST PC MARKET A computer at nearly one-third of current prices is a dream for most Indians. . India has the ability to absorb 10-20 million PCs a year for the next several years. However." he says. Users are expectant. says that if the price point of a PC comes down between Rs 5. According to Richard Brown. this time around. or the much-talked about handheld device. This potential gains further significance when one realizes 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.000) is ready to hit the market. And since then there has been a continuous push down in the price points for PCs. India Inc.
manageability and multiple levels of redundancy. Unicode will drive PC penetration into rural markets SME will continue to be a major segment. CO. Consumers are shifting their focus of PC computing from an average system to one that is closer to a high-end system and upwards. Customers. which will offer affordable innovation will gain market share. among others Companies. Depreciation period of IT products should be reduced to further boost growth. both in the consumer as well as in the commercial space will demand better service levels from vendors. Linux might gain ground in the government and defense sectors.CHANGING TRENDS IN PC MARKET With prices of PCs being slashed. the education sector is expected to see a high demand for personal computers. The industry has standardized on 80 GB HDDs. The enterprise space will witness more stress on security. getting . The need for the most powerful multimedia computers is increasing. The desktop space will see more and more entertainment-oriented features integrated into the normal PC. Service and support is going to be a critical aspect of vendor strategy.
For many. 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. Zenith Computers. by Indian and MNC players alike. the one fact you cannot afford to ignore is the current slowdown not just falling growth. CRM from the Information Technology Perspective. However. If you want to know what the future holds for the Indian PC industry. Retail may get a renewed thrust. companies often buy into software that will help to achieve their business goals. but they need to decide on an unambiguous competitive pitch. or a gentle trough. or an IT-based customer management system to . but vendors do not think prices of PCs will fall significantly in 2009. “We have1300 retail outlets today.Trends Expected In 2010 In the future. Observes Raj Saraf. Post-Budget PC prices will remain constant or rise marginally. analysts see desktop Linux confined to the government and education sector. Linux on the desktop is unlikely to make inroads in the enterprise. the renaming of traditional customer services. analysts believe branded PC players gain further against assembled players. This is because CRM can be considered from a number of perspectives. WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)? CRM is a term that is often referred to in marketing. The notebook market will show significant gains in 2002-03.” While vendors are bundling in Linux to bring down costs. Chairman and Managing Director. but the horrible spectre of negative growth. Indian brands will survive. In summary. the three perspectives are: 1. CRM is far more than a new software package. Thrust into the B & C class towns will be aggressive. with more duty cuts expected. From the technology perspective. which we hope to grow to 15000 by the end of 2009. Prices of computers have been falling rapidly. there is no complete agreement upon a single definition. While 2007 saw strong demand emerging from select sectors such as the government and BPO outfits.
value creation and innovative IT. CRM from the Business Strategy Perspective. CRM from the Customer Life Cycle (CLC) Perspective.marketing orientation. power and memory. and has the payoffs associated with modern technology. and indeed within the field of marketing itself. Our model contains three key phases . However. Essentially. The Customer Life Cycle (CLC) has obvious similarities with the Product Life Cycle (PLC). customer retention and customer extension. The diagram below shows the Marketing Teacher Model of CRM and Business Strategy.customer acquisition. CLC is a summary of the key stages in a customer's relationship with an organization.e. and three contextual factors . It is marketing orientated rather than product orientated. 2. 3. such as speed. CLC focuses upon the creation of and delivery of lifetime value to the customer i. and so on.support sales people. IT is vital since it underpins CRM. looks at the products of services that customers need throughout their lives. However. ease of use. . The Business Strategy perspective has most in common with many of the lessons and topics contained on this website.
Swot analysis of hcl STRENGTHS: • HCL INFOSYSTEMS draws its strength from 29 years of experience in handling the ever changing it scenario • • HCL has very strong customer relationships to bank on. OPPORTUNITIES: • The present rate of growth of the Information and technology Industry & a large potential available in these areas provides excellent opportunity for the company to widen its market. . • Lack of R & D centers also makes it difficult to launch new products over here. WEAKNESS: • The company needs to evolve a comprehensive plan & make strategy to inroads into a part of middle class & upper middle class. HCL Info systems has the ability to provide the cutting edge technology at bestvalue-for-money HCL Info systems do have an excellent service & support infrastructure. • Lack of production centers in India makes the product costlier as most of the parts have to be imported.
