A

Project Report
ON
“PROJECT ON COMPARATIVE ANALYSIS OF WIPRO

PRODUCTS TO OTHER BRANDS IN PERSONAL COMPUTING”

Submitted in partial fulfillment of the requirement

For the award of degree of
BACHELOR OF BUSINESS ADMINISTRATION
(C.C.S. UNIVERSITY MEERUT)
SESSION (2012-2015)

SUBMITTED To: - SUBMITTED BY:-

MR.SURAJ SINHA Rinku Kumar
(HOD) BBA 3 rd Year
Roll No:- 3056558

Vaibhav Institute of Management & Technology

Kh. 402, Jal Kheda, GT Road, Buland Shahar
Phone: 0573-2259330, Mobile: 9412715415
E-Mail: info@vaibhavinstitute.com

1
 DECLARATION

I, “RINKU KUMAR” to declare that the Dissertation report entitled “ Project On

Comparative Analysis Of Wipro Products To Other Brands In Personal

Computing” being submitted to the CCS University, Meerut for the partial fulfillment of

the requirement for the degree of Bachelor of Business Administration is my own

endeavors and it has not been submitted earlier to any institution/university for any

degree.

Place: GREATER NOIDA RINKU KUMAR

Date:

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CERTIFICATE FROM THE COMPANY/ORGANISATION

This is to certify that Kailash Bhati has prepared his summer training project

report titled “Marketing Mix of IDBI Federal Life Insurance Company ltd.” at Noida

unit under my supervision and guidance from 5th July, 2014 to 10th August. 2014.. The

work is original and has been done independently by the student.

I further confirm that Kailash Bhati bears a good moral character.

Corporate Guide

Mr. Tarush

TDM

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 ACKNOWLEDGEMENT

The Study on “Comparative Analysis between Wipro and Other brands in

Personal Computing” has been given to me as part of the curriculum in BBA Course.
I have tried my best to present this information as clearly as possible using basic
terms that I hope will be comprehended by the widest spectrum of analysts and students
for further studies.
This project report is a synergistic product of many minds and it bears the imprints of
many people.

I would like to thank my faculty guide Mr.Suraj Sinha (Faculty of VIMT). who has
guided me throughout the making of this report. His valuable suggestions and motivation
has enabled me to take up this project in a healthy manner and come up with this final
report.

I would also like to thank the store managers of various retail stores who provided me
with the very useful data and valuable time without which the analysis was almost
impossible. Without their co-operation this work would not have been possible.

(Rinku Kumar)

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 Table of Contents

1-Executive Summary 7

2-Objective 10

3-Company Profile 11

4-Wipro Board of Director 12

5-Company History 13-16

6-Global IT Industry Overview 17-18

7-Spirit of Wipro

8-Wipro’s SBU’s 19-21

9-Some Quick Facts on Wipro 22

10-Strategic Alliances 23

11-Wipro Client list 25

12-Wipro Expertise 26

13-SWOT Analysis 27-32

14-Financial Analysis 33-42

15-Award won 43-47

16-Wipro Goes Green 47-50

17-Benchmark 60-62

18-Literature Review 63-65

19-Research Methodology 67-69

20-Limitation 70

21-Finding and Analysis 71-77

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22-Suggestions and Recommendations 78

23-Annexure(Questionnaire) 80-99

24- Conclusions 100

24-Bibliography 101

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 Executive summary

After going thick on the things, now time is to make a complete picture. While making a
product a SKU (stock keeping unit) of the shop retailers think about the GMROI (gross
margin return on investment) and they promote the brand which provides them highest.
They expect return in the form of profit margin, company schemes, window display and
reference of the shop. Among these, company schemes make the difference and are the
highest sources of motivation after profit margin. Retailing demands a constant push
from the company.

Marketer needs to use advertising and brand building strategies to address the discerning
buyers and retail push to in different buyers. The manufacturer should understand
consumer behavior because retailers can’t help quality and price. It is only up to
manufacturers to deliver what consumer wants. I need to stress on it because 58%
retailers said that it is demand why they sell different brands. 61% agree that at retail
shop it is brand popularity, which determine the purchase of computers.

There is a greater need to understand the retailer behavior. Considering them as a team,
working for the company may help them to be attached to the company. There should be
a feeling of belonging to the company in inner of the retailers. This can be done by
setting values club for retailers so that they may exchange views with the company and
help in understanding consumer behavior.

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CHAIRMAN MESSAGE

Dear Wiproite,

The Spirit of Wipro represents what the Wipro Endeavour is all about. It is the core that
has driven and will continue to drive each Wiproite.

I strongly urge each of you to read this booklet, for it will help you
understand the Spirit of Wipro. And having understood, you must become
the torch bearer of the Spirit.

You must inspire people by becoming a true Wiproite – by manifesting

intense desire to win, by being sensitive and by upholding the highest
standards of integrity.

By personal experience, I can tell you this. Let the Spirit be your guide, you will
experience a deeply satisfying work life.

My best wishes are with you. May you live the Spirit everyday.

Azim H. Premji
(Chairman, Wipro Corporation)

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 Spirit of Wipro

 Intensity to Win
Make customers successful
Team, Innovate, Excel
 Act with Sensitivity

Respect for the individual

Thoughtful and responsible

 Unyielding Integrity
Delivering on commitments
Honesty and fairness in action

The Spirit of Wipro is the core of Wipro… the Spirit is rooted in current reality, but it
also represents what Wipro aspires to be – thus making it future active.

The Spirit is an indivisible synthesis of all three statements.

It means manifesting intensity to win, acting with sensitivity and being unyielding on
integrity all the time.

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OBJECTIVES:-

 To know the market share of Wipro & Other Brands.

 To know the perception of customers regarding Personal computing.

 To determine the customers satisfaction regarding Personal computing.

 To determine the factors influencing the choice of customers regarding Personal

 computing.

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COMPANY PROFILE

Public BSE: 507685

Type
NYSE: WIT
Founded 1945

Headquarters Bangalore, Karnataka, India

Azim Premji, Chairman
Girish Paranjpye, joint CEO
Key people
Surash Vaswani, joint CEO
SA Sudarshan,VP

IT Services, Business Product Outsourcing, Product Engineering

Industry
Solutions, Technology Infrastructure Services, FMCG etc.

Revenue Rs 25,544 Crores (2009)

Employees 97000+ (2009)

Website Wipro.com

Wipro Board of Directors

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Our Chairman Azim H Premji, senior executives of Wipro and external members who are
global leaders & visionaries form the Wipro Board which provides direction & guidance
to the organization.

Azim H Premji , Chairman Wipro Limited

Executive Directors    Independent Directors

  Ashok S Ganguly
 Girish S Paranjpe

 William Arthur Owens

 Suresh C Senapaty

 B C Prabhakar
  
 Suresh Vaswani
 P M Sinha

 Jagdish N Sheth

 N Vaghul
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Company History

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Wipro Limited was incorporated in 1945 founded by Azim Premji's father. When his
father died in 1966, Azim, a graduate in Electrical Engineering from Stanford
University, took on the leadership of the company at the age 21. He repositioned it and
transformed Wipro as Western India Vegetable Products Limited under the Indian
Companies Act, VII of 1913, which is now superseded by the Companies Act, 1956. It is
deemed to be registered under the Companies Act, 1956, or the Companies Act. Wipro is
a global IT services company. It has been acknowledged as an offshore provider of
technology services by Gartner, Forrester and other research and advisory firms. Wipro
provides a comprehensive range of IT services, software solutions, IT consulting,
business process outsourcing, or BPO, services and research and development services in
the areas of hardware and software design to companies worldwide. The Company
combines business knowledge and industry expertise of its domain specialists and the
technical knowledge and implementation skills of its delivery team in the development
centers located in India and around the world, to develop and integrate solutions which
enables its clients to leverage IT for achieving their business objectives. Wipro has three
principal business segments: Global IT Services and Products, India and Asia Pacific IT
Services and Products and Consumer Care and Lighting. Global IT Services and Products
segment provides IT services to customers in the Americas, Europe and Japan. The range
of its services includes IT consulting, custom application design, development, re-
engineering and maintenance, systems integration, package implementation, technology
infrastructure outsourcing, BPO services and research and development services in the
areas of hardware and software design. The Company's service offerings in BPO services
include customer interaction services, finance and accounting services and process
improvement services for repetitive processes. Wipro's sales teams are organized in three
ways: by the vertical market segment of the client's business; by the geographic region in
which the client is located; and by the specific practice specialization or skill set that the
client requires. The market for IT services is highly competitive and rapidly changing.
India and Asia Pacific IT Services and Products segment focuses primarily on meeting
the IT products and services requirements of companies in India, Asia-Pacific and the

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Middle East region. Its suite of services and products consists of the following:
Technology Products and Technology integration and management services and
outsourcing services. Wipro's offerings include: Availability Services, System
Integration, Infrastructure Management and Total Outsourcing and Technology Support
Services. Consumer care and lighting business segment focuses on niche profitable
market segments and has historically generated cash to support the growth of its other
business segments. Products in this segment includes: Soaps and toiletries, Lighting and
Hydrogenated cooking oils. The Company sells and markets its consumer care products
primarily through distribution network in India, which has access to 2 million retail
outlets throughout the country. The primary raw materials for many of its soap and
hydrogenated oil products are agricultural commodities, such as vegetable oils. Wipro
relies on a combination of patent, copyright, trademark and design laws, trade secrets,
confidentiality procedures and contractual provisions to protect its intellectual property.
Regulation of its business by the Indian Government affects Company's business in
several ways. As of March 31, 2006, Wipro had over 53,700 employees. Wipro
Technologies is the global IT services business of Wipro Limited, a diversified company
with the principal line of business of IT and consumer products. Wipro Limited, which
had $1.2 billion in revenue for FY04, also has other interests in fluid power, lighting,
medical equipment products, and financial services. Wipro Technologies makes up
around 67% of the company’s total revenue and is Wipro’s fastest-growing business.
Wipro Technologies is a part of Wipro Limited (NYSE:WIT) and is a leading global
provider of high-end IT solutions. The IT solutions provided include application
development services to corporate enterprises and product engineering services to
technology companies. Wipro Technologies achieved $617 million in revenue for the
fiscal year ending March 31, 2003, and has over 18,500 employees. With over 10000
consultants Wipro integrates people processes and technologies to deliver innovative
solutions that enable implementation of product development strategies efficiently and
cost-effectively. Wipro Technologies has emerged as the second-largest software
exporter from India and has a high-powered client base, including GM, Lehman Brothers,
Sony, NYSE, Weyerhaeuser, Thames Water, Lucent Technologies, Nike, and Nortel.

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Wipro Technologies provides end-to-end IT deployment solutions to suit the specific
business needs of large enterprises and small and medium- sized enterprises in the United
States, Western Europe, and Japan. It offers systems integration solutions, network
integration solutions, and application development and maintenance solutions, packaged
applications (such as enterprise resource planning [ERP], customer relationship
management [CRM], and supply chain management [SCM]) a solution, ecommerce
solutions, IS outsourcing services, and business process outsourcing (BPO) services.
Wipro’s unique value proposition is further delivered through its pioneering Offshore
Outsourcing Model and stringent quality processes of SEI and Six Sigma. Wipro is also
the first IT services company in the world to achieve the highest level of quality
certification, the SEI-CMM Level 5. When India opened its economy in 1990, Premji
acknowledged that Wipro could not compete with PC imports. But he had his R&D lab,
filled with some of India's best talent. Wipro’s engineers designed semiconductors for
Texas Instruments, phones for Nokia, and switches Azim Premji, current chairman of
Wipro, with a fortune estimated at $6 billion, is by far the nation's wealthiest individual.
In 1946, his father founded the Western India Vegetable Products Company to
manufacture and distribute cooking oils. The elder Premji died suddenly in 1966, thus
Premji had to cut short his studies at Stanford to take over the family business. (He
finished his electrical engineering degree in 1999). He diversified into personal-care
products and then into light bulbs. In the early 1980s, Wipro started up an R&D lab.
Within a few years, Wipro was the leading manufacturer of personal computers, printers,
and scanners in India and routers for Nortel. Then they started tinkering with software.
Today, it is India's second-biggest exporter of software services.
Since 1997, Wipro's revenue has grown by an average of 26% a year while profits have
grown by 69%. At present, Wipro is the first PCMM Level 5 and SEI CMMi Level 5
certified IT Services Company globally. It is providing comprehensive IT solutions and
services (including Systems Integration, IS Outsourcing, Package Implementation,
software Application Development and Maintenance) and Research & Development
Services (hardware and software design, development and implementation) to
corporations globally. They are cheaper -- on average about 40% cheaper -- than

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comparable American companies. The vision for Wipro's Global Command Center is to
offer services based on world-class infrastructure, industry expert skills, proven process-
oriented service operations that are backed by principals to ensure the world's best way of
delivering IT infrastructure management solution."

