hcl info system summer internship project report

8/4/2019 Hcl Info System Summer Internship Project Report

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SUMMER INTERNSHIP PROJECT REPORT

Corporate Selling & Feedback for HCL Infosystem

SUBMITTED TO:

CH institute of management & communication

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

Management)

SUBMITTED BY

Jyoti shahi

UNDER THE GUIDANCE OF

Mr. ram ajmera Mr.Kripa Shankar gautam

mentor

CHIMC INDORE COMPANY GUIDE

HCL infosis


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TABLE OF CONTENTS:

S.N. Title

2 Executive Summary3 Literature Review

4 Scope Of The Study

5 Objective Of The Study

6 Research Methodology

7 Data Analysis & Graphical Interpretation

8 Major Players In The Market

9 Competitors Of HCL

10 Role Of Advertisement

11 Marketing Strategies12 Future Scope

13 Management Hierarchy

14 Key Partnership

15 Market Share

16 Marketing & Selling Strategies

17 Changing Trends

18 Decision Making Process

19 CRM20 SWOT Analysis

21 Findings & Limitations

22 Suggestions & Recommendation

23 Conclusion

24 Bibliography25 Annexure - Questionnaire


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ACKNOWLEDGEMENT

Industrial training is an integral part of any post graduate diploma

program and for that purpose I had joined a company what else can be

as good as HCL Infosystems Ltd, Indias premier information enabling

company .

I take the opportunity to express my gratitude to all of them who in

some or other way helped me to accomplish this challenging project in

HCL Infosystems Ltd . No amount of written expression is sufficient to

show this my deepest sense of gratitude to them.

I thank my Institute who has given me an opportunity to show my skills. I

also thank all my nearer and dearer ones without whose support this

project would not been possible.

I would like to thank Mr. kripa Shankar gautam, who allow me to do this proje ct

in HCL.I would like to thank Mr. Sumeet Maru CEO, CHIMC ,Indore , for providing

me the opportunity to have such a good experience of an internship program and

of course my faculty guide Prof. Ram ajmera the guiding source of light in this

vast journey of learning experience while doing the project that really made melearn the real application and management principles of the project. His continuous

advice has really transformed me into a much mature personality. their everlasting

support and guidance on the ground of which I have acquired a new field of

knowledge. The course structure created for this curriculum has benefited with the

inclusion of recent development in the organizational and managerial aspects.


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PREFACE

Modern organizations are highly complex and dynamic systems. They operate under

very turbulent social economic and political environment. They are required to reconcile

several incompatible goals. Conflicting roles and divergent interest they are also fraughtwith the use risk and uncertainties, hence tactful management of such organization to

plan to execute guide, coordination and control the performance of people to achieve

predetermined goals. Management has to keep the organization vibrant moving and in

equilibrium. It has to achieve goal which themselves are changing it is therefore a problem

highly complex and ticklish.

The marketing research is the process which links to manufacture, dealers and

individuals through information in important part of curriculum of Post Graduate

Diploma in Management, programme is project taken by the students in any businessorganization, after completion of third trimester of the programme.The objective of this

project is to enable the students to understand the application of the academics in the

real business life. I am fully confident that this project will be extremely useful to the

management.


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CEOs certificate

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

CHIMC Indore and is presently pursuing a Post GraduateProgram in Management.

Under my guidance, he has submitted his project report titled

Corporate Selling & Feedback for HCL infosis in partial fulfillment

of the requirement for the summer internship project during

the Post Graduate Program in Management.

This report has not been previously submitted as part of any

other degree or diploma of another Business School or

University.

MR.SUMEET MARU

CEO, CHIMC INDORE


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COMPANY PROFILE

The HCL Family

At HCL, people are not just employees but family. So, like an important

member of the family should, you get endless freedom to experiment, unlimited

empowerment to execute your dreams and the rare opportunity to be an

entrepreneur.

HCL Infosystems is the progenitor of the HCL Group and is known as the

Entrepreneurial Incubator in the Indian IT industry. We believe in empowering

people to help achieve their goals - goals that are achieved by the coming together of

talent and innovation, powered by ownership and freedom to experiment, leading

to tremendous growth and gains for the individual and the organization. We pride

ourselves in being a pioneer in creating the Indian IT Industry, by pioneering the

creation of the people for the industry.

Our HR philosophy is beyond HR Practices and Systems, where we areceaselessly creating the HCL Family, whose DNA is Pride, Passion, Performance and

People, with an inexhaustible Spirit of Entrepreneurship.

Who do we look for?

