HCL Infosystem - Corporate Selling & Feedback - MBA Marketing Summer Internship Project Repor..

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SUMMER INTERNSHIP PROJECT

REPORT
"Corporate Selling & Feedback" for

HCL Infosystem
(In the partial fulfillment of the

requirements of Post Graduate Diploma in
Management)
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TABLE OF CONTENTS:
S.N. Title
2 Executive Summary
3 Literature Review
4 Scope of The Study
5 Objective of The Study
6 Research Methodology
7 Data Analysis & Graphical Interpretation
8 Major Players in The Market
9 Competitors Of HCL
1O Role of Advertisement
11 Marketing Strategies
12 Future Scope
13 Management Hierarchy
14 Key Partnership
15 Market Share
16 Marketing & Selling Strategies
17 Changing Trends
18 Decision Making Process
19 CRM
2O SWOT Analysis
21 Findings & Limitations
22 Suggestions & Recommendation
23 Conclusion
24 Bibliography
25 Annexure - Questionnaire

PREFACE
Modern organizations are highly complex and dynamic systems. They operate under
very turbulent social economic and political environment. They are required to reconcile
several incompatible goals. Conflicting roles and divergent interest they are also fraught
with the use risk and uncertainties, hence tactful management of such organization to plan
to execute guide, coordination and control the performance of people to achieve
predetermined goals. Management has to keep the organization vibrant moving and in
equilibrium. It has to achieve goal which themselves are changing it is therefore a problem
highly complex and ticklish.
The marketing research is the process which links to manufacture, dealers and
individuals through information in important part of curriculum of Post Graduate
Diploma in Management, programme is project taken by the students in any business
organization, after completion of third trimester of the programme.The objective of this
project is to enable the students to understand th e application of the academics in the
real business life. I am fully confident that this project will be extremely useful to the
management.
COMPANY PROFILE
The HCL Family
At HCL, people are not just employees but family. So, like an important member
of the family should, you get endless freedom to experiment, unlimited empowerment
to execute your dreams and the rare opportunity to be an entrepreneur.
HCL Infosystems is the progenitor of the HCL Group and is known as the
'Entrepreneurial Incubator' in the Indian IT industry. We believe in empowering
people to help achieve their goals - goals that are achieved by the coming together of
talent and innovation, powered by ownership and freedom to experiment, leading
to tremendous growth and gains for the individual and the organization. We pride
ourselves in being a pioneer in creating the Indian IT Industry, by pioneering the
creation of the people for the industry.
Our HR philosophy is "beyond HR Practices and Systems", where we are ceaselessly

creating the 'HCL Family', whose DNA is Pride, Passion, Performance and People, with
an inexhaustible Spirit of Entrepreneurship.
Who do we look for?

Our objective has always been to acquire quality people and groo m them to
become entrepreneurial Leaders. HCLites are people who take pride in continually
doing better than their best; people with a passion to succeed; people who have
a fire within to perform and realize results..People who want to 'WIN' (W
-Work hard, I- innovate and N-never giver up).
Why HCL?
□ Ranked Top 3 Best Employer Survey in IDC -DQ Survey 2OO6 □ Ranked Best
Employer in IDC-DQ Survey 2OO5 .
We are one of the few IT companies in India that provide a lifetime

comprehensive career plan. At HCL, we look at the strengths of a person and
accordingly assign future job roles to match those. People can chart their own
career options of Entrepreneur or Manager or Technocrat. HCL provides an open
canvas of opportunities for each individual, which is how 9O% of our top
management is from campus (people who joined us as trainees straight from
campus).
□ Be an Entrepreneur - An organization with a large number of recruitments

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

where your team mates and manager become your best friends.
□ A company where the diversity of 36O+ locations, languages and cultures
blend seamlessly into a challenging work ethos of the HCL Culture that
fosters excellence, recognizing and rewarding performance.
□ A career with diverse, rewarding & challenging assignments
everyday...with the freedom to create, articulate new ideas, collaborate with
the sharpest minds and truly realize your potential.
Learn
□ HCL training facility in the city of Hyderabad is spread over a sprawling 16 acres
with
□ Residential facility to accommodate165 employees at the same time in training.
Equipped with class rooms, labs, canteen, a recreation centre and dedicated faculty with
vast experience in the IT industry, we conduct over 25OOO man days of internal
classroom training every year.
□ Classroom trainings are further complimented through Enable Leadership Enrichment
and Development - which provides a comprehensive automated learning tool to
each employee through various online learning options.
□ 36O Degree Feedback for a holistic quality improvement and individual
development plans.
□ Learn from Leaders who have a three decade rich history of
inventions and innovations.
Grow
□ 'iPerform', our online Performance Management System tracks result
achieved through daily to weekly to monthly to quarterly review system for
Career Planning and Position planning.
□ Mindia TechXperts, a fast-track career growth programme identifies and
groom young engineers for leadership positions in a short period of 18 months.
□ We continue to promote Indian traditions and recognize talent in
diverse areas, through he much acclaimed HCL Concert Series - a tribute
to excellence in human endeavor.
□ 8O% of our top management today is people who joined straight
from campus

Own
□ Pioneer in IT industry for ESOP started in 8O's.

