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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

EXECUTIVE SUMMAY
Project Title: Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential in Hubli and Dharwad 1. Statement of the problem. To identify the new potential customer for LCD Projector, Plasma TV, Digital copiers & Duplo digital duplicator and to measure their awareness and attitude towards the above products. Development of an effective business strategy Demand Information regarding the Customers, their behavior, the dynamics of the purchase attitude towards the purchase etc. therefore, the area of study includes, Understanding the product/ technology, Identifying and studying the domain of the product. Analyzing their need for the product Identifying the various targets segment and opportunity. 2. Need for study: As the market of HCL office automation products is very potential, to check out the demand for the product in future, analyze the need for the product , to check the awareness and attitude of the customers towards office automation products and to know and understand who are the new target customers 3. Study Objective. To identify the key purchase drivers To understand the satisfaction level of the customers. To identify the new potential customer.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Selection of data collection method 1. Survey: Personal Interview(work place Interview) 2. Measurement Technique: 3. Method of analysis: 4. Sample Size: 5. Sampling Method: Questionnaire Simple Percentage Method 100 customers Convenience Sampling

Findings:
1. Recall the company or a brand that comes to your mind, when you think of purchasing. (a)DLP/LCD projectors (i) Epson (iii) Sharp (iv) Infocus (v)Hitachi : (b)ToshibaDPC (i)Xerox (ii)Modi (iii)Cannon, Richo (iv)Toshiba (c)Duplo DD (i)Riso (ii)Duplo (iii)Hcl 30% of them have recalled when they think of buying 21% of them have recalled when they think of buying 17% of them have recalled when they think of buying 27% of them have recalled when they think of buying 16% of them have recalled when they think of buying 14% of them have recalled when they think of buying 10% of them have recalled when they think of buying 21% of them have recalled when they think of buying 18% of them have recalled when they think of buying 06% of them have recalled when they think of buying 07% of them have recalled when they think of buying

(ii) Panasonic 20% of them have recalled when they think of buying

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential (d)LCD/Plasama TV (i) Samsung (ii)Sony (e)Konica Minolta (i)Hp (ii)HCL 62% of them have recalled when they think of buying 14% of them have recalled when they think of buying 32% of them have recalled when they think of buying 26% of them have recalled when they think of buying

(f)EPABX SYS (i)Panasonic (ii)HCL (g)Video conferencing (i) Polygon (ii)Sony

26% of them have recalled when they think of buying 16% of them have recalled when they think of buying

15% of them have recalled when they think of buying 11% of them have recalled when they think of buying

(h)Polyvision Interacting White Board Polycom 96% of the consumers are not aware of this product 04% of the have recalled when they think of buying

2. Are you aware of HCL office automation products? Aware 83% of the consumers are aware of HCL Office Automation Products Not Aware13% of the consumers are not aware of HCL Office Automation Products 3. Which Product of HCL are you aware. 84% of the consumers are aware of the product DLP/LCD projector. And 16% of them are not aware. (a)Toshiba DPC The above graph shows that only 54% of consumers are aware of Digital Photo Copier and the rest of the markets are to be educated regarding the product, its features & it benefits. Babasabpatilfreepptmba.com Page 3

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

(b)Duplo DD Around 53%of the consumers are aware of Duplo Digital Duplicator, so the presence of the product in the market should be felt & this is work of the company to bring the awareness of the product in the target segment through the different channels of advertising. 4. Are you planning to purchase any of the following 4 products in? One week Qty one month Qty After one month Qty After two months Qty --13
one week 0 one week

5
qty Qty

13
one month

5
Qty 5 Qty after one month 13 after one month

28
qty 5 qty

11
after two months 28 after two months qty 11 qty

13
one month

DLP/LCD projectors ToshibaDPC Duplo DD LCD/PLASMATV

1 3 4 5

1 1 1 2

2 3 2 6

1 1 1 2

3 10 5 10

1 1 2 7

5. Which brand do you consider while purchasing (a)LCD/PLASMA TV. Sharp Panasonic Toshiba 22% of them have considered while purchasing 17% of them have considered while purchasing 16% of them have considered while purchasing

(b)Toshiba Digital Photo Copier Xerox Toshiba 23% of them have considered while purchasing 10% of them have considered while purchasing Cannon, Modi 15% of them have considered while purchasing

Recommendations:
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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential The company has to build different channels of advertisements which come in close contact with the customers of targeted segment. Such as ads in business magazines, journals on interior designs, IT fests, advertising stalls in business conferences & investors meet direct mails. 2. After sales services is one parameter which is gaining escalating importance in the entire industry of office automation, so the company should expand its service to all the geographical locations ( i.e. increase its service stations from 104 to around 200 in up coming 3 to 4 years.) 3. Quality, add on features, over all performance of the product in terms of speed, productivity & finishing are the un-disputable bottom line for the products that the company has to improved to get the significant market share.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Conclusion:
The collection of the required data with the prime accuracy the analysis of the required elements of the collected data with the help of SPSS to reach the required accuracy in interpreting the entire research done in the twin cities. The phenomenal growth in the Indian economy has made the market very potential for the office automation products, high productivity great phase in work of all the segments of the country are the facts which proves the up coming Need for the perfect deign and fast working machines in offices Twin cities are becoming very attractive destination for all the corporate to set up there offices and there are many companies in all the sectors of Indian economy especially IT sectors are coming to Hubli to start there operations. The high productivity speed, excellent finishing in work, efficient performance the overall quality of the product and service after sales are the prime purchase drivers of the office automation products The companies which have strong service net work through are having edge when compare to all the other parameters such has brand name, advertising, promotion etc.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Industry Profile

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential While the industrial age was looming high in the western hemisphere, India was still lagging behind the tall promises it had laid to the greater population of Independent India. Xerox Modicorp, erstwhile Modi Xerox was the outcome of one man's vision who ventured to a dream project that would redefine photocopying business in the Asian subcontinent. In between the year 1960s and 1970s Dr. Bhupendra Kumar Modi, erstwhile founder Chairman and President, Modi Xerox experienced a first hand the power of xerography and to a delight discovered the simple joy of copying reference study material at the touch of a button, a firm full of innovation. Finally Mr Modi tied up with Rank Xerox, a member of the worldwide Xerox family in United Kingdom. Thus the birth of Dr Modi's Modi Xerox, a joint venture partnership was formed which brought forward to Indian offices a new level of productivity and efficiency in business management. The combination of equity was that Xerox took 68% while Modi retained 22%. Others were given the remaining 10%. As reiterated, there was a special focus after the liberalization of India & the growth that followed. The large base of Public, Private sector which had not been fully utilized yet offered ample opportunities for Modi Xerox to eye upon for business worthiness. Xerox meanwhile became a $26 billion multinational company-serving document processing marking in 130 countries. The evolution of the copiers

"10-22-38 ASTORIA" This humble legend marks the time and place of an auspicious event. It is the text of the first xerographic image ever fashioned. It was created in a makeshift laboratory in Queens, NY. by a patent attorney named Chester Carlson, who believed that the world was ready for an easier and less costly way to make copies.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

These stories chronicle a classic American success story: How men of courage and vision grew a highly profitable business from little more than the seed of an idea.

The front page of ChesterCarlson's original patent describing his invention of electrophotography, later called xerography, which would eventually revolutionize office copying. This historic patent was filed April 4, 1939, several months after Carlson made the first xerographic image. It was issued Oct. 6, 1942 as number 2,297,691.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

The Xeroprinter demonstrated in the late 1940s by John H. Dessauer, Haloid's research head; Chester Carlson; and Haloid President Joseph C. Wilson. This early xerographic device, which printed on rolled paper, commanded public attention, but was never marketed as a product.

Carlson's first xerographic apparatus. It never worked well, but researchers at Battelle Memorial Institute and Haloid Company later applied the resources needed to turn the basic discovery into functional, and ultimately profitable, machines.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential One of the first versions of the Copier. Introduced in 1949 as the first xerographic product to be marketed, it was only a modest success, but it paved the way for much bigger things.

Above, part of a Haloid patent describing the "electrophotographic copying apparatus" destined to become the famous 914 copier. The inventor was development engineer Clyde Mayo, a Xerox research executive.

In 1953, the cover of the 1959 Annual Report graphically and boldy predicted the future of the company's first officer copier, the revolutionary 914

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Working of the copier

(1) a photoconductive surface is given a positive electrical charge (+). (2) The image of a document is exposed on the surface. This causes the charge to drain away from the surface in all but the image area, which remains unexposed and charged. (3) Negatively charged powder is cascaded over the surface. It electro-statically adheres to the positively charged image area making a visible image. (4) A piece of plain paper is placed over the surface and given a positive charge. (5) The negatively charged powder image on the surface is electro-statically attracted to the positively charged paper. (6) The powder image is fused to the paper by heat. After the photoconductive surface is cleaned, the process can be repeated.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

1. The original document is moved automatically from the document handler 2. To the platen (under the document handler), where it is projected by a system of lamps, mirrors and lenses onto the photoreceptor belt 3. The belt carries a charge of static electricity that is discharged in those areas receiving light from the projected image. The charge remaining forms a latent, invisible image. Magnetic rollers (4, 5, & 6) Brush the belt with dry ink that is, itself, charged with static electricity of opposite polarity. This charge makes the dry ink cling to the latent image on the photoreceptor, making the image visible. A sheet of copy paper moves from a paper tray

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

7. To the belt. As it approaches the belt, the paper, too, is given a charge of static electricity. This charge has the same polarity as the charge on the belt, but it is strong enough to attract the dry ink forming the image away from the belt. The copy then goes between two rollers 8. That unapplies heat and pressure, fusing the dry-ink image into the paper. The completed copy emerges at an output station Buying office equipment was a lot simpler when you only had one or two choices to pick from. But competition and technological advances have resulted in a proliferation of brands and models in today's marketplace. Take copiers, for example. The traditional black-and-white light-lens copier, for so long the norm, is now just one among a new generation of innovative copiers. These include net-workable digital copiers, color and multifunctional copiers, and models that also operate as printers and fax machines. Times have changed and so has the technology you need to keep pace with the future. Industry Trends The office technology solutions industry continues to be impacted by technological change and the increased participation of large volume sellers. We believe that a majority of independent dealers and service providers have not developed the product range or skill set necessary to offer a comprehensive office technology solution, nor do they have an efficient operating model with the appropriate economies of scale to costeffectively sell to (and service) the middle market with a one-stop solution. Smaller dealers and service providers are increasingly finding it difficult to compete effectively with better capitalized competitors, including manufacturers, dealers. and service providers, that sell and service a broad range of products, including mid- and highrange products, that increasingly require sophisticated support and service. Larger dealers continue to focus on Fortune 500 customers and national accounts. We believe that because of their organizational structure, these dealers have not effectively positioned themselves to address the needs of the middle market.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Technological Change is Driving a Convergence of Office Equipment Solutions The technology of this industry continues to change rapidly. Digital technology, which allows images to be captured, transmitted, reproduced and stored using networks of personal computers, has in recent years been incorporated into copiers and electronic presentation systems, leading businesses to demand more comprehensive network solutions. The rapid pace of technological change, including the resulting expansion of product offerings and increase in product support costs, has outpaced the technical, managerial and financial resources of many smaller distributors and service providers, causing these businesses to seek larger partners. Increased Participation of Large Volume Sellers Offering Minimal Service. Office superstores and consumer electronics chains have entered the automated office equipment market, forcing smaller dealers to either reduce prices or exit the middle market. Office superstores and consumer electronics chains, as well as smaller dealers, face difficulty competing in the middle market because they are not well equipped to provide the sophisticated support services required to offer mid- and high-range office equipment. Similarly, IT direct marketers are offering multi-branded hardware and software while original equipment manufacturers, or OEMs, are now directly offering their hardware and software products via phone, fax, and the internet. In both cases, these direct selling models provide limited service offerings, which are increasingly critical to most small and medium businesses. We have successfully served the middle market with our value proposition that bundles local equipment sales and local support services in a competitive price package. Today's office has a variety of equipment to choose from:

Integrated, networked and digital document solutions Color laser printers and networkable black-and-white printers that can put the impact of color and low-cost productivity right at your desktop. Color printers and copiers Monochrome copiers from 14 to over 100 pages per minute Multifunction fax systems that perform printing, faxing and scanning

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential What do you want your machine to do? Before starting your search, take time to assess your needs and how you expect to use the copier. You'll find the following needs assessment list a helpful tool in narrowing down your inquiries. Needs Assessment by asking for few Question 1. What kind of documents does your office produce the most? Collect and list those most critical to your business. 2. How many copies do you currently make each month? 3. How many copies do you expect to make each month in the next one or two years? 4. Would you like a more cost-efficient solution to outsourcing certain documents? 5. How many people will be using the equipment? 6. How much usable space would multifunctional office equipment help you recover? 7. Will you need finishing features, such as stapling, collating and binding? 8. Have you estimated the savings from being able to print both sides of a document? 9. How important is speed for the kind of copying, faxing and printing you want to do? 10. How many color copies do you print or outsource per month? 11. Would you like to be able to print, fax and scan right from your desktop? 12. Are you interested in networking the copier/printer/fax with your office PCs? 13. Will your equipment need to handle different paper sizes and weights? 14. Do you frequently need to include photos, add cover sheets or enlarge text in certain documents?