Our objective has always been to acquire quality people and groo m them to become

entrepreneurial Leaders. HCLites are people who take pride in continually doing better

than their best; people with a passion to succeed; people who have a fire within toperform and realize results.People who want to WIN (W -Work hard, I- innovate

and N-never giver up).

Why HCL?

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

We are one of the few IT companies in India that provide a lifetimecomprehensive career plan. At HCL, we look at the strengths of a person and

accordingly assign future job roles to match those. People can chart their own

career options of Entrepreneur or Manager or Technocrat. HCL provides an opencanvas of opportunities for each individual, which is how 90% of our top

management is from campus (people who joined us as trainees straight from

campus).

Be an Entrepreneur - An organization with a large number of recruitments

from campuses all across India, creating entrepreneurs from and for HCL. Endless growth opportunities in an open and entrepreneurial environment


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where your team mates and manager become your best friends.

A company where the diversity of 360+ locations, languages and cultures

blend seamlessly into a challenging work ethos of the HCL Culture that

fosters excellence, recognizing and rewarding performance.

A career with diverse, rewarding & challenging assignments everyday...with

the freedom to create, articulate new ideas, collaborate with the sharpest

minds and truly realize your potential.

Learn

HCL training facility in the city of Hyderabad is spread over a sprawling 16 acreswith

Residential facility to accommodate165 employees at the same time in training.Equipped with class rooms, labs, canteen, a recreation centre and dedicated faculty

with vast experience in the IT industry, we conduct over 25000 man days of internal

classroom training every year.

Classroom trainings are further complimented through Enable Leadership Enrichment

and Development - which provides a comprehensive automated learning tool to

each employee through various online learning options.

360 Degree Feedback for a holistic quality improvement and individual

development plans.

Learn from Leaders who have a three decade rich history of

inventions and innovations.

Grow iPerform, our online Performance Management System tracks

result achieved through daily to weekly to monthly to quarterly review systemfor Career Planning and Position planning.

Mindia TechXperts, a fast-track career growth programme identifies and

groom young engineers for leadership positions in a short period of 18 months.

We continue to promote Indian traditions and recognize talent indiverse areas, through he much acclaimed HCL Concert Series - a

tribute to excellence in human endeavor.

80% of our top management today is people who joined straightfrom campus


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Own

Pioneer in IT industry for ESOP started in 80s.

Profit Sharing Scheme since 1997 for all employees.

HCL One Quarterly Awards Night is a gala celebration every quarter when the

HCL family gets together to celebrate achievements of individual and team

performances. Bottom up communication channels providing opportunities for employee opinion. HCL Towers - Houses for our employees.

Culture at HCL

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

processes.

(A)Diversity and Inclusion

HCL strives to attract and retain the best talent and provide an

environment where each individual is given the opportunity to build arewarding career. With offices in more than 300+ locations, we employ adiverse group of people from different backgrounds, yet all connected by

a common sense of the HCL culture. We value the uniqueness of eachindividual, relying on the diversity to drive our innovation, growth and

performance.

(B) HCLs Community Involvement

Recognizing the important role of business in society, HCL supports andencourages the active involvement of its people in communityvolunteer initiatives. Employee volunteering programmes at HCL enable

you to do much more than routine work through active participation invarious causes.


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Job Openings

HCL Infosystems - An ocean of possibilities! Want to explore the possibilities? Check

out the following profiles:

Account Manager

Account Executive

Job oriented Trainings

Customized to the industry requirements our educational services are focusedtowards technologies related to IT Infrastructure and IT Sales. The two offerings of

HCL Education are as follows:

1. HCLs Job Oriented Training Program in IT Infrastructure Technologies

This one year programme for bright Engineering Graduates, provides hi-tech

training in the stream of Computer Networks, Network Operating Systems,

Security and other IT Infrastructure Services. The programme involves a class room

training followed by On Job Training (with stipend as applicable) at various offices of

HCL. On successfully completion of the programme, candidate would receivea certificate by HCL Training recognizing the candidate as a HCL Certified IT

Infrastructure Engineer- a rare breed of individuals who are accepted by the Indian IT

industry as trained professionals in their field of IT work.

2. HCLs Sales & Marketing Training Program

A unique Program for fresh Engineering and Science Graduates who have a

passion to achieve. This is a year long program with 3 -4 weeks of exhaustiveinstructor led training conducted by experienced HCL professionals, followed by 11

months of Sales Experience (With Stipend as applicable) at any of HCL offices. Thefocus is to groom candidates into a new breed of technocrats who are smart business

developers who have the right blend of technical know-how. Candidates also have the

advantage of being nominated for a company sponsored Executive ManagementProgramme with a reputed Management Institute


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Meet our people

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

your potential colleagues.

