EXECUTIVE SUMMARY

The information technology (IT) industry has become of the most robust
industries in the world. IT, more than any other industry or economic facet, has
an increased productivity, particularly in the developed world, and therefore is a
key driver of global economic growth. Economies of scale and insatiable demand
from both consumers and enterprises characterize this rapidly growing sector.

The Information Technology Association of America (ITAA) explains 'information

technology' as encompassing all possible aspects of information systems based
on computers

Information Technology is one of the most important industries in the Indian

economy. The IT industry of India has registered huge growth in recent years.
India's IT industry grew from 150 million US Dollars in 1990-1991 to a whopping
50 billion UD Dollars in 2006-2007. In the last ten years the Information
Technology industry in India has grown at an average annual rate of 30%.

HCL Infosystems Ltd. Is one of the pioneers in Indian IT market, with its origin in
1976.for over quarter of century, HCL Infosystems have developed and
implemented solutions for multiple market segments, across range of
technologies in India. Being the largest manufacturer of PC in India HCL has its
presence over 20 countries across the globe.

The scope of this project is to explore new market segments for HCL Carrier
Development Center, Generation of sales and Competitors analysis.
The key finding of the HCL brand image is one of the major important factors for
service buying.

Two new market segments were explored Corporate segment and Housing
societies are not as effective sales generators as the existing segments Jetking is
closest competitor of HCL CDC. Maximum students having engineering and BCA
background prefer to join HCL CDC courses. Female students are reluctant to
join Hardware and Networking courses.

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 INDUSTRY PROFILE

IT Industry, Information Technology Industry

Information technology, and the hardware and software associated with the IT
industry, are an integral part of nearly every major global industry.

The information technology (IT) industry has become of the most robust
industries in the world. IT, more than any other industry or economic facet, has
an increased productivity, particularly in the developed world, and therefore is a
key driver of global economic growth. Economies of scale and insatiable demand
from both consumers and enterprises characterize this rapidly growing sector.
The Information Technology Association of America (ITAA) explains 'information
technology' as encompassing all possible aspects of information systems based
on computers.
Both software development and the hardware involved in the IT industry include
everything from computer systems, to the design, implementation, study and
development of IT and management systems.
Owing to its easy accessibility and the wide range of IT products available, the
demand for IT services has increased substantially over the years. The IT sector
has emerged as a major global source of both growth and employment.
Features of the IT Industry at a Glance
Economies of scale for the information technology industry are high. The
marginal cost of each unit of additional software or hardware is insignificant
compared to the value addition that results from it.
Unlike other common industries, the IT industry is knowledge-based.

Efficient utilization of skilled labor forces in the IT sector can help an economy
achieve a rapid pace of economic growth.

The IT industry helps many other sectors in the growth process of the economy
including the services and manufacturing sectors.
The role of the IT Industry
The IT industry can serve as a medium of e-governance, as it assures easy
accessibility to information. The use of information technology in the service
sector improves operational efficiency and adds to transparency. It also serves
as a medium of skill formation.
MAJOR STEPS TAKEN FOR PROMTION OF IT INDUSTRY
Domain of the IT Industry
A wide variety of services come under the domain of the information technology
industry. Some of these services are as follows:

Systems architecture
Database design and development
Networking
Application development

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Testing
Documentation
Maintenance and hosting
Operational support
Security services

India's IT Industry

Information Technology is one of the most important industries in the Indian

economy. The IT industry of India has registered huge growth in recent years.
India's IT industry grew from 150 million US Dollars in 1990-1991 to a whopping
50 billion UD Dollars in 2006-2007. In the last ten years the Information
Technology industry in India has grown at an average annual rate of 30%.

The liberalization of the Indian economy in the early nineties has played a major
role in the growth of the IT industry of India. Deregulation policies adopted by the
Government of India have led to substantial domestic investment and inflow of
foreign capital to this industry. In 1970, high import duties had forced IBM to
leave India. However, after the early nineties, many multi national IT companies,
including IBM, have set up their operations in India. During the ten year period
1992-2002, the Indian software industry grew at double the rate as the US
software industry.

Some of the major reasons for the significant growth of the IT industry of India
are -

* Abundant availability of skilled manpower

* Reduced telecommunication and internet costs

* Reduced import duties on software and hardware products

* Cost advantages

* Encouraging government policies

Some of the major companies in the IT industry of India are -

* Tata Consultancy Services (TCS)

* Infosys

* Wipro

* IBM

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 * HP

* HCL

* Cognizant Technology Solutions (CTS)

* Patni

* Satyam

* NIIT

India's IT industry caters to both domestic and export markets. Exports contribute
around 75% of the total revenue of the IT industry in India. The IT industry can be
broadly divided into four segments -

* IT services

* Software’s (includes both engineering and Research and Development)

* ITES-BPO

* Hardware

Obviously that every employee need successful career path and career
development, which is basically about job promotion and training. It is apparently
that all of companies or organization has career development for their staff. In
general, many of us think about the ways that the employer should take in
consideration in order to let staff have opportunity to improve working skills.
However, in many industries, the career development schemes are pretty much
the same except several type of business that has different approach available to
staffs.

Let me take you to the type of business, which is very important industry in the
world, It and technology industries. As we can see that this industry is very
different form others. Normally we can see that many types of business has clear
picture of career promotion and training for employees. But for IT industry, they
normally have more than what other business has. That is, they may have more
attractive scheme for welfares and remunerations for staff who perform excellent
job. The reason behind this because IT industry is very important to the company
success as we can see now IT and technology has ruled the world, many
traditional business has turned out to have IT function for their sell and service,
and the consequence is employees in IT field are very expensive and many of IT
company trying to keep the valuable staff to stay with them as long as they can,
otherwise these staffs will be collected by other company which sometimes are
Major competitors.

