The Notebooks Market in India:

• The proportion of notebooks in the overall PC sales is fast increasing as it

becomes affordable. Accounting for over 25 per cent of the total PC market in
Q1 2009, notebook sales recorded a high growth of 114 per cent taking the
CAGR (six-year time period) to 104 per cent. Consumption of notebooks was
driven by reasons of affordability, mobility, sleek designs, enhanced security
features and other in-built accessories. Focused marketing initiatives by the
vendors and celebrity endorsements have also contributed to increased
notebooks consumption in the country. The establishments segment as well as
the households witnessed healthy growth in notebook sales.

• The establishment segment witnessed a growth of 93 per cent over the last
year. Towns and cities outside the top four metros contributed to nearly 80%
of the notebook sales in the establishment segment. The small and medium
establishments recorded significant growth in Q1 2009 at 174 per cent and 123
per cent respectively over 2007-08. The SMEs accounted for over fifty per
cent of the total notebooks consumption in the country. Consumption in the
large establishments grew by fifty-one per cent.

• The household segment, accounting for forty-four per cent of the overall
notebook sales in the country, registered an impressive growth of 150 per cent

1
 in the last fiscal. The SEC A and SEC B households, together, contributed to
over 90 per cent of the notebook sales in the household segment. Notebooks
have also started to make rapid inroads into the SEC C as well.

• Notebook consumption has driven the PC market in India in Q1 2009. With

sales crossing a million units in the second-half of last fiscal, total sales of
notebooks in Q1 2009 surpassed 22 lakh units growing 114 per cent over the
last year. Today, notebooks account for a quarter of the total PC market in the
country, up from less than three per cent four years ago. With shifting
consumer-preference in favour of notebooks over the desktop, this proportion
will only get larger with time.

S-T-P

• Market Segmentation

The purpose for segmenting a market is to allow your marketing/sales program to

focus on the subset of prospects that are "most likely" to purchase your offering. If
done properly this will help to insure the highest return for your marketing/sales
expenditures. Depending on whether you are selling your offering to individual
consumers or a business, there are definite differences in what you will consider when
defining market segments.

• Targeting

It’s the selection of the customers you wish to service. The decisions involved in
targeting strategy include:

1. Which segments to target

2. How many products to offer
3. Which products to offer in which segments

2
 • In marketing, Positioning has come to mean the process by which marketers
try to create an image or identity in the minds of their target market for its
product, brand, or organization. It is the 'relative competitive comparison' their
product occupies in a given market as perceived by the target market.

Hence on the basis of S-T-P we would analyse three brands of PCs/Notebooks whose
core product and most of the attributes having the same still their S-T-P is different
which is highlighted below ;

PCs Info System PCs

• USP: Indian marker knows Indian needs. Most of sales are to Indian
enterprises.

• Market Share Q1 ‘09 – India: 8%

• Price : Rs 15,000 – Rs 75,000

• Segmenting: segments across different section, with around 15,000 –

40,000 INR.

• Targeting: The youth and executives at the lower level of management of

firms

• Positioning: It positions itself as a multimedia brand. Most of sales are to

Indian enterprises

3
 Sony Vaio Notebooks/PCs

• USP: Quality, Service and Brand presence

• Market Share’Q1 2009 – India: 4.5%

• Pricing : Rs 50,000 – Rs 1,50,000

• Segmenting: Sony Vaio segments across different section, with above 50,000
INR

• Targeting: Executives at top level management of the firm, proprietors.

• Positioning: Well trusted luxury brand of PCs, which is meant for elite class
and carries a status symbol with it.

4
 Scope of the study

Vision Statement

“It is the most preferred employer and principal taking leading edge IT products and
services to the masses through sustained excellence.”

Mission Statement

“We shall increase the shareholders value by improving the PAT through free cash
flow, reducing the inventory cycle, inventory levels, wastage.”

Quality Policy Statement

“We will deliver defect-free products, services and solutions to meet the requirements
of our external and internal customers the first time, every time.

OBJECTIVES OF THE STUDY

Management Objective

To fuel initiative and foster activity by allowing individuals freedom of action and
innovation in attaining defined objectives.

5
People Objective

To help PCS Insys people share in the company’s success, which they make possible;
to provide job security based on their performance; to recognize their individual
achievements and to help them gain of satisfaction and accomplishment from their
work.

