mt ii -final report

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CORPORATE SELLING & FEEDBACK

FOR

Interim Report of Management Thesis-ii atICFAI University

in fulfillment of the requirements for the award of the

Degree ofMASTERS IN BUSINESS ADMINISTRATION

Submitted by: VIKASH KUMARMBA, Marketing

Roll No:0901120115

Research Guide:

Mrs. RICHA GAURDepartment of Marketing management

ICFAI University, Dehradun


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DECLARATION

I hereby declare that the dissertation Corporate Selling and Feedback

for HCL Submitted for the MBA Degree at icfai univeritysDepartment of Business Management is my original work and the

dissertation has not formed the basis for the award of any degree,

associate ship, fellowship or any other similar titles.

Place: Dehradun

Date:

(vikash kumar)

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Acknowledgement is an art, one can write glibstanzas without meaning a word, on the other hand

onecan make a simple expression of gratitude.

I wish to acknowledge my Thanks and gratitude to the contributions of people who helped

me at every stage of the Management thesis 1.

I would very much like to express my gratitude and propounds thanks to respected facultyGuide ProfessorMrs. RICHA GAURfor his continuous guidance, valuable suggestionsand constant motivation without which it would not have been possible for me to start thisresearch.

I want to extend my thanks to all friends and the other faculty guides who participated inprocess and supported me with their sweet cooperation.

VIKASH KUMAR

MBA (Marketing & IT)

ROLL NO. 0901120115

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TABLE OF CONTENTS

Title Pg. No. EXECUTIVE SUMMARY 5

COMPANY PROFILE 6

SCOPE OF THE STUDY 11

OBJECTIVE OF THE STUDY 12

RESEARCH METHODOLOGY 13

DATA ANALYSIS & GRAPHICAL INTERPRETATION 15

MAJOR PLAYERS IN THE MARKET 30

COMPETATORS OF HCL 31

ROLE OF ADVERTISMENT 36

MARKETING STRATEGIES 37

FUTURE SCOPE 39

MANAGEMENT HIERARCHY 40

KEY PARTNERSHIP 41

MARKET SHARE 42

MARKETING & SELLING STRATEGIES 43

CHANGING TRANDS 44

DECISION MAKING PROCESS 47

CRM 48

SWOT ANALYSIS 50

FINDINGS & LIMITATIONS 52

SUGGESION & RECOMMENDATION 53

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CONCLUSION 54

BIBLIOGRAPHY 55

ANNEXURE - QUESTIONNAIRE 56

EXECUTIVE SUMMARY

HCL Infosystems, India's premier information enabling and integration company, hasreceived the ISO 9001:2000 certification specifies requirements for a quality managementsystem where an organization needs to demonstrate its ability to consistently provideproduct and services that meets customer and applicable regulatory requirements. ISO9001:2000 also aims to enhance customer satisfaction through the effective application ofthe system, including processes for continual improvement of the system and theassurance of conformity to customer and applicable regulatory requirements.

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The menu of HCL Insys global services broadly covers IT consulting and professionalservices in the area of vertical applications, technology integration, ERP implementationand software development. This also includes a complete portfolio of systems andnetwork services for development. This also includes a complete portfolio of systems andnetwork services for Facilities Management, Helpdesks, Sysytems Supports and network

and Internet Implementation.

HCL Insysglobal customers include Samsung, Government of Singapore, and AMALinsurance Jurong Port in Singapore and Malaysians BSN commercial bank, SIA, DBSbank, Maybank life assurance charted semiconductors.

HCL Insys chosen platform of total technology integration lends itself to some verysignificant alliances with the global leaders. Among its partner are HP for high endAISCE/UNIX services and workstation and HP Open view network management solution;Intel for PC and PC server building blocks; Microsoft,novell and SCO AG solutions; Redhat ;Linux; Samsung; Pivota for CRM solution and ORACLE Sybase and Informix for

RDBMS platform.

Today the company has aligned its operations into five entities that offer seamlesslinkages for the customers seeking entry into the wired world through total the.Integration solution ands services.

HCL Infosystems focuses on the ever-growing segment in Imaging, Telecom andCommunication products solutions and services. Now it has an exclusive sale and supportpartnership with Toshiba Corporation, Japan, for sales and servicing of its imaging andphotocopier products. HCL Infosystems product portfolio covers a range of other officeautomation and communication products through alliances with world leaders.

The Managed Network Service offerings for corporates include VPNs, ASP offerings, CoLocation/ hosting, CDNs, security, corporate internet telephony solutions, technical andconsumer help desks, 24/7 Network Operations Centre monitoring and a host of valueadded networking services. Consumer services include dialup PSTN/ISDN Internetaccess, Valufon calling cards and VoIP telephony devices.

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 3years before IBM's PC. During this period, India was a black box to the world and theworld was a black box to India. This micro-computer virtually gave birth to the Indiancomputer industry. The 80's saw HCL developing know-how in many other technologies.

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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 thesoftware 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'slargest BPO operation, and manages the network for Asia's largest stock exchangenetwork apart from designing zero visibility landing systems to land the world's mostpopular airplane.

HCL Infosystems Ltd is one of the pioneers in the Indian IT market, with its

origins in 1976. For over quarter of a century, we have developed and implementedsolutions for multiple market segments, across a range of technologies in India. We havebeen in the forefront in introducing new technologies and solutions.

In the early 70s a group of young and enthusiastic and ambitious technocratsembarked upon a venture that would make their vision of IT revolution in India a reality.Shiv nadir and five of his colleagues got together and 1975 set up a new companyMICROCOMP to start with; they started to capitalize on their marketing skills. Microcomp marketed calculators and with in a few month of starting operation, the companywas out selling its major competitors.

On 11th August, 1976 HINDUSTAN COMPUTERS LIMITED was incorporatedas joint venture between the entrepreneurs and UPSCE, wit an initial equity of Rs.1.83Lacs.

