SUMMER INTERNSHIP PROJECT REPORT

“Corporate Selling & Feedback” for HCL Infosystem

SUBMITTED TO:

CH institute of management & communication

(In the partial fulfillment of the requirements of Post Graduate Diploma in Management)

SUBMITTED BY

Jyoti shahi

UNDER THE GUIDANCE OF

Mr. ram ajmera Mr.Kripa Shankar gautam mentor

CHIMC INDORE COMPANY GUIDE

HCL infosis

TABLE OF CONTENTS:

S.N. Title2 Executive Summary3 Literature Review4 Scope Of The Study5 Objective Of The Study6 Research Methodology7 Data Analysis & Graphical Interpretation8 Major Players In The Market9 Competitors Of HCL10 Role Of Advertisement11 Marketing Strategies12 Future Scope13 Management Hierarchy14 Key Partnership15 Market Share16 Marketing & Selling Strategies17 Changing Trends18 Decision Making Process19 CRM20 SWOT Analysis21 Findings & Limitations22 Suggestions & Recommendation23 Conclusion24 Bibliography25 Annexure – Questionnaire

DECLARATION

I, herby declared to the best of my knowledge and belief that the summer training report entitled as “Corporate Selling & Feedback” for HCL Infosystem being submitted to the partial fulfillment of CH INSTITUTE OF MANAGEMENT AND

COMMUNICATION, has not substantially the same one, which has already been submitted for Post Graduate Diploma in Management of any other academic qualification at any other university or examination in India.

I, Jyoti shahi hereby declare that all this work purely done by myself on a primary data and it is totally free from any biasness to any individual or any group of people.

(JYOTI SHAHI)

ACKNOWLEDGEMENT

Industrial training is an integral part of any post graduate diploma program and for that purpose I had joined a company what else can be as good as HCL Infosystems Ltd, India’s premier information enabling company .

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

I thank my Institute who has given me an opportunity to show my skills. I also thank all my nearer and dearer ones without whose support this project would not been possible.

I would like to thank Mr. kripa Shankar gautam, who allow me to do this project in HCL.I would like to thank Mr. Sumeet Maru CEO, CHIMC ,Indore , for providing me the opportunity to have such a good experience of an internship program and of course my faculty guide Prof. Ram ajmera the guiding source of light in this vast journey of learning experience while doing the project that really made me learn the real application and management principles of the project. His continuous advice has really transformed me into a much mature personality. their everlasting support and guidance on the ground of which I have acquired a new field of knowledge. The course structure created for this curriculum has benefited with the inclusion of recent development in the organizational and managerial aspects.

PREFACE

Modern organizations are highly complex and dynamic systems. They operate under very turbulent social economic and political environment. They are required to reconcile several incompatible goals. Conflicting roles and divergent interest they are also fraught with the use risk and uncertainties, hence tactful management of such organization to plan to execute guide, coordination and control the performance of people to achieve predetermined goals. Management has to keep the organization vibrant moving and in equilibrium. It has to achieve goal which themselves are changing it is therefore a problem highly complex and ticklish.

The marketing research is the process which links to manufacture, dealers and individuals through information in important part of curriculum of Post Graduate Diploma in Management, programme is project taken by the students in any business organization, after completion of third trimester of the programme.The objective of this project is to enable the students to understand the application of the academics in the real business life. I am fully confident that this project will be extremely useful to the management.

CEO’s certificate

This is to certify that Ms. Jyoti shahi is a bonafide student of

CHIMC Indore and is presently pursuing a Post Graduate

Program in Management.

Under my guidance, he has submitted his project report titled

“Corporate Selling & Feedback for HCL infosis ” in partial fulfillment

of the requirement for the summer internship project during

the Post Graduate Program in Management.

This report has not been previously submitted as part of any

other degree or diploma of another Business School or

University.

MR.SUMEET MARU

CEO, CHIMC INDORE

COMPANY PROFILE

The HCL Family

At HCL, people are not just employees but family. So, like an important member of the family should, you get endless freedom to experiment, unlimited empowerment to execute your dreams and the rare opportunity to be an entrepreneur.

HCL Infosystems is the progenitor of the HCL Group and is known as the ‘Entrepreneurial Incubator’ in the Indian IT industry. We believe in empowering people to help achieve their goals - goals that are achieved by the coming together of talent and innovation, powered by ownership and freedom to experiment, leading to tremendous growth and gains for the individual and the organization. We pride ourselves in being a pioneer in creating the Indian IT Industry, by pioneering the creation of the people for the industry.

Our HR philosophy is “beyond HR Practices and Systems”, where we are ceaselessly creating the ‘HCL Family’, whose DNA is Pride, Passion, Performance and People, with an inexhaustible Spirit of Entrepreneurship.

Who do we look for?