Core Values

♦ It is uphold the dignity of individual

♦ It is honour all commitments
♦ It is committed to quality, Innovation and growth in every endeavor
♦ It is responsible Corporate Citizens.

RESEARCH PROBLEM

• PCS Corporate selling and feedback and market share of PCS and
compared to other IT companies.

• The business of PCS and the company through its researchers wants to
know the potential in order to expand and retain its market share.

RESEARCH DESIGN
• Determined the Information Sources: The researcher gathered data through
secondary sources.

• PRIMARY DATA is collected through questionnaire, search and

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

• SECONDARY DATA is being search sites like magazines, newspapers,

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

6
DATA COLLECTION
The researcher collected information through the official websites, magazines and
journals.

DEVELOPED THE RESEARCH FRAME:

This included deciding upon various aspects for the project on which the entire
research is based. The research frame included.

7
NATURE OF STUDY
The project on which the researcher worked is descriptive and inferential in
nature.

DATA SOURCE:

The researcher took the help of both primary as well as secondary sources.
Secondary sources being interaction with various people across sectors selected
and have been chosen for the research by the researcher. Secondary sources being
the internet as the medium and the official sites of the companies of IT sectors and
corporate selling and feedback of PCS.

INSTRUMENT USED

The researcher for the research used a Questionnaire cum Schedule for market
research for both the segments horizontal and vertical. The Questionnaire was
prepared by the researcher and Schedule was provided by the company in which
the researcher did its research report.

SAMPLE SIZE

Sample size for the research is fixed. It counts to 55. That is the PCS companies,
retail & corporate selling and feed of PCS in comparison between other
companies.

8
 DATA ANALYSIS
& GRAPHICAL DATA INTERPRETATIOIN

SAMPLE SIZE: 55

1). Which Brand of PCs you are currently stocking?

Currently Stocking Asus

Lenovo
IBM
8% 8% Toshiba
8%
11% Hp
7% Compaq
10% Dell
Acer
10% HCL
0% 10% LG

6% 6% Samsung
6% 10%
Sahara
Sony

• The entire multibrand outlet which we visited are Stocking this

brand of PCs
HP, Compaq, Dell, Acer, Sony.
• Six of the Multibrand outlets are Stocking PCS Notebooks.

9
2).Out of every 10 PCs that you sell, can you please tell me what

number of PCs do you sell for _____ brand? Please answer this taking
into account the sales you have made in the past three months.
Multibrand outlet
Asus
Lenovo
IBM
9% 17%
Toshiba
5%
8% Hp
6%
Compaq
Dell
5% Acer
16% HCL
8%
1% LG
4%
5% 6% 10% Samsung
Sahara
Sony

• The Market Share of PCS PCs in Multibrand Outlet is 6%,

Whereas HP and Dell is at 17% and 16%

10
3).Suppose a customer asks for your recommendation on brand he/she

should buy. Which all brands are you likely to recommend?

Recommendatiobn by multibrand outlet

12
Asus IBM Hp Dell
10
Multibrand Outlet

Lenovo Toshiba Compaq Acer Samsung

8 LG

6 HCL
Sony
4 Other
Sahara
2

0
Brand

• Six of the Sales Executive told that they would recommend PCS
PCs to the customer.

• The rest told that PCS don’t have proper After Sales and Services
and also the machine gets heated fast.

11
4).Of the brand you have just mentioned please tell me which brand
are you most likely to recommend?
Most likely to Recommend (Multibrand Outlet)
Asus
Lenovo
10% 10% IBM
Toshiba
10% Hp
20% Compaq
Dell
Acer
20% HCL
LG
20% Samsung
10% Sahara
Sony
Other

• Most of the Sales Executive Recommends Acer, Dell, HP

12
 B. SHOPPER BEHAVIOR

1) On an average, how many times do you think a customer visit any

retailer before finally purchasing the PCs? Please remember that I am
interested to know the number of visits before the final purchase visit
and not include the final visit.

Number of
Visits 03

• On an Average customer visits 03 times before purchasing the PCs

2) You just told me that on an average a customer visits ___ before

finally purchasing the PCs. What according to you are the reason for
multiple visits?

Reason for Multiple Visit (Traditional Outlet )

12
10
8
6
4
2
0
Specification

Models of the

After Sales
Brand Name

Promotional
Schemes &
Design&
Feature
Price

Techincal

Service
Company

Offer

• Price, Brand name, Technical Specification are the major reason of customer
for the multiple visit

13
3) Generally when a customer comes to purchase PCs. Whom do you

think accompany him?

