Hcl Info System Final Ppt

TOPIC:- VIDEO CONFERENCING, SALES AND MARKET

RESEARCH FOR HCL INFOSYSTEM’S DIGITAL PRINTING

SOLUTIONS

PRESENTED BY:-KARAMJEET KAUR RAI

ROLL NO:- 5738

COMPANY PROFILE

ACQUISITIONS & MERGERS

PRODUCT MIX OF HCL

MARKETING AND SELLING STRATEGIES

VISION, MISSION, QUALITY POLICIES & CORE VALUES

RESEARCH METHEDOLOGY

PROJECT OVERVIEW

DATA COLLECTION & ANALYSIS

SWOT ANALYSIS

RECOMMENDATIONS & SUGGESTIONS

CONCLUSION

LEARNINGS

CONTENTS

COMPANY PROFILE•Registered Office 806, Siddhartha New Delhi

•Head office F-19, Sec-8, Noida (UP)

•Date of Incorporation and commencement of business(India)

10th Feb, 1992 

•Sector private sector company

•Constitution Under company act 1956

•Nature of Industry IT services

•Founded in & Founder In August 11, 1976 by Shiv Nadar

•Area served World wide

•Revenue US $ 5.9 billion(2011)

•Employees 80000(2011)

•Subsidiaries HCl Info system & HCL Technologies

A corporate profile of Hindustan Computers limited

In 1976, Shiv Nadar, Arjun Malhotra, Subhash Arora, Badam Kishore Kumar, T.V Bharadwaj, & Arun Kumar started Microcomp Limited. The focus of the company was design and manufacturing of scientific calculators. The venture provided its founders money to start a company that focused on manufacturing computers. The company name "HCL" used to stand for "Hindustan Computers Limited" but now HCL is the only one name that the company goes by. HCL received support from the Uttar Pradesh government to setup manufacturing in Noida. On termination of the joint venture with HP in 1996, HCL became an enterprise which comprises HCL Technologies (to address the global IT services market) and HCL Info systems (to address the Indian and APAC IT hardware market). HCL has since then operated as a holding company.

HCL

HCL INFOSYSTEM

ESO Division

HCL INFINET

OA Division

NokiaHCL

COMNET

TELECOM

CISCO TANDBERGRADVISIONPOLYCOMOTHERS

HCL AXON

HCL TECHNOLOGIES

IPAS

VOICE (EPABX)

Video Conferencing

The Company acquired Capital stream, a US BFSI product company for US$40 million in February 2008. Capital stream’s Finance Center product is an addition to HCL's current product addressing the BFSI market - Penstock, the product that HCL launched in 2007. On 15 December 2008, HCLT acquired the UK based AXON Group for US$658 million, which was renamed HCL Axon.

ACQUISITIONS & MERGERS

HCL TECHNOLOGIES

The company is led by its Vice Chairman and CEO Vineet Nayar. It is the IT services arm of HCL Enterprise, a US$5.5 billion global Technology and IT Enterprise. HCL Technologies is fifth largest IT Company in India and is ranked 48 in the global list of IT services providers. HCL Technologies is a relatively young company, formed in 1991 when HCL's R&D business was spun off to focus on the growing IT services industry. During last 15 years, HCL has expanded its service portfolio in IT applications (custom applications for industry solutions and package implementation), IT infrastructure management, and business process outsourcing, while maintaining and extending its leadership in product engineering.

HCL Info systems 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”. HCL Info systems Ltd., a listed subsidiary of HCL, are an India-based hardware and systems integrator. It has a presence in 170 locations and 300 service centers throughout India. Its manufacturing facilities are based in Chennai, Pondicherry and Uttarakhand. HCL Peripherals (a unit of HCL Info systems Ltd.), founded in the year 1983, is a manufacturer of computer peripherals in India of Display Products, Thin Client solutions, Information and Interactive Kiosks and a range of Networking products & Solutions. HCL Peripherals has two Manufacturing facilities, one in Pondicherry (Electronics) and the other in Chennai (Mechanical).

