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Summer Training Project ReportON
SALES & PROMOTIONAL ACTIVITIES FOR HOME PC’S
AND
LEAPTOP OF HCL INFOSYSTEM LIMITED
Submitted in partial fulfillment for the award of Master of Business Administration(Annamalai University, Chennai)
2008-2010
Under The Guidance
MR. AMIT KUMARRegional Sales Manager
Submitted By
SHANKAR LALMBA-1ST YEAR
ENROLMENT NO. 4740800090
THE NIS ACADEMY, AJMER (RAJ.)(Affiliated To Annamalai University)
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PREFACE
In this era fast and unpredictable changes in every sphere of human existence
acclimatization of an individual to his working environment holds immense
importance. This is more to form the viewpoint of management education in
perspective of the fact that whole concept of business as well as technology
undergoing phenomenal developments. To cope-up with the complexity and the
uniqueness of the situation the need for in house training at various business
organizations for better insight up to management education can’t to be
overemphasized.
This had initiated the incorporation of such training schedules in most of the
management education and development programs of today.
through canopies, road shows special events in schools, college and
institutes, special discount offer & EPP activity and influencing the customers
because these are the most important activity which Influences the buying
behavior of customers. The study was conducted for the period of two-month .An
attempt is being made to give a precise, comprehensive and graphs, tables are
made to facilitate the understanding of the subject matter.
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Acknowledgment
I sincerely thank to my Internal Guide Ms. Surbhi Sharma, Faculty, NIS
Academy, Ajmer for providing me an opportunity to work as a summer trainee
with HCL INFOSYSTEMS LTD. The training was part of my course curriculum
and it has brought immense changes in my overall personality.
I want to thank to Mr. Amit Kumar (Regional Sales Manager, HCL
INFOSYSTEMS LTD.), my supervisor, for his valuable advice and kind support,
without which I would not be able to complete this project successfully. Mr. Amit
Kumar motivated me at every step of my training and clears all my conflicts by
stealing time from his own busy schedule.
SHANKAR LAL
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EXECUTIVE SUMMARY
HCL Info systems Limited is India's premier information enabling company. HCL
is the one-stop-shop for requirements of products & services in the areas of
Computers, Laptops, Servers, Storage, Enterprise Networking, Copiers, Digital
Projectors & Communication Devices. This is backed by HCL's service support
infrastructure - the widest in the country.
In a country like ours, the price point of a product is a critical factor. The cut in
excise duty and SAD (Special Additional Duty) has brought down the price of
PCs in the country, making it more affordable to the ever-growing middle class,
leading to a higher PC penetration. In addition, the price reduction by the
organized sector will help combat the grey market. The consumer prefers a
branded PC, which comes with the assurance of quality and long-term customer
service.HCL Info systems Limited, as usual, has been first to pass on the benefit
of duty reduction to it’s consumers by an appropriate reduction in PC prices
under the brand name HCL Ezeebee and Beanstalk within few days they have
expended their Distribution Channel to cater to the dramatic increase in
customer demand for its desktop PC In LUCKNOW region.
During my summer I had been indulged with promotion activities of HCL ezeebee
it includes paper inserts, road shows, special events, carnivals, newspaper
advertisement as well as I was focusing sales too.Apart from it I was also
studying the behavior of consumer.I have done competitor analysis also.
CONTENTS
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S.
No.
Description
1 Introduction
2 Industry profile
3 Company profile
4 Importance of the study
5 Objective of research
6 Literature review
7 Research methodology
8 Data analysis & interpretation
9 Conclusion
10 Recommendation and suggestion
11 Limitation of the study
12 References
13 Appendix(Questionnaire)
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LIST OF TABLE
S.
No.
Description
1Market share of top five player in PC market
2 Problem of channel partner
3 Product and poster display in channel partner
4 Effect of product and poster display
5 Effect of catalogue
6Purchasing affecting factor
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LIST OF GRAPH
S.
No.
Description
1Market share
2Problem of channel partner
3 channel partner
4 Scheme to consumer
5 Effect of product and poster display
6 Effect of catalogue
7Market Potential for Ezeebee
8Promotional activities which more effective
9Comparison between branded & assembled computers
10 Branded players in PC
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11Affecting factor when purchasing
INTRODUCTION
IT industry can be segmented into hardware, software and training. Hardware has little
synergy with software and very few companies are engaged in both activities. Even
where hardware companies provide ‘total solution’, software is typically off the shelf
software developed by specialized software companies. IBM’s acquisition of lotus is
one of the few exceptions to this case. Characteristics and market requirement of both
the segments are vastly different.
Software and training have a unique, but limited synergy between themselves.
Training provides software development helps to develop better training inputs. It is
therefore quite common to find a single company offering software services/products
and training.
HARDWARE
Computer Hardware Company further segmented into
Complete systems like mainframes, workstations, personal computer etc.
Peripherals like printer, modem, T.V. tuners, digitizer etc., and
Consumables like cables, wires, switches etc.
Mostly hardware is solid like a commodity – there is very little differentiation in
terms of capabilities and performance. No single company manufactures the entire
system on its own. Each company produces one or two basic parts, which are
assembled together and solid as a complete system. Several regions/ companies
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have emerged as leaders for various products. Examples are Intel for
microprocessor chips, Malaysian and Taiwanese companies for printed circuit
boards and other electronic parts and so on.
SOFTWARE
Software industry can be segregated into services and products. Services would
include body shopping, data processing, programming services etc where revenue
is generated on the basis of time spent (time & material) or on the basis of
negotiated contract price (fixed price). Software products could be niche products
or mass-market products-systems software, and application software.
TRAINING
The domestic training segment has a fairly large number of scattered players.
However, the top two (NIIT & APTECH) control around 70% of the market, which is
estimated at around Rs.9.1bn. revenues are seasonal in nature, as 90% of it
comes from individual training, and enrollment peaks during summer vacations.
The key to profits is reducing idle time of computers and tutors, which is generally
around 25-30%. Training institutes are perceived as high priced of low quality
(barring a few top players). In spite of this, the segment grew by 38% in FY99,
driving by emerging career opportunities for high-end software packages and
increasing penetration of computers.
PERSONNEL COMPUTER
With IBM selling off its PC business, the world PC market is headed for
a major shake-up. China’s Lenovo Group, which bought the business from IBM for
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$1.25 billion plus assuming $500 million IBM debt, with this single move, is set to
become the world’s third largest PC maker.
IBM’s selling off of the PC business to concentrate on services and support marks
the end of an era, as it was Big Blue, which pioneered the PC movement.
Who made the first PC?
Though some computers were made before IBM’s personal computer, it was the
latter which made the device an item for mass consumption.
According to a Reuters report, the MITS Altair was introduced in the January 1975
issue of Popular Electronics as a home construction kit. But is caught the fancy of
hobbyists who began building rudimentary "home computers”.
In 1976, Steve Wozniak and Steve Jobs introduce Apple I, which was an open
circuit board bolted together in a wooden case and which reportedly sold for
$666.66. Apple Computer was incorporated the following year.
It was in 1981 that IBM unveiled the personal computer, the IBM-PC model 5150. It
was this machine that helped set the standard for personal computers and went on
sale on a mass scale.
That same year, British technical publisher Adam Osborne introduced the first
popular "portable computer" weighing 23.5 pounds that came pre-installed with a
bundle of software. However, the company went bankrupt in 1983.
In 1982, Compaq was founded and it introduced the Compaq Portable, the first
IBM-compatible PC, a 28-pound machine the size of a sewing machine.
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In 1982 again, typewriter-maker Olivetti of Italy introduced its first personal
computer, the M20. In 1983, Michael Dell, a first-year student in the University of
Texas, founded Dell Computer in his college dormitory room.
What is the state of the world PC market today?
IDC forecasts say that worldwide PC shipments will grow by 10.1 per cent to 195.1
million in 2005, a year in which the global economy is expected to face a
slowdown. That compares with a growth expected to come in at 14.5 per cent this
year with a shipment forecast of 177.2 million units. The growth rate was 11.9 per
cent in 2003 and 1.9 per cent in 2002.
That sector is expected to post 11.3 per cent growth in PC shipments next year
compared with consumer growth rates of eight per cent worldwide and just 5.1 per
cent in the United States. In the third quarter, growth in worldwide consumer PC
shipments slipped to less than eight per cent, down from a peak of more than 25
per cent in the year-ago quarter.
Gartner forecasts PC unit growth to average 5.7 per cent annually from
2006through 2008, compared with average growth of 11.3 per cent from 2003
through 2005.
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INDUSTRY PROFILE
The Indian pc market has three tiered structure multinational companies, domestic
vendors and the local assemblers. The assembled PCs dominate the market with
volume market share of 50% and rest of the shares taken by MNC & Domestic
vendors.
What is the state of the world PC market today?
IDC forecasts say that worldwide PC shipments will grow by 10.1 per cent to 195.1
million in 2005, a year in which the global economy is expected to face a slowdown.
That compares with a growth expected to come in at 14.5 per cent this year with a
shipment forecast of 177.2 million units. The growth rate was 11.9 per cent in 2003
and 1.9 per cent in 2002.
That sector is expected to post 11.3 per cent growth in PC shipments next year
compared with consumer growth rates of eight per cent worldwide and just 5.1 per
cent in the United States. In the third quarter, growth in worldwide consumer PC
shipments slipped to less than eight per cent, down from a peak of more than 25 per
cent in the year-ago quarter.
Gartner forecasts PC unit growth to average 5.7 per cent annually from 2006 through
2008, compared with average growth of 11.3 per cent from 2003 through 2005.
What is the state of the Indian PC market?
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A PTI report quoting IDC India says that the Indian PC market grew by an impressive
32 per cent in the first half of fiscal 2005-06 as compared to 18 per cent during the
corresponding period last year with HP topping the list with 15 per cent market share,
according to IT research firm IDC India.
The total shipments inclusive of all form factors (desktops, notebooks and x86
servers) stood at 17 lakh units in the first six months of the current fiscal as against 13
lakh units during the same period in the previous year.
The overall top five vendor rankings remained unchanged in first six months of 2004-
05 as compared to the first half of the previous fiscal, with HP maintaining the
leadership position with 15 per cent share of the total unit shipments in the market.
