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SUMMER TRAINING PROJECT REPORT
     “COMPARATIVE STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN
              CORPORATE HOUSES AND INSTITUTES”



 A SUMMER TRAINING PROJECT REPORT SUBMITTED TOWARDS PARTIAL
     FULFILLMENT OF BATCHELOR OF BUSINESS ADMINISTRATION
                         PROGRAMME




                     (AMITY UNIVERSITY,LUCKNOW)




SUBMITTED TO:                                     SUBMITTED BY:
Dr.Anil Awasthi                                   Prashant Mishra

HEAD OF DEPARTMENT                                BBA(I.B) Sem-6
BBA(I.B)


                  EXTERNAL GUIDE: Mr. UMANG SINGHAL




            DEPARTMENT OF BUSINESS ADMINISTRATION
                    AMITY UNIVERSITY,LUCKNOW




                                 1
DECLARATION

Hereby declare that the summer training project report entitled “COMPARATIVE
STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN CORPORATE
HOUSES AND INSTITUTES” submitted for the partial fulfillment of Bachelor of
Business Administration (International Business), is my original work and the project
report has not formed the basis for the award of any diploma, degree, associate ship,
fellowship or similar other titles. It has not been submitted to any other university or
institution for the award of any degree or diploma.




PRASHANT MISHRA
Place: Noida

Date : 28-AUGUST- 2009




                                           2
CERTIFICATE




This is to certify that Prashant Mishra of BBA(International Business) of Amity
University, Lucknow has completed his project report on the topic of “Comparative
Study Of Presence Of IT Products Of HCL In Corporate Houses And Institutes”
under the supervision of Dr.Anil Awasthi, Head Of Department BBA(International
Business) .


To best of my knowledge the report is original and has not been copied or submitted
anywhere else. It is an independent work done by him.




Dr.Anil Awasthi
Head Of Department,BBA(International Business)




                                         3
ACKNOWLEDGEMENT

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

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

I am very thankful to External Guide, Mr. Umang Singhal (Regional Manager),
Office Automation Divison, HCL Infosystems Ltd., Noida and very grateful to
Dr. Anil Awasthi , Amity University, Lucknow for their everlasting support and
guidance on the ground of which I have acquired a new field of knowledge. The
course structure created for this curriculum has benefited with the inclusion of
recent development in the organizational and managerial aspects.

I express my sincere thanks to all the employees of HCL Infosystems Ltd for their
kind co-operation during my summer project.

I also acknowledge my thanks to the distributors of HCL Infosystems who gave their
full support in completion of this project.

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



                                                  PRASHANT MISHRA

                                                  BBA (International Business)

                                                  ROLL NO-




                                   PREFACE
                                              4
The management as a discipline has attracted attention of the academician and
practitioner to a very great extent. Its importance has been growing day by day
because the business concerns, which have developed, are very large and complex,
with many people working together.

A very essential part of the management education is job training. The aim of job
training is exposure of the management student in the field that is done to test
the classroom learning.

Practical training is considered to be an essential part of all the professional
institutions and those who are aspiring for Business Management Programme. This
project is done in the field of marketing.

As aspect of management education, which is receiving attention in the evaluation of
the practical training, is to bring actual environment in touch of Business
Management. It is rigidly accepted that the theory widens one‟s thinking horizons viz.
concepts of Marketing philosophies, but practice indicates the modern marketing and
used in wide variety of settings of products.

This project work has been done under the kind permission of HCL Infosystems ltd
(Noida). It is undertaken in entire NCR region under the guidance of Regional Sales
Manager of HCL Infosystem ltd.

The report gives a true picture of the practical activities done by whole group within
the jurisdiction. The study area was limited to Delhi and NCR. Hence result of the
study can be utilized in Delhi and NCR only.




                                             5
TABLE OF CONTENT:



SR NO.   PARTICULAR                         PAGE NO.

1.       Executive Summary                  8

2.       Objective                          9

3.       Literature Review                  10

4.       Introduction-Company Profile       11-12

5.       Guiding principles                 13-14

6.       History                            15-20

7.       About HCL Infosystems              21-30

8.       Key Partnership                    31-32

9        Product and Services               33-36

10.      Growth of HCL                      37—40

11.      Our Competitors                    41-42

12       SWOT Analysis                      42-44

13.      Research Methodology               45-46

14.      Data Analysis                      47-53

15.      Findings                           54

16.      Suggestions                        55

17.      Conclusion                         56

18.      Limitation                         56-57

19.      Bibliography                       57

20.      Annexture                          58-61




                                        6
TABLES AND FIGURES:

SR NO.   TABLES                                                      PAGE NO.

1.       Preliminary Worldwide PC Vendor Unit Shipment               38
         Estimates for 1Q09


2.       India PC shipment by Form factor                            40

3.       Top three vendors                                           40

4.       India PC shipment by Form factor 2007-2008                  40

5.       Choice criteria of institute while purchasing IT product.   49

6.       Choice criteria of corporates while purchasing IT product. 50

7.       Nature of organization and brand preference                 52

8.       Satisfaction index by weighted average method               60




SR NO.   FIGURE                                                      PAGE NO.

1.       Market Share Of PC vendors                                  38

2.       Brand Awareness Of Different IT Products                    47

3.       Nature Of Organisation And Brand Preference                 48

4.       Nature Of Organisation And Frequency Of Buying In           59
         Institutes

5.       Nature Of Organisation And Frequency Of Buying In           59
         Corporates




                                        7
8
EXECUTIVE SUMMARY

The main purpose of this project is to analyze the IT requirements of the
companies, institutes under a vertical or an industry. This project gives us an
idea about the usage of IT and IT related products in a given industry. It also
helps us to get an insight into a given vertical and get to know about the various
pain areas, related to hardware.

             Since in business, almost all the companies and their operations are
majorly dependent upon information technology, and even the small base
companies are also getting digital, or in other words they are also hiring more
computers and other IT products instead of people. This project gives the
information about how information technology is helping companies to become
more efficient and grow faster. It also talks about the different IT companies
which are in picture and are providing services to various companies under the
vertical.

             The project also deals with the research about the presence of HCL as
a brand. This research also includes finding out the reputation, mind share,
trends in buying behavior and also the market share of HCL brand in the
Corporate and Education sector. Research about presence of other brands has
also been done, which has helped in analyzing the competition of HCL with other
IT brands.

              While carrying out this research, the emphases have also been laid
on the type of IT product is required in different offices and institutes, time of
purchasing, and differences in the buying behavior of Corporate and Institutes
regarding the IT products. Surveys have been carried out with the help of the
questionnaires. Visits were made to various institutes and corporate offices in
the Delhi & NCR region.




                                         9
OBJECTIVE OF STUDY


   To find the penetration of IT products in Corporate and Institutes.




   To find the sales and promotion strategies of HCL.




   To find the market share of HCL in IT products.




   To compare the use of IT products in institutes and business houses.




   To explore the unexplored potential market of HCL




                                      10
LITERATURE REVIEW:
1. 4 Ps(2009), Acquisition of Axon by HCL Technologies Limited, ICMR CASE
STUDY, p. 1-17 ,

ABSTRACT-The case examines the acquisition of the UK-based SAP consultancy
company Axon Group Plc. (Axon) by India-based IT software development company,
HCL Technologies Limited (HCL). HCL announced the acquisition of Axon on
December 15, 2008 for £ 440 million. Initially, Infosys Technologies Limited
(Infosys), the second largest IT Company in India, planned to acquire Axon. Infosys
offered a total amount of £ 407 million to acquire Axon, a premium of 19.4% over the
Axon's share price dated August 22, 2008, at 502.5 pence per share. However, in
September 2008, HCL made a counter offer of 650 pence per share in cash for Axon.
Since Infosys did not tender a revised bid, the management of Axon decided to go
ahead with the offer made by HCL.

2. Business Standard,(Bangalore June 12, 2009), HP holds largest share in
India PC market: study, Press Trust of India

ABSTRACT: In a subdued India PC market, Hewlett-Packard (HP) held the largest
share, HCL Info systems grew and Dell saw a decline in its share during Q1 2009
(January-March 2009), according to technology research firm IDC India's latest
study. While Acer's market share dipped marginally (7.7 per cent in 4Q 2008 to 7.3
per cent in Q1 2009), Lenovo's share showed a more pronounced drop of 1.9 points
(6.6 per cent in Q4 2008 to 4.7 per cent in 1Q 2009), says the IDC India Study.

HP has been numero uno in India PC market consistently every quarter over the last
four years (2005,2006, 2007 and 2008).At the global level as well, HP dethroned Dell
to claim the No1 spot in the US PC market,while Dell faced a tough quarter across the
board.

India PC market witnessed a seven percent quarter-on-quarter (QoQ) growth in
shipments in Q1 2009 (first quarter calendar year 2009) over Q4 2008 (fourth quarter
of calendar 2008). A total of 16,79,000 units of clients PCs (desktops and
notebooks) were shipped in the January-March quarter of 2009. Desktop PC
shipments of 12,13,000 units recorded a sequential growth of 9 per cent QoQ while
notebook PC shipments of 4,66,000 units recorded a growth of 3 per cent QoQ.

3. Times Of India, 16 dec 2008,New Delhi, HCL unveils cheapest laptop, PTI

ABSTRACT: After the launch of Nano, the one lakh car, it's now time for the
cheapest laptop to hit the markets. HCL launched their fully

functional, ultra portable range of laptops that offer mobile internet at only Rs 13,990.
Aimed at the masses, MiLeap or 'My Internet Leap' has been designed exclusively for
the Indian consumer. It was available from January 26.
It's the price that makes MiLeap tick. While the cheapest notebook begins at around
Rs 20,000, MiLeap breaks the price barrier and makes it easy for the average man to
own a laptop. For example, Compaq's low-end Presario notebooks begin at around
Rs24,000, and Acer's notebooks with Celeron processor begins around Rs 25,000.

                                           11
INTRODUCTION

COMPANY PROFILE




           Shiv Nadar                                              Ajai Chowdhry
      Chairman and CEO                                           Chairman and CEO
    HCL Technologies Ltd.                                        HCL Infosystem Ltd.


HCL Infosystem Ltd is one of the pioneers in Indian IT market, with its origins in
1976. For over quarter of a century, HCL have developed and implemented solutions
for multiple market segments, across a range of technologies in India. HCL have been
in the forefront in introducing new technologies and solution.

HCL Infosystem (HCLI) draws it‟s strength from 29 years of experience in handling
the ever changing IT scenario strong customer relationship, ability to provide the
cutting edge technology at best value for money and top of it, an excellent service and
support infrastructure. Today HCL is country‟s premier information enabling
company. It offers one stop shop convenience to its diverse customers having an

                                          12
equally diverse set of requirements. Be it a large multi location enterprise, or a small/
medium enterprise, or a small office or a home, HCLI has a product range, sales and
support capability to service the needs of the customers. Last 29 years apart from
knowledge and experience have also given us continuity in relationship with the
customers, thereby increasing the customer confidence in us.

Their strength can be summarized as:

       Ability to understand customer‟s business and offer right technology.
       Long standing relationship with customers
       Pan India support and service infrastructure
       Best-vale-for money offering
       Technology Leadership

HCL Infosystem is known to be the harbinger of technology in the country. Right
from their inception HCL have attempted to pioneer the technology introductions in
the country either through their R&D or through partnerships with the world
technology leaders.

Using their technology HCL have:

        Created their own UNIX & RDBMS capability (80‟s)
        Developed firewalls for enterprise & personal system security
        Launched their own range of enterprise storage products
        Launched their own range of networking products

HCL strive to understand the technology from the view of supporting it post
installation as well. This is one of the key ingredients that go into their strategic
advantage.

HCL Infosystem has to claim several technology pioneering initiatives.

Some of them are:

       Country‟s first Desktop PC-BusyBee in 1985
       Country‟s first branded home PC Beanstalk in 1995
       Country‟s first Pentium 4 based PC at sub 40k price point
       Country‟s first Media Center PC

                                           13
Guiding Principles

VISION AND MISSION

       VISION STATEMENT
"Together we create the enterprises of tomorrow"




       MISSION STATEMENT
"To provide world-class information technology solutions and services to enable
our customers to serve their customers better"




 QUALITY POLICY

"We deliver defect-free products, services and solutions to meet the requirements of
our external and internal customers, the first time, every time"




OBJECTIVES




       MANAGEMENT OBJECTIVES
To fuel initiative and foster activity by allowing individuals freedom of action
and innovation in attaining defined objectives.




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



                                         14
CORE VALUES

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




Philosophy of Quality
“We deliver defect free products, services and solutions to meet the requirements of
HCL‟s external and internal customers, the first time, every time.”

To exist as a market leader in a globally competitive market place, organizations need
to adopt and implement a continuous improvement-based quality policy.

One of the key element to HCL‟s success is its never–ending pursuit of superior
quality in all its endeavors.

HCL infosystem believes in the Total Quality Management philosophy as a means for
continuous improvement, total employee participation in the quality improvement and
customer satisfaction. Its concept of quality addresses people, processes and products.

Over the last 20 years, we have adapted to never and better Quality standards that
helped us effectively tie Quality with Business Goals, leading to the customer and
employee satisfaction.




                                          15
HISTORY

Born in 1976, HCL has a 3 decade rich history of inventions and innovations. In
1978, HCL developed the first indigenous micro-computer at the same time as Apple
and 3 years before IBM's PC. During this period, India was a black box to the world
and the world was a black box to India. This micro-computer virtually gave birth to
the Indian computer industry. The 80's saw HCL developing know-how in many other
technologies. HCL's in-depth knowledge of Unix led to the development of a fine
grained multi-processor Unix in 1988, three years ahead of Sun and HP.

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

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




TIMELINE
YEAR                              HIGHLIGHTS


1976     - Foundation of the Company laid
         - Introduces microcomputer-based programmable calculators with wide


                                         16
acceptance in the scientific / education community


          -   Launch of the first microcomputer-based commercial computer
              with a ROM -based Basic interpreter
1977          - Unavailability of programming skills with customers results in
              HCL developing bespoke applications for their customers
          -   Distribution alliance formed with Toshiba for copiers.

          -   Initiation of application development in diverse segments such as
              textiles, sugar, paper, cement , transport
1978
          -   HCL successfully ships in-house designed micro-computer at the
              same time as Apple. The Indian computer industry is born.

