This document appears to be a summer training project report submitted by Prashant Mishra towards partial fulfillment of a Bachelor of Business Administration program at Amity University, Lucknow. The report provides a comparative study of the presence of IT products from HCL in corporate houses and institutes located in Delhi and the NCR region. It includes sections on the objectives, methodology, data analysis, findings and conclusions of the research 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

30. source: www.hcl.in
30

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

33. KEY PARTNERSHIPS
33

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
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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
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