APS BEDI

A vivacious Punjabi at heart, Amanpreet Singh Bedi has spent 22 years in HCL

and now is fondly known by all as APS. He remembers well the morning of 07 July

1986 when he began his journey with HCL as Customer Engineer trainee.

Today he feels satisfied that his efforts have been recognized and rewarded.

He feels content to be part of HCL and cherishes every moment he has spent here.

HCL has given me the freedom to work, be creative and develop myentrepreneurial skills.

MILIND DESHPANDE

A very cool and calm person, Milind has handled diversified jobs with utmost

ease, in the last 23years with HCL. Comedy movies are his craze; he watches

any movie that can make him laugh and enjoys every moment. No wonder he is

considered jovial and approachable by his colleagues. His feel this 23yearsold journey with HCL has changed his whole personality.

The empowerment and independence to take decisions given by this company,

has instilled in me confidence and pride in calling myself an HCLite


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History

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

Year Highlights

1976Foundation of the Company laid

Introduces microcomputer-based programmable calculatorswith wide acceptance in the scientific / education community

1977Launch of the first microcomputer -based computer with a

ROM.

Based Basic interpreter.

Unavailability of programming skill with customer result inHCL developing bespoke applications for their customers.

1978Initiation of application development in diverse segments such

as textiles, sugar ,paper, cement, transport.

1980Formation of Far East Computers Ltd. a pioneer in the

Singapore IT market, for SI(System Integration) solution.

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

1983 HCL launches an aggressive advertisement campaign with thetheme `even a typist can operate` to make the usage of

computers popular in the SME (Small & Medium

Enterprises) segment. This proposition involved

menu-based application for the first time, to increase

ease of operations. The response to the advertisementwas phenomenal.

HCL develops special program generators to speed up the

development of application.


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1985 Bank trade unions allow computerization in banks. However, acomputer can only run one application such as

Saving Bank, Current account, loans etc

HCL sets up core team to develop the required software-

ALPM(Advanced Ledger Posting Machines). The team uses

reusable code to reduce development efforts and

produce more reliable code.HCL designs and launches Unix -based computers and IBM

PC dons.

HCL promotes 3rd

party PC application nationally.

1986 Zonal offices of banks and general insurance companies adpotcomputerization.

Purchase specification demand the availability of RDBMS

products on the supplied (Unify,Orade).HCL arranges

for such products to be ported to its platform.HCL assists customers to migrate from flat-file based systems

to RDBMS.

1991 HCL enters into a joint venture with Hewlett PackardHP assists HCL to introduce new services:Systems

Integration ,IT consulting, packaged support services

(basisline, teamline)

HCL establishes a Response Centre for HP

products, which is connected to the HP Response

Centre in Singapore.

There is a vertical segment focus on Telecom

,Manufacturing and Financial Services.

1994 HCL acqires and exectes the first offshore project from IBM

Thailand

HCL sets up core group to define software developmentmethodolagies.

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


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Begins Help desk services.

1996 Sets up the STP (Software Technology Park) at Chennai toexecute software projects for international customers.

Becomes national integration partner for SAP.

1997Chennai and Coimbatore development facilities get ISO 9001Certification

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

1999 Acquires and sets up fully owned subsidiaries in USAand UK.Sets up fully owned subsidiary in Australia.

HCL ties up with Broadvision as an integration partner.

2000 Sets up fully owned subsidiary in AustraliaChennai and Coimbatore development facilities get SET level 4

certification.

Bags Award for Top PC Vendor In India.

Becomes the 1st IT Compnny to be recommended for latest

version of ISO 9001:2000.

Bags MAIT,s Award for Business Excellcnces.

Rated as No. 1 IT Group in India.

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

2001.

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

Distribution Agreement.

2003 Became the first vendor to register sales of 50.000 PCs in aquarter.

First Indian company to be numero uno in the commercial PC

market.

Enters into partnershipn with AMD.

Launched Home PC for Rs 19.999


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HCL Infosystems Info Structure Services Division received

ISO 9001:2000 certification.

Launches Infiniti mobile Desktps on Intel Platform.

Launched Infiniti PCs,Workstations & Servers on AMDplatform.

2004 1st to announce PC price cut in India ,post duty reduction ,offersEzeebee at Rs.17,990.

IDC India-DQ Customer Satisfaction Audit rates HCL as No.1

Brand in Desktop PCs.

Maintains No. 1 position in the Desktop PC segment for year

2003.

Enters into partnership with Port Wise to support & distribute

security& VPN solution in India.

Partners with Microsoft & Intel to launch Beanstalk Neo PC.

Becomes the 1st

companyn to cross 1 lac unit milestone in theIndia Desktop PC market.