• Vision : To offer services based on world-class infrastructure, industry expert

skills, proven process-oriented service operations that are backed by principals to
ensure the world's best way of delivering IT infrastructure management solution.“
• Mission: "To serve customers with integrity through innovative, value for money
solutions, by applying thought day after day"

• Values: Human values , integrity, Innovation drives us

Global IT industry overview

Information Communication Technology (ICT), the fastest growing industry of the
present era, has not only captured the imagination of the people but also contributed to
foster the pace of globalization and bringing together humanity as has never been before
by breaking geographical, territorial and manmade barriers. In the process, it has
generated economic opportunities, social-closeness and contributed to the overall growth
process of the whole world. Many countries have plunged into the arena to reap benefits
as per their advantages. Even Asian countries like China, Taiwan and India have created
a niche for themselves, the first two in the area of hardware and the latter in the area of
software. Within a short span, ICT related exports has become the largest export item of
India surpassing a large number of traditional products and services including dynamic
ones. Information technology (IT) refers to the collection of products and services that
turn data into useful, meaningful, accessible information. The information technology
industry has several major facets: computer hardware, software and services. Often,
telecommunications hardware, software and services are also included in the definition.
Given the convergence of this technology, including the Internet, hand held devices,
intelligent machines and other equipment, clear distinctions between “information
technology” and “telecommunications” are exceedingly difficult. The U.S. is the world

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leader in information and communications technology (ICT) products and services,
representing almost 40 percent of global spending. U.S. spending on ICT has increased
almost 21 percent since 2000, to almost $1.13 trillion in 2005. Between 2000 and 2005,
ICT in the U.S. has achieved a compound annual growth rate of 4 percent, compared to
6.3 percent for all global economies. This comparison is somewhat misleading, however,
given that many countries began the millennium with a very small installed base of
information technology. To put U.S. ICT spending into context, member nations of the
G-8 experienced CAGR of 4.5 percent for the same years. At $3,800, the U.S. is also one
of the world’s largest per capita ICT spending nations. The business community has
responded the Information Technology Industry is the fastest growing segment of the
Indian economy. The Information Technology Sector has grown in size from Rs. 5,450
crores in 1994-95 to about Rs. 64,200 crores in 2001-02 contributing 0.59% and 2.87% to
G.D.P. growth respectively in the corresponding periods. The composition of Hardware
and Software exports is estimated as follows:

Description 1994-95 Rs. 5450 crores to 2001-02 Rs. 64200 crore

Software and Service Exports 28.3%and 57.4% respectively
Domestic Software and Services 17.9% 17.3%
Hardware peripherals and networking 48.4% 22.3%
Training 5.5% 2.9%

The country wise Indian Software Exports in 2000-01 was as follows:

Country Rs. (crores) Percentage
USA 17336 61.15
UK 3355 11.84
Japan 1021 3.60
Germany 900 3.20
Singapore 540 1.90
Canada 425 1.50
Netherlands 360 1.27

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Switzerland 340 1.20

The NASSCOM estimates the global market and the opportunity for Indian Exports to a
level of US $700 billion and India's exports form about 5% of the global market by 2005.
The NASSCOM review paper also indicates that the Internet subscribers base will grow
from 5, 11,376 persons in 2001 to 56, 33,322 persons in 2006.

IT Market statistics:

 Improving IT efficiency continues to be a priority

 Infrastructure consolidation continues to be a focus area
 Preference towards ERP packages vis-à-vis custom built applications
 Increasing interest in Integrated BPO+IT solutions
 Regulatory changes adding to IT budgets
 Outsourcing contracts getting shorter

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WIPRO’s Strategic Business Units (SBU’s)

Wipro Infrastructure Engineering - Wipro Infrastructure Engineering offers world-

class hydraulic cylinders and truck hydraulic components and represents the Kayaba,
Kawasaki, Sun Hydraulics and Teijin Seiki range of hydraulic products in India. With
state-of-the-art manufacturing facilities and extensive product development and testing
facilities, Wipro Infrastructure Engineering has emerged leader in the hydraulic cylinders
and truck tipping systems market in India.

Wipro InfoTech India - Wipro InfoTech is the IT services, solutions and products
division of Wipro. It operates in the geographies of Asia-Pacific and the Middle-East.
Wipro InfoTech is one of the leading manufacturers of computer hardware and a provider
of systems integration services in India. The company manufactures a popular line of
desktops, notebook PCs, data servers and offers a range of technology services. Wipro
InfoTech, the company’s middle east and Asia Pacific IT services and products business,
recorded revenues of Rs 2.70 billion, an increase of 68 per cent over the same period last
year. Its PBIT grew by 48 per cent to Rs 135 million. Wipro InfoTech accounted for 15
per cent of revenue and three per cent of PBIT for the quarter ending June 30, 2004.

Wipro Lighting –Vision: innovative range of clean room luminaries, clean & pure
Wipro Lighting manufactures and markets the Wipro brand of luminaries, lamps and
accessories. Wipro Lighting caters to both institutional and retail consumers, offering
lighting solutions across various application areas such as commercial lighting for
modern work spaces, manufacturing and pharmaceutical companies, designer petrol
pumps and outdoor architecture.

Wipro consumer care Products - At WIPRO, the consumer care and lighting division,
which precedes the mainstay IT services, made news recently with its aggressive moves.
It gobbled up Hindustan Lever's dormant brand Glucovita in the glucose drinks segment
and then upstaged Marico Industries to take up the distribution of Chandrika soap. And

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there are no pauses, as Vineet Agrawal, President of Wipro's Consumer Care and
Lighting division, is betting on further acquisitions to help the business leapfrog to new
highs.

Wipro Technologies: Wipro Technologies is the No.1 provider of integrated business,

technology and process solutions on a global delivery platform.
Wipro Technologies is a global services provider delivering technology-driven business
solutions that meet the strategic objectives of our clients. Wipro has 40+ ‘Centers of
Excellence’ that create solutions around specific needs of industries. Wipro delivers
unmatched business value to customers through a combination of process excellence,
quality frameworks and service delivery innovation. Wipro is the World's first CMMi
Level 5 certified software services company and the first outside USA to receive the
IEEE Software Process Award.
 Wipro GE Medical Systems Limited : Focused on delivering world-class Health Care to
South Asia. Wipro GE Healthcare, a joint venture between Wipro and GE, is part of GE
Healthcare South Asia and caters to customer and patient needs with a commitment to
uncompromising quality while providing superior customer and patient satisfaction delivered
by a highly energized team maximizing customer productivity with Six Sigma quality and
uncompromising integrity.

 Wipro Fluid Power Limited : Wipro Infrastructure Engineering, is a wholly owned

subsidiary of Wipro Limited, a US$ 3.5 Billion multi-business corporation. Wipro
Infrastructure Engineering delivers precision-engineered hydraulic cylinders, components
and solutions & truck hydraulics components to OEMs globally in the infrastructure and
related industries. Headquartered at Bangalore, India, Wipro Infrastructure Engineering is a
wholly owned subsidiary of Wipro Limited.
 Wipro Water – Provides complete water treatment solutions for all types of industries
a) Process b) Plant & Equipment c) Services.
 Services offered:

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 o Turnkey contracts for Total Water Management including design,
engineering & supply of plant machineries.
o Related services for Erection, Commissioning & Trouble-shooting
 Industries served:
o Power, Chemicals & Petrochemicals, Refineries, Pulp & paper,
Pharmaceuticals, Fertilizer, Dyes, Textiles, Leather, Steel, 5-Star Hotels,
Food Processing, Beverages, etc.
o Market leader in high purity water segment (Indian Pharmaceutical industry)
o Wipro EcoEnergy
 Renewable energy business
 Provides customized solutions across the renewable energy spectrum:
solar, wind, biogas, biomass fuel & geothermal energy systems
 Services offered:
 Consult / design and develop application
 Implement
 Operate & maintain
 For Industries & Institutions -Trade & Commercial establishments
o Shared Service Consulting

 A practitioner’s perspective
 Wividus - A shared service organization
 Supports 80000+ employees; handles 4000+ transactions per day
 Conserving resources – paper (95% electronic transactions) & energy
 Sharing service resources across Wipro businesses
 Applying Six Sigma & Lean Concepts

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Some quick facts on Wipro

 Wipro becomes the first Indian IT Service Provider to be awarded Gold-Level

Status in Microsoft’s Windows Embedded Partner Program

 Wipro is the world’s largest independent R&D Services Provider

 Worlds 1st PCMM Level 5 software company
 Wipro one among the few companies in the world to be assessed at maturity level
5 for CMMI V1.2 across offshore and onsite development
 Worlds 1st IT Services Company to use Six Sigma
 The pioneers in applying Lean Manufacturing techniques to IT services
 World’s first SEI CMM/CMMI Level 5 IT services company
 The first to get the BS15000 certification for its Global Command Centre
 Functional RFID Enabled Concept Store and Global Data Synchronization
Laboratory BS7799 and ISO 9000 certified
 Among the top 3 offshore BPO service providers in the world
 Wipro is a strategic partner to five of the top ten most innovative companies in the
world* (*Technology Review Innovation Index 2005)
 First Indian firm to get ISO 14001 certification.( Given for environment and
safety consciousness i.e. for making eco-friendly products)
 Over 55 industry facing ‘Centers of Excellence'
 928 clients - 95000+ employees
 54 development centers across globe

Strategic alliances

In its acquisition, Wipro said it has acquired the Finland-based Saraware Oy in an all
cash deal worth $32 million. Wipro took over Enabler, an EU-based retail service
provider for $53 million. Saraware, a 21-year-old company, is a leading provider of
design and engineering services to telecom companies. This acquisition adds expert
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 domain competencies in the areas of radio networks and secure mobile platforms.
Saraware has nearly 200 specialists in these domains based out of Finland. Close to 50%
of global market share in wireless infrastructure domain is dominated by major players in
the Nordic belt. Wipro Technologies acquisitions in Europe have added local work force
in Portugal , Austria, France, and Germany. Wipro’s R&D arm, the product and
engineering solutions (PES) division, is more than twice as large as that of its closest
competitor, Tata Consultancy Services (TCS), India’s largest software exporter. It
generates 35% of its turnover and 60% comes from software services. Wipro sees that
changing by 2010, when both would be in equal proportion.

Other Alliances:-
a)Microsoft b)Cisco c)SAP d)Hyundai
e)IBM f)Symbian g)SUN h)Oracle i)Blue titan
j)Manhattan associates k)Data flex
l)HP m)Sonic software

Wipro Client List :

Embedded Manufacturing Retail Telecommunication Travel and

and Product and Transportation
Engineering Internetworking

NCR Akzo Nobel News Exel Nokia Siemens Thomas

Story Networks Cook
Toshiba Weyerhaeuser
TUI AG
Honeywell Cisco Systems

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Symantec Sanyo Scotts Nortel Networks
Corporation
Media & Telecom Alcatel Lucent
Energy and Entertainment Service
Ciena
Utilities Providers
easyCinema.com
Broadcom
National Grid NTL
Case Studies
TeliaSonera
PacifiCorp

Thames
Water News
Story

NPower

Vectren
Source

Wipro’s expertise in the domain of Consulting:

• Business consulting- Wipro provides quality business performance and helps its clients
to leverage the strengths of IT to get the most from their business processes.
• Process consulting- Wipro provides process improvements and implementation of
packaged applications to their clients through this.

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• Quality consulting- By deploying six sigma methodology and programs and process.
Improvement tools, Wipro helps in setting up quality frame works that deliver
measurable value for the businesses concerned.
• Technology consulting- Wipro covers from package and technology assessment to
large-scale systems integration, and envisions, architects and builds robust. Solutions
are tailor-made for organizations.

SWOT Analysis of Wipro in the current scenario:

Strengths Weaknesses

Large Employee Base: (42000 as on 2005- High reliance of US and European

06 with low attrition rate) markets.

Large number of Bluechip Clients like Lack of focus on Consumer durables and

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Nortel, Compaq and Seagate Engineering products.

Operating profit margins at 32.3% lower Small size of Balance sheet to make a deal
than its peers. and acquire new profitable companies as
compared to TCS and Infosys.
Global partner with GM, Nike, JP Morgan,
Franklin Templeton, ABN Amro, GM,
Boeing and GE, and 300 others

Global delivery model: Market leader in

Offshore, consulting and business process
outsourcing business.