HCL followed with 12 per cent share while IBM was at the third position with eight per
cent. Dell and Zenith rounded out the top five in that order.
Total desktop shipments in the first half stood at 16 lakh units, up by 29 per cent year-
on-year. Consumer desktop shipments posted an impressive performance, growing
faster at 31 per cent, as compared to commercial desktops that grew by 27 per cent
during the period.
Things are only likely to get better once the WTO regime is introduced in India in early
2005, according to the PTI report. Though a wait-and-see approach in purchases is
likely to result in a softer second half in anticipation of the WTO regime
implementation, strong activity will drive the PC market upward in 2005-06.
Why did IBM sell its PC business?
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IBM had good reasons to exit the PC business. The company, says an AP report, had
outsourced most of its manufacturing years ago, selling the last PC plants it owned
alone in 2003. Since their introduction, its PCs used a Microsoft operating system and
Intel chips. The only thing that made them unique was their design, and that wasn't
enough to let IBM set above-market prices.
IBM CEO Sam Palmisano said in an e-mail to employees that IBM was getting out of
the PC business because it had become too much like consumer electronics, which
relies heavily on
individual consumers and depends on economies of scale.
Taking PCs off the books will be “a huge benefit to their profitability”, Promisel said of
IBM.
Returns for IBM's PC business are at the low end of the industry, the AP report
quoted Morgan Stanley analyst Rebecca Rankle .
According to Goldman Sachs, IBM's PC business is projected to have a pretax profit
margin of 0.5 per cent in the third quarter of the company's 2006 fiscal year. Most grocery
chains, which set the standard for low margins, do better than that, points out the A
report.
Is the IBM-Lenovo deal the first major case in the global PC market?
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No. The churn in the PC industry had begun quite sometime back as a number of
players emerged in the global market. Analysts expect consolidation to be the name of
the game in this industry.
In 1994, Commodore, a PC maker since the late 1970s, filed for bankruptcy.
In 1996, another PC maker, Digital Equipment Corporation (DEC) exited the consumer
desktop PC market.
That same year, Packard Bell Electronics merged with Zenith Data Systems, a part of
a $650-million deal with NEC of Japan and Group Bull of France. Once the No. 2
maker of PCs for the US consumer market, Packard Bell dropped out in 1999. It
remains a major brand in Europe, according to a Reuters report.
Two years later, in 1998, Compaq acquired DEC. But it soon discontinued with DEC
PC lines in favour of Compaq models.
In 2002, Compaq itself was acquired by HP after a vigorous shareholder battle.
And, earlier this year, Gateway acquired eMachines in a deal valued at $266 million in
cash and stock.
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According to a Reuters report, IBM's exit from the PC hardware sector will step up
pressure on Toshiba, the sixth-biggest personal computer maker, to lower its
computer division's costs or jettison the unprofitable business, analysts said.
The Japanese firm was struggling to turn around the division even before IBM
announced the sale of its PC operation to China's largest computer company, Lenovo
Group.
However, some industry watchers believe Toshiba, ranked third by laptop sales, could
benefit if IBM's "Thinkpad" range of portables loses its lustre under Lenovo's
ownership
. According to another Reuters report from Seattle, Hewlett-Packard will also be under
pressure to sell its personal computer business after IBM's decision but analysts said
the No. 2 computer maker would hold on to its $25-billion PC division for now.
“HP is now on the spot to show why their PC business is a strategic part of the
company,'' said Martin Reynolds, analyst at Gartner Research.
HP, like IBM, has built its business in the last several years by offering large
companies PC hardware as well as consulting services, serving as a one-stop-shop
for information technology systems
So, who leads the world PC market now?
According to Gartner, Dell is the leader in PCs globally as of now. In the period from
January to September, 2004, it had 16.4 per cent of the global market.
Hewlett-Packard comes second with a share of 13.9 per cent.
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Till its deal with Lenovo is completed, IBM stands third with 5.2 per cent. It was once
the leader. And now, it has only 5.2 per cent of the market.
Following IBM are Jaoan’s Fujitsu/Fujitsu Siemens (3.8 per cent), Taiwan’s Acer (3.2
per cent), Toshiba (3.2 per cent), NEC (2.6 per cent), Gateway (2.2 per cent), Lenovo
(two per cent) and Apple (1.9 per cent).
After having signed the IBM deal,
Lenovo is now poised to take up
the third slot.
PC market shares 2004-2005
MARKET SHARE OF TOP FIVE PLAYERS IN THE PC MARKET
TOP VENDORS MARKET SHARE
MARKET SHARE
ASSEMBLER 50%
MNC BRAND 30%
INDIAN BRANDS 20%
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HP 15%
HCL 12%
IBM 8%
ZENITH 5%
DELL 4%
OTHERS 6%
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KEY PLAYERS IN THE INDUSTRY
Zenith Computers Ltd
Zenith Computers Ltd. & Zenith InfoTech Ltd. Have been promoted by Mr.Rajkumar
Saraf. In 1980, he promoted Zenith Computers Ltd.
with the objective of manufacturing, installing and servicing computer systems
He has over 20 years of experience in the electronics and computer industry He has
also been responsible for introducing pioneering technologies into India, such as
networking technology, notebook computers and Unix based computers
Zenith was marginally behind HCL in the home segment with the market share of 5%
as compared to HCL’s 12.0%. Zenith has always sold on the platform of price. Its
tagline ‘MNC quality, Indian prices ‘ targets buyers who are price sensitive but are
looking for reliable, branded PC. Thus, it is operating in the narrow price band
between assembled PC’s and lower end brands.
Zenith manages to keep its prices low by controlling overheads & manufacturing costs
and having shot term purchase plan for components, which gives it more flexibility and
better rates.
HP & COMPAQ INDIA
In 1993, vectra was the first foreign PC to be marketed in India. However, its JV with
HCL ran into trouble and HP reentered the Indian PC market in early 1998. By that
time, IBM and Compaq had entered and established their brands at the premium end.
HP immediately made a dent into the market through its attractive priced PC’s bundled
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with peripherals.Since then, both HP and Compaq have been engaged in a relent less
price war to woo the homebuyer. According to IDC, HP had moved up to be the NO.2
brand behind HCL in 2001.
In 2002 HP had merge up with Compaq India. Now the HP and Compaq is the
same company producing the PC, s. But HP has different unit for peripherals.
COMPAQ
The world’s largest seller of PCs entered India in 1994. Initially, the commercial
segment (large corporations, government, educational & research institutions) was its
main target segment. But with recession in the economy in mid 1990’s and
consequent slashing of IT budget of corporate, it turned its attention to the home
segment. However, it soon it realized that its PC’s although perceived well on
reliability and quality, were considered too expensive. The assemblers and Indian
brands were cornering a major chunk of the market. It slashed prices of its sub brand
Presario from 65000 to 50000 to penetrate into the price conscious Indian house
holds.
At the same time, Compaq is aggressively going after corporate segment by offering a
range of product tailored around services to meet specific needs. Its merger with
digital equipment further strengthened its in high end server market.
Now HP+COMPAQ is the top vendor in terms of value-15% of the market, far ahead
of HCL’s 12%. Compaq has more then 200 retail stores in 60 cities.
IBM INDIA
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IBM reentered through a joint venture with TATA’s. However, two split in 1999 to chart
separate paths in 1999. IBM has concentrated on being a solution provider to medium
and large business unlike HP COMPAQ who are vigorously chasing the household
buyer.
In 2000, it had a value share of 7.7%. This can be attributed to its high products. In
portables, it was the second largest selling brand after Compaq. IBM has
manufacturing base in Pondicherry, which it intends to use as an export hub. It has
more then 200 dealers in 48 cities.
ASSEMBLERS
Having the market share of 50% assemblers are the greatest competitors of HCL.
The assemblers’ dominance can be attributed to their lower price as compared to the
branded players. A branded PC with better configuration will cost any thing between
25,000 and 30,000.While assembled PC with the same configuration can be obtained
for 20,000 to 22,000. Its not big difference but Indian market is price conscious rather
then quality conscious. That’s why assemblers enjoying the market but time are near
when assembling market will goes down.
The branded player find it difficult to match their price because of more man power
and overhead cost and the duties they have to pay on components most of which are
imported. In year 2001-2002 branded PC cost was around 40,000 to 50,000. but due
to deduction in duties and taxes now the cost is near to assemblers.
In 2000-2002 assembler had taken near about 58% market share. It is believed that
many assemblers are able to price their PC’s low by using the unofficial channel of
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imports, compromising the quality of inputs, evading excise duties and loading pirated
software.
Assembler’s score over branded PC’s on many other aspects too. They give choice
and flexibility to end user in selecting a PC and its components, be it processors, hard
disks, monitors, cabinets, keyboards & multimedia kits etc. the user get to choose
what is best suited for his requirement and budget. It is simple and inexpensive to
upgrade the assembled machine while in case of branded one; one has to pay much
more. Also, assemblers have advantage of interacting with clients
On a personal basis, which allows them to understand their requirement very clearly
and fulfill them satisfactory. And, assemblers provides the satisfactory service to their
customers then branded vendors They play the role of personal tutor to their
customers by training them in the basics of PC’S, there by building long term
relationships. In fact, their entire business is promoted through word of mouth publicity
and personal contacts.
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Mindia is saluting the prowess of the Indian mind. Mindia is HCL's humble
acknowledgement of the achievements of the great Indian mind. Mindia is apt
manifestation of basic feeling that binds all Indians together, that of being "Proud to
be an Indian".
Mindia is saluting the prowess of the Indian mind. Mindia is HCL's humble
acknowledgement of the achievements of the great Indian mind. Mindia is apt
manifestation of basic feeling that binds all Indians together, that of being "Proud to
be an Indian".
Mindia ™
Being an Indian is more than just an acknowledgement of our nationality, our
race or color of our skin. Being an Indian is a state of mind.
The Indian mind.
Mindia is a tribute to that single quality that binds all Indians together. Mindia is
saluting the prowess of the Indian mind and its great achievements against all
odds. Indian mind is all about finding solutions where none seem to exist, and
that is what today makes us a strong nation that has risen above its problems
and limitations.
We are today one of the fastest growing economies of the world. Today, India is
globally recognized as a force to be reckoned with in all fields of technology, from
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medicine to Information Technology. The remarkable prowess of the Indian
Minds has undoubtedly proven that a third world country can have a first rate
mind.