Launched RP2 systems to overcome power problem for PC

users.

Registers a market share of 13.7% to become No.1 Desktop PC

company for year 2004.

Crosses the landmark of $1 billon in revenue in just month.

2005 Launch of HCL PC for India, a fully functional PC priced atRs.9,990.

Rated as the no.1 Desktop PC company by IDC India -Dataquest.

Best Empolye 2005 with five star rating by IDC India -

Dataquest..

IT Hardware Category by The Economic Time -awata Global

Connect.

7th IETE -Corporate Award 2005 for performance excellence

in the field of Company &Telecommunication Systems by

IETE.

Best Bhoomi Brand 2005by 360 magazine:

1. In the PC category.2. In the LCD Moitor categary.

India ,s No.1 vendor for sales of A3 size Toshiba Multi

2006 75,000+machines produced in a single month.HCL Infosystem in partnership with Toshiba its retail presence


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in India by unveiling shop Toshiba.

HCL Infosystem & Nokia announce a long teamdistribution

strategy.

IDBI selects HCL as SI partner for 100 branches ICT

infrastructure rollout

HCL Infosystems showcases computer Solution for the Rural

market in india.HCL From a strategic Partnership with APPLE to provide

Sales &Services Support for IPods in India.

HCLr Infosystem sustains its commercial Desktop PC

leadership for the fifth consecutive year.

HCL Infosystem rated as number one Desktop PC Company by

IDC, Sixth year successively.

HCL launches trusted ICT infrastructure platform for the

BPO -IteS segment.

HCL launches Indias first High Performance Enterprise Server

Platforms Powered by dual core Intel inanium.HCL completes 30 years in India.

HCL in association with The Music Academy, Madras brings

HCL Concert Series to Chennai City.

Enters into partnership with Casio.

2007 HCL introduces eco-efficient Notebook PCs Company withRoHS directive.

HCL unveils initiative to create industry ready ICTprofessionala- launcges HCL career development centers.

Kodak and HCL ink agreement to distribute digiter cameres in

india.

HCL LAUNCHS Indias first multilingual POS printers HCLSTAR-tsp700, Designed exclusively for thye needs of rural

retailers.

Launches a new range of eco-efficient desktop PCs, with RoHS

directive.

HCL launches NETMAX, suite of networking products and

solutions expands its portfolion for emergine enterprises.HCL announces launch of its workstation 2008 series for

MCAD and DCC professionala.

2008 HCL unveils that e future of personal computer Launches nextgenerating, ultra portable, sub 14000/laptop Milled series for the

first time in India.


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HCL strengthens its BPSI system Integration Portfolio-

Acquires a niche banging Software Product Company.

EXECUTIVE SUMMARY

HCL Infosystems, Indias premier information enabling and integration has

received the ISO 9001:2000 certified specifies requirement for a quality management

system where an organization needs to demonstrate its ability provide product and service that meets customer and applicable regulatory requirements.

ISO 9001:2000 also aims to enhance customer satisfaction through the effective

application of the system, including process for continual improvement of the

systems and the assurance of conformity to customer and applicable regulatory

requirements.

The menu of HCL Infosys global services broadly covers IT consulting and professional

services in the area of vertical applications, technology, ERP implementation and

software development. This also includes a complete portfolio of systems and network

service for development. This also includes a compete portfolio of systems and network

service for facilities management, helpdesks, systems supports and network and internet

implementation.

HCL insys global customer include Samsung, Government of Singapore and AMAL

insurance Jurong port Singapore an d Malaysians BSN commercial bank, SIA, DBS bank,

May bank life assurance charted semiconductors.

HCL Insys chosen platform of total technology integration lends itself to some very

significant alliances with the global leaders. Among its partner are HP for high end

AISCE/UNIX services and workstation and HP open view network management solution;

Intel for PC and PC server building block Microsoft novell and SCOag SOLUTION. Red

hat, Linux, Samsung, Pivota for CRM solution and ORACLE Sys. base and Information for


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RDBMS platform.

Today the company has aligned its operation into five entities that offer seamless linkage

for the customers seeking entry into the wired world through total the Integration solution and

services.

HCL Infosystems focuses on the ever-growing segment in imaging, Telecom and

Communication products solution and services. Now it has an exclusive sale and support

partnership with Toshiba Corporation, Japan for sales and services of its imaging and

photocopier products. HCL Infosystems products portfolio covers a range of other office

automation and communication products through alliances with world leaders. The

Management network service offering for corporate include VPNs, ASP

offering, CO Location hosting, CDNs, security corporate internet telephony

solution, technical and consumer help desks, 24/7 network operating centre monitoring

and a host of value added networking services. Consumer services include dialup

PSTN/ISDN Internet access, Valufon calling cards and Voip telephony devices.