LEADERSHIP TEAM

VINEET NAYAR

Vice Chairman & CEO, HCL Technologies Ltd

Vineet Nayar is Vice Chairman and Chief Executive Officer of

HCL Technologies Ltd. (HCLT), an India-based global

information technology services company, and author of the

bookEmployees First, Customers Second: Turning Conventional

Management Upside Down (Harvard Business Press, June 2010).

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ANIL CHANANA

Chief Financial Officer, HCL Technologies Ltd

Anil Chanana is a finance professional with over 25 years rich

experience in this domain. Anils first stint at HCL was way back in

1985, when the company was still called Hindustan Computers

Limited.

Anil is a qualified Chartered Accountant and has attended various

programs including the Leadership Program conducted by Hewlett-

Packard and an Executive Program in Finance from Stanford University.

ANANT GUPTA

President - Infrastructure Services Division, HCL TechnologiesLtd

Anant Gupta is the President of HCL Technologies Infrastructure

Services Division (HCL ISD) HCLT ISD (also popularly known as

HCL Comnet) is a leading IT services company and a subsidiary of

HCL Technologies Ltd. A focused player in the IT services arena,

HCLT ISD seeks to provide simplified infrastructure solutions through

delivering high-performance management services for complex,

distributed infrastructure environments encompassing the Internet,

Client and legacy based infrastructures.

RAHUL SINGH

President, BPO Business Services, HCL Technologies Ltd

Rahul Singh is President of HCL's BPO Business Services and is

responsible for leading the global business and operations of this

division. As head of BPO Business Services Rahul is responsible for

the execution of the business growth strategy whilst ensuring

operational excellence.

An accomplished leader and a pioneer in creating the BPO industry

in India, Rahul Singh has 24 years of rich experience across industry segments such as

Outsourcing, Banking, Financial Services, Call Centre Services.

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Differentiators

In one of its articles, Business Week reports that, '...a more enlightened, strategic view

of global sourcing is starting to emerge as managers get a better fix on its potential...

.The new buzzword is 'Transformational Outsourcing '.

We believe that IT driven business innovation, the emergence of new disruptive

technologies and business models, and the widespread acceptance of global delivery

models are some of the transformational forces at work today.

While everyone is talking transformation these days, most actually mean upgradation -

i.e. business process improvements or service re-engineering, at best. True transformation

is revolutionary and is directed at core processes, resulting in deep and fundamental

change. It doesn't merely cut costs or streamline the way a company works - it radically

alters market position by building competitive advantage.

An IDC report - 'Offshore Application Outsourcing Game' states that the combination of

offshore and on demand creates one of the most compelling value propositions to help

customers move closer to truly dynamic IT. HCL is uniquely positioned with this perfect

blend of onshore presence and offshore economics. Building competitive advantage also

demands a shift from the earlier fee-driven/ service provider model to a new age,

outcome-based/ partnership model. At HCL, we call this Transformation - version 2.

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In a world full of customers, I see my employees first...

...on the 'Five Fold Path to Individual Enlightenment'

At the core of our Employee First philosophy is Talent Transformation, where we

recognize and enable competencies as opposed to just skilling employees in technical,

business and behavioral areas. Technology is key in creating a process capable ofempowering 58,000 employees at HCL!

In a world of commodity, I treasure value...

...with the 'Five Fold Path to Customer Value'

Our Value Services model adopts a 360-degree approach in embedding value in all facets

of the HCL-customer relationship.

Value Culture - The most reliable way that we create customer value is through engaged,

empowered and result-oriented employees. We ensure that the working culture gives them

enough support, tools and training in order to create value.

Value Creation - HCL's history of leading the industry by creating and dominating

uncontested market spaces has been leveraged into a service innovation model that is

creating new value for customers. A large portion of our revenue comes from emerging

services - services that we pioneered in the industry like Remote Infrastructure

Management, and Engineering and R&D. We have captured and institutionalized the

process for creating value through a unique framework, which creates that 'extra' value

(beyond base delivery), called the 'Value Add Framework'. This has been successfully

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rolled out to select customers who are able to actually measure success while reaping

quantifiable savings.

Value Engagement - HCL is flexible in that it can treat each customer uniquely by

imbibing patterns and characteristics of the customer organization, industry and

geography. This unique flexibility has resulted in innovative commercial models like

output based pricing, and global account management programs that enable each

relationship yield more business value than could be normally expected by both partners.

Value Distribution - HCL is able to distribute value across a customer's IT landscape

through its well-distributed services portfolio, significant domain strengths, and locally

relevant geographic distribution.

Value Delivery - In the physical world, value is judged on the basis of reliability, quality,

and speed. In the services world, especially IT services, security is an added component.

Value is calculated based on the business benefit delivered by the service provider. This

calls for high levels of maturity and customer satisfaction, and would be difficult to

achieve if the outsourcing strategy is based solely on short-term goals. HCL has geared its

Service Delivery Framework, Quality Systems and Information Security to meet the

maturity levels required in a value centric world.

In a world full of effort, I see outcome first...

...through outcome based commercial models

In an industry driven by effort based pricing, HCL has taken a giant leap with its outcome

based commercial models and deal structuring approach. HCL works with a wide range of

customers at various stages of offshore maturity, and designs customized models for them

- T&M based models [for projects where accountability and collaboration is low], outputbased models, fixed pricing models, and risk/ reward based models where we collaborate

to commit to outcomes through a gain share or joint venture model. We believe that if we

share the vision, we must also share the risk.

In a world of discrete services, I focus on integration

Value is created by optimally integrating services at interface points for greater end-

business impact. HCL brings unique strengths to organizations engaged in business

transformation to create new competitive advantages. For such organizations, we perhaps

have the most mature portfolio of services among other offshore providers across

Application Services, Core Infrastructure Support, Business Process Outsourcing, as also

R&D and Technology Services.

Multi-integrated solutions enable our customers achieve significant optimization at all

interface points (integrated help-desk for applications and infrastructure).