□ Profit Sharing Scheme since 1997 for all employees.
□ 'HCL One Quarterly Awards' Night is a gala celebration every quarter when the
HCL family gets together to celebrate achievements of individual and team
performances.
□ Bottom up communication channels providing opportunities for employee opinion.
□ HCL Towers - Houses for our employees.
Culture at HCL
With our open and entrepreneurial environment, every HCLite is
synonymous with passion for performance, high need for achievement
and commitment to job. Our core value of high integrity with a Never-
Say-Die approach is ingrained and visible in all our people, practices and
processes.
(A)Diversity and Inclusion
HCL strives to attract and retain the best talent and provide an
environment where each individual is given the opportunity to build a
rewarding career. With offices in more than 3OO+ locations, we employ a
diverse group of people from different backgrounds, yet all connected by
a common sense of the HCL culture. We value the uniqueness of each
individual, relying on the diversity to drive our innovation, growth and
performance.
(B) HCL's Community Involvement

Recognizing the important role of business in society, HCL supports and
encourages the active involvement of its people in community
volunteer initiatives. Employee volunteering programmes at HCL enable
you to do much more than routine work through active participation in
various causes.

Job Openings
HCL Infosystems - An ocean of possibilities! Want to explore the possibilities?
Check out the following profiles:
□ Account Manager
□ Account Executive
Job oriented Trainings

Customized to the industry requirements our educational services are focused
towards technologies related to IT Infrastructure and IT Sales. The two offerings of
HCL Education are as follows:
1. HCL's Job Oriented Training Program in IT Infrastructure Technologies
This one year programme for bright Engineering Graduates, provides hi-tech
training in the stream of Computer Networks, Network Operating Systems,
Security and other IT Infrastructure Services. The programme involves a class room
training followed by On Job Training (with stipend as applicable) at various offices
of HCL. On successfully completion of the programme, candidate would
receive a certificate by HCL Training recognizing the candidate as a HCL
Certified IT Infrastructure Engineer- a rare breed of individuals who are accepted by
the Indian IT industry as trained professionals in their field of IT work.
2. HCL's Sales & Marketing Training Program
A unique Program for fresh Engineering and Science Graduates who have a
passion to achieve. This is a year long program with 3 -4 weeks of exhaustive
instructor led training conducted by experienced HCL professionals, followed by 11
months of Sales Experience (With Stipend as applicable) at any of HCL offices. The
focus is to groom candidates into a new breed of technocrats who are smart business
developers who have the right blend of technical know-how. Candidates also have
the advantage of being nominated for a company sponsored Executive Management
Programme with a reputed Management Institute

Meet our people

Take a look at some HCLites and read their experiences to get an "insider's view"
of
your potential colleagues.
APS BEDI
A vivacious Punjabi at heart, Amanpreet Singh Bedi has spent 22 years in HCL
and now is fondly known by all as APS. He remembers well the morning of O7
July 1986 when he began his journey with HCL as Customer Engineer trainee.
Today he feels satisfied that his efforts have been recognized and rewarded.
He feels content to be part of HCL and cherishes every moment he has spent here.
"HCL has given me the freedom to work, be creative and develop my
entrepreneurial skills."
MILIND DESHPANDE
A very cool and calm person, Milind has handled diversified jobs with utmost
ease, in the last 23years with HCL. Comedy movies are his craze; he watches
any movie that can make him laugh and enjoys every moment. No wonder he is
considered jovial and approachable by his colleagues. His feel this 23years
old journey with HCL has changed his whole personality.
"The empowerment and independence to take decisions given by this company,

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

History
HCL Infosystems Ltd is one of the pioneers in the Indian IT market , with its
origins in 1976. For over quarter of a century, we have developed and implemented
solutions for multiple market segments, across a range of technologies in India. We
have been in the forefront in introducing new technologies and solutions. The
highlights of the HCL saga are summarized below:
Year Highlights
□.Foundation of the Company laid
1976 □.Introduces microcomputer-based programmable calculators
with wide acceptance in the scientific / education community
□.Launch of the first microcomputer -based computer with a
1977 ROM.
□.Based Basic interpreter.
□.Unavailability of programming skill with customer result in
HCL developing bespoke applications for their customers.
□Initiation of application development in diverse segments such

1978 as textiles, sugar ,paper, cement, transport.
□.Formation of Far East Computers Ltd. a pioneer in the

198O Singapore IT market, for SI(System Integration) solution.
□.Software Export Division formed at Chennai to support the

1981 bespoke application development needs of Singapore.
1983 □.HCL launches an aggressive advertisement campaign with

the theme 'even a typist can operate' to make the usage of
computers popular in the SME (Small & Medium
Enterprises) segment. This proposition involved
menu-based application for the first time, to increase
ease of operations. The response to the advertisement
was phenomenal.
□HCL develops special program generators to speed up the
development of application.

