Sie sind auf Seite 1von 85

TO ANALYZE SALES POTENTIAL OF PRODUCTS PROVIDED BY HCL IN THE EMERGING & EXISTING MARKET

SUMMER TRAINING PROJECT REPORT SUBMITTED TOWARDS PARTIAL FULFILLMENT OF BACHELOR OF BUSINESS ADMINISTRATION (Affiliated To Ch. Charan Singh University, Meerut) Academic Session [2008-2011]

SUBMITTED BY: Prateek Khatnani Roll No.: 9352707 UNDER THE GUIDANCE OF: EXTERNAL SUPERVISOR: Mr. Vikas Nagar (Marketing Manager) INTERNAL SUPERVISOR: Mrs. Seema Garg (I.M.S. GHAZIABAD)

INSTITUTE OF MANAGEMENT STUDIES


C-238 BULANDSHAHR ROAD, LAL QUAN, PB NO. 57, GHAZIABD -2010

PREFACE

The New World order studies states that there is a difference between Educations, Knowledge and Learning. Vocational training is therefore provided to Management students to a bridge the gap between what we study into the classroom, our own knowledge and the actual business environment. A study has been done on the Steel Industry during my summer training at Bhushan Steel Ltd., situated at Sahibabad; I want to express my appreciation in fulfillment of this project. This project also gives me an opportunity to study the concepts of customer satisfaction as a whole and its function rather than emphasizing on any particular area. In this attempt all the significant and important data has been scripted down specifically. Some of the details and data have not been described because of the confidentiality of the company. Hope that the project will be able to provide whatever has been expected from me.

Acknowledgement
This has been my first experience in the corporate world and has been a great learning experience for me. The project assigned to me had a great potential and tremendous scope of application. There have been many of the people who have supported me throughout the project and I take this opportunity to thank them for their time and exertion. Mundane words are not enough to express my insufficient to express my indebtedness towards Mr. Vikas Nagar (Marketing Manager) Bhushan Steel Ltd. Sahibabad, whose enormous assistance giving me the opportunity to undergo my summer training in this esteemed company. I would also like to express sincere gratitude to the my high potential faculty guide Mrs. Seema Garg, without whose support and guidance. My project would not have possible. I want to thank her extravagantly for her support and boost she gave for this project. I am also thankful to all the other persons of the marketing department. Least but not last, my heartfelt gratitude goes to my family for constantly auspicious and bolstering me throughout the project.

(PRATEE K KHATNANI)

TABLE OF CONTENTS: S.NO. PARTICULARS PAGE NO.

1. EXECUTIVE SUMMARY. 2. INTRODUCTION. 3. CORPORATE PROFILE.:


a). AWARDS AND ACHIEVEMENTS. b). SALES MARKETING. C). PRODUCTS AND FEATURES.

4. ANALYSIS AND FINDINGS.


a). RESEARCH OBJECTIVE. b). LIST OF NEEDED INFORMATION. c). DATA ANALYSIS.

5. SWOT ANALYSIS. 6. LEARNINGS FROM THE STUDY. 7. LIMITATIONS OF THE STUDY. 8. CONCLUSION AND RECOMMENDATIONS. 9. BIBLOGRAPHY. 10. ANNEXTURE.

EXECUTIVE SUMMARY
The project is an extensive report on how the I.T markets uses its strategy and how the company has been able in increasing the sales of its products, in present tough competition and how it is cooping up by the allegations of the quality of its products and market share of HCL. This report also contains the sales potential of product provided by HCL in existing and emerging market strategies that are used by the company, production policy, future prospect, and government policies. The report includes some of the key salient features of market trend issues. A survey was conducted area wise in Delhi on consumers and retailers. The entities were all Delhi based. The data was collected analyze to obtain interesting & revolutionary conclusions were drawn out & the list of important reports factors & relevant figures backed with a list of constructive recommendations has been cut up, for improvement in different aspects where necessary. This report carries a introduction of the company profile, details of the methodology followed detailed data analysis and the results so obtained with the variety of graphs along with the suggestions given.

