This document appears to be a summer training project report submitted by Rahul Tyagi to fulfill requirements for an MBA degree. It provides details of Rahul's summer training project at HCL Infosystems including an executive summary, objectives, details about the Indian hardware industry and HCL Infosystems. It also discusses the company's marketing strategy, products and services, research methodology used, activities performed, findings, recommendations, and conclusions.
This document appears to be a summer training project report submitted by Rahul Tyagi to fulfill requirements for an MBA degree. It provides details of Rahul's summer training project at HCL Infosystems including an executive summary, objectives, details about the Indian hardware industry and HCL Infosystems. It also discusses the company's marketing strategy, products and services, research methodology used, activities performed, findings, recommendations, and conclusions.
This document appears to be a summer training project report submitted by Rahul Tyagi to fulfill requirements for an MBA degree. It provides details of Rahul's summer training project at HCL Infosystems including an executive summary, objectives, details about the Indian hardware industry and HCL Infosystems. It also discusses the company's marketing strategy, products and services, research methodology used, activities performed, findings, recommendations, and conclusions.
HLM GROUP OF INSTITUTIONS 11 th Km. Stone, Delhi-Meerut Road, Ghaziabad-201010 Tel: +91 9999310385, 9999310378, 9999310387 Website: www.hlmgroup.org, E-mail: hlm_11rediffmail.com
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DECLARATION
I hereby declare that the dissertation entitled the Summer Training` in HCL INFOSYSTEM , submitted in partial IulIillment oI the requirement Ior the degree oI Master oI Business Administration to H.L.M GROUP OF INSTITUTIONS, GHAZIABAD (aIIiliated to U.P. Technical University, Lucknow) is my original work & not submitted Ior the award oI any other degree, diploma or other similar title oI prizes.
(RAHUL TYAGI)
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Acknowledgement
I take this opportunity to thank all the people who helped me with valuable inputs, guidance and suggestions during my tenure oI project, without which this report would not have taken its Iinal shape.
I am thankIul TO Mr. CHETAN SIR, Area Sales Manager, Ghaziabad oI HCL InIosystems Ltd. who spared his valuable time and gave me opportunity to work and undertake this project in HCL InIosystems Ltd. and guided me throughout this project.
This acknowledgement would be incomplete without thanking Mr.AKARAM KAHN AREA SALES MANAGER U.P (NCR) HCL InIosystems Ltd. who helped me in all possible manner at all possible time during the course oI this project and all the above I would like to give my heartiest regards to my Institute Iaculty & my internal guide. MS. PREETY PAL (HLM GROUP OF INSTITUTION) whose timely guidance and support at crucial junctures made the undertaking oI this project an enriching learning experience. I would also like to thank all the people who participated in this project directly or indirectly. Last but not least I would like to thank all my Iriends who have been a great help in this project with their innovative ideas and suggestions.
RAB0L TYAuI MBA (2009-20011) Roll No. : 0957970021
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Preface
1oJuyx murket xcenurlo lx totully Jlfferent from whut lt hux been u few yeurx ugo. Conxumerx hux u lot of cholce for every proJuct becuuxe Juy by Juy compunlex ure comlng up wlth thelr new unJ lnnovutlve proJuctx. Iuter there wux llmlteJ cholce for moxt of the proJuctx unJ compunlex JlJnt huve to put much of the effortx to xell thelr proJuctx. But toJuyx xcenurlo lx totully Jlfferent. Conxumerx huve cholce becuuxe of uvullublllty of vurletlex unJ optlonx. We cun xuy toJuyx conxumer lx the murket ruler. So lt lx lmportunt to know hlx buylng behuvlor unJ try to fulflll hlx JemunJ. Compunyx ulm xhoulJ be cuxtomerx Jellght not cuxtomerx xutlxfuctlon.
1he purpoxe of thlx xummer project lx to know the conxumerx performuncex, neeJx, text, hlx buylng behuvlor unJ lnxplrutlon fuctorx behlnJ lt. HCI Infoxyxtemx ItJ how much lx fulfllllng the cuxtomerx neeJx unJ try to muxlmlze the xulex of perxonul computerx.
1hlx xummer trulnlng wux reully gooJ leurnlng experlence for me. I got opportunlty to upply the theoretlcul knowleJge to pructlcul uxpectx of xelllng. Whut problemx cun urlxe unJ the wuy to tuckle the Jlfflculty Jurlng the xulex ux xmurtly ux poxxlble.
1hlx report contulnx compuny proflle unJ xulex promotlon uctlvltlex uJopteJ by HCI Infoxyxtemx ItJ. Rexeurch MethoJology, unulyxlx of uctlvltlex performeJ Jurlng the courxe of thlx project by me, flnJlngx, recommenJutlonx unJ xuggextlonx, concluxlon unJ beurx blbllogruphy unJ unnexure glven ln the luxt to glve the reuJerx u gooJ knowleJge of the content. I hope thlx project report wlll xerve the purpoxe.
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Contents
Topic: Page No. Executive Summary 01 Synopsis 02 Objective oI the study 03 Indian Hardware Industry 04-15 Company ProIile 16-21 O About HCL 22-26 O About HCL Frontline Division 27-29
O Achievements 30-33 O Marketing Strategy 34-38 O Products and Services 39-74 Research Methodology 75- 77 O Research Approaches 78-79 O Research Instruments 80 O Research Process 81-82 O Data source 83-84 O Problem IdentiIication 85
O Importance oI the study 86 Tools used Ior Promotional Activities 86
O Description oI Activities 87- 91 Data Presentation and Analysis 92- 101
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Major Findings 102-103 SWOT Analysis 104-105 Suggestions and Recommendations 106
Limitations oI the study 107
Learning Irom the study 108-109 Conclusion 110 Bibliography 111
Annexure 112 "uestionnaire 113-115
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CERTIFICATE
This is certiIy that the research report titled 'corporate seIIing and market survey using for HCL Infosystem is a bonaIied work carried out by rahul tyagi under the guidance oI Mr . JIJEK ACRAWAL in partial IulIillment Ior award oI the degree oI Master oI Business Administration (M.B.A) Irom U.P. Technical University, Lucknow. This is also certiIy that this report has not been submitted to any other institution or university Ior IulIillment oI any course/ degree. All the inIormation in this report is true to the best my knowledge.
RESEARCH GUIDE: PRINCIPLE OF MANAGEMENT: Mr 'I'EK AGRAWAL Dr. Ruchi Srivastva
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COMPANY CIRTIFICATE
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P PR RE EF FA AC CE E
Today`s market scenario is totally diIIerent Irom Iew years ago. Consumer has a lot oI choice Ior every product because day-by-day new companies are coming with their product. Later there was limited choice Ior mostly products and companies didn`t have to put much eIIorts to sale their product. But today`s scenario is totally diIIerent. Consumers have choice because oI availability oI varieties and options. We can say today`s consumer is the king oI market. So it is important to know his buying behavior and try to IulIill his demand. Company`s aim should be customer delight not costumer satisIaction. HCL InIosystems how much is IulIilling the customer needs and try to sale the maximum oI personal computer This dissertation report making was really good learning period Ior me. I got opportunity to know the corporate selling and market survey . This dissertation report is part oI course oI MBA program, which is set by
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H.L.M. Group Of Institutions ,Duhai (Ghaziabad) and it is necessary Ior every student to under zho Ior dissertation project.
ACKNOWLEDGEMENT
The completion oI my training in HCL INFOSYSTEMS with study of HCL PRODUCTS gives me an opportunity to put across my gratitude to all those who help me to complete this training successIully and within time my college H.L.M. Group Of Institutions ,Duhai (Ghaziabad) in particular has been the source oI inspiration and I will Iorever be in its debts. I wish to acknowledge my sincere gratitude and thanks to all individuals who have help and guide me in this training. First oI all I thank god who oIIers me an opportunity to study in such eulogistic institution. In particular, I am especially indebted to Mr. Sanjeev Kulshrestha (ACEM) oI HCL INFOSYSTEMS who were a constant source oI inspiration and guidance at all level without which this report would not have been possible. I would be Iailing in my duty iI I don`t express overwhelming sense oI gratitude to all my teachers at H.L.M. Group Of Institutions ,Duhai (Ghaziabad) Ior there continuing encouragement and support.
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I am thankIul to my Iriends who have helped me by oIIering suggestion or reviewing and commenting on report.
DECLARATION
I, herby declared to the best oI my knowledge and belieI that the summer training report entitled as 'Corporate Selling & market survey using Ior HCL InIosystem ltd being submitted to the partial IulIillment oI H.L.M. Group Of Institutions ,Duhai (Ghaziabad).
I, rahul tyagi hereby declare that all this work purely done by myselI on a primary data and some use oI Secondary data it is totally Iree Irom any biasness to any individual or any group oI people.
(rahul tyagi)
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TABLE OF CONTENTS
%!ICS PAGE No. 1. CO'ER PAGE 1 2. COLLEGE CERTIFICATE 2 3. COMPANY CERTIFICATE 3 4.PREFACE 4 5. ACKNOWLEDGEMENT 5 6. STUDENT DECLARATION 6 7. INDEX 7 8. EXECUTI'E SUMMARY 8 9. COMPANY PROFILE 10 10. RESEARCH OBJECTI'E 71 11. RESEARCH METHODLOGY 73 12. DATA ANALUSIS & INTERPRETATION 77 13.FINDING 88 14. LIMITATION 90 15.CONCLUSION 92 16. SUGGESION AND RECOMMENDATION 94 17. BIBLIOGRAPHY 96 18. ANNEXURES 98
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EXECUTI'E SUMMARY Corporate sales is the selling of goods or services where the primary customer is another business entity. HCL InIosystems, India's premier inIormation enabling and integration company, has received the ISO 9001:2000 certiIication speciIies requirements Ior a quality management system where an organization needs to demonstrate its ability to consistently provide product and services that meets customer and applicable regulatory requirements. ISO 9001:2000 also aims to enhance customer satisIaction through the eIIective application oI the system, including processes Ior continual improvement oI the system and the assurance oI conIormity to customer and applicable to the regulatory oI their requirements and the satisIaction to the Iull. We are happy that HCL InIosystem has been able to provide services oI international standard to customers across India. This CertiIication will enable us to Iurther excel on the stiII service targets that we have set Ior ourselves to achieve".HCL Insys completed acquisition oI FEC Singapore Pvt. Ltd. The Company`s acquisition strategy, too, maps into building a long-term and sustainable growth path based on the high-margin, high value-add IT services sector. In Iiscal 2000, the company`s Iocus was on organic growth as well as acquisitions. The next step was expanding its reach globally. For this, HCL Insys has set up Iive overseas subsidiaries-in the US, the UK, Singapore, Australia and Malaysia. The menu oI HCL Insys global services broadly covers IT consulting and proIessional services in the area oI vertical applications, technology integration, ERP implementation and soItware development. This also includes a complete portIolio oI systems and network services Ior development.