1985 □.Bank trade unions allow computerization in banks. However, a

computer can only run one application such as
Saving Bank, Current account, loans etc.
□.HCL sets up core team to develop the required software-
ALPM(Advanced Ledger Posting Machines). The team
uses reusable code to reduce development efforts and
produce more reliable code.
□.HCL designs and launches Unix -based computers and IBM
PC dons.
□.HCL promotes 3rd party PC application nationally.
1986 □.Zonal offices of banks and general insurance companies adpot

computerization.
□.Purchase specification demand the availability of RDBMS
products on the supplied (Unify,Orade).HCL arranges
for such products to be ported to its platform.
□HCL assists customers to migrate from flat-file based systems
to RDBMS.
1991 □HCL enters into a joint venture with Hewlett Packard

□.HP assists HCL to introduce new services:Systems
Integration ,IT consulting, packaged support
services (basisline, teamline)
□.HCL establishes a Response Centre for HP
products, which is connected to the HP Response
Centre in Singapore.
□.There is a vertical segment focus on Telecom
,Manufacturing and Financial Services.
1994 □HCL acqires and exectes the first offshore project from IBM
Thailand
□HCL sets up core group to define software development
methodolagies.
1995 □Starts executinon of Information System Planning projects.

□Execution projects for Germany and Australia.

□Begins Help desk services.
1996 □Sets up the STP (Software Technology Park) at Chennai to

execute software projects for international customers.
□Becomes national integration partner for SAP.
1997
□Chennai and Coimbatore development facilities get ISO 9OO1
Certification
1998 □Kolkata and Noida STPs set up.
□HCL buys back HP stake in HCL Hewlett Packard.
1999 □Acquires and sets up fully owned subsidiaries in USAand UK.

□Sets up fully owned subsidiary in Australia.
□HCL ties up with Broadvision as an integration partner.
2OOO □.Sets up fully owned subsidiary in Australia

□.Chennai and Coimbatore development facilities get SET level 4
certification.
□.Bags Award for Top PC Vendor In India.
□.Becomes the 1st IT Compnny to be recommended for latest
version of ISO 9OO1:2OOO.
□.Bags MAIT,s Award for Business Excellcnces.
□.Rated as No. 1 IT Group in India.
2OO1 □.Launched Pentium IV PCs at below Rs 4O,OOO

□.IDC rated HCL Infosystems as No. 1 Desktop PC Company of
2OO1.
2OO2 □.Declared as Top PC Vendor by Dataquest.

□.HCL Infosystems & Sun Microsystems enters into a Enterprise
Distribution Agreement.
2OO3 □.Became the first vendor to register sales of 5O.OOO PCs

in a quarter.
□.First Indian company to be numero uno in the commercial PC
market.
□.Enters into partnershipn with AMD.
□.Launched Home PC for Rs 19.999

□.HCL Infosystems Info Structure Services Division received
ISO 9OO1:2OOO certification.
□.Launches Infiniti mobile Desktps on Intel Platform.
□.Launched Infiniti PCs,Workstations & Servers on AMD
platform.
2OO4 □.1st to announce PC price cut in India ,post duty reduction ,offers
Ezeebee at Rs.17,99O.
□IDC India-DQ Customer Satisfaction Audit rates HCL as No.1
Brand in Desktop PCs.
□.Maintains No. 1 position in the Desktop PC segment for
year 2OO3.
□Enters into partnership with Port Wise to support & distribute
security& VPN solution in India.
□.Partners with Microsoft & Intel to launch Beanstalk Neo PC.
□.Becomes the 1st companyn to cross 1 lac unit milestone in
the India Desktop PC market.
□.Launched RP2 systems to overcome power problem for PC
users.
□.Registers a market share of 13.7% to become No.1 Desktop PC
company for year 2OO4.
□.Crosses the landmark of $1 billon in revenue in just month.
2OO5 □.Launch of HCL PC for India, a fully functional PC priced at

Rs.9,99O.
□.Rated as the no.1 Desktop PC company by IDC India -
Dataquest.
□.Best Empolye 2OO5 with five star rating by IDC
India - Dataquest..
□.IT Hardware Category by The Economic Time -awata Global
Connect.
□.7th IETE -Corporate Award 2OO5' for performance
excellence in the field of Company &Telecommunication
Systems by IETE.
□.Best Bhoomi Brand 2OO5'by 36O magazine:
1. In the PC category.
2. In the LCD Moitor categary.
□.India ,s No.1 vendor for sales of A3 size Toshiba Multi
2OO6 □.75,OOO+machines produced in a single month.

□.HCL Infosystem in partnership with Toshiba its retail presence

in India by unveiling shop Toshiba.
□.HCL Infosystem & Nokia announce a long teamdistribution
strategy.
□.IDBI selects HCL as SI partner for 1OO branches
ICT infrastructure rollout
□.HCL Infosystems showcases computer Solution for the Rural
market in india.
□.HCL From a strategic Partnership with APPLE to provide
Sales &Services Support for IPods in India.
□..HCLr Infosystem sustains its commercial Desktop PC
leadership for the fifth consecutive year.
□.HCL Infosystem rated as number one Desktop PC Company
by IDC, Sixth year successively.
□.HCL launches "trusted ICT infrastructure platform" for
the BPO -IteS segment.
□.HCL launches India's first High Performance Enterprise Server
Platforms Powered by dual core Intel inanium.
□.HCL completes 3O years in India.
□.HCL in association with The Music Academy, Madras
brings HCL Concert Series to Chennai City.
□.Enters into partnership with Casio.
2OO7 □.HCL introduces eco-efficient Notebook PCs Company with