Our objective has always been to acquire quality people and groom them to become entrepreneurial Leaders. HCLites are people who take pride in continually doing better than their best; people with a passion to succeed; people who have a fire within to perform and realize results….People who want to ‘WIN’ (W -Work hard, I- innovate and N-never giver up).

Why HCL?

Ranked Top 3 Best Employer Survey in IDC-DQ Survey 2006 Ranked Best Employer in IDC-DQ Survey 2005 .

We are one of the few IT companies in India that provide a lifetime comprehensive career plan. At HCL, we look at the strengths of a person and accordingly assign future job roles to match those. People can chart their own career options of Entrepreneur or Manager or Technocrat. HCL provides an open canvas of opportunities for each individual, which is how 90% of our top management is from campus (people who joined us as trainees straight from campus).

Be an Entrepreneur - An organization with a large number of recruitments from campuses all across India, creating entrepreneurs from and for HCL. Endless growth opportunities in an open and entrepreneurial environment

where your team mates and manager become your best friends. A company where the diversity of 360+ locations, languages and cultures blend seamlessly into a challenging work ethos of the HCL Culture that fosters excellence, recognizing and rewarding performance. A career with diverse, rewarding & challenging assignments everyday...with the freedom to create, articulate new ideas, collaborate with the sharpest minds and truly realize your potential.

Learn

HCL training facility in the city of Hyderabad is spread over a sprawling 16 acres with Residential facility to accommodate165 employees at the same time in training. Equipped with class rooms, labs, canteen, a recreation centre and dedicated faculty with vast experience in the IT industry, we conduct over 25000 man days of internal classroom training every year. Classroom trainings are further complimented through Enable Leadership Enrichment and Development - which provides a comprehensive automated learning tool to each employee through various online learning options. 360 Degree Feedback for a holistic quality improvement and individual development plans. Learn from Leaders who have a three decade rich history of inventions and innovations.

Grow ‘iPerform’, our online Performance Management System tracks result achieved through daily to weekly to monthly to quarterly review system for Career Planning and Position planning. Mindia TechXperts, a fast-track career growth programme identifies and groom young engineers for leadership positions in a short period of 18 months. We continue to promote Indian traditions and recognize talent in diverse areas, through he much acclaimed HCL Concert Series - a tribute to excellence in human endeavor. 80% of our top management today is people who joined straight from campus

Own

Pioneer in IT industry for ESOP started in 80’s. Profit Sharing Scheme since 1997 for all employees. ‘HCL One Quarterly Awards’ Night is a gala celebration every quarter when the HCL family gets together to celebrate achievements of individual and team performances. Bottom up communication channels providing opportunities for employee opinion. HCL Towers - Houses for our employees.

Culture at HCL

With our open and entrepreneurial environment, every HCLite is synonymous with passion for performance, high need for achievement and commitment to job. Our core value of high integrity with a Never-Say-Die approach is ingrained and visible in all our people, practices and processes.

(A)Diversity and Inclusion

HCL strives to attract and retain the best talent and provide an environment where each individual is given the opportunity to build a rewarding career. With offices in more than 300+ locations, we employ a diverse group of people from different backgrounds, yet all connected by a common sense of the HCL culture. We value the uniqueness of each individual, relying on the diversity to drive our innovation, growth and performance.

(B) HCL’s Community Involvement

Recognizing the important role of business in society, HCL supports and encourages the active involvement of its people in community volunteer initiatives. Employee volunteering programmes at HCL enable you to do much more than routine work through active participation in various causes.

Job Openings

HCL Infosystems - An ocean of possibilities! Want to explore the possibilities? Check out the following profiles:

Account Manager Account Executive

Job oriented Trainings

Customized to the industry requirements our educational services are focused towards technologies related to IT Infrastructure and IT Sales. The two offerings of HCL Education are as follows:

1. HCL’s Job Oriented Training Program in IT Infrastructure Technologies

This one year programme for bright Engineering Graduates, provides hi-tech training in the stream of Computer Networks, Network Operating Systems, Security and other IT Infrastructure Services. The programme involves a classroom training followed by On Job Training (with stipend as applicable) at various offices of HCL. On successfully completion of the programme, candidate would receive a certificate by HCL Training recognizing the candidate as a HCL Certified IT Infrastructure Engineer- a rare breed of individuals who are accepted by the Indian IT industry as trained professionals in their field of IT work.

2. HCL’s Sales & Marketing Training Program

A unique Program for fresh Engineering and Science Graduates who have a passion to achieve. This is a year long program with 3-4 weeks of exhaustive instructor led training conducted by experienced HCL professionals, followed by 11 months of Sales Experience (With Stipend as applicable) at any of HCL offices. The focus is to groom candidates into a new breed of technocrats who are smart business developers who have the right blend of technical know-how. Candidates also have the advantage of being nominated for a company sponsored Executive Management Programme with a reputed Management Institute

Meet our people

Take a look at some HCLites and read their experiences to get an "insider's view" of

your potential colleagues.