          -   Formation of Far East Computers Ltd., a pioneer in the Singapore
1980          IT market, for SI (System Integration) solutions
          -   HCL introduces bit sliced, 16-bit processor based micro-computer.

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

          -   HCL launches an aggressive advertisement campaign with the
              theme ' even a typist can operate' to make the usage of
              computers popular in the SME (Small & Medium Enterprises)
              segment. This proposition involved menu-based applications for
              the first time, to increase ease of operations. The response to the
1983          advertisement was phenomenal.

              - HCL develops special program generators to speed up the
              development of applications
          -   Indigenously develops an RDBMS, a Networking OS and a Client
              Server architecture, at the same time as global IT peers.

       - Bank trade unions allow computerisation in banks . However , a
       computer can only run one application such as Savings Bank, Current
       account , Loans etc.

       - HCL sets up core team to develop the required software - ALPM (
       Advanced Ledger Posting Machines ) . The team uses reusable code to
1985
       reduce development efforts and produce more reliable code . ALPM
       becomes the largest selling software product in Indian banks

       - HCL designs and launches Unix- based computers and IBM PC clones

       - HCL promotes 3rd party PC applications nationally


                                       17
-   HCL becomes the largest IT Company in India.
          -   Zonal offices of banks and general insurance companies adopt
              computerization


              - Purchase specifications demand the availability of RDBMS
986
              products on the supplied solution (Unify, Oracle). HCL arranges for
              such     products      to        be   ported   to     its   platform.


              - HCL assists customers to migrate from flat-file based systems to
              RDBMS


       - HCL enters into a joint venture with Hewlett Packard

       - HP assists HCL to introduce new services: Systems Integration, IT
       consulting, packaged support services ( basicline, teamline )
1991
       - 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

          -   HCL acquires and executes the first offshore project from IBM
              Thailand

1994          - HCL sets up core group to define software development
              methodologies
          -   Distribution alliances formed with Ericsson Switches and Nokia
              Cell phones.

       - Starts execution of Information System Planning projects

1995   - Execution projects for Germany and Australia

       - Begins Help desk services

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


                                          18
-   HCL Infosystems is formed.
          -   HCL's R&D spun-off as HCL Technologies- marks advent into
              software                                                        services.

1997          JV with Perot Systems, stake divested in 2003.
          -   Kolkata         and           Noida       STPs           set          up


              - HCL buys back HP stake in HCL Hewlett Packard


       - Chennai and Coimbatore development facilities get ISO 9001
1998
       certification

       - Acquires and sets up fully owned subsidiaries in USA and UK

1999   - Sets up fully owned subsidiary in Australia

       - HCL ties up with Broadvision as an integration partner

       - Sets up fully owned subsidiary in Australia

       - Chennai and Coimbatore development facilities get SEI Level 4
       certification

       - Bags Award for Top PC Vendor In India
2000
       - Becomes the 1st IT Company to be recommended for latest version of
       ISO 9001 : 2000

       - Bags MAIT's Award for Business Excellence

       - Rated as No. 1 IT Group in India

       -Launched Pentium IV PCs at below Rs 40,000

2001   -IDC rated HCL Infosystems as No. 1 Desktop PC Company of 2001

        HCL BPO Incorporated.

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



                                        19
Distribution                                                     Agreement


       - Strategic alliance forged with Jones Apparel Group, Inc. a fortune 500
       company.
       Infrastructure services division launched to address emerging global
       needs.
       Software businesses of HCL Infosystems and HCL Technologies merged.




       - 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

       - Landmark deals signed with Airbus and AMD.

       - Launched Home PC for Rs 19,999
2003
       - HCL Infosystems' Info Structure Services Division received ISO
       9001:2000 certification

       - Launches Infiniti Mobile Desktops on Intel Platform

       - Launched Infiniti PCs, Workstations & Servers on AMD platform

          -     1st to announce PC price cut in India, post duty reduction, offers
                Ezeebee at Rs. 17990

                - 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
2004            2003

                - Enters into partnership with Port Wise to support & distribute
                security & VPN solutions in India

                - Partners with Microsoft & Intel to launch Beanstalk Neo PC

                - Becomes the 1st company to cross 1 lac unit milestone in the


                                         20
Indian Desktop PC market

              - Partners with Union Bank to make PCs more affordable,
              introduces lowest ever EMI for PC in India

              - Launched RP2 systems to overcome power problem for PC users

              - Registers a market share of 13.7% to become No.1 Desktop PC
              company for year 2004

              - Crosses the landmark of $ 1 billion in revenue in just nine
              months
          -     Accorded leader status by Meta Group in Offshore Outsourcing.
              HCL is India’s No.1 PC 4th year in a row.

       HCL completes buy-out of JVs with Deutsche Bank with BritishTelecom.

2005   Boeing Inks 787 Dream liner Design deal with HCL.

       HCL Infrastructure ranked No.1 service provider- CMP.

       HCL Infosystems ties ups with Apple for iPod distribution.
2006
       HCL Technologies signs largest ever software services deal with DSG.


       HCL as an enterprise crosses the $4 billion watermark.

       HCL announces opening of its second European outsourcing facility in
       June with the establishment of a delivery centre in Krakow, Poland.
2007
       HCL enters a US$30 mn partnership with Konica Minolta Group(KM), to
       provide software Services. This is one of the largest engagements in the
       country, with a Japanese company.




                                       21
ABOUT HCL INFOSYSTEMS


HCL Infosystems, an information enabler, offers its customers technology solutions
across multiple platforms. This is as a result of its expertise in developing state-of-
the-art enterprise solutions; understanding of the networking technology; its design
capabilities in product engineering; integrating diverse solution components and its
access to specialized technology for turnkey projects through partnerships with
various world class players.

With a definite and distinct focus on end-to-end enterprise solutions and personal
computers, HCL Infosystems (HCL Insys) has direct customer service centers at 151
locations, 3 software export facilities and state-of-the-art manufacturing facilities.
HCL Insys has six overseas business entities in US, UK, Australia, Singapore,
Malaysia and Canada. HCL Insys manufacturing processes are ISO 9001 certified,
while its software development processes have achieved SEI CMM Level 4.The
company has an Internet subsidiary - HCL InfiNet Limited, a leading Network
Services Provider. With a mission to provide world-class information technology
solutions and services to enable its customers to serve their customers better, HCL
Insys is setting new standards of information technology in India.

HCL Infosystems are India‟s premier information enabling company. Leveraging its
29 years of expertise in total technology solutions, HCL Infosystems offers value
added services in key areas such as system integration, networking consultancy and a
wide range of support services.

HCL Info systems is among the leading players in all the segments comprising the
domestic IT products, solutions and related services which include PC‟s, servers,
networking products, imaging and communication products.

Contentiously meeting the ever increasing customer expectations and applications, its
focus on integrated enterprise solutions has strengthened the HCL Infosystems‟
capabilities in supporting installation types ranging from single to large, multi-
location, multi-vendor and multi-platform spread across India. HCL Infosystems ,


                                          22
today has a direct support force of over 1700+ members and is operational at 260+
locations across the country and is the largest such human resource of its kind in the
IT business. A majority of the team members have been specially trained in a variety
of supporting solutions, the company‟s key focus area.

HCL Infosystems manufacturing facilities are ISO-9001-2000 & ISO 14001 certified
and adhere to stringent quality standards and global processes. With the largest
installed PC base in the country, foru indigenously developed PC brands - „Infinity‟,
„Busybee‟, „BeanStalk‟ and „EzeeBee‟- and its robust manufacturing facilities. HCL
Infosystems aims to further leverage its dominance in the PC market. It has
consistently rated as top player in the PC industry by IDC. The „Infinity‟ line of
business computing products is incorporated with leading edge products is
incorporated with leading edge products from world leaders such as Intel. A fully
integrated and business ready family of servers and workstations, the „Infinity‟.

Global Line is targeted at medium and large companies to help them to manage their
enterprise related applications. It has considerable dominance in verticals like
Finance, Government and Education & Research.

The Channel Business of HCL Infosystems has an extensive network of over 2500+
resellers across 300 locations. It has actively promoted the penetration of PC‟s in the
home and the small office/home office(SOHO) segments, through Beanstalk, Ezeebee
and Busybee PC‟s and Toshiba Laptops.

HCL Infosystems has two focused business units while HCL Infosystems
concentrates on the IT products, solutions and related services business, HCL InfiNet
focuses on the rapidly growing communication and imaging products, solutions and
services industries.

HCL InfiNet , with a presence in more than 35 cities, has the ability to serve around
250 cities in its catchment area. It provides corporate networking services like virtual
private network, broadband internet access, hosting and co-location services,
designing and deploying Disaster Recovery Solutions and business continuity
solution, application.

Services, managed security services and NOC services over its state of the art IP
network to over 200 corporate. With office automation (OA) division being part of
HCL.

                                          23
HCL InfiNet now has an exclusive sales and support partnership with Toshiba Corp.,
Japan, for its photocopier products. The product portfolio covers a range of other
office automation and communication products through alliances with world leaders –
including Duprinters from Duplo, Data projectors from In Focus, Telecommunication
Solutions from Samsung and Ericssion and mobile communication products from
Nokia.



HCL InfiNet has a strong and dedicated retail network of Nokia Professional Centers,
Nokia Priority dealers, Re-Distribution stockiest and Nokia Care centers across the
country.

HCL has closely seen the IT industry right from the scratch, and has actively
participated in its progress. During the 29 year journey, it has picked up valuable
lessons in serving the IT needs of the Indian customer and gathered domain expertise
to successfully service various business.

As a leading information enabler, HCL Infosystems has long standing relationships
with world technology leaders such as SUN for enterprise computing solutions, Intel
and AMD for PCs and servers, Microsoft, Novell and SCO for operating systems and
software solutions, Toshiba Corp. for business automation equipment, SAP AG for
specialist ERP solutions and Oracle, Sybase and Informix for RDBMS platform,
EMC and Vertis for storage solutions. The aim is to straddle the entire landscape of
information enabling technology far more comprehensively, effectively and
competitively. Indeed, a vision to create enterprise of tomorrow.

HCL is a leading global Technology and IT enterprises with annual revenues of US$
4 billion. The HCL Enterprise comprises two companies listed in India, HCL
Technologies and HCL Infosystems .The 3 decade old enterprise, founded in 1976, is
one of India's original IT garage start ups. Its range of offerings span R&D and
Technology Services, Enterprise and Applications Consulting, Remote Infrastructure
Management, BPO services, IT Hardware, Systems Integration and Distribution of
Technology and Telecom products in India. The HCL team comprises 45,000
professionals of diverse nationalities, operating across 17 countries including 360


                                            24
points of presence in India. HCL has global partnerships with several leading Fortune
1000 firms, including several IT and Technology majors.


6 S OFFERING FOR BUSINESS EMPOWERMENT OF HCL
INFOSYSTEMS


NEED

 In the emerging net economy, IT infrastructure Plays the role of a Powerful business
enabler to improve your business processes, to help you focus on your goals and
strategies and more importantly, to help you serve your customers better. IT
Infrastructure demands constant change latest technology, reliable operations and
high availability. Leaders like you, in the process of selecting the best of breed in
technology, require integrating different solutions from various vendors. Thus a
situation where you need a strong reliable and trusted partner committed to deliver
beyond just services.


ADVANTAGE

Staying competitive in today‟s dynamic business environment means finding new
ways to reduce costs while maximizing the value of your technology and personal
resources. More than ever, your ability to "do more with less" determines how
successful your organization will be. That's why HCL Insys helps you achieve. By
channeling our in-depth expertise gained from over 28 years of IT Domain
experience. We provide a full bandwidth of services specifically designed to meet
your complete IT needs. And as a single window for completing business solutions
wherever you are located.......

          We make IT possible to save money......WE TELL YOU WHERE
                        as well as time ......WE SHOW YOU HOW




                                         25
The 6 S
SOLUTIONS:
The one stop shop solution center for all your IT needs, customized to meet and scale
with your unique Business Needs.

SERVICES:
A range of value added services in IT infrastructure operations and management.


SUPPORT:
Pan-India footprint of support and logistics locations. Over 260 Direct service support
locations. Technically sound workforce of over 1700 certified professionals.

STANDARDS:
World Class Quality standards maintained for PPP (People, Processes &
Performance). Alliance with global technology leaders.

SAVINGS:
We help you find new ways to reduce costs & "do more with less" by maximizing the
value of your technology and personal resources, thereby reducing your total cost of
ownership (TCO).

SATISFACTION:
Complete Satisfaction for the customers through the HCL 6S offering that enables
one to maximize system uptime through rapid response and resolution services,
thereby optimizing your IT investments.




                                          26
BUSINESS MODEL
The HCL Enterprise comprises two companies listed in India, HCL Technologies and
HCL Infosystems. HCL Technologies is the IT and BPO services arm focused on
global markets, while HCL Infosystems is the IT hardware and system integration
arm focused on the Indian market. Together, these entities have uniquely positioned
HCL as an enterprise with service offerings spanning the IT Services and Product
spectrum.




                                                            source: www.hcl.in




                                        27
ABOUT HCL FRONTLINE DIVISION
The HCL Frontline Division of HCL Infosystems Ltd. focuses on providing solutions
and value-added services to small and medium corporate, the small office/home office
and the homebuyer. Involved in marketing and distributing national and international
brands of computer systems and peripherals, the Frontline Division evolves
innovative channel strategies to widen its market reach, and offers value added
support services to users. The extensive distribution network established by the
Division encompasses more than 800 resellers and close to 300 retail outlets across
300 cities. Using its unmatched strength in distribution, Frontline has big plans to
increase penetration of notebooks in SOHO/SME segments. The organization plans to
use its already established retail network in big way for this. It has proved its
distribution might in the PC segment already where it has pioneered on several fronts,
with retail being just one.

The Division's singular mission has been to continuously anticipate and explore
technologies that have emerged as strong trends and established market standards in
the computing world globally, and bringing these to the Indian user in as short a time
as possible. Widely recognised for opening up several frontiers of the world of
computing to Indian users, the Division has partnered Dragon Systems, Inc., the
world's leading supplier of speech and language technology, to introduce speech
recognition tools in the country.

In Kerala the Frontline Division is represented by its state franchisee Team Frontline
Pvt. Ltd.. It is an ISO 9001 certified company and an extremely customer focused IT
provider.