T. h) Pan India support & service infrastructure. Nokia. enable it to bring the best technology available worldwide to its consumers. b) Fast paced and flexible work culture which provides its employees autonomy to accomplish the task without much pressure from the higher authorities. B) Entry of MNCs i. resellers and retailers which help bring technology usage closer to the individual. • Globalization is yet another opportunity. d) Technological shift as a result of research & development. a)Global Presence: Its collaborations and joint ventures with international companies such as Perot System. e) Its pool of competencies: Hardware. c) Govt. g) Long standing relationship with customers. 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. Toshiba. f) Ability to understand customer's business and offer right technology. 24 locations in 16 countries. employees are motivated to give their best to the organization. Thus.• With the fast growing economy the pricing strategy needs to be tackled with care as it can decide upon long term decisions of the company.O. it has to come out with the state of art as well as futuristic technologies to its consumers well before time . IBM. Daily new technologies are emerging.W. It has very strong distribution network.” d) The mass markets handled through a chain of dealers. Telecom and System Integration. Compaq giving direct competition. i) Best-value-for-money offerings. THREATS: a) Local assemblers are biggest menace for the company. instability has a long term repercussions affecting company’s policies & it growth. 1 IT conglomerate. if followed effectively & promptly. Training. and partnership with world leaders like Ericsson.e. Oracle and Microsoft. Networking. Concluding the S. analysis in words that prosperity lies ahead for HCL. Software. In order to retain its position as India’s No.
e. Some of the basic limitations faced during the research are listed below: • Only limited number of authorized. so then visited many places i. companies and other areas where it has been found 55 players was covered in the study. authorized and local areas and where it had not responded much.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. There was a bias on the part of the respondents. Most of the research was based on cold calls. 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 the authorized official information to people other than the 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. rights to give members of the official itself .
Company executive should visit dealers on regular basis. They should pay proper attention towards checking of various components of PC before end user delivery. Company should tie up with some event management company to organize various promotional activities like canopy. Company should take some positive action against it. Proper attention should be paid for advertisement planning otherwise it may lead to problem for dealer as well as for company. 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. Need to expend customer care center as the consumer base of HCL Info system is increasing with tremendously fast pace. . Carnival.Suggestion and recommendation 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. Otherwise it tends towards defame of brand name in comparison to rivals.
. Sun Microsystems. and enable to be one stop shop for all customers. Computer Associates. Microsoft. VERITAS. Red Hat. Oracle. Ericsson. In focus. Citrix. CISCO. video. HCL Info systems has alliances with global technology leaders like Intel. On the other hand they enhance the product portfolio. EMC.RECOGNIZING THE ACHIVEMENTS OF HCL Key Business Associates To provide world-class solutions and services to the customers. Nokia. Scan soft. Samsung and Novell. Bull. Toshiba. SCO. These alliances on one hand give access to best technology & products as well as enhancing the understanding of the latest in technology. AMD. SAP. it has formed Alliances and Partnerships with leading IT companies worldwide. Duple.
'Best employer 2005' with Five Star Ratings . DQ & IDC. HCL among the Top 3 IT companies for the last 3 years.Best Employer Survey.India's Most Preferred Personal Computer Brand by CNBC AWAAZ Consumer Award 2007 India's 'No. 1 PC Vendor' consecutively for six years.
IT Hardware Category by The Economic Times Avaya Global Connect '7th IETE .55 2.Corporate Award 2005' for performance excellence in the field of Computer & Telecommunications Stock Report | Snapshot HCL Infosystems Snapshot Live Stock Price (Rs) Latest Closing Price (15/10/2010) (Rs) Face Value (Rs) Incorporation Year Daily High (Rs) 119.00 1990 122.55 119.00 .'Top 50 in ET Top 500 Companies' Listings for 2006 Top 21 companies in Business Standard 1000 Ranking 2006 Top 50 Fastest Growing Technology Companies in India & 'Top 500 Fastest Growing Technology Companies in Asia Pacific' by 'Deloitte & Touché' 'The Most Responsive Company 2005' .
89 . (Rs cr.30 Profile Sector Industry Market Cap.) PE Ratio PB Ratio Year to Date Return(%) Technology Computer Hardware 2643.Daily Low (Rs) 52 Week High (Rs) 52 Week Low (Rs) 119.10 188.11 1.2 10.80 102.32 -21.
which will be of no value. After completion of my summer training project I have gained several experiences in the field or sales marketing. Every product produced within an industry has to be marketed other wise it will remain as unsold stock. which fluctuate in different situation and time. I have realized this fact after completion of my summer training project. I have got the opportunity to meet various people. 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. It gives enough knowledge about the computers market and the distribution process undertaken by an organization. Despite of various difficulties and limitations faced during my summer training project on the topic “ Corporate Selling and Feedback ”. In spite of few limitations and hindrance in the summer training project I found that the work was a challenge and fruitful. This summer training project has enabled my capability in order to manage business effectively and in my career in future. This summer training project has given me the opportunity to have first experience in the corporate world. I have completed my summer training project in which are involved in its successful completion.Conclusion Marketing is a very crucial activity in every business organization. . 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. Theoretical knowledge of a person remains dormant until it is used and tested in the practical life.
com www.hcltech.hclcdc.boulder.ibm.hcl.com http://publib.texas400.hclinfosystems.com http://www.hclstore.com www.REFERENCES WEB SITES Htt://www.in www.html .com http://www.google.in http://www.in/contactus.
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