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In an offerings-centric world - I see customer centricity

Customer-centric value offerings establish the difference between services and services+.

The difference comes from unique customer insights and value propositions backed by

competencies and customer experience.

In a contract driven world - I practice trust and transparency

All relationships - be it with employees, customers, partners or stakeholders - need to be

built on the foundations of trust and transparency. This is what we believe and practice

every day at HCL.

No more 'business-as-usual'. I've seen the inflection point...

HCL started questioning the linearity of scale-driven business models adopted by service

providers (largely in the IT applications business). This questioning led us to the belief

that the market was rapidly approaching a point of inflection - i.e. a point where the

volume and value proportionality was changing, opening up new opportunities for service

providers who want to focus on value. Realizing this, way back in 2005 HCL embarkedon a transformational journey, focusing on value centricity in customer relationships and

leveraging new market opportunities while creating a unique employee experience.

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SCOPE OF THE STUDY

Vision Statement

It is the most preferred employer and principal taking leading edge IT products and

services to the masses through sustained excellence.

Mission Statement

We shall increase the shareholders value by improving the PAT through free cash flow,

reducing the BR cycle, inventory levels, wastage.

Quality Policy Statement

We will deliver defect-free products, services and solutions to meet the requirements of

our external and internal customers the first time, every time.

OBJECTIVES OF THE STUDYOBJECTIVES OF THE STUDY

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Management Objective

To fuel initiative and foster activity by allowing individuals freedom of action and

innovation in attaining defined objectives.

People Objective

To help HCL Insys people share in the companys success, which they make possible; to provide job security based on their performance; to recognize their individualachievements and to help them gain of satisfaction and accomplishment from their work.

Core ValuesCore Values

It is uphold the dignity of individual It is honour all commitments

It is committed to quality, Innovation and growth in every endeavor

It is responsible Corporate Citizens.

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RESEARCH PROBLEM

HCL Corporate selling and feedback and market share of HCL and

compared to other IT companies.

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

know the potential in order to expand and retain its market share.

RESEARCH DESIGN

Determined the Information Sources: The researcher gathered data through

secondary sources.

PRIMARY DATA is collected through questionnaire, search and research

through place where today's computer has been mostly used.

SECONDARY DATA is being search sites like magazines, newspapers,

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

DATA COLLECTION

The researcher collected information through the official websites, magazines and

journals.

DEVELOPED THE RESEARCH FRAME:

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

research is based. The research frame included:

NATURE OF STUDY

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

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DATA SOURCE:

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

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

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

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

of HCL.

INSTRUMENT USED

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

research for both the segments horizontal and vertical. The Questionnaire was

prepared by the researcher and Schedule was provided by the company in which the

researcher did its research report.

SAMPLE SIZE

Sample size for the research is fixed. It counts to 55. That is the HCL companies and

corporate selling and feed of HCL in comparison between other IT sectors.

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DATA ANALYSIS

& GRAPHICAL DATA INTERPRETATIOIN

SAMPLE SIZE : 55

1. What type of computers do you use?

a.)Branded

b.)Assembled

Branded 37Assembled 18

hospitals using branded

computers

hospitals using

assembled computers

It was observed that almost 67% of the people use branded computers or

other gadgets for their business purpose. Hence can be concluded that more

people want branded products as they are not ready to compromise with the

quality and services being provided.

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Using branded computers

Using assembled computers


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2. What brand computers do you use?

a.) HP

b.) HCL

c.) ACER

d.)Others

Brand used Total Nos.

HP 7

HCL 14Acer 13

Others 21

HP

HCL

acer

others

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

under the pie-chart goes to HCL. So HCL should continue making efforts toattract new market and sustain the existing market.

3. What is the number of installed desktops?

a.)


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c.) 50-75

d.) 75-200

e.) 200-500

Installed desktops Total Nos.

< 15 19

15-50 21

50-75 11

75-200 3

200-500 1


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Servers used Total Nos.

1 10

2 11

3-5 21

>5 13

1

2

3 to 5

>5

From this observation, it was concluded that number of servers were directlyproportional to the number of desktops used.

5. What is the number of installed laptops?

a.) 1-5

b.) 5-15

c.) 15-30

d.) >30

Number of laptops Total Nos.

1-5 20

5-15 22

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15-30 8

>30 5

1to5

5to15

15to30

>30

It was observed that maximum computers and laptop users ranging between

5-25. This area can be focused.

6. What is the brand used for laptops?

a.) HCL

b.) Toshiba

c.) Lennovo

d.) Others

Laptops brand Total Nos.HCL 11

Toshiba 19

Lennovo 13

Others 12

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HCL

Toshiba

lennovo

others

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

Various other brands like HP and Samsung etc. are also used. HCL has also a

good market share.

7. Do you have AMC?

a.) Yesb.) No

Total Nos.

Hospitals place having AMC 30

Hospitals place not having AMC 25

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hospitals having AMC

hospitals not having

AMC

According to above graphical data interpretation, that is the most important

places where computer has been used and it has been observation and

showed that less than 60% hospitals have their AMCs. This area can also be

considered.

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9. What type of company is having the AMC?

a.)Regional office of the company

b.) Any other local player

Type of AMC company Total Nos.

Authorized regional office 24

Local players 6

regional office of the

company

any local player

That the above graph shows that the use of AMCs in regional office and local

players prefers authorized regional offices to select for the service rather than

going for a local player.

10.Are you facing any problem with current used product line?

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a.)Yes

b.)No

c.)Not yet

Total Nos.

Facing problem 15

Not facing problem 18

Not faced problems yet 22

hospitals facing problem

hospitals not facing

problem

not yet encountered

That the above graph shows that the above observation showed that major

number of users are either not facing any problem or they have not being

encountered with any.

11. Are you planning to make any new purchase?

a.) Yes

b.) No

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Facing problems

Not facing problems

Not yet encountered


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c.) Not yet planned

Planning about new purchase Total Nos.