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COMPANY PROFILE
About HCL
HCL is a leading global Technology and IT Enterprise with annual revenues oI US $4.9 billion. The HCL Enterprise comprises oI two companies listed in India, HCL Technologies and HCL InIosystems. The 3 decade old enterprise, Iounded in 1976, is one oI India's original IT garage start ups. Its range oI oIIerings span R&D and Technology Services, Enterprise and Applications Consulting, Remote InIrastructure Management, BPO services, IT Hardware, Systems Integration and Distribution oI Technology and Telecom products in India. The HCL team comprises 55,000 proIessionals oI diverse nationalities, operating across 18 countries including 360 points oI presence in India. HCL has global partnerships with several leading Fortune 1000,including several IT and Technology majors. Along with the swiItly growing soItware technology industry, HCL, which was hitherto known as the pioneer in modern computing made the advent into soItware development. HCL's R&D was spun oII as HCL Technologies in 1997 to mark their advent into the soItware services arena. Today, HCL sells more PCs in India than any other brand, runs Northern Ireland's largest BPO operation, and manages the network Ior Asia's largest stock exchange network apart Irom designing zero visibility landing systems to land the world's most popular airplane. And this it does across 18 countries and across 360 service locations in India.
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Products & Services Product Engineering & Technology Development The Engineering and R & D services department runs the largest outsourced engineering center outside the US which is a testimony to the 30 year product engineering experience. The company oIIers a comprehensive range oI R&D and Engineering services to component vendors, OEMs, ODMs and IS's across multiple industry segments and domains.
Infrastructure HCL InIrastructure Management Division is Iocused on addressing the growing demand Ior the cost-eIIective management oI technology inIrastructure across geographically dispersed locations. IT InIrastructure Management is in the HCL DNA, drawing resources Irom the 30 year pioneering heritage in the area oI computing, in line with global giants
BPO Business Processing Outsourcing is heading towards a maturity level where a new Iorm oI BPO, called TransIormational BPO, is evolving that constitutes Full Process Outsourcing and Multiple Process Outsourcing . The evolving trend is more Iocused towards compliance , time-to-market, Iocus on core process, and quality improvement rather than cost savings.
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Applications Leveraging strong partnerships with platIorm / product companies, the team oI applications proIessionals deliver unprecedented value to Iew oI the largest players in the Iield oI Financial Services, Retail and Healthcare.
IT Hardware HCL InIosystems portIolio oI products covers the entire spectrum oI the inIormation technology needs oI its customers. By virtue oI the immense diversity oI markets and customers that it address, HCL InIosystems products oIIerings include everything Irom high end enterprise level servers Ior mission critical applications to multimedia home computers.
Telecom and Imaging Products and Retail HCL InIinet covers a range oI telecom and imaging products including enterprise networking. HCL tied up with Nokia in 1995 with the sale and services oI Nokia mobile phones in India.
Networking and Network Integration Network Management involves Network Monitoring oI Bandwidth Utilization, Network Errors / Collisions, Network Troubleshooting, Day-to-day Network Operations, Network perIormance monitoring, Tuning Network Operating System and advise action plan. Historic Events / Press Room
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Awards India's Most PreIerred Personal Computer Brand by CNBC AWAAZ Consumer Award 2007 India's 'No. 1 PC 'endor' consecutively Ior six years.
HCL among the Top 3 IT companies Ior the last 3 years, D" & IDC,Best Employer Survey, 'Best employer 2005' with Five Star Ratings
Top 50 Fastest Growing Technology Companies in India & 'Top 500 Fastest Growing Technology Companies in Asia PaciIic' by 'Deloitte & Touche'
'ineet Nayar appointed to the Board oI Directors at HCL Technologies
Noida, Aug 1, 2008 : HCL Technologies, India`s leading Global Technology and IT Services company, announced that 'ineet Nayar, CEO, HCL Technologies, has been appointed to the Board oI HCL Technologies as a Wholetime Director with eIIect Irom August 1, 2008.
Shiv Nadar, Founder - HCL and Chairman & ChieI Strategy OIIicer, HCL Technologies said - ''ineet`s appointment to the Board reIlects HCL`s commitment to nurturing talent, positioning it in key areas oI leadership and building lasting institutions oI excellence. 'ineet joined HCL - his Iirst and only job, as Senior Management Trainee in 1985. He created HCL Comnet, and positioned HCL as a pioneer and industry leader globally in the Remote InIrastructure Management space.
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He has led HCL`s transIormation strategy, now a Harvard Business School case study. 'ineet will now continue to bring his leadership skills to bear on HCL`s Iuture but in a larger context - in developing its vision, governance and strategy beyond the conIines oI HCL`s business. '
TIMELINE 1976
Hindustan Computer Limited (HCL) born.
1977
Distribution alliance Iormed with Toshiba Ior copiers.
1978 HCL successIully ships in-house designed micro-computer at the same time as Apple. The Indian computer industry is born.
1980 HCL introduces bit sliced, 16-bit processor based micro-computer.
1983 Indigenously develops an RDBMS, a Networking OS and a Client Server architecture, at the same time as global IT peers.
1986 HCL becomes the largest IT company in india.
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1988 HCL introduces Iine grined multi-processor Unix-3 years ahead oI 'SUN and 'HP.
1990 Data "uest marks HCL No.1 amongst top ten computer giants.
1991 HCL Ltd. and Hewlett Packard, USA, partner to Iorm HCL-Hewlett Packard Ltd. J' devlops multi-processor Unix Ior HP-heralds HCL`s entry into contract R&D.
1994 Distribution alliances Iormed with Ericsson Switches and Nokia Cell phones.
1997 HCL InIosystems is Iormed. HCL`s R&D spun-oII as HCl Technologies- marks advent into soItware services. J' with Perot Systems, stake divested in 2003.
1999 Initial Public OIIering made by HCL Technologies Ltd. Formations oI Global Board oI Directors.
2000
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Large contracts won Irom bankers Trust, KLA Tencor , Cisco , GTech, NEC among others.
2001 J' with Deutsche Bank-DSL soItware Iormed. HCL BPO Incorporated. Acquired British Telecom`s Apollo`s contact center in belIast, Northern Ireland. HCL InIosystems becomes leargest hardware company.
2002 Strong pursuit oI nonlinear strategy to widen services portIolio; several J'`s and alliances Iormed. Strategic alliance Iorged with Jones Apparel Group, Inc. A Iortune 500 company. InIrastructure services division launched to address emerging global needs. SoItware businessess oI HCL InIosystems and HCL Technologies merged.
2003 Largest BPO order ever outsourced to an Indian BPO Iirm , won Irom British Telecom . Landmark deals signed with Airbus and AMD. HCL manpower crosses the 20,000 mark.
2004 Accorded leader status by Meta Group in OIIshore Outsourcing. HCL is india`sNo-1 PC 4th year in a row .
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2005 HCL completes buy-out oI J'`s with Deutsche Bank with British Telecom. Boeing Inks 787 Dreamliner Design deal with HCL. HCL InIrastructure ranked No-1 service provider-CMP.
HCL InIosystems Ltd is one oI the pioneers in the Indian IT market, with its origins in 1976. For over quarter oI a century, we have developed and implemented solutions Ior multiple market segments, across a range oI technologies in India. We have been in the IoreIront in introducing new technologies and solutions.
In the early 70`s a group oI young and enthusiastic and ambitious technocrats embarked upon a venture that would make their vision oI IT revolution in India a reality. Shiv nadir and Iive oI his colleagues got together and 1975 set up a new company MICROCOMP to start with; they started to capitalize on their marketing skills. Micro comp marketed calculators and with in a Iew month oI starting operation, the company was out selling its major competitors.
On 11th August, 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as joint venture between the entrepreneurs and UPSCE, wit an initial equity oI Rs.1.83 Lacs. Despite HCL`s rapid success, the company Iaced many challenges in growing and expanding its business. BeIore long, the company was able to secure a better Iinancial position Ior itselI and opened two additional oIIices in Calcutta and Mumbai .AIter 8 years, HCL become the largest computer system and services company in India.
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1986 The company was established on 17th April. The object oI the company is manuIacturing oI and leading in complete range oI Mini Computers Micro processor based systems, Electronics Instruments, Micrographic and reprographic equipment and manuIacturing and marketing oI electronic EPABX systems and electronics Teleprinters.
1989 The company entered into an agreement with Hewlett Packard oI US Ior the sale and leaving oI the Super Mini and MainIrame computers to be manuIactured by Hewlett in India.
1996 The perIormance was adversely aIIected due to rise in dollar exchange rate, tight liquidity position in the market, political uncertainty coupled with deIerment oI capital expenditure by the Government Departments.
1997 The Company commissioned its second state-oI-the-art manuIacturing Iacility at Sedarpet near Pondicherry. The Company has the largest network oI spare-stocking locations, supported by Test and Repair Centres which reduces the inventory level and increases the spares availability at any time. To meet critical requirements within 4-5 hours, the company has tied-up with Indian Airlines to deliver spares in major metro cities.
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1998 The Company tied-up with Intel Corporation Ior Server technology, resulting in the introduction oI the InIiniti Global Line range oI PC Servers which incorporate building blocks Irom Intel and are integrated and tested extensively Ior Indian condition.
1999 The Board oI Directors unanimously appointed Mr. Ajai Chowdhry as Chairman and ChieI Executive OIIicer with eIIect Irom 5th November.
2000 HCL has launched a new range oI PCs (Ultima and Elite models) under its Beanstalk range oI PC's at its Pondicherry plant.The Company entered into an agreement with US-based In Iocus Ior distribution and technological support oI the latter's data and video projection products in the country.
HCL InIosystems Ltd. has launched the Nokia proIessional Centre (NPC) in Chennai as part oI the expansion programme to open Nokia centres in India which will enable customers to choose the right model and accessories suiting their liIe style.
HCL InIinet, the Internet start-up oI HCL InIosystems, and media group, Asian Age, have set up a joint venture called Asian Age InIinet. HCL InIosystems Ltd has launched in India the Swedish major Ericsson's Generation X Business communication too, "Next Call Centre".
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HCL InIinet Ltd., the Internet services subsidiary oI HCL InIosystems, has tied up with UBS Publishers' Distributors Ltd., one oI the largest distributors oI books in the country, to sell books online through its soon-to-be-launched portal. - HCL InIosystems has entered into a tie-up with Broad 'ision Ior providing personalized e- business applications to is clients.
2001 HCL InIosystems and Intel have jointly launched an e-business solutions programme, targeting new market opportunities in segments such as Internet service providers, application service providers, banking and Iinance.