(Multibrand Outlet) Accompanied With

Comes Alone

17% 9%
Firends
23%
Elders in the Family

26% Who Knows about

Laptop
25%
Siblings

• Rarely customer comes alone to purchase the PCs, there’s always

someone accompanied with customer who influence him while
purchasing the PCs.

14
4) Of all the parameters mentioned here, on which of the following
parameters do a customer collects information about?
By your experience, can you assign 5 ranks to these parameters as per
the importance which customer gives to them during decision making
process? That is give rank 1 to the most important parameter as per
customer.

(Multibrand Outlet) Five Important Parameter

Price
13%
20%
Brand Name
7%

Technical Specification

27% Schemes & Promotional

33% Offer
After Sales Service

• Technical Specification is the major parameter following Brand

name, Price, After Sales and Services and promotional offers.

5) Can you please tell me 5 most popular features now days customer
usually asks while purchasing a PCs.
(Multibrand Outlet) Five Important Features

7% 20%
13% Operating System
Hard Disk
Type of Processor
Battery Life
27% Speed of Processor
33%

15
6 a) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about which brand they
want to purchase when they enter the shop?

b) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about which Model they
want to purchase when they enter the shop?

c) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about what Design and
Features they want to purchase when they enter the shop?

d) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about what Technical
specifications they want to purchase when they enter the shop?

e) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about at what price they
want to purchase when they enter the shop?

(Multibrand Outlet) Decided About

23% 22% Brand

Model
Design & Features
15% Technical Specifications
20%
20% Price

16
7) During the purchase process, which all brands of PCs does customer
usually ask for?

(Multibrand Outlet) No. of People asking for brand Asus

Lenovo
IBM
6% 15% Toshiba
5%
10% Hp
5%
Compaq
4% Dell
Acer
17% HCL
14% LG
1% Samsung
4% 4% 12%
3% Sahara
Sony
Other

• Only 4% of customer asks for PCS

8) Out of 10 customer that comes to you, how many do actually ask for
your recommendation on PCs?

Ask you to recommend 06

9) Out of 10 times when you recommend something to as customer, how

many times does customer follow your recommendation?

Follow the recommendation 04

17
 C. SALESMAN INTERACTION

1) How often do salesmen from _______ visit your shop?

Rarely Visit Lenovo

IBM
Once a Month Toshiba
Hp
Once in
Compaq
Fortnight
Dell
Acer
HCL
LG
Samsung
Sahara
Sony

 The Inner circle represents “Once in a fort night”

 The Middle circle represents “Once in a Month”
 The outermost circle represents “Rarely Visit”

• The PCS Sales Representative visit once in a month to the outlet.

Wherein the MNC’s Sales Representative visits twice a month

18
 D. Visibility

1) Most Visible Brand inside the Shop?

Most visible brand inside the shop

14% 15% Dell

HCL
14% 15% HP
Compaq
Ibm/ Lenovo

14% 14% Sony

14% Acer

• All the brand are equally visible inside the shop.

19
 Retailer module for Traditional Outlet

A. Stocking

1) Which all brands of PCs have you ever stocked?

Ever Stocked Asus

Lenovo
IBM
10% Toshiba
6% Hp
33%
Compaq
6%
Dell
6% Acer
HCL
13% LG
13% Samsung
13%
Sahara
Sony

• Most of the Traditional outlet Used to stock Sahara

20
 2) Which Brand of PCs you are currently stocking?

Currently Stocking Asus

Lenovo
IBM
8% 8% Toshiba
8% 9% Hp
7% Compaq
10% Dell
Acer
10% HCL
0% 10% LG

6% 6% Samsung
8% 10%
Sahara
Sony

• The entire Tradtional outlet which we visited are Stocking this

brand of PCs

HP, Compaq, Dell, Acer, Sony.

8% of the Traditional outlets are Stocking PCS Notebooks.

21
 1) Out of every 10 PCs that you sell, can you please tell me what

number of PCs do you sell for _____ brand? Please answer this
taking into account the sales you have made in the past three
months.

Traditional Outlet

Asus
Lenovo
IBM
17% Toshiba
8%
6% Hp
5% Compaq
6% 17%
Dell
Acer
6% HCL
1% LG
4%
1%4% 14%
4% 7% Samsung
Sahara
Sony
Other

# The Market Share of PCS PCs in Multibrand Outlet is 7%,

Whereas HP and Dell is at 17% and 17%

22
2) Suppose a customer asks for your recommendation on brand he/she
should buy. Which all brands are you likely to recommend?