Planning to purchase 9No planning 17

Not yet planned 29

planning to purchase

no planning

not yet planned

That the above graph show that the most of the users have not planned about

making a purchase and a very few are planning to make a buy.

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12. How do you find the HCL products?

a.) OK

b.) Good

c.) Satisfactory

d.) Outstanding

e.) Not tried yet

Reaction about HCL products Total Nos.

OK 3

Good 12

Satisfactory 19Outstanding 7

Not tried yet 10

OK

good

satisfactory

outstandingnot triedyet

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

with the products and services provided. Very few have not tried yet HCL on

a business scale, but most of them have an experience about HCL.

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

a.)Yes

b.)No

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Wanted knowledge about HCL Total Nos.

Yes 42

No 13

want info about HCL

no info wanted

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

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

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14. Do you require demo for any product?

a.)Yes

b.)No

Total Nos.

Interested in demo 24

Not interested in demo 31

hospitals interested in

demo

hospitals not interested

in demo

This observation showed that almost 45% of the sample was interested in

demo.

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interested in demo

interested in demo


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15.Do you want to buy any product? (Commercial proposal)

a.)Yes

b.)No

c.)Not yet decided

Commercial proposal Total Nos.

Yes 8

No 19

Not yet decided 28

hospitals interested in

commercial proposal

hospitals not interested

in commercial proposal

not yet planned

That the above graph shows that the above observation showed that almost a

huge chunk of hospitals surveyed either doesnt want or they have not

planned for any commercial proposal.

MAJOR PLAYERS IN THE MARKET

30

Interested in commercialproposal

Not interested incommercial proposal

Not yet planned


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HCL

DELL IBM

SAHARA

APPLE

HP-COMPAQ

ZENITH

ACER

INTEX

SONY

OTHERS

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COMPETETORS OF HCL

SAHARA COMPUTER

Established in 1997 Sahara Computers assembles and markets computers& peripherals through a global distribution network that covers established andemerging markets. The company is owned by Sahara Holdings, a fully Broad-Based Black Economic Empowered entity, and is based in Johannesburg, SouthAfrica. It is the official distributor and Original Equipment Manufacturer (OEM) fora variety of top international vendors.

An accredited member of the Proudly South African campaign, the Sahara

business network stretches across South Africa to include Cape Town, Durban &Port Elizabeth. The company has established a strong presence globally, withoffices across EMEA, including Nairobi & Mombassa in Kenya and Botswana,Dubai, the U.K and China.

Sahara Computers is currently the largest operation of its kind in SouthernAfrica. Owned by Sahara Holdings group, company boast an annual turnover over1.4 billion Rand. Sahara Holdings strictly adheres to the principles of Broad-Based Economic Empowerment and established itself among the frontrunners ofempowered organizations within the ICT sector when it confirmed its participationin an empowerment deal valued at R640 million in 2006.

For the deal Sahara Holdings sold 27% of their shares to a newlyestablished consortium represented by mining and mineral resource GroupMvelaphanda Holdings (Pty) Ltd. chaired by Tokyo Sexwale, and AfripalmConsortium, a local investment company chaired by Lazarus Zim.

The deal incorporates subsidiaries and associates of Sahara Holdingsincluding Sahara Computers Pty Ltd., Sahara Systems Pty Ltd., SaharaConsumables Pty Ltd., Sahara Distribution Pty Ltd. and Annex Distribution PtyLtd.

This venture signals a new era in the transference of the benefit and valueassociated with technology, through to communities and individuals. It also

reinforces Saharas pledge to provide access to high quality, affordablecommunication technology and infrastructure. It is the competency and dynamicattribute of Sahara Computers that has won it the confidence of many major ITsuppliers, representing key product and component ranges.

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These Include Internationally Renowned Leading Brand Names Such As:

Microsoft, the global leader in software, services and peripherals; Foxconn, aleading manufacturer of connectors and cable assemblies in the world; Samsung,technology giant, Creative Labs, global leader in PC entertainment products, Intel,

worlds leader in PC microprocessors; AMD, the fastest growing CPU vendor;SMC, total network solutions provider; Maxtor, leading hard disk and storagesolutions provider; Symantec, world leader in internet security; and Epson andLexmark, high quality printing industry giants.

Thus, With vast expansion goals set to by the Sahara team, and a strategicroadmap plan for expansion this multinational group of companies is set to be anexplosive force in the future of IT in Africa and Asia. Indeed aiming to be Theultimate in PCs.

DELL COMPUTER

Dell Inc. listens to customers and delivers innovative technology and services theytrust and value. Uniquely enabled by its direct business model, Dell sells more systemsglobally than any computer company, placing it No. 25 on the Fortune 500. Dell's climb tomarket leadership is the result of a persistent focus on delivering the best possiblecustomer experience by directly selling standards-based computing products and services.Revenue for the last four quarters totaled $57.9 billion and the company employsapproximately 78,700 team members around the globe.

Dell was founded in 1984 by Michael Dell, the longest-tenured executive to lead acompany in the computer industry. The company is based on a simple concept: by sellingcomputer systems directly to customers, Dell could best understand their needs andefficiently provide the most effective computing solutions to meet those needs. This directbusiness model eliminates retailers that add unnecessary time and cost, or can diminishDell's understanding of customer expectations.

The direct model allows the company to build every system to order and offercustomers powerful, richly-configured systems at competitive prices. Dell also introducesthe latest relevant technology much more quickly than companies with slow-moving,indirect distribution channels, turning over inventory in just five days on average.

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The Dell Effect

For more than 20 years, Dell has revolutionized the industry to make computingaccessible to customers around the globe, including businesses, institutional organizationsand individual consumers. Because of Dell's direct modeland the industry's response to

itinformation technology is more powerful, easier to use and more affordable, givingcustomers the opportunity to take advantage of powerful new tools to improve theirbusinesses and personal lives.