                                         28
ABOUT HCL OFFICE AUTOMATION
DIVISION
HCL Insys‟ Office Automation Division (OA Division) is poised to leverage the
convergence between IT, communications and office automation through its product
and service offerings. The OA Division has an exclusive sales and support partnership
with Toshiba Corporation, Japan for its photocopier products. Its product portfolio
covers a range of other office automation and communication products through
alliances with world leaders – including mobile communication products from Nokia,
Duprinters from Duplo, data projectors from InFocus, Digital Mail Inserting Systems
from Pitney Bowes and telecommunication solutions from Samsung and Ericsson. Its
network has 65 independent dealers, who stock and sell consumables for peripheral
and devices. It also offers direct field support spanning 85 locations, through 15
regional offices and 20 area offices assisting 74 service locations. The service is also
extended to a large base of installed products through its Test and Repair Centers
(TRCs). These TRCs are manned by 450 customer engineers and 68 managers located
across India, with a head office at Noida and a Spare TRC at Chennai. The centers
also provide upgrades to existing customers, keeping them abreast of cutting edge
technology at all times. Finally, the division also offers Bring-In-Maintenance
services for a range of products such as Nokia mobile phones and accessories, and HP
Peripherals.




                                          29
source: www.hcl.in




30
HCL DNA
The TIME magazine has referred to HCL as an "intellectual clean room where its
employees could imagine endless possibilities". The fact is, over the last thirty years
that HCL has been operational; the company has stood by its values and core
philosophy.
Fueled by the entrepreneurial zeal of its founders, HCL developed the first indigenous
micro-computer in 1978, at the same time as Apple. Since then, HCL has had a 3
decade rich history of inventions and innovations. Entrepreneur is the term that best
describes the HCL employees. Ever since HCL entered into an alliance in 1970s,
partnerships and HCL have been inseparable. Bonds have been forged with partners
to co - create value. Strong inorganic growth is a testimony to the spirit of
partnerships. This entrepreneurial and win-win relationship driven culture continues
to guide HCL in all its endeavors.




                                                                   source: www.hcl.in



                                          31
Alliances & Partnerships

To provide world-class solutions and services to all our customers, HCL has
formed Alliances and Partnerships with leading IT companies worldwide.

HCL Infosystems has alliances with global technology leaders like Intel, AMD,
Microsoft, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, nVIDIA, SAP,
Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer Associates, RedHat,
Infocus, Duplo, Samsung and Novell.

These alliances on one hand give HCL access to best technology & products as
well enhancing our understanding of the latest in technology. On the other hand
they enhance the product portfolio, and enable us to be one stop shop for our
customers.

HCL has always prided itself on its partnership engagements. Partner models are also
evolving in the technology industry. Innovation has extended into the ecosystem and
community based engagements are coming into play. HCL has also enhanced its
relationships with partners and is creating a variety of innovative partnership models,
with various approaches to risk-reward sharing. Some of the notable partner
engagements:




                                          32
KEY PARTNERSHIPS




       33
Product And Services
HCL Infosystem‟s portfolio of products covers the entire spectrum of the information
technology needs of its customers.

By virtue of the immense diversity of markets and customers that it addresses, HCL
Infosystem‟s products offering include everything from high-end enterprise level
servers mission critical applications to multimedia home computers.

Need of customers may vary from person to person. One can give importance to cost
of the product and for the other features are more important. Use may be different as
someone is using it for office purpose, someone for home use, and others for business
purpose. Needs of customers are different hence requirement may also be different.
HCL Infosystem fulfills all the requirements of its customers ans has tailor made
solution for them.


HCL Infosystems Product Portfolio
DESKTOPS AND NOTEBOOKS

       Business PCs
       Home PCs
       HCL Laptops

Intel WORKSTATIONS

       Infiniti challenger workstations
       SUN Workstations

AMD WORKSTATIONS

                                          34
Infiniti Xcel Line 2200NL
       Infiniti Xcel Line 2200SY

SERVERS

Intel Servers

       Infiniti Global Line Servers
       IGL Entry Level Servers
       IGL True Enterprise Servers
       IGL Blades Servers
       IGL Itanium Servers
       Infiniti Solutions

AMD Optrons Servers

       Infiniti Xcel Line 2200AT
       Infiniti Xcel Line 2200MI
       Infiniti Xcel Line 2200AZ
       Infiniti Xcel Line 4200TL

Other Servers

       SUN Servers
       HP Risc Servers & Workstations

THIN CLIENTS

       Winbee Thin Clients
       SUN Thin Clients

DISPLAY PRODUCTS

       SUN Thin Clients

NETWORKING PRODUCTS

       WinSmart Switch
       SNMP Managed Switch


                                        35
SECURITY PRODUCTS

      HCL Info Wall
      HCL InfoSecuAccess
      HCL InfoVPNe
      HCL InfoNetMon
      HCL InfoSurveillance
      HCL InfoSecuDesk - BiometricLogon
      Hcl InfoSecuDesk – SmartCardLogon
      HCL InfoSmartCard
      HCL InfoLoadBalancer
      HCL InfoSMS
      HCLInfoDashboard

HCL InfoAttendence

      HCL InfoAttendance –BN model
      HCL InfoAttendance – SN model

STORAGE SOLUTIONS

HCL Storage Solutions

      HCL Infiniti SAN ARRAY 2502FC
      HCL IGL NAS Servers
      IGL NAS 1400 BT
      IGL NAS 2700 SP
      IGL NAS 2700 BD
      SUN Storage Solutions
      EMC Storage Solutions

TOSHIBA NOTEBOOKS

SOLUTIONS

      Infrastructure Services
      Networking Services


                                      36
Security Services
    Facilities Management Services
    Domestic Hardware Services




SOFTWARE LICENSES

PRESENTATION PRODUCTS AND SOLUTIONS

    Projectors
        Hitachi
        Toshiba
        Infocus
    Plasma/LCD
        Hitachi
        Toshiba
    Interactive Presentation System
        Hitachi FX Series Starboard
        Hitachi T17SLX Interactive Panel
        Polyvision Walk and Talk Interactive Panel
        Polyvision TS Series interactive Whiteboard
        Polyvision Walk and Talk Interactive Whiteboard
    Visual Presenters
                  MVP-732
                  MVP-738

DOCUMENTATION PRODUCTS AND SOLUTION

    Digital Duplicators
        Folder
        Digital Printing System
    Konica Minolta Laser Printers


                                      37
Konica Minolta Production Printers
            bizhub PRO C6501
            bizhub PRO 950
       Kyocera Mita-Wide Format MFDs
            KM3650W
            KM4850W




       Toshiba MFDs

      e-STUDIO167/207
      e-STUDIO351c/451c
      e-STUDIO2820c/3520c/4520c
      e-STUDIO232/282
      e-STUDIO352/452
      e-STUDIO600/720/850
      e-STUDIO166/206




                     GROWTH OF HCL
Growth Of PC Shipment Vendors in 2009

Global PC shipments totaled 67.2 million units in the first quarter of 2009, a 6.5
percent decline versus first quarter 2008, according to preliminary data from Gartner.

“We are seeing some evidence of channel inventory restocking, particularly in the
U.S.,” said George Shiffler, research director at Gartner. “This restocking should not
be interpreted as a recovery in PC end-user demand; it‟s still unclear if the global PC
market has hit the bottom.”

Hewlett-Packard extended its lead as king of the worldwide PC market, accounting
for 19.8 percent of global shipments in first quarter 2009. HP‟s strength derived from
its solid consumer PC portfolio, Gartner says.

Dell and Acer finished the quarter in a virtual tie for the No. 2 position worldwide,
separated by just a tenth of a percentage point. Why the tie? Dell is bogged down by


                                          38
its heavy reliance on the professional market and Acer has an advantageous position
in the growing netbook market, Gartner says.

Netbooks continue to be the growth driver for the PC industry, but a sharp decline in
industry revenues is expected due to the lower average selling prices of the devices,
Gartner says.




Table1.

Preliminary     Worldwide     PC    Vendor      Unit    Shipment    Estimates       for
1Q09
 (Thousands of Units)

Company       1Q09          1Q09 Market 1Q08                1Q08 Market 1Q09-1Q08
              Shipments     Share (%)   Shipments           Share (%)   Growth (%)

Hewlett-      13,305        19.8               12,974       18.1             2.6
Packard
              8,789         13.1               10,579       14.7             -16.9
Dell Inc.
              8,758         13.0               6,911        9.6              26.7
Acer
              4,430         6.6                4,798        6.7              -7.7
Lenovo
              3,688         5.5                3,115        4.3              18.4
Toshiba
              28,239        42.0               33,467       46.6             -15.6
Others
Total         67,209        100.0              71,846       100.0            -6.5


   Note: Data includes desk-based PCs, mobile PCs and X86 servers.


   Source: Gartner (April 2009)

   Figure1.



                                         39
1Q09 Market Share (%)

                                       19.8                   Hewlett-Packard
               42
                                                              Dell Inc.
                                                   13.1
                                                              Acer
                                                              Lenovo
                                              13
                           5.5   6.6                          Toshiba
                                                              Others




INDIA'S 3Q PC SHIPMENTS TOUCH 22.68 LAKH UNITS

The client PC shipments grew 1.7 per cent during third quarter of 2008 (July-
September) compared to the same period last year, to touch 22.68 lakh PCs, according
to IDC‟s India Quarterly PC Tracker 2008 release.

The desktop PC shipments fell 8.9 per cent, while notebook PC shipments grew
37.8% per cent during the period (3Q-2008 over 3Q-2007). In the overall Client PC
(Notebooks and Desktops combined) market, Hewlett-Packard had the highest market
share of 19.7 per cent in 3Q, followed by HCL with 9.8 per cent and Dell at third spot
with 9.6 per cent share.

In the desktop PC shipments too, Hewlett-Packard continued to lead the market in 3Q,
followed by HCL and Acer in second and third spots respectively.

For the 9-month period ending September 2008, the overall PC shipments grew 6.4
per cent over the same period previous year to touch 64.25 lakh PCs. Notebook PC
shipments grew by 54.5 per cent to touch 18.70 lakh while desktop PC shipments fell
to 45.55 lakh, a negative growth of 5.7 per cent.

Though it may be too early to conclude that this is a sign of market consolidation,
IDC believes it is a visible indicator of faster movement of branded desktops as
compared to white box shipments. While client PC shipments to large and very large
businesses contracted 13 per cent year-on-year (3Q-2008 vs. 3Q-2007) the home
segment recorded an increase of 16 per cent as buying increased due to the beginning

                                              40
of a new academic session. The SMB segment also registered a 3 per cent growth in
3Q-2008.

Sumanta Mukherjee, Lead Analyst, PC Research, IDC India observed, “The
contribution of the top five PC vendors to India's client PC shipments grew from 47.2
per cent in 3Q-2007 to 56 per cent in 3Q 2008.” He added, "The current subdued
buying sentiment has led to inventory pile-up with channel partners, adversely
impacting finances. Vendors must rediscover niche segments with buying potential
and implement innovative marketing programs to overcome this situation."




Table 2: India PC Shipments by Form Factor, 3Q 2008 vs. 3Q 2007

                                                              Growth (3Q ’08 over
Form Factor          3Q 2007 in ’000s     3Q 2008 in ’000s
                                                              3Q ’07)

Desktop PCs          1,717                1,563               -8.9%

Notebook PCs         512                  705                 +37.8%

Total Client PC      2,229                2,268               +1.7%



Table 3: Top 3 Vendors (Market Shares as % of unit shipments), 3Q 2008 vs. 3Q
2007

3Q       ’07       Client      PC
                                   3Q ’08 Client PC Shipments
 (Notebook
Shipments
 (Notebook PCs + Desktop
                                   PCs + Desktop PCs)
PCs)

Vendor                  Market Share      Vendor                    Market Share

Hewlett-Packard         17.5%             Hewlett-Packard           19.7%

HCL                     9.9%              HCL                       9.8%

Lenovo                  8.3%              Dell                      9.6%




                                         41
Table 4: India’s PC Shipments by Form Factor, Jan-Sep 2008 vs. Jan-Sep 2007


                  3Q 2007      in 3Q 2008       in Growth (Jan-Sept       ’08
Form Factor
                  ’000s           ’000s            over Jan-Sept ’07)

Desktop PCs       4,829            4,555            -5.7%

Notebook PCs      1,210            1,870            +54.5%

Total Client PC   6,039            6,425            +6.4%




              COMPETITORS OF HCL

FRONTLINE DIVISION:

    DELL

    IBM

    APPLE

    LENOVO

    HP-COMPAQ

    ACER

    SAHARA

    ZENITH

    INTEX

    SONY

    ASSEMBLED


                                     42
OFFICE AUTOMATION DIVISION:

   XEROX

   CANON

   RICOH

   SHARP

   KILLBURN

   IE&CS

   SAMSUNG

   PANASONIC

   COPYSTAR

   OKIDATA




                              43
SWOT ANALYSI OF HCL INFOSYSTEMS

 1.   STRENGTHS

          29 years of experience in handling the ever changing IT scenario.

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

          Excellent service & support infrastructure

          Long standing relationship with customers.

          Pan India support & service infrastructure

          Ability to provide the cutting edge technology at best-value-for-
          money Technology Leadership

          Proved to be an innovator and leader in technology

          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 worldwide to its consumers.

          24 locations in 16 countries.

          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.

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

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




                                      44
2.   WEAKNESSES

          Poor Human Resource management system

          No proper marketing channels and strategies

          Awareness of complete line of products offered is not there in the
          market

          Perception of customers is that HCL is a local brand and is inferior
          to the global brands

          After sales services are not customer satisfactory

          Poor customer relationship

          Lack of HCL service centers in SMB cluster areas

          Less promotional campaigns



3.   OPPURTUNITIES

          Expanding disposable income of people

          A large number of Untapped SMBs are realizing the importance of
          I.T solutions to gain an edge in their business.

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

          Increasing consumer awareness about IT and its use.

          Tremendous untapped potential of IT products in India.

          Increasing competition.

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



4.   THREATS

          Less franchise models

          Local assemblers are biggest menace for the company




                                    45
Advent of global players entering into India and setting up their
        manufacturing plants.

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

        Inaccurate government database.

        Govt. instability has a long term repercussions affecting company‟s
        policies & its growth.
        Technological shift as a result of research & development. Daily new
        technologies are emerging.




    RESEARCH METHODOLOGY


 RESEARCH PROBLEM




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



    The business of HCL. The company wants to know the potential
    market for its different product in order to expand and retain its
    market share.


    Comparison between the requirements of corporate houses and
    Institutes.