Global Diversified company with a strong

R&D division twice as large as TCS and
Infosys.

Opportunities Threats

Increase in English speaking people in

IT Sector is booming
china.
Innovations of latest Technologies
Emerging Small IT companies
Good scope for expanding business
Unrelated diversification of other
worldwide(liberalization, Globalization,
multinational companies such as TATA
Privatization)
Elxi, L&T InfoTech, TITAN
Number of SEZ and STP’s are increasing.

26
While strengths and weaknesses of the Indian software sector have been an outcome of
the past decisions and initiatives, what lies ahead is well captured in the opportunities and
threats. While India’s share in the global technology marketplace continues to remain
miniscule (at 1.8%), this presents an opportunity for Indian software companies to
increase their penetration into newer markets and newer domains. Further, as more global
companies are looking towards outsourcing their tasks to Indian software companies with
a view of becoming more cost competitive, the imperative for the former (Indian software
companies) lies in moving rapidly up the software value chain, into high-end domains
like telecom and banking services. In this initiative of moving up the value chain, Indian
companies are then likely to benefit from the scale advantages of the selling and
marketing expenditure that have been made in the past. Talking about probable threats to
the fortunes of these Indian tech. companies, the most serious being the ‘successful’
replication of the Indian offshoring model by the global tech biggies like EDS, IBM and
Accenture. While, at present, most of the managements of Indian software companies are
of the belief that it would be rather difficult for these global giants to completely replicate
the Indian model owing to the changes that they would have to make in their revenue and
cost structures, as and when these MNCs are successful in the replication process, it
would pose tough times for the Indian companies. Finally, Indian software companies, in
retaliation to increasing pressure due to global economic slowdown, have reengineered
their business models and widened their service base through moving up the software
value chain. Not only have these changes helped these companies in improving their
financial performance, even the stock markets have rewarded them as seen by the rally
that these stocks have been witnessing since their April 2003 lows. However, there have
been several bouts of volatility in between this rally and the rapid rise witnessed in the
month of November raises some serious questions regarding the sustainability of this
rally.

WIPRO’S STRATEGIES TO BECOME GLOBAL

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Past strategies: Growth has four faces:
a) Organic
b) Acquisitions
c) Diversifications
d) Joint ventures.
Premji's growth strategy over the past years shows a marked change from earlier patterns.
Between 1966-2000, Wipro grew through diversification, partnerships and organically,
through innovations it pioneered. Today, growth is also through acquisitions and
borrowed ideas, and there are fewer partnerships.
Interestingly, Premji's entry into the BPO (business process outsourcing) was remarkably
late in coming, and seems to be a somewhat knee-jerk reaction to slowing growth rates in
his core businesses. In July 2002 Wipro acquired Spectramind in a Rs. 4320 million
deal. The takeover caused a few rumblings amongst analysts who felt that Wipro
overpaid for India's largest non-captive call-center (GE's operations in India are estimated
to be larger) but Spectramind is already a growth driver, contributing about 4% to
Wipro's total revenues.
Moving up the value curve is another growth strategy. It is no secret that Premji would
like Wipro to join IBM and Accenture in the sophisticated and lucrative tech consulting
business, helping customers design their IT systems, and not labor in the lower level
space of offshore coding. Moving towards this goal, he bought NerveWire Inc, a
financial services consultancy located in Newton, Massachusetts, for Rs 912 mn.
The next shot in the arm was the November 2002 acquisition of American Management
Systems Inc; a Boston based 100 person energy practices, for Rs1152mn. Today research
led consulting represents 7% of Wipro's revenues, up from zero two years ago. Enroute
he has made some impressive gains: in April 2002, Wipro won a contract to provide tech
services to the Scandinavian TeliaSonera, beating world leaders like Oracle Corp on their
own turf.

Recent strategies: IT Services and Products segment accounted for 69% of the
Company's revenue during the fiscal year ended March 31, 2006 (fiscal 2006). Wipro

28
provides its clients customized IT solutions in the areas of enterprise IT services,
technology infrastructure support services, and research and development services. The
Company provides a range of enterprise solutions primarily to Fortune 1000 and Global
500 companies. Wipro addresses the banking and financial services segment, the
manufacturing sector, and the retail, energy and utilities industries through its range of
service offerings. The Company's enterprise solutions division accounted for 63% of its
IT Services and Products revenues in fiscal 2006.
Wipro Technologies is expanding its portfolio of IT services by offering high
value services such as IT consulting and systems integration, bringing it into direct
competition with global IT consulting giants like Accenture.

Wipro's strategy revolves mainly around three points:

Service line expansion - Wipro will build a full port-folio of technology services. The
company has already added a number of new services such as package implementation,
infrastructure outsourcing (including remote network management), business process
outsourcing and so on.

Quality leadership - Wipro has been well-known for embracing cutting-edge quality
standards such as six sigma. It has also begun six sigma consulting in an effort to become
a global six sigma leader.

29
Investing in human capital - Wipro Technologies is investing a lot in training, not only
on the technical side but also on teaching its engineers how to be consultants. The
company's employees, who several years ago were basically "code cutters", have
demonstrated the ability to take on large, complex projects and run them out of India.
Now, they must be able to develop a peer-like relationship with customers, persuading
customers instead of just accepting direction and doing a good job of execution.

The Company develops strategies and implements solutions for its clients to manage
multiple sources of data for use in their decision-making processes. Wipro uses its
expertise in package software to architect, implement and maintain client-specific
solutions. The Company also provides consulting services. Wipro provides offshore
testing services. The Company's service portfolio in testing covers the entire gamut of
user needs from product concept to deployment, across the stages of the
product/application life cycle.

POSITIONING WIPRO FOR GLOBAL COMPETITION

Wipro Limited is a leading provider of IT solutions for customers across Americas,

Europe, Asia, Australia and the Middle East. Started as a ground nut crushing unit in
1947, Wipro has grown into a multi business multi location conglomerate. Wipro has
grown from a India centric consumer products manufacturing company to a global
company providing comprehensive service portfolio, an adaptive, value-driven
engagement model and our quality leadership in every aspect of service delivery. The
depth and width of the services that it provide is perhaps unmatched by any other
company.
30
In its non-IT businesses, Wipro has a significant presence in Consumer Products and in
Infrastructure Engineering. The company has a significant presence in toiletries and
lighting products and solutions. It is the preferred suppliers to OEMs supplying to the
growing infrastructure industry globally.

Wipro, Ltd. operates through a handful of subsidiaries, namely Wipro Technologies,

Wipro InfoTech, Wipro Consumer Care and Lighting, Wipro Fluid Power, Ltd. and
Wipro GE Medical Systems, Ltd. The firm has 37 offices across North America, Europe
and Asia. Wipro InfoTech is responsible for technology operations in the Indian, Asia-
Pacific and Middle-East markets. Wipro's Consumer Care and Lighting business segment
accounted for 5% of its revenue in fiscal 2006. Wipro Consumer Care and Lighting
focuses on niche markets and offers a mix of consumer products including soaps and
toiletries, light bulbs and fluorescent tubes, lighting accessories and hydrogenated oil. Its
umbrella brands include the Santoor and Wipro Active lines of soap and talcum powders,
as well as the Wipro Baby Soft line of infant and child care products. The Fluid Power
division develops hydraulic technologies for Indian mobile equipment manufacturers,
while Wipro GE Medical Systems, in conjunction with GE, produces and exports
electronic medical equipment. In December 2005, Wipro Technologies purchased
NewLogic, an Austrian semiconductor design firm, for $56 million. This acquisition will
greatly enhance the company's hardware design arm, adding 120 semiconductor
specialists and access to 25 new patent filings. Wipro offers medical and educational
assistance, sabbaticals for higher studies, interest-free and contingency loans, an on-site
cafeteria and transportation to its development centers.

In a vision exercise that Wipro went through in mid 2000, Wipro Technologies expected
to generate annual revenues of US$4bn by 2004. Half of these revenues were to come
from organic growth and the other half from acquisitions. The company is still far from
this goal: revenues in 2001/02 amounted to US$470m. However, Mr. Paul emphasizes
that the US$4bn figure was not meant to be a target but a vision that was used as a
rallying cry for the entire organization to think big. The statement also forced
31
management to think through a number of fundamental issues such as how to
successfully scale recruiting, induction, quality systems, and delivery mechanisms.
Moreover, if the company is going to grow to the point where a majority of staff have
been employed for less than two years, it will be important to be able to "scale" the
Wipro culture and instill Wipro values.

Like many other Indian IT services companies, Wipro Technologies has also been trying
to diversify away from the US market, which in 2001/02 accounted for 57% of the
company's revenues. It has been targeting particular industries in Europe such as telecom
and utilities. As a result, the share of Europe in revenues, about 36% in 2001/02,is
relatively high compared with many other major Indian software exporters. Japan has
also emerged as a significant market.

The Company's India and Asia Pac IT Services and Products business segment, which is
referred to as Wipro InfoTech, is focused on the Indian, Asia-Pacific and Middle-East
markets, and provides enterprise clients with IT solutions. The India and Asia Pac IT
Services and Products segment accounted for 16% of Wipro's revenue in fiscal 2006. The
Company's suite of services and products consists of technology products, technology
integration, IT management and infrastructure outsourcing services, custom application
development, application integration, package implementation and maintenance, and
consulting. In addition, Wipro provides its domestic customers with access to its range of
global IT services, including enterprise solutions, and research and development services.
The acquisition of Saraware would help in positioning itself in the GSM / WCDMA
wireless network market, which stood at $32 billion in 2005. Wipro's near-shore presence
in Europe has been fortified by this acquisition. It would also help Wipro prepare for the
3G evolution and give it access to the mobile security (public radio systems used by
police) domain. The acquisition of the Austrian chip design firm NewLogic would
strengthen Wipro's presence in Bluetooth and the wireless local area network (WLAN)
space in the global market. Acquisition would help the company create a strong footprint
in Europe and enhance the local delivery capability. NewLogic has three design centers
in Europe at Lustenau (Austria), Sophia Antipolis (France) and Munich (Germany). The

32
NewLogic acquisition is a significant step in the plans to be the leader in the Wireless IP
and RF technology space. It will position Wipro as a complete SoC solution provider to
its customers. The acquisition also helps to consolidate its position as leaders in this
space and more particularly provides a solid base for addressing the large market in
Continental Europe.

Financial analysis of Wipro

WIPRO Ltd's net profits grew by 97 per cent over the corresponding quarter last year to
Rs 214 crore. Revenues grew to Rs 798 crore, an increase of 28 per cent year-on-year, a
performance backed by cost cutting, and strategies that seem to have paid off. However,
results showed a negative growth vis-a-vis the previous quarter. Total revenues in Q4 last
year was Rs 938 crore and PAT was Rs 217 crore. The company has been following a
three-pronged strategy -- of going after the large $ 100-billion systems integration and
technology infrastructure market competing with global players; entering the APAC and
Middle East regions through Wipro InfoTech and following the Six Sigma processes and
procurement as strategies to cut costs. Wipro Technologies, which contributed a major
chunk of revenues at 65 per cent, has shown a growth in offshore realisations of 3.4 per
cent and onsite realisations of 2.6 per cent. Wipro Technologies also contributed 93 per
cent of the PBIT. Revenues from the Global IT arm were Rs 521 crore for the quarter and
PBIT was Rs 190 crore. Operating margins went up to 36 per cent for the first quarter this
year as against from 31 per cent in Q1 ended June 2000, and 35 per cent in Q4 last year.
The increase was primarily due to increase in offshore realisation by 15 per cent and
onsite realisations by 16 per cent. In the quarter, Wipro's R&D Services contributed 52
per cent of the Global IT services revenue, Enterprise Solutions contributed 42 per cent
and the remaining 6 per cent, was contributed by Technology Infrastructure Services.
Continuing its derisking strategy, the company has brought down the percentage of its
revenues from the US from 65 per cent to 60 per cent compared to the corresponding
quarter last year. Europe has moved up to 33 per cent from 27 per cent and Japan is 6 per
cent. Wipro InfoTech, accounted for 20 per cent of the revenues and 4 per cent of the
PBIT. PBIT grew by 26 per cent to Rs 8 crore. Operating margin expanded from 3.8 per

33
cent for the quarter ended June 2000 to 5 per cent for the three-month period ended June
2001, driven by growth in services and solutions business by 24 per cent year-on-year. In
its first quarter of operations in Asia Pacific and the Middle East, the business won two
marquee customers and generated good interest among prospect base.