RoHS directive.
□.HCL unveils initiative to create industry ready ICT
professionala- launcges HCL career development centers.
□.Kodak and HCL ink agreement to distribute digiter cameres in
india.
□.HCL LAUNCHS India's first multilingual POS printers HCL
STAR-tsp7OO, Designed exclusively for thye needs of rural
retailers.
□.Launches a new range of eco-efficient desktop PCs, with RoHS
directive.
□.HCL launches NETMAX, suite of networking products
and solutions expands its portfolion for emergine
enterprises.
□.HCL announces launch of its workstation 2OO8 series
for MCAD and DCC professionala.
2OO8 □.HCL unveils that e future of personal computer Launches next

generating, ultra portable, sub 14OOO/laptop Milled series for
the
first time in India.


□.HCL strengthens its BPSI system Integration Portfolio-
Acquires a niche banging Software Product Company.
EXECUTIVE SUMMARY
HCL Infosystems, India's premier information enabling and integration has

received the ISO 9OO1:2OOO certified specifies requirement for a quality management
system where an organization needs to demonstrate its ability provide
product and service that meets customer and applicable regulatory requirements.
ISO 9OO1:2OOO also aims to enhance customer satisfaction through the effective
application of the system, including process for continual improvement of the
systems and the assurance of conformity to customer and applicable regulatory
requirements.
The menu of HCL Infosys global services broadly covers IT consulting and professional
services in the area of vertical applications, technology, ERP implementation and
software development. This also includes a complete portfolio of systems and network
service for development. This also includes a compete portfolio of systems and network
service for facilities management, helpdesks, systems supports and network and internet
implementation.
HCL insys' global customer include Samsung, Government of Singapore and AMAL
insurance Jurong port Singapore an d Malaysian's BSN commercial bank, SIA, DBS bank,
May bank life assurance charted semiconductors.
HCL Insys' chosen platform of total technology integration lends itself to some very
significant alliances with the global leaders. Among its partner are HP for high end
AISCE/UNIX services and workstation and HP open view network management solution;
Intel for PC and PC server building block Microsoft novell and SCOag SOLUTION. Red
hat, Linux, Samsung, Pivota for CRM solution and ORACLE Sys. base and Information for

RDBMS platform.
Today the company has aligned its operation into five entities that offer seamless linkage for
the customers seeking entry into the wired world through total the 'Integration solution and
services.'
HCL Infosystems focuses on the ever-growing segment in imaging, Telecom and
Communication products solution and services. Now it has an exclusive sale and support
partnership with Toshiba Corporation, Japan for sales and services of its imaging and
photocopier products. HCL Infosystems products portfolio covers a range of other office
automation and communication products through alliances with world leaders. The
Management network service offering for corporate include VPNs, ASP
offering, CO Location hosting, CDNs, security corporate internet telephony
solution, technical and consumer help desks, 24/7 network operating centre monitoring and
a host of value added networking services. Consumer services include dialup PSTN/ISDN
Internet access, Valufon calling cards and Voip telephony devices.
LITRATURE REVIEW
Doing training was really an opportunity before me when I could convert my
theoretical knowledge into practical and of real world type. Fortunately, the
company I got is a true follower of the various principle of management and also
one of the leading companies in its segment of the industry. The working
environment that I was being provided was extraordinary and helped me a lot in delivering
my work properly and with of mine. HCL Infosystems Ltd. Is one of the renowned names in
the Software and Hardware sector of computer industry?
The graph of sales of these respective product lines is the best in the industry as compared
to their competitors. I did my summer training project at HCL Infosystems Ltd.
Noida where I found all the professionals are very much commited to their work as
well as they were all professionals enough. This helped me a lot in getting a good deal of
exposure. As I had to consult the channel partners, I felt in the beginning in a bit
problem. But the cooperation of my superiors at the work induced confidence in me to
deal with my problems whenever they came.
Born in1976,HCL has a 3 decade rich history of inventions and innovation. In 1978, HCL
developed the first indigenous micro-computer at the same time as Apple and 3 years before
IBM's PC. During this period India was a black box to the Indian computer industry. The
8O's saw HCL developing know how in many other technologies. HCL's in depth
knowledge of UNIX led to the development of a fine grained-processor UNIX in 1988,
three years ahead of Sun and HP.

HCL's R&D was spun off as HCL Technologies in 1997 to mark their advent into the
software services arena. During the last eight years HCL has strengthened its processes
and applied its know how developed over 28 years into multiple practices - semi-conductor,
operating systems, automobile, avionics, biomedical engineering, wireless, telecom
technologies and many more.
Today, HCL sells more PCs in India than any other brand runs Northern Ireland's largest
BPO operation and manages the network for Asia's stock exchange network apart
from designing zero visibility landing systems to the world's most popular airplane.
Today, HCL sells more PCs in India than any other brand runs Northern Irelands largest
BPO operation, and manages the network for Asia's largest stock exchange network apart
from designing zero visibility landing systems to land the world's most popular airplane.
HCL Infosystems Ltd. Is one of the pioneers in the Indian IT market, with its origin in 1976.
For over quarter of a century, we have developed and implemented solutions for multiple
markets, across a range of technologies in India. We have been in the forefront in
introducing new technologies and solutions.
In the early 7O's a group of young and ambitious technocrats embarked upon a venture that
would make their vision of IT revolution in India a reality. Shiv nadir and five of his
colleagues got together and 1875 set up a new company MICROCOMP to start with they
started to capitalize on their ma rketing skills. MICROCOMP marketed calculators and with
in a few month of starting operation the company was out selling its major competitors.
On11th August 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as