RESEARCH DESIGN

    Determined the Information Sources: The data has been gathered
    through secondary sources.

                                 46
PRIMARY DATA is collected through questionnaire, search and
       research through place where today's computer and office automation
       products has been mostly used.

       SECONDARY        DATA     has    been   collected    through    magazines,
       newspapers, journals, and websites and through other approaches.



DATA COLLECTION

The data has been collected by gathering 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:

SAMPLING TECHNIQUE: The samples were taken on the basis of simple
random and convenient sampling. The tools used for the analysis are chi-square
test, Friedman test, weighted average method, bar graphs, pie-charts etc.

NATURE OF STUDY

The project on which work is done is descriptive and inferential in nature.




DATA SOURCE:


I took the help of both primary as well as secondary sources. Primary sources
being interaction with various IT people of the selected company and
institutes and filling up questionnaire by them. Secondary sources being the



                                       47
Internet as the medium and the official sites of the companies of IT sectors
and corporate selling and feedback of HCL.




INSTRUMENT USED


A Questionnaire cum personal interview was used for market research for
both the segments horizontal and vertical. The company in which the
research is done provided the Questionnaire and an idea of its prospective
clients.




SAMPLE SIZE

Sample size for the research is fixed. It counts to 100. It includes both
corporate offices and institutes. The sample included 55 institutes and 45
corporate houses located at different locations of Delhi and NCR.




                                    48
DATA ANALYSIS
1. BRAND AWARNESS ABOUT DIFFERENT OFFICE AUTOMATION
PRODUCTS IN MARKET:

FIGURE 2:



  20


  15


  10

                                                                 Series1
   5


   0




ANALYSIS: It is bar graph representation of different office automation product in
the market. The maximum no. of respondents was aware of Xerox copiers and other
products in the market. Canon and Panasonic are also very popular in the market.
Along with marketing its own product HCL also markets the products of Hitachi,
Toshiba and Infocus. So, In totality HCL also enjoy a good position in the market of
office automation product.




2. NATURE OF ORGANISATION AND BRAND PREFERENCE

ANALYSIS: The bar-graph shows that the larger organizations go for either HP or
dell products. They also prefer the other products of higher range of various other
companies like Lenovo and Sony etc. The medium sized organizations preferred HCL



                                        49
and HP the most. The small sized organizations preferred lower range products of
HCL and other companies like Zenith and Sahara.

3. CHOICE CRITERIA OF INSTITUTES DURING PURCHASE OF ITS
PRODUCTS:


H0: Type of organization and their choice criteria for IT products are independent of
each other.

H1: Type of organization and their choice criteria for IT products are dependent of
each other.



FOR INSTITUTES:

TABLE 5.

                           Descriptive Statistics

                                             Std.
                      N        Mean        Deviation     Minimum Maximum

PRICE                     54    2.5370         1.53835         1.00         5.00

TECHNOLOG
                          54    3.1667         1.38387         1.00         5.00
Y

AFTER_SALE
                          54    3.1852         1.16674         1.00         5.00
S

QUALITY                   54    2.1481         1.23483         1.00         5.00

BRAND                     54    3.9630         1.16494         1.00         5.00




Friedman Test

              Ranks




                                          50
Mean Rank

PRICE                        2.55

TECHNOLOG
                             3.17
Y

AFTER_SALE
                             3.19
S

QUALITY                      2.16

BRAND                        3.94

     Test Statisticsa

N                       54

Chi-Square       40.577

Df                      4

Asymp. Sig.        .000

a. Friedman Test




Table 6

FOR CORPORATES:



                                    Descriptive Statistics

                                                        Std.
                                    N        Mean     Deviation    Minimum Maximum

PRICE                                   45   3.3333      1.10782      1.00     5.00

TECHNOLOGY                              45   3.0889      1.41135      1.00     5.00

AFTER_SALES_SERVI
                                        45   3.4889      1.23624      1.00     5.00
CES



                                             51
QUALITY                           45     2.6667   1.49241   1.00   5.00

BRAND                             45     2.5556   1.56024   1.00   5.00




Friedman Test



                Ranks

                             Mean Rank

PRICE                             3.31

TECHNOLOGY                        3.04

AFTER_SALES_SERVI
                                  3.44
CES

QUALITY                           2.64

BRAND                             2.56




     Test Statisticsa

N                       45

Chi-Square       11.189

Df                      4

Asymp. Sig.        .025

a. Friedman Test




                                         52
ANALYSIS: The chi-square analysis shows that chi-calculated is greater than chi-
tabulated. So, Ho is rejected. It means that the choice criteria and type of organization
dependents on each other. The institutes and corporate have a different choice criteria.
They give importance to different factors.

FOR INSTITUTES: The Friedman test shows that the institutes give highest
importance to the quality of the product, then is the price, third preference is given to
the technology, then is the after sales services provided by the service providers and
least importance is given to the brand of the products.

FOR CORPORATES: The Friedman test shows that the corporate houses give highest
importance to the Brand of the product. Then is the quality factor which is importance
for them while making a purchase. The latest technology also plays a vital role in the
purchase decisions. Price plays a less importance in the purchase decisions of the
company. The least importance is given to the after sale services provided for the
product.




   5.   NATURE OF ORGANISATION AND FREQUENCY OF BUYING IT
        PRODUCTS

FIGURE 4


                                  institute

                       5      3


                                                                      once
           12
                                                                      twice
                                                     32
                                                                      thrice
                                                                      more




                                             53
FIGURE 5


                                            corporate

                                        5
                          8                                18
                                                                               ONCE
                                                                               TWICE
                                                                               THRICE
                                   16                                          MORE




            ANALYSIS: The pie–chart analysis shows that in corporate the frequency of buying
            of IT products in a year is more as compared to the institutes. The institutes mostly
            purchase the IT products on yearly basis mostly during july – august. The large
            corporate make purchases more frequently on the quarterly basis and medium sized
            organizations can make purchases twice to thrice in a year.

               6.   SATISFACTION INDEX FOR DIFFERENT HCL PRODUTS ON THE
                    BASIS OF WEIGHTED AVERAGE METHOD:

                    TABLE 8:



Particula    digital    Scan    digital      multimed     LCD/PLA    AV           MULTIMEDI    INTERACTI
r            copiers    ner     duplicato    ia           SMA        CONFERE      A FAX        VE WHITE
                                rs           projector               NCING        MACHINE      BOARD
                                             s
Weighte      3.04       3.24    4.16         2.48         2.84       2.87         3.89         2.63
d
average




                                                     54
ANALYSIS: The satisfaction index of different HCL products of the consumers was
found out on the basis of the weighted average method. It shows that most of the
customers are satisfied by the quality of digital duplicators of HCL. Though it is a
new product and its customers are few, still it is making a good market for itself. The
multimedia fax machine, scanners, digitals copiers are having satisfactory response
from the consumers. The A V Conferencing machine and the Interactive white board
have a less market capitalization. The highest dissatisfaction is seen in case of the
multimedia projectors.




FINDINGS:
       Despite of the decreasing market share of HCL since last year HCL still enjoy
       a good market position. HCL is the second largest PC shipment vendor in the
       market.

       HCL is more popular in the medium sized organizations, be it institutes or
       corporate.

       The Institutes focus on the factors like price and quality while purchasing an
       IT product. The Corporate focus on the brand and quality factor while
       purchasing an IT product.

       The corporate houses make purchasing of IT products more frequently as
       compared to the institutes.

       The corporate and the institutes shows an independent buying behavior
       irrespective of brand. It means the brand chosen by one institute or corporate
       different from other institutes or corporate.

       The satisfaction level of customers of office automation products is more than
       the satisfaction level of customers of frontline division products.




                                           55
SUGGESTIONS 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 for improving
    its services.


   Proper focus should be given on the after sale services of HCL.



   Company executive sale representatives should visit dealers on regular basis.



   They should pay proper attention towards checking of various components of
    products 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 very fast pace.



 Proper attention    should be paid for advertisement planning, like changing
    and planning new advertisement campaigns from time to time or celebrity
    endorsements.


   Company should tie up with some event management company to organize
    various promotional activities like Canopy, Carnival and they should be
    promoted between the masses with the help of media.




                                        56
CONCLUSION:
HCL is a brand name and it has marked its presence in the market for more than two-
decades. HCL is an Indian product and it has the consumer ethnocentrism attached
with it. It has tapped the opportunities availing in the Indian market by launching its
IT product with a variety of range of price and technology. But now with the entry of
various foreign brands in the market, the competition has become tougher. Various
strategies and advertisement campaigns are launched by HCL from time to time. They
are larger number of buyers of the frontline division products as compared to the
office automation products but the buyers of office automation products are more
satisfied with the product as compared to the frontline division product. HCL is
adopting various strategies to increase its market share, as it has planned to launch the
cheapest laptops in India and also to tap the high end customers; it has launched a
variety of products with the latest technology in it. The institutes and the corporate
houses are its major customers as they purchase more frequently and in bulk. The
office automation division only deals with these types of organizations. The products
of HCL are very popular in this segment and still there is a huge probability for it to
expand its business as the new offices and institutes are establishing day by day with
the development of the technology. The institute and corporate offices are the two
major clients of HCL; there choice criteria, buying behavior and their requirements
are quite different from each other. So, the company has to make different policies
and strategies to explore the two different markets. Moreover, there are huge client
making the bulk purchases from time to time. So, the company is expected to
maintain a very strong customer relationship and interaction with its clients. So, HCL
has large horizons and a large market to explore. So, the company should make
efforts and should focus on generating more business from this segment, in order to
retain its market share and gain an advantage over its competitors.


LIMITATIONS

                                           57
 The study was limited up to Delhi and NCR region.
   Only limited number of 55 institutes and 45 corporate houses were covered in
     the study.
   Most of the research was based on cold calls, so then visited many places i.e.
     corporate and institutes 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.
   The IT manager or the person heading the IT Department did not have the
     rights to give the authorized official information to people other than the
     members of the official itself and the high officials.
   At times there was a problem of non response from the institutes, companies
     and other authorized and unauthorized areas which affected the result of the
     project.




BIBLIOGRAPHY
Websites

           www.hcl.in
           www.hclinfosystems.in
           www.indiainfoline.com
           www.icmrindia.org
           http://www.idc.com/research/simplesearchres.jsp

           www.gartner.com
           www.channelbusiness.in

Magazines / Newpapers/ Journals

     Philip Kotler,13th Edition, pp 200-222

     4Ps

     Business Standard



                                         58
Times of India




                          HCL INFOSYSTEMS LTD.



        “COMPARATIVE STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN
                 CORPORATE HOUSES AND INSTITUTES”
                               QUESTIONNAIRE


NAME:
DESIGNATION:
COMPANY:
INSTITUTE/ CORPORATE HOUSE:


Q.1 When was the organization established?
…………………………………………………….
Q.2 What is your field of operation/business line?
……………………………………….………………..
Q 3. What is the infrastructure of your organization?
a). Manpower…………………
b). No. of offices in India…………………
c). Any abroad presence……………………
Q 4. Where is the Head quarter of your organization?
………………………………………………………..
Q 5. Which segment do you belong?
   i)       Large


                                          59
ii)       Middle

    iii)      Small




Q 6. For Corporate: Whether (please tick):
    a)     Public ltd.
    b)     Private ltd
    c)     PSU
    d)     Others
For Institutes:
    a)     Government
    b)     Private
    c)     Trust
    d)     Public Private Partnership
Q 7. Are you aware of the following IT Office Automation Products? Please tick.
    a)     Digital Copiers
    b)     Scanners
    c)     Digital Duplicators
    d)     Multimedia Projectors
    e)     LCD/ Plasma
    f)     A V conferencing equipment
    g)     Multifunction fax machine
    h)     Interactive White boards
Q 8. What is your current installed base of the following IT products in your
organization?
    PRODUCT                                  INSTALLED YEAR            QUANTITY
    a)      Digital Copiers                   …………………….                 …………..
    b)     Scanners                           …………………….                 …………..
    c)     Digital Duplicators                …………………….                 ………….
    d)     Multimedia Projectors              …………………….                 ………….
    e)     LCD/ Plasma                        …………………….                 …………..
    f)     A V conferencing equipment         …………………….                 …………..
    g)     Multifunction fax machine          ……………………..                ………….
    h)     Interactive White board            ……………………..                ………….


Q.9 No. of times do you purchase IT products in a year?


                                         60
………………………………………………………………………………………......
Q.10 Which is the most frequently purchased IT products?
………………………………………………………………………………………......




Q.11 No. of brands of IT products you are aware of?


     PRODUCT                                                          BRAND AWARENESS
     a)     Digital Copiers                                            …………………………………………
     b)    Scanners                                                    ………………………………………….
     c)    Digital Duplicators                                         …………………………………………
     d)    Multimedia Projectors                                       ………………………………………….
     e)    LCD/ Plasma                                                 …………………………………………..
     f)    A V conferencing equipment                                  …………………………………………..
     g)    Multifunction fax machine                                   ………………………………………….
     h)    Interactive White board                                     ………………………………….....…….


Q.12 What is the most important thing that you keep in mind while purchasing IT
products?
..........................................................................................................................................
Q.13 Which is the most preferred IT product brand by you and why?
…………………………………………………………………………………………..
Q 14. Are you satisfied with the product and services provided to you by IT players?
If not. Why?
…………………………………………………………………………………………..
Q.15 Type of products range marketed by HCL in India, you are aware of?
…………………………………………………………………………………………..
Q 16. No. of times do you go for purchasing of the HCL products?
…………………………………………………………………………………………..


Q 17 If you a HCL consumer , rate your satisfaction index in the range of 1-5?




                                                                  61
( 1-Dissatisfied, 2-Indifferent, 3-Satisfied, 4- Will Recommend Others 5-Highly
Satisfied)
   PRODUCT                                                          SATISFACTION LEVEL
     a)     Digital Copiers                                            …………………………………………..
     b)    Scanners                                                    …………………………………………..
     c)    Digital Duplicators                                         …………………………………………..
     d)    Multimedia Projectors                                       …………………………………………..
     e)    LCD/ Plasma                                                 …………………………………………..
     f)    A V conferencing equipment                                  …………………………………………..
     g)    Multifunction fax machine                                   ………………………………………….
     h)    Interactive White board                                     …………………………………………..




Q 18. If you are a HCL consumer, what are the problems if any, faced by you in HCL
products and services?
..........................................................................................................................................


Q 19. What are the improvements that could be done in the products/services of
HCL?
…………………………………………………………………………………………..