It is this great Indian mind that we, at HCL salute today. And it is this Indian mind
that has brought us where we are today as a successful Company. We have over
the years made our humble contribution in unearthing and developing the great
potential of the Indian mind. In fact, HCL is the only Indian Organization to have
successfully straddled and made a mark in all the core areas of IT.
Mindia has taken us to ever greater heights in every field. We have taken on, and
bettered, the best in the world, and we certainly believe that the Indian Mind shall
continue to script our success in the years to come.
The following pages bear few examples, which illustrate how mindia has the
ability to overcome every impediment in its way.
We believe in mindia and are proud to be Indian.
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COMPANY PROFILE
HCL INFOSYSTEMS LIMITED LTD.
HCL Infosystems Limited is India's premier information enabling company.
Leveraging its 30 years of expertise in total technology solutions, HCL
Infosystems Limited offers value-added services in key areas such as system
integration, networking consultancy and a wide range of support services.
HCL Infosystems Limited is among the leading players in all the segments
comprising the domestic IT products, solutions and related services, which
include PCs, servers, networking products, imaging & communication products.
Continuously meeting the ever increasing customer expectations and
applications, its focus on integrated enterprise solutions has strengthened the
HCL Infosystems Limited' capabilities in supporting installation types ranging
from single to large, multi-location, multi-vendor & multi-platform spread across
India.
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HCL Info systems Limited, today has a direct support force of over 2000+
members, is operational at 300+ locations across the country and is the largest
such human resource of its kind in the IT business. A majority of the team
members have been specially trained in a variety of supporting solutions, the
company's key focus area.
HCL Infosystems Limited' manufacturing facilities are ISO 9001 - 2000 & ISO
14001 certified and adhere to stringent quality standards and global processes.
With the largest installed PC base in the country, four indigenously developed
and manufactured PC brands - 'Infiniti', 'Busybee' 'Beanstalk' and 'Ezeebee' - and
its robust manufacturing facilities; HCL Infosystems Limited aims to further
leverage its dominance in the PC market. It has been consistently rated as Top
player in PC industry by IDC .The 'Infiniti' line of business computing products is
incorporated with leading edge products from world leaders such as Intel. A fully
integrated and business-ready family of servers and workstations, the 'Infiniti
Global Line' is targeted at medium and large companies to help them to manage
their enterprise-related applications. It has considerable dominance in verticals
like Finance, Government, and Education & Research.
The Channel Business of HCL Infosystems Limited has an extensive network of
over 2500+ resellers across 300 locations. It has actively promoted the
penetration of PCs in the home and the small office/home office (SOHO)
segments, through Beanstalk, Ezeebee & Busybee PCs and Toshiba Laptops.
HCL Infosystems Limited has two focused business units.
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While HCL Infosystems Limited concentrates on the IT products, solutions and
related services business, HCL InfiNet focuses on the rapidly growing
communication and imaging products, solutions and services industry.
HCL InfiNet, with a presence in more that 35 cities, has the ability to service
around 250 cities in its catchments area. It provides corporate networking
services like Virtual Private Network, Broadband Internet Access, Hosting & Co-
location services, designing & deploying Disaster Recovery Solutions & Business
Continuity solution, Application Services, Managed Security Services & NOC
Services over its state-of-the-art IP network to over 200 corporate. With the
Office Automation (OA) Division being part of it, HCL InfiNet now has an
exclusive sales and support partnership with Toshiba Corporation, Japan, for its
photocopier products. The product portfolio covers a range of other office
automation and communication products through alliances with world leaders -
including Duprinters from Duplo, data projectors from InFocus,
Telecommunication solutions from Samsung and Ericsson and mobile
communication products from Nokia. HCL Infinet Ltd. has a strong and dedicated
retail network of Nokia Professional Centers, Nokia Priority Dealers and Re-
distribution Stockiest across the country.
HCL has closely seen the IT industry rise from scratch, and has actively
participated in its progress. During the twenty-eight year journey, it has picked up
valuable lessons in serving the IT needs of the Indian customer and gathered
domain expertise to successfully service various businesses.
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As a leading information enabler, HCL Infosystems Limited has long standing
relationships with world technology leaders such as SUN for enterprise
computing solutions, Intel and AMD for PCs & PC Servers; Microsoft, Novell and
SCO for operating systems and software solutions; Toshiba Corp. for business
automation equipment; SAP AG for specialist ERP solutions; and Oracle, Sybase
and Informix for RDBMS platform, EMC, Veritas for storage solutions. The aim is
to straddle the entire landscape of information enabling technology far more
comprehensively, effectively and competitively. Indeed, a vision to create
enterprises of tomorrow.
HCL Infosystems Limited Ltd is one of the pioneers in the Indian IT
market , with its origins in 1976. For over quarter of a century, we
have developed and implemented solutions for multiple market
segments, across a range of technologies in India. We have been in
the forefront in introducing new technologies and solutions. The
highlights of the HCL saga are summarized below:
YEAR H I G H L I G H T S
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1976
- Foundation of the Company laid
- Introduces microcomputer-based programmable calculators
with wide acceptance in the scientific / education community
1977
- Launch of the first microcomputer-based commercial computer
with a ROM -based Basic interpreter
- Unavailability of programming skills with customers results in
HCL developing bespoke applications for their customers
1978 - Initiation of application development in diverse segments such
as textiles, sugar, paper, cement , transport
1980 - Formation of Far East Computers Ltd., a pioneer in the
Singapore IT market, for SI (System Integration) solutions
1981 - Software Export Division formed at Chennai to support the
bespoke application development needs of Singapore
1983 - HCL launches an aggressive advertisement campaign with the
theme ' even a typist can operate' to make the usage of
computers popular in the SME (Small & Medium Enterprises)
segment. This proposition involved menu-based applications for
the first time, to increase ease of operations. The response to
the advertisement was phenomenal.
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- HCL develops special program generators to speed up the
development of applications
1985
- Bank trade unions allow computerization in banks. However, a
computer can only run one application such as Savings Bank,
Current account,Loansetc.
- 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. ALPM becomes the largest selling software
product in Indian banks
- HCL designs and launches Unix- based computers and IBM
PC clones
- HCL promotes 3rd party PC applications nationally
1986 - Zonal offices of banks and general insurance companies
adopt computerization
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- Purchase specifications demand the availability of RDBMS
products on the supplied solution (Unify, Oracle). HCL arranges
for such products to be ported to its platform.
- HCL assists customers to migrate from flat-file based systems
to RDBMS
1991
- HCL enters into a joint venture with Hewlett Packard
- HP assists HCL to introduce new services: Systems
Integration, IT consulting, packaged support services (basic
line, team line)
- 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 acquires and executes the first offshore project from IBM
Thailand
- HCL sets up core group to define software development
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methodologies
1992
- Starts execution of Information System Planning projects
- Execution projects for Germany and Australia
- Begins Help desk services
1996
- Sets up the STP ( Software Technology Park ) at Chennai to
execute software projects for international customers
- Becomes national integration partner for SAP
1997
- Kolkata and Noida STPs set up
- HCL buys back HP stake in HCL Hewlett Packard
1998 - Chennai and Coimbatore development facilities get ISO 9001
certification
1999
- Acquires and sets up fully owned subsidiaries in USA and UK
- Sets up fully owned subsidiary in Australia
- HCL ties up with Broadvision as an integration partner
2000 - Sets up fully owned subsidiary in Australia
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- Chennai and Coimbatore development facilities get SEI Level
4 certification
- Bags Award for Top PC Vendor In India
- Becomes the 1st IT Company to be recommended for latest
version of ISO 9001 : 2000
- Bags MAIT's Award for Business Excellence
- Rated as No. 1 IT Group in India
2001
-Launched Pentium IV PCs at below Rs 40,000
-IDC rated HCL Infosystems Limited as No. 1 Desktop PC
Company of 2001
2002 -Declared as Top PC Vendor by Dataquest
-HCL Infosystems Limited & Sun Microsystems enters into a
Enterprise Distribution Agreement
- Realigns businesses, increasing focus on domestic IT,
Communications & Imaging products, solutions & related
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services
2003
- Became the first vendor to register sales of 50,000 PCs in a
quarter
- First Indian company to be numero uno in the commercial PC
market
- Enters into partnership with AMD
- Launched Home PC for Rs.19,999
- HCL Infosystems Limited' Info Structure Services Division
received ISO 9001:2000 certification
- Launches Infiniti Mobile Desktops on Intel Platform
- Launched Infiniti PCs, Workstations & Servers on AMD
platform
2004 - 1st to announce PC price cut in India, post duty reduction,
offers Ezeebee at Rs.17990
- IDC India-DQ Customer Satisfaction Audit rates HCL as No.1
Brand in Desktop PCs
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- Maintains No.1 position in the Desktop PC segment for year
2003
- Enters into partnership with Port Wise to support & distribute
security & VPN solutions in India
- Partners with Microsoft & Intel to launch Beanstalk Neo PC
- Becomes the 1st company to cross 1 lac unit milestone in the
Indian Desktop PC market
- Partners with Union Bank to make PCs more affordable,
introduces lowest ever EMI for PC in India
- Launched RP2 systems to overcome power problem for PC
users
- Registers a market share of 13.7% to become No.1 Desktop
PC company for year 2004
- Crosses the landmark of $ 1 billion in revenue in just nine
months
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GUIDING PRINCIPLES
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VISION AND MISSION
VISION-STATEMENT
"Together we create the enterprises of tomorrow"
MISSION-STATEMENT
"To provide world-class information technology solutions and
services to enable our customers to serve their customers
better"
QUALITY POLICY
"We deliver defect-free products, services and solutions to meet the
requirements of our external and internal customers, the first time, every time"
OUR OBJECTIVES
OUR MANAGEMENT OBJECTIVES
To fuel initiative and foster activity by allowing individuals freedom of action and
innovation in attaining defined objectives.
OUR PEOPLE OBJECTIVES
To help people in HCL Info systems Limited Ltd. share in the company's
successes, which they make possible; to provide job security based on their
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performance; to rec ognize their individual achievements; and help them gain a
sense of satisfaction and accomplishment from their work.