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential As you look at various copiers, consider such key factors as copy quality, capacity, paper handling, reliability, speed, and productivity. Some manufacturers may promote one or more of these as characteristic of their products. Your best bet, however, is to invest in a copier that has all of them and more. Copy quality-- Almost any copier can deliver a good copy to start with, but you want to know how long that quality will last. Do you copy certain document or ink colors frequently? Can the copier deliver high quality on the paper stocks you copy onto? Ask it is copies solid ink areas and line-work well, and if it offers quality adjustments such as Copy Contrast and Photo Mode. Capacity-- Every copier is built to meet a specific demand. You can find models built to make as few as 500-1,000 copies per month, while others are built to make over one million a month. Get the one made for the amount of copying you'll actually do. If you find your volume expanding and exceeding the copier's recommended usage level, trade up to the next level of copier. Better yet, anticipate growth and buy or lease accordingly to meet your needs for the future. Paper handling-- Several different types of paper feeders are available, including the Automatic Document Feeder (ADF) and the Recirculating Document Handler (RDH). Both save operator time, but the RDH has an edge because you don't need sorter bins to have collated document sets. RDH can also automatically copy both sides of a sheet. Reliability-- In gauging the reliability of a copier, consider its origin. Is the manufacturer well-established, with a good reputation and among the leaders in its industry? Other measures of reliability include the type and duration of warranty offered, and the scope and commitment of the company's service organization. Speed-- A fast first-copy speed is important if your business normally makes many single copies of single originals, or if walk-up copying is frequently utilized. But overall operating speed is more critical if you tend to copy a high volume of multi-page documents. The copier's rated speed, or number of copies per minute (cpm), is only one indicator of productivity. Babasabpatilfreepptmba.com Page 17

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Productivity-- Productivity is a combination of many elements, including all of the above. Part of the computation includes employees' time saved, document handling efficiencies gained and newer applications made possible. Another point to remember about productivity is the advantage of dealing with one company that offers service, supplies and administrative support, as well as quality products

Following are a number of productivity-enhancing features you'll want to consider for your copier: Automatic Document Feeder Semi-Automatic Document Feeder Recirculating Document Handler Computer Forms Feeder First-Copy Speed Rated Speed Automatic Duplexing Cover Sheet Insertion Image Shift Automatic R/E Single/Multiple-Sheet Bypass "Clamshell" Access Self-Diagnostics Control Panel/Message Display Replaceable Toner Cartridges Replaceable Copier Cartridges Electronic Editing Split-Scan Copying

Zoom Reduction/Enlargement Automatic Size Sensing Job Recovery Job Interrupt Job Programming Paper Trays/Cassettes Automatic Tray Switching Sorter Stapler Offset Catch Tray

What kind of office equipment do you want need? The time you put into assessing your equipment needs was well spent. It will help shorten the search for the right product for your office.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Digital copiers--An important fact about the digital copier is that it scans an original image once, records it in memory, then prints as many copies as you need without having to scan again. When the image comes directly from a PC, every copy is an original. Contrast this with a light-lens copier, which must "photograph" the original every time for every copy you want. This "scan once/print many" technology means that jobs are copied faster and easier. Fewer moving parts and a short paper path also mean better reliability, less required maintenance and fewer service calls. Other benefits include:

Copies look better with digitally enhanced laser-sharp text and graphics Connectivity also lets you print, edit, collate, staple and fax right from your PC Multifunctional capabilities save valuable office space Some models are modular, enabling you to add features and functions as needed

Digital technology is fast becoming the new standard in office equipment. Not just simpler, more versatile and dependable, digital provides new dimensions in reliability and image quality. Look for the new digital copiers to save you time and money, while also adding productivity. Color copiers--Research shows that people not only prefer color, they rate communications 60 percent better when they are in color. Many businesses already are using color to make reports more powerful, proposals clearer, and to give documents a better chance of getting real by highlighting important text and amplifying key messages. More and more businesses are creating even greater audience interest via full-color copies. The significantly faster high-end color copiers apply the four basic colors (cyan, magenta, yellow, and black) in a single application. Low-end copiers take four steps, rolling the paper around the image drum four times to apply each color. Along with reproducing four-color originals, most digital color copiers can also be connected to a color server to become, full-color printers. Whether your interest is in a high- or low-end color copier, key attributes to look for include accurate, easy-tocalibrate, consistent colors and high image quality. Light-lens copiers--From small jobs to big ones, today's light-lens copiers are light years away from those introduced in years past. Easier to use, far more compact and Babasabpatilfreepptmba.com Page 19

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential more reliable, their user-friendly interfaces put a wide variety of functions and features right at your fingertips. Many are now environmentally friendly, and some even provide customer-replaceable copy and toner cartridges. Look for the one most suitable for your needs from the following Office Copier categories:

Convenience copiers (12 to 30 cpm and volume to 20,000 copies per month) On a desk or as a stand-alone unit for walk-up users, convenience copiers make it easy for individual users to take care of business. Workgroup copiers (31 to 59 cpm and volume to 75,000 copies per month) These copiers are designed to accommodate employee groups of a few to many people. Productivity-enhancing features might include reducing and enlarging. two-sided copying, automatic stapling, collating, and so on. Depending on the model, they may also be networked. Departmental and production copiers (60 + cpm and volume over 75,000 copies per month) These models are capable of handling a multitude of tasks up to and including production of booklets with staple-stitching and thermal binding.

An office runs on more than copiers. The same effort that goes into searching for the right copier applies to other office equipment as well. Before purchasing or leasing one of the following machines, assess your needs, know who you are dealing with, and carefully consider the level of product and service quality you expect to receive. Printers-- Sooner or later, almost every document created on a computer is printed. The type preferred for most office applications is the laser printer, which is also the fastest. Critical specifications to look for are the number of dots per inch (dpi), speed and memory. A high dpi setting applies more ink dots per square inch, making text and images clearer. Speed for some printers can range as high as 40 pages per minute (ppm) in a relatively small package. The more memory your printer has, the faster it can receive and store data from your computer.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Multifunction machines-- These ultimate convenience machines offer combinations of functions such as copying, printing, faxing, PC faxing and scanning. Integrating these functions in seamless, automated work processes can save time, space and overhead. Fax machines-- If yours is a busy office, you will want a fast plain-paper laser facsimile machine that can receive faxes at the same time documents are being scanned or copied. Fast scanning into memory is an important feature when time is a consideration or you need to transmit many faxes. Does the company come with its product? Even the best, most reliable office equipment needs ongoing maintenance and occasional service. So, regardless of the model or type of product you buy, you have every right to expect your vendor's involvement to continue long after the sale. You'll want to look for the fullest, most comprehensive range of service and warranty plans to ensure that your investment is maximized to your complete satisfaction. Service-- How much downtime for regular servicing is acceptable to you? How long are you willing to wait for a technician to visit after you call for service? What about afterhours service? One way to ensure service that meets your expectations is to get your office equipment from a company with its own service organization and widespread geographic coverage. The company's technicians should be specifically trained to maintain and repair your model. To facilitate service, some copiers have diagnostics that can be accessed via phone lines to a service technician's computer. The benefit is that you don't have to wait for an onsite visit from the technician. If a problem can't be handled over the phone, some companies even guarantee the scheduled arrival of the technician. Warranties-- The best warranty is one that lets you be the one who decides if you're satisfied or not. Another thing to look for is how long the warranty remains in effect.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential How long a manufacturer is willing to provide service at no additional cost is also an indirect way of gauging the projected reliability of a copier. Beware of warranties that require you to endure a complex and drawn-out process for exercising your warranty rights. How much should your money buy? As important as the sticker price on a piece of office equipment is, the more important price is its total cost of ownership. To arrive at this measurement, project the cost of purchase or lease, plus the cost of service and supplies over the useful life of the equipment. This enables you to compare true costs among whatever models you are considering. In the case of copiers, you want to arrive at the ongoing cost-per-copy. Buy vs. Lease-- When choosing between these two means of acquisition, figure the total price for each method for the projected life of the copier, including any tax benefits. Although buying provides the lowest price, you'll want to consider it it's the best use of your working capital. In general, leasing can be more economical because you preserve working capital. Supplies and support-- Copiers, printers and fax machines tend to eat up a lot of supplies. How easy will it be for you to get the supplies you need, when you need them? Being able to depend on one source for product, service, supplies and support will provide you more than just convenience. There's also the peace of mind in knowing that the supplies you use were manufactured to work within your machine's exact specifications and tolerances, thereby lowering service and maintenance costs.

What is a Multifunction Printer? A Multifunction Printer, often referred to as an MFP, is a device that consolidates the functionality of a printer, copier, scanner and/or fax into one machine. Multifunction Printers are becoming a common choice for budget-minded businesses that want to consolidate assets, reduce costs, and improve workflow. Babasabpatilfreepptmba.com Page 22

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Multifunction Evaluation Considerations To make an informed decision about what multifunction printer is right for you, you need to ask the right questions. Here are the ten things you must know before you buy a multifunction printer. 1. Know your requirement Understand what you need the multifunction printer to do for you and your end users. Beyond printing and copying, how do you want to use the MFP to help manage documents, reduce paper, simplify workflow, manage forms, etc? How many copy, print, fax, scan, and email jobs will you run each day? How many users will share the device? Will you need it to be color capable? There are a number of requirements to consider. Our Multifunction Buyer's Guide can help you further define your requirements. 2. Know the Total Cost of Ownership (TCO) and Cost/Value benefit When evaluating a multifunction printer, beware of looking only at the cost of the initial hardware. There are a number of other factors to consider, including the cost of supplies. Once ink costs are taken into consideration, inkjet multifunction printers, initially perceived as being low cost, often turn out to have an equivalent or higher TCO than the higher performing laser and solid ink multifunction printers. TCO can also increase significantly for devices that are hard to use and maintain, unreliable, or lack the features and capability to efficiently and effectively produce the results you need. Your mutlifunction printer can become a useful asset in managing and controlling costs for printing and imaging, and can also add new capabilities to your organization if you choose wisely. Consider how MFPs can address total cost of ownership for printing and imaging assets, better consolidate and improve management of resources across the organization, and improve business process efficiency. 3. Know what third parties have to say Compare the data on the actual performance and management and support issues promoted on the vendor's spec sheets with data from independent testing agencies. What are experienced people in the industry saying about the quality and performance of the product you are considering? Babasabpatilfreepptmba.com Page 23

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential 4. Know how easy it is to connect to an existing network Consider how easily the system will integrate with your existing network. Is it easy to deploy? Does it require minimal start-up training? Does it come with software or wizards to guide you through installation, troubleshooting, and upgrading? 5. Know how easy it is to use Prevent bottlenecks and costly employee down time by finding a multifunction printer that's easy to operate. Check for intuitive user interfaces, minimal training requirements, and easily accessible online help and documentation. If you do need support, check that the product is backed by manufacturer-provided service and support coverage. 6. Know its multitasking abilities Look for an multifunction printer that can truly multifunction. Can users access each function they need, even if other functions are already in use? Be aware that some products, such as All-in-Ones (AiOs), offer multiple functions all in one device, but can't multi-task, so they cannot deliver all the functions of a multifunction printer concurrently so you may risk downtime due to bottlenecks. 7. Know its bi-directional communication capabilities To communicate timely and accurate information to users and IT administrators on the status of jobs, queues, and devices will result in more intervention by you and your staff to solve, prevent or anticipate problems. Solid bi-directional communication, both at the device and across the network is essential to keeping a product running consistently. Look for print job and device status capabilities from the desktop and the ability to view all job queues at the device and across the network. 8. Know the available device management, remote intelligence, and support Consider the vendor's commitment to providing robust device and fleet management tools and utilities. This is something you may want now or in the future. Look for device relationship management software that optimizes the device's availability and Babasabpatilfreepptmba.com Page 24

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential uptime. Does the vendor provide superior response time and provide consistent quality of service? You want to trust your multifunction printer will stay up and running to ensure you have an efficient and productive office. 9. Know whether it provides the level of security and confidentiality you need does the device offer the appropriate level of security for your business? Is it scaleable to provide more security if your needs change? 10. Know what software and solutions are available Understand what compatible software and solutions are available from the vendor, as well as their solution partners. Multifunction printers can help you streamline duplicate and cumbersome document processes and electronically organize, edit and archive your paper documents. With an MFP and a simple software application you can turn paper documents into electronic format and send to multiple destinations - email, document repositories, network folders, even remote printers - with a single scan. Once you're armed with the knowledge you've gathered by asking these questions, you'll be prepared to make the right decision for your business. These are the few models of the digital copiers & the multifuLast printed nctional duplicators