For 3rd quarter ended on December 31, 2008:

 Wipro Limited Revenue increased by 45% Year on Year (YoY) to Rs. 39.79
billion (Rs. 3,979 Crores)
 Profit After Tax (PAT) grew by 41% YoY to Rs. 7.65 billion (Rs. 765 Crores)
 Global IT Services & Products Revenue was Rs. 28.76 billion (Rs. 2,876 Crores),
a 35% increase YoY
 Global IT Services & Products Profit before Interest and Tax (PBIT) was Rs. 6.96
billion (Rs. 696 Crores) and grew by 32% YoY; Operating Margin was at 24.2%
 Global IT Services & Products added 37 new clients in the quarter
 Wipro’s India, Middle East & Asia Pac business recorded 56% growth in PBIT
YoY. Revenue grew 76% YoY

Comparative analysis of P/E

34
It is clear that valuation (based on our FY08 earnings estimates) for most of the Indian
software majors now look stretched. And this is a result of the ‘irrational exuberance’
displayed by market players on stocks of these companies time and again. The main
concern lies in the fact that nothing so ’revolutionary’ seems to be happening with the
software companies that vouch for their prices rising so rapidly. While the overall
environment certainly has shown signs of improvement, investors need to practice utmost
caution from rallies of these kinds as they take along with them even those companies
that have destroyed capital in the past. Temptations are definitely very hard to suppress
but we believe, fallacies resulting from such temptations in the past must have made
investors more wise and introspective in their investment decisions.

FINANCIAL STATISTICS UPTO FINANCIAL YEAR 2005-2006

35
Road Mapping

36
‘Understanding the dynamics of competitors within an industry is critical for several
reasons. First, it can help to assess the potential opportunities for a business enterprise,
particularly important if it is a new venture. It can also be a critical step to better
differentiate a firm from others that offer similar products and services. Globalization,
outsourcing, innovative organizational structures, a far-reaching regulatory environment -
these are just some of the profound trends affecting the way businesses work today. Road
mapping is an established technique that brings discipline and rigor to the product and
technology planning process. Popularized by Motorola and Corning in the 1980's, today,
industry leaders like Honeywell, Medtronic and Philips rely on roadmaps to dynamically
connect product and technology plans across the company and strategically map them to
market opportunities. Leading innovative companies use roadmaps to visualize
innovation efforts across the enterprise, allowing them to better plan for and make
decisions about the future. Through the process of road mapping, organizations can
exchange up-to-date strategic planning information about emerging technologies,
customer needs, market demands and competitive information. Today, many companies
are using road mapping software to streamline the information collection process,
providing more accurate and current data to road mapping participants. Because planning
information is often stored in static Word, Excel, and PowerPoint documents on multiple
desktops, key strategic planning information often resides in different functional silos.
With road mapping software, this data is maintained in a central database, providing
participants with the ability to easily access, share, update, and integrate information
throughout the organization. With road mapping software, companies are able to
optimize visibility into innovation efforts across multiple business units and departments,
providing a collective truth about R&D capabilities, projects and resources. Road
mapping software can help companies effectively discipline ad hoc innovation and
planning processes, improve communication and collaboration throughout the planning
process, and help align cross-functional participants who need to stay on top of
information as it dynamically changes.

Future Road Map of Wipro

37
The software industry is anticipated to grow at 25% a year over the next five years as per
the McKenzie Nasscom report, and the BPO industry is expected to grow in excess of
30% a year. On a sum total, we will grow ahead of the industry going forward. Wipro as
per current financial data , Revenue increased by 30% to reach 10,626 crores; Profit after
tax grew 27% to reach 2067 crores. Revenue from our combined IT business crossed two
billion dollars landmark. Global IT services business grew 33%; and Wipro InfoTech, the
India, Middle East, and Asia Pac business, grew 22%. R&D business as well as the
Europe Geo reached half a billion dollar mark in this fiscal. And employee strength
reached about 53,000 crossing the 50,000 mark. In the coming years the company will
grow by more than 30% in terms of revenue and profit because of more overseas
acquisitions and demand in the IT Market.
Coming to the point of consumer care durables and engineering products, Wipro is
implementing aggressive promotion and advertising cost so that we can predict the
demand and can increase the market share of consumer cares.
In other terms the rise and booming of Retail sector, Wipro can take the advantage of
extending its consumer care product lines and can have joint ventures with several
Branded Retail like WalMart, Big Bazaar and reliance like organic Retail stores to sell its
product and hold and continue to increase the demand for its consumer care products. IT
software and services industry in India accounted for 2.4 per cent of the country's GDP
and 16 per cent of exports in 2002-03.
- By 2008, the Indian IT software and services industry is projected to account for 7 per
cent of India's GDP and 35 per cent of total exports.

BCG matrix of Wipro’s SBUs:

38
The strategic business units of Wipro are, Wipro infrastructure, Wipro InfoTech, Wipro
lightening and Wipro consumer durables and Wipro Technologies.

 Wipro InfoTech: It falls under Question Mark. Question marks are growing
rapidly and thus consume large amounts of cash, but because they have low
market shares they do not generate much cash. The result is a large net cash
consumption. A question mark (also known as a "problem child") has the
potential to gain market share and become a star, and eventually a cash cow when
the market growth slows.
 If the question mark does not succeed in becoming the market leader, then after
perhaps years of cash consumption it will degenerate into a dog when the market
growth declines. Question marks must be analyzed carefully in order to determine
whether they are worth the investment required to grow market share.

39
*Source: Wipro InfoTech had a good third quarter this fiscal. The arm recorded revenues
of Rs 700.8 crore, a growth of 76% Y-o-Y and a PBIT of Rs 58.7 crore, a growth of 56%
Y-o-Y. The services business contributed 32% to the total revenues and grew 49% Y-o-
Y, while the products business grew 91%. The division’s contribution to Wipro’s total
sales stood at 18% in the third quarter as against 15% in the previous two quarters. Wipro
InfoTech’s share of Wipro’s PBIT was 7%.

Wipro Technologies: It falls under Question Mark.

*Source: Europe has been one of the fastest growing markets for Wipro. For the fiscal
year 2005-06, Revenues from Wipro’s the European operations delivered 48% growth
rate and contributed more than 32% to Wipro’s IT Services revenues.

Wipro consumer care & lighting: It falls under Question Mark.

*Source: Wipro's Consumer Care and Lighting division will be firing on several
cylinders in the current year. It is buoyed by the 20 percent plus top line growth achieved
in two successive years(2003-05). When the FMCG industry as a whole has been moving
forward at 4-5 percent.

Wipro's lighting division, set up in 1992, has been catering to specialised niche segments
within the institutional sector, such as software companies, banks and landscaping. The
organised lighting industry is estimated at about Rs 500 crore, and Wipro, Philips and
Bajaj are among the leading players.

40
Wipro infrastructure engineering: it also falls under Question Mark.

*Source: Azim Premji addressing the analysts for the quarter ends 31st dec, 2006.

Azim Premji addressing to the investors in AGM:

The infrastructure business is a big growth driver for us. Even if you look at our last
quarter performance, the performance was 20% less sequential growth. At last quarter
we've grown roughly 80% year-on-year. So it is a high growth business and a big growth
driver for us globally as well as a big differentiator for us globally.

41
42
 AWARDS WON

Wipro has made a name for itself as a company providing reliable services worldwide.
The technological expertise and service skills exhibited by Wipro have been appreciated
by its list of clients scaling various industry sectors. The media has been quick to
document the impressive work, milestones and awards achieved by Wipro.

  Wipro Technologies: Winner of Indian MAKE Award,  

2008
  Wipro Wins International Institute for Software  
Testing’s Software Testing Best Practice Award
  Wipro tops Global MAKE Award 2007  
  Wipro wins Verizon’s 2006 Supplier Excellence Award  
  Wipro awarded HP’s Best Application Solution  
Implementation for creating world-class BTO service
practice
  Wipro and Nortel win Outsourcing Excellence Award  
  Wipro-only Indian company in the Business Week’s  
IN25 “Champions of Innovation” list.
  Wipro BPO Receives Prestigious ‘Outsourcing  
Excellence’ Award
  Winner of Everest Group’s ‘Outsourcing Excellence’  
Award
  Named India times ‘BPO Company of the Year’  

  Only Indian company to be ranked among the ‘Top 10  

Global Outsourcing Providers’ in the IAOP-Fortune
Global 100 listings
  NASSCOM congratulates Wipro Technologies as
showcase company for IT innovation in India 2005

43
   
BEST Award for innovative approaches to workplace
learning: ASTD, Oct 2005
   
Global MAKE 2005 Award: Most Admired Knowledge
Enterprise study: Teleos, Oct 2005
   
Wipro's Gurgaon development centre awarded Platinum
rating: US Green Building Council, Sep 2005
   
National Award for Excellence in Corporate
Governance: Company Secretaries of India, Dec 2004
   
Wipro among World's 400 Best Big Companies:
Forbes, Sep 2004
   
Among top 10 outsourcing vendors in US:
META Group, Jun 2004
  Ranked 7th amongst software services companies in the
world (Business Week, InfoTech 100, November 2002)

Among the top 5 IT companies based on return on

equity
(Business Week, InfoTech 100, June 2002)

  India's most valuable company (Business Today, BT

500, October 2001)

  Amongst the Top 30 emerging economy companies (Far

Eastern Economic Review, 2001)

  Part of TMT (Technology-Media-Telecom) Index of

the  New York Stock Exchange

44
  Top 3 Employers in Indian IT- Dataquest 2002

  Business Innovation award for offshore development  

(Electronic and Software Export Promotion Council,
1993)
  Corporate audit function: Commitment to quality
improvement award (Institute of Internal Auditors)

  "Bravo! Partner of the Year" award from Best Buy (Best

Buy recognizes Wipro as their best IS partner for the
year 2002)

  Spectramind awarded first runner's up for Excellence in

Innovative HR Practices in a survey organized by
Watson Wyatt and Delhi Management Association, Oct
2002
  KMWorld's KM Reality Award for 2002 in recognition
of Wipro's knowledge management practices and
processes.
  IEEE Award for Software Process Excellence First
Company outside of US to be conferred this honor.
Read more (June 4, 2003)

  HP open view service provider champion award. Read  

more (October 09, 2003)
  2003 Asian Most Admired Knowledge Enterprise
Award. (MAKE, October 16, 2003)

45
  ITSMA award for Services Marketing Excellence
Integrated Lead Generation program conferred top
honors. Read more (ITSMA, October 29, 2003)

  IDC CMO Best Practices Awards for Marketing

Measurement and Metrics. Read more (IDC, December
18, 2003)
  Top Company for Leaders in Asia Pacific-2003 in
Hewitt Survey. Read more (December 3, 2003)

  The Golden Web Awards 2003-2004 for the Wipro web

site: http://www.wipro.com/index.aspx Golden Web
Awards is one of the most prestigious and respected
international web awards.

  Site of the Year Award (Web Services Category) at the

9th Annual Golden Ace Award for 2002:
www.wipro.com. Each year sites are nominated by the
general public and after as many as 12 levels of review
and judging, the Wipro web site was presented this
award.

  Ultraweb Level 3 Award for the Wipro web site, Feb

2003: www.wipro.com. The Ultraweb Level 3 Award
symbolizes beauty in design, depth of content and
precise technical operation and is awarded to web sites
with a score of 95 - 99%.

46
  K2 Excellent Silver Award, Feb 2003: www.wipro.com.
As per the laudation “Wipro Technologies offers an
excellent service in technical operations and this has
been clearly integrated on your fast, clean and
professional web site which honors the depth of the
contents. Your more than complete portfolio addresses
the full spectrum of outsourcing needs. You focus on
quality and processes to provide your customers with
excellent and complete one-stop services.”

  Dexter’s Gold Web Award for the Wipro web site, Feb
2003: www.wipro.com. The gold award is the highest
Dexter award and is given to only the best web sites.