CORE VALUES
We shall uphold the dignity of the individual
We shall honor all commitments
We shall be committed to Quality, Innovation and Growth in every
endeavor
We shall be responsible corporate citizens
Alliances & Partnerships
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To provide world-class solutions and services to all our
customers, we have formed Alliances and Partnerships with
leading IT companies worldwide.
HCL Info systems Limited has alliances with global technology
leaders like Intel, AMD, Microsoft, Bull, Toshiba, Nokia, Sun
Microsystems, Ericsson, NVIDIA, SAP, Scan soft, SCO, EMC,
Verities, Citrix, CISCO, Oracle, Computer Associates, Red Hat,
In focus, Duplo, Samsung and Novell.
These alliances on one hand give us access to best technology & products as
well enhancing our understanding of the latest in technology. On the other hand
they enhance our product portfolio, and enable us to be one stop shop for our
customers.
HCL & Nokia decide on longer term strategy to further penetrate Indian market
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Gist of Q&A with callers/ investors/ shareholders on the announcement relating to
the long term Agreement with Nokia
Toshiba in partnership with HCL Infosystems Limited expands its retail presence in
India by unveiling 'shopToshiba'
HCL forms a strategic alliance with Bull to launch a new range of Scalable
Enterprise Class Servers on Open Architecture
AMD & IT Ministry unveil affordable computer to promote 50x15 vision in India.
HCL Info systems Limited ( HCLI) draws it's strength from 29 years
of experience in handling the ever changing IT scenario , strong
customer relationships , ability to provide the cutting edge technology
at best-value-for-money and on top of it , an excellent service &
support infrastructure
.
Today HCL is country's premier information enabling company. It
offers one-stop-shop convenience to its diverse customers having an
equally diverse set of requirements.
Be it a large multi-location enterprise, or a small/medium enterprise,
or a small office or a home, HCLI has a product range, sales &
support capability to service the needs of the customer.
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Recent Updates:
Last 29 years apart from knowledge & experience have also given us continuity
in relationship with the customers, thereby increasing the customer confidence in
us.
Our strengths can be summarized as:
-Ability to understand customer's business and offer right technology
-Long standing relationship with customers
-Pan India support & service infrastructure
-Best-vale-for-money offerings
Technology Leadership
HCL Info systems Limited is known to be the harbinger of technology in the
country. Right from our inception we have attempted to pioneer the technology
introductions in the country either through our R&D or through partnerships with
the world technology leaders.
Using our own R&D we have
-Created our own UNIX & RDBMS capability (in 80s)
-developed firewalls for enterprise & personal system security
-launched our own range of enterprise storage products
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-launched our own range of networking products
We strive to understand the technology from the view of supporting it post
installation as well. This is one of the key ingredients that go into our strategic
advantage.
HCL Infosystems Limited has to its claim several technology pioneering
initiatives. Some of them are:
--Country's first Desktop PC - BusyBee in 1985
-Country's first branded home PC - Beanstalk in 1995
-Country's first Pentium 4 based PC at sub 40k price point
-Country's first Media Center PC
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QUALITY
Philosophy of Quality
"We deliver defect-free products, services and solutions to
meet the requirements of our external and internal
customers, the first time, every time."
To exist as a market leader in a globally competitive
marketplace, organizations need to adopt and implement a
continuous improvement-based quality policy.
One of the key elements to HCL's success is its never-ending pursuit of superior
quality in all its endeavors. HCL INFOSYSTEMS LIMITED believes in the Total
Quality Management philosophy as a means for continuous improvement, total
employee participation in quality improvement and customer satisfaction. Its
concept of quality addresses people, processes and products. Over the last 20
years, we have adapted to newer and better Quality standards that helped us
effectively tie Quality with Business Goals, leading to customer and employee
satisfaction.
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QUALITY AT HCL INFOSYSTEMS LIMITED LTD
The history of structured quality implementation in HCL Infosystems Limited
began in the late 1980s with the focus on improving quality of its products by
using basis QC tools and Failure Reporting and Corrective Active Systems
(FRACAS). We also employed concurrent engineering practices including design
reviews, and rigorous reliability tests to uncover latent design defects. In the early
90s, the focus was not merely on the quality of products but also the process
quality systems. Our manufacturing unit at NOIDA was certified initially to ISO
9002:1994 by BVQI in 1994 and later on to ISO 9001:1994 in 1997. As of now,
all our manufacturing units are certified by BVQI as per ISO 9001:2000
In early 1995, a major quality initiative was launched across the company based
on Philip B. Crosby's methodology of QIPM (Quality Improvement Process
Management). This model was selected to because it considered the need and
commitment by an organization to improve but more importantly, the individual's
need towards better quality in his personal life.
Under our Quality Education System program, we train our employees on the
basic concepts and tools of quality. A number of improvement projects have
been undertaken by our employees, whereby process deficiencies and
bottlenecks are identified, and Corrective Action Projects (CAPs) are undertaken.
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This reduces defect rates and improves cycle times in various processes,
including personal quality.
We have received Maid’s 'Level II recognition for Business Excellence' for our
initiatives in the Information Technology Industry, adding another commendation
to our fold. Maid’s Level II recognition is based on the 'European Foundation for
Quality Management' (EFQM), for gaining quality leadership and business
competitiveness.
Our certifications / awards in 2003 include ISO 9001-2000 by BVQI for our Info
Structure Services and award of First Prize by ELCINA (Electronic Component
Industries Association) for Quality, 2002-03. The ELCINA award criteria consider
two aspects. (1) Enablers (Leadership & Management commitment, Resource
Management, Product Realization, Measurement Analysis & Improvement) and
Results (Product Quality, Customer / Stake holder satisfaction , Business
results).
The tryst for continuous quality improvement is never-ending in HCL Infosystems
Limited. We always strive to maintain high quality standards, which help us fulfill
our mission to provide world-class information technology solutions and services,
to enable our customers to serve their customers better.
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COMPANY ACHIVEMENTS
HCL Info systems Limited (HCL Insets), India's premier Information enabling
company, today touched yet another milestone, when it crossed USD 1 billion in
revenue in just nine months according to its un-audited results for the quarter
ended March 31, 2005 that were announced today.
The company has reported a consolidated revenue of Rs 2011.8 crores
(USD446.6 Mn) during the quarter ended March 31, 2005 as against Rs 1192.5
corers (USD264.7 Mn) in the corresponding quarter of the previous year, a
growth of 69%.
Profit before tax is reported at Rs 83.1 corers (USD18.4 Mn) as against Rs 65.6
corers (USD14.6 Mn) in the corresponding quarter of the previous year, a growth
of 27%.
Revenue from the Computer Systems business is Rs 537.0 corers (USD119.2
Mn) as against Rs 424.1 corers (USD94.1 Mn) in the corresponding quarter of
the previous year, a growth of 27%. Profit before interest and taxes is at Rs 43.0
corers (USD9.5 Mn) as against Rs 40.0 corers (USD8.9 Mn) in the corresponding
quarter of the previous year, a growth of 8%.
Revenue from the Office Automation and Telecommunication business is Rs
1466.8 crores (USD325.6 Mn) as against Rs 764.0 crores (USD169.6 Mn) in the
corresponding quarter of the previous year, a growth of 92%. Profit before
interest and taxes is at Rs 38.7 crores (USD8.6 Mn) as against Rs 23.7 crores
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(USD5.3 Mn) in the corresponding quarter of the previous year, a growth of 63%.
Consolidated EPS for the quarter is Rs 19.7 (USD0.4) per share.
The company has reported a consolidated revenue of Rs 5586.1 crores
(USD1240.0 Mn) during the nine months ended March 31, 2005. Profit before tax
is reported at Rs 220.1 crores (USD48.9 Mn).
The Board of Directors has recommended the sub-division of the Company's
equity share of Rs 10/- each into 5 equity shares of Rs 2/- each, subject to the
approval of the shareholders through a postal ballot.
The Board of Directors has declared a third quarterly Interim dividend of Rs
7/- per share (70% on an equity share of par value of Rs. 10/- each).
Conversion rate 1US$ = 45.05 INR
"Our results speak for themselves. Even as our revenues exceed a record USD 1
billion in just nine months, what is more gratifying is seeing the immense hard
work put in by every HCL employee translate into the phenomenal growth of the
company," said Mr. Ajai Chowdhry, Chairman and CEO, HCL Infosystems
Limited. "Our leadership position in both the enterprise and consumer segment is
a result of our continued focus in technology and enhancing service offers to
consumers. Our strategy of taking IT to the masses by exploring new territories
has also contributed to our growth .I also wish to thank our partners like Intel,
Toshiba, Nokia, AMD and Microsoft in helping us cross this milestone".
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HCL Info systems Limited maintained its number one position in the Desktop PC
segment for the year 2004. According to the recent IDC report, HCL leads the
market ahead of the MNCs, with a market share of 13.7 %, up from 9.2% last
year. In consumer PC segment HCL led the tally, it's market share increased to
12.8% in 2004 , clocking an annual growth of over 250%. In commercial PC
segment also HCL was number one and increased it's market share to 14.2% in
2004, up from 11.2% in 2003. Thus making HCL the most preferred PC brand in
both commercial and consumer segment.
Earlier this year HCL broke the price barrier yet again, making branded PCs
more affordable than ever before. The company announced the launch of a new
PC 'Ezeebee' Pride that is available at a very affordable price of Rs 12,990. The
company now has the most extensive product range right from the value for
money PC - Ezeebee to ultimate digital convergence device - Beanstalk Neo.
During the quarter, HCL Info systems Limited commissioned the country's largest
Internet backbone network for Bharat Sanchar Nigam Limited (BSNL). The
project involved large scale and multi-location systems integration.
The company formally handed over the largest EPABX installation in the country
at IIT Kharagpur which consisting of 14000 lines providing traditional telephony,
IP telephony & ADSL broadband connectivity to the entire campus. The company
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also obtained three SI orders in Telecom for an integrated police voice & data
solution (Police 100) that will help Police to serve the citizen better.
In the GSM handset distribution business the company leveraged the distribution
network strength to introduce a slew of new handset models at various price
points based at different technologies that also included an entry-level color
phone at a very attractive price. All this contributed to increase in market share of
Nokia GSM phones.