Company Origin

HCL COMPANY FOUNDER: SHIV NADAR DATE OF BIRTH: 1945 NATIONALITY: INDIAN PROFILE: CHIEF EXECUTIVE OFFICER DREAMER, WEAVER, AND A MAN WHO LOVES TECHNOLOGY

Chief Executive Officer of Hindustan Computers Limited (HCL), India's largest InfoTech conglomerate. Shiv Nadar is the Chief Executive Officer of Hindustan Computers Limited (HCL), India's largest InfoTech conglomerate. He figures in the Forbes list of Indian billionaires. Originally hailing from Moolaipozhi Village, Trichendur, Tutocorin District, Tamil Nadu, Shiv Nadar moved to Delhi in 1968. He worked as an engineer with DCM Ltd. But the entrepreneur in Shiv Nadar wanted to set up his own business. Therefore, he along with six of his colleagues launched a firm making office products like copiers. In late 1970s, when IBM quit India, Shiv Nadar's HCL stepped in to fill the vacuum. In 1982, HCL came out with its first computer. Today, HCL derives 80% of its revenue from computers and office equipment. HCL has also been spreading its global reach. Its Singapore subsidiary, Far East Computers, achieved a breakthrough in imaging technology, which, among other applications, enables computers to read handwritten tax returns. HCL has adopted innovative practices to achieve growth. In the U.S, a software subsidiary, HCL America, has reaped huge dividends by taking advantage of global time zones. Every morning, the company's Chennai office receives software assignments from the U.S, just after work stops there for the night. A team of Indian engineers, with salaries much lower than those of their American counterparts, complete the jobs and send them back in the evening. In a short span of time, Shiv Nadar has reached pinnacle of success by his hard work, vision, and entrepreneurial spirit
8

PROFILE Industry Advisor Diamondhead Ventures Chairman and Chief Executive Officer HCL Enterprise Solutions Inc. Founder and Chairman of the Board HCL Corporation Private Limited 1993-Present Chairman, Chief Strategy Officer, Chairman of Nominations Committee, Member of Compensation Committee, Member of Employees Stock Option Allotment Committee and Member of Shareholders Committee HCL Technologies Ltd. 1993-2007 Chairman, Chief Strategy Officer, Chairman of Nominations Committee, Member of Compensation Committee, Member of Employees Stock Option Allotment Committee and Member of Shareholders Committee Awards And Achievement In 2008, Government of India awarded Shiv Nadar with Padma Bhushan, the third highest civilian award for his contribution to IT industry. In 2007, Madras University awarded him honorary doctorate degree (D Sc) for his contributions in promoting software technology. Nadar was also recognized as E&Y Entrepreneur of the Year 2007 (Services). In October 2006, Shiv Nadar received an honorary fellowship from All India Management Association - AIMA

TIME LINE OF THE COMPANY

10

HCL -3 DECADES OF EVALUATION First decade - Startup to India's No 1 IT company Along with Ajay Choudhry (Chairman, HCL Info systems), Arjun Malhotra (CEO and Chairman, Headstrong), Subhash Arora, Yogesh Vaidya and DS Puri, Shiv Nadar started Micro comp to sell teledigital calculators in the Indian market. Under the brand name "Televista.

11

HCL was founded later in 1976 with an investment of Rs 187,000 from the 6 founders and added Uttar Pradesh government as a 26% equity partner. While the company focused on building a microcomputer from scratch, it received an unexpected boon when foreign companies like IBM left the country due to the policies adopted by the then Industrial minister George Fernandez in 1977 creating a market space for the microcomputer in India. In 1980, HCL ventured into the international market with the opening of Far East Computers in Singapore to sell IT hardware. The venture reported Rs 1 million revenue in the first year and continued to address the Singapore operations.[11] In 1981, Rajendra Pawar, Vijay Thadani, S Rajendra started NIIT with Nadar playing the role of investor to address the then fast growing computer education market. Nadar remained the largest shareholder without retaining any management control. Nadar retained his shareholding in NIIT through 2003 at least. Through 1984, the company focused on designing microcomputers and writing custom applications for clients on these systems. When the Indian government liberalized regulations for import of technology, the computer market was in effect opened for adopting new global technologies. HCL utilized the opportunity to develop Personal computers solutions (called Busy bee) and UNIX platform based solutions. In the IT hardware business, the company opened a subsidiary called HCL office Automation that quickly became India's leader in office solutions. By 1987, HCL recorded revenue of Rs 100 crores and featured as India's number 1 company