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However, career development in IT industry is not only concern to staff's benefit,
but also include mentoring and training to ensure that the staffs are up to date
and obtain the skills which will be beneficial to individual and to the company.
Apart from that, job promotion is also very important. Every member of staff if
they have very exceptional performance or has one-of project achievement
should also deserve to get promotion in order for them to have success career
path.

As IT is vary important, staff in the industry themselves seem want to keep

learning all the time. Many large organizations in IT such as IBM, Microsoft or
Google have many kind of learning scheme available for employees in many
forms. It could be self-learning approach, which allow their staff to learn by
themselves as well as having mentor programmers available for who want to get
advice, especially for the new staff who want to kick of career with confidence. In
terms of remuneration package, it is widely known that IT industry invest al lot of
money on IT hardware and software technology, but the fact that pay much large
amount of money to develop their human resources. This is a good indicator of
what IT companies see important of human resource investment.
As mentioned earlier is IT career is somehow different from other industries,
especially for remuneration package and self-development programmed. May be
the reason for this is they want to keep the staff as long as they can to ensure
that they maintain confidentiality of business to the competitors.

A study was conducted to see what specific programs have been developed for
employee career planning and development in order to help organizations
interested in establishing career development programs learn what other
organizations are doing, what types of programs are in effect and how they are
managed. The study was based upon information derived from interviews, the
literature, and questionnaires sent to twenty-seven corporations.

Summaries of the information derived from the data collected is presented

according to an alphabetical listing of the corporations, among them AT&T,
General Electric, IBM, Lawrence Livermore Laboratory, 3M Corporation, Naval
Weapons Center, and Union Carbide Corporation. It was concluded that (1) there
are few organized and centralized career development programs in effect; (2)
many companies are currently in the process of developing such programs; (3)
there is much to be done if the goals of the organization and the individual are to
be meshed and obtained; and (4) skills banks and job postings should be tied in
with career development to develop skills needed by certain employees in terms
of development for manpower requirements. Extensive recommendations are
made on the basis of the study, and implications of coordinated human resources
development programs are discussed.

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 INTRODUCTION TO THE COMPANY

Company profile of HCL Infosystems-

HCL Corporation (originally Hindustan Computers Limited), also known as

HCL Enterprise, is one of India's largest electronics, computing and information
technology company. Based in Noida, near Delhi, the company comprises two
publicly listed Indian companies, HCL Technologies and HCL Infosystems.

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.

HCL INFOSYSTEMS

HCL Infosystems is India's premier information enabling company. Leveraging its

3 decades of expertise in total technology solutions, HCL Infosystems offers
value-added services in key areas such as system integration, networking
consultancy and a wide range of support services.

HCL Infosystems is among the leading players in all the segments comprising the
domestic IT products, solutions and related services, which include PCs, Servers,
Office Automation, Networking Products, TV and FM Broadcasting solutions,
communication solutions, System Integration, Digital lifestyle Solutions and
Peripherals.

HCL Infosystems' manufacturing facilities are ISO 9001 - 2000 & ISO 14001

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certified and adhere to stringent quality standards and global processes. It has
been consistently rated as Top player in PC industry by IDC.The Channel
Business of HCL Infosystems has an extensive network of over 3000+ resellers
across 800 locations.

Vision Statement of HCL Infosystems

“Together we create the Enterprises

of Tomorrow”

Mission Statement of HCL Infosystems

"To provide world-class Information Technology solutions and services

in order to enable our customers to serve their customers better"

Core values

• We shall honor all commitments

• We shall be committed to Quality, Innovation and Growth in every
endeavor
• We shall be responsible corporate citizens
• Nothing transforms life like education.

Alliances and Partnerships

HCL Infosystems has alliances with global technology leaders like

Intel,AMD,Microsoft,Bull,Toshiba,Nokia,Sun Microsystems, Ericsson, nVIDIA,
SAP,Scansoft,SCO,EMC,Veritas,Citrix,CISCO,Oracle,Computer
Associates,RedHat,Infocus,Duplo,Samsung and Novell.

TIMELINE

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1976-Hindustan Computers Limited (HCL) born.

1977- HCL successfully ships in-house designed micro-computer at the same

time as Apple. The Indian computer industry is born.

1980- HCL introduces bit sliced, 16-bit processor based micro-computer.

1983- Indigenously develops an RDBMS, a Networking OS and a Client Server

architecture, at the same time as global IT peers.

1986- HCL becomes the largest IT company in India.

1988- HCL introduces fine grained multi-processor Unix-3 years ahead of “Sun”
and “HP”.

1990- Data Quest marks HCL No.1 amongst top ten computer giants.

1991- HCL Ltd. and Hewlett Packard, USA, partner to form HCL-Hewlett Packard
Ltd.
- JV develops multi-processor Unix for HP-heralds HCL’s entry into contract
R&D.

1994- Distribution alliances formed with Ericsson Switches and Nokia Cell
phones

1997- HCL Infosystems is formed.

- HCL's R&D spun-off as HCL Technologies- marks advent into software
services.
- JV with Perot Systems, stake divested in 2003.
1999- Initial Public Offering made by HCL Technologies Ltd.
- Formation of Global Board of Directors.

2000- Large contracts won from Bankers Trust, KLA Tencor, Cisco, GTech, NEC
among others.

2001-JV with Deutsche Bank- DSL software formed.