HCL INFOSYSTEMS

The Office & Automation solutions division provides Documentation and Presentation solutions to its clients. HCL Info systems are the official distributor and marketer in India for the following products and companies:

Product Company Photocopiers Toshiba Printers Konica Minolta Digital Duplicators Duplo Scanners Kodak Large Format Printers Kyocera Mita

PRODUCT MIX OF HCL INFOSYSTEMS

HCL Info system Ltd. Differentiate itself with their successful marketing strategy. HCL Info system Ltd. telecom technology's position relative to these drivers:

Price: HCL Info system Ltd adopts a strategy to sell their product on DGS&D (directorate general of supplies & disposals) rate contract these are the government approved rate contract. So there is no doubt in government purchases.Features: Within the given product module, company introduce best business communication technology i.e. IP PBX. It consist number of feature. Service Offering: HCL Info system is only a company to provide direct customer services to their customer. In this way company provide best services to their customer. Manufacturers Experience: manufacturers of these products like CISCO TANDBERG, RADVISION etc provide best products to HCL.

MARKETING & SELLING STRATEGIES

Product Flexibility: HCL Telecom Technology will strive to maintain a lead in the ability of the operator to easily add schemes and re-configure the system. In addition, HCL Telecom Technology will maintain an open environment. HCL technology is easy to install & easy to use.

Vendor Experience: HCL Info system Ltd. will follow a stepped strategy to be sure we under-commit and over-deliver to our customers. HCL Info system Ltd has a joint venture with best vendor and suppliers of like Aastra, tadiran Coral etc.

Product line: HCL introduce best line of products like products of video conferencing systems, photocopiers, digital printing solutions, laptops, cell phones etc.These products consists various feature.

Introduction of  HCL Office automation Products 

Dear Sir,We, HCL Info systems Ltd, Office Automation Division   is one of the Major player in the office automation Domain,Our Product Portfolio : Digital Multifunction Device  and Copiers – Toshiba

Digital Duplicator – Duplo Video Conference and PBX solutions

Interactive white Board and Touch Panel - from Hitachi and Smart

Market for the above products has seen a sudden surge due to   factors like reduction in cost,  Modernization  and up gradation of  class rooms and the rapid expansion of education segment.We are sure you will find them attractively priced with extremely good support back up.If you are interested , Please feel  contact us for any trade enquiry at the following contacts.For HCL  Info systems Ltd , Office Automation Division Plot Number : ITC – 3 Mohali-160062 Punjab Phone :  +91-172-4352190, Fax -4352191, Mobile number : 9501082803 RegardsTeam Marketing  

Situated at : HCL Tower, Plot no. ITC-3, Sector-67, IT Park, Mohali

CEO : Harsh Chitle

Head of marketingDepartment : Sandeep Bedi

Constructed in : 2006

ABOUT HCL INFOSYSTEMS MOHALI:

EXECUTIVE MANAGEMENT TEAM

AJAI CHOWDHRY (Chairman and CEO )J V RAMAMURTHY (President and Chief Operating Officer )SANDEEP KANWAR (CFO & EVP) HARI BASKARAN (EVP )GEORGE PAUL (EVP )RAJEEV ASIJA (EVP) RAJENDER KUMAR (EVP) M CHANDRASEKARAN (Sr. VP) VIVEK PUNEKAR (VP HR)

VISION, MISSION, QUALITY POLICY & CORE VALUES

oVISION: A global corporation enriching lives and enabling business transformation for our customers, with leadership in chosen technologies and markets. Be the first choice for employees and partners, with commitment to sustainability. oMISSION:It enables business transformation and enrichment of lives by delivering sustainable world class technology Products, Solutions & Services in their chosen markets thereby creating superior shareholder value. oQUALITY POLICY: “We shall deliver defect free products, services and solutions to meet the requirements of our external and internal customers the first time, every time.” oCORE VALUES: HCL“1. We shall uphold the dignity of the individual. 2. We shall honor all commitments. 3. We shall be committed to quality, innovation and growth in every sector. 4. We shall be responsible corporate citizens. “

Among the major awards and accolades that came HCL’s way are:

Ranked No 1 in the DQ-IDC Best Employer Survey 2009, among the IT companies in India .Gold Award in “IT &Automation Hardware” category by Frost & Sullivan in India Manufacturing Excellence Award (IMEA 2008) .Awarded the “Gold Star” rating for customer satisfaction excellence in the CISCO PAL Survey .Ranked No1 company in IT services as per DQCSA 2009. Best Desktop PC Category award by Computer Active .Emerald Award for best all round performance from In focus Platinum Certificate of Excellence award from HDFC Standard Life Insurance Co. Ltd in appreciation of its contribution & efforts towards the continued success of HDFC SLI .