HCL Info systems Limited has direct customer services center across 260+
locations and two ISO 9001 certified state-of-the-art manufacturing facilities. With
a mission to provide world-class information technology solutions and services to
enable its customers to serve their customers better, HCL Info systems Limited is
forever setting new standards of IT in the country.
HCL Info systems Limited registers a market share of 13.7% to become the
number one Desktop PC company for year 2004
HCL Info systems Limited launches Four Terminal PC for Multiple Users
HCL drives 'PC in every home' dream with Ezeebee Pride
HCL Info systems Limited introduces revolutionary Micro BTX Form Factor
HCL Info systems Limited launches RP2 System to overcome power problems
for PC users
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HCL Info systems Limited targets SMB market in partnership with Microsoft
HCL Info systems Limited bags 76 crore order from Department of School
Education, Punjab
HCL Info systems Limited and Union Bank partner to make PCs more
affordable. Lowest ever EMI in India: Rs.499 for HCL Ezeebee.
HCL Infinite managed Nokia Care Centers receive ISO 9001:2000
certification.
HCL launches next generation Xeon Processor based Infiniti Global Line 2700
server series.
HCL Info systems Limited becomes the first company to cross the 1 lakh unit
milestone in the Indian Desktop PC market.
HCL partners with Microsoft & Intel to revolutionize digital entertainment in
India
HCL Info systems Limited partners with PortWise to launch 'HCL Info
SecuAccess'
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HCL Infosystems Limited maintains No.1 position in the Desktop PC segment
for year 2003
IDC India - Dataquest Customer Satisfaction Audit 2004 rates HCL
Infosystems Limited as the number one brand in desktop PCs
HCL Infosystems Limited first to announce price cut, post duty reduction. HCL
Ezeebee at a never before post budget price af Rs.17990/-
HCL Infosystems Limited maintains No.1 position in the Desktop PC segment
for January - September'03
HCL Insys showcases Fault Tolerant Solutions for Enterprises
HCL launches India's first Windows XP enabled Beanstalk Media Center PC
HCL Infosystems Limited is the first Indian company to offer high availability
solution for Oracle Database with Real Application Clusters
HCL Infosystems Limited launches PCs with latest AMD Athlon™ 64
processor
TRAI study puts HCL InfiNet on top for dial-up Internet Services
HCL InfiNet opens Second Nokia Care Centre in Delhi
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HCL InfiNet ties-up with OmniTouch
HCL Infosystems Limited to sustain number one position in the Commercial
PC segment
HCL Infosystems Limited brings breakthrough technology to corporate and
everyday consumer PC users
HCL Infosystems Limited and Sun Microsystems partnership forges ahead
with major wins
HCL Infosystems Limited Ltd launches Beanstalk Home Wonder series
HCL Infosystems Limited and industry leaders to deliver certified high-end
solutions on Intel® Architecture
HCL Infosystems Limited realigns businesses
Products profile
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HCL recommends Windows® XP Professional for Business
Desktop and notebooks
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HCL recommended Microsoft window XP Professional for business.
The marketplace is constantly changing in term of consumers, competition and
strategy to garner market share. Almost all aspects of your business are ever
evolving. The only change over the past few years in that the pace of change has
accelerated. In fact, it is increasing even as you read this.
Information technology (IT) changes accordingly, perhaps even faster. What is
vital that the decisions you make today need to have the capacity to address
situations for a least the next three years and the changes that are bound to
occur in that time. Infiniti is the market leader in competition. Infiniti is the only
brand in India IT that offers you remote support for friendly and extremely
efficient in problem resolution, saving you time and opportunity. We at infinite
product development recognize this need as the key to success for you and
for us. Infinite, backed by direct selling and built –to—order, ISO 9001 & ISO
14001 manufacturing, ensures that you get the best available product at the
time of delivery, rather than at the time of order. This technology First brand
features the latest innovations in central processing unit (CPU ) design,
graphics, display design ,I/O advancement and a host of the order technology
that have made infinite the number one corporate PC brand in India.
INFINITI
Developed by HCL Labs specifically to meet today’s high performance needs,
HCL Infiniti Desktops provides exceptional performance, responsiveness and
reliability.
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HCL Indic PC:- Enjoy computing in your language with HCL Indic PC- the latest
from the stables of Infiniti Business Desktops.
More information-
Infiniti Pro SL:- A powerful and stylish computer for the corporate world.
Infiniti Pro SL 1080/1085/1110 Infiniti Pro SL, 1200 Infiniti Pro SL 1205.
Infiniti Pro BL:- Infiniti Pro BL with 845GV chipset and DDR RAM, Infiniti Pro BL
with 845GE chipset and DDR RAM, Infiniti Pro BL with SIS chipset and DDR
RAM, Infiniti Pro BL/HL with865GV chipset & Hyper Threading Technology.
Infiniti Pro BL/HL 1200 with 915G chipset & Hyper Threading Technology, Infiniti
Pro BL/HL 1205 with 915GV chipset & Hyper Threading Technology.
Infiniti Plus BL:- Infiniti Plus BL with VIA PLE 133 chipset.
Infiniti Orbital Series:- Packed with advanced, high efficiency features, the Infiniti
Orbital series is designed to meet your diverse computing requirements.
HCL Desktop Management Software:- Manage your Infiniti desktop efficiently
with HCL Desktop Management Software (HDMS)- software that ensures
desktop uptime reduces support & administrative costs.
ABOUT HCL EZEEBEE
HCL also has a large range in Intel Pentium 4 processor. Model which are
available in P4 are Intel P4 2.26GHz, Intel P42.4GHz, Intel P4 2.8GHZ, Intel P4
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2.93GHz and Intel P43.0GHz with and without HT(HYPER THREADING)
technology.
Intel P4 2.26GHz is largest selling computer by HCL. Its simple description as
followed- Intel P4 2.2GHz with 128 RAM, 40GB HDD with 7200 RPM (Very Fast),
10/100 internet, 52XCD drive, floppy disk drive, 845 chipset Mother Board, CD
writer and Multimedia Key Board with optical mouse.
HCL recommends Microsoft Windows XP Professional the all- new Bean Stalk
Series, where performance is rivaled only with elegance of design. You get
superior technology and great value for money, all fused into one. It comes with
the super-speed Intel processor, SD RAM and Ultra ATA Hard Disk that gives it
incredible speed.
What’s more, it is upgrade friendly and so virtually future-proof.
Manufactured at HCL Infosystem’s state-of-the-art ISO 9001 certified plant. It is
designed to outperform every other Home Computer you have ever seen or
heard about. And with more than 250 Support providers across the country, its
widespread network ensures excellence in Customer Care. So go ahead and
enjoy the wonder that is HCL BeanStalk, and watch, it will amaze you for years to
come.
It is faster than the fastest home computer. The HCL Bean Stalk comes equipped
with the lightening fast Intel Pentium 4 processor which means you can now get
mind blowing multimedia performance from your computer. With its high
performance processor, it brings you the Internet like no other computer can. So
get ready to experience 3D graphics, virtual reality and realistic audio-video, like
never before.
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The HCL Bean stalk with Intel Pentium 4 processor. The centre of your digital
world is designed to meet not just your today’s computing requirement, but also
the needs of your future. So bring home the HCL Bean Stalk today and stay
ahead of the rest of the world.
Home PCs
HCL recommends Microsoft® Windows® XP Professional
the all-new BeanStalk Series, where performance is rivaled only with elegance of
design. You get superior technology and great value for money, all fused into
one. It comes with the super-speed Intel® processor, plus SD RAM and Ultra
ATA Hard Disk that gives it incredible speed.
What's more, it is upgrade friendly and so virtually future-proof. Manufactured at
HCL Infosystems Limited' state-of-the-art ISO 9001 certified plant, it is designed
to outperform every other Home Computer you have ever seen or heard about.
And with more than 250 Support providers across the country, its widespread
network ensures excellence in Customer Care. So go ahead and enjoy the
wonder that is HCL BeanStalk, and watch, it will amaze you for years to come.
It is faster than the fastest home computer. The HCL BeanStalk comes equipped
with the lightening fast Intel® Pentium® 4 processor which means you can now
get mind blowing multimedia performance from your computer. With its high
performance processor, it brings you the Internet like no other computer can. So
get ready to experience 3D graphics, virtual reality and realistic audio-video, like
never before.
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The HCL BeanStalk with Intel® Pentium® 4 processor. The centre of your digital
world is designed to meet not just your today's computing requirements, but also
the needs of your future. So bring home the HCL BeanStalk today and stay
ahead of the rest of the world.
HCL IS MARKET LEADER IN DESKTOP PC WITH ITS EZEEBEE PRODUCT
HCL EZEEBEE DESKTOP CONFIGURATION
1. HCL EZEE BEE AMD SEMPRON 2200+
CONFIGURATION-128MB RAM, 40 GB HDD,52X CDROM, 1.44 MB FDD,
INTERNET KEYBOARD, SCROOL MOUSE, LAN CARD, 15” DIGITAL COLOR
MONITOR, LINUX PRELOADED, 100 HOUR INTERNET PACK, 1 YEAR
WARRENTY.
PRICE-16990+TAX
2. HCL EZEEBEE INTEL CELERON
CONFIGURATION-256MB RAM, 40 GB HDD,52X CDROM, 1.44 MB FDD,
INTERNET KEYBOARD, SCROOL MOUSE, LAN CARD, 17” DIGITAL COLOR
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MONITOR, LINUX PRELOADED, 100 HOUR INTERNET PACK, 1 YEAR
WARRENTY.
PRICE-21240+TAX
3. HCL EZEEBEE AMD ATHLON 64 BIT 2800+
CONFIGURATION-128MB RAM, 40 GB HDD,52X CDRW, 1.44 MB FDD,
INTERNET KEYBOARD, SCROOL MOUSE, LAN CARD, 17” DIGITAL COLOR
MONITOR, LINUX PRELOADED, 100 HOUR INTERNET PACK, 1 YEAR
WARRENTY.
PRICE-20990+TAX
4. HCL EZEEBEE INTEL PENTIUM 4 @ 2.26
CONFIGURATION-256MB RAM, 40 GB HDD,52X CDROM, 1.44 MB FDD,
INTERNET KEYBOARD, SCROOL MOUSE, LAN CARD, 15” DIGITAL COLOR
MONITOR, WIN XP HOME, 100 HOUR INTERNET PACK, 1 YEAR
WARRENTY.