- HCL BPO Incorporated.
- Acquired British Telecom’s Apollo’s contact center in Belfast, Northern Ireland.
- HCL Infosystems becomes largest hardware company.

2002- Strong pursuit of nonlinear strategy to widen services portfolio; several JVs
and alliances formed.

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- Strategic alliance forged with Jones Apparel Group, Inc. a fortune 500
company.
- Infrastructure services division launched to address emerging global needs.
- Software businesses of HCL Infosystems and HCL Technologies merged.

2003- Largest BPO order ever outsourced to an Indian BPO firm, won from
British Telecom.
- Landmark deals signed with Airbus and AMD.
- HCL manpower crosses the 20,000 mark.

2004- Accorded leader status by Meta Group in Offshore Outsourcing.

- HCL is India’s No.1 PC 4th year in a row.

2005- HCL signs Software Development Agreement with Boeing for the 787
Dreamliner program. - JV with NEC, Japan.

- HCL sets up first Power PC architecture design centre outside of IBM.

- Completes buy-out of JVs with Deutsche Bank and British Telecom's Apollo
Contact center
- HCL integrates all group employees under hcl.in domain.
- Sets up a dedicated Offshore Design Center for leading Tier-1 Aerospace
supplier, Hamilton Sundstrand.
- HCL Infosystems launches sub Rs.10,000 PC. Joins hands with AMD,
Microsoft to bridge the digital divide.

2006- 75,000+ machines produced in a single month.

- HCL Infosystems in partnership with Toshiba expands its retail presence in

India by unveiling 'shopToshiba'.
- HCL Infosystems & Nokia announce a long term distribution strategy.
- HCL the leader in Desktops PCs unveils India's first segment specific range of
notebooks brand - 'HCL Leaptops'.
- HCL Infosystems showcases Computer Solutions for the Rural Markets in India.
- HCL Support wins the DQ Channels-2006 GOLD Award for Best After Sales
Service on a nationwide customer satisfaction survey conducted by IDC.
- HCL AND ZEE - Dish TV team up to take DTH TV to its next level of growth in
India
- HCL Infosystems First in India to Launch the New Generation of High
Performance Server Platforms Powered by Intel Dual - Core Xeon 5000
Processor.
- HCL Forms a Strategic Partnership with APPLE to provide Sales & Service
Support for iPods in India.

2007- First HCL CDC was established in Chandigarh

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PRODUCT PARTNERSHIP

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 1977 1981
Leading position on office Scripting an era of computing
Automation and Laptops in India across the Microprocessor

1985
Strategic relationship that has 1996
seen the computer evolve from a Dominant position in mobile
computing device handset market in India

2004
Partnering in computing and
providing IT Services

JOINT VENTURES

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1996 - 2003
Significant IT Services with
 HCL CAREER DEVELOPMENT CENTRE

COMPANY PROFILE

HCL Career Development Centre ( HCL CDC ) an Integral unit HCL Infosystems Ltd, an
organization focused in developing Careers for deserving Professionals in field of
Hardware, Networking & Network security having world class training centres with state
of art Technology.

HCL is one of the leading global Technology and IT enterprises with annual revenues of
US$ 5.4 billion. The HCL Enterprise comprises two companies listed in India, HCL
Technologies (www.hcltech.com) and HCL Infosystems (www.hclinfosystems.in)

The 32 year old enterprise, founded in 1976, is one of India's original IT garage startups.
Its range of offerings span R&D and Technology Services, Enterprise and Applications
Consulting, Remote Infrastructure Management, BPO services, IT Hardware, Systems
Integration and Distribution of Technology and Telecom products in India. The HCL team
comprises 57,000 professionals of diverse nationalities, operating across 17 countries

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including 300 points of presence in India. HCL has global partnerships with several
leading Fortune 1000 firms, including several IT and Technology majors.

Our focus is mainly to train students and Corporate in the courses, which are industry
oriented, and offer the industry with a pool of well-trained manpower. For a person
aspiring to build a career in IT our courses will open new and greener pastures for high
profile career opportunities. Students are provided with comprehensive courseware,
quality training with industry relevant lab exercises with value additions like audio and
video sessions, computer based packages, seminars, workshops, demos and guest
lectures by experts in the IT field.

OUR STRENGTH

HCL CDC develops, markets and delivers training and instructional products related to
sophisticated information technologies. The company provides its products and services
through instructor-led courses, and corporate training. HCL CDC markets its services to
information management systems professionals, system integrators, value-added
resellers and others with systems management responsibilities.

HCL CDC has a focus to become the best independent IT training company in India. We
offer more courses, with affiliations and in more locations. There are many reasons, but
most important are the Technological, Financial and Quality imperatives.

1. World-class technical expertise based on our quality instructors & delivery

methods ensure excellent training at our centers and corporate venues.

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 2. Industry-leading custom content development for hands on training in the
classroom including onsite labs for real skill transfer to corporate.

3. Regular upgrades in course contents and course materials in line with the
breakthroughs in IT industry.

4. Reputation for Quality We have a strong reputation among employers, who hire
our graduates as a training organization that prepares students to evaluate
situations, analyze solutions and apply practical knowledge to produce effective
results.

5. Our Faculty and Teaching Methodology HCL CDC’s faculty of instructors is

comprised of Superior, Certified Instructors who are highly skilled, dedicated
professionals who possess expertise in their chosen field, and teach using
curriculum designed to prepare students with real-world, hands-on projects and
labs in a blended learning environment.