Dell has demonstrated this effect time and again as it enters new, standardizedproduct categories, such as network servers, workstations, mobility products, printers andother electronic accessories. Nearly one out of every five standards-based computersystem sold in the world today is a Dell. This global reach indicates our direct approach isrelevant across product lines, regions and customer segments.

COMPAQ COMPUTER

Compaq Computer Corporation was an American personal computer companyfounded in 1982, and now a brand name of Hewlett-Packard.The company wasformed by Rod Canion, Jim Harris and Bill Murto former Texas Instrumentssenior managers. The name "COMPAQ" was derived from "Compatibility andQuality", as at its formation Compaq produced some of the first IBM PCcompatible computers.

Once the largest supplier of computing systems in the world, previously

regarded as perhaps the most reputable manufacturer of mid-range hardware itexisted as an independent corporation until 2002, when it merged with Hewlett-Packard.

1980s

Compaq was founded in February 1982 by Rod Canion, Jim Harris and Bill Murto,three senior managers from semiconductor manufacturer Texas Instruments.Each invested $1,000 to form the company. Their first venture capital came fromBen Rosen and Sevin-Rosen partners. Like many small startups with uniquebeginnings, the original Compaq PC was first sketched out on a placemat by the

founders while dining in a local Houston restaurant, House of Pies.

In November 1982 Compaq announced their first product, the CompaqPortable, a portable IBM PC compatible personal computer. It was released inMarch 1983 at $2995, considerably more affordable than competitors at the time.The Compaq Portable was one of the progenitors of today's laptop. It was thesecond IBM PC compatible, being capable of running all software that would runon an IBM PC.

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Deskpro

On June 28th 1984 Compaq Released the Compaq Deskpro, a 16-bit desktopcomputer using an Intel 8086 microprocessor running at 7.14MHz. It was

considerably faster than an IBM PC and was, like the Compaq Portable, alsocapable of running IBM software. This was the first of the Compaq Deskpro line ofcomputers.

Deskpro 286

In 1985, Compaq released the Compaq Deskpro 286, a 16-bit desktopcomputerusing an Intel 80286 microprocessor running at 8 MHz and capable ofsupporting up to 7 MB of RAM. It cost $2000 for the 40-MB hard disk model. Itwas considerably faster than an IBM PC AT which ran at 6MHz at that time andwas, like the Compaq Portable, also capable of running IBM software.

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Deskpro 386

When in 1986 Compaq introduced the first PC based on Intel's new 80386microprocessor, the Compaq Deskpro 386[1], they began a period of increasingperformance leadership over IBM, who were not yet using this processor. An IBM

machine eventually reached the market seven months later, but by that timeCompaq was the 386 supplier of choice and IBM had lost its image of technicalleadership

.Systempro

This technical leadership and the rivalry with IBM was emphasised whenthe Systempro server was launched in late 1989 - this was a true server productwith standard support for a second CPU and RAID, but also the first product tofeature the EISA bus which was designed in reaction to IBM's MCA(MicroChannel Architecture).

1990s

At the same time as they began to dominate the server market, in the early1990s Compaq entered the retail computer market with the Presario, and was oneof the first manufacturers in the mid-1990s to market a sub-$1000 PC. In order tomaintain the prices it wanted, Compaq became the first first-tier computermanufacturer to utilize CPUs from AMD and Cyrix. The price war resulting fromCompaq's actions ultimately drove numerous competitors, most notably IBM andPackard Bell, from this market.

PC ProductsCompaq Armada M300Compaq PortableCompaq DeskproCompaq LTECompaq PresarioCompaq ProLineaCompaq ProLiantCompaq Armada

Compaq EvoiPAQCompaq Professional Workstation AP400Tc1000, a tablet notebook

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ROLE OF ADVERTISEMENT

Advertisement plays an important impact on consumers to purchase destop pcs of brands.

Now a day we see that each and every company endorsing brand ambassadors so that toattract customers and make their customer base more & more. IBM has signed Saif AliKhan to endorse his products Shahrukh khan was endorsed by compaq so that more &more computes can be sold out.

Indian PC Market to Show Double Growth than the World

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

Gartner forecasts that PC makers will ship 255.7 million units worldwide this year,a 10.5% increase from 2006. Revenue, on the other hand, is projected to increase only4.6% to US$213.7 billion, as average selling prices continue to drop.

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

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

As said by IDC, PC shipments in India increased 25% in 2006. The consumer andthe SMB segments will be the major drivers of the Indian market. High demand formobile PCs bolstered the growth, overtaking sales in the desk-based segment. In addition,with a greater focus given to e-governance, the government spend is expected to propelthe market further, said Gartner Indias principal analyst, Diptarup Chakraborti whilecommenting on Indian market. IndiaTimes Infotech published this statement on March 21,2007.

As per the RNCOS report Portable Electronics Market - Worldwide (2006), Afundamental move toward mobile computing going on in the market is making significantcontribution to the top line growth.

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Marketing Strategies of Each company to attract Customers

Now a days every companies playing strategies so as to attract customers and

increase revenues and also customer base.Pent-up demand, attractive pricepoints and economic stability propelled PC growth. PCs are acting asentertainment centres with TV functionality, supported by the digital soundexperience and large screen displays

Some Of The Strategies They Are Playing

Vista and Office 2007 hit the marketMicrosoft has opened the doors for consumers topurchase its latest Operating System, WindowsVista, and Office 2007 with a grand launch across70 countries.Microsoft released the latest version of its operatingsystem Windows Vista and Office 2007 forcorporate customers in November 2006. Now it haslaunched the software for the masses, i.e. noncorporate consumers. The consumer launch tookplace on 30th January across 70 countries. Windows Vista is the first majorWindows launch by Microsoft since the launch of Windows XP in 2001.