HCL InIiNet Ld., the Internet services subsidiary oI HCL InIosystems, has launched an authenticated payment gateway Ior its portal, www.hclinIinet.com, in association with Citibank to enable customers to carry out secure transactions online including buying Internet access.
HCL InIosystems is setting up a managed oII-shore development centre at its Noida soItware development Iacility Ior Stretch Systems -- the Singapore-based IT systems and technology developer.
2002 HCL Insys joins hands with Sun Microsystems India to provide end-to-end solutions to business. HCL Insys says it is the No.1 PC Co in India in 2001.
2003
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HCL InIsys receives the project to completely automate the 'alue Added Services ('AT) oI Andhra Pradesh.
2004 HCL InIo Iorays into digital entertainment sector HCL touches one lakh milestone in desktop sales HCL InIo ties up with Union Bank
2005 Launches Micro Balanced Technology Extended (BTX) Form Factor Ior desktops in India on February 10, 2005. HCL InIo unveils PC Ior Rs.12, 99
PURPOSE
'ision Statement
We Shall be the most preferred employer and principal taking leading edge for I% products and services to the masses through sustained excellence."
Mission Statement
We shall increase the shareholders value by improving the !A% through free cash flow, reducing the BR cycle, inventory levels, wastage."
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"uality Policy Statement:
'We will deliver deIect-Iree products, services and solutions to meet the requirements oI our external and internal customers the Iirst time, every time.
HCL INFOSYSTEM HCL InIosystems Limited (HCL Insys) is India`s technology integration company. Over the years, HCL Insys has positioned its business operations to IulIill its vision statement: Together we create enterprises oI tomorrow`. The overarching theme Ior the company`s swiIt progression into the soItware and services arena, in India and globally, is evolving. SigniIying a state oI constant growth, the evolve theme is visible in the many ways that HCL Insys has undergone a metamorphosis into becoming a complete IT solutions company.
Within this, the company has conceptualized the Net. Strategy to address the e- commerce market. HCL Insys has added both Internet-Iocused solution and skill sets. For this, it has acquired critical expertise in e-commerce development tools. It has also developed the ability to integrate e-commerce inIrastructure with enterprise application such as SAP, CRM and SCM. InIrastructure essentials such as complex networking, network management, security and post implementation Iacilities management also Iorm part oI this strategy.
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LEADERSHIP
$ivNadar Founder HCL, Chairman and CEO HCL Technologies Ajai Cowdry Co-Founder HCL, Chairman and CEO HCL nfosystems JVRamamurty Chief Operating Officer HCL nfosystems Ltd
VineetNayar President: HCL Technologies Ranjit President and CEO of the HCL Technologies (BPO)
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KEY PARTNERSHIPS
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Product Offerings Product Offerings Not to scale !maging Products Telecom Products Laser Printers !nteractive white boards %ange of Nono , Color Laser printers Presentation S Documentation Products !nteractive Presentation And %oom %eservation All ranges of Nokia CSN Cellular Phones PBX, KTS, DECT Cordless, Call Centre, !P Telephony, WLAN, Unified Nessaging Telecom Solutions CSN Nobile phones S accessories Copiers,Projectors,Plasma, Data Walls Av System !ntegration
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One Window for Your !CT Products, Solutions S Services in !ndia One Window for Your !CT Products, Solutions S Services in !ndia Computing Solutions Storage Solutions Networking %etail Automations Printing S Copying !maging Solutions voice S Data Communication voice S Data Conferencing vPN S Nanage Enterprise Network
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INDIAN HARDWARE INDUSTRY AND HCL INFOSYSTEMS LTD. The Indian IT and Electronics market in 2002-03 was worth US$ 20.63 billion oI which US$ 12.7 billion consisted oI soItware. Electronics and IT hardware production stood at US$ 7.93 billion. Some 3,500 units are engaged in electronics production manuIacturing goods as diverse as T' tubes, test and measuring instruments, medical electronics equipment, analytical and special application instruments, process control equipment, power electronics equipment, oIIice equipment, components etc. Market researcher IDC estimates that the market-value estimate over next 3 years Ior hardware products is Rs.75, 000 crores. The Indian electronics and hardware industry has been lagging behind the impressive perIormance oI the soItware sector. Most oI the hardware requirements oI the burgeoning soItware and telecom sectors are met by imports which are about 25.
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The Ministry oI InIormation Technology, Govt. oI India has estimated that the total requirement oI hardware and components by 2008 would be in range oI US$ 160 billion and the investment required in the manuIacturing Iacilities would be US$ 16 billion. NASSCOM, the leading IT industry body estimates that to achieve a soItware export target oI US$ 87 billion in 2008, the hardware requirement would be US$ 50 billion. By Iar the most comprehensive study was carried out by Ernst & Young in association with MAIT, the hardware industry body in 2002. It estimates that given the right incentives, India's electronic hardware industry has the potential to reach US$ 62 billion by 2010, twelve times its existing size with the domestic market accounting Ior US$ 37 billion and exports oI US$ 25 billion. The major export opportunities would be in the area oI innovative new products, contract manuIacturing and design services. This shows that there are large opportunities Ior Indian companies to increase their strength and grave these opportunities Ior Iuture growth. HCL InIosystems Ltd is one oI those companies which are working to increase their network and making innovative new products. HCL InIosustems Ltd. is currently engaged in selling manuIactured hardware (like PCs, servers, monitors and peripherals) and traded hardware (like notebooks, peripherals) to institutional clients as well as retail channel partners. Besides, it oIIers hardware support services to existing clients through annual maintenance contracts, net work consulting and Iacilities management.
In 2002-03, HCL`s total hardware turnover was Rs. 10.97 billion, higher by around 24 over the corresponding Iigure Ior 2001-02. OI this, manuIactured hardware constituted 60, traded hardware 32 and hardware support services 9. The
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company`s reported operating margins in 2002-03 (including six months oI OA, telecommunication and soItware businesses) increased to 6.7 Irom 5.9 in 2001-02, primarily because oI better margins in hardware. While average material costs declined in 2002-03, the company was able to retain a part oI the margins in its product realisations. Better margins in hardware resulted in the return on capital employed (ROCE) Irom hardware increasing Irom 11.9 in 2001-02 to 25.6 in 2002-03.
In the domestic home PC organised sector, HCL InIosystems is the market leader. Other players include Zenith Computers, IBM, Sun Microsystems, Wipro, Hewlett Packard and Compaq. Assembled personal computers have a large presence in the domestic home PC market, accounting Ior a chunk oI the total sales.
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PROFESSIONAL SER'ICES ORGANIZATION Established in 1994 the PSO is a key growth driver Ior the company with the onset oI
the E-commerce revolution, the PSO Iorms the most critical component oI HCL insys` strategy.
The PSO operates in 4 major areas oI high level IT consulting, technology integration projects, turnkey soItware development projects Ior both domestic as well as Ioreign markets, and Iunctional consulting and implementation services Ior ERP projects.
With the task Iorce oI over 914 soItware specialists 3 soItware export Iactories in Chennai, Noida and Calcutta and dedicated center oI excellence, the PSO has garnered domain knowledge oI a wide spread oI industries telecom banking etc. PSO has added a range oI e- business services in its portIolio namely, development oI portals, e-comm. Enabled store Ironts enterprise application integration Ior ERP CRM and SCM solutions. Today the PSO has won the TWIN laurels oI the coveted SEI (soItware engg institute) Level 4 on the capability maturity model (CMM) scale and ISO certiIication on its soItware developments processes.
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SYSTEMS SUPPORT ORGANIZATION
HCL Insys` SSO is the most extensive direct support network in the country. It operates Irom 151 locations, with a 921 member support Iorce-a unique pool oI trained manpower, with the collective experience oI working on a broad and diverse range oI operating systems, hardware systems, middleware, networking and peripheral products.
Besides its resource pool, the SSO has the inIrastructure and processes to enable it to deliver a range oI world class support services to a wide cross-section oI industries, both in India and Overseas. Its services include annual maintenance contracts and value-added services like network consulting and implementation, Facilities management, helpdesks, tele-supports and test and repair services.
The SSO is a critical piece in the Company`s e-Commerce tapestry and implementation complex LANs and WANs.Morover, SSO has honed its knowledge oI third party networking technologies such as Remote Access Services, ATM and Frame Relay and its expertise in Iirewall security, network management and managing Iacilities Ior large customers.
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DIRECT SALES ORGANIZATION
The direct sales organization (DSO) oI HCL InIosystems is by Iar the most admired direct sales Iorce in the Indian IT industry. The DSO addresses the vertical markets oI Iinance, banking, telecom, ISPs and manuIacturing.
It also targets the government, education, power and utilities segments. With a nationwide Iootprint through a presence in nine major cities, the DSO gives a Iace to the company. It has been a prime deliverer oI enterprise solution in India and has built long-standing relationships with customers across industries, over the last two decades. The DSO as a Ilag bearer oI the Company, has had a tradition oI creating and opening up unknown and nascent markets in the country. Be it the markets Ior oIIice computing way back in 1981, Unix based computers in 1988, or CAD CAM computing in 1989, the DSO has carried on the tradition oI breaking barriers.
This year saw a series oI successIul initiatives including www.ow, which covered a broad range oI ISP solutions and Linux expertise (telephonic and email support Ior Linux, the now Iamous open source operating systems).
The DSO has also been instrumental in making Hewlett Packard a brand oI choice in the Indian RISC/Unix marketplace. Within HCL InIosystems` Internet thrust, DSO will oIIer a range oI related services to its customers.
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OFFICE AUTOMATION
HCL InIosystems` OIIice Automation Division (OA Division) is poised to leverage the convergence between IT, communication and oIIice automation through its products and service oIIerings.
The OA Division has an exclusive sales and support partnership with Toshiba Corporation, Japan Ior its photocopier products. Its products portIolio covers a range oI other oIIice automation and communication products through alliances with the world Irom Nokia, Duprints Irom Duplo, and telecommunication solution Irom Samsung and Ericsson. Its network has 65 independent dealers, who stock and sell consumables Ior peripherals and devices,
It also oIIers direct Iield support spanning 85 locations, through 15 regional oIIices and 20 area oIIices assisting 74 service locations. The service is also extended a large base oI installed products through its Test and Repair Centers (TRCs). These TRCs are manned by 450 customer engineers and 68 managers located across India, with a head oIIice at Noida and a Spares TRC at Chennai.
The centers also provide upgrades to existing customers, keeping them abreast oI cutting edge technology at all time. Finally, the division also oIIers Bring-In- Maintenance services Ior a range oI products such as Nokia mobile phones and accessories, and HP peripherals.
