Académique Documents
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The project given to us was related to the generation of new leads for the
various products of HCL & its associates companies. Each day our task was
to visit at least 4-5 companies or schools for the generation of new leads,
also with an aim to know what the customer wanted & perceived hcl as a
brand. The various aspects of customer relationship were explained with the
introduction of various products.
I have tried to find out through questionnaire where HCL stand as brand.
I have mentioned about company’s background, mission, and vision.
Also the current market share enjoyed by HCL. The competition brands like
HP, Dell, Acer their market share has been covered. Training on servers
helped me to understand the product that in turns helped to understand
customer. Steps which I used to follow while for meeting the client have
been mentioned in detail. The problems which I faced while promoting the
brand and meeting the client have been mentioned in detail in the
report.The remarks they gave about HCL are mentioned in Daily Call Report.
I have tried to conclude from my work & probable future of business in India
for HCl. The growth of business in laptop and desktop has been declining.
And number of competitors has been increasing. The range of products
which HCL have.
The KRA allotted to me have also been mentioned.
I have put my view on the same.
The questionnaire’s answer has been analyzed.
At the very last I have shown graphically.
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Activities
Reporting
1. Journey Plan- Journey planning for the week & its compliance-daily
reporting
2. V- series Demo to customer -daily/Weekly reporting
3-Cuctomer's feedback on HCL NB & Mileap – daily reporting
4.Leads generation in the given format
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Introduction to HCL
HCL was founded in 1976 by Shiv Nadar, Arjun Malhotra, Subhash Arora, Ajai
Chowdhry, DS Puri & Yogesh Vaidya. HCL was focused on addressing the IT
hardware market in India for the first two decades of its existence with some
sporadic activity in the global market. In 1981, HCL seeded a company
focused on addressing the computer training industry, NIIT, though it has
currently divested its stake in the company. In 1991, HP took minority stake
in the company (26%) and the company was known as HCL HP for the five
years of the joint venture. On termination of the joint venture in 1996, HCL
became an enterprise which comprises HCL Technologies (to address the
global IT services market) and HCL Infosystems (to address the Indian and
APAC IT hardware market). HCL has since then operated as a holding
company.
In 1976, Shiv Nadar, quit an executive job with Delhi Cloth Mills (DCM) along
with five of his friends (Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS
Puri & Yogesh Vaidya) to start a new company, Microcomp Limited. The focus
of the company was design and manufacturing of scientific calculators. The
venture provided its founders money to start a company that focused on
manufacturing computers. The company was renamed as Hindustan
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Computers Limited (HCL) and received support from the Uttar Pradesh
government to setup their manufacturing in Noida. The founders put
together Rs 2 million in the venture. In 1981, NIIT was started to cater to the
increasing demand in computer education. By early 2000s, Nadar divested
his stake in this venture.[2][3]
Government policy shaped HCL, as was the case with all Indian companies of
those eras. In 1977, due to the policies of Indian industries minister George
Fernandes , global giants like IBM left India creating a major void in the
computers industry (even Coca-Cola left India during this timeframe as it
opposed those policies ). HCL designed and shipped microcomputers to
address this gap (around the same time Apple Inc. introduced personal
computers in USA). HCL had many more accomplishments in the next half
decade like introducing 16 bit processor computer in 1981 and relational
data based management system, networking operating system and client
server architecture solutions by 1983. In the last days of Indira Gandhi
government, a radical policy shift changed the landscape of the computer
industry by permitting the import of technology. HCL utilized the opportunity
to launch its first brand of personal computers - Busybee. By 1986, HCL
became the largest IT company in India. When Manmohan Singh opened the
Indian economy in 1991 as the Finance minister, HCL entered into a
partnership with HP to form HCL HP Limited. HP picked up 26% stake in the
company to leverage on HCL's sales and distribution channels to sell its