APS BEDI

A vivacious Punjabi at heart, Amanpreet Singh Bedi has spent 22 years in HCL and now is fondly known by all as APS. He remembers well the morning of 07 July 1986 when he began his journey with HCL as Customer Engineer trainee. Today he feels satisfied that his efforts have been recognized and rewarded.

He feels content to be part of HCL and cherishes every moment he has spent here. “HCL has given me the freedom to work, be creative and develop my entrepreneurial skills.”

MILIND DESHPANDE

A very cool and calm person, Milind has handled diversified jobs with utmost ease, in the last 23years with HCL. Comedy movies are his craze; he watches any movie that can make him laugh and enjoys every moment. No wonder he is considered jovial and approachable by his colleagues. His feel this 23years old journey with HCL has changed his whole personality.

“The empowerment and independence to take decisions given by this company, has instilled in me confidence and pride in calling myself an HCLite”

HistoryHCL Infosystems Ltd is one of the pioneers in the Indian IT market , with its origins in 1976. For over quarter of a century, we have developed and implemented solutions for multiple market segments, across a range of technologies in India. We have been in the forefront in introducing new technologies and solutions. The highlights of the HCL saga are summarized below:

Year Highlights

1976 Foundation of the Company laidIntroduces microcomputer-based programmable calculators with wide acceptance in the scientific / education community

1977 Launch of the first microcomputer -based computer with a ROM.Based Basic interpreter.Unavailability of programming skill with customer result in HCL developing bespoke applications for their customers.

1978Initiation of application development in diverse segments suchas textiles, sugar ,paper, cement, transport.

1980Formation of Far East Computers Ltd. a pioneer in theSingapore IT market, for SI(System Integration) solution.

1981Software Export Division formed at Chennai to support the bespoke application development needs of Singapore.

1983 HCL launches an aggressive advertisement campaign with thetheme `even a typist can operate` to make the usage of computers popular in the SME (Small & Medium Enterprises) segment. This proposition involved menu-based application for the first time, to increase ease of operations. The response to the advertisement was phenomenal. HCL develops special program generators to speed up thedevelopment of application.

1985 Bank trade unions allow computerization in banks. However,

acomputer can only run one application such as Saving Bank, Current account, loans etc… HCL sets up core team to develop the required software-ALPM(Advanced Ledger Posting Machines). The team uses reusable code to reduce development efforts and produce more reliable code. HCL designs and launches Unix -based computers and IBMPC dons.HCL promotes 3rd party PC application nationally.

1986 Zonal offices of banks and general insurance companies adpotcomputerization. Purchase specification demand the availability of RDBMS products on the supplied (Unify,Orade).HCL arranges for such products to be ported to its platform. HCL assists customers to migrate from flat-file based systemsto RDBMS.

1991 HCL enters into a joint venture with Hewlett PackardHP assists HCL to introduce new services:Systems Integration ,IT consulting, packaged support services (basisline, teamline) HCL establishes a Response Centre for HP products, which is connected to the HP Response Centre in Singapore. There is a vertical segment focus on Telecom ,Manufacturing and Financial Services.

1994 HCL acqires and exectes the first offshore project from IBMThailandHCL sets up core group to define software developmentmethodolagies.

1995 Starts executinon of Information System Planning projects.Execution projects for Germany and Australia.

Begins Help desk services.

1996 Sets up the STP (Software Technology Park) at Chennai toexecute software projects for international customers.Becomes national integration partner for SAP.

1997Chennai and Coimbatore development facilities get ISO 9001Certification

1998 Kolkata and Noida STPs set up.HCL buys back HP stake in HCL Hewlett Packard.

1999 Acquires and sets up fully owned subsidiaries in USAand UK.Sets up fully owned subsidiary in Australia.HCL ties up with Broadvision as an integration partner.

2000 Sets up fully owned subsidiary in AustraliaChennai and Coimbatore development facilities get SET level 4 certification.Bags Award for Top PC Vendor In India.Becomes the 1st IT Compnny to be recommended for latest version of ISO 9001:2000.Bags MAIT,s Award for Business Excellcnces.Rated as No. 1 IT Group in India.

2001 Launched Pentium IV PCs at below Rs 40,000IDC rated HCL Infosystems as No. 1 Desktop PC Company of 2001.

2002 Declared as Top PC Vendor by Dataquest.HCL Infosystems & Sun Microsystems enters into a Enterprise Distribution Agreement.

2003 Became the first vendor to register sales of 50.000 PCs in a quarter.First Indian company to be numero uno in the commercial PC

market.Enters into partnershipn with AMD.Launched Home PC for Rs 19.999HCL Infosystems Info Structure Services Division received ISO 9001:2000 certification.Launches Infiniti mobile Desktps on Intel Platform.Launched Infiniti PCs,Workstations & Servers on AMD platform.