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

list of competitors for digital Photo Copier Toner/Digital multi-functional duplicatores CANON MITA TOSHIBA SHARP BROTHE R XEROX BPL

RICOH

MINOLTA

LANIER

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TELEVISION INDUSTRY PROFILE The Indian Television industry is going through turbulent transformation. Companies are relooking at their strategies and are desperate for growth. The entrenched position of the Indian market leaders in CTVs like Videocon, BPL and Onida has been challenged by the MNCs such as LG, AIWA, Akai, Panasonic, Samsung, Sony, Philips and Sharp; some in a perceptible way and others threatening to do so. The changing environment demands fresh thinking to gain the cutting edge advantage. This paper attempts to look at the various macro and micro environmental factors operating in the industry using the model of strategic analysis by George Day, i.e. to analyse the bargaining power of buyers and suppliers, the threat of new entrants, threat of substitutes, intensity of rivalry, impact of technological changes, growth and volatility of the market and the influence of government and regulatory interventions. These variables affecting the industry have been categorised as favourable or adverse depending on the influence on the profitability of the industry. Some strategic initiatives, which can be adopted, to leverage the favourable forces and prevent the adverse ones have been identified. In the last five years color television industry (CTV) has witnessed drastic changes in the intensity of competition. Exchange schemes, free gifts, price offs, prizes, deferred payment schemes and other incentives as promotional tools have been deployed by the players, which certainly have made the market, vibrant and pulsating. A major factor contributing to the growth has been availability of consumer financing schemes. Concomitantly, the industry has been witnessing a new scenario with a new market profile. The entrenched position of the Indian market leaders in CTVs like Videocon, BPL and Onida has been challenged by MNCs such as LG, Samsung, Sony, Philips, AIWA, Akai, Panasonic, Sansui and Sharp; some in a perceptible way, others threatening to do so. The industry is going through turbulent transformation. Companies are relooking at their strategies and are desperate for growth. This paper attempts to analyze the various macro and micro environmental factors operating in the industry to provide a basis for devising strategy . INDUSTR Y PERFORMANCE

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential The performance of the Consumer Electronics industry comprising television, audio equipment, DVD, VCR has been analyzed from 1998-99 to 2002- 03 (Exhibit 1). Important performance indices such as Debt-Equity ratio (D/E), Return on Net worth (RONW) (Post tax), Net Sales/Total Assets and Operating Profit/Net Sales are as depicted in charts 1-4. Chart 1 depicts the declining trend of D/E till 2001, but rising trend thereafter, showing that the industry is shouldering an increasing debt burden. This may be because of the need to pump more funds for aggressive marketing. RONW (Post tax) as depicted in chart 2, has increased from 7.3 in 1998-99 to 10.2 in 2001 but plummeted to 7.6% in 2001-02 and became 3.3 in 2002-03. Profit margins of all the players have decreased due to falling prices and increasing marketing and R&D costs. This indicates that the industry, in general, is in a state of turbulence and there are fluctuations in financial performance driven by changes in competition and consumer centric promotions. In chart 3, the ratio of Operating profit/Net Sales exhibits the Fluctuating pattern over the years with drop to an all time low of 4.4 in 2002-03. This indicates increasing pressure on bottom line due to heightened competition. Chart 4 shows a more or less stable Net Sales/ Total Assets hovering between. This indicates that there is relatively stable utilization of assets. These four indices taken together show that the consumer electronics industry is passing through a difficult phase from year 2000 onwards, characterized by increasing debt, erosion of net worth, declining profits and low asset utilization. The industry is undergoing changes in the levels of competition and hence there are fluctuations in financial performance. The entry of MNCs in the market has given rise to aggressive marketing and thus eroding the profitability of well entrenched Indian players. Given the turbulence in the environment there is a need for an in-depth analysis to decipher the impact of various factors.

INDUSTRY ANALYSIS- 5 FORCES MODEL


Michael Porters Five Forces Model provides a robust and time-tested framework for analyzing any industry, reflected in the strength of the five forces (industry competitors, potential entrants, threat of substitutes, power of buyers and power of suppliers). The collective strength of the five forces determines the ultimate profit potential in an industry, where profit is measured in terms of long term returns on capital invested (Porter, 1980). The elements of each of the above forces and the extent and /or effect of

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential each element in the context of the television industry have been analyzed and enumerated below. Porters framework, however, does not address three important variables- Government and Regulatory Interventions, Technological Changes, and Growth and Volatility of Market Demand. These variables have been included in the model proposed by George Day (Day, 1990), which evolved from Porters model and have been analyzed in this study Degree of Rivalry Degree of rivalry denotes the intensity of competition within the industry. LG is the market leader with 26% market share followed by Samsung and Onida (Exhibit 3). Although LG is the market leader, its average realisation is lower than the industry average due to competitive pricing. India is one of the biggest global markets for LG, therefore its strategies are much more aggressive to ensure huge growth. On the other hand, Samsung is far stronger than LG globally, and while India is a key market, there is no crushing need to ensure immediate big growth numbers. The company expects the Indian arm to contribute 10% of the total worldwide turnover by 2010. According to Crisil, the company has been growing at CAGR of 24% between 2001 and 2004.The Company sells a large portion of its wares on a cash-and-carry basis, and has a return on capital employed of 43%. Despite being big in size, the company is operating in a tough market, which explains why it has a net profit margin of only 5%. Videocon, another major player has managed to hold its own in the midstof the onslaught from the Korean majors, though profits have suffered. Other large Indian companies in the top of the list ar Mirc Electronics. While Mirc Electronics is managing to hold its share by adopting value for money strategy, BPL is facing tough time, experiencing drastic decline in market share. Sony, Philips, Akai, Sansui, Aiwa, Toshiba and now Hyundai are the other foreign brands in the market. The industry is based on numbers game and companies will have to maintain a fine balance between catering to lifestyle requirements and meeting the needs of average consumer. The sales value of the top six CTV players has increased more than proportionately to the corresponding increase in their market shares. Although the top players have drastically reduced prices, they have

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential gained more volume due to increasing market size and higher penetration levels, coupled with conscious shift towards flat color televisions COMPETITOR ANALYSIS A detailed analysis of some of the major players is done below: LG ELECTRONICS LG Electronics rightly understood the consumer motivations to create magnetic products, price them strategically, position them sharply and keep making the magnetism more potent. Having understood the finer differences in consumer motivations, it opted for sharp arrow reasons-to-buy differentiation over the blanketall approach taken by most of the other players. It is an aggressive marketer. It focuses on low and medium price products. SAMSUNG Initially the strategy of Samsung in India was to create premium image by emphasizing global brand. After facing stiff competition from another Korean major- LG, Samsung also started playing price game. In 2004 it reverted back to its premium positioning, although it resulted in some loss of market share. In line with the Global Digital Initiative of the Parent Company, Samsung India is seeking to acquire digital leadership in India by introducing its digital ready televisions like the 40" LCD Projection TV, 43" Projection TV and the Plano series of Flat Color televisions.

ONIDA (MIRC ELECTRONICS) Its popular devil ad although had engendered a strong emotional pull towards the brand, technologically it represented no advancement. The company plugged the gap by touting its digital technology. Like Videocon, it has also been able to hold its market share. The world-class quality of Onida has enabled the company to make a breakthrough on the export front. Onida is a leading brand in Gulf market and also exports its models to Africa, Bangladesh, Sri Lanka and Nepal. It has technical tie-up with the Japan Victor Company, better known as JVC. So focused is Onida on Babasabpatilfreepptmba.com Page 31

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential positioning itself on the premium, high-tech plank that it is even planning to push its own envelope on obsolescence, much like Intel has been doing in its own industry. The strategy is aimed at further broad basing the product offering of the company, which has largely dominated the top-end of the television market, across multiple market segments. Besides understanding the strategy adopted by different players, several other factors- industry growth, concentration and balance, corporate stakes, fixed cost, and product differences need to be analyzed to determine the extent of rivalry between the existing players. VIDEOCON Videocon has always been a price player and has an image of a low price brand. This entails providing more features at a given price vis--vis competitors. It has taken over multinational brands to cater to unserved segments, like Sansui- to flank the flagship brand Videocon in the low to mid priced segment, essentially to fight against brands like BPL, Philips, Onida and taken over Akai- tail end brand for brands like Aiwa. Videocon is one of the largest manufacturers of television and its components in India and thus has advantages of economies of scale and low cost due to indigenisation. It has the widest distribution network in India with more than 5000 dealers in the major cities. It also has a strong base in the semi-urban and rural markets. Due to its multi-brand strategy, it has at present multiple brands at the same price point. Point. This has led to a state of diffused positioning for its brands. It has also led to a cannibalisation of sales among these brands. The flagship brand Videocon has lost market share due to the presence of Sansui in the same segment. Because of reduction in import duties on CPT the cost advantage of Videocon is also on the decline. Hence it is facing rough weather and also trying to boost exports. INDUSTRY GROWTH The industry has been witnessing robust demand; fuelled by revival in economy, increase in individual disposable income and liberal incentive schemes by banks and financial institutions. The demand for CTV grew at 15% during 1985-89 but witnessed a slump from 1990-94. With the entry of MNCs and thereby aggressive marketing, the period between 1995-96 to 1999-00 saw a surge in growth rate to 29%. Thereafter the market has been growing but at a decreasing rate due to increasing penetration and near Babasabpatilfreepptmba.com Page 32

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential saturation in urban households (Exhibit 4). This is in spite of the fact that CTV penetration in India is as low as 23%, more so in rural markets and hence has potential for growth (Exhibit 5). According to the Francis Kanoi report CTV in India in 2010, the possible demand for CTVs in India in 2010 is likely to be at least 18.2 mn or 12 mn in the worst scenario. This figure is not very far from that in Europe with a market size of 30mn sets and China at 24 mn sets as of 1999. It has been further predicted that if power ceases to be an impediment in the growth of CTV market, especially in the rural sectors, a GDP growth of 7% could take the CTV demand in 2010 to 20 million. The report also assumes that economic expansion will lead to increase in prosperity levels down the income strata and the technological advances in transmission, reception etc. will compel replacement. The entry of Star TV, Zee TV, BBC, CNN among a host of other private channels has given choice to the consumer. Proliferation of niche as well as mass entertainment channels has led to the purchase of multiple television sets per household. World cup and cricket tournaments are key drivers in the increase of CTV sales. Host of cricket tournaments like Series with Australia and Pakistan, Mini World Cup, World Cup are a major attraction for cricket crazy India and companies are tapping this opportunity by sponsoring cricket related events and running promotions around them.

Segment North East West South Rural Urban ABOUT THE PLASMA & LCD TV Babasabpatilfreepptmba.com

Share (%) 28 17 29 26 40 60

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Do you know? Liquid Crystal dates back as early as 1888! Austrian botanist Friedrich Reinitzer was studying plant cholesterol when he discovered the liquid crystal state. In the 1960s, America officially began researching Liquid Crystal Displays. In the 1970s, Japan introduced the worlds first calculator with LCD technology which started the LCD & plasma era! Of course LCD technology, not to mention the advanced electronics driving the audio and visual performance of your television, has come a long, long way since then. Friedrich Reinitzer couldnt have imagined in his wildest dreams that he was discovering the key to the richest and most vivid television monitors available on the market today. What You Should Know About LCD Screen Dimension Active area refers to the part of a screen that displays images. The dimension of the active area is measured diagonally across the screen. For example, a 32-inch TV means an active area of 32 inches measured from the top left to the bottom right corners of its image. As LCD screens get bigger they become much more difficult to manufacture, requiring more advanced production facilities. At one time, 20-inch LCD TVs dominated the LCD TV market, but advancements in manufacturing technology have allowed bigger screens to come to the home market with the same excellent image quality and resolution.

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Resolution An LCD TV consists of many sub-pixels. One Red (R) sub-pixel, Green (G) sub-pixel and Blue (B) sub-pixel make a pixel. For example, a 1920 x 1080 resolution means that the screen has 1920 pixels horizontally and 1080 pixels vertically. Screens with higher resolutions are capable of displaying finer images and detecting enhanced display signals. When the resolution is too low, the images appear grainy.

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HIGH Resolution (Fine Image)

Lower Resolution (Grainy Image) Brightness The brightness of LCD is measured by cd/m2, which represents the candela (an international unit of luminous intensity) of the screen. The brightness of a screen will affect the comfort of your eyes while you are viewing. In general, the brightness setting needs to be set higher when you are viewing in brighter environments or sitting further from a screen. For normal living room lighting, the brightness setting needs to be at least 500 cd/m2.Plasma TV claims to have brightness of up to 1000 cd/m2, but this data is derived from testing the plasma panel alone. The Plasma TVs in the market have an anti-reflection sheet added to the screen surface, lowering the actual brightness they can achieve to between 400 and 500 cd/m2. This is certainly acceptable in low and average light conditions but is severely limited in its flexibility.