joint venture between the entrepreneu rs and UPOSCE, with an initial equity of Rs.1.83
lacks.
SCOPE OF THE STUDY
Vision Statement
"It is the most preferred employer and principal taking leading edge IT product and service
to the masses through sustained excellence."
Mission Statement

"We shall increase the shareholder value by improving the PAT through free cash flow,
reducing the BR cycle, inventory levels, wastage."
Quality Policy Statement
"We shall deliver defect- free products, services and solution to meet the
requirements of our external and internal customers the first time, every time'
Objective of The Study

Management Objective
To fuel initiative and foster activity by allowing individuals of action and innovation in
attaining defined objectives.
People Objective
To help HCL Infosystems people share in the 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
• honor all commitments
• It is committed to quality, innovation and growth in every endeavor It is
• responsible corporate citizens
Research methodology
RESEARCH PROBLEM
HCL Corporate selling and feedback and market share of HCL and compared to other IT
companies.
The business of HCL and the company through its researchers wants to know the potential in
order to expand and retain its market share

RESEARCH DESIGN
Determined the Information Sources: The researcher gathered data through secondary
sources
PRIMARY DATA is collected through questionnaire, search and research through place
where today's computer has been mostly used
SECONDARY DATA is being search sites like magazines, newspapers,
journals,websites and the data has been collected through other approaches
DATA 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:
NATURE OF STUDY
The project on which the researcher worked is descriptive and inferential in nature.
DATA SOURCE:
The researcher took the help of both primary as well as secondary sources. Secondary
sources being interaction with various IT people of the selected and has been chosen for
the research by the researcher. Secondary sources being the internet as the medium and the
official sites of the companies of IT sectors and corporate selling and feedback of HCL.
INSTRUMENT USED

The researcher for the research used a Questionnaire cum Schedule for market research
for both the segments horizontal and vertical. The Qu estionnaire was prepared by the
researcher and Schedule was provided by the company in which the researcher did its
research report.
SAMPLE SIZE
Sample size for the research is fixed. It counts to55. That is the HCL companies and
corporate selling and feed of HCL in comparison between other IT sectors.
DATA AN ALYSIS & GRAPHICAL DATA

INTERPRETATIOIN
SAMPLE SIZE: 55
1. Whicht type of computers do you use?

a) Branded
b) Assembled

B
l
24
Interested in demo
31
Not interested in demo
It was observed that almost 67% of the people use branded computers or other gadgets for
their business purpose. Hence can be coneluded that more people want branded products as
they are not ready to compromise with the quality and services being provided.
2. Which brand computers do you use?

a) HP
b) HCL
c) A CER
d) 0 thers
Brand used Total Nos.

HP 7
HCL 14
Acer 13
0 thers 21

11
19
< 15
15-50
50-75
75- 00
1
Thi ti howed that HC i among the top used brands. Major part under the pie-chart
goes to HC . So HC should continue making efforts to attract new market and sustain the
existing market.
3. What is the number of installed desktops?

a)<15
b) 15-50
c)50-75
d) 75-200
e)200-500
Installed desktops Total Nos.

< 15 19
15-50 21
50-75 11
75-200 3
200-500 1

3 1 19
11
< 15
15-5
5 -75
75-
-5
Most of the surveyed and found the use of computers within the 15-55 range.
So it can be inferred that the main target market is which lies in the middle
range. Thus we targeted mainly on SM (small and medium enterprise).
4. What is the number of used servers?

a. 1
b. 2
c. 3-5
d. >5
Servers used Total Nos.

1 10
2 11
3-5 21
>5 13

10
13
11 03-May
>
From this observation, it was concluded that numbers of servers were directly
proportional to the number of desktops used.
5. What is the number of installed laptops?

a.) 1-5
b.) 5-15
c.) 15-30
d.) >30
Number of laptops Total Nos.

1-5 20
5-15 22
15-30 8
>30 5

24
Interested in demo
31 Not interested in demo
It was observed that maximum computers and laptop users ranging between 5-25. This
area can be focused.
6. What is the brand used for laptops?

e.) HC
f.) Toshiba
g.) Lenovo
h.) Others
Laptops brand Total Nos.

HCL 11
Toshiba 19
Lenovo 13
Others 12

12 11
HCL
Toshiba
Lenovo Others
13
19
Observation showed that Toshiba was the major brand used in laptops. Various other
brands like HP and Samsung etc. are also used. HCL has also a good market share.
7. Do you have AMC?

i.) Yes
j.) No
Total Nos.
Company place having AMC 30
Company place not having 25
AMC

24
31
Interested in demo
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.
11. How do you find the HCL products?

a.) OK
b.) Good
c.) Satisfactory
d.) Outstanding
e.) Not tried yet
Reaction about HCL products Total Nos.