6. Exam preparatory sessions HCL CDC has training and certification resources
that provide a unique learning experience for IT Professionals who are serious
about taking the next step in their career. Exam preparatory sessions ensure that
we have the maximum pass percentage in the Training Industry. The industry's
most genuine placement guarantee. Students and IT professionals preparing for
a certification exam, HCL CDC exam Prep provides the simulation environment
that can effectively assess your test readiness and prepare you to pass your
exam the first time.

Certification and training in less time for less money. Our goal is to provide the
highest quality training that enables a person to start or enhance their career as an IT
professional, in the shortest amount of time. Our difference lies in the quality of our
courses, delivery, infrastructure and instructors, exam preparatory sessions.

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7. Quality Instruction. At HCL CDC, our instructors provide a high quality,
interactive and productive learning experience for students. A rigorous training
program ensures that our instructors follow strict guidelines to consistently deliver
a high level of instruction. Our instructors are regularly tested and students
complete an evaluation at the end of each course. We require our instructors to
maintain a 92 percent or higher approval rating.

8. Accelerated Training and Certification HCL CDC has developed an innovative

method of training that involves hands on experience in a given technology. The
end result is accelerated training that leads to greater retention of subject matter.

Vision Statement of HCL CDC

"To create industry ready professionals”

Mission Statement of HCL CDC

“To provide world-class information technology solutions

and services in order to enable our customers to serve
their customers better”

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 PRODUCT PROFILE

HCL Career Development Centre offers following courses:

• HCNE (HCL Certified Network Engineer)

• HCNP (HCL Certified Network Professional)
• HCNA (HCL Certified Network Associate)
• HCHP (HCL Certified Hardware Professional)
• COMBO (CCNA,MCSE,RHCE)
• NOTEBOOKS

HCNE HCNP

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Duration: Duration:
3 months – Full Time 3 months – Full Time
12 months – Part Time 8 months – Part Time

Module – 1 Module – 1
Computer hardware and networking Computer hardware and networking

Module – 2 Module – 2
Advance Networking Advance Networking

Module -3 Module – 3
Server CCNA

Module – 4 Module – 4
Security MCSE

Module – 5 Module – 5
CCNA RHCE

Module – 6
MCSE

HCNA HCHP

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Duration: Duration:
3 months – Full Time 3 months
12 months – Part Time

Module – 1 Module – 1
Computer hardware and networking Computer hardware

Module – 2 Module – 2
Advance Networking Networking Fundamentals

Module -3 Module -3
Server MCP ( 2 Papers )

Module – 4
Security

Module – 5
CCNA

Module – 6
MCSE

Module – 7
RHCE

COMBO NOTEBOOKS
Duration: Duration:
3 months – Full Time 45 days
5 months – Part Time

Module – 1
MCSE
Module – 3
CCNA
Module -2
RHCE

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 EXPLORING NEW MARKET SEGMENTS

• Tree cannot touch the skies, but certainly can have branches.” HCL too
believes in this axiom, and has strong footholds in Hardwares, Softwares,
and Networking and exists in all the auras of IT.
• Now, HCL Infosystems has ventured into the field of IT career
development with an objective to meet the increasing demand for skilled
professionals from organizations across the country.HCL Career
Development Centre (HCL,CDC) courses have been designed keeping in
mind the specific needs of modern day organizations.
- Organizations operating in broad market cannot serve all customers in that
market since customers are numerous/ diverse.
- Instead of competing everywhere, organizations need to identify market
segments that it can serve most effectively.

Market Segmentation:

Identify/Profile distinct buyer group who may require separate

products/marketing mix.

• Employee purchase program is one of such program which helps to train

the existing employees of the organization so as to improve their technical
skills and them in their carriers and also help the organization to be more
efficient.

• Further this program was also extended for the family members of the
employee and special packages for housewives.

• For exploring new market segments HCL info systems launched a new
tool called EPP , which was used to tap the unexplored potential segment.
This segment consists of employee’s housewives, kids and college
students.

Employee Purchase Program

Inspire your team,

A company is only as good as the people it employs; therefore, it is important that you
can offer your team some real additional benefits at minimum cost. HCL Corporate
Employee Purchase Program allows you to do just that by providing your MEMBERS
with a simple, cost effective way to upgrade their technical skills at significantly reduced
prices.

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How it works

HCL CDC will conduct a presentation within your company for all the employees. They
can then talk to our Career Advisors as well as our technical trainers, and decide on the
correct training program based on their requirements and their background.

A WIN-WIN situation

This programme is simple, easy to set up and administered by HCL at no cost to you.
We maintain a direct relationship with your staff without any direct involvement of the
corporate, so there's absolutely no disruption to your business activities.

As well as generating goodwill and providing your staff with a tangible benefit, the
program can help to improve IT skills among your MEMBERS, contributing to improved
productivity for your organization.

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 COURSES ON OFFER
Sr. No. Courses Target Audience Duration Lumsum
Housewives /
1 Quick-IT 40 Hrs. 2500/-
Beginners
Executives /
2 Executive-Pro 15 Hrs. 3500/-
Professionals
3 HCE+SDI College students 680 Hrs. 52200/-
CUSTOMIZED
4 TRAINING
Employees - -
Accelerate Modular course 60Hrs - 18000/- (any one
5
Series aspirants 180 module )

Quick – IT – Ms Office in short

Executive-Pro – Advance Word, Mail Merge, Advance Excel, Solver, Goal seek, Macros
etc

HCE +SDI – Standard program

Accelerate Series – Software Modular courses on Java/Adv Java, Dot Net, C/C++,
Project, Sql Server etc

Sequential process-
Marketing / Sequential process of EPP.