2004 1st to announce PC price cut in India ,post duty reduction ,offers Ezeebee at Rs.17,990.IDC India-DQ Customer Satisfaction Audit rates HCL as No.1 Brand in Desktop PCs.

Maintains No. 1 position in the Desktop PC segment for year 2003.Enters into partnership with Port Wise to support & distribute security& VPN solution in India.Partners with Microsoft & Intel to launch Beanstalk Neo PC.Becomes the 1st companyn to cross 1 lac unit milestone in the India Desktop PC market.Launched RP2 systems to overcome power problem for PC users.Registers a market share of 13.7% to become No.1 Desktop PC company for year 2004.Crosses the landmark of $1 billon in revenue in just month.

2005 Launch of HCL PC for India, a fully functional PC priced at Rs.9,990.Rated as the no.1 Desktop PC company by IDC India - Dataquest.Best Empolye 2005 with five star rating by IDC India - Dataquest..IT Hardware Category by The Economic Time -awata Global Connect.7th IETE -Corporate Award 2005’ for performance excellence in the field of Company &Telecommunication Systems by IETE.Best Bhoomi Brand 2005’by 360 magazine: 1. In the PC category. 2. In the LCD Moitor categary.India ,s No.1 vendor for sales of A3 size Toshiba Multi

2006 75,000+machines produced in a single month.HCL Infosystem in partnership with Toshiba its retail presence in India by unveiling shop Toshiba.HCL Infosystem & Nokia announce a long teamdistribution strategy.IDBI selects HCL as SI partner for 100 branches ICT infrastructure rolloutHCL Infosystems showcases computer Solution for the Rural market in india.

HCL From a strategic Partnership with APPLE to provide Sales &Services Support for IPods in India. HCLr Infosystem sustains its commercial Desktop PC leadership for the fifth consecutive year. HCL Infosystem rated as number one Desktop PC Company by IDC, Sixth year successively.HCL launches “trusted ICT infrastructure platform” for the BPO -IteS segment.HCL launches India’s first High Performance Enterprise Server Platforms Powered by dual core Intel inanium.HCL completes 30 years in India.HCL in association with The Music Academy, Madras brings HCL Concert Series to Chennai City.Enters into partnership with Casio.

2007 HCL introduces eco-efficient Notebook PCs Company with RoHS directive.HCL unveils initiative to create industry ready ICT professionala- launcges HCL career development centers.Kodak and HCL ink agreement to distribute digiter cameres in india.HCL LAUNCHS India’s first multilingual POS printers HCL STAR-tsp700, Designed exclusively for thye needs of rural retailers.Launches a new range of eco-efficient desktop PCs, with RoHS directive.

HCL launches NETMAX, suite of networking products and solutions expands its portfolion for emergine enterprises. HCL announces launch of its workstation 2008 series for MCAD and DCC professionala.

2008 HCL unveils that e future of personal computer Launches next generating, ultra portable, sub 14000/laptop Milled series for the first time in India. HCL strengthens its BPSI system Integration Portfolio- Acquires a niche banging Software Product Company.

EXECUTIVE SUMMARY

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

The menu of HCL Infosys global services broadly covers IT consulting and professional services in the area of vertical applications, technology, ERP implementation and software development. This also includes a complete portfolio of systems and network service for development. This also includes a compete portfolio of systems and network service for facilities management, helpdesks, systems supports and network and internet implementation.

HCL insys’ global customer include Samsung, Government of Singapore and AMAL insurance Jurong port Singapore an d Malaysian’s BSN commercial bank, SIA, DBS bank,

May bank life assurance charted semiconductors.

HCL Insys’ chosen platform of total technology integration lends itself to some very significant alliances with the global leaders. Among its partner are HP for high end AISCE/UNIX services and workstation and HP open view network management solution; Intel for PC and PC server building block Microsoft novell and SCOag SOLUTION. Red hat, Linux, Samsung, Pivota for CRM solution and ORACLE Sys. base and Information for RDBMS platform.

Today the company has aligned its operation into five entities that offer seamless linkage for the customers seeking entry into the wired world through total the ‘Integration solution and services.’

HCL Infosystems focuses on the ever-growing segment in imaging, Telecom and Communication products solution and services. Now it has an exclusive sale and support partnership with Toshiba Corporation, Japan for sales and services of its imaging and photocopier products. HCL Infosystems products portfolio covers a range of other office automation and communication products through alliances with world leaders. The Management network service offering for corporate include VPNs, ASP offering, CO Location hosting, CDNs, security corporate internet telephony solution, technical and consumer help desks, 24/7 network operating centre monitoring and a host of value added networking services. Consumer services include dialup PSTN/ISDN Internet access, Valufon calling cards and Voip telephony devices.