These products are launched to wow customers with features likeenhanced security, better search, improved parental control and an all newinterface. According to Ravi Venkatesan, Chairman, Microsoft India, This is the

launch of the decade for Microsoft and the biggest for us in India, with the designof this product we have dealt with the security issues. In India, OEMs includingHCL, HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible PCs.

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

FUTURE SCOPE

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On the commercial front, Munglani feels that decision cycles are still slow, butthere is a definite increase in queries and tenders. He feels that governmentfunded projects need to increase, and points to the recent Andhra Pradeshschools project, which pulled in more than 5,000 units, as a good example of what

government enthusiasm for IT can do.In conclusion, going by what the industryfeels and what the numbers reveal, recovery is definitely taking place in theindustry, though caution is still the prevailing sentiment.

However, the bottom line is that the days of super growth seem to be over.While IDC has predicted 22.3 percent growth in 2003, not everyone in the industryseems to be ready to join in the chorus. HPs Sai Chandrasekhar says that theirassessment is an expectation of 10-15 percent growth, which he feels is veryrealistic. It is unlikely that the market will return to the heady days of 30 percentgrowth, he explains. Kochhar of Skoch seconds that when he says, We can nolonger look at heady growth rates like 40 percent or 60 percent...the market has

been growing more in single digit to low two digit growth rates.And that seems to be the future that Indias PC brigade faces-but well,

surely even low two digit growth rates are better than negative growth, and thatsthe reason for the cautious smiles on the faces of PC vendors. Hopefully, the nextquarter will bring even broader smiles.

PARTY TIME FOR BRANDED PC PLAYERS

The PC market is rocking with branded PC vendors grabbing marketshare fromthe assembled players, says Kusum Makhija

The overall market for desktop personal computersregistered a 28.2 percent growth during calendar year2004 as compared to the previous year. What issignificant is that branded PCs continue to makeimpressive gains against the grey market. Accordingto IDC, the share of branded PCs grew from 36.2percent in 2003 to 49.2 percent in 2004, registeringan impressive growth rate of 74.3 percent.Interestingly, the grey market remained flat,registering a growth of 2.2 percent, while the totaldesktop PC market registered a growth of 28.2percent.

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MANAGEMENT HIARERCHY

LEADERSHIP

Shiv Nadar

Founder HCL, Chairman andCEOHCL Technologies

Ajai Chowdhry

Co-Founder HCL, Chairman andCEOHCL Infosystems

J V Ramamurthy

Chief Operating OfficerHCL Infosystems Ltd

Vineet Nayar

President: HCL TechnologiesRanjit

President and CEO of theHCL Technologies (BPO)

KEY PARTNERSHIPS

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57.5%

8.4%

7.9%

7.0%

4.2%

3.7%

1.0% 3.5%

3.3%1.6%1.9%

HCL

Compaq

Zenith

IBM

Acer

Hewlett-Packard

Wipro

Vintron

Siemens Nixdorf

Dell

Others*

From the above graph it is clear that in Indian Hardware Industry the HCLInfosystems Ltd. share is highest in all branded companies. But still very highportion about 57.5% is in favour of unbranded local companies, which is still achallenge towards all.

The share of the unorganised sector has been falling steadily with the fall

in price of branded PCs. A recent phenomenon has been the increasing share ofTier 2 towns and cities in the PC sales thereby indicating increased PCpenetration into the hinterland.

Sales of notebooks have averaged around 50,000 in the past two years.Printers have been traditionally the fastest growing segment of the PC peripheralsmarket. Even when PC sales were increasing by 39%, printer sales increased by41%. The slowdown affected printer sales too and in 2001-02, the increase was

just 1%. In that year, 836,122 printers were sold and that included inkjet, laserand dot matrix. The momentum is expected to pick up in 2002-03 and the printermarket would grow at 8% to reach 900,000 printers. Due to falling prices, Laserprinter sales are growing fastest.

In future, HCLs hardware sales to the institutional segment are likely toremain stable, with sustained hardware spending by all the verticals, especiallythe banking and financial services sector. Besides, in retail hardware sales, acontinued reduction of price points, facilitated in part by the recent reduction inexcise duties on PCs, is likely to reduce the price advantage of the smallassemblers, and augur well for branded PC manufacturers like HCL. In themedium term, HCLs margins, despite its sales tax advantages, may be affected

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by the likely removal of duty protection on manufactured PCs from the year 2005.With imported PCs becoming cheaper, it may be critical for HCL to establish analternate supply chain based on imports of finished PCs. Nonetheless, its financialrisks are mitigated by its low gearing, substantial liquid investments and unutilisedworking capital limits.

IDC declared its numbers for the Indian PC market for financial year 2005-06 today. The year recorded an impressive growth in terms of unit shipments - themarket grew 30% over financial year 2004-05 to exceed the 4.6 million-mark,according to IDC's India Quarterly PC Market Tracker, 1Q 2006, May 2006preliminary release.

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MARKETING & SELLING STRATEGY

REVISITING THE LOW-COST PC MARKET

A computer at nearly one-third of current prices is a dream for mostIndians. And yet, buyers are not holding their breath for these devices. Forexperience has proved that expectations are seldom met. However, this timearound, those propagating low-cost computing solutions have taken a differentroute. Chris Ann Fichardo elaborates on the difference .

The buzz is in the air again. PC manufacturers are excited. Users areexpectant. Even institutions like the IITs are enthusiastic. The reason: Indiasdream of an affordable PC (priced below Rs 10,000) is ready to hit the market.For nearly a decade this dream has struggled to become a reality. India Inc. hasmade many noteworthy attempts in the past to introduce low-cost computingsolutions, but in vain. Be it Wipros Janata PC, iNabling Technologies e-maildevice, iStation, or the much-talked about handheld device, the Simputerallbrilliant concepts that have not quite made it commercially yet.