• First week of the project the organizations in nearby areas were covered.
• In the second week of the project a list of various companies surrounding
the Pune city was taken through MCCIA’s directory.
• These companies were approached through ‘Cold Calling’.
• Cold Calling- Cold calling is the process of approaching prospective
customers or clients, typically via telephone, who were not expecting such
an interaction. The word "cold" is used because the person receiving the
call is not expecting a call or has not specifically asked to be contacted by
a sales person.
• Specifically, the purpose of a cold call is to set an appointment to make
the pitch.
• Steps followed in Cold Calling-
1) Focus on the goal when cold calling.
2) Research your markets and prospects.
3) Prepare an opening statement for your cold call.
4) Prepare a script for the rest of your cold call.
5) Ask for an appointment at a specific time when cold calling.
6) Do your cold calling early in the morning, if possible.
7) Be persistent during cold calling.

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1) Focus on the goal when cold calling-
• The main focus while doing the cold calling was to get the
appointment with the concerned person.
• Therefore the focus was maintained on the needs of that
organization, in which industry they are?
• Focus was given on explaining in brief about HCL and its
product profile and how HCL is going to help their organization
in training of the employees.

2) Research your markets and prospects-

• To target the cold calling to the right audience the research was
done for which industry sector must be targeted.
• A substantial data was collected about the company in advance.
• This gave us the huge advantage of being able to talk about their
business and their needs when we called them.

3) Prepare an opening statement for your cold call-

• Preparation of opening statement lets you organize your thoughts

before cold calling, and helps you avoid common mistakes in the
cold call opening that would give the person you're calling the
chance to terminate the conversation.
• Opening statement is used as a framework to get the conversation
off to a good start.
• The opening statement included a greeting and an introduction, a
reference point (something about the prospect), the benefits of your
product or service, and a transition to a question or dialogue.

4) Prepare a script for the rest of your cold call-

• Lay out the benefits of product and service and the reasons our
prospect should buy was prepared.
• Possible objections and your answer to them were written down.
Without a script, it's too easy to leave something out or meander.
• Therefore framework of the cold call was prepared in advance.
 Few questions were prepared to collect the relevant information like
information of company
 Number of employees working on computer.
 What percentage their work is computer dependent
Computer related problems faced
 General problems faced with the system

• On the basis of information, EPP was briefed to the HR manager or to the

training head of the organization.

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 • An appointment was taken and the EPP program was presented, various
offers were also extended to them and their family members.
5) Ask for an appointment at a specific time when cold calling-
• After briefing about the company and products we asked them for
appointment.
• E.g. "Would Wednesday at 11 a.m. be a good time to meet?"

6) Do your cold calling early in the morning, if possible-

That's the best time to reach the decision maker directly, and for most
people, the time that they're most energized.

7) Be persistent when cold calling-

Persistent cold calling was done at regular interval to be in touch and
remind them about the organization.

Following are the few questions that were asked –

1) How many operating systems are there in your organization?

2) Is there any separate I.T department in your organization?
3) Do you outsource solutions to your system problems or you have in-house
solution?
4) What is the strength of the employees working on Hardware and
Networking maintenance?
5) Do you have regular training programs for employees?

Analysis of EPP

The employee purchase program was offered to diversified spectrum of

companies

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Response-
• Most of the companies were not interested because
 The downturn in the economy
 They were not ready to spend on training programs for
employees.
 Many of them hired outside people for the problems faced.
 Many organizations were small scale
• Then on the other part many companies did not respond after giving
follow up for a long period.
• The companies which showed interest were given the proposal and the
further part was handled by senior marketing manager or the center
head

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Problems Faced.

• Few companies were very small companies comprising of 2 or 3

employees.
• In Small scale and cottage industry usage of computer was insignificant;
have only one person working on computer.
• Some organizations like Bank of Maharashtra have their own in-house
training centers so they were not ready to outsource the same.
• Difficult to talk to concern person.
• Getting an appointment for presentation was equally difficult as the
manager were not ready to stretch the working hours for training.
• Few companies had their corporate offices located in different cities in
India hence communication gap was created.
• It was hard for the organizations to arrange for the training hours other
than working hours.

LIST OF FEW INTRESTED COMPANIES

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Name of the Concerned person Designation
organization

Bank of Maharashtra Mr. Pratap Mohanty Chief Manager I.T

Flexiyor Automation Mr. Vijaykumar Bennisur Director

Auto Electronics Mr. Anand Head Operations

M.K. Services Mr. Aniruddha Patil Service Manager

Anil Steel Trading Mr. Amit Lodha HR Head
Company

CERAOHM Mr. Raju Bhandare HR Head

Aryan Imaging Mr. Sanjay Training officer

&Buss.ConsultantsP.L.

Avinash Nawathe & Co, Mr. Avinash Nawathe Director

Architects

JSPM INSTITUTE

SALES

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Sales process

What is sales?
A sales process is a systematic approach to selling a product or service
Reasons for having a well thought-out sales process include seller and buyer risk
management, standardized customer interaction in sales, and scalable revenue
generation. A major advantage of approaching the subject of sales from a
"process point of view" is that it offers a host of well-tested design and
improvement tools from other successful disciplines and process oriented
industries. In turn, this offers potential for quicker progress. Quality expert Joseph
Juran observed, "There should be no reason our familiar principles of quality and
process engineering would not work in the sales process". A sales team's
fundamental job is to move a greater number of larger deals through the sales
process in less time.
Specific steps or stages in a sales process vary from company to company but
generally include the following elements

1. Initial Contact
2. Application of Initial Fit Criteria
3. Sales lead
4. Need identification
5. Qualified Prospect
6. Proposal
7. Negotiation
8. Closing
9. Deal Transaction.