PRICE-21990+TAX
5. HCL EZEEBEE INTEL PENTIUM 4 515 @ 2.93
INTEL 915 PLATFORM
CONFIGURATION-256MB RAM, 40 GB SATA HDD,52X CDROM, 1.44 MB
FDD, INTERNET KEYBOARD, SCROOL MOUSE, INTERNET
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MODEM+SPEAKERS, LAN CARD, 17” DIGITAL COLOR MONITOR, WIN XP
HOME, 100 HOUR INTERNET PACK, 1 YEAR WARRENTY.
PRICE-26740+TAX
6. HCL EZEEBEE INTEL PENTIUM 4 531 @ 3.0 915 PLATFORM
CONFIGURATION-256MB RAM, 80 GB SATA HDD,52X CDROM, 1.44 MB
FDD, INTERNET KEYBOARD, SCROOL MOUSE, INTERNET
MODEM+SPEAKERS, LAN CARD, 17” DIGITAL COLOR MONITOR, WIN
XP HOME, 100 HOUR INTERNET PACK, 1 YEAR WARRENTY.
PRICE-29490+TAX
IMPORTANCE OF THE STUDY
The business management courses are insufficient to solve all the problems
arising in practical field. There is no any shortcut way to solve management
problems coming out of concern. Thus this eight weeks summer training in any
successful running or organization, through it is a part of fulfillment of M.B.A.
program is must for the students. The aim of training is to develop the ability of
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correct decision making. A correct decision cut the right moment itself is an
added advantage for any problem arising out on regular basis.
OBJECTIVE OF RESEARCH
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The objective of the study to understand the consumer behavior & which
sales and promotional activity more effective regarding PC and Leaptop.
Information’s to get the objective as follows:
To know the factors which affects the behavior of the consumer while
purchasing the PC.
* To know the problem of channel partner
* To know the effect of product and poster display
* To know the reason for purchasing the specific brand’s PC laptop
* To know the consumer perception regarding PC.
* To know the competitors of HCL.
* To know the more effective sales and promotional activity
* To know the effect of catelouge
A major step in the conduction of marketing research is the decision
regarding the nature of research design we are selecting for the purpose of
our study.
The benefits of research design are that it evaluates client’s need in terms of
results and the analytical work on the gathered data that will convert it to useful
findings for the management.
The selection of a particular design depends on the causality of the variables
involved.
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** (Since we do not want to calculate any causality between any variables
therefore descriptive design is preferable.)
For the purpose of our study we intend to take up descriptive design.
They cover research designs that are intended to produce accurate descriptions
of variables relevant to the decision being faced, without demonstrating that
some relationship exists between variables.
Decision makers very often choose or are willing to accept descriptive data,
which would permit only inferences to be drawn about causation.
Here we are using cross-sectional design to produce a picture of the phenomena
in which the decision maker is interested –for example, the market shares of
various firms, consumer’s brand images and consumption, consumer perception
regarding PC.
LITERATURE REVIEW
This project is done under the title “SALES &PROMOTIONAL ACTIVITIES FOR
HOME PC’S&LEAPTOP OF HCL INFOSYSTEM LIMITED’
For preparing this project we went to many organizations institutional
organizations of LUCKNOW. We collected information of customers & Dealers
consuming various services provided by HCL.
We went to the companies, institutes and observe the following things---
More documentation is main reasons for not availing the consumer
finance.
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There are so many finance cases which are still pending because of
complex process of Union Bank of India.
HCL is getting big competition from COMPAQ and Assembled Pc’s.
Price & after sales service are significant factors which decides the sales
of computers.
The Distributors of HCL computers should be exclusive one, so that they
can give more time and mind to the sale of HCL computers only.
The person who is handling the finance case should be expert and have
the capability to clear the cases through bank.
1. Whether our product is available or not at that company & organizations
institutional.
2. If not then we saw of which company product is available.
.
RESEARCH METHODOLOGY
In application of market research the research has to go through several steps or
stages and these steps are following.
Step 1: Defining the Problem:
Defining the problem is the most important part of the market research process,
because wrong definition misdirects research.
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The type of the research to be carried out, the questions to be raised, and the
sampling procedure to be followed and the data to be collected, all depend on
the current understanding of the problem.
HCL is having tough competition in the market with other players these
players are assemblers and branded. There are many factors, which
influence the buyer for purchasing the PC.
Step 2: Develop the Research Plan:
The second stage of marketing research calls for developing the most efficient
plan for gathering the needed information.
Designing a research plan calls for decisions on the data sources, Research
approaches, research instruments, sampling plan, and contact methods.
Research Approaches : Primary data can be collected in five
ways: Observation, Focus groups, Surveys, Behavioral-data, and Experiments.
Observation research: Fresh data can be gathered by, observing the
relevant actors and settings.
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Focus group research: - A focus group is a gathering of six to ten people
who are invited to spend a few hours with a skilled moderator to discuss a
product, service, organization, or other marketing entity. The moderator needs to
be objective, knowledgeable on the issue, and skilled in-group dynamics.
Participants are normally paid a small sum for attending. The meeting is typically
held in pleasant surroundings and refreshments are served.
Survey research:- Surveys are best suited for descriptive research.
Companies undertake surveys to learn about people's knowledge, beliefs,
preferences, and satisfaction, and to measure these magnitudes in the general
population.
This approach best suited for project-research hence this method
was adopted (survey-research) for the project work.
Behavioral Data: Customers leave traces of their purchasing behavior in
store scanning data, catalog purchase records, and customer data bases. Much
can be learned by analyzing this data.
Experimental research: The most scientifically valid research is
experimental research. The purpose of experimental research is to capture
cause- and-effect relationships by eliminating competing explanations of the
observed findings.
Data Sources : The researches can gather secondary data, primary
data, or both. Secondary data are data that were collected for another purpose
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and already exit some-where. Primary data are gathered for specific purpose or
for a specific research project.
When the needed data do not exist or are dated, inaccurate, incomplete, or
unreliable, the researcher will have to collect primary data. Most marketing
research projects involve some primary data collection.
Same is the case for our project as well. For the purpose of our study we have
collected primary data in the form of (1) the data’s nature and (2) its function in
the ultimate interpretation and analysis.
Types of data
1. Demographic
2. Sociological
3. Psychographic
4. Behavioral
Here we are going to analyze the opinions that how people perceive
something what they believe about it and what those believes signify. The most
potent form of opinions tends to be attitudes, which are mental sets of
predispositions to act in some manner.
Here in our project we intend to analyze the opinions and attitudes of the
target population by using appropriate sample. So the data collected in our
project is basically demographic and behavioral.
Communication approaches
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In deciding on which of the several of communication means to choose, a
researcher has much to consider a simple division of communication media into
two broad types: observation and questioning. Also we will consider the matters
of whether to use structure and disguise.
From the point of view of our project we have selected the questioning method of
communication with our selected respondents, and for that purpose we have
drafted a questionnaire to quantify and evaluate the customer responses.
Questioning
In the majority of research problems, the required information can be gained only
by asking for it. This is done mainly by interviewing, but also data maybe
obtained through self-administered questionnaires distributed by mail and other
ways.
As explained earlier that we have selected the questionnaire method of data
acquisition, therefore, we choose to draft the questionnaire having closed ended
questions and that will help us quantify the results in an appropriate format.
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Research instruments :
Marketing researchers have a choice of two main research instruments in
collecting primary data: Questionnaires and mechanical devices.
Questionnaires: A questionnaire consists of a set of questions presented
to respondents for their answer. Because of its flexibility, the questionnaire is by
far the most common instrument used to collect primary data. Questionnaires
need to be carefully developed, tested, and debugged before they are
administered on a large scale.
In preparing a questionnaire, the professional marketing researcher carefully
chooses the questions and their form, wording, and sequence. The form of the
question asked can influence the response. Marketing researchers distinguish
between closed-end and open-end questions. Closed-end questions-prespecify
all the possible answer. Open end-questions provide answers that are easier to
interpret and tabulate. Open-end questions often reveal more because they do
not constrain respondents, answers.
Finally, the questionnaire designer should exercise care in the wordings and
sequencing of questions. The questionnaire should use simple, direct, unbiased
wording and should be pre-tested with a sample of respondents before it is used.
The lead question should attempt to create interest.
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Mechanical instruments: Mechanical devices are occasionally used in
marketing research. One example is of Galvanometers used to measure the
interest or emotions aroused by exposure to a specific and or picture.
QUESTIONNAIRE DESIGN
From basic aspects of measurement and meaning, we proceed to their
application in designing the instruments for seeking and recording data. Data
may be obtained by either observing or asking for them, and forms are needed
for field use in observation and interviewing. The accuracy and relevancy of the
data gathered depend heavily on the questionnaire.
FUNCTIONS OF QUESTIONNAIRES
A questionnaire is simply a formalized schedule to obtain and record specified
and relevant information with tolerable accuracy and completeness. In other
words, it directs the questioning process and promotes clear and proper
recording.
STEPS OF DEVELOPING A QUESTIONNAIRE
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We in our questionnaire have tried to evaluate buying pattern of our customer
and know the problem of dealer and distributor that face in business. Now, for
major the consumer behavior we first, define what is consumer behaviour means.
It is the decision making process and physical activity individuals engage in
when evaluating ,acquiring , using, or disposing of goods and servicing.
70
Determine the specific data to be sought.
Determine the interviewing process.
Evaluate the question content.
Determine response format.
Determine wording of the questions.
Determine questionnaire structure.
Determine the physical characteristics of the form.
Pretest revise and final draft.
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RESEARCH PROCESS
Sampling and determination of sample size
Sampling Plan : After deciding on the research approach and
instruments, the marketing researcher must design a sampling plan. This plan
calls for three decisions:
1. Sampling Unit: Who is to be surveyed? The marketing researcher
must define the target population that will be sampled.
The target Institutes for our survey were everyone Intermedite$ Proffesional
Institutes Our sampling frame was Lucknow.
2. Sample Size: How many customer and channel partner should be
surveyed? Large samples give more reliable results than small samples.