 
Certification
World's first PCMM and CMMi ver 1.1 Level 5 company
World's first SEI CMM Level 5 software services
company

World's first TL 9000 certified software services

company

Wipro InfoTech

Wipro InfoTech, a division of the US$5 billion Wipro Limited, provides enterprise
customers with high value Information Technology Products, Software Services,
Solutions and Consulting Services in India and the Middle East. Headquartered at
Bangalore, Wipro InfoTech serves customers in India through a network of 22 offices
and 170 service locations across the country. It also has regional offices across the
Middle East serving the region. Wipro InfoTech is the leading strategic IT partner for

47
companies across India, the Middle East and Asia-Pacific - offering integrated IT
solutions. We plan, deploy, sustain and maintain your IT lifecycle through our total
outsourcing, consulting services, business solutions and professional services. Wipro
InfoTech helps you drive momentum in your organisation - no matter what domain you
are in.
Backed by our strong quality processes and rich experience managing global clients
across various business verticals, we align IT strategies to your business goals. Along
with our best of breed technology partners, Wipro InfoTech also helps you with your
hardware and IT infrastructure needs.
Wipro InfoTech is a part of USD 5 billion Wipro Limited (NYSE:WIT) with a market
capitalization of USD 24 billion. The various accreditations that we have achieved for
every service we offer reflect our commitment towards quality assurance. Wipro
InfoTech was the first global software company to achieve Level 5 SEI-CMM, the
world's first IT company to achieve Six Sigma, as well as the world's first company to
attain Level 5 PCMM. Currently, our presence extends to 9 regional offices in India
besides offices in the KSA, UAE, Taiwan, Malaysia, Singapore, Australia and other
regions in Asia-Pacific and the Middle East.

Revenue: Rs. 49.3 billion

Growth: 20% YoY
PBIT: Grew by 24% YoY

Wipro InfoTech deals in:

1. Wipro Personal computing
2. Services
3. Enterprise Platform development
4. Total outsourcing

48
Wipro Personal Computing (Wipro PC) Division leverages over two decades of trust
and experience in driving businesses across India with the best–in-class IT infrastructure
products. Our product and service offerings, which are consistent with global quality
standards, cover desktops, laptops and servers on a B2B basis. We excel in serving
diversified business segments in the Indian market.
We have built a formidable ‘circle of trust’ in every partnership while providing products
and services. This is achieved through stringent quality processes, compliance policies
and on-time delivery throughout the duration of project implementation and execution.
Trusted for over two decades, Wipro PC has the industry recognition and awards as a
testimony to our continuing progress and achievements.
Services – Wipro providing all type of services like facility management. e.g. - providing
total maintenance of BSE (Stock Exchange) in networking, Maintaing servers and shoot
out problems. E.g- LIC, Aviva life insurance, ESIC etc.
Consulting Wipro InfoTech offers consulting services that support your strategic
business objectives in today's competitive business environment. As organisations move
up the value chain, we help drive your business momentum in the light of challenges
arising from globalisation, competition and the dynamics of customer loyalty. The
various consulting practices enable you to achieve execution excellence, cost leadership
and business agility through IT, resulting in sustainable business leadership in your
industry.
Leveraging people, process and technology experience, Wipro InfoTech aligns the right
set of practices to complement your business. Every successful project execution
highlights the practitioner experience of our consultants. We drive home your business
advantage by providing advisory and implementation frameworks, delivered through a
strong focus on core business issues, strong process orientation and industry domain
knowledge. From ideation to completion, we are there with you at every step of the
project to resolve any issues. Our partnership with each client is built on trust and
excellence in performance leading to successful results. Wipro InfoTech Consulting
practice gives you the full benefit of:

49
  Strategic cost reduction: Strategic sourcing, supply chain process consulting,
procurement technology enablement, low cost country sourcing.
 Business transformation: Business process improvement through Six Sigma,
Lean, Triz, TOC and Integrated Quality Management System through ISO,
CMMi, PCMM advisory and implementation
 Security governance: Advisory and assurance, identity management, technical
risk assessment, compliance to standards
 Strategy: Enterprise architecture and IT strategy, technology selection and
optimisation, IT governance through ITIL, COBIT, ISO 20000, shared services
advisory and roll out
 E-governance: Capacity planning, e-governance strategy and roadmap, electronic
government procurement system

EPD – Wipro providing a platform to organizations to make them develop. E.g.- SUN
system and CISCO. Wipro providing them support in networking and server connectivity
etc. Wipro providing total technical support to AIRCEL in IT enabled services.

Total outsourcing – Wipro providing outsource services to enterprises or corporate.

E.g.- Wipro providing HDFC, IT enabled services regarding recruitment and replacement
of employee in IT services. Our Total Outsourcing services are delivered through a
Program Management Office (PMO) which manages and governs all our projects.
Through the PMO we assure you that our clearly articulated vision strictly adheres to
high standards of service delivery and quality. Our program governance processes
include:

 Service delivery management: Transition management, service management,

change management, risk management, project management, performance review.

 Technology management: Technology assessment, impact analysis, business

case, deployment strategy, sustenance strategy.
50
  Relationship management: Governance effectiveness, customer satisfaction,
communication, expansion of scope, issue management.

 Contract management: Invoicing and verification, service consumption analysis,

contract management, contract change management.

LOCATION IN DELHI / NCR:

 DELHI
Corporate office – 7th floor ,Prakshdeep building ,Tolstoy Marg,
Near BarakhaBBA ,New Delhi.
Plant / Factory - 237,238 &239, Okhla Industrial Estate
Phase-III, New Delhi – 100020

 GURGAON
Prime office – Gurgaon development centre
(Awarded Green Building by USA )
480-481,Udyog Vihar, Gurgaon.

 NOIDA
Software development centre- SDF No. E-13 & 14, Noida SEZ
Noida - 682037
Uttar Pradesh – India
Wipro SEZ, Plot No. 2, 3 & 4, Knowledge Park
Greater Noida, Uttar Pradesh - India

51
WIPRO INFOTECH GOES GREEN
first Indian company to launch environment-friendly range of desktops. This new range
of products named Wipro GreenWare which includes desktops and laptops are compliant
with RoHS (Restriction of Hazardous substances) directive thereby reducing substantial
e-waste to the environment. There was a simultaneous launch at the Wipro’s Pondicherry
factory in the esteemed presence of the Hon’ble Chief Minister of Pondicherry, Mr. N
Rangasamy. Wipro Personal Computing, in a press conference in Bangalore announced
that it is the

Wipro has been at the fore front in addressing the issue of increasing e-waste in the
environment. Wipro has set up its e waste management process called Wipro Green
Computing, which spans across its product lifecycle - from designing, manufacturing,
right up to the final disposal. Wipro is now launching a range of eco-friendly hardware
products and promises to make its entire product range of laptops and desktops compliant
with RoHS directive. Eventually the plan is to ensure that all desktops and laptops from
Wipro Personal Computing would be free of hazardous materials such as Brominates
Flame Retardants (BFR), PVCs and heavy metals like lead, cadmium and mercury that
have been regularly used in computer manufacture so far.

Wipro is an environmentally conscious organization and being large scale users as well
as producers of computers, it continuously strives to comply with all applicable
environmental laws of India. Wipro started this initiative way back in Aug 2005 . The
GreenWare range of products does not come with a premium price tag. They are
available to our customers for immediate purchase.

52
53
 E Waste Management
As a company we comply with all the environmental laws of India. Our manufacturing
processes, waste disposal and product specifications meet the norms laid down by the
Government of India Pollution Control Board. As a matter of fact, we are ISO 14001
compliant.

The IT industry is a progressive industry, and players globally are campaigning

to generate end user awareness and influence legislation to ensure appropriate disposal of
waste by end users. Likewise, the Indian industry, under the aegis of MAIT has been
actively promoting end user awareness and has submitted draft legislation on the matter.

Wipro is voluntarily driving efforts to maximize the usage of RoHS compliant

components. RoHS is an emerging global standard which is being adopted gradually by
the industry globally. As the global legislations are mandating use of RoHS compliant
components, the manufacturing ecosystem, which is concentrated in Taiwan and S.E.
Asia, is also gearing up to meet this demand. The current outlook of supply side
dynamics makes us believe that we can offer RoHS compliant electronic components in
our PCs by the middle of next year. We hope that Govt. legislation, industry bodies and
the good work of NGO bodies will be able to create sufficient awareness to accelerate the
adoption of these offerings. Wipro is actively involved in helping customers dispose of
their E waste. We have created a complete system to manage and dispose of old
components. In this endeavor Wipro undertakes to do the following-

 Identify suitable disposal mechanisms

 Manage service points across India
 Engage technically competent disposal agencies
 Create a complete process for disposal of e-waste
 Quantity of e-waste disposed by Wipro: These are happening in two stages.
One at the Factory Manufacturing and the other at Post Sales Service. Electronic
waste disposal as per service data shared is about 5.0 mn per month by value and
approx. 4500 parts per month gets disposed to E-waste authorised Re-cyclers. E-

54
 waste disposed through Authorized recyclers from Factory manufacturing
cumulative about 1220Kg for the Year 2007-08.

Disposal of E-waste
We are happy to announce that we will be offering the service of E-waste disposal to our
customers starting 1st September, 2006. This service is exclusive to Wipro product
customers. Customers can register on our site or can contact our representatives in 16
locations.
These services can be availed free of cost by paying nominal freight and handling costs
charges. We have identified partners who will help in the disposal of e-waste. We also
provide the clarification on documentation control needed to ensure compliance to the
standards prescribed by statutory pollution control authorities, if required.

E-waste disposal process

Customers, who wish to have their e-waste disposed, may contact Wipro. Wipro
undertakes to do the following to help in disposal.

1. Wipro will collect the discarded systems from customers on behalf of the disposal
agency.
2. Provide the discarded computers to vendors certified by Pollution control board to
dispose the parts.
3. Ensure collection and transport of systems from customer to final waste disposal
point. This support is limited to disposal of e-waste related to Wipro products
being retired by the customer.
4. Monitor the disposal of e-wastes by agency according to guidelines given by the
relevant pollution control boards.
5. Wipro will submit form 9 and other documents required by Pollution control
board to ensure compliance to standards set by Pollution control board.

Wipro will collect documentary proof that that these items have been disposed in a
safe manner by the vendor as recommended by Pollution control board.

55
 Product specification

WIPRO 7F3800 Ego Laptop COLOUR – Yellow / Blue

Intel atom 1.6Ghz /1GB RAM/160GB HDD/10” screen /1.3 MP Camera/ 3USB Ports/ 8in1 Card
Reader/Genuine Window XP Home/1.25Kg/ Carry case/1yr onsite warranty/Bluetooth/ Wi-Fi.

WIPRO EM471X Ego Laptop COLOUR – Red / Blue

Intel Core 2 Duo 2.0GHz/ upto 8 GB RAM/ Upto320GB HDD / 14.1” screen / 1.3 MP
Camera/Internal Mic/ 2USB Ports / Optical drive/ 9 in 1 Card Reader / Window Vista Business /
1.25Kg/ Carry case/1yr onsite warranty/Bluetooth/ Wi-Fi / Finger print reader.

WIPRO NOTE BOOKS

MODEL OPTICAL WEB CARD OPERATIN

NO. PROCESSOR RAM HDD DISK SCREEN CAM READER G SYSTEM WARRANT
DVD 1 yr multicit
7B1611- Celeron Super onsite
0014 2.13GHz 1GB 160GB multi 14.1" NO 8 in 1 Linux warranty
DVD 1 yr multicit
7B1611- Dual core 2.0 Super onsite
0006 GHz 1GB 160GB multi 14.1" NO 8 in 1 Linux warranty
DVD 1 yr multicit
7B1631- Dual core 2.0 Super onsite
0014 GHz 1GB 160GB multi 14.1" YES 8 in 1 Linux warranty
7B1631- C2D 2.0GHz 1GB 160GB DVD 14.1" YES 8 in 1 Linux 1 yr multicit
0019 Super onsite

56
 multi warranty
WIPRO DESKTOPS

MODEL OPTICAL
NO. PROCESSOR RAM HDD DISK DISPLAY KEYBOARD MOUSE WARRANTY
Celeron 1.6 DVD
WIV1555 GHz 1GB 160GB R/W 15" LCD MMK Optical 3 yr SOW
Dual core DVD
WIV1568 2.4GHz 1GB 160GB R/W 17" LCD MMK Optical 3 yr SOW
C2D DVD
WIV1578 2.66GHz 1GB 160GB R/W 17" LCD MMK Optical 3 yr SOW
C2D DVD
WIV1579 2.66GHz 1GB 160GB R/W 19" LCD MMK Optical 3 yr SOW

WIPRO SERVERS

57
58
59
 Milestones
2008: Launch of Wipro Egypt Development Center, acquired citi technology
services pvt. Ltd. , Launch of Wipro GSMC in Kuala Lumpur , contract with ESIC
(employee state Insurance corporation) for E-governance.

2007: Wipro Arabia Joint Venture found.

2006: Acquisition of 3D networks.

2006: Launch of GSMC- Global Service Management Centre for remote service delivery.

2004: Start of Total Outsourcing business.