AWARDS AND ACCOLADES FOR THE COMPANY

RESEARCH METHEDOLOGYTOPIC : Video conferencing & market research for HCL Info system's Digital Printing SolutionObjective : 1. To study the usage of HCL products in the organizations2. To study the customer awareness about 3D Printers3. To gauge the competitive forces present in the industry & their impact on HCL Info system4. To generate leads and sell HCL Info systems Products.5. To know how many companies deal with HCL Info systems.6. To study the manufacturers of video conferencing.7. To study the benefits of video conferencing,8. To study that how many kinds of video conference Systems

are there?9. To study that how many models are presented by Manufacturers of video conference systems.

Method: - Descriptive methodSample Size: - 60Sample design: - Random samplingSampling Technique: - Convenience samplingData collection: - Both Primary as well as secondary dataArea of survey: - Chandigarh & MohaliTools of data analysis: - Questionnaire Marketing Models Bar Graphs

NEED & SCOPE OF THE STUDY

The project “Video conferencing &Sales and Market Research for HCL’s Digital Printing Solutions” aims to study the markets where HCL sells its products. The study will benefit the company as the analysis will help in understanding consumer behavior in business to business markets. Furthermore, the study will help to gauge the competition present and understand the markets dynamics better.

 My Project was based on the Video conferencing and Sales & Market Research for HCL’s Digital Printing Solutions in the tri city of Chandigarh and Mohali .

SCOPE OF THE STUDY: -

VIDEO CONFERENCINGA video conference (also known as a video teleconference) is a set of interactive telecommunication technologies which allow two or more locations to interact via two-way video and audio transmissions simultaneously. It has also been called 'visual collaboration' and is a type of groupware.

TECHNOLOGY: - The core technology used in a videoconferencing system is digital compression of audio and video streams in real time. The hardware or software that performs compression is called a codec (coder/decoder).

The other components required for a videoconferencing system include:Video input : video camera or webcamVideo output: computer monitor , television or projectorAudio input: microphones, CD/DVD player, cassette player. Audio output: usually loudspeakers associated with the display device or telephoneData transfer: analog or digital telephone network, LAN or InternetComputer: a data processing unit that ties together the other components, does the compressing and decompressing, and initiates and maintains the data linkage via the network.

There are basically two kinds of videoconferencing systems:

1. Dedicated systems: It has all required components packaged into a single piece of equipment, usually a console with a high quality remote controlled video camera. These cameras can be controlled at a distance to pan left and right, tilt up and down, and zoom. They became known as PTZ cameras.

2. Desktop systems: - These are add-ons (hardware boards, usually) to normal PCs, transforming them into videoconferencing devices. A range of different cameras and microphones can be used with the board, which contains the necessary codec and transmission interfaces.

TYPES

(1.) Opportunity missed with other media: - IM, e-mail, audio and data

a. Other opportunities are one dimensional.

b. Understanding often decreases as more people join.

c. Language and cultural barriers increases.

D. Limited multimedia capability.

(2.) Visual communication is “Real”: - Video

a. Creates deeper understanding by revealing reactions and

emotions.

b. Bridges language and cultural barrier with visual cues.

c. Illuminates interactions within team.

d. Reduces travel expenses and travel time.

(3.) Visual presence maximizes productivity.

WHY VIDEO CONFERENCING

Videoconferencing increases productivity.

It reduces costs like travel expenses, cost related arrangement

of meetings etc.

It saves lots of time by reducing travel time etc.

You can easily know the reaction of your opposite party by

checking their facial expressions

It enables people to interact and call meetings at a moments

notice between distant parties

It provides the possibilities to have both regular and ad-hoc

meetings, ensuring that decisions can be taken faster.

It offers a more environmental and safer option.

BENEFITS OF VIDEO CONFERENCING

HCL having the strategic alliance with TANDERBERG and

AETHRA for video conferencing solutions provides the

world class solutions.

TANDERBERG

ATHERA

RADVISION

POLYCOM

Videoconferencing is communication across distances with

video and audio contact that may also include graphics

and data exchange. Videoconferencing technology allows

people at two or more locations to see, hear and share

documents and graphics with each other at the same

time.

VIDEO CONFERENCING SOLUTIONS

TANDBERG a Norway based company provides various solutions for Video

conferencing like Tandberg endpoints, MCU and Gateways, Management

software and services.

The Tandberg advantage stands out the clearest when evaluating the end-

to-end solutions.