LITRATURE REVIEW

Doing training was really an opportunity before me when I could convert my theoretical knowledge into practical and of real world type. Fortunately, the company I got is a true follower of the various principle of management and also one of the leading companies in its segment of the industry. The working environment that I was being provided was extraordinary and helped me a lot in delivering my work properly and with of mine. HCL Infosystems Ltd. Is one of the renowned names in the Software and Hardware sector of computer industry?

The graph of sales of these respective product lines is the best in the industry as compared to their competitors. I did my summer training project at HCL Infosystems Ltd. Noida where I found all the professionals are very much commited to their work as well as they were all professionals enough. This helped me a lot in getting a good deal of exposure. As I had to consult the channel partners, I felt in the beginning in a bit problem. But the cooperation of my superiors at the work induced confidence in me

to deal with my problems whenever they came.

Born in1976,HCL has a 3 decade rich history of inventions and innovation. In 1978, HCL developed the first indigenous micro-computer at the same time as Apple and 3 years before IBM’s PC. During this period India was a black box to the Indian computer industry. The 80’s saw HCL developing know how in many other technologies. HCL’s in depth knowledge of UNIX led to the development of a fine grained-processor UNIX in 1988, three years ahead of Sun and HP.

HCL’s R&D was spun off as HCL Technologies in 1997 to mark their advent into the software services arena. During the last eight years HCL has strengthened its processes and applied its know how developed over 28 years into multiple practices- semi-conductor, operating systems, automobile, avionics, biomedical engineering, wireless, telecom technologies and many more.

Today, HCL sells more PCs in India than any other brand runs Northern Ireland’s largest BPO operation and manages the network for Asia’s stock exchange network apart from designing zero visibility landing systems to the world’s most popular airplane.

Today, HCL sells more PCs in India than any other brand runs Northern Irelands largest BPO operation, and manages the network for Asia’s largest stock exchange network apart from designing zero visibility landing systems to land the world’s most popular airplane.

HCL Infosystems Ltd. Is one of the pioneers in the Indian IT market, with its origin in 1976. For over quarter of a century, we have developed and implemented solutions for multiple markets, across a range of technologies in India. We have been in the forefront in introducing new technologies and solutions.

In the early 70’s a group of young and ambitious technocrats embarked upon a venture that would make their vision of IT revolution in India a reality. Shiv nadir and five of his colleagues got together and 1875 set up a new company MICROCOMP to start with they started to capitalize on their marketing skills. MICROCOMP marketed calculators and with in a few month of starting operation the company was out selling its major competitors.

On11th August 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as joint venture between the entrepreneurs and UPOSCE, with an initial equity of Rs.1.83 lacks.

SCOPE OF THE STUDY

Vision Statement

“It is the most preferred employer and principal taking leading edge IT product and service

to the masses through sustained excellence.”

Mission Statement

“We shall increase the shareholder value by improving the PAT through free cash flow, reducing the BR cycle, inventory levels, wastage.”

Quality Policy Statement

“We shall deliver defect- free products, services and solution to meet the requirements of our external and internal customers the first time, every time’

Objective of The Study

Management Objective

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

attaining defined objectives.

People Objective

To help HCL Infosystems people share in the company’s success, which they make possible; to provide job security based on their performance; to recognize their individual achievements and to help them gain of satisfaction and accomplishment from their work.

Core Values

It is uphold the dignity of individual It is honor all commitments It is committed to quality, innovation and growth in every endeavor It is responsible corporate citizens

Research methodology

RESEARCH PROBLEM

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

companies.

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

order to expand and retain its market share

RESEARCH DESIGN Determined the Information Sources: The researcher gathered data through secondary

sources

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

where today's computer has been mostly used

SECONDARY DATA is being search sites like magazines, newspapers,

journals,websites and the data has been collected through other approaches

DATA COLLECTION The researcher collected information through the official websites, magazines and

journals.

DEVELOPED THE RESEARCH FRAME:

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

based. The research frame included:

NATURE OF STUDY

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

DATA SOURCE:

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

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

research by the researcher. Secondary sources being the internet as the medium and the

official sites of the companies of IT sectors and corporate selling and feedback of HCL.

INSTRUMENT USED

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

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

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

research report.

SAMPLE SIZE

Sample size for the research is fixed. It counts to55. That is the HCL companies and corporate selling and feed of HCL in comparison between other IT sectors.

DATA AN ALYSIS & GRAPHICAL DATA

INTERPRETATIOIN

SAMPLE SIZE: 55

1. Whicht type of computers do you use?

a) Branded

b) Assembled

Branded 37

Assembled 18

24

31Interested in demoNot interested in demo

It was observed that almost 67% of the people use branded computers or other gadgets for their business purpose. Hence can be concluded that more people want branded products as they are not ready to compromise with the quality and services being provided.

2. Which brand computers do you use?

a) HP

b) HCL

c) ACER

d) Others

Brand used Total Nos.