OK 3
Good 12
Satisfactory 19
Outstanding 7
Not tried yet 10

3
10
12
7 OK
Good Satisfactory Outstanding
Not tried yet
According to above graph shows that the maximum of HCL user are satisfied with the
products and services provided. Very few have not tried yet HCL on a business scale, but most
of them have an experience about HCL.
12. Do you want to know more about HCL products?
a.)Yes
b.)No
Wanted knowledge about HCL Total Nos.

Yes 42
No 13

13
Yes
No
42
That the above graph shows that the observation and the most of the people are interested
in knowing more about the brand and have the urge to buy.
13. Do you require demo for any product?

a.)Yes
b.)No
Total Nos.
Interested in demo 24
Not interested in demo 31

24
31
Interested in demo
This observation showed that almost 42% of the sample was interested in demo
Major players i the market

• Hcl
• Accer
• Lenovo
• Sony
• Dell
• Tosiba
• Hp-compaq
ROLE OF ADVERT EME T

Advertisement plays an important impact on consumers to purchase destop pc's of brands.
Now a day we see that each and every company endorsing brand ambassadors so that to
attract customers and make their customer base more & more. IBM has signed Saif Ali

Khan to endorse his products Shahrukh khan was endorsed by compaq so that more &
more computes can be sold out.
Indian PC Market to Show Double Growth than the World
PC market in India will likely grow at 2O%, almost double of global PC market this year,
as per Gartner, the research firm. However, the growth in Indian PC market will be five
percentage-points lower in comparison to what it was last year (2OO6).
Gartner forecasts that PC makers will ship 255.7 million units worldwide
this year, a 1O.5% increase from 2OO6. 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 2OO7, worldwide shipments of PCs are expected to increase 1O.5% from

last year to reach 255.7 Million units. On the other hand, the revenues are
anticipated to grow just 4.6% and reach US$ 213.7 Billion with continuous decline 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, falling average selling prices (ASPs), slowing replacement activity, and
further declines in mature market desk-based PC shipments will keep PC vendors
under pressure to rationalize their operations or exit the market," as per George
Shiffler, research director with Client Platforms Markets Group of Gartner
Dataquest. The statement appeared in IndiaTimes Infotech on March 21, 2OO7.
As said by IDC, PC shipments in India increased 25% in 2OO6. "The consumer and
the SMB segments will be the major drivers of the Indian market. High demand for
mobile PCs bolstered the growth, overtaking sales in the deskbased segment. In addition,
with a greater focus given to e-governance, the government spend is expected to propel
the market further", said Gartner India's principal analyst, Diptarup Chakraborti while
commenting on Indian market. IndiaTimes Infotech published this statement on March 21,
2OO7.
As per the RNCOS report "Portable Electronics Market Worldwide (2OO6)" , " a
fundamental move toward mobile computing going on in the market is Making significant
contribution to the top line growth."
Marketing Strategies of Each company to attract Customers
Now a day every companies playing strategies so as to attract customers and increase

revenues and also customer base.Pent-up demand, attractive price points and economic
stability propelled PC growth. PCs are acting as entertainment centers with TV
functionality, supported by the digital sound experience and large screen displays
Some of the Strategies They Are Playing

Vista and Office 2OO7 hit the market Microsoft has opened the doors for consumers to
Purchase its latest Operating System, Windows Vista and Office 2OO7 with a grand
launch across 7O countries. Microsoft released the latest version of its operating system
Windows Vista and Office 2OO7 for corporate customers in November 2OO6. Now it
has launched the software for the masses, i.e. non corporate consumers. The consumer
launch took place on 3Oth January across 7O countries. Windows Vista is the first major
Windows launch by Microsoft since the launch of Windows XP in 2OO1.
These products are launched to 'wow' customers with features like enhanced
security, better search, improved parental control and an all new interface.
According to Ravi Venkatesan, Chairman, Microsoft India, "This is the launch of
the decade for Microsoft and the biggest for us in India, with the design of this
product we have dealt with the security issues." In India, OEMs including HCL,
HP, Lenovo, Sahara, Wipro and Zenith are launching Vista compatible PCs.
Windows Vista and Office 2OO7 will be made available to the public in several editions.
The consumer editions are Windows Vista Ultimate, Windows Vista Home Premium,
Windows Vista Home Basic and Windows Vista Starter. Vista is being shipped in 18
languages including Hindi. Extending the Indian language support, Microsoft will have
13 more Indian languages including Telugu and Marathi and support for these is expected
by early 2OO8. Office 2OO7 comes in two consumer editions-Office Home & Student
2OO7 and Office Basic 2OO7.
Marketing & selling strategy