However, it is not necessary to sample the entire target customers $ channel
partner or even a substantial portion to achieve reliable results. A total of 250
interviews were conducted to both in Lucknow region in different locations.
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3. Sampling procedure: How should the respondents be chosen? To obtain
a representative sample of the population, a probability sample of the population
should be drawn.
Probability Sampling allows the calculation of confidence limits for sampling
error. Three types of probability sampling are described in following table, part A.
When the cost or time involved in probability sampling is too high, marketing
researchers will take Non probability samples. Following table, part B,
describes three types of non-probability sampling. Some marketing researchers
feel that non-probability samples are very useful in many circumstances, even
though they do not allow sampling error to be measured.
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A. Probability Sample
Simple random sample - Every member of the population has an equal chance
of selection.
Stratified random sample - The population is divided into mutually exclusive
group (such as age groups), and random samples are drawn from each group.
Cluster (area) sample - The population is divided into mutually exclusive groups
(such as city block), and the researchers draw a sample of the groups to
interview.
B. Non Probability sample
Convenience sample - The researcher selects the most accessible population
member.
Judgment sample - The researcher selects population members who are good
prospects for accurate information.
Quota sample - The researcher finds and interviews a prescribed number of
people in each of several categories
I have conducted the convenient sampling in different areas in Lucknow
region.
Data source
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To meet with consumers and asked to fill structured questionnaire and no
secondary data was collected.
Personal interviewing is the most versatile method. The interviewer can ask
more questions and record additional observations about the respondent, such
as dress and body language. Personal interviewing takes two forms. In arranged
interviews, respondents are contacted for an appointment.
Intercept interviews involve customer and channel partner decision authority to
meat and requesting an interview.
Step 3: Collect the Information: The data collection phase of marketing
research is generally the most expensive and most prone to error. The
information collected should be both accurate and relevant as per as the
requirements of research project. Depending on the requirement, the researcher
has to work out a suitable data collection method.
Broadly data collection method can be classified into,
(a) Primary methods: when data is directly collected by a researcher, they are
known as primary methods e.g. interviews and questionnaires.
(b) Secondary methods: The data are termed secondary data when they were
not originally collected for use in the research project under consideration, they
were collected rather for use by some other person or for some other project.
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Step 4: Analyze the Information: The next step in the marketing research
process is to extract findings from the collected data. The researcher tabulates
the data and develops frequency distributions. Averages and measures of
dispersion are computed for the major variables. The researcher will also apply
some advanced statistical techniques and decision models in the hope of
discovering additional findings.
Step 5: Present the findings: As a last step of market research process,
Results (findings) are extracted from the Analysis of information and are
presented to the related party. The researcher should present major findings that
are relevant to the major marketing decisions facing management. The findings
should be written in a concise, simple and objective orientated language.
For the purpose of our project, the analysis were conducted on the basis of
following conditions.
As we earlier suggested that we are going to categorize the scores into various
intervals.
Now as we have attached scores to all the parameters according to their
importance.
DATA ANALYSIS & INTERPRETATION
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.Problem of Channel Partner/ Demo Center
S.NO PROBLEM DESKTOP LAPTOP/NOTE
BOOK
1.
2.
3.
4.
5.
Supply of product
A)From Company
B)From Distributor
Time of Delivery
Packaging
Model Version
Scheme
Very High
Moderate
High
High
Very High
Very High
Moderate
Low
Low
High
Moderate
Moderate
Criteria Very High High Moderate Low None
Rating
scale
80 60 40 20 0
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0102030405060708090
supp
ly fro
m co
mpa
ny
supp
ly fro
m d
istibu
ter
time
of d
elive
ry
pack
aging
mad
el ve
rson
sche
me
desktop
leptop/notebook
PROBLEMS
Comments: From the above table and chart, it is clear that the main problem of
company is no supply or less supply of product from channel partners. Hence
company should give attention towards it.
Otherwise chances are more for shift brand of current as well as future
customers.
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. Product Display and Advertisement / Poster Display in
Channel Partner/Demo Center.
Criteria Excellent Very
Good
Good Average Poor None
Rating
Scale
10 8 6 4 2 0
Sr.No. Address of Channel Partner/
demo center
Product Display Poster Display
1.
2.
3.
4.
5.
6.
World processor Lucknow
Infoage Systems Lucknow
Rajat System Lucknow
Solution Lucknow
The Computer Shoppe Kanpur
Nesco Computer Lucknow
Moderate
Moderate
Moderate
High
High
High
High
Moderate
Moderate
Moderate
High
High
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7. Dinesh Jain$ Sons Lucknow Very high High
0123456789
World
Pro
cess
or
Info
age S
yste
m
Dines
h jain
& Son
s
Solutio
n Com
pute
rs
The C
ompu
ter S
hopp
e
Product Display
Poster Display
CHANAL PARTENAR
COMMENT:-
From the above it is clear that the Product display is very good at Dinesh Jain &
Sons and Computer Shoppe.
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Whereas Poster display is good at both the agency.
. Scheme to consumers
Sr.No Scheme Name Demand
1.
2.
3.
4.
Bandal Offer
Free Tour Package
Free CD Pack
Free Upgradition in RAM
Very High
Low
High
Moderate
0
2
4
6
8
10
Bandal Offer Free TourPackage
Free CDPack
FreeUpgradition
in RAM
Series1
Criteria Very High High Moderate Low None
Rating
scale
8 6 4 2 0
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COMMENT:-
From the above chart reveals that Bandal Offer is very popular scheme among
the
Customers. This scheme also gives the sales volume to the company because
this scheme
Is available with all models of HCL PCs. Company should modify tour package
and
Highlight the free up gradations in RAM.
. Effect of Product and Poster Display
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Criteria Excellent Very
Good
Good Average Poor None
Rating
Scale
10 8 6 4 2 0
Sr.No. Address of Channel Partner/
demo center
Product Display Poster Display
1.
2.
3.
4.
5.
6.
. World processor Lucknow
Infoage Systems Lucknow
Rajat System Lucknow
Solution Lucknow
The Computer Shoppe Kanpur
Nesco Computer Lucknow
Moderate
Moderate
Moderate
High
High
High
High
Moderate
Moderate
Moderate
High
High
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7. Dinesh Jain$ Sons Lucknow Very High High
0123456789
World
Pro
cess
or
Info
age S
yste
m
Dines
h jain
& Son
s
Solutio
n Com
pute
rs
The C
ompu
ter S
hopp
e
Product Display
Poster Display
COMMENT:-
The above table and chart reveals the effects of Product display and Poster
display in Channel Partner/Demo center. Both the displays create more
awareness of HCL products also creates more demand among customers.
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Effects of Catalogue
Criteria Excellent Very
Good
Good Average Poor None
Rating
Scale
10 8 6 4 2 0
Sr.No. Address of Channel Partner/demo center Effects
1.
2.
3.
4.
5.
. World processor Lucknow
Infoage Systems Lucknow
Rajat System Lucknow
Solution Lucknow
The Computer Shoppe Kanpur
Average
Good
Average
Good
Very Good
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Effect of catelogue
0123456789
WorldProcessor
InfoageSystem
Dinesh jain& Sons
SolutionComputers
TheComputerShoppe
Effect of catelogue
COMMENT: -
The catalogue is very effective. It is beneficial to customer as well as company. It
Increases the awareness of HCL product, Product depth.
Hence demand Product of different of HCL also increased
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.
. Market Potential for EZEEBEE
MARKET POTENTIAL FOR EZEEBEE
3% 15%
82%
Low
Medium
High
According to 42% dealers there is tremendously high market potential for
HCL EZEEBEE
.
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. Consumer preference for HCL EZEEBEE
CONSUMER PREFERENCE FOR HCL EZEEBEE
23%
21%48%
8%Low
Medium
High
Can't Say
According to various dealers 48% of consumers preferred HCL EZEEBEE
than other IT player’s home segment computer.
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Promotional activities which dealers found most effective one.
PROMOTIONAL ACTIVITY WHICH DEALERS FOUND MOST EFFECTIVE ONE
22%
28%23%
12%3%12%
Insertion
Canopy
Ad in Newspaper
Direct Marketing
EPP
Can't Say
COMMENTS:-
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Canopy is the most effective promotional activity. ad in Newspaper and insertion
are other effective activities.
COMPARISION BETWEEN BRANDED &
ASSEMBLED COMPUTERS.
It has been found that branded PC has equal market with assembler PC. But, in
previous year’s assembler were dominating the Indian PC market. But due to
cutting the price by companies branded PC has been growing in the market. I
have also observed that companies are highly indulged with the promotional
activities as well as advertising to take grip on the market.
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Companies have tie up with different banks to provide easy finance schemes.
Consumers are going for finance schemes to purchase the computers.
If we consider only branded players then the most preferable
PC’s are as follows.
HCL and Compaq is the most preferable PC used by the consumers. Both the
brand having a good image in the market. IBM is having 4% market share but
IBM is good brand but due to its high price its not more preferable by the Indian
consumers.
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HCL & Compaq both is having 32% shares in branded PC market. After that
comes zenith with 12% market. Zenith is also preferred by consumers because
of its low price then others. PCS and LG also having 8% share in the market.
There are also many players in branded segment like wipro, dell etc. are having
4% share.
Factors, which are taken into consideration while purchasing the
PC&Laptop
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Taking all the factors combined & assigning them some value according to their
rank in preference it has been observed that cost & quality play equal roles
whereas ‘support comes next followed by serviceability. brand comes on second
last and finally comes discount.
Study shows that while selecting a product for purchase cost plays the vital role
in the Indian minds. Next factor that comes is quality followed by brand image.
Discount also play role for purchasing the computer.
TOP 6 PREFERED FACTORS FOR PURCHASING
THE PRODUCT
COST 160 1
QUALITY 145 2
SERVICE 140 3
SUPPORT 130 4
BRAND 80 5
DISCOUNT 75 6
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WHICH BRAND IS THE BEST BRAND IN THE CONSUMERS MIND.
HCL is the best brand according to consumers in the Lucknow region. It is in top
because of its lower price among good brands and its better quality.
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Compaq is on the second position because of its quality and brand name.
Compaq is the big competitor of HCL.DELL comes on third position because of
its brand name and its customization of the product according to the consumer
need. IBM comes after DELL.