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FRONTLINE
The pioneer in value-added oIIerings to personal computer (PC) users, Frontline Division is the distribution arm oI HCL InIosystems. The division Iocuses on providing solutions and value added services to small, and medium corporate, the oIIice/home oIIice and the home buyer chain oI over 100 HCL Stores, and 205 partners across 100 cities, termed the Support Net.
The Division has also made a signiIicant Ioray into the packaged soItware market by setting up the InIosoIt Group. Frontline also oIIers innovative support services such as Tele Support Ior HCL hardware products Irom MicrosoIt, Novell and Linux; and hardware maintenance services technology upgrades, helpdesk and messaging solutions.
The division has translated company`s e-Commerce Iocus by setting up shop on the Web at www.hclshop.com. This is Iast on the way to becoming a virtual one-stop supermarket. Through its CybercaIe and the InIo Kiosk solution, the Division has succeeded in spawning a new generation on the net.
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INFINET
Hcl InIinet Limited is HCL InIosystems` new Internet initiative. HCL InIinet aims to leverage the immense existing resources oI its parent company, in reach, relationship, inIrastructure and expertise, to become a dominant Internet service provider in the country. Its portIolio oI services includes consumer Internet access, 'irtual Private network ('PN) solution, Application Service Provider (ASP), hosting and co-location solution and B2B e-commerce exchanges. Besides, HCL InIinet will also host an exciting horizontal portal at www.hclinIinet.com.
HCL InIinet has set up a state-oI-art ATM / Frame relay network covering 42 cities across the country and has made signiIicant investments in network management solution and a 24 hour customer helpdesk. Hence it has the capability to oIIer a Committed InIormation Rate (CIR) and "uality oI Services ("oS) to its customers.
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MANUFACTURING
HCL InIosystems` ManuIacturing Organization is the largest manuIacturing organization in the country with two ISO 9001 certiIied Iactories, Ior computer and peripherals at Pondicherry.
Recognizing the challenges posed by the changing IT environment, HCL ManuIacturing has consistently and continuously evolved and improved its processes and guided the development and transition to the Iastest technology and products Ior its customers, both internal and external.
As inIormation technology needs mature, the IT industry has witnessed a continual evolution through a progressive Iiner segmentation oI the markets. Design and delivery oI solution across diverse hardware platIorms, and the ability to respond to the rapid penetration and usage oI PCs, Iast changing roadmaps, convergence in technology, turbulence in supply chain are key determinants Ior success in the current IT environment. HCL ManuIacturing has developed a strong combination oI competent people and technologies. Currently the HCL ManuIacturing Iactories have a capacity to manuIacture 15,000 PCs per month per shiIt.
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"UALITY PHILOSOPHY OF "UALITY
"HCL deliver deIect-Iree products, services and solutions to meet the requirements oI our external and internal customers, the Iirst time, and 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 oI the key elements to HCL's success is its never-ending pursuit oI superior quality in all its endeavors.
HCL INFOSYSTEMS believes in the Total "uality Management philosophy as a means Ior continuous improvement, total employee participation in quality improvement and customer satisIaction. Its concept oI quality addresses people, processes and products.
Over the last 20 years, we have adapted to newer and better "uality standards that helpedus eIIectively tie "uality with Business Goals, leading to customer and employe satisIaction.
The history oI structured quality implementation in HCL InIosystems began in the late 1980`s with a high Iocus on improving quality oI its products by using "C Tools, FRACAS (Iailure reporting & corrective active systems), concurrent engineering
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practices including design reviews and rigorous reliability testing to uncover latent design deIects.
In the early 90`s the Iocus was not merely on quality oI products but also the process quality systems. As a result HCL were certiIied Ior ISO 9002 by B'"I in 1994 (Ior quality assurance in production, design/development, production, installation and servicing).
In early 1995, a major quality initiative was launched across the company based on Philip B. Crosby`s methodology oI "IPM ("uality Improvement Process Management). The purpose oI selecting this model was that it not only took into account the organization`s need/commitment to improve but also the individual`s need towards better quality in his personal liIe.
Under our "uality Education System program, HCL trains all their Employees on the basic concepts & tools oI quality. A number oI improvement projects have been undertaken by the employees themselves where they have identiIied process deIiciencies or bottlenecks and undertaken Corrective Action Projects (CAPs) to reduce deIect rates and improve cycle times in various processes including personal quality.
By 1995 the SoItware Solutions group had already developed a robust quality system. As HCL execute a number oI projects Ior HCLs overseas clients, HCL has adopted both ISO 9001 and SEI CMM Level 4 assessed processes. This means that along with the systems, procedures and requirement trace-ability that ISO 9000 oIIers HCL also
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works towards optimizing their process eIIiciency. This brings added beneIits to the clients.
HCL InIosystems` quest Ior excellence has resulted in its adopting the EF"M excellence model European Foundation Ior "uality Management` Ior gaining quality leadership & business competitiveness. This model Ialls in line with HCLs belieI that People, Policy & Strategy and Partnerships & Resources are the enablers and "uality oI oIIerings to HCLs employees, customer`s and society the motive oI HCLs services.
The tryst Ior continuous quality improvement is always on in HCL InIosystems. HCL will always strive to maintain high "uality standards, which will help us to IulIill HCLs Mission to provide world-class inIormation technology solution and services to enable HCLs customers to serve their customers better.
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ROLE OF AD'ERTISEMENT
Advertisement plays an impotant impact on consumers to purchase destop pc`s oI brands.Now a day we see that each and every company endorsing brand ambassadors so that to attract customers and make their customer base more & more.IBM has signed SaiI ali khan to endorse his productsShahrukh khan was endorsed by compaq so that more & more computes can be sold out.
In every nes paper we Iind out the adverstisements oI desktop pc`s oI all brands like wise in magazines & others one.Companies also palying the promotional game oIIering some discounts or some giIt hampers on purchase oI every product.
Indian PC Market to Show Double Growth than the World
PC market in India will likely grow at 20, almost double oI global PC market this year, as per Gartner, the research Iirm. However, the growth in Indian PC market will be Iive percentage-points lower in comparison to what it was last year (2008).
Gartner Iorecasts that PC makers will ship 255.7 million units worldwide this year, a 10.5 increase Irom 2006. Revenue, on the other hand, is projected to increase only 4.6 to US$213.7 billion, as average selling prices continue to drop.
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In 2009, worldwide shipments oI PCs are expected to increase 10.5 Irom last year to reach 255.7 Million units. On the other hand, the revenues are anticipated to grow just 4.6 and reach US$ 213.7 Billion with continuous decline in average selling prices. Emerging markets will play a key role in this growth.
'Emerging markets and mobile PCs will continue to provide growth. However, Ialling average selling prices (ASPs), slowing replacement activity, and Iurther declines in mature market desk-based PC shipments will keep PC vendors under pressure to rationalize their operations or exit the market, as per George ShiIIler, research director with Client PlatIorms Markets Group oI Gartner Dataquest. The statement appeared in IndiaTimes InIotech on March 21, 2007. According to IDC, the Indian PC shipments grew 25 in 2006. Commenting on the India market, Diptarup Chakraborti, principal analyst at Gartner India, said in a statement published by IndiaTimes InIotech on March 21, 2007, 'The consumer and the SMB segments will be the major drivers oI the Indian market. High demand Ior mobile PCs bolstered the growth, overtaking sales in the desk-based segment. In addition, with a greater Iocus given to e-governance, the government spend is expected to propel the market Iurther.
As said by IDC, PC shipments in India increased 25 in 2006. 'The consumer and the SMB segments will be the major drivers oI the Indian market. High demand Ior mobile PCs bolstered the growth, overtaking sales in the desk-based segment. In addition, with a greater Iocus given to e-governance, the government spend is expected to propel the market Iurther, said Gartner India`s principal analyst,
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Diptarup Chakraborti while commenting on Indian market. IndiaTimes InIotech published this statement on March 21, 2007. According to IDC, HCL is number one in india in 2008.
As per the RNCOS report 'Portable Electronics Market - Worldwide (2006), 'A Iundamental move toward mobile computing going on in the market is making signiIicant contribution to the top line growth.
This research report on 'Portable Electronics Market - Worldwide (2006) provides extensive research and objective analysis oI the Portable Electronics Market. The report addresses some interesting issues Ior today`s global business environment such as major market trends in the mobile electronics industry, opportunities and challenges Iaced by the industry etc.
SUPPLY SIDE IDC has just published data Irom an industry supply chain study which models desktop PCs, Mobile PCs, and x86 servers.Worldwide sales oI PCs reached $200 billion in 2004. This Iigure includes desktop PCs, mobile PCs and x86 servers which are manuIactured and sold around the world by both branded and unbranded OEMs. Not only did this industry consume $65 billion oI semiconductors, but it generated at least $50 billion oI sales Ior the electronics manuIacturing services (EMS) and original design manuIacturer (ODM) industries.
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A recent study by IDC modeled the PC supply chain by identiIying and tracking the quantity oI key PC semiconductors through the transIormation process, starting at the semiconductor level, Ilowing through various stages oI subsystem and PCBA build, and Iinishing as completed PC products. By analyzing this model, IDC was able to track the Ilow oI product through various stage oI build out. By comparing the supply chains oI various PC OEMs, we were able to identiIy key supply chain partnerships, strategies and trends in the industry. Some oI the key Iinding oI this study include:
-- The dynamics oI cost pressure and competition in the PC industry have been driving the industry to increase its outsourcing to the EMS and ODM industry. Whereas 50 oI the manuIacturing oI mobile PCs were outsourced in 2002, over 85 are being outsourced in 2005.
-- The industry has been migrating Irom an EMS model to a hybrid ODM model to realize additional cost savings. Whereas several years ago, OEMs would design their PCs and outsource the manuIacturing to traditional contract manuIacturers, the predominant model now is to engage manuIacturers who have the manuIacturing expertise in addition to extensive in-house product design capabilities. In Iact, many oI these ODMs oIIer complete product designs which they then sell to OEMS along with manuIacturing services.
-- 5 oI worldwide PC MPUs intended Ior the desktop computer market were diverted in the supply chain Ior use in mobile PCs and servers in 2004. OI 150 million desktop MPUs that were produced, our model indicates that over 1 million
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units were diverted Ior use in x86 servers and almost 7 million units were diverted Ior manuIacturing notebook PCs.
-- Up to an additional 13 oI desktop MPUs were diverted Ior use in upgrades, repairs, do-it-yourselI (DIY) sales, and other non-PC applications.
-- While the EMS and ODM industry manuIactured virtually 100 oI the motherboards Ior desktops, it only assembled 67 oI the Iinal desktop computers, with the balance being built internally by the branded OEMs. The well known Taiwanese ODMs Asustek, Gigabyte, ECS, and MSI together built over 60 oI these motherboards.