Recommendatiobn by Traditional Outlet

12
Asus Hp Dell
10 IBM
Acer
Traditional Outlet

Samsung
8 Lenovo Toshiba Compaq LG
Sony
6 HCL
Other
4
Sahara
2

0
Brand

• While Interviewing we found that few of the traditional outlet had

received complaint about PCS PCs.

3) Of the brand you have just mentioned please tell me which brand
are you most likely to recommend?

Most likely Recommend (Traditional Outlet)

Asus
Lenovo
IBM
10% 10% Toshiba
10% 10% Hp
Compaq
Dell
10% Acer
20% HCL
LG
Samsung
20%
10% Sahara
Sony
Other

• Most of the Sales Executive Recommends Dell and HP.

23
 B. SHOPPER BEHAVIOR

1) On an average, how many times do you think a customer visit any

retailer before finally purchasing the PCs? Please remember that I am
interested to know the number of visits before the final purchase visit
and not include the final visit.

Number of
Visits 03

• On an Average customer visits 03 times before purchasing the PCs

2) You just told me that on an average a customer visits ___ before

finally purchasing the PCs. What according to you are the reason for
multiple visits?

Reason for Multiple Visit (Multibrand Outlet)

12
10
8
6
4
2
0
Models of the
Specification

After Sales
Brand Name

Promotional
Design&

Schemes &
Feature
Price

Techincal

Service
Company

Offer

24
 • Price, Brand name, Technical Specification are the major reason of
customer for the multiple visit

4) Generally when a customer comes to purchase PCs. Whom

do you think accompany him?

(Traditional Outlet) Accompanied With

Comes Alone

15% 6%
Firends
27%
Elders in the Family

26%
Who Knows about
Laptop
26%
Siblings

• Rarely customer comes alone to purchase the PCs, there’s always

someone accompanied with customer who influence him while
purchasing the PCs.

4) Of all the parameters mentioned here, on which of the following

parameters do a customer collects information about?
By your experience, can you assign 5 ranks to these parameters as per
the importance which customer gives to them during decision making
process? That is give rank 1 to the most important parameter as per
customer.

25
 (Traditional Outlet) Five Important Parameter

Price
7%
20%
13% Brand Name

Techincal Specification

27% Schemes & Promotional

33% Offer
After Sales Service

Technical Specification is the major parameter following Brand name,

Price, promotional offers and After Sales and Services

5) Can you please tell me 5 most popular features now days

customer usually asks while purchasing a PCs.

(Traditional Outlet) Five Important Features

27% 20% Operating System

7% Hard Disk
Type of Processor
Battery Life
13% Speed of Processor
33%

6 a) Out of 10 customers that visit your shop every day, could you please
tell us what number of customers is decided about which brand they want
to purchase when they enter the shop?
26
 b) Out of 10 customers that visit your shop every day, could you
please tell us what number of customers are decided about which
Model they want to purchase when they enter the shop?

c) Out of 10 customers that visit your shop every day, could you
please tell us what number of customers are decided about what
Design and Features they want to purchase when they enter the shop?

d) Out of 10 customers that visit your shop every day, could you
please tell us what number of customers is decided about what
Technical specifications they want to purchase when they enter the
shop?

e) Out of 10 customers that visit your shop every day, could you
please tell us what number of customers are decided about at what
price they want to purchase when they enter the shop?

(Traditional Outlet) Decided About

23% 23% Brand

Model
Design & Features
14% Technical Specifications
19%
Price
21%

27
6) During the purchase process, which all brands of PCs does
customer usually ask for?

(Traditional Outlet) No. of People asking for brand Asus

Lenovo
IBM
5% 6% 16% Toshiba
5%
Hp
4%
9% Compaq
0%
Dell
Acer
HCL
15% 14%
LG
1%
Samsung
4% 4% 14%
3% Sahara
Sony
Other

• Only 4% of customer asks for PCS

7) Out of 10 customer that comes to you, how many do actually

ask for your recommendation on PCs?

Ask you to recommend 06

8) Out of 10 times when you recommend something to as

customer, how many times does customer follow your
recommendation?

Follow the recommendation 04

C. SALESMAN INTERACTION

1) How often do salesmen from _______ visit your shop?