Selling cycle

After the data was collected from different sources a procedure was followed for
further sales.
• Pre-sales preparation
 Preparing for customers
• Opening the call
 Making the customers comfortable
• Probing
 Recognize the needs

• Propose the solution

 Evaluation of options
• Eliminating the doubts.

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• Deciding to buy.

1. Pre-sales preparation

• In pre sales preparation the students from the collected database were
called and explained with the different courses offered.
• It was also explained how it will help them in their ahead carriers.
• With that we explained them how HCL will help them in grooming and
placement activities.
• Then the interested students were invited to the center.

2. Opening the call –

• When the student visited the center he was made comfortable and
explained with detail information about the courses.

3. Probing

• Then the person was asked that do he or she want to make carrier
in this line or they want to do it for additional knowledge.
• According to their needs they were guided.

4. Propose the solution –

Then a test called PACE test was conducted which is kind of psychometric
test.

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P- Professional
A- Aptitude
C- Competitive
E- Evaluation

Need for this test- this test is used as the tool to understand the enquiry
better and to guide them to correct course.

Eliminating doubts-

• Doubts of the customers were eliminated by providing relevant

information.
• They were also informed about the placement procedure.
• Most of the placement was in HCL and its partners.

OBJECTIVES, SCOPE & PURPOSE

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 • The main objective of project is related to getting the information about
competitor

• To help the researcher in knowing out the various kinds of services

provided by HCL.

• To study the different products of HCL ltd

• To give an in-depth knowledge about the competitor, exploration of the

new market segments, provide the tanning development programs.

• To study how to determined various pricing strategies involved in market.

• To study the customers behavior for various types of methods like cold
call, questioner used by the company for take competitive advantage.

Scope of the Project

The scope of this project is to explore new market segments for HCL Carrier
Development Center, Generation of sales and Competitors analysis.
This report is based on the development of new market segments for generation
of sales, Competitor’s analysis. This report also includes the promotional
activities that were carried out to create awareness amongst the people about
Information Technology and carriers in Hardware and Networking. These
activities were carried out to create awareness amongst the people about HCL
Infosystem and the quality of this brand. It also includes few tie-ups that are in
pipeline and were the part of our project

RESEARCH METHODOLOGY

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 Exploration Of New Market Segments, Competitors Analysis
And Sales

Research Type : Descriptive Research

Data Type : Primary and Secondary data

Sampling Units : market, customers and competitor

Sampling Method : Cluster and Random Sampling

Sampling drawn from : Jaipur

Research Design:

Research design specifies methods and procedures for study. Sufficient thought
have been given to frame research question and data types to be collected &
procedures to be used for the study among customers. However it was
exclusively personal interview. To solve the purpose of the study separate
questionnaire for customers were made.

Data Collection:

This report was prepared after collecting data from the customers and past data
was arranged from the various studies conducted in last few years.

Primary Data:

These data were collected by personal interview with customers. For this
purpose questionnaire was prepared in such that all necessary data would be
collected.

Secondary Data:

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Information regarding the project, secondary data was also required. These data
were collected from various past studies and other sources of the company.

Analysis of Data

The real task was started, after the data was collected. The analysis of data
required operations such as establishment of categories, the application of these
categories, the application of these categories to raw data through coding,
tabulation and then drawing statistical inference. The unwieldy data was
condensed into a few manageable groups and tables for further analysis .Then
classification of data into purposeful and usable category. Coding, editing and
tabulation was done simultaneously a then analysis was based on computation of
various percentages.

Preparation of Report:

Finally I prepared the report with great care, under the able guidelines of my
project guide.

Duration of project: 45 Days

In first 20 days they will give me the knowledge about the market which they
were targeted & teach me how to use theoretical knowledge in the practical way
and how to work in corporate world. After that, in 17 days I collect primary data
from customers. As per my project title the collection of data is from Exploration
of New market Segment Competitor analysis and sales. Then, in 3 days I collect
secondary data. Finally, in last 4 days I summaries the work by data
interpretation, findings and suggestions.

Type of research: Descriptive Research

Descriptive research , also known as statistical research, describes data &
characters tics about the population or phenomenon being studied. Descriptive
research answers the question who, what, where, when, & how.
Although the data description is factual, accurate & systematic, the research
cannot describe what caused a situation thus descriptive research cannot be
used to create a casual relationship where one variable affects another. In other
words descriptive research can be said to have a low requirement for internal
validly.
The description is used for frequencies, averages & other statistical calculation.
often the best approach prior to writing descriptive research is to conduct a

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survey investigation. Qualitative research often has a aim of description &
researchers may follow up with examination of why the observation exists & what
the implication of the findings are.
In short descriptive research deals with everything that can be counted &
studied. But there are always restrictions to that pure research have an impact on
the people around you. For example finding the most frequent disease that
affects the children of a town. The reader of the research will know what to do to
prevent that disease thus more people will live a healthy life.
The main goal of this type of research is to describe the data & characteristics
about what is being studied. The idea behind this type of research is to study
frequencies, averages, & other statistical calculations. Although this research is
highly accurate, it does not gather the causes behind the situation.
Descriptive research is mainly done when a researcher wants to gain a
better understanding of atopic for example, a frozen ready meals company learns
that there is a growing demand for fresh ready meals but does not know much
about the area fresh food & so has to carry out research in order to gain a better
understanding. It is quantitative & uses surveys & panels & also the use of
probability sampling.
Descriptive research is the exploration of the existing certain phenomenon.
The details of the facts would not be known. The existing phenomenon’s facts
are not known to the persons.