DATA INTERPRETATION
The most interesting and crucial phase of any research is the presenting of
findings and giving interpretation, this project is no exception. After concluding
with the project I am in a position to present the following:
HCL Infosystems Limited is one of the pioneers in the Indian IT market, with its
origins in 1976. For over quarter of a century, they have developed and
implemented solutions for multiple market segments, across a range of
technologies in India.
Undoubtedly HCL INFOSYSTEMS LIMITED was leader in after sales services
but now the company is lacking in this field. Company is having good quality
product with low price but it’s lacking in technology. Company should change its
technology. Change in prices earlier is biggest problem in this brand.Realibility
and after sale service is the biggest problem in HCL company.
But HCL is most competitive brand in India then others.
Now for our own personal experience this project was a real rewarding
experience for us and helped us gain insights into the ways marketing research
works. The survey let us know the functioning of the survey reports and their
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preparation. We are really indebted to our faculty to have provided us with this
opportunity.
PROBLEM IDENTIFICATION
Ezeebee, Beanstalk, Ezeebee Note are the core product of HCL and
TOSHIBA notebook which is marketed and sale by HCL in India. These
products can be successful if promoted in schools, colleges, institutes,
corporate and for end use.
To find out the factors effecting the buying behavior of customers. To study
which promotional activity is more effective in Lucknow and to find out the
preference of customers for home PCs.And it is also find out problems of
channel partner which face during the business.
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TOOLS USED FOR PROMOTIONAL ACTIVITIES
Employee purchase programme (EPP).
Road shows.
Special events in schools, college and institutes.
Follow up by Tele-calling.
Personal selling/door to door selling.
Special discount offer.
DESCRIPTION OF ACTIVITIES
Promotional activities done by HCL for their channel partner have given a
boom in sales of home PCs. Above table in which sales data has given can
justify that promotional activities/events are helpful in increase the sales
volume.
Different ways of promotional activities are as under:-
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EMPOYEE PURCHASE PROGRAMME (EPP)
Employee Purchase Programme are basically the special scheme or offer
designed for the employees of an organization. So that they can purchase
EZEEBEE home PCs at a discounted price. In this special offer which is given
to the employees of targeted corporate or organization for limited period so
that they feel themselves important and purchase a computer under the
scheme. This is also beneficial for the company to increase its product sales.
Employee Purchase Programme is very effective promotional activity to
improve sales graph procedure:-
First to select corporate or govt. office for this programme.
Then make a cell to HR manager or administration to fix up an
Appointment.
Meet to concern person and give them offer of scheme and convince
them and get permission for it.
Get information about right location and right days for the
Programme.
Organize the event in a faithful manner for employees.
Try to get the maximum sale of product during this period and also
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satisfy them by better service/delivery of product.
Also collect the database for future purpose.
Special about Employee Purchase Programme:-
A price of products is much lower than market price of product.
Nominal margin of channel partners make it more attractive.
On the spot finance scheme is also helpful in this programme.
Rate of interest for finance schemes is lower than normal rates.
Accessories of computer as web camera, printers and UPS etc. can be
provided at cheaper rate.
Employee Purchase Programme is a way to thanks the organization and their
employees for their support.
ROAD SHOWS
Road show is also a effective promotional activity and most of companies are
using it. HCL is also using this promotional tool very aggressively in Lucknow
because this is helpful in getting the attention of target customer.
The procedure of road show is to set up a CANOPY at road side of different
markets where maximum number of people can notice it. So we can say
CANOPY should be set up at prime location of market. One or two employee
of company may present in CANOPY with leaflets of company.
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They distribute the leaflet in public and also give the answer or detail of
queries generate by visitors. It is a easy way to generate queries for following
which helps in converting the interesting consumer into customer.
Road shows also can done with mega events. It helps in increasing the
awareness about the special schemes and offers.
MEGA EVENTS
HCL is doing mega event in Lucknow very aggressively. These events
organize at public place, appropriate location in a good market, in schools,
colleges and also in residential colonies where potential customer is available
for the success of event. It is necessary to know the location that target or
potential customer is there or not.
In schools and colleges these events can be organize on particular days like-
Annual day, Teacher day, Culture day and other special days so the event can
get more success than normal days.
PERSONAL SELLING
Personal selling is also an effective method of sale promotion. Under this
method an employee of company visits to the cyber cafes, computer coaching
centers, big shops and malls on the benefit of company.
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New queries can be generated by this way, which is also convertible into sale
because of by this way customer get importance.
Queries which are generated by Employee Purchase Programme, events etc.
also use to visit personally to convince the customer.
CONCLUSION
Main aim of any Research which is conducted in the market place to flashes
back hidden truths and basic facts, which effects the business of company
directly or Indirectly. These hidden truths are basic facts, which are out coming of
the research, are known as a finding the information gathered from the markets,
which are accountable in the achievement of the objective and for the company,
which makes the project more interesting, are basically known findings. The
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result of assigned project in management studies is known as findings. The
findings of this project are as follows:-
1. HCL is doing promotional activities in Lucknow city very aggressively.
2. HCL is a market leader in IT products in Lucknow but have a very close
competition with Compaq.
3. Most of people know that HCL only deals in desktop PC’s and servers where
only few knows that HCL, also provides leaptop, software development,
networking, internet services, facility management and High End solution.
4. Most of people think that HCL is typically hardware firm having no relations
with Software.
5. Compaq and HCL are two companies that are at top of mind in Brand fateek
customers. .
6. Cost and Quality are two major factors that are taken into consideration while
purchasing any IT product.
7. Technology wise means quality wise HCL is considered to be number two
after IBM.
8. Cost wise HCL is number three whereas Dell first position. Second rank goes
into account of HP
9. HCL is not focusing on advertising as much as its competitors are doing.
10. Corporate Image of HCL is good. It equalant to IBM and Compaq. HCL give
very tuff competition to MNC companies.
11. According to customer Satisfaction in desktop Index HCL is No.1 whereas
second and third is of Compaq and IBM.
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Customer are facing problem in Lucknow city related to after sales service. More
service centre are required to come out from this problem.
SWOT ANYLSIS
STRENGTH
HCL is a brand in itself.
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Aggressive Marketing strategy.
HCL has strong distribution network as compared to competitors.
HCL available Products can provide solution to any environment.
Customized products for every type of customer for example up gradation
as per the requirement of customer.
Weakness’
HCL has not been able to establish an entry barrier for competitors.
Services provided by HCL are not up to the market Channel partner of
HCL has not much capable to provide good and frequent services to their
potential customers.
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OPPORTUNITIES
HCL products because of their price factor over other companies and
assemble are gaining popularity.
The new technology that provided by HCL is one of the big opportunities
that HCL have.
Lower rates of different models give opportunities to HCL for grab the
assemblers market.
THREATS
Possibility of more new player’s come in the same business is expected
HCL PCs is facing a big challenge from Hp and IBM in higher segment
and from Assemblers in lower segment.
HCL facing a big challenge in Laptop segments.
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RECOMMENDATION/SUGGESTION
HCL has a good brand image in the field of home PCs but laptops and
PCs required company is promoting these products in advertising to utilize
its brand image.
HCL is also giving advertisement of its product frequently in magazines,
newspaper and Television channels etc.
Hoardings of company’s product should be stand by at the prime location
where maximum people can see it.
Relationship between the customer and company is the base of growth.
Company maintain better relationship with its big customer as institutions,
corporate, schools, colleges and end user also because good relationship is
always helpful in growth of sales.
Companies sends cards and invitation to the customer time to time or on
certain occasion.
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Until and unless after sales services of the company is not good, it is not
possible for company to increase the sale. HCL is also facing this problem in
some areas of Lucknow so company should open service centre at required
location.
Distribution of machine from company to dealer/channel partner is not
done at time. So dealer can not deliver the PCs to customer in time. So
delivery of PCs is on time.
. .
LIMITATIONS OF THE STUDY
Although I have tried to give the accurate and latest information about study. But
these following limitations were there:-
The time period allotted for this study was two months, which is short for
this type of study.
Area of study was limited in Lucknow city only, but HCL has a big
market a national & International level.
This project has done in summer session. So that result may not
became for all session.
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REFRENCES
TEXT BOOK
Philip Kotler(2005) Marketing management
C.R. Kothari(2006) Research Methodology
G.C.Berry(2002) Marketing Research
WEB SITE
www.google.com
www.hcl .in
www.hcl store.in
www.indiainfoline.com
MAGAZINE
Data quist
Chip
Digital India
Business India
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Business today
ANNEXURE
QUESTIONNIRE (For Dealers)
Name: - Phone no:-
Address: - E-Mail :-
Q.1. what is your perception in HCL brand?
Very Good Good Not Good Nor Bad Bad Very Bad
Q.2. which brand do you deal with?
COMPAQ HCL LG ZENITH Others .
Q.3. which brand at the top in the chart for maximum sale last month.
COMPAQ HCL LG ZENITH ASSEMBLE OTHERS.
Q. 4. Rank the following Brands at your counter. (GOOD=5, AVERAGE=3,
POOR=2)
COMPAQ HCL ZENITH ASSEMBLES OTHERS .
Q.5. which attributes customers considers while purchasing.
Price Brand Features After Sale Service Look Others.
Q6.Which activity is more effective?
Canopy EPP Direct marketing Advertise in newspaper other ----------
Q7.Woold you like give any Suggestions:-
Thanks
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QUESTIONNAIRE
(For customers)
Name: - E-Mail :-
Address: - Phone No.:-
Q.1. Have you knowledge about HCL leaptop/ desktop?
Yes No
Q.2. Have you seen or heard about the advertisement of HCL products.
Yes No
Q.3. If, Yes then where?
TV HOLDING Newspaper Other specify……………
Q.4 Which brand you are more aware
COMPAQ HCL LG ZENITH DELL
Q.5. What is your perception about HCL brand?
Very Good Good Not Good nor Bad Bad Very Bad
Q.6 Which colour do you like in HCL BRAND ?
White Silver Black Any other please specify………………….
Q. 7. Are you aware of new finance schemes of HCL?
Yes No
Q.8 Do you want to purchase leap top / desktop?
Yes NO
Q.9Which brand you want purchase leptops/desktop?
COMPAQ HCL LG ZENITH Others
Q10 How you want to purchase?
Cash Finance credit card Other
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