LITRATURE REVIEW

Doing training was really an opportunity before me when I could convert my

theoretical knowledge into practical and of real world type. Fortunately, the

company I got is a true follower of the various principle of management and also

one of the leading companies in its segment of the industry. The working

environment that I was being provided was extraordinary and helped me a lot in

delivering my work properly and with of mine. HCL Infosystems Ltd. Is one of the

renowned names in the Software and Hardware sector of computer industry?

The graph of sales of these respective product lines is the best in the industry as compared

to their competitors. I did my summer training project at HCL Infosystems Ltd.

Noida where I found all the professionals are very much commited to their work as

well as they were all professionals enough. This helped me a lot in getting a good deal of

exposure. As I had to consult the channel partners, I felt in the beginning in a bit

problem. But the cooperation of my superiors at the work induced confidence in me

to deal with my problems whenever they came.

Born in1976,HCL has a 3 decade rich history of inventions and innovation. In 1978, HCL

developed the first indigenous micro-computer at the same time as Apple and 3 years before

IBMs PC. During this period India was a black box to the Indian computer industry. The

80s saw HCL developing know how in many other technologies. HCLs in depth

knowledge of UNIX led to the development of a fine grained-processor UNIX in 1988, three

years ahead of Sun and HP.


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HCLs R&D was spun off as HCL Technologies in 1997 to mark their advent into the

software services arena. During the last eight years HCL has strengthened its processes

and applied its know how developed over 28 years into multiple practices- semi-conductor,

operating systems, automobile, avionics, biomedical engineering, wireless, telecom

technologies and many more.

Today, HCL sells more PCs in India than any other brand runs Northern Irelands largest

BPO operation and manages the network for Asias stock exchange network apart

from designing zero visibility landing systems to the worlds most popular airplane.

Today, HCL sells more PCs in India than any other brand runs Northern Irelands largest

BPO operation, and manages the network for Asias largest stock exchange network apart

from designing zero visibility landing systems to land the worlds most popular airplane.

HCL Infosystems Ltd. Is one of the pioneers in the Indian IT market, with its origin in 1976.

For over quarter of a century, we have developed and implemented solutions for multiple

markets, across a range of technologies in India. We have been in the forefront in

introducing new technologies and solutions.

In the early 70s a group of young and ambitious technocrats embarked upon a venture that

would make their vision of IT revolution in India a reality. Shiv nadir and five of his

colleagues got together and 1875 set up a new company MICROCOMP to start with

they started to capitalize on their marketing skills. MICROCOMP marketed calculators and

with in a few month of starting operation the company was out selling its major competitors.

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

lacks.

SCOPE OF THE STUDY

Vision Statement

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

to the masses through sustained excellence.

Mission Statement


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

reducing the BR cycle, inventory levels, wastage.

Quality Policy Statement

We shall deliver defect- free products, services and solution to meet the

requirements of our external and internal customers the first time, every time

Objective of The Study

Management Objective

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

attaining defined objectives.

People Objective

To help HCL Infosystems people share in the companys success, which they make

possible; to provide job security based on their performance; to recognize their individual

achievements and to help them gain of satisfaction and accomplishment from their work.

Core Values

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

Research methodology

RESEARCH PROBLEM

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

companies.

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

order to expand and retain its market share


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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 COLLECTIONThe researcher collected information through the official websites, magazines and

journals.

DEVELOPED THE RESEARCH FRAME:

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

based. The research frame included:

NATURE OF STUDY

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

DATA SOURCE:

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

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

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

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

INSTRUMENT USED


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

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

researcher and Schedule was provided by the compan y in which the researcher did its

research report.

SAMPLE SIZE

Sample size for the research is fixed. It counts to55. That is the HCL companies and

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

DATA AN ALYSIS & GRAPHICAL DATA

INTERPRETATIOIN

SAMPLE SIZE: 55

1. Whicht type of computers do you use?

a) Branded

b) Assembled


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B

l

t t t l t t l t t t

t i i l t t l t tt t t i it t lit i i i

i t

C

C R

t

B t l

C

t

24

31

Interested in demo

Not interested in

demo


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Thi ti howed that HC i among the top used brands. Major part underthe

pie-chart goes to HC . So HC should continue making efforts to attract new market andsustain the existing market.

3. Whatis the number ofinstalled desktops?

a)


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

So it can be inferred thatthe main target marketis which lies in the middle

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

4. Whatis the number of used servers?

a. 1

b. 2

c. 3-5

d. >5

Servers used Total Nos.