2002: Start of consulting business unit.

2001: Launch of Wipro InfoTech Middle East & Asia-Pacific operations.

1998: Mission Quality journey started with focus on Six Sigma.

2000: Wipro Listed on NYSE.

1998: Re-launch of Wipro branded PC.

1995: Wipro-BT joint venture started.

1995: Joint Venture with Acer started.

1995: Partnership with Cisco announced.

1995: Offshoring services started.

1992: Launch of global R&D services.

1990: Launch of global software services business and hardware.

60
1988: Partnership with Sun Microsystems announced.

1986: Manufacturing tie-up with Epson for printers.

1986: Start of Wipro PC manufacturing (with India's first surface mounted technology).

1984: Start of Wipro Systems - focus on software products (Wipro branded as well as
distribution business).

1981: Manufacture of mini computers started at the Mysore factory.

1980: Birth of IT business under banner of Wipro Information Technology Ltd. focused
on hardware manufacturing and R&D.

1960: Entered into BIOMED .

1950: Entered into FMCG sector.

1945: Manufacturing of edible oils.

Benchmarks

Our continuing success in executing projects is a result of our stringent implementation

of quality processes. Deploying quality frameworks to align with your business will give
you the benefit of a smooth and transparent transition while providing complete IT
lifecycle management. Reliability and perfection are a result of our adherence to these
quality benchmarks and this has been our key differentiator while helping drive your
business momentum.

Our experience and expertise are measured against globally recognised standards to
ensure our commitment in delivering competitive solutions to our customers. Wipro
InfoTech epitomises quality by maintaining high standards in service offerings and

61
products, as well as internal processes and people management. We believe in constantly
scaling quality standards by expanding our efficiency in all areas beyond our basic IT
offerings.

Our efforts at quality assurance have been recognised with several international
accreditations like Six Sigma, SEI-CMM, ISO and ITIL to name a few. Wipro InfoTech
is also the first company in the world to achieve PCMM level 5.

ISO 14001 Environment Management System

ISO 9001 2000 – Manufacturing and Logistics/Warehouse
DGS&D Manufacturing Process and Testing Infrastructure
DMI (Desktop Management
The world’s only desktop standard for PCs
Interface) Standards
Ensures optimum power saving and management
Energy Star Certification
capabilities
WLP (Windows Logo Offered by Microsoft to meet a baseline definition of
Program) platform features and quality goals
Quality through continuous improvement and process
Six Sigma
orientation

62
 Financials

For the quarter ended March 31, 2009, Wipro IT Services business reported Revenues of
Rs. 49.3 billion, representing an increase of 20% YoY and PBIT of Rs.10.7 billion,
representing an increase of 24% YoY. Operating Income to Revenue for the quarter was
21.8%.
We had 97,810 employees as of March 31, 2009, which includes 74,986 employees in
our IT business unit and 22, 824 employees in our BPO business.
India & Middle East business also saw significant business traction. The quarter saw the
largest win in the area of e-governance from ESIC - Employee State Insurance
corporation, a deal valued at Rs.1,182 crores (6.5 year engagement) which will see Wipro
modernizing and automating the entire healthcare benefits administration set up to deliver
better services to millions of subscribers of ESIC.
The launch of Performance and Capital Efficiency (PACE) solutions in the last quarter
saw the introduction of a suite of Service offerings to help customers move beyond basic
survival and sustainability by lowering costs, improving service levels and operational
efficiencies. Several customers from various industries engaged with us on PACE
offerings like Wipro's innovative Flex delivery model to take the total number of clients
on this model to 34. IT Services business accounted for 76% of the Revenue and 94% of
the PBIT for the quarter ended March 31, 2009

63
 LITERATURE REVIEW

Marketing

Marketing is a societal process by which individuals and groups obtain what they need
and want through creating, offering and freely exchanging products and services of value
with others or otherwise it is the process of planning and executing the conception,
pricing, promotion and distribution of ideas, goods, services to create exchanges that
satisfy individual and organizational goals.

Marketing Strategy

Marketing strategy is a set of objectives, policies and rules that leads the company's
marketing efforts. It is the marketing approach to accomplish the bread objective of the
marketing approach to accomplish the bread objective of the marketing plan. The various
process of marketing strategy are given below.

Selecting largest markets segmentation

1. Positioning

2. Product

3. Price

4. Place

5. Promotion

6. Research and development

7. Marketing research

1. Market segmentation and selecting target market

It is an effort to increase a company's precision marketing. The starting point of any

segmentation discussion is mass marketing. In mass marketing, the seller engaged in the
mass production, mass distribution and mass promotion of one product for all buyers.
Market segment consists of a large identifiable group within a market with similar wants,

64
purchasing power geographical location, buying attitudes or buying habit. It is an
approach midway between mass marketing and individual marketing. Through this the
choice of distribution channels and communication channels become much easier. The
researchers try to form segments by looking at consumer characteristics; geographic,
demographic, and psychographic. After segmenting the market then target market
selected.

2. Positioning:- The positioning is a creative exercise done with an existing product. The
well known products generally hold a distinctive position in consumer's minds. The
positioning requires that every tangible aspect of product, price, place and promotion
must support the chosen positioning strategy. Company should develop a unique selling
proposition (USP) for each brand and stick to it, PPL consistently promotes its DAP
fertilizer by Higher yield at lower cost. As companies increase the number of claims for
their brand, they risk disbelief and a loss of clear positioning. In general a company must
avoid four major positioning errors. Those are under positioning over positioning,
confused positioning and doubtful positioning.

3. Product:- A product is any offering that can satisfy a need or want. The major types of
basic offerings are goods, services, experiences, events, places, properties, organizations,
information and ideas. The company gives more importance in quality, packaging,
services etc. to satisfy the customers. The products has it's life cycle. The product
strategies are modified in different stages of product life cycle.

4. Price:- It is the most important aspect in company's point of view. Price of the product
will be decided by the company according to the competitor's price.

5. Place:- This plays a major role in the entire marketing system. the company emphasis
on its distribution network. Proper distribution network gives proper availability of the
product.

6. Promotion:- Promotion is the one of the major aspects in marketing strategies. By

adopting various promotional activities the company create strong brand image. It also

65
helps in increasing the brand awareness. It includes advertising, sales promotions and
public relations etc.

7. Research and Development:- after testing, the new product manager must develop a
preliminary marketing strategy plan for introducing the new product in to the market. The
plan consists of three parts. The first part describes the target market's size, structure and
behavior. The second part out lines the planned price, distribution strategy and marketing
budget for the first year. The third part of the development describes the long run sales
and profit goals and marketing mix strategy over time.

66
 RESEARCH METHODOLOGY

Marketing research is the function, which links the consumer and public to the
marketers through information. Information is used to identify and define
marketing opportunities and problems; generate, refine, evaluate marketing
actions, monitor marketing performances and improve understanding of
marketing as a process. Hence marketing research specifies the information
required to address these issues, designs the method for collecting information,
manages and implements the analysis of the outcome.

MARKETING RESEARCH PROCESS:

We have already discussed the need of marketing research, which is entirely
based on information needed. The procedure is used to collect the information
that should be one that results as both valid and reliable. To acquire valid and
reliable information there is a step, which is known as marketing research
process. These steps are:
 Specifying research objectives.
 Preparing a list of needed information.
 Designing the data collection project.
 Selecting a sample type.
 Determining sample size.
 Organizing and carrying out the field work.
 Analysing the collected data reporting the findings.
These steps are generally used in every marketing research. Which is also known
as designing a research project or research design? So research design is some
statement or specification of procedures for collection & analyzing the
information required for the solution of some specific problem. It provides a
scientific framework for conducting some research. Alternatively research design
is a plan to find the most appropriate way to carry out an investigation in accurate
and economic manner.

67
METHODOLOGY ADOPTED
This research study is based on survey to find out the satisfaction level of
HCL Infosystem product with other competitors .The survey has been conducted
as a neutral identity (that is the people surveyed were not told that the survey is
being conducted for HCLI) to eliminate any biased or incorrect information.

STEPS USED IN FORMULATING RESEARCH DESIGN:

1. OBJECTIVE SPECIFICATION AND STUDY OF THE PROBLEM

In the first step it is important to know the purpose of the study. The knowledge of
research objective is essential otherwise the study may be misdirected. So the objectives
of the project were first prepared.
The research objectives are enumerated as under: -
 To determine the awareness level of the consumers with the HCL product.
To determine the current market leaders in the Desktop PC’s, servers and printers.
 To determine the top of the mind awareness of various companies.
 To check the satisfaction level of the products being used.
 To determine the factors preferred while purchasing the product.
 The most preferred brand on various factors.

2. PREPARING A LIST OF NEEDED INFORMATION:

After having an appropriate knowledge of purpose and objectives it is
necessary to prepare a list of information needed to attain the objective. The
contents of such a list are determined by the objective of the research and the
situation leading to research request. So I prepared a list of information, which
lead me to collect the data for analysis.

68
3. DETERMINING A DATA COLLECTION PROJECT:
After the research objectives have been specified and the list of needed information has
been prepared, next step is to determine the source for collecting information. For
collecting the necessary data the following chart shows the detailed sources of data
collection: -
For collecting the primary source questionnaire was developed and was pre tested
on some respondents and modified accordingly to get the maximum response.

4. SAMPLING SCHEME:
Sampling allows us to concentrate our attention upon some Listeners & Non-listeners of
Radio and hence to devote more energy to ensure that the information collected from this
is accurate.
Sampling has some major advantage over the complete enumeration and therefore it is
used very often in marketing research studies. Some of the advantages are explained
below.
 The sampling saves time especially when a strict time frame is to be followed to
complete the research work.
 The data collection through sampling definitely involves a low cost.
 A representative sample is as true and reliable as accurately done completes
enumeration.
 A sample is better in the situation in which measuring of a particular element
from a group would destroy the element or render its useless after the
examination.
 It is not possible to locate each and every element. In that situation sample survey
is the only option.

Sample Size: - 100 respondents

Sample Area: - Noida city
Sampling tool: - Questionnaire

69
 LIMITATIONS

1. Research work was carried out in only one place Delhi. So, the finding may not be
applicable to the other parts of the country because of social and cultural differences.

2. The sample was collected using connivance-sampling techniques. As such result may
not give an exact representation of the population.

3. Shortage of time is also reason for incomprehensiveness.

4. The views of the people are biased therefore it doesn’t reflect true picture.

5. Sample of 100 respondents was too small to correctly predict the exact consumer
behaviour.

In spite of the above limitations, I have made every attempt to make correct evaluation
and the report unbiased and authentic.

70
FINDINGS AND ANALYSIS

1. Have you ever heard about WIPRO InfoTech?

Yes [ 40 ] No [ 40 ] CAN’T SAY [ 20 ]

cannot say
20%

yes
40%

no
40%

2. Which products do you associate with WIPRO InfoTech?

DESKTOP 45
LAPTOP 20
SERVER 60
OTHER 65

70 65
60
60

50 45

40

30
20
20

10

0
DESKTOP LAPTOP SERVER OTHER

71
3. Do you know about “Ego” Laptop?

YES 10
NO 70
CANNOT
SAY 20

CANNOT SAY YES

20% 10%

NO
70%

4. What type of computer system do you presently sell?

ASSEMBLED 65
BRANDED 35

BRANDED
35%

ASSEMBLED
65%

72
5. Are you satisfied with Wipro Products?

FULLY SATISFIED 30
SATISFIED 60
FULLY DISSATISFIED 10

FULLY
DISSATISFIED
10% FULLY
SATISFIED
30%

SATISFIED
60%

6. Which factors are taken into consideration while purchasing a product?

PRICE 30
QUALITY 35
AFTER SALES SERVICES 10
BRAND IMAGE 15
AVAILABLE SPARE PARTS 10

AVAILABLE
SPARE PARTS
10%
PRICE
BRAND IMAGE 30%
15%

AFTER SALES
SERVICES
10%

QUALITY
35%

73
7. Does Advertisement influence your decision in choosing personal computers?