-- OEMs outsourced over 80 oI the design and manuIacturing oI their notebook PCs in 2004. The major manuIacturers in this segment were the Taiwanese ODMs such as "uanta, Compal, and Wistron.
-- OEMs also outsourced about 80 oI their x86 server manuIacturing , which includes blade servers, rackmounted systems and tower servers. Because oI the supply chain similarities and supplier relationships with the OEMs, many oI the ODM/EMS providers Ior desktop and notebook PCs are the same Ior x86 servers.
HCL AD'ANTAGE
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Staying competitive in today`s dynamic business environment means Iinding new ways to reduce costs while maximizing the value oI your technology and personal resources. More than ever, your ability to "do more with less" determines how successIul your organization will be. That`s whey HCL InIosystem helps you achieve. By channeling our in-depth expertise gained Irom over 28 years oI IT Domain experience. We provide a Iull bandwidth oI services speciIically designed to meet your complete IT needs. And as a single window Ior completing business solutions wherever you are located. HCL InIosystems ( HCLI) draws it's strength Irom 27 years oI experience in handling the ever changing IT scenario , strong customer relationships , ability to provide the cutting edge technology at best-value-Ior-money and on top oI it , an excellent service & support inIrastructure. Today HCL is country's premier inIormation enabling company. It oIIers one-stop- shop convenience to its diverse customers having an equally diverse set oI requirements. Be it a large multi-location enterprise, or a small/medium enterprise, or a small oIIice or a home, HCLI has a product range, sales & support capability to service the needs oI the customer. Our strengths can be summarized as: - Ability to understand customer's business and oIIer right technology. - Long standing relationship with customers. - Pan India support & service inIrastructure. - Best-vale-Ior-money oIIerings.
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MARKETING STRATEGIES OF EACH COMPANY TO ATTRACT CUSTOMERS
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Now a days every companies playing strategies so as to attract customers and increase revenues and also customer base.Pent-up demand, attractive price points and economic stability propelled PC growth. PCs are acting as entertainment centres with T' Iunctionality, supported by the digital sound experience and large screen displays
Some Of The OTHER Strategies They Are Playing
'ista and OIIice 2007 hit the market MicrosoIt has opened the doors Ior consumers to purchase its latest Operating System, Windows 'ista, and OIIice 2007 with a grand launch across 70 countries. MicrosoIt released the latest version oI its operating system Windows 'ista and OIIice 2007 Ior corporate customers in November 2006. Now it has launched the soItware Ior the masses, i.e. non corporate consumers. The consumer launch took place on 30th January across 70 countries. Windows 'ista is the Iirst major Windows launch by MicrosoIt since the launch oI Windows XP in 2001.
These products are launched to wow` customers with Ieatures like enhanced security, better search, improved parental control and an all new interIace. According to Ravi 'enkatesan, Chairman, MicrosoIt India, 'This is the launch oI the decade Ior MicrosoIt and the biggest Ior us in India, with the design oI this product we have dealt with the security issues. In India, OEMs including HCL, HP, Lenovo, Sahara, Wipro and Zenith are launching 'ista compatible PCs.
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Windows 'ista and OIIice 2007 will be made available to the public in several editions. The consumer editions are Windows 'ista Ultimate, Windows 'ista Home Premium, Windows 'ista Home Basic and Windows 'ista Starter. 'ista is being shipped in 18 languages including Hindi. Extending the Indian language support, MicrosoIt will have 13 more Indian languages including Telugu and Marathi and support Ior these is expected by early 2008. OIIice 2007 comes in two consumer editionsOIIice Home & Student 2007 and OIIice Basic 2007. 'Windows 'ista is released aIter 1 billion hours oI user Ieedback and it has been tested by millions oI beta testers, says 'enkatesan. In India alone, about 500,000 and 300,000 downloads had taken place oI the beta versions oI Windows 'ista and OIIice 2007 respectively.
About 300 engineers Irom MicrosoIt India were involved in the development and testing oI this new set oI products. Indian engineers Irom the MicrosoIt India Development Centre (MSIDC) worked on Ieatures such as 'PN ('irtual Private Network), RRAS (Routing and Remote Access Services), DHCP (Dynamic Host ConIiguration Protocol) Ior 'ista. In addition to this, MSIDC has also delivered the UNIX interoperability and migration technologies. MSIDC OIIice and Business teams have worked in collaboration with Redmond Ior OIIice Lite and OIIice Business Accounting. Apart Iorm that, localisation oI OIIice 2007 has largely been conducted by MSIDC along with local system integrators and linguists.
Neelam Dhawan, Managing Director, MicrosoIt India says, 'Digital technology has changed the way we work and Windows 'ista will change the PC industry
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worldwide. MicrosoIt India aims to capture about 18 million consumers with the help oI 1,500 retailers and 1,800 resellers across 120 cities.
Home users are most vulnerable to viruses and parental control is a much sought aIter Ieature. Both have been taken care oI by MicrosoIt in the latest avatar oI Windows. With the help oI parental control, one can completely control a kid`s usage oI the computer. Talking about piracy, Doug Hauger, COO, MicrosoIt India says, 'There will be major diIIerences between the quality oI service received by genuine and non-genuine users. Genuine users will get the beneIits oI ongoing improvements, use oI the Aero glass interIace and many other Ieatures, whereas non genuine users will not get these Iacilities and have a tattoo on their desktops to annoy them continuously.
Windows 'ista is aIIordably priced Irom the perspective oI a 'ista-loaded PC in India. The starting range oI Genuine Windows 'ista loaded PC is about Rs 22,000. That said, a standalone version oI 'ista would require a hardware upgrade. The consumer version oI OIIice 2007 will cost somewhere in excess oI Rs 6,000 which depends on the edition chosen by the user. Immediately aIter the launch oI Windows 'ista and OIIice 2007, Neelam Dhawan launched India`s Iirst Windows 'ista PC at 'u which is called as 'u 'ista Digital Home`. 'u will oIIer a wide range oI 'ista-enabled PCs to customers including PCs with 32 LCD screens and RF keyboard and mouse Ior Rs. 75,000. For the moneyed upper crust, 'u provides 37 LCD PC/T's Ior Rs 1,50,000. For regular customers, PCs costing Rs 35,000 will be available.
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Immediately aIter the launch oI Windows 'ista and OIIice 2007, Neelam Dhawan launched India`s Iirst Windows 'ista PC at 'u which is called as 'u 'ista Digital Home`. 'u will oIIer a wide range oI 'ista-enabled PCs to customers including PCs with 32 LCD screens and RF keyboard and mouse Ior Rs. 75,000. For the moneyed upper crust, 'u provides 37 LCD PC/T's Ior Rs 1,50,000. For regular customers, PCs costing Rs 35,000 will be available.
As Anirudh Mathuria, President, India Operations, Celstream Technologies puts it, "The need Ior geographical Ireedom prompted the convergence between wireless and computing leading to the emergence oI Wireless technol
MERGER & AC"UISITIONS
At the 5-star hotel across the road MicrosoIt chairman and chieI soItware architect Bill Gates is speaking at one more Iunction on his third trip to India. Regardless oI the topic, one thing is certainan aggressive sales pitch Ior his company and its present and Iuture product oIIerings will be closely interwoven into most every point he makes. That`s been a given at every discourse oI his I`ve attendedbe it to a world audience at CeBIT in Germany; or in India, to an audience oI politicians or industry leaders alike. Doesn`t make Ior very proIound speeches, but Iirmly brings home the point that MicrosoIt, right Irom the very top, is a mega marketing machine.
It would however be Ioolish to dismiss MicrosoIt as a company capable only oI craIty marketing sophistry (as is the accusation oI many oI its detractors in rival companies and in the open source movement). Time and again in the last two-and-a-halI decades, MicrosoIt has proved its mettle by spotting opportunities and then turning itselI
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inside-out to change course and overtake or eliminate competition in the chosen segment. It is the ultimate adaptive corporation in the history oI corporationsso many others have buckled under and cracked when Iar simpler adjustments were called Ior.
At CeBIT in March 1995, Bill Gates spoke oI the Wallet PC, video-on-demand and other such esoteric and IanciIul projections into a utopian Iuture. The Internet was mentioned only in passing. Then, two months later, came the Iamous 'Tidal Wave memo to his employees in which, among other things, he stated, '...Now I assign the Internet the highest level oI importance... The God oI desktop computing had spoken, and in one swoop set in motion an internal machinery that would soon change the Internet landscape Iorever and transIorm MicrosoIt Irom a desktop soItware company to a completely Internet-oriented one. This was most visible in the bludgeoning oI Netscape into submission and near-extinction (MicrosoIt`s Internet Explorer has an estimated 96 percent share oI the browser market today), but in Iact also involved massive reorganisation and reIocusing Ior every single product team at MicrosoIt.
MicrosoIt could be Iaulted Ior its marketing manners, or its methods oI releasing bug- ridden soItware products in captive markets and Iixing them only later, or its alleged stiIling oI competition. But one area that`s been above reproach is the company`s management practices. The corporate and engineering strategy oI Bill Gates has been to 'pour I" into every problem. So MicrosoIt hires the best, rewards perIormance, keeps work-groups autonomous, cuts the bureaucracy yet still ensures hands-on top
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management involvement, keeps morale high, and cultivates a culture that encourages employees to Iocus on total domination oI the marketplace.
This has been a reasonably good year Ior MicrosoIt, with its .NET strategies beginning to Iall into place and its XML and SOAP bets already beginning to pay oII. Simultaneously, the antitrust case has been adroitly conjured away with a little help Irom the business-Iriendly Bush administration. But what must be keeping Gates awake at nights is the increasing prominence oI Linux and the open source movement. He pooh-poohs it all in public, but perhaps is more aware than anybody else that the day the open source proponents stop selling only an ideology and start oIIering products that are as easily-usable as they are aIIordable, the computing landscape could well be transIormed once more. I`m a supporter oI the open source paradigm and am convinced it will play a signiIicant role in India`s Iuture computing scene, but I sure don`t think it`s going to put MicrosoIt out oI business anytime soon, and am very very keen to watch how Gates pours I" into this one.
The other company that one cannot but admire is IBM. The big blue behemoth was losing billions in the late 80s, struggling to shrug oII its outmoded proprietary mainIrame culture that was becoming increasingly anachronistic in a downsizing IT world. A break-up oI the beleaguered giant was the only solution, said analysts and IBM top management alike. Then came Louis Gerstner Jr, and in less than 10 years, he 'made the elephant dance, pulling it back Irom the brink in one oI the most dramatic corporate turnarounds ever. Not with dazzling technology shiIts, but with a return to business basics oI cutting costs, increasing eIIiciencies, bringing in total
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customer Iocus, and recreating a uniIied enterprise. One parallel with Bill Gates? Gerstner`s 'passion Ior winning.