1 10

2 11

3-5 21

>5 13

19

1

11

3 1

< 15

15-5

5

-7575-

-5


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F

rom this observation, it was concluded that numbers of servers were directlyproportionalto the number of desktops used.

5. Whatis the number ofinstalled laptops?

a.) 1-5

b.) 5-15

c.) 15-30

d.) >30

Number oflaptops Total Nos.

1-5 20

5-15 22

15-30 8

>30 5

10

11

1

13

1

03-May

>!


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

area can be focused.

6. Whatis the brand used forlaptops?

e.) HC

f.) Toshiba

g.) Lenovo

h.) Others

Laptops brand Total Nos.

HCL 11

Toshi ba 19

Lenovo 13

Others 12

24

31

Interested in demo

Not interested in demo


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

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

7. Do you have AMC?

i.) Yes

j.) No

Total Nos.Company place having AMC 30

Company place not having

AMC

25

11

19

13

12

HCL

Toshiba

Lenovo

Others


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According to above graphical data interpretation, thatis the mostimportant places wherecomputer has been used and it has been observation and showed thatless than 60%

hospitals have their AMCs. This area can also be considered.

11. How do you find the HCL products?

a.) OK

b.) Good

c.) Satisfactory

d.) Outstanding

e.) Nottried yet

Reaction about HCL products Total Nos.

OK 3

Good 12

Satisfactory 19

Outstanding 7

Nottried yet 10

24

31Interested in demo



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

products and services provided. Very few have nottried yet HCL on a business scale, but most

ofthem have an experience about HCL.

12. Do you wantto know more about HCL products?

a.)Yes

b.)No

Wanted knowledge about HCL Total Nos.

Yes 42

No 13

3

12

1"

7

10

OK

Good

Satisfactory

Outstanding

Not tried yet


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Thatthe above graph shows thatthe observation and the most ofthe people are interested

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

13. Do you require demo for any product?

a.)Yes

b.)No

Total Nos.

Interested in demo 24

Notinterested in demo 31

42

13

Yes

No


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

Major players i the market

y Hcly Accery Lenovoy Sonyy Delly TosibayHp-compaq

ROLE OF ADVERT EME T

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

Now a day we see that each and every company endorsing brand ambassadors so that to

attract customers and make their customer base more & more. IBM has signed Saif Ali

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Interested in demo



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Khan to endorse his products Shahrukh khan was endorsed by compaq so that more & more

computes can be sold out.

Indian PC Market to Show Double Growth than the World

PC market in India will likely grow at 20%, almost double of global PC market this year,

as per Gartner, the research firm. However, the growth in Indian PC market will be fivepercentage-points lower in comparison to what it was last year (2006).

Gartner forecasts that PC makers will ship 255.7 million units worldwide

this year, a 10.5% increase from 2006. Revenue, on the other hand, is projected to

increase only 4.6% to US$213.7 billion, as average selling prices continue to drop.

In 2007, worldwide shipments of PCs are expected to increase 10.5% from

last year to reach 255.7 Million units. On the other hand, the revenues are

anticipated to grow just 4.6% and reach US$ 213.7 Billion with continuous decline inaverage selling prices. Emerging markets will play a key role in this growth.

Emerging markets and mobile PCs will continue to provide growth.

However, falling average selling prices (ASPs), slowing replacement activity, and

further declines in mature market desk-based PC shipments will keep PC vendors

under pressure to rationalize their operations or exit the market, as per George

Shiffler, research director with Client Platforms Markets Group of GartnerDataquest. The statement appeared in IndiaTimes Infotech on March 21, 2007.

As said by IDC, PC shipments in India increased 25% in 2006. The consumer and

the SMB segments will be the major drivers of the Indian market. High demand for

mobile PCs bolstered the growth, overtaking sales in the deskbased segment. In addition,

with a greater focus given to e-governance, the government spend is expected to propel

the market further, said Gartner Indias principal analyst, Diptarup Chakraborti while

commenting on Indian market. IndiaTimes Infotech published this statement on March 21,

2007.

As per the RNCOS report Portable Electronics Market Worldwide (2006) , a

fundamental move toward mobile computing going on in the market is Making significant

contribution to the top line growth.

Marketing Strategies of Each company to attract Customers

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


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revenues and also customer base.Pent-up demand, attractive price points and economic

stability propelled PC growth. PCs are acting as entertainment centers with TV

functionality, supported by the digital sound experience and large screen displays

Some of the Strategies They Are Playing

Vista and Office 2007 hit the market Microsoft has opened the doors for consumers toPurchase its latest Operating System, Windows Vista and Office 2007 with a grand launchacross 70 countries. Microsoft released the latest version of its operating system Windows

Vista and Office 2007 for corporate customers in November 2006. Now it haslaunched the software for the masses, i.e. non corporate consumers. The consumer

launch took place on 30th January across 70 countries. Windows Vista is the first majorWindows launch by Microsoft since the launch of Windows XP in 2001.