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Higher brightness

Lower brightness Contrast Ratio The contrast ratio refers to the difference between the white and black brightness. It measures the difference between the brightest white that the screen can produce and the darkest black. The greater the difference between these two extreme points, the greater the number of shades of color that the screen can represent. The higher the contrast ratio, the better the color representation and vividness of the colors on the screen. If the contrast ratio of your television is not high enough to represent the image it is trying to reproduce, it will dither or approximate the color. Around the edges of objects this will show up as a loss of sharpness of the image. For crisp sharp images, the contrast ratio of your television needs to be able to represent all the colors from your source signal. To deal with modern multimedia such as DVDs and computer games, as well as HDTV broadcast signals, the contrast ratio of your television should be at least 800:1. Babasabpatilfreepptmba.com Page 37

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High Contrast Ratio (Vivid, sharper and more dimensional)

Lower Contrast Ratio Color Saturation This is a measurement of color purity, measured as a percentage against the NTSC standard of 100. Many CRT, Plasma and LCD televisions have a color saturation of around 72%, which is an acceptable level for good reproduction of a normal television broadcast. Modern multimedia and HDTV place much greater demands than standard television broadcasting for the color saturation you will require achieving the potential richness of the images. Saturation runs from neutral grey, through pastel, to saturated colors. Your television needs to be able to represent all these colors to make up the image on your screen, no matter how saturated they are. Higher color saturation capability by your television screen allows it to reproduce more colors, giving you brighter, more beautiful images.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

High color saturation

Low color saturation Response Time If you were watching a still image on your screen, the response time would not be important to you. But the faster your image moves, the faster each pixel must react by changing colors. If your television cant keep up, then you will see a ghosting or streaking effect. How quickly a pixel can change colors is measured in milliseconds (ms). Some televisions are not fast enough to meet the needs of modern DVD, computer game or digitized HDTV signals. Current and future sources require at least 16ms response time. If you are a demanding user, for example you play real-time computer games, you should look for an ultra-fast LCD TV, which can react in as little as 8ms.

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Quick response time (clear image)

Slow response time (Blurred image) Viewing Angle A major limitation of older flat screen televisions was a limited viewing angle. To view the images clearly, you needed to be directly in front of the screen. As you moved further to any side, the contrast, color and brightness of the image became progressively worse. There are four specific visual angles - up, down, left and right. The standard requirement for each angle is at least 80 degrees. Some models will deliver even better angles. When buying an LCD TV, dont make a decision based solely on viewing the image from the front or based on a factory label that states wide viewing angle. View the television from different directions to ensure it meets your needs for viewing angles.

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Wide Viewing Angle (Side Viewing dose not destroyers the image)

Narrow Viewing Angle (Side Viewing destroyers the image Lifetime Regardless of whether you purchase a CRT, LCD or Plasma television, it will consume fluorescent powder and the brightness of your screen will decrease over time. The LCD industry defines lifetime as the time taken for the brightness to drop to half of the default value. When an LCD TV owner thinks the brightness of the picture has reduced noticeably, a new backlight can be installed to replace the old backlight and extend the lifetime of the television. This is not possible with Plasma TV because it is selfilluminated. As an LCD TVs lifetime guarantees to last more than 60,000 hours, its unlikely that youll ever need to replace the backlight. At 8 hours per day, thats more than 20 years!

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As your TV becomes older it losses its brightness

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COMPANY PROFILE

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential HCL INFOSYSTEMS LTD E-4, 5 & 6, Sector 11, NOIDA 201 301, UP India Tel: 2526518/19, 2520977 Fax: 2550923 STD Code: 0120, ISD Code: 120 HCL Infosystems is Indias premier information enabling company. Leveraging its 3 decades of expertise in total technology solutions, HCL Infosystems offers valueadded services in key areas such as system integration, networking consultancy and a wide range of support service. HCL Infosystems is among the leading players in all the segments comprising the domestic IT products, solutions and related services, which include PCs, Servers, Imaging, Voice & video solutions, Networking Products, TV and FM Broadcasting solutions, Communication solutions, System Integration, ICT education & training, Digital lifestyle Solutions and Peripherals . HCL has a direct sales, channel sales and retail sales network pan India. Continuously meeting the ever increasing customer expectations and applications, its focus on integrated enterprise solutions has strengthened the HCL Infosystems capabilities in supporting installation types ranging from single to large, multi-location, multi-vendor & multi-platform spread across India. HCL Infosystems, today has a direct support force of over 3000+ members, is operational at 360+ locations across the country and is the largest such human resource of its kind in the IT business in India. HCL Infosystems has pan India presence across metros and non-metros. HCL Infosystems' manufacturing facilities are ISO 9001 & ISO 14001 certified and adhere to stringent quality standards and global processes. With the largest installed PC base in the country, four indigenously developed and manufactured PC brands 'Infiniti', 'Busybee' 'Beanstalk' and Ezeebee - and its robust manufacturing facilities, HCL Infosystems aims to further leverage its dominance in the PC market. It has been consistently rated as Top player in PC industry by IDC . HCL INFOSYSTEMS LTD Behind Star Petrol Pump OPP. P.C.JABINS College Vidya Nagar - HUBLI

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential The 'Infiniti' line of business computing products is incorporated with leading edge products from world leaders such as Intel. Constant innovation to meet the customized requirements of its customers has enabled HCL to create the trusted ICT infrastructure platforms, powerful value adds like HCL Embedded Control & Continuity (HCL EC2) technology and the future generation of digital lifestyle enablers. The Imaging, Voice & video solutions segment has strategic alliances with industry leaders to provide services in various domains which include Audio Video system integration solutions, broadcasting solutions, imaging products and solutions. The company has strategic alliances with world leaders for voice and video conferencing solutions, TV and FM Broadcasting solutions and for Imaging products and solutions to provide documentation products like copiers, MFDs, Duprinters, laser printers and large format printers. The Channel Business of HCL Infosystems has an extensive network of over 3000+ resellers across 900 locations. It has actively promoted the penetration of PCs in the home and the small office/home office (SOHO) segments . HCL Infinet Ltd, 100% owned subsidiary of HCL Infosystems Ltd. is a class A ISP focusing on providing the corporate networking services like Virtual Private Network, Broadband Internet Access, Internet Telephony Hosting & Co-location services, designing & deploying Disaster Recovery Solutions & Business Continuity solution, Application Services, Managed Security Services & NOC Services over its state-of-the-art IP / MPLS network and end-to-end contact center solutions.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential VISION STATEMENT "Together we create the enterprises of tomorrow" MISSION STATEMENT "To provide world-class information technology solutions and services to enable our customers to serve their customers better" QUALITY POLICY "We shall deliver defect-free products, services and solutions to meet the requirements of our external and internal customers, the first time, every time" OUR OBJECTIVES To fuel initiative and foster activity by allowing individuals freedom of action and innovation in attaining defined objectives. OUR PEOPLE OBJECTIVES To help people in HCL Infosystems Ltd. share in the company's successes, which they make possible; to provide job security based on their performance; to recognize their individual achievements; and help them gain a sense of satisfaction and accomplishment from their work. CORE VALUES

We shall uphold the dignity of the individual We shall honour all commitments We shall be committed to Quality, Innovation and Growth in every endeavour We shall be responsible corporate citizens

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential CHAIRMAN & CEO'S PROFILE Ajai Chowdhry Founder - HCL Chairman & CEO - HCL Infosystems An engineer by training, Ajai Chowdhry is one of the six founder members of HCL, Indias leading Technology and IT Enterprise. HCL, Indias original IT garage start-up founded in 1976, is today a US$ 4.7 billion Global Enterprise.

Ajai took over the reins of HCL Infosystems, the flagship company of the group, as President and CEO in 1994. He was appointed the Chairman of HCL Infosystems in November 1999. Under Ajais stewardship, the companys turnover has grown to US$ 3.1 billion for the last 12 months from US$ 89 Million in 1994. Employing ~5700 people, it has emerged as the countrys information-enabling powerhouse. Ajai has been a key force in driving the growth of HCL Infosystems. The credit of setting up HCL's overseas operations, starting with Singapore in 1980 goes to him. During this tenure he extensively covered South Asian Markets including Malaysia, Thailand, Hong Kong, Indonesia, and the People's Republic of China, expanding business operations, which paved the way towards enhancing HCL's core competencies in bringing the best international technologies to the domestic market.

Driving the thrust on IT, Telecom and Imaging, Ajai perceives the role of his company as that of enabling information. Credited with providing momentum to key IT phenomena - within the company as well as in the industry - he has constantly added newer and cutting edge technology skills to the company's portfolio. Under his leadership, several new projects have been undertaken in the company that have had a lasting impact including pioneering HCL into digital lifestyle by getting into IT retail, building technology capability for convergence at the time when convergence of IT was merely a slogan, spearheading the company wide Quality movement and driving a vision of IT for the masses are some examples. A great believer in manufacturing potential of India, Ajai has relentlessly advocated the cause of manufacturing in India to many non-Indian MNCs, Industry bodies and Government. An absolute stickler for customer focus, he himself spends significant time personally listening to customers. Babasabpatilfreepptmba.com Page 47

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Ajai sensed an emerging opportunity early in the telecom and imaging domain and today HCL Infosystems is poised to exploit this opportunity to offer a richer bouquet of technology products to its customers . It is recognition of stature and his visionary ability that Ajai was invited to be part of the IT Hardware Task Force set up by the Prime Minister of India, to give shape to the

Countrys IT strategy. Ajai has tirelessly championed the cause of improving PC penetration in the country. He has worked closely with many Government bodies to take the IT for the masses agenda forward and is on several government committees to take forward the course of IT and Hardware in India. Ajai has recently been invited to Chair the Confederation of Indian Industrys National Committee for IT, ITES & ECommerce, where he is striving to up the deployment of IT in Indian SMEs to increase their productivity and to make them globally competitive . In cognizance of his contribution in championing the cause of the domestic Indian IT market, Ajai has recently been conferred the DATAQUEST IT Man of the Year 2007 Babasabpatilfreepptmba.com Page 48

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Award. Ajai has earlier been awarded the 'IT Man of the Year' title by The Skoch Consultancy and 'Best IT Man of the Year' by The Foundation of Indian Industry and Economists. He has also received Corporate Ratna - IT Industry of the Millennium Award by Wisitek Foundation and Electronics Man of the Year - 2006 Award by EFY for his pivotal role in HCLs breakthrough innovations . Ajai has a bachelor's degree in electronics and communication engineering, and attended the Executive Program at the School of Business Administration at the University of Michigan, US . His pride and passion for his country very well reflects in the creation of HCL MindiaTM, a forum to salute the prowess of Indian Mind. His affection for music is well known and has lead to the birth of HCL Concert Series. Ajai is an avid reader and is fond of Jazz and the fine arts. He and his wife Kunkun live in New Delhi.

History of HCL

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential 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. The highlights of the HCL saga are summarized below: Year Highlights 1976 - Foundation of the Company laid - Introduces microcomputer-based programmable calculators with wide acceptance in the scientific / education community 1977 - Launch of the first microcomputer-based commercial computer with a ROM -based Basic interpreter - Unavailability of programming skills with customers results in HCL developing bespoke applications for their customers 1978 - Initiation of application development in diverse segments such as textiles, sugar, paper, cement , transport 1980 - Formation of Far East Computers Ltd., a pioneer in the Singapore IT market, for SI (System Integration) solutions 1981 - Software Export Division formed at Chennai to support the bespoke application development needs of Singapore 1983 - 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 applications for the first time, to increase ease of operations. The response to the advertisement was phenomenal. - HCL develops special program generators to speed up the development of applications Babasabpatilfreepptmba.com Page 50

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential 1985 - Bank trade unions allow computerization in banks. However, a computer can only run one application such as Savings Bank, Current account, Loans etc. - HCL sets up core team to develop the required software - ALPM (Advanced Ledger Posting Machines). The team uses reusable code to reduce development efforts and produce more reliable code. ALPM becomes the largest selling software product in Indian banks - HCL designs and launches Unix- based computers and IBM PC clones - HCL promotes 3rd party PC applications nationally 1986 - Zonal offices of banks and general insurance companies adopt computerization - Purchase specifications demand the availability of RDBMS products on the supplied solution (Unify, Oracle). HCL arranges for such products to be ported to its platform. - HCL assists customers to migrate from flat-file based systems to RDBMS 1991 - HCL enters into a joint venture with Hewlett Packard - HP assists HCL to introduce new services: Systems Integration, IT consulting, packaged support services (basic line, team line ) - HCL establishes a Response Centre for HP products, which is connected to the HP Response Centre in Singapore. - There is a vertical segment focus on Telecom, Manufacturing and Financial Services 1994 - HCL acquires and executes the first offshore project from IBM Thailand - HCL sets up core group to define software development methodologies Babasabpatilfreepptmba.com Page 51