products in India as well as utilize the R&D team of HCL to customize its
products to the Indian environment. In 1994, HCL HP looked beyond PCs and
tied up with Nokia for mobile phone distribution and Ericsson for telephone
switch distribution.[3]
HCL had always tried to address the global market and initially with mixed
results. In 1979, the company set up a subsidiary in Singapore - Far East
Computers focused on selling its computer products in the APAC region. In
1989, on the basis of a joint study with McKinsey, HCL ventured into the US
computer market after roping in SCI as its manufacturing partner. HCL
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America was born, but in the words of the founder, "the project fell flat on its
face". HCL had failed to follow a very crucial step necessary to enter the US
market, the computers didn't get environmental clearances. By 1996, Nadar
realized that fellow Indian companies, TCS, Wipro and Infosys, had
successfully entered the global software services market. When the
partnership of HCL and HP ended in 1996, HCL became an enterprise which
comprises two companies listed in India, HCL Technologies
(www.hcltech.com) and HCL Infosystems (www.hclinfosystems.com).HCL
Technologies was created from the R&D division of erstwhile HCL HP and
focused on providing third party engineering and software services to global
companies while HCL Infosystems focused on manufacture and sale of
computer hardware in the Indian market.[3]
In July 2009, Shiv Nadar's daughter Roshni Nadar was appointed CEO and
executive director at HCL Corp, the HCL group's holding company.[1]
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HCL
VISION STATEMENT
"Together we create the enterprises of tomorrow"
MISSION STATEMENT
"To provide world-class information technology solutions and services to
enable our customers to serve their customers better"
QUALITY POLICY
"We shall deliver defect-free products, services and solutions to meet the
requirements of our external and internal customers, the first time, every
time"
OBJECTIVES
MANAGEMENT OBJECTIVES
To fuel initiative and foster activity by allowing individuals freedom of action
and innovation in attaining defined objectives.
PEOPLE OBJECTIVES
To help people in HCL Infosystems Ltd. share in the company's successes,
which they make possible; to provide job security based on their
performance; to recognize their individual achievements; and help them gain
a sense of satisfaction and accomplishment from their work.
CORE VALUES
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We shall uphold the dignity of the individual.
We shall honour all commitments.
We shall be committed to Quality, Innovation and Growth in every
endeavour.
We shall be responsible corporate citizens.
HCL Infosystems has alliances with global technology leaders like Intel, AMD,
Microsoft, IBM, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, NVIDIA,
SAP, Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer
Associates, RedHat, Infocus, Duplo, Samsung and Novell,fujitsu.
These alliances on one hand give us access to best technology & products as
well enhancing our understanding of the latest in technology. On the other
hand they enhance our product portfolio, and enable us to be one stop shop
for our customers.
Corporate:
This site provides comprehensive information on HCL Infosystems - one of
the premier IT Products and Services Company, was incorporated in 1976.
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Ranked among the top Fast 500 Asia Pacific 2006 program by Deloitte
Technology, Media & Telecommunications.
Received 3 Channels Choice 2007 awards for Relationship Management,
After Sales Support & Commercial Terms from DQ Channels, based on an IDC
channel satisfaction survey.
Presented with the ‘Top Organization – 2006’ award by Institute of
Marketing Management (IMM) in recognition of its innovation in marketing
management.
Won the Amity Corporate Excellence Award in the Computer hardware
category.
AWARDS & REC Activities:
HCL Infosystems products and services portfolio includes -
Products & Services - Portfolio of products & services covers the entire
spectrum of IT.
Support Services – Through HCL service center.
Customer Satisfaction - Strive to exceed previous standards.
Quality – Incorporated new and better quality standards.
Manufacturing - State of the art manufacturing plant at Pondichery.
Products and Solutions portfolio includes -
Desktops and Notebooks - Business PCs, Home PCs and Infiniti Powerlite
Notebooks.
Workstations - Infiniti Challenger Workstationsa and SUN Workstations.
Servers - Intel Servers, Infiniti Entry Level Servers, Infiniti True Enterprise
Servers, Infiniti Blades Servers, Infiniti Itanium Servers, Infiniti Solutions and
Infiniti Xcel Line Servers.