These products are launched to wow customers with features like enhanced

security, better search, improved parental control and an all new interface.

According to Ravi Venkatesan, Chairman, Microsoft India, This is the launch of

the decade for Microsoft and the biggest for us in India, with the design of this

product we have dealt with the security issues. In India, OEMs including HCL,

HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible PCs.

Windows Vista and Office 2007 will be made available to the public in several editions.

The consumer editions are Windows Vista Ultimate, Windows Vista Home Premium,

Windows Vista Home Basic and Windows Vista Starter. Vista is being shipped in 18

languages including Hindi. Extending the Indian language support, Microsoft will have

13 more Indian languages including Telugu and Marathi and support for these is expected by

early 2008. Office 2007 comes in two consumer editions-Office Home & Student 2007 and

Office Basic 2007.

Marketing & selling strategy

REVISITING THE LOW-COST PC MARKET

A computer at nearly one-third of current prices is a dream for most Indians. And yet,

buyers are not holding their breath for these devices. For experience has proved that


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expectations are seldom met. However, this time around, those propagating low -cost

computing solutions have taken a different route. Chris Ann Fichardo elaborates on the

difference.

The buzz is in the air again. PC manufacturers are excited. Users are expectant.

Even institutions like the IITs are enthusiastic. The reason: Indias dream of an

affordable PC (priced below Rs 10,000) is ready to hit the market. For nearly a decade this

dream has struggled to become a reality. India Inc. has made many noteworthy attempts in

the past to introduce low-cost computing solutions, but in vain. Be it Wipros Janata

PC, iNabling Technologies e-mail device, iStation, or the much-talked about handheld

device, the Simputerall brilliant concepts that have not quite made it commercially yet.

The company netcore is doing groundbreaking work to make possible the Rs 5,000 PC

(5KPC), says that if the price point of a PC comes down between Rs 5,000 to 10,000 per

user, India has the ability to absorb 10-20 million PCs a year for the next several years.

This potential gains further significance when one realizes that the present market size

is just two million PCs a year! In the last 20 years the installed base has barely crossed six

million PCs in India.

According to Richard Brown, director for International Marketin g at VIA attributes this

sudden interest by vendors to the "real growth potential" of the lowcost PC market."I

remember five to seven years ago when the first $1,000 PC appeared (introduced by

Compaq), people wondered if the price point was for real. And since then there has been a

continuous push down in the price points for PCs, which is a sign of commoditization of

the industry. For a long time the industry has resisted moving to lower price points, and

now they are actually seeing that there is demand in that space and they are buying into it,"

he says.

CHANGING TRENDS IN PC MARKET


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

Consumers are shifting their focus of PC computing from an average system toone 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 defen ce 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 boost

growth.

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 standardized on 80 GB HDDs.

Trends Expected In 2009


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y In the future, with more duty cuts expected, analysts believe branded PC playersgain further against assembled players. Retail may get a renewed thrust.

Observes Raj Saraf, Chairman and Managing Director, Zenith Computers, We

have1300 retail outlets today, which we hope to grow to 15000 by the end of 2009.

y While vendors are bundling in Linux to bring down costs, analysts see desktopLinux confined to the government and education sector. Linux on the desktop is

unlikely to make inroads in the enterprise. Prices of computers have been falling

rapidly, but vendors do not think prices of PCs will fall significantly in 2009.

y While 2007 saw strong demand emerging from select sectors such as thegovernment and BPO outfits, 2008 could be relatively flat as most BPO firms are in

the process of consolidation and not growth.

PC MARKET: TOP TRENDS

PC market revival may happen in second half of this year. Post-Budget PC

prices will remain constant or rise marginally. Indian brands will survive, but they

need to decide on an unambiguous competitive pitch. Thrust into the B & C class

towns will be aggressive, by Indian and MNC players alike. The notebook market

will show significant gains in 2002-03. If you want to know what the future holds

for the Indian PC industry, the one fact you cannot afford to ignore is the current

slowdown not just falling growth, or a gentle trough, but th e horrible spectre of

negative growth.

WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)?

CRM is a term that is often referred to in marketing. However, there is no

complete agreement upon a single definition. This is because CRM can beconsidered from a number of perspectives. In summary, the three perspectives are:

1. CRM from the Information Technology Perspective.

From the technology perspective, companies often buy into software that will help to

achieve their business goals. For many, CRM is far more than a new software package,

the renaming of traditional customer services, or an IT -based customer management

system to support sales people. However, IT is vital since it underpins CRM, and has the

payoffs associated with modern technology, such as speed, ease of use, power and memory,

and so on.