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1995 - Starts execution of Information System Planning projects - Execution projects for Germany and Australia - Begins Help desk services 1996 - Sets up the STP ( Software Technology Park ) at Chennai to execute

software projects for international customers - Becomes national integration partner for SAP 1997 - Kolkata and Noida STPs set up - HCL buys back HP stake in HCL Hewlett Packard 1998 - Chennai and Coimbatore development facilities get ISO 9001 certification 1999 - Acquires and sets up fully owned subsidiaries in USA and UK - Sets up fully owned subsidiary in Australia - HCL ties up with Broadvision as an integration partner 2000 - Sets up fully owned subsidiary in Australia - Chennai and Coimbatore development facilities get SEI Level 4 certification - Bags Award for Top PC Vendor In India - Becomes the 1st IT Company to be recommended for latest version of ISO 9001 : 2000 - Bags MAIT's Award for Business Excellence Babasabpatilfreepptmba.com Page 52

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- Rated as No. 1 IT Group in India 2001 -Launched Pentium IV PCs at below Rs 40,000 -IDC rated HCL Infosystems as No. 1 Desktop PC Company of 2001 2002 -Declared as Top PC Vendor by Dataquest -HCL Infosystems & Sun Microsystems enters into a Enterprise Distribution Agreement - Realigns businesses, increasing focus on domestic IT, Communications & Imaging products, solutions & related services 2003 - Became the first vendor to register sales of 50,000 PCs in a quarter - First Indian company to be numero uno in the commercial PC market - Enters into partnership with AMD - Launched Home PC for Rs 19,999 - HCL Infosystems' Info Structure Services Division received ISO 9001:2000 certification - Launches Infiniti Mobile Desktps on Intel Platform - Launched Infiniti PCs, Workstations & Servers on AMD platform 2004 - 1st to announce PC price cut in India, post duty reduction, offers Ezeebee at Rs. 17990 Babasabpatilfreepptmba.com Page 53

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- IDC India-DQ Customer Satisfaction Audit rates HCL as No.1 Brand in Desktop PCs - Maintains No.1 position in the Desktop PC segment for year 2003 - Enters into partnership with Port Wise to support & distribute security & VPN solutions in India - Partners with Microsoft & Intel to launch Beanstalk Neo PC - Becomes the 1st company to cross 1 lac unit milestone in the Indian Desktop PC market - Partners with Union Bank to make PCs more affordable, introduces lowest ever EMI for PC in India - Launched RP2 systems to overcome power problem for PC users - Registers a market share of 13.7% to become No.1 Desktop PC company for year 2004 - Crosses the landmark of $ 1 billion in revenue in just nine months 2005 - Launch of HCL PC for India, a fully functional PC priced at Rs.9,990/- Rated as the No.1 Desktop PC company by IDC India -Dataquest - 'Best Employer 2005' with five star ratings by IDC India -Dataquest. - 'The Most Customer Responsive Company 2005'

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential -IT Hardware Category by The Economic Times -Avaya Global Connect. -Top 50 fastest growing Technology Companies in India' & 'Top 500 fastest Growing Technology Companies in Asia Pacific' by 'Deloitte & Touche'. by 'Deloitte & Touche' -'7th IETE -Corporate Award 2005' for performance excellence in the field of Computers & Telecommunication Systems by IETE. -'Best Bhoomi Brand 2005' by 360 magazine -in the PC category -in the LCD Monitor category. -India 's 'No.1 vendor' for sales of A3 size Toshiba Multi Functional Devices for the year '04 -'05 by IDC. -Toshiba'Super Award 2005 towards business excellence in distribution of Toshiba Multifunctional products, -Strategic Partners in Excellence' Award by Infocus Corporation for projectors. -'Most valued Business Partner' Award for projectors by Infocus Corporation in 2005 2006 - HCL Infosystems in partnership with Toshiba expands its retail presence in India by unveiling 'shopToshiba' - HCL Infosystems & Nokia announce a long term distribution strategy - HCL the leader in Desktops PCs unveils India's first segment specific range of Babasabpatilfreepptmba.com Page 55 75, 000+ machines produced in a single month

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential notebooks brand - 'HCL Leaptops' - IDBI selects HCL as SI partner for 100 branches ICT infrastructure rollout - HCL Infosystems showcases Computer Solutions for the Rural Markets in India - HCL Support wins the DQ Channels-2006 GOLD Award for Best After Sales Service on a nationwide customer satisfaction survey conducted by IDC - HCL Infosystems First in India to Launch the New Generation of High Performance Server Platforms Powered by Intel Dual - Core Xeon 5000 Processor - HCL Forms a Strategic Partnership with APPLE to provide Sales & Service Support for iPods in India Corporate Governance The company firmly believes that good corporate governance practices should be enshrined in all activities of the Companies to ensure efficient conduct of the affairs of the Company while upholding the core values of transparency, integrity, honesty, and accountability. This would also help the Company in its goal to maximize value for all its stakeholders. The Companys activities are carried out in accordance with good corporate governance practices and company is constantly striving to improve them and adopt the best practices. The Company is in compliance with the requirement of the revised guidelines on corporate governance stipulated in Clause 49 of the Listing Agreement with the Stock Exchanges.

Alliances & Partnerships

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

To provide world-class solutions and services to all our customers, we have formed Alliances and Partnerships with leading IT companies worldwide . HCL Infosystems has alliances with global technology leaders like Intel, AMD, Microsoft, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, NVIDIA, SAP, Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer Associates, RedHat, Infocus, Duplo, Samsung and Novell. These alliances on one hand give us access to best technology & products as well enhancing our understanding of the latest in technology. On the other hand they enhance our product portfolio, and enable us to be one stop shop for our customers. Recent Alliances & Partnerships HCL is a certified partner of Oracle for Technology and Application products. HCL is also one of five ATS Renewal Partners of Oracle . Please visit www.oracle.com for more information. HCL & Nokia decide on longer term strategy to further penetrate Indian market Gist of Q&A with callers/ investors/ shareholders on the announcement relating to the long term Agreement with Nokia Toshiba in partnership with HCL Infosystems expands its retail presence in India by unveiling 'shopToshiba' HCL forms a strategic alliance with Bull to launch a new range of Scalable Enterprise Class Servers on Open Architecture AMD & IT Ministry unveil affordable computer to promote 50x15 vision in India HCL Infosystems draws it's strength from 30 years of experience in handling the ever changing IT scenario , strong customer relationships , ability to provide the cutting edge Babasabpatilfreepptmba.com Page 57

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential technology at best-value-for-money and on top of it , an excellent service & support infrastructure. Today HCL is country's premier information enabling company . It offers one-stopshop convenience to its diverse customers having an equally diverse set of requirements. Be it a large multi-location enterprise, or a small/medium enterprise, or a small office or a home, HCLI has a product range, sales & support capability to service the needs of the customer. Last 30 years apart from knowledge & experience have also given us continuity in relationship with the customers, thereby increasing the customer confidence in us. Our strengths can be summarized as: - Ability to understand customer's business and offer right technology - Long standing relationship with customers - Pan India support & service infrastructure - Best-vale-for-money offerings Technology Leadership HCL Infosystems is known to be the harbinger of technology in the country. Right from our inception we have attempted to pioneer the technology introductions in the country either through our R&D or through partnerships with the world technology leaders.

Using our own R&D we have - Created our own UNIX & RDBMS capability (in 80s) - developed firewalls for enterprise & personal system security - launched our own range of enterprise storage products - launched our own range of networking products We strive to understand the technology from the view of supporting it post installation as well. This is one of the key ingredients that go into our strategic advantage. HCL Infosystems has to its claim several technology pioneering initiatives. Some of them are:

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential - Country's first DeskTop PC - BusyBee in 1985 - Country's first branded home PC - Beanstalk in 1995 - Country's first Pentium 4 based PC at sub 40k price point - Country's first Media Center PC Philosophy of Quality "We shall deliver defect-free products, services and solutions to meet the requirements of our external and internal customers, the first time, every time." To exist as a market leader in a globally competitive marketplace, organizations need to adopt and implement a continuous improvement-based quality policy. One of the key elements to HCL's success is its never-ending pursuit of superior quality in all its endeavors. HCL INFOSYSTEMS believes in the Total Quality Management philosophy as a means for continuous improvement, total employee participation in quality improvement and customer satisfaction. Its concept of quality addresses people, processes and products. Over the last 30 years, we have adapted to newer and better Quality standards that helped us effectively tie Quality with Business Goals, leading to customer and employee satisfaction. QUALITY AT HCL INFOSYSTEMS LTD The history of structured quality implementation in HCL Infosystems began in the late 1980s with the focus on improving quality of its products by using basis QC tools and Failure Reporting and Corrective Active Systems (FRACAS). We also employed concurrent engineering practices including design reviews, and rigorous reliability tests to uncover latent design defects. In the early 90s, the focus was not merely on the quality of products but also the Babasabpatilfreepptmba.com Page 59

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential process quality systems. Our manufacturing unit at NOIDA was certified initially to ISO 9002:1994 by Bureau Veritas Certification in 1994 and later on to ISO 9001:1994 in 1997. As of now, all our manufacturing units are certified by Bureau Veritas Certification as per ISO 9001:2000 and ISO 14001: 2004 In early 1995, a major quality initiative was launched across the company based on Philip B. Crosby's methodology of QIPM (Quality Improvement Process Management). This model was selected to because it considered the need and commitment by an organization to improve but more importantly, the individual's need towards better quality in his personal life. Under our Quality Education System program, we train our employees on the basic concepts and tools of quality. A number of improvement projects have been undertaken by our employees, whereby process deficiencies and bottlenecks are identified, and Corrective Action Projects (CAPs) are undertaken. This reduces defect rates and improves cycle times in various processes, including personal quality. We have received MAIT's 'Level II recognition for Business Excellence' for our initiatives in the Information Technology Industry, adding another commendation to our fold. MAIT's Level II recognition is based on the 'European Foundation for Quality Management' (EFQM), for gaining quality leadership and business competitiveness. Our certifications / awards in 2003 include ISO 9001-2000 by Bureau Veritas Certification for our InfoStructure Services and award of First Prize by ELCINA (Electronic Component Industries Association) for Quality, 2002-03. The ELCINA award criteria considers two aspects. (1) Enablers (Leadership & Management commitment, Resource Management, Product Realization, Measurement Analysis & Improvement) and Results (Product Quality, Customer / Stake holder satisfaction , Business results). The tryst for continuous quality improvement is never-ending in HCL Infosystems. We always strive to maintain high quality standards, which help us fulfill our mission to

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential provide world-class information technology solutions and services, to enable our customers to serve their customers better.

PRODUCTS & SERVICES SOLUTIONS PROVIDED BY THE COMPANY


HCL recommends Windows Vista Business HCL Infosystems' portfolio of products covers the entire spectrum of the information technology needs of its customers. By virtue of the immense diversity of markets and customers that it addresses, HCL Infosystems' products offerings include everything from high end enterprise level servers for mission critical applications to multimedia home computers. You may be a large multi-location company exploring solutions to e-enable your organization or you may be a new born rising star looking for someone for IT Planning or setting up your IT Infrastructure, HCL Infosystems has a solution tailor-made for you. PRODUCTS & SOLUTIONS

DESKTOPS & NOTEBOOKS


Business PCs Home PCs Business Notebooks Home Notebooks

WORKSTATIONS

Infiniti Challenger Workstations

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

SERVERS Intel Servers Infiniti Xcel Line Servers HP Risc Servers & Workstations

TECHNOLOGY PRODUCTS

WINBee Thin Clients Terminals POET

DISPLAY PRODUCTS

NETWORKING PRODUCT

SECURITY PRODUCT

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STORAGE SOLUTIONS HCL Storage Solutions Quantum Storage Solutions Library Autoloader Standalone Drivers Qlogic Storage Solutions(HBA Cards) Ingrasys NAS Storage Solutions Brocade Switches

EMC Storage Solutions

TOSHIBA NOTEBOOKS Product Line-up

SOLUTIONS Infostructure Services Networking Services Security Services Facilities Management Services Domestic Hardware Services

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

NEED In the emerging net economy, IT infrastructure Plays the role of a Powerful business enabler to improve your business processes, to help you focus on your goals and strategies and more importantly, to help you serve your customers better. IT Infrastructure demands constant change latest technology,reliable operations and high availability. Leaders like you, in the process of selecting the best of breed in technology, require integrating different solutions from various vendors. Thus a situation where you need a strong reliable and trusted partner committed to deliver beyond just services. ADVANTAGE Staying competitive in todays dynamic business environment means finding new ways to reduce costs while maximizing the value of your technology and personal resources. More than ever, your ability to "do more with less" determines how successful your organization will be. Thats way HCL Insys helps you achieve. By channeling our indepth expertise gained from over 28 years of IT Domain experience. We provide a full bandwidth of services specifically designed to meet your complete IT needs. And as a single window for completing business solutions wherever you are located.......