Chipsets - Infiniti Xcel Line 1200 PR with nVIDIA geforce 6150 chipset,
Infiniti Xcel Line 2200 YA with nVIDIA MCP 55 Pro chipset, Infiniti Xcel Line
2200AT with AMD 8131/8111 chipset, Infiniti Xcel Line 2200SY with Nvidia
nForce Proffesional 2200 chipset and Infiniti Xcel Line 4200TL with AMD
8131/8111 chipset
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HCL Products :-
Computing Products:-
Business Leaptops
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Atom PC
Workstations
Servers
Fujitsu
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Enterprise Business / Public Sector, Health & Education
Business PCs
Business Notebooks
Business Workstations
Servers
Thin Clients
HCL Peripherals
Plasma/LCD
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Visual Presenters
Documentation Product and Solution
Digital Duplicators
Konica Minolta Laser Printers
Konica Minolta Production Printers
Kyocera Mita-Wide Format MFDs
Toshiba MFDs
Storage Solutions
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LTO Gen II
Qlogic Storage Solutions(HBA Cards)
QLA 2460
QLE 2460
QLA 2462
Ingrasys NAS Storage Solutions
8420 R
4420 R
Brocade Switches
200 E
4100
EMC Storage Solutions
Networking Products
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Microsoft
Novell
Oracle
SAP
Veritas
Counter Products
POS Product
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KIOSKS
Software Solutions
BancMate - India's first & only bi-lingual banking software
BancMate is based on the concept that Customer orientedness heightens
with communication in his language. BancMate works in the language of the
user and account holder and meets the mandatory requirements of Official
Languages Act, 1963. Brochure | more...
BancMate CBS
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BancMate CBS India's first and only multi-lingual web based Core Banking
Solution that communicates with users and account holders in their local
language and meets all requirements of the mandatory Official Language
Act, 1963. Brochure | more...
OfficeMate
OfficeMate is India's first multilingual office documentation software in
conformity to The Official Language Act 1963 and RTI Act 2005...
Brochure | more...
BancScan
BancScan is an end to end Business Intelligence solution in Banking right
from data extraction, integration to delivering actionable, collaborative and
web based reports to multiple business users across the whole enterprise.
more...
HRMate
HRMate is bilingual web based solution that cater the need of Human
Resource and Payroll Department of any organization for maintaing the
personal information of an employee, processing of payroll, for maintaing
Leave, Attendance.. more...
Proposal Tracking System
Proposal Tracking System, is a full featured, web based proposal
management system to ease the difficulty faced by the banks to track a
particular credit proposal and arrive at the time spent for clearance of a
proposal. more...
Easiest
Provide on line (Centralized) transmission of data & funds in respect of
Excise & service Tax collections by the authorized branches of various banks
as it might be the appreciate. more...
BancR
Inter Branch Reconciliation System helps Bank Head office to detect those
remittance documents that are fraud in nature i.e. those remittance
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documents that are either not issued by any branch, or not paid by any
branch, and many more reconciliation like this. more...
We were given training on Servers and on surveillance
Training On Servers:
Motherboard
The motherboard is the computer's main electronic circuit board to which all
the other components of your computer are connected. More than any other
component, the motherboard is the computer. All other components attach
to the motherboard.
The major components on the motherboard include the processor (or CPU),
supporting circuitry called the chipset, memory, expansion slots, a standard
IDE hard drive controller, and input/output (I/O) ports for devices such as
keyboards, mice, and printers. Some motherboards also include additional
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built-in features such as a graphics adapter, SCSI disk controller, or a
network interface.
Processor
The processor, or CPU, is the brain of the computer. Although the processor
isn't the only component that affects overall system performance, it is the
one that most people think of first when deciding what type of server to
purchase. At the time of this writing, Intel had four processor models
designed for use in server computers:
Itanium 2: 1.60GHz clock speed; 1–2 processor cores
Xeon: 1.83–2.33GHz clock speed; 1–4 processor cores
Pentium D: 2.66-3.6GHz clock speed; 2 processor cores
Pentium 4: 2.4-3.6GHz clock speed; 1 processor core
Each motherboard is designed to support a particular type of processor.
CPUs come in two basic mounting styles: slot or socket. However, you can
choose from several types of slots and sockets, so you have to make sure
that the motherboard supports the specific slot or socket style used by the
CPU. Some server motherboards have two or more slots or sockets to hold
two or more CPUs.
The term clock speed refers to how fast the basic clock that drives the
processor's operation ticks. In theory, the faster the clock speed, the faster
the processor. However, clock speed alone is reliable only for comparing
processors within the same family. In fact, the Itanium processors are faster
than Xeon processors at the same clock speed. The same holds true for Xeon
processors compared with Pentium D processors. That's because the newer
processor models contain more advanced circuitry than the older models, so
they can accomplish more work with each tick of the clock.
The number of processor cores also has a dramatic effect on performance.
Each processor core acts as if it's a separate processor. Most server
computers use dual-core (two processor cores) or quad-core (four cores)
chips.