Why Tandberg Video Conferencing Solutions

a. Highest quality video and audio

b. Simplicity and ease of use

c. Consistent functionality

d. Privacy of communications

e. Ease of integration

f. IP Quality of Service

g. Investment protection

h. Complete, global service portfolio

Providing greater business productivity and lower total cost of

ownership

TANDERBERG

EXPERIA PROFILE SERIES (MXP)

EDGE SERIES

CENTRIC SERIES

MOVI

TANDERBERG’S MODELS

Founded in 1990, Polycom develops, manufactures and markets a full range of high-quality, easy-to-use and affordable voice and video communication endpoints including telepresence systems, video conferencing equipment, Web conferencing software, multi-network gateways, and multipoint conferencing and network access solutions. In addition to being the worldwide leader in market share for voice and video conferencing, Polycom has developed The Polycom Office, the world’s only fully integrated, end-to-end video, voice, data and web collaboration solution.

In 2006 Polycom added the RPX 200 Series and 400 Series telepresence systems to its extensive line of video conferencing solutions including the ultra-popular Polycom VSX line, and brought HD video conferencing to the boardroom with it's high-definition Polycom HDX 9000 Series. 

POLYCOM

WHY POLYCOM

Polycom creates location liberation so people can have more engaging

conversations in new ways that defy the boundaries of distance, cost,

time, and significant business disruptions, such as terrorist attacks,

pandemics, or acts of nature.

Through a highly visual and immersive unified communications (UC)

experience, people can connect, speed their decision making, and

increase their productivity to benefit their companies and individuals

inside their organizations and beyond.

BENEFITS OF POLYCOM VIDEO CONFERENCING SYSTEMS Polycom is easy to use, communicate faster and collaborate easier.

Polycom is affordable.

Polycom is life like.

Polycom is efficient

Polycom is cost effective

Private LimitedA Public limitedA Government UnitA Public Sector Unit

Organization

Private ltdPublic ltd.Govt unitPrivate sector unit

•Interpretation: - The Private sector makes up 25.5% of the total sample. Chandigarh being the capital of Punjab and Haryana has many Government offices including the departments. This is one sector from where HCL gets its maximum business from, the government departments like Food & Supply Directorate, Haryana, Excise Department, UT, etc. have the lion’s share in the sample with 45% followed by Public companies and PSU’s with 23% and 6.5% respectively.

Q: Your organization is

Q: Which of the following digital printing products/solutions you are using?

PhotocopiersPrintersDigital DuplicatorsLarge format printersScannersAny other

photoco

pier

printe

r

digita

l duplic

ators

larg

e fo

rmat

prin

ter

scan

ners

0%

10%

20%

30%

40%

50%

60%

systems

systems

Interpretation: - Photocopier is a multi-utility product for offices. This product is used by 89% of the respondents. Another popular product is the Printer which is used by 67.5% of the sample. Digital duplicators account for 34% of the products. Large Format Plotters(LFP) is a specialized product and has a niche demand thus it has very few takers at 31%.These are followed by the second most popular product, Scanners which are used by 74.5% of the respondents.

Q: Which brand of photocopier are you using?

RicohModiCanonSharpToshibaXerox

ricoh xerox toshiba canon sharp0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

30.00%

35.00%companies

companies

•Interpretation: - Amongst all the brands of photocopiers namely, Ricoh, Toshiba (distributed and marketed by HCL), Canon, Modi, Sharp, Xerox. Ricoh has the maximum takers in the tri city with 29.5% market share. Followed by the leader are Xerox and Modi with 24.5% and 16.5% market share. These players are amongst the oldest in the industry of photocopiers, Xerox has infect become a generic name for photocopying. Amongst the bottom three brands are Toshiba, Canon and Sharp with 12.5%, 9.5% and 7.5% market share. Toshiba is a relatively new player in comparison to Canon and Sharp.

Q: Which of the following you wish to buy in near future?

PhotocopierPrinter digitalDuplicatorScannerLarge format printersNone of the above

phot

ocop

ier

print

ers

digita

l dup

licat

or

scan

ner

large

form

at p

rinte

rs

none

of t

he a

bove

0%

10%

20%

30%

40%

products

products

Interpretation: - At present a majority of customers are satisfied with the products they have as 37.5% of them do not wish to buy any products in the coming days. 21.8% suggest that they will need printers in the near future, 18 % amongst them will need photocopiers, and 12.8% suggest that they intend to buy scanners

Q: What is your preferred mode of purchase?

QuotationTender rateContract

purchases

Quotationrate contracttender

Interpretation: - The most popular amongst all modes is the Tender as 64.7% of the respondents believe that by inviting tenders for these products they can compare the prices of the products from different suppliers and also do a comparative study of the features provided by each supplier. The DGS&D rate contract is preferred by 21.8% of the respondents as they are authorized to buy products for their offices on Government of India prescribed rates. 14% respondents prefer to receive quotations from companies about their products and then take a decision.