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential We make IT possible to save money......WE TELL YOU WHERE as well as time ......WE SHOW YOU HOW

6 S Offerings for Business Empowerment SOLUTIONS: The one stop shop solution center for all your IT needs, customized to meet and scale with your unique Business Needs. SERVICES: A range of value added services in IT infrastructure operations and management. SUPPORT: Pan-India footprint of support and logistics locations. Over 260 Direct service support locations. Technically sound workforce of over 1700 certified professionals. STANDARDS: World Class Quality standards maintained for PPP (People, Processes & Performance). Alliance with global technology leaders. SAVINGS: We help you find new ways to reduce costs & "do more with less" by maximizing the value of your technology and personal resources, thereby reducing your total cost of ownership(TCO). SATISFACTION: Complete Satisfaction for the customers through the HCL 6S offering that enables one to maximize system uptime through rapid response and resolution services, thereby optimizing your IT investments.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential SERVICES Networks are multiplying day by day in every organization. Systems are becoming more & more dependent on the availability of data resources of various departments / divisions / locations of an organization and thereby increasing the load and requirements of Networks. The well known networked applications such as Email, Internet / Intranet, GroupWare solution, Relational Databases render the users completely in-effective services, in the event of network shutdowns. Network Management involves Network Monitoring of Bandwidth Utilization, Network Errors / Collisions, Network Troubleshooting, Day-to-day Network Operations, Network performance monitoring, Tuning Network Operating System and advise action plan. SERVICE OFFERINGS

Liaison with networking hardware support provider for all hardware related problems. Use the NMS (Network Management Software) tool available with the customer (if not, then to be made available) to monitor the functioning of Network.

Use the special device/software tool for monitoring the port/network traffic and take appropriate action or recommend preventive actions. (Device / Software tool to be made available by the customer.)

Co-ordinate with cabling warranty providers for repair of faulty points / cables and other related issues. Setup Network File System - NFS - Configuration of files and folders for sharing across the network. Setup Network Information Service - NIS Setup Domain Name Service - DNS Setup Heterogeneous Networking Setup Dynamic Host Configuration Protocol - DHCP Provide detail documentation for all the above-mentioned activities.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Facilities Management Today IT assets have become widely distributed and less visible. Many organizations are spending a very high portion of their technology budget on "soft costs" like purchasing, installing, managing, administration, troubleshooting, training, recruitment, etc for supporting the IT Hardware and Software. So if your systems are critical to the operation of your business, downtime can have a disastrous impact on production, customer satisfaction and revenues. We are in the business of helping customers to use their equipment better. Our Facilities Management Services are a comprehensive set of services that helps customers to fully utilize their IT investments by improving availability, reliability and performance. We achieve this by offering a complete portfolio of customized services and expertise, from planning and design to procurement, installation, integration, migration assistance to system management, telephone support and on-site hardware and software fixes. Through our Total Facilities Management Solution, we offer a range of service options, customized to the specific requirements of yours. These include: - 365x24x7 Support for mission critical sites - Value added Support Services - System Administration - Helpdesk Services - Network Consulting - Network Implementation and Management - Asset Management etc. All this helps customer in deriving maximum value from the investment in IT hardware and software. Our longstanding association with Global leaders like Intel, Microsoft, Hewlett-Packard, Cisco, Lucent, Novell, Oracle, SAP etc. has helped us gain immense technical knowledge allowing us to offer direct support to large installation across diverse platforms, through its committed professionals, even in the remotest of locations.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential AWARDS AND ACCOLADES

HCL won The Most Innovative Franchisee Award by Franchise Plus in Feb 08. HCL won The Most Supportive Franchisor Award by Franchise Plus in Feb 08 Mr. Ajai Chowdhry, Chairman & CEO of HCL Infosystems Limited, honored with 'CEO of the year 2008 ' award by IT People Awards for excellence in IT. Mr. Ajai Chowdhry, Chairman & CEO of HCL Infosystems Limited, was declared IT Person of the Year 2007 by Dataquest. HCL won The Best Retailer Award in Consumer Durables category by Asia Retail Congress in Dec 07 HCL won awards in Environment Management and Quality categories at the Elcina-Dun & Bradstreet Awards for Excellence in Electronics, 2006-07. Indias Most Preferred Personal Computer Brand by CNBC AWAAZ Consumer Award 2007. HCL received three Channels Choice 2007 awards for Relationship Management, After Sales Support & Commercial Terms from DQ Channels, based on an IDC channel satisfaction survey.

HCL Infosystems won Brand-of-Excellence Award at VARIndia Forum 2007. HCL bagged IMM 'Top Organization Award 2007' for Excellence at 34th World Marketing Congress. HCL was awarded Amity Corporate Excellence Award 2007 for its distinct vision, innovation, competitiveness and sustenance. HCL won Toshiba Color Copier Champion Award 2007 for improving overall customer approach and better technical capability. HCL won the Best Indian Branded PC & Best IT Retail Company award at the 6th VARIndia Star Nite Awards 2007. HCL has been recognized by Nokia, consecutively for last two years with the Nokia Excellence Award for Sales & Distribution, Asia Pacific 2007. HCL Digilife retail chain won the 'Most Admired Retailer of the Year' award in Consumer Durables and Electronics category at the 2007 IMAGES Retail Awards.

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HCL received Best In Category Award for HCL Digilife Stores and Special Award for Innovation and Technology for its ePOS division at the Franchise and Star Retailer Awards 2007

HCL Infosystems was presented with the Top Organization-2006 award by Institute of Marketing Management (IMM) in recognition of its innovation in marketing management.

HCL Infosystems has been voted as the No. 1 PC Vendor consecutively for last six years by IDC Dataquest. HCL bagged the Dun & Bradstreet Awards 2006 for Top Performance in the Computer Hardware & Peripherals Sector. HCL won the 'Amity Corporate Excellence Award 2006' in the Computer hardware category. HCL among the Top 3 IT companies for the last 3 years, DQ & IDC, Best Employer Survey, Best employer 2005 with Five Star Ratings. Top 3 IT Hardware Companies ranked in Indias 100 Most Valuable Brands by Planman Consulting & ICMR Research. HCL was ranked among the top Fast 500 Asia Pacific 2006 program by Deloitte Technology, Media & Telecommunications. Business Standard ranked HCL at no. 21 in BS 1000 ranking in 2006. ET ranked HCL amongst, Top 50 in ET Top 500 Companies Listings for 2006. HCL has been ranked amongst the Top 5 Groups in the DQ Top 20 and Top 3 Most Preferred Brands in CNBC Awaaz Survey, 2006. HCL ranked amongst the Top Three Major Players on VPN Service Provider by Avaya GlobalConnect. Indias No. 1 Vendor for sales of A3 size Toshiba Multi Functional Devices for the year 2005-06 by IDC Dataquest. The Most Responsive Company 2005 IT Hardware Category by The Economic Times Avaya GlobalConnect. Strategic Partners in Excellence Award by InFocus Corporation for projectors. Most Valued Business Partner Award for Projectors in 2005.

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Toshiba Super Award 2005 & Platinum Award 2004 towards business excellence in distribution of Toshiba Multifunctional products consecutively for 3 years in a row.

Indias 'No. 1 vendor' for sales of A3 size Toshiba Multi Functional Devices for the year 2004-05 by IDC Dataquest. 7th IETE Corporate Award 2005 for performance excellence in the field of Computer & Telecommunications Systems. 'No. 1 Vendor of Infocus MM Projectors by Pacific Media Associates Survey 2005. Best Bhoomi Brand 2005 by 360 magazine in the PC Category and in the LCD Monitor Category.

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Study Objective.
To identify the key purchase drivers To understand the satisfaction level of the customers. To identify the new potential customer.

Selection of data collection method


Survey: Interview) Measurement Technique: Method of analysis: Sample Size: Sampling Method: Questionnaire Simple Percentage Method 100 customers Convenience Sampling Personal Interview(Home

Research design:
The main thing in the research report is the proper identification of the area and then setting up of the research objectives. As we have clearly mentioned in the objectives that we need to find out the market potentiality of the office automation products provided by HCL Infosystems Ltd, to find out these things we need to go in for the collection of the relevant data that determines the required results about the market of the office automation products. So with the help of the data elements we were able to find out the reasons for the potentiality of the office automation products. After finding out the data needs the next task is to go in for identifying the data sources. These are the sources, which are capable of providing us with the relevant data, depending on the nature of the information desired.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Initial 20% of the research was of exploratory in nature, during which there was interaction with the dealers and the retailers asking different questions regarding the office automation products. By that we had the opportunity to access to the partial information regarding growing market of the office automation products as well as the shortcomings. Along with this we also came to know that many of the consumers are switching over to multi-functional digital devices from their older office equipments mainly because they want the phase in the office work, Thus exploratory research gave the direction for further study.

The next part of the research is of Conclusive in nature. In that part of research the decision was made on the data collection methods. For the primary data we went in for questionnaires, which basically helped us to find out the consumer awareness level through the answers provided by the dealers & the retailers and their view towards office automation products and also the major factors influencing the consumers to purchase office automation products. Thus through this research we could verify the insights and to make decision for selecting the course of action. So we can say that no doubt started as an exploratory research but ended as a conclusive research because it has given the marketer the area in which a specific course of action could be taken

THE DATA COLLECTION PHASE OF MARKETING RESEARCH:


In marketing research what all data should be collected depends on the purpose of the research project, i.e. mainly the objective and sub-objectives, as our objective is to find the Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential in Hubli and Dharwad and subobjectives are To identify the key purchase drivers, understand the satisfaction level of the of the retailers with the service provided by the organization company officials & To identify the new potential customer

After looking at our objective and sub-objectives of our MR is more of conclusive in nature so we stressed more on collecting primary data to get more appropriate answers. In our research nearly 80% of information is gathered through primary data and only 20% is from secondary data. Babasabpatilfreepptmba.com Page 72

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential PRIMARY DATA: Following are the sources of primary data, which we used in our marketing research, are: 1. Questionnaire to dealers & retailers 2. Personal interaction with retailers, dealers & company officials 3. Through observational study: In that we specifically used Natural Observation in which we observed customer reactions and behavior as they occur naturally in real life situation. 4. Along with this we also used questioning approach, in this respondents play major role because of their interaction or communication with the researcher that helped in giving clear picture about our research, because not all questions are possible to add in questionnaire. SECONDARY DATA: We used this source form the many market research firms & the all India research done by the HCL Infosystems only especially to know the industry growth

UNDERSTANDING FROM THE SURVEY


A survey was conducted using a structured open ended and closed ended questionnaire. The sample size was 100 customers. This survey was conducted at all the educational institutes, government offices and private companies in and around the twin cities through phone interview and personnel interview. The purpose of the survey was to understand the Awareness of the customers. Attitude of the customers while purchasing Identifying new target customers.

Brief results of this survey and the significant understanding is covered in this section through data analysis. Babasabpatilfreepptmba.com Page 73

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

ANALYSIS & INTERPRETATION

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Q1. Recall the company or a brand that comes to your mind, when you think of purchasing. DLP/LCD projectors
DLP/LCD projectors Frequency 12 10 18 20 6 21 6 7 100 Percent 12.0 10.0 18.0 20.0 6.0 21.0 6.0 7.0 100.0 Valid Percent 12.0 10.0 18.0 20.0 6.0 21.0 6.0 7.0 100.0 Cumulative Percent 12.0 22.0 40.0 60.0 66.0 87.0 93.0 100.0

Valid

Toshiba Sony Sharp Panasonic Canon Epson Infocus Hitachi Total

DLP/LCD projectors
30

20

10

Frequency

0 Toshiba Sony Sharp Panasonic Canon Epson Infocus Hitachi

DLP/LCD projectors

Findings: Epson Sharp Infocus Hitachi

21% 18% 06% 07%

Panasonic 20%

Interpolation: Out of the total samples the consumers have recalled Epson and Panasonic LCD projector when compared to all other brands. As these two companies are the market leaders in LCD Project. Infocous and Hitachi should advertise the products to gain the awareness and market share Babasabpatilfreepptmba.com Page 75

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential ToshibaDPC
Statistics ToshibaDPC N Valid Missing 100 0

ToshibaDPC Frequency 27 14 11 14 8 10 16 100 Percent 27.0 14.0 11.0 14.0 8.0 10.0 16.0 100.0 Valid Percent 27.0 14.0 11.0 14.0 8.0 10.0 16.0 100.0 Cumulative Percent 27.0 41.0 52.0 66.0 74.0 84.0 100.0

Valid

Xerox Canon Sony Richo Sharp Toshiba Modi Total

ToshibaDPC
30

20

10

Frequency

0 Xerox Canon Sony Richo Sharp Toshiba Modi

ToshibaDPC

Findings: Xerox Modi Toshiba

27% 16% 10%

Cannon, Richo 14%

Interpretation: while purchasing Digital Copier the consumers have recalled name Xerox , modi, the brand name Xerox is the unbeatable brand name in the copier market because the very few of them have recalled the other brands like Toshiba, canon, richo only because these are the recent players in the segment Babasabpatilfreepptmba.com Page 76

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Duplo DD
Statistics Duplo DD N Valid Missing 85 15