The company netcore is doing groundbreaking work to make possible theRs 5,000 PC (5KPC), says that if the price point of a PC comes down between Rs

5,000 to 10,000 per user, India has the ability to absorb 10-20 million PCs a yearfor the next several years. This potential gains further significance when onerealises that the present market size is just two million PCs a year! In the last 20years the installed base has barely crossed six million PCs in India.

According to Richard Brown, director for International Marketing at VIAattributes this sudden interest by vendors to the "real growth potential" of the low-cost PC market. "I remember five to seven years ago when the first $1,000 PCappeared (introduced by Compaq), people wondered if the price point was forreal. And since then there has been a continuous push down in the price pointsfor PCs, which is a sign of commoditisation of the industry. For a long time the

industry has resisted moving to lower price points, and now they are actuallyseeing that there is demand in that space and they are buying into it," he says.

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CHANGING TRENDS IN PC MARKET

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

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

The need for the most powerful multimedia computers is increasing.

Linux might gain ground in the government and defence sectors.

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

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

Depreciation period of IT products should be reduced to further boostgrowth.

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

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

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

Unicode will drive PC penetration into rural markets

SME will continue to be a major segment. The industry has standardised on 80 GB HDDs.

\

Trends Expected In 2009

In the future, with more duty cuts expected, analysts believe branded PCplayers will gain further against assembled players. Retail may get arenewed thrust. Observes Raj Saraf, Chairman and Managing Director,

Zenith Computers, We have1300 retail outlets today, which we hope togrow to 15000 by the end of 2009.

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

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

PC MARKET: TOP TRENDS

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

The near panic the industry witnessed in the wake of this terrible time wasreflected in the price slashes and bundling offers anything to kick start stagnatingsales graphs was acceptable. And that took the PC to almost commodity status inIndia.

But then, thats history. And in business, history is not what sells; promisesof a rosier future do. According to industry association MAITs president VinnieMehta, sales have picked up in the JFM quarter, which is traditionally a high salesquarter, and as of now, theyre hoping that this will be a sustained phenomenon inspite of a lacklustre Budget that did almost nothing to push up demand for PCs.

PRICES DO AN ABOUT-TURN

Immediately after this years Budget, most PC vendors said PC prices wouldremain constant, and some even pointed out that prices would rise, thanks toincreasing memory prices. That should be one of the key differentiators betweenlast year and the financial year ahead PC prices are not likely to come down, andin all probability, will actually see marginal rises.

Says Vasu Srinivas of IDC India, While the initial response to the slowdown wasto slash prices, when it began to hurt, PC vendors began to take a profitability

approach. They are now seeking out the more profitable deals and aiming forbetter prices with lower volumes.

Another factor that will contribute to stable prices is the move by the bigdistributors to cut credit periods down the line from 30 to 15 days. This move,coming in the wake of big defaults among IT channels, will discourage speculativeand rash pricing and margin policies that result in price wars the industry can illafford.

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TRIUMPH OF THE MNC BRIGADE

In recent times, one of the most important trends in the Indian PC business is the

sight of MNC vendors turning leaders. Yes, HCL Infosystems, the leader in thedesktop segment, is as Indian as they come, and the companys leadershipposition seems in no immediate danger, but its not insurmountable either.

All it will take is the HP-Compaq deal going through in the United States,and HCL will become No 2 to an MNC behemoth that will then control almostdouble of HCLs market share, which currently stands at 8.6 percent, according toGeorge Paul, head-marketing, HCL Infosystems. While everyone admits that themarket share of MNC brands has gone up, and mostly at the expense of Indianbrands, this issue generates a lot of heat and passionate arguments.

BIG BUYERS MATTER

While the move to B & C class cities attracted attention, the biggest buyers of PCspretty much remained constant, and theyre expected to continue to be thesaviours of the beleaguered PC industry this year too. The honours go to thegovernment both at the Centre and the states, and the banking and financialsector mainly PSU banks. Another segment expected to contribute significantly toPC buying this year is the telecom sector.Retails still in vogue

MOBILE COMPUTING, ANYONE

Mobile computing is also expected to have some effect on the PC market in thecoming year. And in many ways, this may just be the beginning of things to comein the Indian PC market.

OUTLOOK

When will the good times start rolling again? The pundits have differing opinions.

IDC India says the PC industry is expected to grow by 5.1 percent in 2002, andadds that PC buying is expected to revive in 2003, when a growth rate of 20percent is forecasted. Kochhar of Skoch says this year will see some revival,though he warns that heady growth rates will not return without policy measureslike 100 percent depreciation from the government. MAIT is hoping that the slightupturn in the JFM quarter is a portend of things to come, even though it revisedindustry sales projections for 2001-02 downwards from 2.45 million units to 1.65million units.

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DECESION MAKING PROCESS

Decision makers, who are used to depending on their past experiences, mustmake decisions and take actions in the rapidly changing world we face today. Inthis turbulent environment, the ability to successfully view the current situationthrough the traditional "good judgment" viewpoint is weakened through increasingexternal noise (a multitude of information sources on multiple topics) andchanging.

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CUSTOMER RELATIONSHIP MANAGEMENT

(CRM).WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)?

CRM is a term that is often referred to in marketing. However, there is nocomplete agreement upon a single definition. This is because CRM can beconsidered from a number of perspectives. In summary, the three perspectivesare:

1. CRM from the Information Technology Perspective.From the technology perspective, companies often buy into software that

will help to achieve their business goals. For many, CRM is far more than a newsoftware package, the renaming of traditional customer services, or an IT-basedcustomer management system to support sales people. However, IT is vital sinceit underpins CRM, and has the payoffs associated with modern technology, such

as speed, ease of use, power and memory, and so on.

2. CRM from the Customer Life Cycle (CLC) Perspective.The Customer Life Cycle (CLC) has obvious similarities with the Product

Life Cycle (PLC). However, CLC focuses upon the creation of and delivery oflifetime value to the customer i.e. looks at the products of services that customersneed throughout their lives. It is marketing orientated rather than productorientated. Essentially, CLC is a summary of the key stages in a customer'srelationship with an organization.