Q 20. Do you prefer purchasing from dealers or directly from HCL offices/ sales
team?
…………………………………………………………………………………………
…………………………………………………………………………………………
…………………………………………………………………………………………
…………………………………………………………………………………………
…………………………………………………………………………………………..


Q 21. When and what products marketed by HCL would you prefer to purchase in
future?


HCL PRODUCT                                              PROPOSED QUANTITY                                                   WHEN
                                                            TO BE PURCHASED


     A) Toshiba Digital Copiers- Color, Black and White


                                                                  62
B) Duplo Digital Duplicators
   C) Kyocera Mita AO size MFD/ Plotter
   D) Konica Minolta Printers
   E) Konica Minolta MF machines (Printers, Copiers, Scanners & Fax)
   F) In focus/ Hitachi/Toshiba Multimedia Projectors
   G) Hitachi/Toshiba LCD/ Plasma TV
   H) Hitachi/Polyvision Interactive White Boards
   I) Polycom Audio Video Conferencing Equipment




Thank you for your time, help and support. It would be of great help in making our
research successful.


                             THANK YOU




                                       63

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Hcl project

  • 1. SUMMER TRAINING PROJECT REPORT “COMPARATIVE STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN CORPORATE HOUSES AND INSTITUTES” A SUMMER TRAINING PROJECT REPORT SUBMITTED TOWARDS PARTIAL FULFILLMENT OF BATCHELOR OF BUSINESS ADMINISTRATION PROGRAMME (AMITY UNIVERSITY,LUCKNOW) SUBMITTED TO: SUBMITTED BY: Dr.Anil Awasthi Prashant Mishra HEAD OF DEPARTMENT BBA(I.B) Sem-6 BBA(I.B) EXTERNAL GUIDE: Mr. UMANG SINGHAL DEPARTMENT OF BUSINESS ADMINISTRATION AMITY UNIVERSITY,LUCKNOW 1
  • 2. DECLARATION Hereby declare that the summer training project report entitled “COMPARATIVE STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN CORPORATE HOUSES AND INSTITUTES” submitted for the partial fulfillment of Bachelor of Business Administration (International Business), is my original work and the project report has not formed the basis for the award of any diploma, degree, associate ship, fellowship or similar other titles. It has not been submitted to any other university or institution for the award of any degree or diploma. PRASHANT MISHRA Place: Noida Date : 28-AUGUST- 2009 2
  • 3. CERTIFICATE This is to certify that Prashant Mishra of BBA(International Business) of Amity University, Lucknow has completed his project report on the topic of “Comparative Study Of Presence Of IT Products Of HCL In Corporate Houses And Institutes” under the supervision of Dr.Anil Awasthi, Head Of Department BBA(International Business) . To best of my knowledge the report is original and has not been copied or submitted anywhere else. It is an independent work done by him. Dr.Anil Awasthi Head Of Department,BBA(International Business) 3
  • 4. ACKNOWLEDGEMENT Industrial training is an integral part of any Management based program and for that purposes I had joined a company what else can be as good as HCL Infosystems Ltd, India's premier information enabling company. I take the opportunity to express my gratitude to all of them who in some or other way helped me to accomplish this challenging project in HCL Infosystems Ltd. No amount of written expression is sufficient to show my deepest sense of gratitude to them. I am very thankful to External Guide, Mr. Umang Singhal (Regional Manager), Office Automation Divison, HCL Infosystems Ltd., Noida and very grateful to Dr. Anil Awasthi , Amity University, Lucknow for their everlasting support and guidance on the ground of which I have acquired a new field of knowledge. The course structure created for this curriculum has benefited with the inclusion of recent development in the organizational and managerial aspects. I express my sincere thanks to all the employees of HCL Infosystems Ltd for their kind co-operation during my summer project. I also acknowledge my thanks to the distributors of HCL Infosystems who gave their full support in completion of this project. Lastly, I am thankful to all the member of HCL Infosystem Ltd, Noida, which has given me valuable information in the part of my project. PRASHANT MISHRA BBA (International Business) ROLL NO- PREFACE 4
  • 5. The management as a discipline has attracted attention of the academician and practitioner to a very great extent. Its importance has been growing day by day because the business concerns, which have developed, are very large and complex, with many people working together. A very essential part of the management education is job training. The aim of job training is exposure of the management student in the field that is done to test the classroom learning. Practical training is considered to be an essential part of all the professional institutions and those who are aspiring for Business Management Programme. This project is done in the field of marketing. As aspect of management education, which is receiving attention in the evaluation of the practical training, is to bring actual environment in touch of Business Management. It is rigidly accepted that the theory widens one‟s thinking horizons viz. concepts of Marketing philosophies, but practice indicates the modern marketing and used in wide variety of settings of products. This project work has been done under the kind permission of HCL Infosystems ltd (Noida). It is undertaken in entire NCR region under the guidance of Regional Sales Manager of HCL Infosystem ltd. The report gives a true picture of the practical activities done by whole group within the jurisdiction. The study area was limited to Delhi and NCR. Hence result of the study can be utilized in Delhi and NCR only. 5
  • 6. TABLE OF CONTENT: SR NO. PARTICULAR PAGE NO. 1. Executive Summary 8 2. Objective 9 3. Literature Review 10 4. Introduction-Company Profile 11-12 5. Guiding principles 13-14 6. History 15-20 7. About HCL Infosystems 21-30 8. Key Partnership 31-32 9 Product and Services 33-36 10. Growth of HCL 37—40 11. Our Competitors 41-42 12 SWOT Analysis 42-44 13. Research Methodology 45-46 14. Data Analysis 47-53 15. Findings 54 16. Suggestions 55 17. Conclusion 56 18. Limitation 56-57 19. Bibliography 57 20. Annexture 58-61 6
  • 7. TABLES AND FIGURES: SR NO. TABLES PAGE NO. 1. Preliminary Worldwide PC Vendor Unit Shipment 38 Estimates for 1Q09
 2. India PC shipment by Form factor 40 3. Top three vendors 40 4. India PC shipment by Form factor 2007-2008 40 5. Choice criteria of institute while purchasing IT product. 49 6. Choice criteria of corporates while purchasing IT product. 50 7. Nature of organization and brand preference 52 8. Satisfaction index by weighted average method 60 SR NO. FIGURE PAGE NO. 1. Market Share Of PC vendors 38 2. Brand Awareness Of Different IT Products 47 3. Nature Of Organisation And Brand Preference 48 4. Nature Of Organisation And Frequency Of Buying In 59 Institutes 5. Nature Of Organisation And Frequency Of Buying In 59 Corporates 7
  • 8. 8
  • 9. EXECUTIVE SUMMARY The main purpose of this project is to analyze the IT requirements of the companies, institutes under a vertical or an industry. This project gives us an idea about the usage of IT and IT related products in a given industry. It also helps us to get an insight into a given vertical and get to know about the various pain areas, related to hardware. Since in business, almost all the companies and their operations are majorly dependent upon information technology, and even the small base companies are also getting digital, or in other words they are also hiring more computers and other IT products instead of people. This project gives the information about how information technology is helping companies to become more efficient and grow faster. It also talks about the different IT companies which are in picture and are providing services to various companies under the vertical. The project also deals with the research about the presence of HCL as a brand. This research also includes finding out the reputation, mind share, trends in buying behavior and also the market share of HCL brand in the Corporate and Education sector. Research about presence of other brands has also been done, which has helped in analyzing the competition of HCL with other IT brands. While carrying out this research, the emphases have also been laid on the type of IT product is required in different offices and institutes, time of purchasing, and differences in the buying behavior of Corporate and Institutes regarding the IT products. Surveys have been carried out with the help of the questionnaires. Visits were made to various institutes and corporate offices in the Delhi & NCR region. 9
  • 10. OBJECTIVE OF STUDY To find the penetration of IT products in Corporate and Institutes. To find the sales and promotion strategies of HCL. To find the market share of HCL in IT products. To compare the use of IT products in institutes and business houses. To explore the unexplored potential market of HCL 10
  • 11. LITERATURE REVIEW: 1. 4 Ps(2009), Acquisition of Axon by HCL Technologies Limited, ICMR CASE STUDY, p. 1-17 , ABSTRACT-The case examines the acquisition of the UK-based SAP consultancy company Axon Group Plc. (Axon) by India-based IT software development company, HCL Technologies Limited (HCL). HCL announced the acquisition of Axon on December 15, 2008 for £ 440 million. Initially, Infosys Technologies Limited (Infosys), the second largest IT Company in India, planned to acquire Axon. Infosys offered a total amount of £ 407 million to acquire Axon, a premium of 19.4% over the Axon's share price dated August 22, 2008, at 502.5 pence per share. However, in September 2008, HCL made a counter offer of 650 pence per share in cash for Axon. Since Infosys did not tender a revised bid, the management of Axon decided to go ahead with the offer made by HCL. 2. Business Standard,(Bangalore June 12, 2009), HP holds largest share in India PC market: study, Press Trust of India ABSTRACT: In a subdued India PC market, Hewlett-Packard (HP) held the largest share, HCL Info systems grew and Dell saw a decline in its share during Q1 2009 (January-March 2009), according to technology research firm IDC India's latest study. While Acer's market share dipped marginally (7.7 per cent in 4Q 2008 to 7.3 per cent in Q1 2009), Lenovo's share showed a more pronounced drop of 1.9 points (6.6 per cent in Q4 2008 to 4.7 per cent in 1Q 2009), says the IDC India Study. HP has been numero uno in India PC market consistently every quarter over the last four years (2005,2006, 2007 and 2008).At the global level as well, HP dethroned Dell to claim the No1 spot in the US PC market,while Dell faced a tough quarter across the board. India PC market witnessed a seven percent quarter-on-quarter (QoQ) growth in shipments in Q1 2009 (first quarter calendar year 2009) over Q4 2008 (fourth quarter of calendar 2008). A total of 16,79,000 units of clients PCs (desktops and notebooks) were shipped in the January-March quarter of 2009. Desktop PC shipments of 12,13,000 units recorded a sequential growth of 9 per cent QoQ while notebook PC shipments of 4,66,000 units recorded a growth of 3 per cent QoQ. 3. Times Of India, 16 dec 2008,New Delhi, HCL unveils cheapest laptop, PTI ABSTRACT: After the launch of Nano, the one lakh car, it's now time for the cheapest laptop to hit the markets. HCL launched their fully functional, ultra portable range of laptops that offer mobile internet at only Rs 13,990. Aimed at the masses, MiLeap or 'My Internet Leap' has been designed exclusively for the Indian consumer. It was available from January 26. It's the price that makes MiLeap tick. While the cheapest notebook begins at around Rs 20,000, MiLeap breaks the price barrier and makes it easy for the average man to own a laptop. For example, Compaq's low-end Presario notebooks begin at around Rs24,000, and Acer's notebooks with Celeron processor begins around Rs 25,000. 11
  • 12. INTRODUCTION COMPANY PROFILE Shiv Nadar Ajai Chowdhry Chairman and CEO Chairman and CEO HCL Technologies Ltd. HCL Infosystem Ltd. HCL Infosystem Ltd is one of the pioneers in Indian IT market, with its origins in 1976. For over quarter of a century, HCL have developed and implemented solutions for multiple market segments, across a range of technologies in India. HCL have been in the forefront in introducing new technologies and solution. HCL Infosystem (HCLI) draws it‟s strength from 29 years of experience in handling the ever changing IT scenario strong customer relationship, ability to provide the cutting edge technology at best value for money and top of it, an excellent service and support infrastructure. Today HCL is country‟s premier information enabling company. It offers one stop shop convenience to its diverse customers having an 12
  • 13. equally diverse set of requirements. Be it a large multi location enterprise, or a small/ medium enterprise, or a small office or a home, HCLI has a product range, sales and support capability to service the needs of the customers. Last 29 years apart from knowledge and experience have also given us continuity in relationship with the customers, thereby increasing the customer confidence in us. Their strength can be summarized as: Ability to understand customer‟s business and offer right technology. Long standing relationship with customers Pan India support and service infrastructure Best-vale-for money offering Technology Leadership HCL Infosystem is known to be the harbinger of technology in the country. Right from their inception HCL have attempted to pioneer the technology introductions in the country either through their R&D or through partnerships with the world technology leaders. Using their technology HCL have: Created their own UNIX & RDBMS capability (80‟s) Developed firewalls for enterprise & personal system security Launched their own range of enterprise storage products Launched their own range of networking products HCL strive to understand the technology from the view of supporting it post installation as well. This is one of the key ingredients that go into their strategic advantage. HCL Infosystem has to claim several technology pioneering initiatives. Some of them are: Country‟s first Desktop PC-BusyBee in 1985 Country‟s first branded home PC Beanstalk in 1995 Country‟s first Pentium 4 based PC at sub 40k price point Country‟s first Media Center PC 13
  • 14. Guiding Principles VISION AND MISSION VISION STATEMENT "Together we create the enterprises of tomorrow" MISSION STATEMENT "To provide world-class information technology solutions and services to enable our customers to serve their customers better" QUALITY POLICY "We deliver defect-free products, services and solutions to meet the requirements of our external and internal customers, the first time, every time" OBJECTIVES MANAGEMENT OBJECTIVES To fuel initiative and foster activity by allowing individuals freedom of action and innovation in attaining defined objectives. PEOPLE OBJECTIVES To help people in HCL Infosystems Ltd. share in the company's successes, which they make possible; to provide job security based on their performance; to recognize their individual achievements; and help them gain a sense of satisfaction and accomplishment from their work. 14
  • 15. CORE VALUES We shall uphold the dignity of the individual We shall honor all commitments We shall be committed to Quality, Innovation and Growth in every endeavor We shall be responsible corporate citizens Philosophy of Quality “We deliver defect free products, services and solutions to meet the requirements of HCL‟s external and internal customers, the first time, every time.” To exist as a market leader in a globally competitive market place, organizations need to adopt and implement a continuous improvement-based quality policy. One of the key element to HCL‟s success is its never–ending pursuit of superior quality in all its endeavors. HCL infosystem believes in the Total Quality Management philosophy as a means for continuous improvement, total employee participation in the quality improvement and customer satisfaction. Its concept of quality addresses people, processes and products. Over the last 20 years, we have adapted to never and better Quality standards that helped us effectively tie Quality with Business Goals, leading to the customer and employee satisfaction. 15