28
 Rarely Visit Lenovo
IBM
Once a Month Toshiba
Hp
Once in
Compaq
Fortnight
Dell
Acer
HCL
LG
Samsung
Sahara
Sony

 The Inner circle represents “Once in a fort night”

 The Middle circle represents “Once in a Month”
 The outermost circle represents “Rarely Visit”

• The PCS Sales Representative visit once in a month to the outlet.

Wherein the MNC’s Sales Representative visits twice a month

29
 D. Visibility

1) Most Visible Brand inside the Shop?

Most visible brand inside the shop

14% 15% Dell

HCL
14% 15% HP
Compaq
Ibm/ Lenovo

14% 14% Sony

14% Acer

2) Most Visible Brand outside the Shop?

Most visible brand Outside the shop

Dell
18% 17%
HCL
12% 12% HP
Compaq
Ibm/ Lenovo
12% Sony
17%
12% Acer

30
 Questionnaire

Retailer module for Multibrand/ Traditional Outlet

A. Stocking

1. Which all brands of PCs have you ever stocked?

2. Which Brand of PCs you are currently stocking?

3. Out of every 10 PCs that you sell, can you please tell me what
number of PCs do you sell for _____ brand? Please answer this
taking into account the sales you have made in the past three
months.

4. Suppose a customer asks for your recommendation on brand he/she

should buy. Which all brands are you likely to recommend?

5. Of the brand you have just mentioned please tell me which brand
are you most likely to recommend?

Grid 1 2 3 4 5
Ever currently number
Brand stocked stocked sold Recommend MLR
Asus 1 1 1 1
Lenovo 2 2 2 2
IBM 3 3 3 3
Toshiba 4 4 4 4
Hp 5 5 5 5
Compaq 6 6 6 6
Dell 7 7 7 7
Acer 8 8 8 8
PCS 9 9 9 9
LG 10 10 10 10
Samsung 11 11 11 11
Sahara 12 12 12 12
Sony 13 13 13 13
Other 14 14 14 14

B. SHOPPER BEHAVIOR

31
 1) On an average, how many times do you think a customer visit any
retailer before finally purchasing the PCs? Please remember that I am
interested to know the number of visits before the final purchase visit
and not include the final visit.

Number of
Visits

2) You just told me that on an average a customer visits ___ before

finally purchasing the PCs. What according to you is the reason for
multiple visits?

To gather
information about
Price 1
Brand Name 2
Design& Feature 3
Techincal
Specification 4
Models of the
Company 5
Schemes &
Promotional Offer 6
After Sales Service 7
Any other 8

3) Generally when a customer comes to purchase PCs. Whom do you

think accompany him?

Accompaniments
Comes Alone 1
Firends 2
Elders in the
Family 3
Who Knows
about PCs 4
Siblings 5

4) Of all the parameters mentioned here, on which of the following

parameters do a customer collects information about?

32
 By your experience, can you assign 5 ranks to these parameters as per
the importance which customer gives to them during decision making
process? That is give rank 1 to the most important parameter as per
customer.

Grid 4 5
Importance
Parameter Parameters rank
Price 1
Brand Name 2
Design& Feature 3
Techincal
Specification 4
Models of the
Company 5
Schemes &
Promotional Offer 6
After Sales Service 7

5) Can you please tell me 5 most popular features now days customer
usually ask while purchasing a PCs.
5 most
Features Important
Bluetooth
Wi-Fi connectivity
Type of prcessor
Speed of processor
Memory Space
Size of PCs
Colour of PCs
Screen Size
Compatibility with your other gadgets like music system,
digital camera, DVD player etc.
Weight of PCs
Battery Life
Number of USB ports
Operating system
Hard disk space
DVD combo drive
Spekar quality
Type of Screen
Built in Web cameras

33
Memory card readers
upport of high defination video
Finger print recognition system
Face recognition system

6 a) Out of 10 customers that visit your shop everyday, could you

please tell us what number of customers are decided about which
brand they want to purchase when they enter the shop?

b) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about which Model they
want to purchase when they enter the shop?

c) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about what Design and
Features they want to purchase when they enter the shop?

d) Out of 10 customers that visit your shop everyday, could you please
tell us what number of customers are decided about what Technical
specifications they want to purchase when they enter the shop?

e) Out of 10 customers that visit your shop everyday, could you please
tell us what numbers of customers are decided about at what price they
want to purchase when they enter the shop?