Gerstner kept IBM intact and increased the services orientation with the creation oI IBM Global Services and a new Iocus on e-business and Web services. This laid the Ioundation Ior IBM`s new thrust, underlined by current chairman and CEO Sam Palmisanoa thrust towards computing grids and autonomic systems, heralding an era oI 'computing on demand where businesses plug in to On-Demand networks and grids provided by IBM and its partners. IBM`s betting big on this one, all oI $10 billion, and tying it in with its newIound passion Ior interoperability and open standards, with support Ior the Linux platIorm.
It`s impossible to pitch one particular technology against another and predict right now which one will come out trumps. But iIas Forrester Research and other analyst Iirms seem to more or less concurthere`s going to be an 'unshackling oI business processes Irom rigid technology Ioundations and an increasing abstraction oI the network hardware and soItware, then both MicrosoIt and IBM seem well-entrenched at the leading-edge oI this 'Digital Decade and beyond. And in both cases, without doubt, it`s the management that`s made all the diIIerence.
MARKET TRENDS
One oI the biggest trends, which will be evident in the Indian market, is the Ialling price oI desktops. Over the last couple oI years prices have come down drastically. 'There are incredible deals available in the market place today. This has helped in increasing the addressable market. That is why we are getting the next base or larger
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base oI customers, who can aIIord a PC or will start looking Ior a PC, says Paul. This has helped the market to grow both in consumer as well the commercial desktop space. 'In the last Iiscal, the commercial desktop market has shaped up well in Iavour oI vendors. We have witnessed slow but sure conversion Irom assembled to branded PCs. It`s a good sign that Ior the Iirst time the industry has seen the assembled PC market share coming down by 3 percent, says Chaudhry.
SMEs, present in metros as well in non-metro towns, is another segment to be watched. Most MNC and Indian vendors are Iocusing on the SME space and are coming out with SME-Iocused products without compromising on quality. However, in the consumer space, the industry will see more and more entertainment-oriented Ieatures being included in the normal PC. In the commercial space, the pitch will be in the Iorm oI security, robustness and multiple levels oI redundancy to ensure practically 100 percent availability. Technology is changing almost every day and with that a lot oI convergence is also happening. Keeping this and Iuturistic technologies in mind, vendors are embedding these into the design oI desktops. Some oI these technologies that vendors are Iocusing on areHyper Threading, Gigabit NICs, Dual Channel Memory, security and manageability. A good trend, which we Iirst saw last year, and which also helped the growth oI the PC market, is that more and more customers have now started thinking beyond just clock speed, memory or HDD size, especially in the commercial desktop space. They have now started considering Iactors like support, security, total cost oI ownership (TCO), compatibility with existing inIrastructure and Iuture technologies and also compatibility with various access devices that they have.
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Today, Indian buyers, both in the volume as well as value segments, are concerned about value Ior money. Apart Irom this, they are also looking at aspects like robustness oI the product and aIter-sales support. Although in the SOHO/home segment brand perception still plays a major role, more and more buyers have started measuring their purchase with the technology oIIered in the PC. These days, customers educate themselves and are also educated by vendors about the latest technologies in the market and how they can utilise their system to the maximum. So, apart Irom price, technology is also playing a major role in desktop buying. Customers, be it in the consumer or commercial desktop space, have also started demanding better service levels Irom vendors. And, keeping this in mind, customer support has become an integral aspect oI PC vendors` strategy. Most vendors have continuous reviews, processes and enhancements to ensure that support as required by customers is met. 'Services is a line where the expectation oI the customer keeps on increasing year aIter year. So, one has to add new Ieatures to service oIIeringsthese could be onsite support, administration support or asset management support, says Paul. CORPORATE SELLING oIIer support through various methods like direct support, support through dedicated call centres, online support and support though channels. 'endors are also equipping their business partners with knowledge to ensure better aIter-sales support. 'Service begins Irom the time a customer is looking to buy a PC to the time he Iinishes using the PC through its liIetime. Support has become very critical, says SaraI.
Pcs-The Great Enabler
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Increased IT adoption on account oI a plethora oI e-governance initiatives, both central and state, lower prices and rising demand Irom B and C class cities are some oI the Iactors that are boosting PC sales. The emergence oI the SMB segment and the rapid growth oI the PC market in class D and E cities were two talking points in 2006.
The aIIordability oI computers and the resultant boom in PC adoption has been the biggest change in the Indian PC market in recent times.
Princy Bhatnagar, GM, Transaction Brand, Lenovo India Pvt Ltd says, 'The market is growing rapidly. People are becoming more demanding. We have received an excellent response to the new Ieatures or technologies introduced by us in the last yearthe Jog Dial, Face Recognition and Dolby Home Theater.
With the price diIIerential between a branded PC and an assembled one dwindling, brands have the edge now. Rajendra Kumar, Executive 'ice President, HCL InIosystems Limited says, 'The government`s policy on levies and duties has meant that organised players are able to oIIer PCs at a price that is comparable to PCs Irom local assemblers. In terms oI content, the growing availability oI broadband nationwide has also added thrust to the demand Ior PCs.
Ashutosh 'aidya, 'ice President, Wipro Personal Computing Division (WPC), Wipro InIotech says, 'People rely on PCs much more than they did beIore. As a result they
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are looking Ior quality products with greater reliability and dependable support services.
MAIT Iound that 2.96 million PCs and notebooks were sold between April and September 2006, 19 percent more than in the same period during the last Iiscal. Consumption oI desktops grew by 8 percent. PC sales are projected to cross 6.5 million units in Iiscal 2008-09 India has one oI the lowest PC penetration rates in the world at 18 per 1,000. Rajan Anandan, 'ice President & General Manager, Dell India says, 'In comparison China has 61 per 1,000, Brazil 142 per 1,000 and Russia 155 per 1,000. Although the industry sold an estimated 5.8 Million PCs in 2008, the size oI the market remains relatively small when compared to China`s 22 Million plus.
Dell has big plans Ior 2009. Anandan says, India is undoubtedly a key market Ior Dell, both in the short and long-term. We are setting up a manuIacturing Iacility in Sriperumbudur, which is a maniIestation oI our ambition to become No. 1 in India in PCs across all segments. Storage: Getting Personal Falling prices coupled with increased capacity have supercharged the market Ior personal storage products Personal storage Ior the enterprise desktop or notebook user largely means the hard disk drive. These drives are not only used in PCs and notebooks, but are also used in servers and consumer electronic equipment such as MP3 players and digital video recorders.
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Hard drive capacities continue to go up. In 2001, 10 GB drives made the entry Ior PCs, which jumped to 40 GB by 2003 end. Today, 80 GB hard drives are commonplace. IDC India states that the hard drive market grew by 22.1 percent in 2004 as compared to 16.8 percent in 2003. In addition, IDC estimates that the market Ior hard disk drives will grow at a CAGR oI 16.6 percent until 2009. The reason isn't hard to Iind, PC sales are exploding, making India one oI the Iastest growing storage markets in the world.
Comments Hari Krishna Pandey, Country Product Manager, Optical Media Solutions, Samsung India, "With the increased usage oI the PC in daily liIe, there has been a marked change in personal storage requirements oI the consumer. People are running data-intensive applications pushing up storage requirements and, in turn, capacities." Maxtor announced a range oI hard disk drives Ior the Indian market in early 2006. Says Yogesh Kamat, Country Manager, Indian subcontinent, "We launched Maxtor OneTouch in capacities ranging Irom 80 to 300 GB." Maxtor even added security Ieatures that let users protect their data Irom prying eyes. 'endors are also looking at applications beyond the desktop PC by launching micro hard drives that go into devices such as digital video players. Explains Sharad Shrivastava, country manager, Seagate, "The adoption oI storage in non-PC applications such as game-consoles, personal video recorders, set-top boxes and handheld devices is increasing. We continue to see hard disk drives (HDDs) being integrated with non-PC applications such as MP3 players." Seagate launched what it claims to be the world's Iirst 5 GB 1-inch hard drive Ior handheld devices and a new 400 GB hard disk drive Ior D'R and home entertainment systems. The company also oIIers the latter as a customisable external D'R storage
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option. According to RawcliIIe oI Western Digital, "We Ioresee non-PC applications as a big growth area."
Warranties To Boost Consumer Confidence
In a move to boost consumer conIidence, most disk vendors are oIIering extensive warranties. Last year, Seagate announced a Iive-year warranty on every internal PC, notebook and enterprise hard disk drive shipped through its distribution and retail channels. Maxtor Corporation and Western Digital soon Iollowed by announcing a Iive-year warranty Ior their hard drives as well. It's The Technology Technologies that were oIIered only in high-end hard drives are now available on the desktop Iront. Western Digital plans to oIIer drives that sport enterprise-class reliability Ior desktops through its Caviar RE (RAID Edition) Serial ATA drives. Explains David RawcliIIe, MD, Asia PaciIic, Western Digital, "With the Caviar RE, we decided to put enterprise reliability on desktops Ior RAID systems. It is a drive engineered to be used in a RAID system, while still oIIering traditional low cost-per- capacity desktop value."
These drives are available in 120, 160 and 250 GB capacities. Similarly, Seagate's Serial ATA interIace technology with NCO (Native Command "ueuing) enables the Barracuda 7200.8 to match the perIormance oI 10,000-rpm SATA drives without
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sacriIicing the capacity. It is available in 200, 250, 300 and 400 GB (Ior digital video recorders), along with the option oI choosing a native SATA or Ultra ATA interIace.
Indi an PC Market To Show Doubl e Growt h Than The Worl d
PC market in India will likely grow at 20, almost double oI global PC market this year, as per Gartner, the research Iirm. However, the growth in Indian PC market will be Iive percentage-points lower in comparison to what it was last year (2008). Gartner Iorecasts that PC makers will ship 255.7 million units worldwide this year, a 10.5 increase Irom 2008. Revenue, on the other hand, is projected to increase only 4.6 to US$213.7 billion, as average selling prices continue to drop.
In 2007, worldwide shipments oI PCs are expected to increase 10.5 Irom last year to reach 255.7 Million units. On the other hand, the revenues are anticipated to grow just 4.6 and reach US$ 213.7 Billion with continuous decline in average selling prices.
'Emerging markets and mobile PCs will continue to provide growth. However, Ialling average selling prices (ASPs), slowing replacement activity, and Iurther declines in mature market desk-based PC shipments will keep PC vendors under pressure to rationalize their operations or exit the market, as per George ShiIIler, research director with Client PlatIorms Markets Group oI Gartner Dataquest.
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The statement appeared in IndiaTimes InIotech on March 21, 2009. According to IDC, the Indian PC shipments grew 25 in 2008. Commenting on the India market, Diptarup Chakraborti, principal analyst at Gartner India, said in a statement published by IndiaTimes InIotech on March 21, 2009, 'The consumer and the SMB segments will be the major drivers oI the Indian market.