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Level 1 (Primary) Cache:
on the motherboard.
Memory
Don't scrimp on memory. People rarely complain about servers having too
much memory. Many different types of memory are available, so you have to
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pick the right type of memory to match the memory supported by your
motherboard. The total memory capacity of the server depends on the
motherboard. Most new servers can support at least 12GB of memory, and
some can handle up to 32GB.
Hard drives
Most desktop computers use inexpensive hard drives called IDE drives
(sometimes also called ATA). These drives are adequate for individual users,
but because performance is more important for servers, another type of
drive known as SCSI is usually used instead. For the best performance, use
the SCSI drives along with a high-performance SCSI controller card.
Recently, a new type of inexpensive drive called SATA has been appearing in
desktop computers. SATA drives are also being used more and more in
server computers as well due to their reliability and performance.
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Network connection
The network connection is one of the most important parts of any server.
Many servers have network adapters built into the motherboard. If your
server isn't equipped as such, you'll need to add a separate network adapter
card.
Video
Fancy graphics aren't that important for a server computer. You can equip
your servers with inexpensive generic video cards and monitors without
affecting network performance. (This is one of the few areas where it's
acceptable to cut costs on a server.)
Power supply
Because a server usually has more devices than a typical desktop computer,
it requires a larger power supply (300 watts is typical). If the server houses a
large number of hard drives, it may require an even larger power supply.
Chipset
In computing, the term chipset is commonly used to refer to a set of
specialized chips on a computer's motherboard or an expansion card. .
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processor and external devices, the chipset plays a crucial role in
determining system performance
The manufacturer of a chipset often is independent from the manufacturer of
the motherboard. Current manufacturers of chipsets for PC-compatible
motherboards include NVIDIA, AMD, VIA Technologies, SiS, Intel and
Broadcom. Apple computers and Unix workstations from Sun, NeXT, SGI, and
others have traditionally used custom-designed chipsets; now that Sun and
Apple both have x86 processors in at least some of their lines of products,
they have begun to use standard PC chipsets in some of their computers.
Some server manufacturers also develop custom chipsets for their products.
Chipset used on servers 3XXX,5XXX applicaion softare like SAP , DB2,VB,
SQL can be used.
To be more specific
3120 and 3220 1cpu
5002 and 5000 requires 2 CPU.
8420 requires 4 CPU
SMPS
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Cabinet
Pedestal
Pedestal Server
Back
Servers that can span from Entry Basic to Entry Performance
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departmental security, enterprise
class computing and small
databases.
Supports up to Two Intel® Xeon™
Dual/Quad Core 5000 Sequence
CPU (Bensely Series) at up to 3.73
GHz with 12MB L2 Cache
Intel® 5000V Chipset
Fast Throughput up to 1333 MHz
FSB
Up to 16GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
5 I/O Slots including PCI-e slots
SATA Controller with HOST RAID
0,1,10 & optional SAS Controller
Support
IPMI Compliant with on-board BMC
(Baseboard Management
Controller) which seamlessly
interacts with Management
software to give timely status
reporting & health monitoring.
Virtualization Support – Intel® VT
Click to Download Brochure
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HCL Net Manager features as advanced memory
2700 ST Server protection & KVM over IP remote
manageability features.
Performance XeonT 5000
Sequence Dual/Quad With easy setup and remote
Core Server manageability features, , HCL Net
Manager 2700 ST Server is an ideal
platform providing ideal solution for
building managing, supporting and
running departmental security,
reliable enterprise class computing
and databases.
Supports up to Two Intel® Xeon™
Dual/Quad Core 5000 Sequence
CPU, supports complete range of
5300 Series Quad Core Xeon
processors
Intel® 5000P Chipset
Fast Throughput up to 1333 MHz
FSB
Up to 32GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
6 I/O Slots including PCI-e slots
6 SATA Ports with HOST RAID &
optional SAS Controller Support
Advanced memory protections
features as Memory Mirroring &
Sparing supported
IPMI Compliant with Remote
manageability features – KVM over
IP, Media redirection, etc. through
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add-on options.
Available in Pedestal, 5U & 2U form
factors.
Virtualization Support – Intel® VT
Click to Download Brochure
30
required.