  • 16. HISTORY Born in 1976, HCL has a 3 decade rich history of inventions and innovations. In 1978, HCL developed the first indigenous micro-computer at the same time as Apple and 3 years before IBM's PC. During this period, India was a black box to the world and the world was a black box to India. This micro-computer virtually gave birth to the Indian computer industry. The 80's saw HCL developing know-how in many other technologies. HCL's in-depth knowledge of Unix led to the development of a fine grained multi-processor Unix in 1988, three years ahead of Sun and HP. HCL's R&D was spun off as HCL Technologies in 1997 to mark their advent into the software services arena. During the last eight years, HCL has strengthened its processes and applied its know-how, developed over 28 years into multiple practices - semi-conductor, operating systems, automobile, avionics, bio-medical engineering, wireless, telecom technologies, and many more. Today, HCL sells more PCs in India than any other brand, runs Northern Ireland's largest BPO operation, and manages the network for Asia's largest stock exchange network apart from designing zero visibility landing systems to land the world's most popular airplane. TIMELINE YEAR HIGHLIGHTS 1976 - Foundation of the Company laid - Introduces microcomputer-based programmable calculators with wide 16
  • 17. acceptance in the scientific / education community - Launch of the first microcomputer-based commercial computer with a ROM -based Basic interpreter 1977 - Unavailability of programming skills with customers results in HCL developing bespoke applications for their customers - Distribution alliance formed with Toshiba for copiers. - Initiation of application development in diverse segments such as textiles, sugar, paper, cement , transport 1978 - HCL successfully ships in-house designed micro-computer at the same time as Apple. The Indian computer industry is born. - Formation of Far East Computers Ltd., a pioneer in the Singapore 1980 IT market, for SI (System Integration) solutions - HCL introduces bit sliced, 16-bit processor based micro-computer. - Software Export Division formed at Chennai to support the bespoke 1981 application development needs of Singapore - HCL launches an aggressive advertisement campaign with the theme ' even a typist can operate' to make the usage of computers popular in the SME (Small & Medium Enterprises) segment. This proposition involved menu-based applications for the first time, to increase ease of operations. The response to the 1983 advertisement was phenomenal. - HCL develops special program generators to speed up the development of applications - Indigenously develops an RDBMS, a Networking OS and a Client Server architecture, at the same time as global IT peers. - Bank trade unions allow computerisation in banks . However , a computer can only run one application such as Savings Bank, Current account , Loans etc. - HCL sets up core team to develop the required software - ALPM ( Advanced Ledger Posting Machines ) . The team uses reusable code to 1985 reduce development efforts and produce more reliable code . ALPM becomes the largest selling software product in Indian banks - HCL designs and launches Unix- based computers and IBM PC clones - HCL promotes 3rd party PC applications nationally 17
  • 18. - HCL becomes the largest IT Company in India. - Zonal offices of banks and general insurance companies adopt computerization - Purchase specifications demand the availability of RDBMS 986 products on the supplied solution (Unify, Oracle). HCL arranges for such products to be ported to its platform. - HCL assists customers to migrate from flat-file based systems to RDBMS - HCL enters into a joint venture with Hewlett Packard - HP assists HCL to introduce new services: Systems Integration, IT consulting, packaged support services ( basicline, teamline ) 1991 - 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 - HCL acquires and executes the first offshore project from IBM Thailand 1994 - HCL sets up core group to define software development methodologies - Distribution alliances formed with Ericsson Switches and Nokia Cell phones. - Starts execution of Information System Planning projects 1995 - Execution projects for Germany and Australia - Begins Help desk services - Sets up the STP ( Software Technology Park ) at Chennai to execute software projects for international customers 1996 - Becomes national integration partner for SAP 18
  • 19. - HCL Infosystems is formed. - HCL's R&D spun-off as HCL Technologies- marks advent into software services. 1997 JV with Perot Systems, stake divested in 2003. - Kolkata and Noida STPs set up - HCL buys back HP stake in HCL Hewlett Packard - Chennai and Coimbatore development facilities get ISO 9001 1998 certification - Acquires and sets up fully owned subsidiaries in USA and UK 1999 - Sets up fully owned subsidiary in Australia - HCL ties up with Broadvision as an integration partner - Sets up fully owned subsidiary in Australia - Chennai and Coimbatore development facilities get SEI Level 4 certification - Bags Award for Top PC Vendor In India 2000 - Becomes the 1st IT Company to be recommended for latest version of ISO 9001 : 2000 - Bags MAIT's Award for Business Excellence - Rated as No. 1 IT Group in India -Launched Pentium IV PCs at below Rs 40,000 2001 -IDC rated HCL Infosystems as No. 1 Desktop PC Company of 2001 HCL BPO Incorporated. -Declared as Top PC Vendor by Dataquest 2002 -HCL Infosystems & Sun Microsystems enters into a Enterprise 19
  • 20. Distribution Agreement - Strategic alliance forged with Jones Apparel Group, Inc. a fortune 500 company. Infrastructure services division launched to address emerging global needs. Software businesses of HCL Infosystems and HCL Technologies merged. - 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 - Landmark deals signed with Airbus and AMD. - Launched Home PC for Rs 19,999 2003 - HCL Infosystems' Info Structure Services Division received ISO 9001:2000 certification - Launches Infiniti Mobile Desktops on Intel Platform - Launched Infiniti PCs, Workstations & Servers on AMD platform - 1st to announce PC price cut in India, post duty reduction, offers Ezeebee at Rs. 17990 - 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 2004 2003 - Enters into partnership with Port Wise to support & distribute security & VPN solutions in India - Partners with Microsoft & Intel to launch Beanstalk Neo PC - Becomes the 1st company to cross 1 lac unit milestone in the 20
  • 21. Indian Desktop PC market - Partners with Union Bank to make PCs more affordable, introduces lowest ever EMI for PC in India - Launched RP2 systems to overcome power problem for PC users - Registers a market share of 13.7% to become No.1 Desktop PC company for year 2004 - Crosses the landmark of $ 1 billion in revenue in just nine months - Accorded leader status by Meta Group in Offshore Outsourcing. HCL is India’s No.1 PC 4th year in a row. HCL completes buy-out of JVs with Deutsche Bank with BritishTelecom. 2005 Boeing Inks 787 Dream liner Design deal with HCL. HCL Infrastructure ranked No.1 service provider- CMP. HCL Infosystems ties ups with Apple for iPod distribution. 2006 HCL Technologies signs largest ever software services deal with DSG. HCL as an enterprise crosses the $4 billion watermark. HCL announces opening of its second European outsourcing facility in June with the establishment of a delivery centre in Krakow, Poland. 2007 HCL enters a US$30 mn partnership with Konica Minolta Group(KM), to provide software Services. This is one of the largest engagements in the country, with a Japanese company. 21
  • 22. ABOUT HCL INFOSYSTEMS HCL Infosystems, an information enabler, offers its customers technology solutions across multiple platforms. This is as a result of its expertise in developing state-of- the-art enterprise solutions; understanding of the networking technology; its design capabilities in product engineering; integrating diverse solution components and its access to specialized technology for turnkey projects through partnerships with various world class players. With a definite and distinct focus on end-to-end enterprise solutions and personal computers, HCL Infosystems (HCL Insys) has direct customer service centers at 151 locations, 3 software export facilities and state-of-the-art manufacturing facilities. HCL Insys has six overseas business entities in US, UK, Australia, Singapore, Malaysia and Canada. HCL Insys manufacturing processes are ISO 9001 certified, while its software development processes have achieved SEI CMM Level 4.The company has an Internet subsidiary - HCL InfiNet Limited, a leading Network Services Provider. With a mission to provide world-class information technology solutions and services to enable its customers to serve their customers better, HCL Insys is setting new standards of information technology in India. HCL Infosystems are India‟s premier information enabling company. Leveraging its 29 years of expertise in total technology solutions, HCL Infosystems offers value added services in key areas such as system integration, networking consultancy and a wide range of support services. HCL Info systems is among the leading players in all the segments comprising the domestic IT products, solutions and related services which include PC‟s, servers, networking products, imaging and communication products. Contentiously meeting the ever increasing customer expectations and applications, its focus on integrated enterprise solutions has strengthened the HCL Infosystems‟ capabilities in supporting installation types ranging from single to large, multi- location, multi-vendor and multi-platform spread across India. HCL Infosystems , 22
  • 23. today has a direct support force of over 1700+ members and is operational at 260+ locations across the country and is the largest such human resource of its kind in the IT business. A majority of the team members have been specially trained in a variety of supporting solutions, the company‟s key focus area. HCL Infosystems manufacturing facilities are ISO-9001-2000 & ISO 14001 certified and adhere to stringent quality standards and global processes. With the largest installed PC base in the country, foru indigenously developed PC brands - „Infinity‟, „Busybee‟, „BeanStalk‟ and „EzeeBee‟- and its robust manufacturing facilities. HCL Infosystems aims to further leverage its dominance in the PC market. It has consistently rated as top player in the PC industry by IDC. The „Infinity‟ line of business computing products is incorporated with leading edge products is incorporated with leading edge products from world leaders such as Intel. A fully integrated and business ready family of servers and workstations, the „Infinity‟. Global Line is targeted at medium and large companies to help them to manage their enterprise related applications. It has considerable dominance in verticals like Finance, Government and Education & Research. The Channel Business of HCL Infosystems has an extensive network of over 2500+ resellers across 300 locations. It has actively promoted the penetration of PC‟s in the home and the small office/home office(SOHO) segments, through Beanstalk, Ezeebee and Busybee PC‟s and Toshiba Laptops. HCL Infosystems has two focused business units while HCL Infosystems concentrates on the IT products, solutions and related services business, HCL InfiNet focuses on the rapidly growing communication and imaging products, solutions and services industries. HCL InfiNet , with a presence in more than 35 cities, has the ability to serve around 250 cities in its catchment area. It provides corporate networking services like virtual private network, broadband internet access, hosting and co-location services, designing and deploying Disaster Recovery Solutions and business continuity solution, application. Services, managed security services and NOC services over its state of the art IP network to over 200 corporate. With office automation (OA) division being part of HCL. 23
  • 24. HCL InfiNet now has an exclusive sales and support partnership with Toshiba Corp., Japan, for its photocopier products. The product portfolio covers a range of other office automation and communication products through alliances with world leaders – including Duprinters from Duplo, Data projectors from In Focus, Telecommunication Solutions from Samsung and Ericssion and mobile communication products from Nokia. HCL InfiNet has a strong and dedicated retail network of Nokia Professional Centers, Nokia Priority dealers, Re-Distribution stockiest and Nokia Care centers across the country. HCL has closely seen the IT industry right from the scratch, and has actively participated in its progress. During the 29 year journey, it has picked up valuable lessons in serving the IT needs of the Indian customer and gathered domain expertise to successfully service various business. As a leading information enabler, HCL Infosystems has long standing relationships with world technology leaders such as SUN for enterprise computing solutions, Intel and AMD for PCs and servers, Microsoft, Novell and SCO for operating systems and software solutions, Toshiba Corp. for business automation equipment, SAP AG for specialist ERP solutions and Oracle, Sybase and Informix for RDBMS platform, EMC and Vertis for storage solutions. The aim is to straddle the entire landscape of information enabling technology far more comprehensively, effectively and competitively. Indeed, a vision to create enterprise of tomorrow. HCL is a leading global Technology and IT enterprises with annual revenues of US$ 4 billion. The HCL Enterprise comprises two companies listed in India, HCL Technologies and HCL Infosystems .The 3 decade old enterprise, founded in 1976, is one of India's original IT garage start ups. Its range of offerings span R&D and Technology Services, Enterprise and Applications Consulting, Remote Infrastructure Management, BPO services, IT Hardware, Systems Integration and Distribution of Technology and Telecom products in India. The HCL team comprises 45,000 professionals of diverse nationalities, operating across 17 countries including 360 24
  • 25. points of presence in India. HCL has global partnerships with several leading Fortune 1000 firms, including several IT and Technology majors. 6 S OFFERING FOR BUSINESS EMPOWERMENT OF HCL INFOSYSTEMS NEED In the emerging net economy, IT infrastructure Plays the role of a Powerful business enabler to improve your business processes, to help you focus on your goals and strategies and more importantly, to help you serve your customers better. IT Infrastructure demands constant change latest technology, reliable operations and high availability. Leaders like you, in the process of selecting the best of breed in technology, require integrating different solutions from various vendors. Thus a situation where you need a strong reliable and trusted partner committed to deliver beyond just services. ADVANTAGE Staying competitive in today‟s dynamic business environment means finding new ways to reduce costs while maximizing the value of your technology and personal resources. More than ever, your ability to "do more with less" determines how successful your organization will be. That's why HCL Insys helps you achieve. By channeling our in-depth expertise gained from over 28 years of IT Domain experience. We provide a full bandwidth of services specifically designed to meet your complete IT needs. And as a single window for completing business solutions wherever you are located....... We make IT possible to save money......WE TELL YOU WHERE as well as time ......WE SHOW YOU HOW 25