'The consumer and the SMB segments will be the major drivers oI the Indian market. High demand Ior mobile PCs bolstered the growth, overtaking sales in the desk-based segment. In addition, with a greater Iocus given to e-governance, the government spend is expected to propel the market Iurther, said Gartner India`s principal analyst, Diptarup Chakraborti while commenting on Indian market. IndiaTimes InIotech published this statement on March 21, 2009
MARKETING & SELLING STATEGY
A computer at nearly one-third oI current prices is a dream Ior most Indians. And yet, buyers are not holding their breath Ior these devices. For experience has proved that expectations are seldom met. However, this time around, those propagating low-cost computing solutions have taken a diIIerent route. Chris Ann Fichardo elaborates on the diIIerence .
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The buzz is in the air again. PC manuIacturers are excited. Users are expectant. Even institutions like the IITs are enthusiastic. The reason: India`s dream oI an aIIordable PC (priced below Rs 10,000) is ready to hit the market. For nearly a decade this dream has struggled to become a reality. India Inc. has made many noteworthy attempts in the past to introduce low-cost computing solutions, but in vain. Be it Wipro`s Janata PC, iNabling Technologies` e-mail device, iStation, or the much- talked about handheld device, the Simputerall brilliant concepts that have not quite made it commercially yet.
So why is the market still bullish about a low-cost computing solution? The answer is simplebecause the customer still needs an aIIordable computer. None oI the earlier products have been successIul in Iilling the void.
Rajesh Jain, whose company Netcore is doing groundbreaking work to make possible the Rs 5,000 PC (5KPC), says that iI the price point oI a PC comes down between Rs 5,000 to 10,000 per user, India has the ability to absorb 10-20 million PCs a year Ior the next several years. This potential gains Iurther signiIicance when one realises that the present market size is just two million PCs a year! In the last 20 years the installed base has barely crossed six million PCs in India.
It`s diIIicult to ignore a goldmine like this, especially when the overall market conditions are depressed. Numerous vendors have set their sights to tap into the potential. 'IA has tied up with its partners Priya and eSys, to introduce PCs starting at Rs 9,990. HCL too is eyeing this segment with the launch oI the Ezeebee brand oI
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low-priced PCs. Not to be outdone, IBM too has announced that it will soon introduce a low-cost version oI its desktop PC, at a very competitive price.
Richard Brown, director Ior International Marketing at 'IA attributes this sudden interest by vendors to the "real growth potential" oI the low-cost PC market. "I remember Iive to seven years ago when the Iirst $1,000 PC appeared (introduced by Compaq), people wondered iI the price point was Ior real. And since then there has been a continuous push down in the price points Ior PCs, which is a sign oI commoditisation oI the industry. For a long time the industry has resisted moving to lower price points, and now they are actually seeing that there is demand in that space and they are buying into it," he says.
PC MARKET: TOP TRENDS
PC market revival may happen in second halI oI this year. Post-Budget PC prices will remain constant or rise marginally. Indian brands will survive, but they need to decide on an unambiguous competitive pitch. Thrust into the B & C class towns will be aggressive, by Indian and MNC players alike. The notebook market will show signiIicant gains in 2002-03. II you want to know what the Iuture holds Ior the Indian PC industry, the one Iact you cannot aIIord to ignore is the current slowdown not just Ialling growth, or a gentle trough, but the horrible spectre oI negative growth.
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The near panic the industry witnessed in the wake oI this terrible time was reIlected in the price slashes and bundling oIIers anything to kick start stagnating sales graphs was acceptable. And that took the PC to almost commodity status in India.
But then, that`s history. And in business, history is not what sells; promises oI a rosier Iuture do. According to industry association MAIT`s president 'innie Mehta, sales have picked up in the JFM quarter, which is traditionally a high sales quarter, and as oI now, they`re hoping that this will be a sustained phenomenon in spite oI a lacklustre Budget that did almost nothing to push up demand Ior PCs.
Prices Do An About-Turn
Immediately aIter this year`s Budget, most PC vendors said PC prices would remain constant, and some even pointed out that prices would rise, thanks to increasing memory prices. That should be one oI the key diIIerentiators between last year and the Iinancial year ahead PC prices are not likely to come down, and in all probability, will actually see marginal rises.
Says 'asu Srinivas oI IDC India, 'While the initial response to the slowdown was to slash prices, when it began to hurt, PC vendors began to take a proIitability approach. They are now seeking out the more proIitable deals and aiming Ior better prices with lower volumes.
Another Iactor that will contribute to stable prices is the move by the big distributors to cut credit periods down the line Irom 30 to 15 days. This move, coming in the wake
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oI big deIaults among IT channels, will discourage speculative and rash pricing and margin policies that result in price wars the industry can ill aIIord.
Mobile Computing, Anyone?
Mobile computing is also expected to have some eIIect on the PC market in the coming year. And in many ways, this may just be the beginning oI things to come in the Indian PC market.
While low-cost devices such as the much-touted, but almost invisible Simputer are expected to hit the market in the coming Iiscal, Palm`s entry into India, as well as Compaq`s heavy push with its Evo portables and iPA" Pocket PCs deIinitely mean that this segment oI the IT market will have a slight impact on the overall PC market.
DECISION MAKING PROCESS Decision makers, who are used to depending on their past experiences, must make decisions and take actions in the rapidly changing world we Iace today. In this turbulent environment, the ability to successIully view the current situation through the traditional "good judgment" viewpoint is weakened through increasing external noise (a multitude oI inIormation sources on multiple topics) and changing.
Paradigms oI how we think about social, cultural, organizational and economic issues, creating internal noise within our prevailing mental models. These noises skew our
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perception oI what is really happening in the world. In addition to Iacing this constant Ilux, leaders are being asked to choose the path to the Iuture as well as to explain exactly how they plan to get there.
BeIore putting a stake in the sand, leaders begin by developing and testing hypotheses about possible scenarios, and then eliminate numerous courses oI action until a small set oI viable choices remain.Once the decision to act is made, the communication oI the new initiatives begins. The results oI these initiatives usually produce some expected behavior, but almost always, much to our surprise, our actions produce unexpected behavior as well, that once again changes our situation. And so it goes.
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CUSTOMER RELATIONSHIP MANAGEMENT
Customer Relationship Management
CRM is a term that is oIten reIerred to in marketing. However, there is no complete agreement upon a single deIinition. This is because CRM can be considered Irom a number oI perspectives. In summary, the three perspectives are:
1. CRM from the Information Technology Perspective. From the technology perspective, companies oIten buy into soItware that will help to achieve their business goals. For many, CRM is Iar more than a new soItware package, the renaming oI traditional customer services, or an IT-based customer management system to support sales people. However, IT is vital since it underpins CRM, and has the payoIIs associated with modern technology, such as speed, ease oI use, power and memory, and so on.
2. CRM from the Customer Life Cycle (CLC) Perspective. The Customer LiIe Cycle (CLC) has obvious similarities with the Product LiIe Cycle (PLC). However, CLC Iocuses upon the creation oI and delivery oI liIetime value to the customer i.e. looks at the products oI services that customers need throughout their lives. It is marketing orientated rather than product orientated. Essentially, CLC is a summary oI the key stages in a customer's relationship with an organization.
3. CRM from the Business Strategy Perspective.
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The Business Strategy perspective has most in common with many oI the lessons and topics contained on this website, and indeed within the Iield oI marketing itselI. The diagram below shows the Marketing Teacher Model oI CRM and Business Strategy. Our model contains three key phases - customer acquisition, customer retention and customer extension, and three contextual Iactors - marketing orientation, value creation and innovative IT.
CRM MODEL
A commonly cited definition of CRM is that of CRM (UK) Ltd (2002), as follows: Customer Relationship Management is the establishment, development, maintenance and optimization oI long-term mutually valuable relationships between consumers and organizations. The relationship delivers value to customers, and proIits to companies. The relationship is supported (but not driven) by cutting edge IT. The business strategy is based upon the recruitment, retention and extension oI products, services, solutions or experiences to customers. This is the core oI CRM.
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EMPLOYEE PURCHASE PROGRAM (EPP)
Employee purchase programs are basically the special scheme or oIIer designed Ior the employees oI an organization. In this special oIIer is to be given to the employees oI targeted corporate or organization Ior limited period so that they Ieel themselves important and purchase a computer under the scheme. Also this is beneIicial Ior the organizing company to increase its product sales.
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Employee purchase program is very eIIective promotional activity to improve sales graph.
ORGANISING EPP
Methodology
T Ta ar rg ge et t M Ma ar rk ke et t: : Corporate & Government oIIices in Noida, Greater Noida and Delhi
I In ns st tr ru um me en nt ts s u us se ed d: : (1) Collect the database (a) Through Internet (b) 'isiting diIIerent sectors in Noida, greater Noida and Delhi. (c) Through Directory (d) Calling Yellow pages helpline
(2)Ways taken to approach the customers:-
(a) Telephonic Calls (b) Cold Calls Made - Direct Marketing (c) Meeting at corporate oIIices Iixing appointments (d) Email Blast
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SWOT ANALYSIS OF HCL
STRENGTHS:
HCL`s strengths are many, to mention a few :
a) Global Presence: O Its collaborations and joint ventures with international companies such as Perot System, and partnership with world leaders like Ericsson, Toshiba, Nokia, Oracle and MicrosoIt, enable it to bring the best technology available world wide to its consumers. O 24 locations in 16 countries. b) Fast paced and Ilexible work culture which provides its employees autonomy to accomplish the task without much pressure Irom the higher authorities. Thus, employees are motivated to give their best to the organisation. c) The core strength oI HCL is the talent and innovativeness oI its people which enables it to provide the 'right solution at the right time. d) The mass markets handled through a chain oI dealers, resellers and retailers which helps bring technology usage closer to the individual. It has very strong distribution network. e) Its pool oI competencies : Hardware, SoItware, Training, Networking, Telecom and System Integration. f) Ability to understand customer's business and oIIer right technology.
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g) Long standing relationship with customers. h) Pan India support & service inIrastructure. i) Best-value-Ior-money oIIerings.
WEAKNESSES:
a) AfLer sales servlce b) Less promoLlonal campalgns
OPPORTUNITIES:
a) IT industry booming at a rate oI 45 every year. b) Increasing consumer awareness about IT and its use. c) Tremendous untapped potential oI IT products in India. d) Increasing competition. e) Tie ups with various MNCs enable to extract their core competencies.
THREATS:
a) Local assemblers are biggest menace Ior the company. b) Entry oI MNCs i.e. IBM, Compaq giving direct competition. c) Govt. instability has a long term repercussions aIIecting company`s policies & its growth.