Intel®® 5400 Chipset
Fast Throughput up to 1600 MHz
FSB
Up to 32GB of DDR2 667 FBDIMM
Memory on 8 FBDIMM Slots
6 I/O Slots including PCI-e slots
6 SATA Ports with HOST RAID
Advanced memory protections
features as Memory Mirroring &
Sparing supported
IPMI Compliant with Remote
manageability features – KVM over
IP, Media redirection, etc. through
add-on options
Available in Pedestal & 5U form
factors
Virtualization Support – Intel® VT
HD Audio & optional Firewire
support
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Rack
Back
With the latest Intel® Xeon™ Dual/Quad Core
CPU technology, 1333 MHz FSB and SATA
Controller, Infiniti Global Line 2700 CA is the
best suited for dense environments and an
ideal server giving high-end performance in a
dense form factor.
Supports up to Dual Intel® Xeon™ Multi-core
CPU at frequencies up to 3.3 GHz with 12 MB
L2 cache
Fast Throughput up to 1333 MHz FSB
HCL Net Manager 2700 CA
Up to 12GB of DDR2 667 FBDIMM Memory with
6 DIMM slots
Value 1U Optimized Dense
Two I/O Slots including PCI-e slots
Dual
Two NHS SATA Ports
XeonT Multi Core CPU Support
Inbuilt Management Features
Available in 1U Dense Rack Optimized Form
factor
Click to Download Brochure
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family of Rack-Optimized, Highly Integrated
Server Systems Designed for Flexible, High-
Density Server Solutions.
Supports up to Dual Intel® Xeon™ Multi-core
CPU at frequencies up to 3.16 GHz with 12MB
L2 Cache
1U/2U Rack Optimized Dual Fast Throughput 1333 MHz FSB
XeonT Up to 32GB of DDR2 667 FBDIMM Memory
Multi Core Server Five I/O Slots including PCI-e slots
Six SATA Ports
Memory Mirroring & Sparing supported
IPMI Compliant with Remote manageability
features – KVM over IP, Media redirection, etc.
through add-on options
Available in 1U/2U Rack Optimized Form factor
Any pedestal server can be converted to rack.
This type of server cabinet is available in 600mm & 800mm width and
900mm & 1000mm depth. Each server cabinet features a lockable and
removable side panel, lockable front and rear doors (front glass) with vented
top cover and 4x 19" adjustable profiles. Comms-Express offers a high-
quality server cabinet range which comes in highly functional designs
Application of racks
A 23-inch rack is used for housing telephone (primarily), computer, audio
and other equipment though is less common than the 19-inch rack. The size
notes the width of the faceplate for the installed equipment. The rack unit is
a measure of vertical spacing and is common to both the 19 and 23-inch
(580 mm) racks.
Hole spacing is the same as for 19-inch (480 mm) racks.
Another name for this type of racks is "ETSI rack", relating to a standards
body in telecommunications.
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Rack:-
1U
2U
3U
4U
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Scope of Project
PC Sales in India has jumped 20% since last year and the sales figure
currently stands at 6.5 million (5.4 million in 2006)
Notebook PC sales surged to 1.8 million, from 980,000, as prices that fell
below 20,000 rupees (500 dollars) made laptops the favored choice of young
first-time buyers.
Sales of notebook PCs grew the most, by 81% as compared to 7% growth in
the desktop PC segment.
Consumer PC sales grew by 23% in 2007, outpacing commercial client PC
sales, which expanded by 19%.
HP is the market leader (23%), while HCL (13%) and Lenovo follow (10%)
Servers registered a growth of 50 percent over the first half of last fiscal
year.
Growth of white box sales (assembled PCs) is almost stagnant, growing at 1-
2 per cent y-o-y
The customized PC market is growing and consumers are shifting from CRT
to TFT or LCD monitors
Market for printers actually shrank, with 82 percent decline for line printers,
24 percent for dot matrix, 9 percent for lasers and 2 percent for inkjets.
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The falling laptop prices is a major catalyst in the soaring sales and
notebook/laptops sales is expected to grow further- and corner 40 % of
the overall client PC sales in India by 2010.
What’s really interesting to note is the dent laptops have caused in the
peripheral market. This will directly impact the third party who sell bundled
products, while OEMs will still rake moolahs.