CANNOT SAY
5%
NO
15%

YES
80%

8. Most Recalled Brand.

Compaq 20
HCL 20
HP 15
IBM 16
WIPRO 14
OTHER 15

Most Recalled Brand

20 20
20
18
16
16 15 15
14
14
12
No. of
10
responses
8
6
4
2
0
compaq HCL HP IBM WIPRO OTHER
Brands

74
MARKET SHARE OF DIFFERENT COMPANY IN LAPTOP SALES

Comparative Analysis of laptop sales

other 18% HCL 15%

Wipro 5%

Dell 25%
HP 15%

Asus 2%
IBM 20%

MARKET SHARE OF DIFFERENT COMPANY IN SERVER SALES

Comparative Analysis of Server sales

other HCL
5% 10%

Wipro
25%
Dell
30%
HP
5%
Asus
0% IBM
25%

75
MARKET SHARE OF DIFFERENT COMPANY IN DESKTOP SALES

Comparative Analysis Of Desktop sales

HCL
other 20%
30%

Dell
15%

IBM
Wipro
10%
15% HP
10% Asus
0%

INTERPRETATION

 Wipro hasn’t the maximum recall value like Compaq & HCL

 Wipro as a brand is less recognized in Personal computing.

 Wipro as a software company is quiet popular.

 Assembled PC’s rules the market.

 HCL is the market leader in the desktop PC’s segment followed by HP and IBM.

 Most of the respondents were satisfied with their current brand.

76
 Quality, After Sales Service and Price of the product are the main factors that the
customer looks in for before purchasing a product.

 IBM was the top performer when it came to the performance of the product followed
by HP and HCL respectively.

77
Suggestions and Recommendations

1. Product Diversification: It can move to related-diversified towards

telecommunication and Mobile handsets in India, which is a 3 rd largest user for
Mobile phones. and other emerging countries

2. Strategic Business Units which are right now in question Mark (BCG Matrix)
should increase their market share by implementing long term strategies to
become in the star mark (BCG Matrix). It should strengthen the domestic market
as well by taking the advantages of liberlisation and Globalisation.

3. Establish presence in emerging markets such as Brazil, china, Korea, where

there is a huge potential for further growth. Since being the first player in the
market results in market leadership in subsequent years when the market is more
open and attractive for other investors.

4. Wipro can take the strategic advantage of growing market demand of retails
which is booming in Indian Market by having strategic alliance with different
Retail Companies.

5. More awareness should be created regarding the various services offered by

Wipro.

6. Wipro needs to come up with some cheaper versions so that it can compete with
other players in the market as well as the players in the unorganized sector that
still rules the roost because of its comparatively cheaper price.

7. Wipro needs to promote its brand further so that its offering with respect to other
players are quiet clear

78
8. Wipro has to enhance its performance of its desktop PC’s.

9. It should tap in new in new markets where it has still not made any foray.

10. Wipro should advertise more so that the people know that it is not only a PC
company but also has lot many product offerings.

11. It’s after sales service should also be improved.

79
ANNEXURE

80
 Corporate Social Responsibility

Wipro’s work in community initiatives is driven by the idea that corporate are socio-
economic citizens. Wipro Cares is an initiative by the Wiproites, their family members
and friends to contribute in the areas of education, community and social development.
Wipro Cares philosophy is to utilize the collective wisdom of volunteers to bring long
term benefits and satisfaction to the community, as we believe that providing funds alone
will not help the community. This is a unique corporate experiment to channelize the
contributions of the Wiproites matched by Wipro, and the desires of Wiproites to make
meaningful contributions to society, on a continuous basis.

Wipro Cares contributes through two pronged strategy: providing rehabilitation to

survivors of natural calamities and enhancing learning abilities of children from the under
privileged sections of the society. Their role is not restricted to economic ends and the
creation of material wealth. Their role goes beyond this to encompass and respond to
social realities and issues that concern society. We believe corporate wield significant
capacity to influence social issues in today’s world. And this ability to do well is a
responsibility which is taken very seriously by Wipro. A few of Wipro’s initiatives in this
area are:-

Wipro Cares is an initiative to respond to immediate needs of communities in disaster

rehabilitation, education opportunities for the disempowered, health and wellness and
community development. This work is done through employee volunteerism and
supporting voluntary organizations.

Wipro Applying Thought In Schools is an initiative in working towards systemic

reform in education. In this program, our approach is to build a network of social
organizations committed to education reform, supporting experiments and interventions
in enhancing the quality of education in schools and use the experiences and findings for
advocacy.

81
Eco eye is an initiative towards ecological sustainability. This is a concerted corporate
wide initiative to transform the way we do business and to make Wipro ecologically
sustainable in every dimension.

Leaning enhancement :Wipro Cares has initiated Learning Enhancement Programmes

at schools catering to the children from the under privileged section of the society. The
main objectives of this programme is to improve the standards of learning, build
confidence, ignite curiosity, broaden their awareness levels, improve their
communication skills in English , build a healthy self-esteem and help them break
through self imposed limits to achieve his/her greatest potential. In line with its focus,
these programmes have been successfully implemented in Olcott Memorial School in
Besantnagar, Chennai and Government Secondary School in Viveknagar, Bangalore. The
Olcott Memorial School in Besantnagar, Chennai is a 110 years old Tamil medium
school run by the theological Society. Wipro Cares volunteers work with the students of
classes 4 and 5 (total strength -120 children), for about two hours on the 1st and 3rd
Saturdays of every month. The Government Secondary School in Viveknagar, Bangalore
in run in three different languages-Tamil, Telegu and Kannada.Volunteers who are
comfortable in communicating in one of these languages take up the responsibility of
each class where they devote 2 hours every Saturday. The volunteers work with children
from class 2 onwards. As we go along, we plan to roll this programme in several more
schools and in other cities.  

Wipro Cares volunteers devote 2 hours every Saturday with the ultimate desire to
make learning fun for these children-

Once the volunteer builds a good rapport with a group of three-four children, he or she
would work on the holistic development of these children - to instill confidence among
them, to build communication skills, encourage their creativity and thinking ability.

82
Makkala Jagriti - Wipro Cares Learning Centre: A Learning Center focused on
providing enriching, exciting, safe and secure environment to children from under
privileged sections of the society was inaugurated by Makkala Jagriti, and Wipro Cares in
Bangalore. Makkala Jagriti is an NGO, whose focus is to work with underprivileged
children in the area of education. The Learning Centre will also provide opportunities for
contributing to the community to Wipro employees, their friends and families. They can
get involved by interacting, involving, teaching & learning in mutually enriching way to
reach quality-learning environment to the economically disadvantaged children in an
integrated manner through the Learning Centre..

Summer Camp for Children : The idea of interacting with the children of the school
using creative and innovative ways such as arts, crafts and other fun activities appealed to
the Wipro Cares volunteers. It had two fold objectives: First, to stay in touch with the
children that they were involved with during the summer break. Second, to make the
summer holidays enjoyable for these children, who would otherwise have to spend time
playing with mud and sand outside their homes, when their parents go to work. The
activities also brought forth the hidden talents of these children (and the volunteers!) be it
story telling with hand puppets, painting or clay modeling. 

A group of volunteers took on the additional responsibility of organizing the camp, with
the support of the administration. They planned out different activities every Saturday.
The summer camps also helped these children develop their skills, confidence and
motivation to succeed not just in classrooms but in life.
 
Providing Basic Infrastructure at the School

For a child to come regularly to the school and stay interested in school activities, it is
necessary hat the school is equipped with proper infrastructure. Moreover, research has
shown that lack of toilets facilities for girls is the main reason for the high dropout rates
among students. In the Government School in Viveknagar, Bangalore-India, Wipro Cares
has constructed toilet blocks to cater to e student population. Along with that, we have

83
provided a gate, which will ensure that the kids will not run out of the school to the roads,
which may be dangerous. Small but thoughtful contributions from Wipro Cares.

Disaster
Wipro Cares has adopted Pushpavanam village in tsunami-ravaged belt of Tamil Nadu
with a desire to rehabilitate survivors and rebuild the village. Our partner in this effort is
BITsunami, a trust formed by the alumni of BITS, Pilani.  Pushpavanam, about an hour's
drive from Nagapattinam, has around 1200 households with a population of about 6000.
It lost 19 people to the tsunami which washed away 200 houses; 500 families lost their
livelihood and another 250 families were affected indirectly; 35 boats supporting around
200 families, an important means of livelihood were lost or damaged and almost all
cultivable land (about 100 acres) was left barren, leaving both cultivators and the
agricultural laborers without a means of livelihood. What we did earlier in Orissa and
Gujarat
The damage caused by these calamities was huge; thousands of lives were lost, lakhs
rendered homeless, land owners suffered incalculable losses. The calamity affected
people had to begin from scratch.  Wipro Cares' contribution in both these states, which
were hit by two calamities of hither-to-unseen dimensions, (Cyclone in Orissa in 1999
and earthquake in Gujarat in 2001) is unique. After mobilizing funds from Wiproites
which was matched by Wipro, Wipro Cares set up a team to evaluate the damage during
both these calamities. Our rehabilitation work was done after detailed discussions with
the survivors and analyzing their needs.

Wipro's forward looking and cautionary statements

Forward-looking and cautionary statements. Certain statements in this release concerning

our future growth prospects and our ability to successfully complete and integrate
potential acquisitions are forward looking statements, which involve a number of risks,
and uncertainties that could cause actual results to differ materially from those in such
forward looking statements. The risks and uncertainties relating to these statements
include, but are not limited to, risks and uncertainties regarding our ability to integrate

84
and manage acquired IT professionals, our ability to integrate acquired assets in a cost
effective and timely manner, fluctuations in earnings, our ability to manage growth,
intense competition in IT services including those factors which may affect our cost
advantage, wage increases in India, our ability to attract and retain highly skilled
professionals, time and cost overruns on fixed-price, fixed-time frame contracts, client
concentration, restrictions on immigration, our ability to manage our international
operations, reduced demand for technology in our key focus areas, disruptions in
telecommunication networks, liability for damages on our service contracts, the success
of the companies in which Wipro has made strategic investments, withdrawal of fiscal
governmental incentives, political instability, legal restrictions on raising capital or
acquiring companies outside India, unauthorized use of our intellectual property and
general economic conditions affecting our industry. Additional risks that could affect our
future operating results are more fully described in our filings with the United States
Securities and Exchange Commission. These filings are available at www.sec.gov. Wipro
may, from time to time, make additional written and oral forward looking statements,
including statements contained in the company's filings with the Securities and Exchange
Commission and our reports to shareholders. Wipro does not undertake to update any
forward-looking statement that may be made from time to time by or on behalf of the
company.

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 What does Wipro Identity stand for ?

Wipro Identity was rearticulated in 1998. The new Identity represents the diverse
businesses of Wipro Limited and its Values.

It consists of 3 elements which have to be used together always :-

1. Rainbow Flower
2. 'Wipro' (written in black)
3. 'Applying Thought' (written in black)

These 3 elements together is our Brand Identity

Rainbow Flower
1. Youthful & Energetic
2. Multifaceted
3. Innovative
4. Large – diversified
5. Vibrant

Applying Thought
1. Powerful
2. Intellectual
3. Futuristic – Visionary
4. Maturity
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 5. Commitment to Innovation

Why did we rearticulate and who selected it finally ?

When we felt the need to rearticulate the Wipro Identity, we did a survey. We asked all
our stake holders what they thought Wipro stands for. And whether the logo that was
used then represented what they thought was Wipro. There was a clear 'no' that it does
not represent Wipro.

Hence we launched a major exercise to design a new logo that fully represented what we
are. When we finally did it, we went back to the stake holders and asked them the same
question…. Does this new Identity represent what Wipro stands for?

We had several options. The final list was with three short listed Identities. The one that
we have adopted as our Identity is the one that most of our stake holders said clearly
represents what Wipro stands for…., solid, caring, high on values, innovation,
technology, caring, versatility, diverse.

Why Colors?
 Colors communicate better
 We think in Colors, Visuals, Words
 Colorful identity cuts across language, culture

Significance of Colors in the Wipro Brand Identity:-

» Red: Blood, Life giving, Dynamic, Auspicious

» Green: Fields, Prosperity, Freshness, Growth, Youth
» Yellow: Sun, Warmth, Vitality, Aspirations
» Violet: Intelligence, Innovation, Shrewdness,
Mystery
» Blue: Sky, Sea, Transparency, Natural

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 WHY WIPRO

Careers for Life

Imagine no more job searches. Imagine this as the last job search you will ever make.
Because, an inspiring combination of growth prospects, continuous innovation, fair play
and a great work culture make Wipro an exhilarating place to be in. Wipro is a place
you'll want to come back to each morning for the rest of your life, with a sense of
achievement and a smile of job satisfaction. Indeed, it is the smartest career move you
could ever make, because Wipro careers are for life.