Methods of selecting sample-simple random sample

Random sample

A sample is a subject chosen from a population for investigation. A random

sample is one chosen by a method involving an unpredictable component.
Random sampling can also refer to taking a number of independent observations
from the same probability distribution, without involving any real population. A
probability sample is one in which each item has a known probability of being in
the sample.
The sample usually will not be completely representative of the population
from which it was drawn this random variation in the results is known as sampling
error. In the case of random samples mathematical theory is available to assess
the sampling error.
Thus, estimates obtained from random samples can be accompanied by
measures or the uncertainty associated with the estimate. This can taken the
form of a standard error, or if the sample is large enough for the central limit
theorem to take effect, conference intervals may be calculated.
Random sampling- all members of the population have an equal chance of
being selected as part of the sample. You might think this means just standing in
the street & asking passers- by to answer your questions.

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 However, there would be many members of the population who would not
be in the street at the time you are there, therefore they do not stand any chance
of being part of your sample. To pick a random sample, it is necessary to take all
the names of the electoral register (a list of all the people who live in a particular
area) & pick out, for example every fiftieth name. This particular person needs to
be interviewed to make the sample truly random. Random sampling is very
expensive & time consuming, but gives a true sample of the population.

Types of random sample

• A simple random sample is selected so that all samples of same size have
an equal chance of being selected from the population.

• A self weighting sample, also known as an EPSEN( EQUAL

PROBABILITY OF SELECTION METHOD) sample,, is one I which every
individual, or object, in the population of interest has an equal opportunity for
being selected for the sample. Simple random samples are self weighting.

• Stratified sampling involves selecting independent samples from a number

of sub populations, group of strata within the population. Great gains in efficiency
are sometimes possible for judicious stratification.

• Cluster sampling involves selecting the samples units in groups. For

example, a sample of telephone calls may be collected by first taking collection of
telephone lines & collecting all the calls on the sampled lines. The analysis of
cluster samples must take into account the intra cluster correlation which reflects
the fact that units in the same cluster are likely to be more similar than to units
picked at random.

DATA & ANALYSIS

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1. Number of courses offered (Hardware & Networking)

Interpretation:

HCL is offering maximum number of courses in Hardware and Networking i.e. 8

courses but Jetking is very close by offering 7 courses.

2. Fee Structure for CCNA

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Interpretation:

Jetking is charging highest for CCNA as compared to others, HCL is charging

second highest fee for CCNA.

3. Fee Structure for MCSE

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Interpretation:

HCL and Jetking are charging highest fees for MCSE i.e. Rs. 21500 and 21000.

4. Fee Structure for RHCE or LINUX

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Interpretation:

HCL is charging lowest fees for RHCE, while others are charging more than that
and the highest is Rs. 15,500 by KARROX

5. Fee Structure for A+ or Computer Hardware

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Interpretation:

HCL is charging an average amount for A+ as compared to other competitors.

6. Fee Structure for N+ or Advance Networking course

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Interpretation:

HCL is charging an average amount for N+ as compared to other competitors..

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7. Duration for A+ or Computer Hardware course

Interpretation:

Duration for A+ course in HCL and CMS is same i.e. 30 days while KAROX takes
45 days time an Jetking takes 90 days time.

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8. Duration for N+ or Advance Networking course

Interpretation:

Duration for A+ course in HCL and KARROXis same i.e. 30 days while CMS and
JETKING takes 60 days time.

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9. Duration for MCSE

Interpretation:

Duration for MCSE in HCL is neither very high nor less as compared to its
competitors.

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10. Duration for CCNA

Interpretation:

Duration for CCNA course in HCL and CMS is less as compared to all its
competitors.

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11. Duration for RHCE or LINUX

Interpretation:

Duration for RHCE in HCL is 60 days which is less than KAROX who is the only
competitor of HCL for this particular course.

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12. Strength of students

Interpretation:

HCL has got the second lowest strength and Karrox has highest strength.

Note: Except HCL’s strength all the figures are approximate figures.

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SWOT ANALYSIS- HCL CDC

STRENGTH WEAKNESS

• Established Brand name • Lack of awareness of HCL CDC

among the people.
• 30 years of rich experience in IT
Industry. • Perception of the masses that
HCL is a computer
• Presence of the company in 17 manufacturing company.
countries.
• Lack of manpower.
• World class IT infrastructure.
• Few centers in city.
• Trainers from industry.

• Original courseware from

Microsoft, Cisco & Red Hat.

OPPORTUNITIES THREATS

• Jaipur is one of the IT hubs of • Too many competitors who are

the country and also there are
so many companies other than
IT companies which are growing
day by day where there is
requirement of skilled IT
professionals.
already established in the
market.
• A bad performance of HCL CDC
can affect the name of parent
company and vice versa.

• Jaipur is a big city for education

so its full of students who are
from different parts of the
country so there is a huge
potential for HCL CDC.

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 COMPETITOR’S ANALYSIS

• To plan effective marketing strategies, the company needs to find out all it
can about its competitors. It must constantly compare its marketing
strategies, products, prices, channels, and promotions with those of close
competitors. In this way company can find areas of potential competitive
advantage and disadvantage.

• Competitor’s analysis involves first identifying and assessing competitors

and then selecting which competitors to attack or avoid.

• Competitor analysis In marketing and strategic management is an

assessment of the strengths and weaknesses of current and potential
competitors. This analysis provides both an offensive and defensive
strategic context through which to identify opportunities and threats.
Competitor profiling coalesces all of the relevant sources of competitor
analysis into one framework in the support of efficient and effective
strategy formulation, implementation, monitoring and adjustment.