India PC market shipments flat in CY 2008 at 7.98 million units
Over 1.56 million PCs shipped in 4Q 2008, a 22.7% year-on-year
drop
Home and SMB sectors hold out a ‘ray of hope’ for hardware industry
Government and Public Sector to remain ‘bright spots’ in the
commercial PC market
Mumbai, March 26, 2009 – The overall India Client PC market shipments
remained flat at 7.98 million during January-December 2008 against 8.06
million in 2007. For CY 2008, desktop PC shipments dropped 10.1%* while
notebook PC shipments recorded a growth of 31.5%* on a year-on-year
basis.
Table 1: India PC Shipments and Growth by Form Factor: CY 2008
over CY 2007*
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Table 2: India PC Shipments and Growth by Form Factor: 4Q 2008
vs. 4Q 2007*
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“The Home and SMB segments recorded the lowest drop (in percentage
terms) in CY 2008 vis-à-vis CY 2007. The measures announced by the RBI to
free up credit are expected to revive demand from these segments and a
moderate recovery in shipments may result during the second half of CY
2009,” said Sumanta Mukherjee, Lead Analyst, Computing Products
Research, IDC India.
“The industry is also resting its hopes on the infrastructure, public sector
spending and e-Governance and development projects,” Sumanta added.
“Despite these measures, CY 2009 could still see a drop in overall India
Client PC shipments. Judicious inventory management, coupled with
marketing initiatives to explore the hitherto untapped ‘long tail’ of customers
in the Indian heartland could be the key to survival in a tough year,” opined
Kapil Dev Singh, Country Manager, IDC India.
HP maintained its lead and gained share in PCs (desktops and notebooks) to
capture 18.2% of the India PC market in terms of unit shipments. HCL
Infosystems with a market share of 9.8% of overall PC shipments regained
the second spot. Dell, which jumped to second position for the first time in
the Oct-Dec 2008 quarter, slipped back to the third spot in 1Q 2009.
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Table 1: India PC Shipments: Top 5 Vendor Shares (% of units),
1Q 2009 vs. 4Q 2008*
“With the twin forces of market de-growth and loss of share, those
vendors who do not occupy a clear niche in customers’ minds would
be under pressure”, Kapil added.
In the short term, over the next two quarters, vendor positions in the India
PC market would be largely determined by how well they are able to exploit
the opportunities presented by the Consumer, Education and Government
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segments, the IDC India report added.
Growth 1Q Growth 1Q
Form
1Q 2008 4Q 2008 1Q 2009 2009 over 2009 over
Factor
1Q 2008 4Q 2008
14,81,00 11,09,00 12,13,00
Desktop PCs -18% 9%
0 0 0
Notebook
5,90,000 4,54,000 4,66,000 -21% 3%
PCs
Total Client 20,72,00 15,63,00 16,79,00
-19% 7%
PC 0 0 0
*According to IDC’s Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009,
May 2009 release
In spite of the overall subdued market, the total installed base of PCs in India
surged past the 36 million units mark.
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The marketing process
Task allotted
42
Marketing Strategy
Initially from 7th of may to 24th of may joint call were made with senior
buddies.
Approximately 110 calls were done in span of two months. Some of the calls
were joint calls and most of them were individual calls.
I was required to collect following information about company visited
Name of purchase manager:-
Email Id:-
Telephone No:-
Requirement about Laptops/desktop:-
If the company is using HCl product are they having any problem.
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5. The very first problem was getting through the security guard. Asking
him the name of purchase person, getting the board line number.
Though it was tough but in most of the cases I managed to know
purchase person name but having an appointment with them was
really tough.
6. If I could get that then I used to call on board line number and talk to
person and ask for appointment.
7. In that also many would deny giving appointment.
8. If person is not showing interest I used to tell them that HCL is doing
survey for it customers, if they have any problem they can share with
me through this meeting.
9. Also they use to wait us for hours if we wanted to meet the concerned
person & the common reason given was that he /she is busy in a
meeting.
10. Now it was very crucial on our part to protease what to do
whether to wait for person who even might take 2 to 3 hours to meet
us or to attend another call.
11. If I got to meet the person I used to explain different products of
HCL and get filled a questionnaire to know what they feel about HCL as
a brand.
12. After the day ended we used to send a daily call report in excel
which included all the details of where we went & where there any
requirements from their side.
13. One thing which I learned through this was we have to be very
organized & consistent in our work with the ability to grasp what the
company we are visiting require from us as we had hardly got 2-3 min
of client precious time to convince him about our product.
14. The questionnaire is so designed that it would reflect awareness
of HCL as a brand.