  • 26. The 6 S SOLUTIONS: The one stop shop solution center for all your IT needs, customized to meet and scale with your unique Business Needs. SERVICES: A range of value added services in IT infrastructure operations and management. SUPPORT: Pan-India footprint of support and logistics locations. Over 260 Direct service support locations. Technically sound workforce of over 1700 certified professionals. STANDARDS: World Class Quality standards maintained for PPP (People, Processes & Performance). Alliance with global technology leaders. SAVINGS: We help you find new ways to reduce costs & "do more with less" by maximizing the value of your technology and personal resources, thereby reducing your total cost of ownership (TCO). SATISFACTION: Complete Satisfaction for the customers through the HCL 6S offering that enables one to maximize system uptime through rapid response and resolution services, thereby optimizing your IT investments. 26
  • 27. BUSINESS MODEL The HCL Enterprise comprises two companies listed in India, HCL Technologies and HCL Infosystems. HCL Technologies is the IT and BPO services arm focused on global markets, while HCL Infosystems is the IT hardware and system integration arm focused on the Indian market. Together, these entities have uniquely positioned HCL as an enterprise with service offerings spanning the IT Services and Product spectrum. source: www.hcl.in 27
  • 28. ABOUT HCL FRONTLINE DIVISION The HCL Frontline Division of HCL Infosystems Ltd. focuses on providing solutions and value-added services to small and medium corporate, the small office/home office and the homebuyer. Involved in marketing and distributing national and international brands of computer systems and peripherals, the Frontline Division evolves innovative channel strategies to widen its market reach, and offers value added support services to users. The extensive distribution network established by the Division encompasses more than 800 resellers and close to 300 retail outlets across 300 cities. Using its unmatched strength in distribution, Frontline has big plans to increase penetration of notebooks in SOHO/SME segments. The organization plans to use its already established retail network in big way for this. It has proved its distribution might in the PC segment already where it has pioneered on several fronts, with retail being just one. The Division's singular mission has been to continuously anticipate and explore technologies that have emerged as strong trends and established market standards in the computing world globally, and bringing these to the Indian user in as short a time as possible. Widely recognised for opening up several frontiers of the world of computing to Indian users, the Division has partnered Dragon Systems, Inc., the world's leading supplier of speech and language technology, to introduce speech recognition tools in the country. In Kerala the Frontline Division is represented by its state franchisee Team Frontline Pvt. Ltd.. It is an ISO 9001 certified company and an extremely customer focused IT provider. 28
  • 29. ABOUT HCL OFFICE AUTOMATION DIVISION HCL Insys‟ Office Automation Division (OA Division) is poised to leverage the convergence between IT, communications and office automation through its product and service offerings. The OA Division has an exclusive sales and support partnership with Toshiba Corporation, Japan for its photocopier products. Its product portfolio covers a range of other office automation and communication products through alliances with world leaders – including mobile communication products from Nokia, Duprinters from Duplo, data projectors from InFocus, Digital Mail Inserting Systems from Pitney Bowes and telecommunication solutions from Samsung and Ericsson. Its network has 65 independent dealers, who stock and sell consumables for peripheral and devices. It also offers direct field support spanning 85 locations, through 15 regional offices and 20 area offices assisting 74 service locations. The service is also extended to a large base of installed products through its Test and Repair Centers (TRCs). These TRCs are manned by 450 customer engineers and 68 managers located across India, with a head office at Noida and a Spare TRC at Chennai. The centers also provide upgrades to existing customers, keeping them abreast of cutting edge technology at all times. Finally, the division also offers Bring-In-Maintenance services for a range of products such as Nokia mobile phones and accessories, and HP Peripherals. 29
  • 31. HCL DNA The TIME magazine has referred to HCL as an "intellectual clean room where its employees could imagine endless possibilities". The fact is, over the last thirty years that HCL has been operational; the company has stood by its values and core philosophy. Fueled by the entrepreneurial zeal of its founders, HCL developed the first indigenous micro-computer in 1978, at the same time as Apple. Since then, HCL has had a 3 decade rich history of inventions and innovations. Entrepreneur is the term that best describes the HCL employees. Ever since HCL entered into an alliance in 1970s, partnerships and HCL have been inseparable. Bonds have been forged with partners to co - create value. Strong inorganic growth is a testimony to the spirit of partnerships. This entrepreneurial and win-win relationship driven culture continues to guide HCL in all its endeavors. source: www.hcl.in 31
  • 32. Alliances & Partnerships To provide world-class solutions and services to all our customers, HCL has formed Alliances and Partnerships with leading IT companies worldwide. HCL Infosystems has alliances with global technology leaders like Intel, AMD, Microsoft, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, nVIDIA, SAP, Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer Associates, RedHat, Infocus, Duplo, Samsung and Novell. These alliances on one hand give HCL access to best technology & products as well enhancing our understanding of the latest in technology. On the other hand they enhance the product portfolio, and enable us to be one stop shop for our customers. HCL has always prided itself on its partnership engagements. Partner models are also evolving in the technology industry. Innovation has extended into the ecosystem and community based engagements are coming into play. HCL has also enhanced its relationships with partners and is creating a variety of innovative partnership models, with various approaches to risk-reward sharing. Some of the notable partner engagements: 32
  • 34. Product And Services HCL Infosystem‟s portfolio of products covers the entire spectrum of the information technology needs of its customers. By virtue of the immense diversity of markets and customers that it addresses, HCL Infosystem‟s products offering include everything from high-end enterprise level servers mission critical applications to multimedia home computers. Need of customers may vary from person to person. One can give importance to cost of the product and for the other features are more important. Use may be different as someone is using it for office purpose, someone for home use, and others for business purpose. Needs of customers are different hence requirement may also be different. HCL Infosystem fulfills all the requirements of its customers ans has tailor made solution for them. HCL Infosystems Product Portfolio DESKTOPS AND NOTEBOOKS Business PCs Home PCs HCL Laptops Intel WORKSTATIONS Infiniti challenger workstations SUN Workstations AMD WORKSTATIONS 34
  • 35. Infiniti Xcel Line 2200NL Infiniti Xcel Line 2200SY SERVERS Intel Servers Infiniti Global Line Servers IGL Entry Level Servers IGL True Enterprise Servers IGL Blades Servers IGL Itanium Servers Infiniti Solutions AMD Optrons Servers Infiniti Xcel Line 2200AT Infiniti Xcel Line 2200MI Infiniti Xcel Line 2200AZ Infiniti Xcel Line 4200TL Other Servers SUN Servers HP Risc Servers & Workstations THIN CLIENTS Winbee Thin Clients SUN Thin Clients DISPLAY PRODUCTS SUN Thin Clients NETWORKING PRODUCTS WinSmart Switch SNMP Managed Switch 35
  • 36. SECURITY PRODUCTS HCL Info Wall HCL InfoSecuAccess HCL InfoVPNe HCL InfoNetMon HCL InfoSurveillance HCL InfoSecuDesk - BiometricLogon Hcl InfoSecuDesk – SmartCardLogon HCL InfoSmartCard HCL InfoLoadBalancer HCL InfoSMS HCLInfoDashboard HCL InfoAttendence HCL InfoAttendance –BN model HCL InfoAttendance – SN model STORAGE SOLUTIONS HCL Storage Solutions HCL Infiniti SAN ARRAY 2502FC HCL IGL NAS Servers IGL NAS 1400 BT IGL NAS 2700 SP IGL NAS 2700 BD SUN Storage Solutions EMC Storage Solutions TOSHIBA NOTEBOOKS SOLUTIONS Infrastructure Services Networking Services 36
  • 37. Security Services Facilities Management Services Domestic Hardware Services SOFTWARE LICENSES PRESENTATION PRODUCTS AND SOLUTIONS Projectors  Hitachi  Toshiba  Infocus Plasma/LCD  Hitachi  Toshiba Interactive Presentation System  Hitachi FX Series Starboard  Hitachi T17SLX Interactive Panel  Polyvision Walk and Talk Interactive Panel  Polyvision TS Series interactive Whiteboard  Polyvision Walk and Talk Interactive Whiteboard Visual Presenters  MVP-732  MVP-738 DOCUMENTATION PRODUCTS AND SOLUTION Digital Duplicators  Folder  Digital Printing System Konica Minolta Laser Printers 37
  • 38. Konica Minolta Production Printers  bizhub PRO C6501  bizhub PRO 950 Kyocera Mita-Wide Format MFDs  KM3650W  KM4850W Toshiba MFDs  e-STUDIO167/207  e-STUDIO351c/451c  e-STUDIO2820c/3520c/4520c  e-STUDIO232/282  e-STUDIO352/452  e-STUDIO600/720/850  e-STUDIO166/206 GROWTH OF HCL Growth Of PC Shipment Vendors in 2009 Global PC shipments totaled 67.2 million units in the first quarter of 2009, a 6.5 percent decline versus first quarter 2008, according to preliminary data from Gartner. “We are seeing some evidence of channel inventory restocking, particularly in the U.S.,” said George Shiffler, research director at Gartner. “This restocking should not be interpreted as a recovery in PC end-user demand; it‟s still unclear if the global PC market has hit the bottom.” Hewlett-Packard extended its lead as king of the worldwide PC market, accounting for 19.8 percent of global shipments in first quarter 2009. HP‟s strength derived from its solid consumer PC portfolio, Gartner says. Dell and Acer finished the quarter in a virtual tie for the No. 2 position worldwide, separated by just a tenth of a percentage point. Why the tie? Dell is bogged down by 38
  • 39. its heavy reliance on the professional market and Acer has an advantageous position in the growing netbook market, Gartner says. Netbooks continue to be the growth driver for the PC industry, but a sharp decline in industry revenues is expected due to the lower average selling prices of the devices, Gartner says. Table1. Preliminary Worldwide PC Vendor Unit Shipment Estimates for 1Q09
 (Thousands of Units) Company 1Q09 1Q09 Market 1Q08 1Q08 Market 1Q09-1Q08 Shipments Share (%) Shipments Share (%) Growth (%) Hewlett- 13,305 19.8 12,974 18.1 2.6 Packard 8,789 13.1 10,579 14.7 -16.9 Dell Inc. 8,758 13.0 6,911 9.6 26.7 Acer 4,430 6.6 4,798 6.7 -7.7 Lenovo 3,688 5.5 3,115 4.3 18.4 Toshiba 28,239 42.0 33,467 46.6 -15.6 Others Total 67,209 100.0 71,846 100.0 -6.5 Note: Data includes desk-based PCs, mobile PCs and X86 servers.
 Source: Gartner (April 2009) Figure1. 39
  • 40. 1Q09 Market Share (%) 19.8 Hewlett-Packard 42 Dell Inc. 13.1 Acer Lenovo 13 5.5 6.6 Toshiba Others INDIA'S 3Q PC SHIPMENTS TOUCH 22.68 LAKH UNITS The client PC shipments grew 1.7 per cent during third quarter of 2008 (July- September) compared to the same period last year, to touch 22.68 lakh PCs, according to IDC‟s India Quarterly PC Tracker 2008 release. The desktop PC shipments fell 8.9 per cent, while notebook PC shipments grew 37.8% per cent during the period (3Q-2008 over 3Q-2007). In the overall Client PC (Notebooks and Desktops combined) market, Hewlett-Packard had the highest market share of 19.7 per cent in 3Q, followed by HCL with 9.8 per cent and Dell at third spot with 9.6 per cent share. In the desktop PC shipments too, Hewlett-Packard continued to lead the market in 3Q, followed by HCL and Acer in second and third spots respectively. For the 9-month period ending September 2008, the overall PC shipments grew 6.4 per cent over the same period previous year to touch 64.25 lakh PCs. Notebook PC shipments grew by 54.5 per cent to touch 18.70 lakh while desktop PC shipments fell to 45.55 lakh, a negative growth of 5.7 per cent. Though it may be too early to conclude that this is a sign of market consolidation, IDC believes it is a visible indicator of faster movement of branded desktops as compared to white box shipments. While client PC shipments to large and very large businesses contracted 13 per cent year-on-year (3Q-2008 vs. 3Q-2007) the home segment recorded an increase of 16 per cent as buying increased due to the beginning 40
  • 41. of a new academic session. The SMB segment also registered a 3 per cent growth in 3Q-2008. Sumanta Mukherjee, Lead Analyst, PC Research, IDC India observed, “The contribution of the top five PC vendors to India's client PC shipments grew from 47.2 per cent in 3Q-2007 to 56 per cent in 3Q 2008.” He added, "The current subdued buying sentiment has led to inventory pile-up with channel partners, adversely impacting finances. Vendors must rediscover niche segments with buying potential and implement innovative marketing programs to overcome this situation." Table 2: India PC Shipments by Form Factor, 3Q 2008 vs. 3Q 2007 Growth (3Q ’08 over Form Factor 3Q 2007 in ’000s 3Q 2008 in ’000s 3Q ’07) Desktop PCs 1,717 1,563 -8.9% Notebook PCs 512 705 +37.8% Total Client PC 2,229 2,268 +1.7% Table 3: Top 3 Vendors (Market Shares as % of unit shipments), 3Q 2008 vs. 3Q 2007 3Q ’07 Client PC 3Q ’08 Client PC Shipments
 (Notebook Shipments
 (Notebook PCs + Desktop PCs + Desktop PCs) PCs) Vendor Market Share Vendor Market Share Hewlett-Packard 17.5% Hewlett-Packard 19.7% HCL 9.9% HCL 9.8% Lenovo 8.3% Dell 9.6% 41
  • 42. Table 4: India’s PC Shipments by Form Factor, Jan-Sep 2008 vs. Jan-Sep 2007 3Q 2007 in 3Q 2008 in Growth (Jan-Sept ’08 Form Factor ’000s ’000s over Jan-Sept ’07) Desktop PCs 4,829 4,555 -5.7% Notebook PCs 1,210 1,870 +54.5% Total Client PC 6,039 6,425 +6.4% COMPETITORS OF HCL FRONTLINE DIVISION:  DELL  IBM  APPLE  LENOVO  HP-COMPAQ  ACER  SAHARA  ZENITH  INTEX  SONY  ASSEMBLED 42
  • 43. OFFICE AUTOMATION DIVISION:  XEROX  CANON  RICOH  SHARP  KILLBURN  IE&CS  SAMSUNG  PANASONIC  COPYSTAR  OKIDATA 43
  • 44. SWOT ANALYSI OF HCL INFOSYSTEMS 1. STRENGTHS 29 years of experience in handling the ever changing IT scenario. Ability to understand customer's business and offer right technology. Excellent service & support infrastructure Long standing relationship with customers. Pan India support & service infrastructure Ability to provide the cutting edge technology at best-value-for- money Technology Leadership Proved to be an innovator and leader in technology 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 worldwide to its consumers. 24 locations in 16 countries. 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. The mass markets handled through a chain of dealers, resellers and retailers which help bring technology usage closer to the individual. It has very strong distribution network. Its pool of competencies: Hardware, Software, Training, Networking, Telecom and System Integration. 44
  • 45. 2. WEAKNESSES Poor Human Resource management system No proper marketing channels and strategies Awareness of complete line of products offered is not there in the market Perception of customers is that HCL is a local brand and is inferior to the global brands After sales services are not customer satisfactory Poor customer relationship Lack of HCL service centers in SMB cluster areas Less promotional campaigns 3. OPPURTUNITIES Expanding disposable income of people A large number of Untapped SMBs are realizing the importance of I.T solutions to gain an edge in their business. IT industry booming at a rate of 45% every year. Increasing consumer awareness about IT and its use. Tremendous untapped potential of IT products in India. Increasing competition. Tie-ups with various MNCs enable to extract their core competencies. 4. THREATS Less franchise models Local assemblers are biggest menace for the company 45