3. CRM from the Business Strategy Perspective.The Business Strategy perspective has most in common with many of the

lessons and topics contained on this website, and indeed within the field ofmarketing itself. The diagram below shows the Marketing Teacher Model of CRMand Business Strategy. Our model contains three key phases - customeracquisition, customer retention and customerextension, and three contextual factors - marketing orientation, value creation andinnovative IT.

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CRM MODEL

A commonly cited definition of CRM is that of CRM (UK) Ltd (2002), asfollows:

Customer Relationship Management is the establishment, development,maintenance and optimization of long-term mutually valuable relationships betweenconsumers and organizations. The relationship delivers value to customers, andprofits to companies. The relationship is supported (but not driven) by cutting edge

IT. The business strategy is based upon the recruitment, retention and extension ofproducts, services, solutions or experiences to customers. This is the core of CRM.

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SWOT ANALYSIS OF HCL

STRENGTHS:

HCLs strengths are many, to mention a few :

a) Global Presence:

Its collaborations and joint ventures with international companiessuch as Perot System, and partnership with world leaders likeEricsson, Toshiba, Nokia, Oracle and Microsoft, enable it to bringthe best technology available world wide to its consumers.

24 locations in 16 countries.

b) Fast paced and flexible work culture which provides its employeesautonomy to accomplish the task without much pressure from thehigher authorities. Thus, employees are motivated to give their bestto the organization.

c) The core strength of HCL is the talent and innovativeness of itspeople which enables it to provide the right solution at the righttime.

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

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

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

g) Long standing relationship with customers.

h) Pan India support & service infrastructure.

i) Best-value-for-money offerings.

WEAKNESSES:

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

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OPPORTUNITIES:

a) IT industry booming at a rate of 45% every year.b) Increasing consumer awareness about IT and its use.

c) Tremendous untapped potential of IT products in India.d) Increasing competition.e) Tie ups with various MNCs enable to extract their core

competencies.

THREATS:

a) Local assemblers are biggest menace for the company.

b) Entry of MNCs i.e. IBM, Compaq giving direct competition.c) Govt. instability has a long term repercussions affecting companys

policies & its growth.

d) Technological shift as a result of research & development. Daily newtechnologies are emerging.

Concluding the S.W.O.T. analysis in words that prosperity lies ahead forHCL. In order to retain its position as Indias No. 1 IT conglomerate, it has tocome out with the state of art as well as futuristic technologies to its consumerswell before time.

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FINDINGS & LIMITATIONS

Every project has some limitations even the researcher came across some

limitations while working on the project which made the analysis a little

inappropriate at times. Some of the basic limitations faced during the

research are listed below:

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

has been found 55 players was covered in the study.

Most of the research was based on cold calls, so then visited many

places i.e. authorized and local areas and where it had not responded

much.

There was a bias on the part of the respondents.

Companies that were contacted through telephone at times did not give

correct information to the researcher. The IT manager or the person heading the IT Department did not have

the rights to give the authorized official information to people other

then the members of the official itself and the high officials.

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

companies and other authorized and unauthorized areas which affected

the result of the project being done by the researcher.

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SUGGESTIONS & RECOMENDATIONSSUGGESTIONS & RECOMENDATIONS

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

Company executive should visit dealers on regular basis.

They Should pay proper attention towards checking of various components of PC before end user delivery. Otherwise it tends towards defame of brand name incomparison to rivals.

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

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

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

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

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CONCLUSION

Marketing is a very crucial activity in every business organization. Every productproduced within an industry has to be marketed other wise it will remain as unsold stock,which will be of no value. I have realized this fact after completion of my summer trainingproject. Despite of various difficulties and limitations faced during my summer trainingproject on the topic Corporate Selling and Feedback. I have tried my level best tofind out the most relevant information for the organization to complete the assignment thatwas given to me. After completion of my summer training project I have gained severalexperiences in the field or sales marketing. I have got the opportunity to meet various

people, which fluctuate in different situation and time. This summer training project hasgiven me the opportunity to have first experience in the corporate world.

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

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BIBLIOGRAPHYBIBLIOGRAPHY

BOOK

AUTHOR: KOTLER PHILIP

TITLE: MARKETING MANAGEMENT

PLACE OF PUBLICATION: DELHI

PUBLISHER: TATA MC GRAW HILLSPUBLISHING CO. LTD

MAGAZINES / JOURNALS / NEWSPAPERS

Business World

Business Today

The Financial Express

The Times of India

The Hindu

WEBSITES :

www.hcl.in

www.indiainfoline.com

www.google.co.in

www.hp.com

www.saharacomputer.com

www.acer.com

www.dell.com

www.ibm.com

www.hclinfosystem.in

www.altavista.com

www.khoj.com

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ANNEXURE

QUESTIONNAIREName ____________________________________

Designation ____________________________________

Address ____________________________________

Contact No. ____________________________________

1. Do you use computers for your business purpose?a.) Yes

b.) No

2. What type of computers do you use?a.) Branded

b.) Assembled

3. What brand computers do you use?a.) HP

b.) HCLc.) acerd.) Others

4. What is the number of installed desktops?a.)


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c.) 50-75d.) 75-200e.) 200-500

5. What is the number of used servers?a.) 1

b.) 2c.) 3-5d.) >5

6. What is the number of installed laptops?a.) 1-5

b.) 5-15c.) 15-30d.) >30

7. What is the brand used for laptops?a.) HCL

b.) Toshibac.) Lennovod.) Others

8. Do you have AMC?

a.) Yesb.) No

9. What type of company is having the AMC?a.) Regional office of the company

b.) Any other local player

10.Are you facing any problem with current used product line?a.) Yes

b.) Noc.) Not yet

11. How do you find the HCL products?

a.) OKb.) Goodc.) Satisfactory

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d.) Outstandinge.) Not tried yet

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

a.) Yesb.) No

mt ii -final report

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