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Learning’s from Industry:-
1. With HCL major share comes from selling desktop computers and
share from laptop is less. As mentioned that market for desktop is
declining therefore laptops should be promoted by HCL.
2. The competition for market has increased in india as players like Dell
has come. In a very short span of time dell has achieved 11% share of
total desktop and notebook market in india in 2008. Dell’s branding
and advertising has been amazing.
3. The market for notebook computers is on boom.
4. When asked on personal basis the following question
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1. During my visit to companies & schools I found most of them using
desktops of HCl which presented strong hold of the company in public
sector.
2. The wide range of products of HCL in the private sector and small and
medium business was less.
3. Customers really used to wonder when I used to put range of products
HCL has in front of them. People are not aware of all the brand of the
products of HCL.
4. Some of the really small sector companies were really obliged by that
fact that company like HCl wanted to do business with them &
responded really well to the questionnaire.
5. Customers would really appreciate the fact that someone from HCL has
come to just listen to their problems (with an hidden agenda of
creating leads).
6) The visit created the kind of impact of concern for its customers which
is apart from rest of the brands.
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Study and its Merits
1. The study gave an insight into how actually sales job is done in
practice.
2. It also teaches what are the various hierarchy & steps which are
involved in purchase of a product in bulk quantity in companies
3. Through the in-depth interview with the help of questionnaire , it was
possible to analyze the challenges faced by HCL as a brand and their
expectations towards the products.
4. It also gave an insight into the working of an organization like HCL
which was my first kind of experience.
5. With the various training sessions which were held every Saturdays it
was indeed a vast learning experience for me & benefited to add our
knowledge of understanding of various product of HCL well.
6. We where luck enough to attend a month end day in the company
which also gave us an insight on how company fulfils its goals & set
new goals for the coming month.
For understanding customer and knowing more about HCL as a brand I had
prepared the following questionnaire.
Name of Institute/Company:-
47
Questionnaire
1)What is the first thing that you look for in your computer
(for commercial use) ?
A) price (i.e it should be as cheap as possible)
B) Quality
C) value for money
D) brand
E)Appearance
F)Technology used
G)Variety of models available for a configuration
H)After sales service
I)specify if any other
48
5) Which brand of desktop / laptop you are using in the institute or in your
company?
A) HCl B) HP C) Dell D) specify if any other
9)would u like to deal with us instead of your earlier contact sales person ?
A) yes B) No
13) Rank the following from 1 to 5 1 being top priority. Things which you
look for before buying equipment?
49
1)Price
2)After sales service
3)Looks of equipment
4)Featutes
5)Life of equipment
6)Specify if any other.
14) Are you satisfied with brand you are using right now in institute or in
your company?
A) Yes B)No
16) Will you shift the brand to HCL if the above mentioned qualities are
provided to you?
A) Yes B) No
18)Are you aware of the fact that HCL is currently ranked No.1 in commercial
business ?
A)yes B)no
20)if yes are u satisfied with the HCL product you purchased?
A) yes b) no
50
21) if yes which product?
23) if NO then tell us the area where in you think it lacked behind in HCL
than in others?
A) value for money B) service provided C) quality of the product
24)were u aware of the various products which HCl offer which I
mentioned ?
A)yes B) No
Graphs
Q1) What is the first thing that you want in your computer
(for commercial use) ?
A) price (i.e it should be as cheap as possible)
B) Quality
C) value for money
D) brand
E)Appearance
F)Technology used
G)Variety of models available for a configuration
H)After sales service
I)specify if any other
51
22% 31% quality
price
brand
appearance
Tecnology
21% after sales service
15%
4% 7%
21%
32% through sales persons
30%
52
3) Which brand of desktop / laptop you are using in the institute or in your
company?
A) HCl B) HP C) Dell D) specify if any other
hcl
dell
Bar 1
hp
others
0 5 10 15 20 25 30 35
4) Are you satisfied with brand you are using right now in institute or in your
company?
A) Yes B)No
45
40
35
30
25
20 bar-1
15
10
5
0
yes no
53
5) if yes are u satisfied with the HCL product you purchased?
A) yes b) no
60
50
40
30 bar-1
20
10
0
yes no
6)Will you shift the brand to HCL if the above mentioned qualities are prvided
to you ?
A)Yes B)No
54
60
50
40
30 bar-1
20
10
0
yes no
55