No. of
people
asking for
brand
Brand
Model
Design & Features
Technical Specifications
Price

7) During the purchase process, which all brands of PCs does

customer usually ask for?

Brands codes

34
 Asus 1
Lenovo 2
IBM 3
Toshiba 4
Hp 5
Compaq 6
Dell 7
Acer 8
PCS 9
LG 10
Samsung 11
Sahara 12
Sony 13

4) During the purchase process of a PCs, does the customer ask for
your recommendation/ suggestion?

Retailer
Involvement code
YES 1
No 2

10) Out of 10 customer that comes to you, how many do actually ask
for your recommendation on PCs?

ask you to recommend

5) Out of 10 times when you recommend something to as customer,

how many times does customer follow your recommendation?

Follow the recommendation

35
 C. SALESMAN INTERACTION

1. How often do salesmen from _______ visit your

shop?

Sales Once in Once Once

man Once in Once a Three in Six in a Rarely Never
Interaction Fortnight Month Month Month Year Visit visit
Asus 1 1 1 1 1 1 1
Lenovo 2 2 2 2 2 2 2
IBM 3 3 3 3 3 3 3
Toshiba 4 4 4 4 4 4 4
Hp 5 5 5 5 5 5 5
Compaq 6 6 6 6 6 6 6
Dell 7 7 7 7 7 7 7
Acer 8 8 8 8 8 8 8
PCS 9 9 9 9 9 9 9
LG 10 10 10 10 10 10 10
Samsung 11 11 11 11 11 11 11
Sahara 12 12 12 12 12 12 12
Sony 13 13 13 13 13 13 13

D. Visibility

1) Most Visible Brand inside the Shop?

2) Most Visible Brand Outside the Shop?

36
 FINDINGS & LIMITATIONS

Every project has some limitations even the researcher came across some
limitations while working on the project which made the analysis a little
inappropriate at times. Some of the basic limitations faced during the
research are listed below:

 Only limited number of authorized, companies and other areas

where it has been found 55 players was covered in the study.
 Most of the research was based on cold calls, so then visited many
places i.e. authorized and local areas and where it had not
responded much.
 There was a bias on the part of the respondents.

 Companies that were contacted through telephone at times did not

give correct information to the researcher.
 The IT manager or the person heading the IT Department did not
have the rights to give the authorized official information to people
other then the members of the official itself and the high officials.
 At times there was a problem of non response from the hospitals,
companies and other authorized and unauthorized areas which
affected the result of the project being done by the researcher.

37
 SUGGESTION & RECOMMANDATIONS

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

 Company executive should visit dealers on regular basis.

 They Should pay proper attention towards checking of various components of PC

before end user delivery. Otherwise it tends towards defame of brand name in
comparison to rivals.

 Need to expend customer care center as the consumer base of PCS Infosystem is
increasing with tremendously fast pace.

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

 Company should tie up with some event management company to organize

various promotional activities like canopy, Carnival.

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

38
 Conclusion
The Industry Performance Review, conducted is a survey of the domestic
IT market, its potential and trends. This round of the study involved
face-to-face interviews with over fifty respondents selected randomly
across Mumbai in India. The study was initiated on 4 May 2009 to 4 July
2009 and encompasses survey on PCs.

Though MNCs like HP and Dell ruled the roost and PCS kept the Indian
flag flying, assembled players still scored high on customer satisfaction.
It is significant that this segment enjoying the confidence of the market.
The dismal showing of Zenith and Wipro reinforced the near total
marginalization of Indian vendors barring PCS.

Among Indian vendors, PCS managed to retain the position, scoring

satisfactorily on delivery and installation parameters. Zenith and Wipro,
the two wooden spooners, merely swapped places at the bottom.

39
 BIBLOGRAPHY
BOOK

AUTHOR: KOTLER PHILIP

TITLE: MARKETING MANAGEMENT

PLACE OF PUBLICATION: DELHI

PUBLISHER: TATA MC GRAW HILLS

PUBLISHING CO. LTD

MAGAZINES / JOURNALS / NEWSPAPERS

♦ Business World
♦ Business Today
♦ The Financial Express
♦ The Times of India
♦ The Hindu

WEBSITES:

♦ www.PCs.in
♦ www.indiainfoline.com
♦ www.google.co.in
♦ www.hp.com
♦ www.saharacomputer.com
♦ www.acer.com
♦ www.dell.com
♦ www.ibm.com
♦ www.PCsinfosystem.in

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