Q: Which brand of Scanners are you using?

(a) HP (b) Ricoh (c) Kodak (d) Canon

HP ricoh kodak canon

0.00%

10.00%

20.00%

30.00%

40.00%

scanners

scanners

Interpretation: In the scanners market HP emerges a market leader again with 36.5% respondents using its products. Canon comes at second place in this category too with 28% share. Ricoh and Kodak (distributed and marketed by HCL) have 20.5% and 15% shared respectively.

Q: Are you aware of 3D printers?

YesNo

awareness

yesno

Interpretation: - Three dimensional printers are a recent innovation in the IT industry that is the primary reason for respondent’s lack of awareness about this particular product as 86% of the population is unaware about this product.

Q: Do you want presentation or demonstration any of the below mentioned products?

PhotocopierPrinter digitalDuplicatorScannerLarge format PrintersNone of the above

phot

ocop

ier

print

ers

scan

ners

large

form

at p

rinte

r

digita

l dup

licat

or0.00%

10.00%20.00%30.00%40.00%50.00%

products

products

•Interpretation: - The most appealing product to the customer has been the photocopiers as 46.4% expressed a desire to see the product, followed by 34% who wish to receive a demonstration of scanners, 28% of them wish to receive a demo for digital duplicators.

Q: What is the amount of Documents printed or Copied in a month?

(a) 0 – 5000 (b) 5000 – 10000 (c) 10000 – 15000 (d) 15000 or above

0-5000 5000-10000

10000-15000

15000 plus

0%

10%

20%

30%

40%

50%

documents

documents

Interpretation:-A very important exhibit, this represents the number of copies that are printed/copied by organizations in one month. By knowing the approximate requirement of its prospective customers the company can recommend them the most suitable products that would fit their requirements. Another area where this information can be useful is the companies can frame “Lease Agreements” on the basis of this information and contract with the customers on a per page payment basis. 43.5% respondents have a requirement in the range of 5000-10000 copies per month whereas 15% have requirements in the range of 15000 and above.

Q: How often does your organization change its Digital Printing Solution equipments?

(a) Every Year (b) Every 2 years (c) Every 4 years(d) More Than 4 Years

every year every 2 year every 4 year more than 4 year

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

50%

Series 1

Interpretation:By studying the pattern the company can estimate the period during which the customers will need a particular product. They can use this information to their advantage in terms of pricing, promotion, etc. 42% respondents from the sample change their products every 4 years, 28 % change them after the products are more than 4 years old.

Q: Do you use video conference system for business communications

1.Yes2. No

Sales

yesno

Interpretation: It was observed that 63.3% organizations using the video conference system and 36.7% said no that they are not using video conference system

Q: What are the facilities do you use in your system

Call transferCall waitingVideo conferenceAll the above

Facilities

call transfercall waitingvideo conferenceall above

Interpretation: It was observed that in 3% systems has call transfer facility,19.7% systems has call waiting, 42.3% systems has video conference and 6% systems has all the above facilities

Q: Are you satisfied with the system which you are using

YesNo

satisfaction level

yesno

Interpretation: It was observed that 67.7% organizations are satisfied with their system and 32.3 are not satisfied they want to replace their systems.

Q: If not then what is the cause of your dissatisfaction

Poor performanceHigh maintenancePoor performanceUnwanted feature

poor

serv

ice

high

mai

ntan

ence

poor

per

form

ance

unwan

ted

feat

ures

0.00%5.00%

10.00%15.00%20.00%25.00%30.00%35.00%

causes

causes

Interpretation: It was observed that 22.4% organizations are suffered from poor services in their systems, 17.4% has problem of high maintenance, 29.2% suffered from poor performance and 31% suffered from unwanted feature.

STRENGTHS

Wide Range of Products and

Services like BPO’s, Software

Services, Infrastructure Management

which cater into both large and

Medium size companies.

Global Coverage in countries like

U.S, Europe, Japan etc

Strong employees’ base of up to

50000Pax.

Support sales activities by

understanding the customer business

better.

Keep up to date on what competition

is doing.

WEAKNESS

One of the key weakness of HCL is

that it has lost projects in

Continuation like recently BFSI

cuts projects.

HCL has always a weakness in

TIER1 sectors.

Total asset turnover is one of the

weaknesses of HCL as they have

always failed to materialize its

assets in right direction.

Lack of innovation and

distribution network especially in

case of laptops has reflected HCL’s

weakness.