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d) Technological shiIt as a result oI research & development. Daily new technologies are emerging.
Concluding the S.W.O.T. analysis in words that prosperity lies ahead Ior HCL. In order to retain its position as India`s No. 1 IT conglomerate, it has to come out with the state oI art as well as Iuturistic technologies to its consumers well beIore time.
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Research objective Or Objectives of Study
The main objective oI research is to Iind out the truth which is hidden and which has not been discovered as yet. To portray accurately the characteristics oI a particular industry situation , or a group oI industry. To gain Iamiliarity with a phenomenon or to achieve new insight into it To determine the Irequency with which some time occurs or with which it is associated with something else
Management Objective To Iuel initiative and Ioster activity by allowing individuals oI action and innovation in attaining deIined objectives. People Objective To help HCL InIosystems top level people share in the company`s success, which they make possible; to provide job security based on their perIormance; to recognize their individual achievements and to help them gain oI satisIaction and accomplishment Irom their work. Core 'alues It is uphold the dignity oI individual It
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is honor all commitments It is committed to quality, innovation and growth in every endeavor It is responsible corporate citizens
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RESEARCH PROBLEM HCL Corporate selling and market share oI HCL and compared to other IT companies The business oI HCL and the company through its researchers wants to know the potential in order to expand and retain its market share
RESEARCH DESIGN
TYPES OF DATA TO BE USED FOR CARRYING OUT OF THE STUDY
The task oI data collection begins aIter a research problem has been deIined and research design/plan chalked out. While deciding about the method oI data collection to be used Ior the study, we should keep in mind two types oI data viz. primary and secondary.
PRIMARY DATA the primary data are those which are collected aIresh and Ior the Iirst time and thus happen to be original in character. We have collected primary data Irom government companies during the market survey through direct communication and Ieedback questionnaire.
DIFFERENT METHODS ARE: 1. Observation method 2. Interview method 3. Through questionnaires
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4. Through schedules
OTHER METHODS WHICH INCLUDE a) warranty cards b)distributor audits c)pantry audits d)consumer panels e)using mech I)through projective techniques g) depth interview I)Content analysis
COLLECTION OF DATA THROUGH "UESTIONNAIRES
This method oI data collection is quite popular, particularly in case oI big enquiries. It is being adopted by private individuals, research workers, private and public organizations and even by governments. In this we give questionnaires to the concern persons with a request to answer to answer the questions and return the questionnaire. Our questionnaire consists oI a number oI questions printed or typed in a deIinite order on a set oI Iorms.
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Secondary data the secondary data, on the other hand, are those Which have already been collected by someone else and which have already been passed through the statistical process. Secondary data are either published or unpublished data we have collected secondary data Irom internet, journal, magazines, books, newspapers, diaries etc.
Data sources Internet Magazine Journal Books
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DATA ANALYSIS & GRAPHICAL INTERPRETATIOIN
".1. Whicht type oI computers do you use?
It was observed that almost 67 oI the company use branded computers or other gadgets Ior their business purpose. Hence can be concluded that more company want branded products as they are not ready to compromise with the quality and services being provided.
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".2. Which brand computers do you use? Brand Name Total no. HP 7 HCL 14 ACER 13 Other Brand 21
Analysis:- This observation showed that HCL is among the top used brands. Major part under the pie-chart goes to HCL. So HCL should continue making eIIorts to attract new market and sustain the existing market.
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"3. Are you satisIied with your present IT setup?
Analysis:- It is observed that most oI the company are satisIied with their Present IT in all sec .oI Noida
Location oI company Response oI company Sec 3, Noida 70 said yes Sec 11, Noida 80 said yes Sec 15, Noida 75 said yes
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".4 Do you have AMC?
Company Having/Having not Total no. Company place having AMC 30 Company place not having AMC 25
f According to above graphical data interpretation, that is the most important places where computer has been used and it has been observation and showed that less than 60 hospitals have their AMCs. This area can also be considered
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".5. what is the approximate number oI various IT products in your department?
f 1hls observaLlon showed LhaL mosLly companles are uslng deskLops oLher lL equlpmenLs and less companles are uslng serves
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". 6. How do you Iind the HCL products?
Reaction about HCL products Total no. OK 3 Good 12 SatisIactory 19 Outstanding 7 Not tried yet 10
f According to above graph shows that the maximum oI HCL user are satisIied with the products and services provided. 'ery Iew have not tried yet HCL on a business scale, but most oI them have an experience about HCL
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".7. Do you want to know more about HCL products?
Wanted knowledge about HCL Total Nos Yes 42 No 13
f Above graph shows that the observation and the most oI the company (78 company) are interested in knowing more about the brand and have the urge to buy.
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".8. Do you require demo Ior any product Total no. Interested in demo 24 Not interested in demo 31
f This observation showed that almost 44 oI the sample wear nterested in demo and almost 56 company wear not nterested in demo
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".9.Do you plan to switch over to some other brand in Iuture? II yes then which
Company Brands No oI Company HP 12 IBM 14 WIPRO 13 LENO'O 10 OTHERS 6
Analysis:-This observation showed that 21 company plan to switch with HP, 25 company plan to switch with IBM , 23 company plan to switch with WIPRO, 18 company plan to switch with LENO'O and 11 company plan to switch with others brands.
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".10. what is your annual IT budget?
IT budget No. company 5 lakhs -10 lakhs 10 10 lakhs - 20 lakhs 25 More 20 lakhs 20
f This observation showed that 15 company has 5 lakes-10 lakes annual IT budget, 45 company has 10 lakes-20 lakes annual IT budget, 37 company has More 20 lakhs annual IT budget,
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FINDINGS
With prices oI PCs being slashed, the education sector is expected to see a high demand Ior personal computers. It is Iinding that mostly companies in all Sec are using Branded computers or more company want branded products as they are not ready to compromise with the quality and services being provided. It is Iind that most oI the company are satisIied with their Present IT in all sec .oI Noida The maximum oI HCL use companies at corporate level are satisIied with the products and services provided. 'ery Iew have not tried yet HCL on a business scale, but most oI them have an experience about HCL The most oI the company (78 company) are interested in knowing more about the brand and have the urge to buy. Consumers (companies) are shiIting their Iocus oI PC computing Irom an average system to one that is closer to a high-end system and upwards. Companies, which will oIIer aIIordable innovation will gain market share. SME will continue to be a major segment. Prices oI computers have been Ialling rapidly It is Iinding that mostly companies are using desktops compare than Laptops.
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LIMITATIONS
Every project has some limitations even the researcher came across some limitations while working on the project which made the analysis a little inappropriate at times. Some oI the basic limitations Iaced during the research are listed below: Only limited number oI authorized, companies and other areas where it has been Iound 55 players was covered in the study. Most oI the research was based on cold calls, so then visited many places i.e. authorized and local areas and where it had not responded much. There was a bias on the part oI the respondents. Companies that were contacted through telephone at times did not give correct inIormation to the researcher. The IT manager or the person heading the IT Department did not have the rights to give the authorized oIIicial inIormation to people other then the members oI the oIIicial itselI and the high oIIicials. At times there was a problem oI non response Irom the hospitals, companies and other authorized and unauthorized areas which aIIected the result oI the project being done by the researcher.
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CONCLUSION
Marketing is a very crucial activity in every business organization. Every product produced within an industry has to be marketed other wise it will remain as unsold stock, which will be oI no value. I have realized this Iact aIter completion oI my summer training project. Despite oI various diIIiculties and limitations Iaced during my summer training project on the topic ' Corporate Selling and market survey using for HCL Infosystems . I have tried my level best to Iind out the most relevant inIormation Ior the organization to complete the assignment that was given to me. During oI my summer training project I have gained several experiences in the Iield oI sales marketing. I have got the opportunity to meet various companies , which Iluctuate in diIIerent situation and time. This summer training project has given me the opportunity to have Iirst experience in the corporate world.
Theoretical knowledge oI a person remains dormant until it is used and tested in the practical liIe. The training has given to me the chance to apply my theoretical knowledge that I have acquired in my classroom to the real business world. I have completed my summer training project in which are involved in its successIul completion. In spite oI Iew limitations and hindrance in the summer training project I Iound that the work was a challenge and IruitIul. It gives enough knowledge about the computers market and the distribution process undertaken by an organization. This summer training project has enabled my capability in order to manage business eIIectively and in my career in Iuture.
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SUGGESTIONS & RECOMMENDATIONS
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HCL is having large number oI corporate selling partners but it is not supporting & taking care all oI them equally which results in increasing discontentment among new channel partners because it`s not possible Ior company to support all oI them equally. Company should take some positive action against it.
Company executive should visit corporate dealers on regular basis.
They Should pay proper attention towards checking oI various components oI PC beIore end user delivery. Otherwise it tends towards deIame oI brand name in comparison to rivals.
Need to expend customer care center as the consumer( company) base oI HCL InIosystem is increasing with tremendously Iast pace.
Proper attention should be paid Ior advertisement planning otherwise it may lead to problem Ior dealer as well as Ior company.
Company should tie up with some event management company to organize various promotional activities like canopy, Carnival.
Company should make policy Ior Iixed end user price Ior all dealers so that Iair game will be played & dealer would not to compromise on their margin.
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BIBLIOGRAPHY
BOOK AUTHOR: KOTLER PHILIP TITLE: MARKETING MANAGEMENT PLACE OF PUBLICATION: DELHI PUBLISHER: TATA MC GRAW HILLS PUBLISHING CO. LTD
WEBSITES: O www.hcl.in O www.indiainIoline.com O www.google.co.in O www.hclinIosystem.in O www.altavista.com O www.khoj.com O www.yahoosesach.com
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"UESTIONNAIRE
".1. which type oI computers do you use? a) Branded b) Assembled ".2. which brand computers do you use? a) HP b) HCL c) ACER d) Others Brand ".3.Are you satisIied with your present IT setup? a) YES b) NO
".4 Do you have AMC? a.) Yes b) No ".5 What is the approximate number oI various IT products in your department? a) Desktop b) Laptops c) Servers d) Other IT equipments ". 6. How do you Iind the HCL products? a) OK b.) Good c.) SatisIactory d.) Outstanding e) Not tried yet
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".7. Do you want to know more about HCL products? a.)Yes b.)No
".8. Do you require demo Ior any product? a.) Interested in demo b.) Not interested in demo ".9.Do you plan to switch over to some other brand in Iuture? II yes then which a) HP b) IBM c) WIPRO d) LENO'O e) OTHERS ".10. Is your IT departments are capable oI coordinating with your venders? a) YES b) NO
"11.What is your annual IT budget? a)5 lakhs -10 lakhs b)10 lakes- 20 lakhs c) More 20 lakhs