2. CRM from the Customer Life Cycle (CLC) Perspective.The Customer Life Cycle (CLC) has obvious similarities with the Product Life Cycle(PLC). However, CLC focuses upon the creation of and delivery of lifetime value tothe customer i.e. looks at the products of services that customers need throughout theirlives. It is marketing orientated rather than product orientated. Essentially, CLC isa summary of the key stages in a customer's relationship with an organization.

3. CRM from the Business Strategy Perspective.


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The Business Strategy perspective has most in common with many of the lessons andtopics contained on this website, and indeed within the field of marketing itself. The

diagram below shows the Marketing Teacher Model of CRM and Business Strategy. Our

model contains three key phases - customer acquisition, customer retention and

customer extension, and three contextual factors - marketing orientation, value creation

and innovative IT.

Swot analysis of hcl

STRENGTHS:


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HCLs strengths are many, to mention a few:

a)Global Presence:

Its collaborations and joint ventures with international companies such as Perot

System, and partnership with world leaders like Ericsson, Toshiba, Nokia, Oracle

and Microsoft, enable it to bring the best technology available world wide to itsconsumers.

24 locations in 16 countries.

b) Fast paced and flexible work culture which provides its employees autonomy toaccomplish the task without much pressure from the higher authorities. Thus,

employees are motivated to give their best to the organization.c) The core strength of HCL is the talent and innovativeness of its people which enables it to

provide the right solution at the right time.

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

network.e) Its pool of competencies : Hardware, Software, Training, Networking, Telecom andSystem Integration.

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

g) Long standing relationship with customers.

h) Pan India support & service infrastructure.

i) Best-value-for-money offerings.

WEAKNESSES:

a) After sales service.

b) Less promotional campaigns.

OPPORTUNITIES:

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

b) Increasing consumer awareness about IT and its use.

c) Tremendous untapped potential of IT products in India.

d) Increasing competition.

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

THREATS:

a) Local assemblers are biggest menace for the company.

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


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c) Govt. instability has a long term repercussions affecting companys policies & it growth.

d) Technological shift as a result of research & development. Daily new technologies

are emerging.

Concluding the S.W.O.T. analysis in words that prosperity lies ahead for HCL. In order

to retain its position as Indias No. 1 IT conglomerate, it has to come out with the state ofart as well as futuristic technologies to its consumers well before time

FINDINGS & LIMITATIONS

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

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


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

y Only limited number of authorized, companies and other areas where it hasbeen found 55 players was covered in the study.

y Most of the research was based on cold calls, so then visited many places i.e. authorizedand local areas and where it had not responded much.

y There was a bias on the part of the respondents.y Companies that were contacted through telephone at times did not give

correct information to the researcher.

y The IT manager or the person heading the IT Department did not have the rights togive the authorized official information to people other then the members of the

official itself and the high officials.

y At times there was a problem of non response from the hospitals, companies and otherauthorized and unauthorized areas which affected the result of the project being done by

the researcher.

Suggestion and recommendation

y HCL is having large number of channel partners but it is not supporting &taking care all of them equally which results in increasing discontentment

among new channel partners because its not possible for company to support all

of them equally. Company should take some positive action against it.

y Company executive should visit dealers on regular basis.


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y They should pay proper attention towards checking of various components ofPC before end user delivery. Otherwise it tends towards defame of brand name in

comparison to rivals.

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

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

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

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

Conclusion

Marketing is a very crucial activity in every business organization. Every product

produced within an industry has to be marketed other wise it will remain as unsold stock,


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which will be of no value. I have realized this fact after completion of my summer

training project. Despite of various difficulties and limitations faced during my summer

training project on the topic Corporate Selling and Feedback . I have tried my level

best to find out the most relevant information for the organization to complete the assignment

that was given to me. After completion of my summer training project I have gained several

experiences in the field or sales marketing. I have got the opportunity to meet various

people, which fluctuate in different situation and time. This summer training project has

given me the opportunity to have first experience in the corporate world.

Theoretical knowledge of a person remains dormant until it is used and tested in the

practical life. The training has given to me the chance to apply my theoretical knowledge that

I have acquired in my classroom to the real business world. I have completed my summer

training project in which are involved in its successful completion. In spite of few

limitations and hindrance in the summer training project I found that the work was a

challenge and fruitful. It gives enough knowledge about the computers market and the

distribution process undertaken by an organization. This summer training project has enabledmy capability in order to manage business effectively and in my career in future.

hcl info system summer internship project report

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