  • 46. Advent of global players entering into India and setting up their manufacturing plants. Entry of MNCs i.e. IBM, Compaq giving direct competition Inaccurate government database. Govt. instability has a long term repercussions affecting company‟s policies & its growth. Technological shift as a result of research & development. Daily new technologies are emerging. RESEARCH METHODOLOGY RESEARCH PROBLEM HCL Corporate and Institute selling and feedback and market share of HCL and compared to other IT companies. The business of HCL. The company wants to know the potential market for its different product in order to expand and retain its market share. Comparison between the requirements of corporate houses and Institutes. RESEARCH DESIGN Determined the Information Sources: The data has been gathered through secondary sources. 46
  • 47. PRIMARY DATA is collected through questionnaire, search and research through place where today's computer and office automation products has been mostly used. SECONDARY DATA has been collected through magazines, newspapers, journals, and websites and through other approaches. DATA COLLECTION The data has been collected by gathering 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: SAMPLING TECHNIQUE: The samples were taken on the basis of simple random and convenient sampling. The tools used for the analysis are chi-square test, Friedman test, weighted average method, bar graphs, pie-charts etc. NATURE OF STUDY The project on which work is done is descriptive and inferential in nature. DATA SOURCE: I took the help of both primary as well as secondary sources. Primary sources being interaction with various IT people of the selected company and institutes and filling up questionnaire by them. Secondary sources being the 47
  • 48. Internet as the medium and the official sites of the companies of IT sectors and corporate selling and feedback of HCL. INSTRUMENT USED A Questionnaire cum personal interview was used for market research for both the segments horizontal and vertical. The company in which the research is done provided the Questionnaire and an idea of its prospective clients. SAMPLE SIZE Sample size for the research is fixed. It counts to 100. It includes both corporate offices and institutes. The sample included 55 institutes and 45 corporate houses located at different locations of Delhi and NCR. 48
  • 49. DATA ANALYSIS 1. BRAND AWARNESS ABOUT DIFFERENT OFFICE AUTOMATION PRODUCTS IN MARKET: FIGURE 2: 20 15 10 Series1 5 0 ANALYSIS: It is bar graph representation of different office automation product in the market. The maximum no. of respondents was aware of Xerox copiers and other products in the market. Canon and Panasonic are also very popular in the market. Along with marketing its own product HCL also markets the products of Hitachi, Toshiba and Infocus. So, In totality HCL also enjoy a good position in the market of office automation product. 2. NATURE OF ORGANISATION AND BRAND PREFERENCE ANALYSIS: The bar-graph shows that the larger organizations go for either HP or dell products. They also prefer the other products of higher range of various other companies like Lenovo and Sony etc. The medium sized organizations preferred HCL 49
  • 50. and HP the most. The small sized organizations preferred lower range products of HCL and other companies like Zenith and Sahara. 3. CHOICE CRITERIA OF INSTITUTES DURING PURCHASE OF ITS PRODUCTS: H0: Type of organization and their choice criteria for IT products are independent of each other. H1: Type of organization and their choice criteria for IT products are dependent of each other. FOR INSTITUTES: TABLE 5. Descriptive Statistics Std. N Mean Deviation Minimum Maximum PRICE 54 2.5370 1.53835 1.00 5.00 TECHNOLOG 54 3.1667 1.38387 1.00 5.00 Y AFTER_SALE 54 3.1852 1.16674 1.00 5.00 S QUALITY 54 2.1481 1.23483 1.00 5.00 BRAND 54 3.9630 1.16494 1.00 5.00 Friedman Test Ranks 50
  • 51. Mean Rank PRICE 2.55 TECHNOLOG 3.17 Y AFTER_SALE 3.19 S QUALITY 2.16 BRAND 3.94 Test Statisticsa N 54 Chi-Square 40.577 Df 4 Asymp. Sig. .000 a. Friedman Test Table 6 FOR CORPORATES: Descriptive Statistics Std. N Mean Deviation Minimum Maximum PRICE 45 3.3333 1.10782 1.00 5.00 TECHNOLOGY 45 3.0889 1.41135 1.00 5.00 AFTER_SALES_SERVI 45 3.4889 1.23624 1.00 5.00 CES 51
  • 52. QUALITY 45 2.6667 1.49241 1.00 5.00 BRAND 45 2.5556 1.56024 1.00 5.00 Friedman Test Ranks Mean Rank PRICE 3.31 TECHNOLOGY 3.04 AFTER_SALES_SERVI 3.44 CES QUALITY 2.64 BRAND 2.56 Test Statisticsa N 45 Chi-Square 11.189 Df 4 Asymp. Sig. .025 a. Friedman Test 52
  • 53. ANALYSIS: The chi-square analysis shows that chi-calculated is greater than chi- tabulated. So, Ho is rejected. It means that the choice criteria and type of organization dependents on each other. The institutes and corporate have a different choice criteria. They give importance to different factors. FOR INSTITUTES: The Friedman test shows that the institutes give highest importance to the quality of the product, then is the price, third preference is given to the technology, then is the after sales services provided by the service providers and least importance is given to the brand of the products. FOR CORPORATES: The Friedman test shows that the corporate houses give highest importance to the Brand of the product. Then is the quality factor which is importance for them while making a purchase. The latest technology also plays a vital role in the purchase decisions. Price plays a less importance in the purchase decisions of the company. The least importance is given to the after sale services provided for the product. 5. NATURE OF ORGANISATION AND FREQUENCY OF BUYING IT PRODUCTS FIGURE 4 institute 5 3 once 12 twice 32 thrice more 53
  • 54. FIGURE 5 corporate 5 8 18 ONCE TWICE THRICE 16 MORE ANALYSIS: The pie–chart analysis shows that in corporate the frequency of buying of IT products in a year is more as compared to the institutes. The institutes mostly purchase the IT products on yearly basis mostly during july – august. The large corporate make purchases more frequently on the quarterly basis and medium sized organizations can make purchases twice to thrice in a year. 6. SATISFACTION INDEX FOR DIFFERENT HCL PRODUTS ON THE BASIS OF WEIGHTED AVERAGE METHOD: TABLE 8: Particula digital Scan digital multimed LCD/PLA AV MULTIMEDI INTERACTI r copiers ner duplicato ia SMA CONFERE A FAX VE WHITE rs projector NCING MACHINE BOARD s Weighte 3.04 3.24 4.16 2.48 2.84 2.87 3.89 2.63 d average 54
  • 55. ANALYSIS: The satisfaction index of different HCL products of the consumers was found out on the basis of the weighted average method. It shows that most of the customers are satisfied by the quality of digital duplicators of HCL. Though it is a new product and its customers are few, still it is making a good market for itself. The multimedia fax machine, scanners, digitals copiers are having satisfactory response from the consumers. The A V Conferencing machine and the Interactive white board have a less market capitalization. The highest dissatisfaction is seen in case of the multimedia projectors. FINDINGS: Despite of the decreasing market share of HCL since last year HCL still enjoy a good market position. HCL is the second largest PC shipment vendor in the market. HCL is more popular in the medium sized organizations, be it institutes or corporate. The Institutes focus on the factors like price and quality while purchasing an IT product. The Corporate focus on the brand and quality factor while purchasing an IT product. The corporate houses make purchasing of IT products more frequently as compared to the institutes. The corporate and the institutes shows an independent buying behavior irrespective of brand. It means the brand chosen by one institute or corporate different from other institutes or corporate. The satisfaction level of customers of office automation products is more than the satisfaction level of customers of frontline division products. 55
  • 56. SUGGESTIONS 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 for improving its services.  Proper focus should be given on the after sale services of HCL.  Company executive sale representatives should visit dealers on regular basis.  They should pay proper attention towards checking of various components of products 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 very fast pace.  Proper attention should be paid for advertisement planning, like changing and planning new advertisement campaigns from time to time or celebrity endorsements.  Company should tie up with some event management company to organize various promotional activities like Canopy, Carnival and they should be promoted between the masses with the help of media. 56
  • 57. CONCLUSION: HCL is a brand name and it has marked its presence in the market for more than two- decades. HCL is an Indian product and it has the consumer ethnocentrism attached with it. It has tapped the opportunities availing in the Indian market by launching its IT product with a variety of range of price and technology. But now with the entry of various foreign brands in the market, the competition has become tougher. Various strategies and advertisement campaigns are launched by HCL from time to time. They are larger number of buyers of the frontline division products as compared to the office automation products but the buyers of office automation products are more satisfied with the product as compared to the frontline division product. HCL is adopting various strategies to increase its market share, as it has planned to launch the cheapest laptops in India and also to tap the high end customers; it has launched a variety of products with the latest technology in it. The institutes and the corporate houses are its major customers as they purchase more frequently and in bulk. The office automation division only deals with these types of organizations. The products of HCL are very popular in this segment and still there is a huge probability for it to expand its business as the new offices and institutes are establishing day by day with the development of the technology. The institute and corporate offices are the two major clients of HCL; there choice criteria, buying behavior and their requirements are quite different from each other. So, the company has to make different policies and strategies to explore the two different markets. Moreover, there are huge client making the bulk purchases from time to time. So, the company is expected to maintain a very strong customer relationship and interaction with its clients. So, HCL has large horizons and a large market to explore. So, the company should make efforts and should focus on generating more business from this segment, in order to retain its market share and gain an advantage over its competitors. LIMITATIONS 57
  • 58.  The study was limited up to Delhi and NCR region.  Only limited number of 55 institutes and 45 corporate houses were covered in the study.  Most of the research was based on cold calls, so then visited many places i.e. corporate and institutes 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.  The IT manager or the person heading the IT Department did not have the rights to give the authorized official information to people other than the members of the official itself and the high officials.  At times there was a problem of non response from the institutes, companies and other authorized and unauthorized areas which affected the result of the project. BIBLIOGRAPHY Websites www.hcl.in www.hclinfosystems.in www.indiainfoline.com www.icmrindia.org http://www.idc.com/research/simplesearchres.jsp www.gartner.com www.channelbusiness.in Magazines / Newpapers/ Journals Philip Kotler,13th Edition, pp 200-222 4Ps Business Standard 58
  • 59. Times of India HCL INFOSYSTEMS LTD. “COMPARATIVE STUDY OF PRESENCE OF IT PRODUCTS OF HCL IN CORPORATE HOUSES AND INSTITUTES” QUESTIONNAIRE NAME: DESIGNATION: COMPANY: INSTITUTE/ CORPORATE HOUSE: Q.1 When was the organization established? ……………………………………………………. Q.2 What is your field of operation/business line? ……………………………………….……………….. Q 3. What is the infrastructure of your organization? a). Manpower………………… b). No. of offices in India………………… c). Any abroad presence…………………… Q 4. Where is the Head quarter of your organization? ……………………………………………………….. Q 5. Which segment do you belong? i) Large 59
  • 60. ii) Middle iii) Small Q 6. For Corporate: Whether (please tick): a) Public ltd. b) Private ltd c) PSU d) Others For Institutes: a) Government b) Private c) Trust d) Public Private Partnership Q 7. Are you aware of the following IT Office Automation Products? Please tick. a) Digital Copiers b) Scanners c) Digital Duplicators d) Multimedia Projectors e) LCD/ Plasma f) A V conferencing equipment g) Multifunction fax machine h) Interactive White boards Q 8. What is your current installed base of the following IT products in your organization? PRODUCT INSTALLED YEAR QUANTITY a) Digital Copiers ……………………. ………….. b) Scanners ……………………. ………….. c) Digital Duplicators ……………………. …………. d) Multimedia Projectors ……………………. …………. e) LCD/ Plasma ……………………. ………….. f) A V conferencing equipment ……………………. ………….. g) Multifunction fax machine …………………….. …………. h) Interactive White board …………………….. …………. Q.9 No. of times do you purchase IT products in a year? 60
  • 61. ………………………………………………………………………………………...... Q.10 Which is the most frequently purchased IT products? ………………………………………………………………………………………...... Q.11 No. of brands of IT products you are aware of? PRODUCT BRAND AWARENESS a) Digital Copiers ………………………………………… b) Scanners …………………………………………. c) Digital Duplicators ………………………………………… d) Multimedia Projectors …………………………………………. e) LCD/ Plasma ………………………………………….. f) A V conferencing equipment ………………………………………….. g) Multifunction fax machine …………………………………………. h) Interactive White board ………………………………….....……. Q.12 What is the most important thing that you keep in mind while purchasing IT products? .......................................................................................................................................... Q.13 Which is the most preferred IT product brand by you and why? ………………………………………………………………………………………….. Q 14. Are you satisfied with the product and services provided to you by IT players? If not. Why? ………………………………………………………………………………………….. Q.15 Type of products range marketed by HCL in India, you are aware of? ………………………………………………………………………………………….. Q 16. No. of times do you go for purchasing of the HCL products? ………………………………………………………………………………………….. Q 17 If you a HCL consumer , rate your satisfaction index in the range of 1-5? 61
  • 62. ( 1-Dissatisfied, 2-Indifferent, 3-Satisfied, 4- Will Recommend Others 5-Highly Satisfied) PRODUCT SATISFACTION LEVEL a) Digital Copiers ………………………………………….. b) Scanners ………………………………………….. c) Digital Duplicators ………………………………………….. d) Multimedia Projectors ………………………………………….. e) LCD/ Plasma ………………………………………….. f) A V conferencing equipment ………………………………………….. g) Multifunction fax machine …………………………………………. h) Interactive White board ………………………………………….. Q 18. If you are a HCL consumer, what are the problems if any, faced by you in HCL products and services? .......................................................................................................................................... Q 19. What are the improvements that could be done in the products/services of HCL? ………………………………………………………………………………………….. Q 20. Do you prefer purchasing from dealers or directly from HCL offices/ sales team? ………………………………………………………………………………………… ………………………………………………………………………………………… ………………………………………………………………………………………… ………………………………………………………………………………………… ………………………………………………………………………………………….. Q 21. When and what products marketed by HCL would you prefer to purchase in future? HCL PRODUCT PROPOSED QUANTITY WHEN TO BE PURCHASED A) Toshiba Digital Copiers- Color, Black and White 62
  • 63. B) Duplo Digital Duplicators C) Kyocera Mita AO size MFD/ Plotter D) Konica Minolta Printers E) Konica Minolta MF machines (Printers, Copiers, Scanners & Fax) F) In focus/ Hitachi/Toshiba Multimedia Projectors G) Hitachi/Toshiba LCD/ Plasma TV H) Hitachi/Polyvision Interactive White Boards I) Polycom Audio Video Conferencing Equipment Thank you for your time, help and support. It would be of great help in making our research successful. THANK YOU 63