Duplo DD Frequency 21 30 17 17 85 15 100 Percent 21.0 30.0 17.0 17.0 85.0 15.0 100.0 Valid Percent 24.7 35.3 20.0 20.0 100.0 Cumulative Percent 24.7 60.0 80.0 100.0

Valid

Missing Total

Duplo Riso Sony HCL Total System

Duplo DD
40

30

20

Frequency

10

0 Duplo Riso Sony HCL

Duplo DD

Findings: Riso Duplo Hcl

30% 21% 17%

Interpretation: Riso is the market leader when compared to Duplo, HCL and others players in the market .15% of the consumers dont know about office automation product category provided by the customers.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential LCD/Plasama TV
Statistics LCD/Plasama TV N Valid Missing 97 3

LCD/Plasama TV Frequency 26 32 13 13 13 97 3 100 Percent 26.0 32.0 13.0 13.0 13.0 97.0 3.0 100.0 Valid Percent 26.8 33.0 13.4 13.4 13.4 100.0 Cumulative Percent 26.8 59.8 73.2 86.6 100.0

Valid

Missing Total

Sony Samsung LG Videocon Panasonic Total System

LCD/Plasama TV
40

30

20

Frequency

10

0 Sony Samsung LG Videocon Panasonic

LCD/Plasama TV

Findings: Samsung Sony

32% 26%

Interpretation: As there is neck to neck competition between the players who provide LCD/ Plasma TV, many of the consumer say samsung is the best brand compare to sony and LG. Videocon and Panasonic have neck to neck competition, HCL has no awareness in the market

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Konica Minolta
Konica Minolta Frequency 62 15 9 14 100 Percent 62.0 15.0 9.0 14.0 100.0 Valid Percent 62.0 15.0 9.0 14.0 100.0 Cumulative Percent 62.0 77.0 86.0 100.0

Valid

Hp Canon Sony HCL Total

Konica Minolta
70 60 50 40 30 20

Frequency

10 0 Hp Canon Sony HCL

Konica Minolta

Findings: Hp HCL

62% 14%

Interpretation: Consumers have recalled HP brand, as its mind set of the consumers when buying printers.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential EPABX SYS
EPABX SYS Frequency 19 26 8 12 16 7 88 12 100 Percent 19.0 26.0 8.0 12.0 16.0 7.0 88.0 12.0 100.0 Valid Percent 21.6 29.5 9.1 13.6 18.2 8.0 100.0 Cumulative Percent 21.6 51.1 60.2 73.9 92.0 100.0

Valid

Missing Total

Ericson Panasonic BPL Siemans HCL Syntax Total System

EPABX SYS
30

20

10

Frequency

0 Ericson Panasonic BPL Siemans HCL Syntax

EPABX SYS

Findings: Panasonic HCL

26% 16%

Interpolation: Many of the consumers are not aware of EPABX System around 12%, there is no much difference between Panasonic and HCL it should improvise and create awareness in the market.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Video conferencing
Video conferencing Frequency 15 11 26 74 100 Percent 15.0 11.0 26.0 74.0 100.0 Valid Percent 57.7 42.3 100.0 Cumulative Percent 57.7 100.0

Valid

Missing Total

Polygon Sony Total System

Video conferencing
16 14 12 10 8 6 4 2 0 Polygon Sony

Frequency

Video conferencing

Findings: Polygon Sony

15% 11%

Interpretation: Around 74% of the consumer not aware of this product. HCL has no market share at all, wherein it should create the awareness of the product and penetrate in market. As they are very much essential for organizations to gain the significant market share.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Polyvision Interacting White Board
polyvision IWB Frequency 4 96 100 Percent 4.0 96.0 100.0 Valid Percent 100.0 Cumulative Percent 100.0

Valid Missing Total

1 System

polyvision IWB
5

Frequency

0 1

polyvision IWB

Interpolation: 96% of the people are not aware of polyvision interactive white board. Even consumer are not aware of HCL product also awareness camps, demonstrations should be conducted to the consumers to educate the about the product, usage & the related benefits.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Question No 2: Are you aware of HCL office automation products?

aWARENESS Frequency Not Aware 16 Aware 83 Total 99 System 1 100 Percent 16.0 83.0 99.0 1.0 100.0 Valid Percent 16.2 83.8 100.0 Cumulative Percent 16.2 100.0

Valid

Missing Total

aWARENESS
100

80

60

40

Frequency

20

0 Not Aware Aware

aWARENESS

Findings: Aware Not Aware

83% 13%

Interpretation: most of the consumers are aware of HCL office automation products, the remaining consumers should also be made aware by advertising and by conducting demonstrations of the products to promote the products and gain the major market share.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Question No 3: Which Product of HCL are you aware. DLP/LCD projectors
DLP/LCD projectors Frequency 16 84 100 Percent 16.0 84.0 100.0 Valid Percent 16.0 84.0 100.0 Cumulative Percent 16.0 100.0

Valid

0 Aware Total

DLP/LCD projectors
100

80

60

40

Frequency

20

0 0 Aware

DLP/LCD projectors

Findings: Aware Not Aware

84% 16%

Interpitation: 84% of the consumers are aware of the product DLP/LCD projector. And 16% of them are not aware.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Toshiba DPC
ToshibaDPC Frequency 45 54 99 1 100 Percent 45.0 54.0 99.0 1.0 100.0 Valid Percent 45.5 54.5 100.0 Cumulative Percent 45.5 100.0

Valid

Missing Total

0 Aware Total System

ToshibaDPC
60

50

40

30

20

Frequency

10

0 0 Aware

ToshibaDPC

Findings: Aware

55%

Not Aware 44% Interpretation: The above graph shows that only 54% of consumers are aware of Digital Photo Copier and the rest of the market are to be educated regarding the product, its features & it benefits.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Duplo DD
Duplo DD Frequency 47 53 100 Percent 47.0 53.0 100.0 Valid Percent 47.0 53.0 100.0 Cumulative Percent 47.0 100.0

Valid

0 Aware Total

Duplo DD
60

50

40

30

20

Frequency

10

0 0 Aware

Duplo DD

Findings: Aware Not Aware

53% 47%

Interpretation: Around 53%of the consumers are aware of Duplo Digital Duplicator, so the presence of the product in the market should be felt & this is work of the company to bring the awareness of the product in the target segment through the different channels of advertising.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential LCD/Plasma TV
LCD/Plasama TV Frequency 41 58 99 1 100 Percent 41.0 58.0 99.0 1.0 100.0 Valid Percent 41.4 58.6 100.0 Cumulative Percent 41.4 100.0

Valid

Missing Total

0 Aware Total System

LCD/Plasama TV
60

50

40

30

20

Frequency

10

0 0 Aware

LCD/Plasama TV

Findings: Aware Not Aware

58% 41%

Interpretation: As HCLs LCD/Plasma TV the consumers around 58% are aware and the others are unaware of this product.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Konica Minolta
Konica Minolta Frequency 56 44 100 Percent 56.0 44.0 100.0 Valid Percent 56.0 44.0 100.0 Cumulative Percent 56.0 100.0

Valid

0 Aware Total

Konica Minolta
60

50

40

30

20

Frequency

10

0 0 Aware

Konica Minolta

Findings: Aware Not Aware

44% 56%

Interpretation: very few people are aware of Color and B/W laser printers, consumer around 44% are aware.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential EPABX SYS
EPABX SYS Frequency 85 15 100 Percent 85.0 15.0 100.0 Valid Percent 85.0 15.0 100.0 Cumulative Percent 85.0 100.0

Valid

0 Aware Total

EPABX SYS
100

80

60

40

Frequency

20

0 0 Aware

EPABX SYS

Findings: Aware Not Aware

15% 85%

Interpretation: Only 15% of the consumers are aware of the product.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Video conferencing
Video conferencing Frequency 64 34 98 2 100 Percent 64.0 34.0 98.0 2.0 100.0 Valid Percent 65.3 34.7 100.0 Cumulative Percent 65.3 100.0

Valid

Missing Total

0 Aware Total System

Video conferencing
70 60 50 40 30 20

Frequency

10 0 0 Aware

Video conferencing

Findings: Aware Not Aware

34% 66%

Interpretation: only 34% of the consumers are aware and 66% of them are not aware of the product video conferencing.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Polyvision Interacting White Board
polyvision IWB Frequency 82 18 100 Percent 82.0 18.0 100.0 Valid Percent 82.0 18.0 100.0 Cumulative Percent 82.0 100.0

Valid

0 Aware Total

polyvision IWB
100

80

60

40

Frequency

20

0 0 Aware

polyvision IWB

Findings: Aware Not Aware

18% 82%

Interpretation: Only 18% of the consumers are aware and 82% of them are not aware of the product polyvision IWB.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Question No 8:Are you planning to purchase any of the following 4 product in?
one week 0 one week qty Qty
one month

13
one month

Qty 5 Qty

after one month 13 after one month

qty 5 qty

after two months 28 after two months

qty 11 qty

DLP/LCD projectors ToshibaDPC Duplo DD

1 3 4 5

1 1 1 2

2 3 2 6

1 1 1 2

3 10 5 10

1 1 2 7

after two months, 10

12

10

one month, 4 qty, 1 after one month, 2 qty, 1 after two months, 5 qty, 2

after one month, 6

after two months, 10

qty, 7

8 one month, 1 qty, 1 after one month, 2 qty, 1 after two months, 3 qty, 1 after one month, 3

one w eek qty one month qty after one month qty after tw months o qty

one month, 3

qty, 2

one month, 5

qty, 1

0 DLP/LCD projectors ToshibaDPC Duplo DD LCD/Plasama TV

Findings: One week Qty one month Qty After one month Qty After two months Qty --13 5 13 5 28 11 Interpretation: In one week no samples have responded to buy all the products, in one month 13 samples have decided to buy 5 quantity of the above four products, in after one month 13 samples have decided to buy 5 quantity of the above four products, after two months 28 samples have decided to buy 11 quantity of the above four products out of 100 samples 46 samples are not interested to buy all the above products. These figures will show us the exact short period potentiality of the product in the market. Q9 which brand do you consider while purchasing

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qty, 1

qty, 1

qty, 2

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential LCD/DLP projectors
DLP/LCD projectors Frequency 16 10 22 17 10 16 5 4 100 Percent 16.0 10.0 22.0 17.0 10.0 16.0 5.0 4.0 100.0 Valid Percent 16.0 10.0 22.0 17.0 10.0 16.0 5.0 4.0 100.0 Cumulative Percent 16.0 26.0 48.0 65.0 75.0 91.0 96.0 100.0

Valid

Toshiba Sony Sharp Panasonic Canon Epson Infocus Hitachi Total

DLP/LCD projectors
30

20

10

Frequency

0 Toshiba Sony Sharp Panasonic Canon Epson Infocus Hitachi

DLP/LCD projectors

Findings: Sharp Panasonic Toshiba

22% 17% 16%

Interpretation: As per the findings sharp has the major market share, wherein Panasonic and Toshiba has a greater competition in between them {infocous hitachi and toshiba}are the products of HCL they should promote infocous and hitachi to yield market share.

Toshiba Digital Photo Copier

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential
ToshibaDPC Frequency 23 15 13 13 11 10 15 100 Percent 23.0 15.0 13.0 13.0 11.0 10.0 15.0 100.0 Valid Percent 23.0 15.0 13.0 13.0 11.0 10.0 15.0 100.0 Cumulative Percent 23.0 38.0 51.0 64.0 75.0 85.0 100.0

Valid

Xerox Canon Sony Richo Sharp Toshiba Modi Total

ToshibaDPC
30

20

10

Frequency

0 Xerox Canon Sony Richo Sharp Toshiba Modi

ToshibaDPC

Findings: Xerox Cannon,Modi Toshiba

23% 15% 10%

Interpretation: Xerox is having major market share when compared to others, Toshiba needs to improvise and advertise to come to in market.

Duplo Digital Duplicator Babasabpatilfreepptmba.com Page 94

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential
Duplo DD Frequency 18 33 18 16 85 15 100 Percent 18.0 33.0 18.0 16.0 85.0 15.0 100.0 Valid Percent 21.2 38.8 21.2 18.8 100.0 Cumulative Percent 21.2 60.0 81.2 100.0

Valid

Missing Total

Duplo Riso Sony HCL Total System

Duplo DD
40

30

20

Frequency

10

0 Duplo Riso Sony HCL

Duplo DD

Findings: Riso HCL

33% 16%

Interpretation: Around 15% of the samples dont want to buy this product, major market share Riso is gaining, there is huge competition among the sony, HCL & duplo to grab the market

LCD/Plasama TV Babasabpatilfreepptmba.com Page 95

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential
LCD/Plasama TV Frequency 26 30 22 8 11 97 3 100 Percent 26.0 30.0 22.0 8.0 11.0 97.0 3.0 100.0 Valid Percent 26.8 30.9 22.7 8.2 11.3 100.0 Cumulative Percent 26.8 57.7 80.4 88.7 100.0

Valid

Missing Total

Sony Samsung LG Videocon Panasonic Total System

LCD/Plasama TV
40

30

20

Frequency

10

0 Sony Samsung LG Videocon Panasonic

LCD/Plasama TV

Findings: Samsung Sony LG

30% 26% 22%

Interpretation: 30% of the samples have considered samsung, 26% of them have considered sony, and 22% of them for LG to purchase LCD/PLASMA TV. 3% of the samples do feel requirement of the product to their organization so they not the prospective customer to purchase the product.