• Given that competitor analysis is an essential component of corporate

strategy, it is argued that most firms do not conduct this type of analysis
systematically enough. Instead, many enterprises operate on what is
called “informal impressions, conjectures, and intuition gained through the
tidbits of information about competitors every manager continually
receives.” As a result, traditional environmental scanning places many
firms at risk of dangerous competitive blind spots due to a lack of robust
competitor analysis.

THE COMPETITORS

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 The main competitors of HCL CDC in India are:

I. CMS Computer Institute:

Ramesh D Grover is the Director of CMS Computers Limited which is said to be

India’s first Computer maintenance company.

CMS Computers Limited took birth in 1976. CMS Computer Institute was
launched in 1991.They have training centers in 13 states across India,5 out of
which are in Jaipur. They achieved ISO 9001:2000 certification for training in
2003.

II. Jetking School Of Electronic Technology:

Mr.Suresh G Bharwani is the Chairman & Managing Director of Jetking Infotrain

Ltd. which is said to be India’s pioneering Computer Hardware and Networking
Institute.

Jetking Group took birth in 1947.

Jetking School Of Electronic Technology was launched in 1990. They have a
turn over of 67 crores.They have 85 training Institutes in 20 states across India,
out of which they have 3 training centers in Pune.They have ISO 9001:2000
certification since 2003.

III. Karrox Technologies Ltd:

• Karrox Technologies is a Mumbai based training Organization which offers

training in Software, Hardware networking and IT Security. It has 4 training
centers in Pune.

IV. IIHT
• IIHT Limited has pioneered the growth of IT and IMS training in
India. Keeping focus, growth and competition in perspective, IIHT
Limited has been able to set standards across its offices by
adopting practices based on quality, commitment, and the zeal to
make success a habit. Since its inception in the year 1992, IIHT has
gradually worked towards becoming one of the top most players in
the market today.

UNIQUE SELLING POINT

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HCL CMS

• 30 Years of experience in IT • ISO 9001: 2000 certified

Industry in India and across Institution
the world. • Placements
• Established Brand Name.
• In house placement

JETKING KARROX

• Brand Awareness • Brand Name

• 100 % Job Guarantee within • Placements
3 months after completion of
course.
• Grooming
• Extra facilities
• Special schemes for girls
.

IIHT

• Faculty
• Placements
• Brand name

CONCLUSIONS

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• EPP was a good effort from company to target untapped corporate
segment, but due to various mentioned barriers and long processing time
effectiveness was hampered.

• Medium scale industries were more interested.

• HCL CDC is a major player in Hardware and Networking with good brand
image.

• HCL CDC offers maximum number of courses in hardware and

networking.

• Fee structure of HCL CDC courses is almost highest amongst all.

• Duration of courses in HCL CDC is lowest amongst all.

• Strength of HCL CDC is very low as compared to others.

• Among all the courses in HCL CDC, HCNP is the one most of the
respondents have joined.

• For Hardware and Networking courses major contributors of sales were

BCA students.

• Engineering students join the courses as an add on to their Engineering

degree.

• Other major contributors of sales were students from 12th or equivalent

diploma who wanted to make carriers in Hardware and Networking.

RECOMMENDATION

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It was found in the survey that most of the people join HCL because of brand
name so more and more campaigning should be done using its brand name as a
main tool.

• HCL CDC should come up with its branches in Pune.HCL CDC has only 3
centre in Pune which is one of the major drawbacks of CDC.

• Fee structure should be reduced a little.

• To attract female candidates special concessional fees should be

provided.

• Untapped rural market should be explored.

LIMITATION OF STUDY

Although I tried my best in preparation of this project, but this study has Some
limitation:

1. The period of the project was not sufficient to study all the factors in deep.

2. Visiting various places for the study the customers, competitor and new
market segment a lot of time.

3. Cannot say that what the customers have revealed will be right for each
and every situation because their perception is influenced by many factors.

4. Many customers showed less interested in providing information and

haven’t cooperated.

5. Some of confidential information viz. salaries expenditure etc. figure were

not disclosed by the customers.

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 BIBLIOGRAPHY

Books based Reference

Kotler, Philip “Marketing Management” published by Vikas publishing house Pvt.

ltd. New Delhi.

• Kothari, C. R. “Research Methodology” (third edition 2007) published by

new age international (P) ltd.

Web Based References

• http://www.hcl.in
• http://www.hclcdc.co.in
• http:// www.google.com
• http://www.scribd.com
• http://www.amzon.com
• http://www.wikipedia.com
• http://www.answer.com

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 Questionnaire

Name (customer/company/Institution)

........................................................................................................................

Address....................................................................................................................

…..............................................................................................................................

Contact No................................................................................................................

1. Number of courses offered (Hardware & Networking)

...........................................................................................................................

2. Fee Structure for CCNA

...........................................................................................................................

3. Fee Structure for MCSE

...........................................................................................................................

4. Fee Structure for RHCE or LINUX

...........................................................................................................................

5. Fee Structure for A+ or Computer Hardware

...........................................................................................................................

6. Fee Structure for N+ or Advance networking course

...........................................................................................................................

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7. Duration for A+ or Computer Hardware course

...........................................................................................................................

8. Duration for N+ or Advance networking course

...........................................................................................................................

9. Duration for MCSE

...........................................................................................................................

10. Duration for CCNA

...........................................................................................................................

11. Duration for RHCE or LINUX

...........................................................................................................................

12. Strength of students

...........................................................................................................................

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