OPPORTUNITIES

Acquisitions:-HCL has already done 3

major acquisitions like Liberta. This

enables them to expand and create

opportunity for them to wide there

spectrum.

Key opportunities lies in the countries

like Eastern Europe and APAC (Asia-

Pacific Region).

Mid Market segment is the opportunity

area as against fortune200 companies.

Opportunity of doing better on return

on equity from 21.42% by beating sat

yam (26.08%)

Increasing its market share from 9.8%

vs. 19.7%(HP)

THREATS

One of key threat for HCL and the

industry as a whole is the ban of

outsourcing from India due to new

regulations from U.S

Dip in quarterly Sales by 5% can

lead to loss of market share and

product depreciation.

Small Players and manufactures

are trying to enter into the

segment where they can provide

much cheaper products then HCL

which will be a rising competition

for HCl to stand.

The most popular product from HCL’s point of view is Toshiba’s Digital Photocopier. The product is used in almost all offices that the survey covered. To increase the visibility of the product HCL should promote it so that the product has recall value amongst the customers.

Ricoh is a market leader as far as the Digital Photocopier is concerned. HCL is emerging as a “challenger” in this competitive rivalry. To effectively address this HCL may use the following strategies:

Frontal Attack: Here HCL will have to match Ricoh’s product, advertising, price, distribution, etc. The company with greater resources will win. HCL can reduce its own margins and thereby reduce the cost of its products. This will work provided Ricoh does not retaliate and slash its prices too. Flank Attack: HCL should identify the weak spots in Ricoh’s products. Then it should direct its attack on two dimensions namely geographic and segmental. In the geographic dimension HCL should try to enter into Ricoh dominated sectors like sector 17, 9, etc. There it should position itself in such a fashion that its features out do Ricoh’s. In a segmental dimension HCL should try and develop new segments where it can expand its market share.

The most widely used products in offices according to the survey are Printers where HP is the leader. HCL should not ignore this segment as it distributes and markets Konica Minolta’s Biz Hub line of printers. HCL’s marketing initiatives should aim to leverage the brand value of Konica Minolta and try to create a unique image in the minds of the customers.

The survey suggests that the average number of copies printed/copied by organizations lies in the range of 5000 to 10000 copies per month. Thus, the most suitable machine for this range is the Toshiba e-Studio 255/355. During future promotions these machines should be pushed. Moreover the lease agreements should be framed keeping in view the requirement of 10000 pages per month. If a lease agreement catering to this range can be framed HCL will be able to gain substantial market share as no company in the market has a lease agreement for this range.

The government departments prefer to buy products that are listed on the DGS&D rate contract. HCL should make sure that its entire range of products is on that list as it would cover all prospective market opportunities for the company. A situation may arise that the government may need a big number of a particular product and if that product is not on the list it would lead to loss of sale for HCL.

A major shortcoming for all companies in this industry is related to provide “after sales service”. The company that will provide better service will emerge a winner in the long run as this will be a “differentiator” for the particular company. The process of offering Annual Maintenance Contracts should be packaged with the product, i.e., while selling the product the AMC should be bundled along at a nominal price. This would help HCL earn from service along with the sale of the machinery. The company that will provide better service will emerge a winner in the long run as this will be a “differentiator” for the particular company. The government departments prefer to buy products that are listed on the DGS&D rate contract. HCL should make sure that its entire range of products is on that list as it would cover all prospective market opportunities for the company. A situation may arise that the government may need a big number of a particular product and if that product is not on the list it would lead to loss of sale for HCL. HCL should impart in-house training to all its sales persons for effective pitching of its products. An untapped source of revenue for the company could be the revenue from sales of its tonners. The company should explore various avenues where these can be sold and develop a market for it.

CONCLUSION

CONCLUSION

Amongst the Documentation and Printing Solutions used in Office Automation products the Photocopier has the maximum takers as this machine comes along with an inbuilt scanner and printer too. Three dimensional printers are a recent innovation in the IT industry that is the primary reason for respondent’s lack of awareness about this particular product as 86% of the population is unaware about this product. The HCL competitors had a major impact on the HCL sales as its Major competitors like HP and Canon are having the maximum share in the market.The product has appealed to the customer during the sales pitch. The customer would like to see a demonstration of the product that has appealed to him. The most appealing product to the customer has been the photocopiers as 46.4% expressed a desire to see the product, followed by 34% who wish to receive a demonstration of scanners, 28% of them wish to receive a demo for digital duplicators.

LEARNINGS