HP 7

HCL 14

Acer 13

Others 21

19

21

11 3

< 1515-5050-7575-200

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

pie-chart goes to HCL. So HCL should continue making efforts to attract new market and

sustain the existing market.

3. What is the number of installed desktops?

a)<15

b) 15-50

c)50-75

d) 75-200

e)200-500

Installed desktops Total Nos.

< 15 19

15-50 21

50-75 11

75-200 3

200-500 1

19

21

11 31

< 1515-5050-7575-200200-500

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

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

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

4. What is the number of used servers?

a. 1

b. 2

c. 3-5

d. >5

Servers used Total Nos.

1 10

2 11

3-5 21

>5 13

10

11

21

13

1203-May>5

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

proportional to the number of desktops used.

5. What is the number of installed laptops?

a.) 1-5

b.) 5-15

c.) 15-30

d.) >30

Number of laptops Total Nos.

1-5 20

5-15 22

15-30 8

>30 5

24

31Interested in demoNot interested in demo

It was observed that maximum computers and laptop users ranging between 5-25. This

area can be focused.

6. What is the brand used for laptops?

e.) HCL

f.) Toshiba

g.) Lenovo

h.) Others

Laptops brand Total Nos.

HCL 11

Toshiba 19

Lenovo 13

Others 12

11

19

13

12

HCLToshibaLenovoOthers

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

brands like HP and Samsung etc. are also used. HCL has also a good market share.

7. Do you have AMC?

i.) Yes

j.) No

Total Nos.

Company place having AMC 30

Company place not having AMC

25

24

31 Interested in demoNot interested in demo

According to above graphical data interpretation, that is the most important places where computer has been used and it has been observation and showed that less than 60% hospitals have their AMCs. This area can also be considered.

11. How do you find the HCL products?

a.) OK

b.) Good

c.) Satisfactory

d.) Outstanding

e.) Not tried yet

Reaction about HCL products Total Nos.

OK 3

Good 12

Satisfactory 19

Outstanding 7

Not tried yet 10

3

12

19

7

10

OKGoodSatisfactoryOutstandingNot tried yet

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

products and services provided. Very few have not tried yet HCL on a business scale, but most

of them have an experience about HCL.

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

a.)Yes

b.)No

Wanted knowledge about HCL Total Nos.

Yes 42

No 13

42

13

YesNo

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

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

13. Do you require demo for any product?

a.)Yes

b.)No

Total Nos.

Interested in demo 24

Not interested in demo 31

24

31

Interested in demoNot interested in demo

This observation showed that almost 42% of the sample was interested in demo

Major players in the market

HclAccerLenovoSonyDellTosiba

Hp-compaq

ROLE OF ADVERTISEMENT

Advertisement plays an important impact on consumers to purchase destop pc’s of brands. Now a day we see that each and every company endorsing brand ambassadors so that to attract customers and make their customer base more & more. IBM has signed Saif Ali Khan to endorse his products Shahrukh khan was endorsed by compaq so that more & more computes can be sold out.

Indian PC Market to Show Double Growth than the World

PC market in India will likely grow at 20%, almost double of global PC market this year, as per Gartner, the research firm. However, the growth in Indian PC market will be five percentage-points lower in comparison to what it was last year (2006).

Gartner forecasts that PC makers will ship 255.7 million units worldwide this year, a 10.5% increase from 2006. Revenue, on the other hand, is projected to increase only 4.6% to US$213.7 billion, as average selling prices continue to drop.

In 2007, worldwide shipments of PCs are expected to increase 10.5% from last year to reach 255.7 Million units. On the other hand, the revenues are anticipated to grow just 4.6% and reach US$ 213.7 Billion with continuous decline in average selling prices. Emerging markets will play a key role in this growth.

“Emerging markets and mobile PCs will continue to provide growth. However, falling average selling prices (ASPs), slowing replacement activity, and further declines in mature market desk-based PC shipments will keep PC vendors under pressure to rationalize their operations or exit the market,” as per George Shiffler, research director with Client Platforms Markets Group of Gartner Dataquest. The statement appeared in IndiaTimes Infotech on March 21, 2007.

As said by IDC, PC shipments in India increased 25% in 2006. “The consumer and the SMB segments will be the major drivers of the Indian market. High demand for mobile PCs bolstered the growth, overtaking sales in the deskbased segment. In addition, with a greater focus given to e-governance, the government spend is expected to propel the market further”, said Gartner India’s principal analyst, Diptarup Chakraborti while commenting on Indian market. IndiaTimes Infotech published this statement on March 21, 2007.

As per the RNCOS report “Portable Electronics Market Worldwide (2006)” , ” a fundamental move toward mobile computing going on in the market is Making significant contribution to the top line growth.”