REVISITING THE LOW-COST PC MARKET
A computer at nearly one-third of current prices is a dream for most Indians. And yet,
buyers are not holding their breath for these devices. For experience has proved that

expectations are seldom met. However, this time around, those propagating low -cost
computing solutions have taken a different route. Chris Ann Fichardo elaborates on the
difference.
The buzz is in the air again. PC manufacturers are excited. Users are expectant.
Even institutions like the IITs are enthusiastic. The reason: India's dream of an affordable
PC (priced below Rs 1O,OOO) 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 Simputer-all brilliant concepts that have not quite made it commercially yet. The
company netcore is doing groundbreaking work to make possible the Rs 5,OOO PC (5KPC),
says that if the price point of a PC comes down between Rs 5,OOO to 1O,OOO per user,
India has the ability to absorb 1O-2O million PCs a year for the next several years. This
potential gains further significance when one realizes that the present market size is just
two million PCs a year! In the last 2O years the installed base has barely crossed six million
PCs in India.
According to Richard Brown, director for International Marketin g at VIA attributes this
sudden interest by vendors to the "real growth potential" of the lowcost PC market."I
remember five to seven years ago when the first $1,OOO PC appeared (introduced by
Compaq), people wondered if the price point was for real. And since then there has been a
continuous push down in the price points for PCs, which is a sign of commoditization of
the industry. For a long time the industry has resisted moving to lower price points, and
now they are actually seeing that there is demand in that space and they are buying into it,"
he says.
CHANGING TRENDS IN PC MARKET

■ With prices of PCs being slashed, the education sector is expected to see a high
demand for personal computers.
■ Consumers are shifting their focus of PC computing from an average system to

one that is closer to a high-end system and upwards.
■ The need for the most powerful multimedia computers is increasing.
Linux might gain ground in the government and defen ce sectors.

■ Customers, both in the consumer as well as in the commercial space will
demand better service levels from vendors.
■ Service and support is going to be a critical aspect of vendor strategy.
■ Depreciation period of IT products should be reduced to further boost

growth.
■ The desktop space will see more and more entertainment -oriented features
getting integrated into the normal PC.
■ The enterprise space will witness more stress on security,TCO,

manageability and multiple levels of redundancy, among others
■ Companies, which will offer affordable innovation will gain market share.
■ Unicode will drive PC penetration into rural markets

■ SME will continue to be a major segment.
■ The industry has standardized on 8O GB HDDs.
Trends Expected In 2OO9

• In the future, with more duty cuts expected, analysts believe branded PC players
gain further against assembled players. Retail may get a renewed thrust.
Observes Raj Saraf, Chairman and Managing Director, Zenith Computers, "We
have13OO retail outlets today, which we hope to grow to 15OOO by the end of
2OO9."
• While vendors are bundling in Linux to bring down costs, analysts see desktop
Linux confined to the government and education sector. Linux on the desktop is
unlikely to make inroads in the enterprise. Prices of computers have been falling
rapidly, but vendors do not think prices of PCs will fall significantly in 2OO9.
• While 2OO7 saw strong demand emerging from select sectors such as the
government and BPO outfits, 2OO8 could be relatively flat as most BPO firms are in
the process of consolidation and not growth.
PC MARKET: TOP TRENDS

PC market revival may happen in secon d half of this year. Post-Budget PC prices
will remain constant or rise marginally. Indian brands will survive, but they need to
decide on an unambiguous competitive pitch. Thrust into the B & C class towns will
be aggressive, by Indian and MNC players alike. The notebook market will show
significant gains in 2OO2 -O3. If you want to know what the future holds for the
Indian PC industry, the one fact you cannot afford to ignore is the current slowdown not
just falling growth, or a gentle trough, but th e horrible spectre of negative growth.
WHAT IS CUSTOMER RELATIONSHIP MANAGEMENT (CRM)?
CRM is a term that is often referred to in marketing. However, there is no

complete agreement upon a single definition. This is because CRM can be
considered from a number of perspectives. In summary, the three perspectives are:
1. CRM from the Information Technology Perspective.
From the technology perspective, companies often buy into software that will help to
achieve their business goals. For many, CRM is far more than a new software package,
the renaming of traditional customer services, or an IT -based customer management
system to support sales people. However, IT is vital since it underpins CRM, and has the
payoffs associated with modern technology, such as speed, ease of use, power and memory,
and so on.
2. CRM from the Customer Life Cycle (CLC) Perspective.
The Customer Life Cycle (CLC) has obvious similarities with the Product Life Cycle
(PLC). However, CLC focuses upon the creation of and delivery of lifetime value to
the customer i.e. looks at the products of services that customers need throughout their
lives. It is marketing orientated rather than product orientated. Essentially, CLC is
a summary of the key stages in a customer's relationship with an organization.
3. CRM from the Business Strategy Perspective.

The Business Strategy perspective has most in common with many of the lessons and
topics contained on this website, and indeed within the field of marketing itself. The
diagram below shows the Marketing Teacher Model of CRM and Business Strategy. Our
model contains three key phases - customer acquisition, customer retention and
customer extension, and three contextual factors - marketing orientation, value creation
and innovative IT.
Swot analysis of hcl

STRENGTHS:

HCL's strengths are many, to mention a few:
a)Global Presence:
□ Its collaborations and joint ventures with international companies such as Perot
System, and partnership with world leaders like Ericsson, Toshiba, Nokia, Oracle
and Microsoft, enable it to bring the best technology available world wide to its
consumers.
□..24 locations in 16 countries.
b) Fast paced and flexible work culture which provides its employees autonomy to
accomplish the task without much pressure from the higher authorities. Thus,
employees are motivated to give their best to the organization.
c) The core strength of HCL is the talent and innovativeness of its people which enables it
to provide the "right solution at the right time."
d) The mass markets handled through a chain of dealers, resellers and retailers which
helps bring technology usage closer to the individual. It has very strong distribution
network.
e) Its pool of competencies : Hardware, Software, Training, Networking, Telecom
and System Integration.
f) Ability to understand customer's business and offer right technology.
g) Long standing relationship with customers.
h) Pan India support & service infrastructure.
i) Best-value-for-money offerings.
WEAKNESSES:
a) After sales service.
b) Less promotional
campaigns. OPPORTUNITIES:
a) IT industry booming at a rate of 45% every year.
b) Increasing consumer awareness about IT and its use.
c) Tremendous untapped potential of IT products in India.
d) Increasing competition.
e) Tie ups with various MNCs enable to extract their core competencies.
THREATS:
a) Local assemblers are biggest menace for the company.
B) Entry of MNCs i.e. IBM, Compaq giving direct competition.

c) Govt. instability has a long term repercussions affecting company's policies & it growth.
d) Technological shift as a result of research & development. Daily new
technologies are emerging.
Concluding the S.W.O.T. analysis in words that prosperity lies ahead for HCL. In order
to retain its position as India's No. 1 IT conglomerate, it has to come out with the state of
art as well as futuristic technologies to its consumers well before time
FINDINGS & LIMITATIONS
Every project has some limitations even the researcher came across some limitations
while working on the project which made the analysis a little inappropriate at times.

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.
Suggestion and recommendation

• HCL is having large number of channel partners but it is not supporting &
taking care all of them equally which results in increasing discontentment
among new channel partners because its not possible for company to support
all of them equally. Company should take some positive action against it.
• 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 HCL 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.
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 of no value. I have realized this fact after completion of my summer training
project. Despite of various difficulties and limitations faced during my summer training
project on the topic " Corporate Selling and Feedback ". I have tried my level best to find
out the most relevant information for the organization to complete the assignment that was
given to me. After completion of my summer training project I have gained several
experiences in the field or sales marketing. I have got the opportunity to meet various
people, which fluctuate in different situation and time. This summer training project has
given me the opportunity to have first experience in the corporate world.
Theoretical knowledge of a person remains dormant until it is used and tested in the
practical life. The training has given to me the chance to apply my theoretical knowledge
that I have acquired in my classroom to the real business world. I have completed my
summer training project in which are involved in its successful completion. In spite of few
limitations and hindrance in the summer training project I found that the work was a
challenge and fruitful. It gives enough knowledge about t he computers market and the
distribution process undertaken by an organization. This summer training project has
enabled my capability in order to manage business effectively and in my career in future.

HCL Infosystem - Corporate Selling &amp; Feedback - MBA Marketing Summer Internship Project Repor..

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SUMMER INTERNSHIP PROJECT

"Corporate Selling & Feedback" for

(In the partial fulfillment of the

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Our HR philosophy is "beyond HR Practices and Systems", where we are ceaselessly

Who do we look for?

We are one of the few IT companies in India that provide a lifetime

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

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□ Pioneer in IT industry for ESOP started in 8O's.

(A)Diversity and Inclusion

(B) HCL's Community Involvement

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Job oriented Trainings

1. HCL's Job Oriented Training Program in IT Infrastructure Technologies

2. HCL's Sales & Marketing Training Program

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Meet our people

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

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□Initiation of application development in diverse segments such

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

□.Software Export Division formed at Chennai to support the

1983 □.HCL launches an aggressive advertisement campaign with

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1985 □.Bank trade unions allow computerization in banks. However, a

1986 □.Zonal offices of banks and general insurance companies adpot

1991 □HCL enters into a joint venture with Hewlett Packard

1995 □Starts executinon of Information System Planning projects.

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1996 □Sets up the STP (Software Technology Park) at Chennai to

1999 □Acquires and sets up fully owned subsidiaries in USAand UK.

2OOO □.Sets up fully owned subsidiary in Australia

2OO1 □.Launched Pentium IV PCs at below Rs 4O,OOO

2OO2 □.Declared as Top PC Vendor by Dataquest.

2OO3 □.Became the first vendor to register sales of 5O.OOO PCs

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2OO5 □.Launch of HCL PC for India, a fully functional PC priced at

2OO6 □.75,OOO+machines produced in a single month.

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2OO7 □.HCL introduces eco-efficient Notebook PCs Company with

2OO8 □.HCL unveils that e future of personal computer Launches next

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HCL Infosystems, India's premier information enabling and integration has

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On11th August 1976 HINDUSTAN COMPUTERS LIMITED was incorporated as

SCOPE OF THE STUDY

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Quality Policy Statement

Objective of The Study

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DEVELOPED THE RESEARCH FRAME:

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DATA AN ALYSIS & GRAPHICAL DATA

1. Whicht type of computers do you use?

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2. Which brand computers do you use?

Brand used Total Nos.

HCL Infosystem - Corporate Selling & Feedback - MBA Marketing Summer Internship Project Repor..

HCL Infosystem - Corporate Selling & Feedback - MBA Marketing Summer Internship Project Repor..