Benefits & Growth Prospects

Wipro offers challenging assignments, world-class working environment, professional

management and ample opportunities to train, learn, and execute the most demanding
projects, and in turn, get recognition in the form of exceptional rewards. As you scale
newer peaks of achievements, we provide you with many benefits. At every step of
success there is a special incentive awaiting you. Our responsibility towards new
employees doesn’t stop at salaries and compensation alone. We offer all possible help to
facilitate their settling down. We provide interest-free loan mainly intended to cover
housing deposit or the purchase of a two wheeler. We also provide contingency loans for
marriage, illness, or death of a close family member.

As a part of employee empowerment, we offer stock options to deserving employees. The

Wipro Employee Stock Option Plan (WESOP) allows us to make employees share with
us the rewards of success.

Innovation

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A career at Wipro means a life long opportunity to explore your potential, continuous
growth, and the joy of working on the latest technologies alongside the finest minds in
the industry. “Innovation is Wipro - Wipro is Innovation” is our statement of purpose.
The challenge this pursuit presents to us every day is – how does one make Innovation
“Purposeful”, “ingrained” and “Deliberate” in our organization. We recognize and
nurture “innovative solutions” as part of our Wipro values. We prioritize focus and
resources guided by this value. The Wipro way of Innovation is really about this
deliberate sustained innovation. Our purpose of Innovation is to create higher value for
our customers. This continuous thought led us to foresee the benefit of partnering with
technology companies to bring value to our customers. Combining these relationships
with our strong R&D talent led to the idea of “Lab on Hire” and subsequently to offshore
development centers which made offshore outsourcing truly mainstream. Pushing this
idea a little further helped us conceptualize the remote infrastructure service model,
branded as global command center or GCC to manage the customer’s IT infrastructure.
Today, we serve our customers with a wide spectrum of services fuelled by the power of
innovation.

 Ever since Wipro started in 1945 innovation has been a key ingredient. Whether it
is diversification of industries, breaking into the latest technology, or
spearheading process milestones globally, Wipro has constantly strived to create a
world class organization providing world class solutions.

With people as the focus of all its initiatives, it is no wonder that Wipro has been able to
consistently be "ahead of the pack". We believe our strength is in our people and go
beyond expectation to provide a work environment that is the envy of all.
The force behind Wipro’s distinctive innovative edge in the IT market

Deep Domain Expertise

 2000+ domain consultants

 500+ technology consultants – e-business, package applications

Customer Proximity

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  5,000+ consultants spread across North America, Europe and Japan
 10,000+ itinerant employees

Continuous Training
 Over 3,80,000 man days of training annually, 80 full time instructors

 Web based 'World Campus' initiative in place to impart training to our employees
across the globe

Talent Transformation

 Business skill transformation (domain knowledge, functional expertise and

consulting)
 Culture transformation (Language learning, neuro-linguistic sessions and cross-
cultural sensitiveness)
 Technology transformation (70+ technologies covered)
 Behavioral skill transformation (Communication inter-personal and relationship
management skills).

People Investment

Wipro believes investing in people's growth reaps the best dividend. Wipro provides
state-of-the-art programmes in Leadership and Learning for its employees. Addressing
the ever-changing needs of its employees, Wipro has created an e-learning solution
available to all its employees. It is a virtual campus with a 'Training on Demand' facility
enabling individuals to be in complete charge of their own learning experience. Wipro
ensures that your education is never hampered on joining Wipro. We help you build on
your existing qualifications as we are associated with some of the best institutions in the
world.

Opportunities

At Wipro we provide the best opportunity to build a flying career with 'Wings Within', a

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transparent job posting system. It is a tool that gives flexibility to apply for the job of
your choice and map your career. All open positions are visible to employees
encouraging the eligible to look for a job change within Wipro. Wipro offers you career
opportunities in core business divisions such as Enterprise Solutions, Finance Solutions,
Product Engineering Solutions, and Technology Services. And, in Technology Services,
there are stimulating jobs in E-Enabling, ES-eEnabling, Enterprise Application Services,
Technology Infrastructure Services and Testing Services.

Best Life-Work Ethos

It is our Life-Work ethos that distinguishes us from others. Pride, passion and integrity
are integral features of our everyday life at work. The joy of working on cutting-edge
technologies and a sense of ownership of work, set in an environment of transparency,
fun and fair play make Wipro one of the most desirable workplaces.
Our 360-degree appraisal system provides feedback at all levels; from peers, subordinates
and superiors, which help in the overall development. This open-minded approach to all
our endeavors helps bring out the best in you. It ensures that your position is decided
upon by a fair and open merit system and not by extraneous factors.
Our energy, free spirit, social responsibility and commitment to human values have
played a significant role in our success story so far. We instill these qualities into every
new member of the Wipro family. Active, unhindered participation bring us closer to
each other and to ourselves, making work both fun and fulfilling.

Wipro perks in a nutshell:

1. Pride of being a Wiproite

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 2. The challenge of being at the forefront of cutting-edge technologies
3. Work alongside some of the biggest names in the IT world, in an ambience that
fulfils your heart's desire as much as it stimulates your intellect
4. Freedom to initiate and realize goals and reap the benefits as the world watches

FAQ On E-waste Management

 Can I dispose of the computer in as and when I want?

Yes. While you can dispose the PC/ unused items whenever you want, you may want
to consider the effort and cost required for the logistics process. It will be a good idea
to consolidate the items for disposal and dispose them once in a month or a quarter.

 What is the value add by Wipro Limited?

a. Wipro will collect the discarded systems from customers on behalf of the disposal
agency
b. Wipro will make sure that the discarded computers are passed on to vendors
certified by Pollution control board to handle dispose the parts.
c. Wipro will ensure collection and transport of systems from customer to final
waste disposal point. This support is limited to disposal of e-waste related to
Wipro products being retired by the customer. For clarification on other issues
e.g. water / Air pollution at their set up- customers should be in touch with
respective state / local pollution control boards.
d. Wipro will monitor the disposal of e-wastes by the e-waste handling agency
according to guidelines given by the relevant pollution control boards
e. Wipro will submit form 9 and other documents required by Pollution control
board to ensure compliance to standards set by Pollution control board.
f. Wipro will collect documentary proof that that these items have been disposed in
a safe manner by the vendor as recommended by Pollution control board.

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 What should the customer do initiate the process?

a. Customer should call the local Wipro contact or the Wipro office at Bangalore as
per the list in annexure 1 and inform about the quantity of computers being
returned for recycling. The Wipro will intimate the date and the location where
the retired systems can be handed over.
b. The units should be well packed in cartons and get them over to the collection
location specified by the local contact. Please do not include items other than the
Wipro equipment being retired e.g. paper, floppy disks, CDs, CD jewel box etc.
c. The cartons may be opened for inspection at the Wipro offices and re-packed. The
keyboard can be packed along with the base unit.
d. The monitors should not be damaged / or have cracked or broken picture tube.
These should be packed with adequate cushioning material
e. Customer would be required to pay nominal logistics cost of about 5-7 Rs. per kg
of packed material towards freight and logistics costs. As a rough guideline, this
will be around Rs 150 -170 for a typical computer system consisting of base CPU,
keyboard and monitor.

Customers who wish get their e-waste recycled can contact - Trishyiraya directly.
Please send an email to akshay@trishyiraya.com & subashwarrier@trishyiraya.com with
a CC to somasundaram.nair@wipro.com or call Mobile No: 9840897125/124. The
material will be picked up from your location within 5 working days*

The facility is being provided free of cost to all our Wipro customers only.

Contact our Partner

Trishyiraya Recycling India Private Limited

A-7, Phase I, MEPZ-SEZ,Thabbaram
Chennai - 600045
services@trishyiraya.com
Ph: 044 26590711/788
Mob.no:9840897125/124

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Collection centers

Delhi - Mustatil No.16

Killa No.6(4-16)
Revenue Estate of village Samalkha
Tehsil- Vasant Vihar
New Delhi-110037, Ph no: 011 25062117-19

Noida- C-26, Sector 8,

Gautam Budh Nagar,
Noida-201301
Ph no: 0120 - 2424323 / 2424050 /

Mumbai- 12A, RACEK INDUSTRIES

L B S MARG VIKHROLI WEST MUBBAI 400079
Ph no: 67554423 - 27

Kolkata- 2 Transport Depot Road

Kolkata 700088
Ph no:033 24391094, 24391096 / 7 / 8

About ROHS

What is RoHS?

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RoHS is the acronym for Restriction of Hazardous Substances. RoHS, also known as
Directive 2002/95/EC, originated in the European Union and restricts the use of specific
hazardous materials found in electrical and electronic products. All applicable products in
the EU market after July 1, 2006 must pass RoHS compliance.

What are the restricted materials mandated under RoHS?

The substances banned under RoHS are lead (Pb), mercury (Hg), cadmium (Cd),
hexavalent chromium (CrVI), polybrominated biphenyls (PBB) and polybrominated
diphenyl ethers (PBDE).

Why is RoHS compliance important?

The restricted materials are hazardous to the environment and pollute landfills, and are
dangerous in terms of occupational exposure during manufacturing and recycling.

How are products tested for RoHS compliance?

Portable RoHS analyzers, also known as X-ray fluorescence or XRF metal analyzers, are
used for screening and verification of RoHS compliance. Portable RoHS analyzers, also
known as X-ray fluorescence or XRF metal analyzers, are used for screening and
verification of RoHS compliance.

Which companies are affected by the RoHS Directive?

Any business that sells applicable electronic products, sub-assemblies or components

directly to EU countries, or sells to resellers, distributors or integrators that in turn sell
products to EU countries, is impacted if they utilize any of the restricted materials.

What is WEEE?

WEEE is the acronym for Waste from Electrical and Electronic Equipment. WEEE, also
known as Directive 2002/96/EC, mandates the treatment, recovery and recycling of

95
electric and electronic equipment. All applicable products in the EU market after August
13, 2006 must pass WEEE compliance and carry the "Wheelie Bin" sticker.

How are RoHS and WEEE related?

WEEE compliance aims to encourage the design of electronic products with

environmentally-safe recycling and recovery in mind. RoHS compliance dovetails into
WEEE, by reducing the amount of hazardous chemicals used in electronic manufacture.

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 QUESTIONANAIRE

1. Please name any three brands which provides computer

Hardware and software?

a.
b.
c.

2. Have you ever heard about WIPRO InfoTech?

Yes [ ] No [ ]

3. If Yes then WIPRO InfoTech deals in which of the following?

 Hardware
 Software
 Both
 Any other Please specify:-…………………………………………

4. Which products do you associate with WIPRO InfoTech?

 Desktop PC’s / Server

 Networking
 Software development
 Laptops
 High end solutions
 Any other please specify ………………………………

5. Do you know about “Ego” Laptop?

Yes ( ) No ( )

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6. If yes then what is your opinion about “Ego” Laptop?

Specify …………………………………………………………

………………………………………………………………….

7. From Which company does it belong?

 Wipro ( )
 IBM ( )
 Hp ( )
 Hcl ( )
 Dell ( )

8. What type of computer system do you presently sell?

 Assembled
 Branded

9. Which brand of computer systems do you have currently?

Systems Company name

Desktop PC’s

Server

Laptops

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10. Are you satisfied with the current company providing the products
to your organization?

Fully Somewh OK Somewha Fully

Satisfied at t Dissatisfi
Satisfied Dissatisfi ed
ed
Desktop PC’s

Server

Laptops

11. Which factors are taken into consideration while purchasing a

product?

 Price  Quality  After sales service

 Product Performance  Discount Scheme  Corporate
Image
 Availability Of Spare parts
If any other please specify…………………………

12. On a scale of 1-5 rates the following brand .

Quality Price After Perfor Discou Corpor Availabilit

Parameter Sales mance nts ate y of spare
s Servic Image parts
e
Brands
COMPA
Q
HCL

HP

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IBM

WIPRO
ZENITH

13. Are you interested in selling Wipro products? If not why?

……………………………………………………………………………
……………………………………………………………………………

14. If I provide good margin / commission then.

……………………………………………………………………………..

15. Personal information:

Name: - …………………………………..

Age: -…………………….. Sex: - Male ( ) Female ( )

Shop name:-………………………………………………………

Address: - …………………………………………………………

Mobile;-………………………… PH: -..……………………….

Email id: - ………………………………………………………...

THANKS

(Signature)

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 BIBLIOGRAPHY

www.wipro.com

www.wikipedia.com

Business Today magazine

www.wipro.com/webpages/index.htm

Data Quest Magazine

www.QuickBBA.com

www.hinduonnet.com

www.marketresearch.com/product

www.dqindia.com

www.google.com

www.indiainfoline.com

www.dqindia.com

www.mait.com

Marketing Management By Philip Kotler

Marketing Management by V. Ramaswamy

Marketing Research By Tull & Hawkins

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