Marketing Strategies of Each company to attract Customers

Now a day every companies playing strategies so as to attract customers and increase revenues and also customer base.Pent-up demand, attractive price points and economic stability propelled PC growth. PCs are acting as entertainment centers with TV functionality, supported by the digital sound experience and large screen displays

Some of the Strategies They Are Playing

Vista and Office 2007 hit the market Microsoft has opened the doors for consumers to Purchase its latest Operating System, Windows Vista and Office 2007 with a grand launch across 70 countries. Microsoft released the latest version of its operating system Windows Vista and Office 2007 for corporate customers in November 2006. Now it has launched the software for the masses, i.e. non corporate consumers. The consumer launch took place on 30th January across 70 countries. Windows Vista is the first major Windows launch by Microsoft since the launch of Windows XP in 2001.

These products are launched to ‘wow’ customers with features like enhanced security, better search, improved parental control and an all new interface. According to Ravi Venkatesan, Chairman, Microsoft India, “This is the launch of the decade for Microsoft and the biggest for us in India, with the design of this product we have dealt with the security issues.” In India, OEMs including HCL, HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible PCs.

Windows Vista and Office 2007 will be made available to the public in several editions. The consumer editions are Windows Vista Ultimate, Windows Vista Home Premium, Windows Vista Home Basic and Windows Vista Starter. Vista is being shipped in 18 languages including Hindi. Extending the Indian language support, Microsoft will have 13 more Indian languages including Telugu and Marathi and support for these is expected by early 2008. Office 2007 comes in two consumer editions-Office Home & Student 2007 and Office Basic 2007.

Marketing & selling strategy

REVISITING THE LOW-COST PC MARKET A computer at nearly one-third of current prices is a dream for most Indians. And yet, buyers are not holding their breath for these devices. For experience has proved that expectations are seldom met. However, this time around, those propagating low-cost computing solutions have taken a different route. Chris Ann Fichardo elaborates on the difference.

The buzz is in the air again. PC manufacturers are excited. Users are expectant. Even institutions like the IITs are enthusiastic. The reason: India’s dream of an affordable PC (priced below Rs 10,000) is ready to hit the market. For nearly a decade this dream has struggled to become a reality. India Inc. has made many noteworthy attempts in the past to introduce low-cost computing solutions, but in vain. Be it Wipro’s Janata PC, iNabling Technologies’ e-mail device, iStation, or the much-talked about handheld device, the Simputer—all brilliant concepts that have not quite made it commercially yet. The company netcore is doing groundbreaking work to make possible the Rs 5,000 PC (5KPC), says that if the price point of a PC comes down between Rs 5,000 to 10,000 per user, India has the ability to absorb 10-20 million PCs a year for the next several years. This potential gains further significance when one realizes that the present market size is just two million PCs a year! In the last 20 years the installed base has barely crossed six million PCs in India.

According to Richard Brown, director for International Marketing at VIA attributes this sudden interest by vendors to the "real growth potential" of the lowcost PC market."I remember five to seven years ago when the first $1,000 PC appeared (introduced by Compaq), people wondered if the price point was for real. And since then there has been a continuous push down in the price points for PCs, which is a sign of commoditization of the industry. For a long time the industry has resisted moving to lower price points, and now they are actually seeing that there is demand in that space and they are buying into it," he says.

CHANGING TRENDS IN PC MARKET

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

Consumers are shifting their focus of PC computing from an average system to one that is closer to a high-end system and upwards.

The need for the most powerful multimedia computers is increasing.

Linux might gain ground in the government and defence sectors.

Customers, both in the consumer as well as in the commercial space will demand better service levels from vendors.

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

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

The desktop space will see more and more entertainment-oriented features getting integrated into the normal PC.

The enterprise space will witness more stress on security,TCO, manageability and multiple levels of redundancy, among others

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

Unicode will drive PC penetration into rural markets SME will continue to be a major segment. The industry has standardized on 80 GB HDDs.

Trends Expected In 2009

In the future, with more duty cuts expected, analysts believe branded PC players gain further against assembled players. Retail may get a renewed thrust. Observes Raj Saraf, Chairman and Managing Director, Zenith Computers, “We have1300 retail outlets today, which we hope to grow to 15000 by the end of 2009.”

While vendors are bundling in Linux to bring down costs, analysts see desktop Linux confined to the government and education sector. Linux on the desktop is unlikely to make inroads in the enterprise. Prices of computers have been falling rapidly, but vendors do not think prices of PCs will fall significantly in 2009.

While 2007 saw strong demand emerging from select sectors such as the government and BPO outfits, 2008 could be relatively flat as most BPO firms are in the process of consolidation and not growth.

PC MARKET: TOP TRENDS

PC market revival may happen in second half of this year. Post-Budget PC prices will remain constant or rise marginally. Indian brands will survive, but they need to decide on an unambiguous competitive pitch. Thrust into the B & C class towns will be aggressive, by Indian and MNC players alike. The notebook market will show significant gains in 2002-03. If you want to know what the future holds for the Indian PC industry, the one fact you cannot afford to ignore is the current slowdown not just falling growth, or a gentle trough, but the horrible spectre of negative growth.

WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)?

CRM is a term that is often referred to in marketing. However, there is no complete agreement upon a single definition. This is because CRM can be considered from a number of perspectives. In summary, the three perspectives are:

1. CRM from the Information Technology Perspective. From the technology perspective, companies often buy into software that will help to achieve their business goals. For many, CRM is far more than a new software package, the renaming of traditional customer services, or an IT-based customer management system to support sales people. However, IT is vital since it underpins CRM, and has the payoffs associated with modern technology, such as speed, ease of use, power and memory, and so on.

2. CRM from the Customer Life Cycle (CLC) Perspective. The Customer Life Cycle (CLC) has obvious similarities with the Product Life Cycle (PLC). However, CLC focuses upon the creation of and delivery of lifetime value to

the customer i.e. looks at the products of services that customers need throughout their lives. It is marketing orientated rather than product orientated. Essentially, CLC is a summary of the key stages in a customer's relationship with an organization.

3. CRM from the Business Strategy Perspective.

The Business Strategy perspective has most in common with many of the lessons and topics contained on this website, and indeed within the field of marketing itself. The diagram below shows the Marketing Teacher Model of CRM and Business Strategy. Our model contains three key phases - customer acquisition, customer retention and customer extension, and three contextual factors - marketing orientation, value creation and innovative IT.

Swot analysis of hcl

STRENGTHS:

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

a)Global Presence: Its collaborations and joint ventures with international companies such as Perot

System, and partnership with world leaders like Ericsson, Toshiba, Nokia, Oracle and Microsoft, enable it to bring the best technology available world wide to its consumers.

24 locations in 16 countries.b) Fast paced and flexible work culture which provides its employees autonomy to

accomplish the task without much pressure from the higher authorities. Thus, employees are motivated to give their best to the organization.

c) The core strength of HCL is the talent and innovativeness of its people which enables it to provide the “right solution at the right time.”

d) The mass markets handled through a chain of dealers, resellers and retailers which helps bring technology usage closer to the individual. It has very strong distribution network.

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

f) Ability to understand customer's business and offer right technology.g) Long standing relationship with customers.h) Pan India support & service infrastructure.i) Best-value-for-money offerings.

WEAKNESSES:

a) After sales service.b) Less promotional campaigns.

OPPORTUNITIES:

a) IT industry booming at a rate of 45% every year.b) Increasing consumer awareness about IT and its use.c) Tremendous untapped potential of IT products in India.d) Increasing competition.e) Tie ups with various MNCs enable to extract their core competencies.

THREATS:

a) Local assemblers are biggest menace for the company.B) Entry of MNCs i.e. IBM, Compaq giving direct competition.c) Govt. instability has a long term repercussions affecting company’s policies & it growth. d) Technological shift as a result of research & development. Daily new technologies

are emerging.

Concluding the S.W.O.T. analysis in words that prosperity lies ahead for HCL. In order to retain its position as India’s No. 1 IT conglomerate, it has to come out with the state of art as well as futuristic technologies to its consumers well before time

FINDINGS & LIMITATIONS

Every project has some limitations even the researcher came across some limitations

while working on the project which made the analysis a little inappropriate at times.

Some of the basic limitations faced during the research are listed below:

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

been found 55 players was covered in the study.

Most of the research was based on cold calls, so then visited many places i.e. authorized

and local areas and where it had not responded much.

There was a bias on the part of the respondents.

Companies that were contacted through telephone at times did not give

correct information to the researcher.

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

give the authorized official information to people other then the members of the

official itself and the high officials.

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

authorized and unauthorized areas which affected the result of the project being done by

the researcher.

Suggestion and recommendation

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

Company executive should visit dealers on regular basis. They should pay proper attention towards checking of various components of

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

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

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

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

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

Conclusion

Marketing is a very crucial activity in every business organization. Every product produced within an industry has to be marketed other wise it will remain as unsold stock, which will be of no value. I have realized this fact after completion of my summer training project. Despite of various difficulties and limitations faced during my summer training project on the topic “ Corporate Selling and Feedback ”. I have tried my level best to find out the most relevant information for the organization to complete the assignment that was given to me. After completion of my summer training project I have gained several experiences in the field or sales marketing. I have got the opportunity to meet various people, which fluctuate in different situation and time. This summer training project has given me the opportunity to have first experience in the corporate world.

Theoretical knowledge of a person remains dormant until it is used and tested in the practical life. The training has given to me the chance to apply my theoretical knowledge that I have acquired in my classroom to the real business world. I have completed my summer training project in which are involved in its successful completion. In spite of few limitations and hindrance in the summer training project I found that the work was a challenge and fruitful. It gives enough knowledge about the computers market and the distribution process undertaken by an organization. This summer training project has enabled my capability in order to manage business effectively and in my career in future.