Q10. What are the reason to consider the above brands(The most imp on Babasabpatilfreepptmba.com Page 96

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Valid

Brand Cost Service Quality Total

Frequency 33 25 16 26 100

Percent 33.0 25.0 16.0 26.0 100.0

Valid Percent 33.0 25.0 16.0 26.0 100.0

Cumulative Percent 33.0 58.0 74.0 100.0

Graph

40

30

20

Count

10 Brand Cost Service Quality

What are the reason to consider the above brands(The most imp one)

Findings: Brand Quality Cost

33% 26% 25%

Interpretation: Here 33% of the respondents say that they buy products on the bases of Brand and 26% of the respondents say that they buy on the bases of quality of the product.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Summery of findings
1. Epson Sharp Infocus Hitachi 21% 18% 06% 07%

Panasonic 20%

Out of the total samples the consumers have recalled Epson and Panasonic LCD projector when compared to all other brands. As these two companies are the market leaders in LCD Project. Infocous and Hitachi should advertise the products to gain the awareness and market share 2. Xerox Modi Toshiba 27% 16% 10%

Cannon, Richo 14%

while purchasing Digital Copier the consumers have recalled name Xerox , modi, the brand name Xerox is the unbeatable brand name in the copier market because the very few of them have recalled the other brands like Toshiba, canon, richo only because these are the recent players in the segment 3. Riso is the market leader when compared to Duplo, HCL and others players in the market .15% of the consumers dont know about office automation product category provided by the customers 4. As there is neck to neck competition between the players who provide LCD/ Plasma TV, 32% of the consumer say samsung is the best brand compare to sony and LG. Babasabpatilfreepptmba.com Page 98

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Videocon and Panasonic have neck to neck competition, HCL has no awareness in the market 5. Consumers have recalled HP brand, as its mind set of the consumers when buying printers 6. 62% of the consumers are not aware of EPABX System around 12%, there is no much difference between Panasonic and HCL it should improvise and create awareness in the market. 7. Around 74% of the consumer not aware of this product. HCL has no market share at all, wherein it should create the awareness of the product and penetrate in market. As they are very much essential for organizations to gain the significant market share. 8. 96% of the people are not aware of polyvision interactive white board. Even consumer are not aware of HCL product also awareness camps, demonstrations should be conducted to the consumers to educate the about the product, usage & the related benefits. 9. 83% of the consumers are aware of HCL office automation products, the remaining consumers should also be made aware by advertising and by conducting demonstrations of the products to promote the products and gain the major market share. 10. 84% of the consumers are aware of the product DLP/LCD projector. And 16% of them are not aware. 11. The above graph shows that only 54% of consumers are aware of Digital Photo Copier and the rest of the market are to be educated regarding the product, its features & it benefits 12. Around 53%of the consumers are aware of Duplo Digital Duplicator, so the presence of the product in the market should be felt & this is work of the company to bring the Babasabpatilfreepptmba.com Page 99

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential awareness of the product in the target segment through the different channels of advertising 13. As HCLs LCD/Plasma TV the consumers around 58% are aware and the others are unaware of this product. 14. very few people are aware of Color and B/W laser printers, consumer around 44% are aware. 15. Only 15% of the consumers are aware of the product. 16. only 34% of the consumers are aware and 66% of them are not aware of the product video conferencing. 17. Only 18% of the consumers are aware and 82% of them are not aware of the product polyvision IWB. 18. In one week no samples have responded to buy all the products, in one month 13 samples have decided to buy 5 quantity of the above four products, in after one month 13 samples have decided to buy 5 quantity of the above four products, after two months 28 samples have decided to buy 11 quantity of the above four products out of 100 samples 46 samples are not interested to buy all the above products. These figures will show us the exact short period potentiality of the product in the market. 19. As per the findings sharp has the major market share, wherein Panasonic and Toshiba has a greater competition in between them {infocous hitachi and toshiba}are the products of HCL they should promote infocous and hitachi to yield market share.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential 20. Xerox is having major market share when compared to others, Toshiba needs to improvise and advertise to come to in market 21. Around 15% of the samples dont want to buy this product, major market share Riso is gaining, there is huge competition among the sony, HCL & duplo to grab the market 22. 30% of the samples have considered samsung, 26% of them have considered sony, and 22% of them for LG to purchase LCD/PLASMA TV. 3% of the samples do feel requirement of the product to their organization so they not the prospective customer to purchase the product. 23. Here 33% of the respondents say that they buy products on the bases of Brand and 26% of the respondents say that they buy on the bases of quality of the product.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Recommendations
1. The company has to build different channels of advertisements which come in close contact with the customers of targeted segment. Such as ads in business magazines, journals on interior designs, IT fests, advertising stalls in business conferences & investors meet direct mails. 2. After sales services is one parameter which is gaining escalating importance in the entire industry of office automation, so the company should expand its service to all the geographical locations ( i.e. increase its service stations from 104 to around 200 in up coming 3 to 4 years.) 3. Quality, add on features, over all performance of the product in turns of speed, productivity & finishing are the un-disputable bottom line for the products that the company has to improved to get the significant market share.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

Conclusion
The collection of the required data with the prime accuracy the analysis of the required elements of the collected data with the help of SPSS to reach the required accuracy in interpreting the entire research done in the twin cities. The phenomenal growth in the Indian economy has made the market very potential for the office automation products, high productivity great phase in work of all the segments of the country are the facts which proves the up coming Need for the perfect deign and fast working machines in offices Twin cities are becoming very attractive destination for all the corporate to set up there offices and there are many companies in all the sectors of Indian economy especially IT sectors are coming to Hubli to start there operations. The high productivity speed, excellent finishing in work, efficient performance the overall quality of the product and service after sales are the prime purchase drivers of the office automation products The companies which have strong service net work through are having edge when compare to all the other parameters such has brand name, advertising, promotion etc.

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Coding sheet
Q 1 QQ 2 3 Q4 DLP/LC D project or 2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5 1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5 Q4 Toshiba DPC Q4 Dupl o DD Q4 LCD/Pla sama TV Q 7 Q 8

1 1 11 11 1 1 2 22 12 2 7 11 1 6 22 3 4 21 3 1 14

1 1 1 1 1 1 1 1 1 5 6 0 1 0 0 0 1 1 0 0 0 1 3 0 0 1 1 0 0 0 0 0 0 0 0 0 1 0 1 1 1 0 1 1 0 1 1 0 1 1 1 1 1 1 0 0 1 0 0 0 2 0 0 1 0 0 0 0 6 0 0 1 0 0 0 0 1 0 0 0 0 0 0 0 1 0 0 0 0 0 0 0 2 0 0 1 1 0 0 1 6 0 0 0 0 0 0 0 1 0 1 1 1 0 1 1 5 2 0 5 2 0 1 0 1 0 5

2 3 31 3 2 65 14

6 1 22 12 4 1 21 11 1 1 1 21 12 1 1 2 22 12 2 7 11 1 2 22 3 4 21 3 1 13

2 0 1 1 1 6 0 1 0 0 0 1 1 0 0 0 1 3 0 0 1 1 0 0 0 0 0 0 0 0 0 1 1 0 0 0 0 0 2 0 1 0 1 0 1 0 0 0 0 6 0 1 1 0 0 1 0 0 0 0 1 0 1 1 0 0 0 0 0 0 0 1 0 1 1 0 0 0 0 0 0 0 2 0 1 1 1 0 1 1 0 0 1 6 0 1 1 1 0 0 0 0 0 0 1 0 1 1 1 1 1 1 1 1 1 5 2 0 5 2 0 1 0 1 0 5

2 3 31 3 2 65 14

6 1 22 12 4 1 21 12 1 4 1 11 11 1 1 2 22 12 2 7 11 1 6 32 3 4 21

2 0 6 0 1 0 0 0 1 1 0 0 0 1 3 0 0 1 1 0 0 0 0 0 0 0 0 1 0 0 0 1 0 0 0 2 2 0 0 1 0 1 0 1 0 0 0 0 6 5 0

5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0

2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5

1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5

5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0

2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5

1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5

5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0 1 2 0 0 5 1 1 0 0 1 2 1 0 0 0 6 5 0 1 1 2 0 0 0 5 6 0 5 1 3 0 0 2 0 1 2 2 0 0 0 5 6 5 0

2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5 3 0 1 5 1 0 2 0 3 0 2 0 5 0 4 0 3 0 1 5

1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5 4 0 6 0 5 0 1 5 3 0 1 5 1 5 4 0 2 0 1 5

0 0 00 0 0 01 5 0 0 01 1 0 00 2 0 0 00 0 0 10 0 1 0 0 00 0 0 11 0 5 0 0 01 1 0 00 0 0 10 0 0 01 5 0 0 00 1 0 10 1 0 0 01 1 1 11 0 0 0 00 1 0 10 1 0 1 00 0 0 01 0 0 0 00 0 0 01 5 0 0 01 1 0 00 2 0 0 00 0 0 10 0 1 0 0 00 0 0 11 0 5 0 0 01 1 0 00 0 0 10 0 0 01 5 0 0 00 1 0 10 1 0 0 01 1 1 11 0 0 0 00 1 0 10 1 0 1 00 0 0 01 0 0 0 00 0 0 01 5 0 0 01 1 0 00 2 0 0 00 0 0 10 0 1 0 0 00 0 0 11 0 5 0 0 01 1 0 00

QUESTIONNAIRE Babasabpatilfreepptmba.com Page 104

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Respected Sir/ Madam,

1. Recall of the company or a Brand that comes to your mind, when you think of Purchasing

DLP / LCD projectors ( Infocus, Toshiba, Hitahi ) Toshiba Digital PhotoCopiers Duplo Digital Duplicators LCD / Plasma TV ( Toshiba, Hitachi Konica Minolta Colour n B/w Laser Printers EPABX Systems Video Conferencing / AVSI Solns ) Polyvison Interactive White Boards

2. Are you aware about HCL Office Automation Products? a) Yes [ ] b) No [ ]

3. Which products of HCL you are aware about a) DLP / LCD projectors ( Infocus, Toshiba, Hitahi ) PhotoCopiers c) Duplo Digital Duplicators TV ( Toshiba, Hitachi ) e) Konica Minolta Colour n B/w Laser Printers Systems g) Video Conferencing / AVSI Solns Interactive White Boards h) Polyvison f) EPABX d) LCD / Plasma b) Toshiba Digital

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential 4. According to you which of the following parameter are important while purchasing a) DLP/LCD projectors( Infocus, Toshiba, Hitahi) Digital PhotoCopiers c) Duplo Digital Duplicators ( Toshiba, Hitachi) Parameters 1)Brand 2)Cost 3)Services 4)Quality 5)Spl Features Total Percentage d) LCD/ plasma TV b) Toshiba

100%

5. Decision maker in your institute or organization? Name : Designation: Contact no: E-mail ID: 6. Give the grading to the following Brands 1. LCD projectors: Samsung Grades Parameters Brand Cost Services Quality Spl features 1- Low Grades HCL

3- Good

2- Moderate

2. Toshiba Digital Copiers:

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Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential Sony Grades Parameters Brand Cost Services Quality Spl features 1- Low Grades HCL

3- Good

2- Moderate

3. Duplo Digital Duplicators: Riso Grades Parameters Brand Cost Services Quality Spl features 1- Low Grades HCL

3- Good

2- Moderate

4. (Toshiba, Hitachi ) LCD / Plasma TV: Xerox Grades Parameters Brand Cost Services Quality Spl features 2- Moderate 1- Low b) A month [ ] d) After two months [ ] Yes No 1) DLP / LCD projectors ( Infocus, Toshiba, Hitahi ) 2) Toshiba Digital PhotoCopiers 3) Duplo Digital Duplicators 4) LCD/ Plasma TV Babasabpatilfreepptmba.com Page 107 / Quantity Grades HCL

3- Good a) A week [ ] c) After a month [ ] Product

8. Are you planning to purchase any of the following 4 products in?

Awareness and attitude of consumer towards HCL Infosystems office automation products and market potential

9. Which Brand do you consider while purchasing Products 1) LCD / DLP Projector 2) Toshiba Digital PhotoCopiers 3)Duplo Digital Duplicator 4) LCD / Plasma TV Brand

10. What are the reasons to consider the above brands (the most important one)? a) Brand [ ] c) Services [ ] b) Cost [ ] d) quality [ ]

11. Suggestion if any _______________________________________________________________ ___ _______________________________________________________________ ___ _______________________________________________________________ ___ _______________________________________________________________ ___

Thank you for sparing your Valuable time.

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