Second decade - Transition to software services business


Shiv Nadar looked at marking a place in the global arena after having captured Indian IT leadership. HCL America was setup in 1989. However the move backfired as Shiv Nadar and HCL miscalculated the requirements of the market and the venture didn't succeed in the world's largest market. However in India, HCL consolidated its market position in the early part of its second decade reaching an inflexion point in 1991 when the government liberalized the economy to provide a level playing field for foreign players. HCL joined HP and created a JV - HCL HP Limited. The JV built solutions to address the local computing market as well as gave HCL its first experience in outsourced R&D. In the mid '90s, Shiv Nadar added sale agreement with Ericsson and Nokia to distribute their products in India. In 1995, Nadar set a target of Rs 100 billion as target for the HCL Group, a target his group will fall short.[12]

12

By 1995, HCL became a complex organization with over 40 subsidiaries and Nadar quickly realized that global IT services was the way forward rather than IT hardware. HCL Consulting was formed to address the IT services and the R&D division of HCL-HP was merged into HCL Consulting. By early 1998, Nadar had consolidated his business into five entities - HCL Technologies (global IT service company), HCL Info systems (Indian IT hardware leader), HCL comment (network services company), HCL Perot (IT applications) and NIIT (education services).

Third decade - Global IT service company


Shiv Nadar took HCL Technologies public in 1999. At the time of IPO, HCL was the second largest IT company with revenue of Rs. 7.23 billion behind TCS (Rs 16.52 billion) but ahead of Wipro (Rs 6.32 billion) and Infosys (Rs. 5 billion) and with the Internet boom in full swing, HCL decided to put complete focus in R&D services to product engineering companies while paying scant attention to the Y2K. When the Internet bubble burst in 2000, HCL was left behind by its competitors because of their head start in Enterprise application services. Nadar made an effort to bootstrap HCL with acquisitions in 2001. HCL acquired Apollo Contact center from BT and Deutsche Software Limited (Deutsche Bank's Indian captive software company) to address the BPO and Financial services market. Still HCL continued to underperform competitors through 2005. By 2004, the number of companies in HCL was consolidated from five to two - HCL Technologies and HCL Info systems. Shivas shareholding in NIIT was recognized as personal investment and HCL Comment became a subsidiary of HCL Technologies. HCL Perot was sold back to partner Perot Systems for $105 million in December 2003. S Raman, COO & President, HCL Technologies retired in early 2005 and Nadar promoted Vineet Nayar as President of HCL Technologies and revive HCL's sagging fortunes in the IT services spectrum. In 2007, Shiv passed the mantle of CEO of HCL Technologies to Vineet Nayar. Shiv remains Chairman of HCL Technologies and its largest shareholder.

Corporate Profile
1. HCL Corporate Profile
HCL is one of The Largest IT groups in India with a turnover of over 5.5 Billion and employs over 64000 professionals worldwide. HCLs focus on IT, digital imaging, communications and System Integration makes it an undisputed leader in its market domain. HCL has long standing relationships with world technology leaders to provide convergence between IT, digital imaging and communications through its products and services.

13

With over 30 years of domain expertise in serving the Indian market, HCL is able to combine the best of global technologies with a mature service backup evolved over the years to suit local needs. HCLs reach of over 170 offices and 505 service centers coupled with world class, leading edge technology products market it an ideal choice. 2 About HCL

HCL is one of the leading global Technology and IT enterprises with annual revenues of US$ 5.5 billion. HCL is a $5.5 billion leading global Technology and IT Enterprise that comprises two companies listed in India, HCL Technologies (www.hcltech.com) and HCL Info systems (www.hclinfosystems.in). The 3-decade-old Enterprise, founded in 1976, is one of India's original IT garage start-ups. Its range of offerings spans Product Engineering, Custom & Package Applications, BPO, IT Infrastructure Services, IT Hardware, Systems Integration, and distribution of ICT products. The HCL team comprises over 64,000 professionals of diverse nationalities, who operate from 20 countries including over 505 points of presence in India. HCL has global partnerships with several leading Fortune 1000 firms, including leading IT and Technology firms. For more information, please visit www.hcl.in

About HCL Info systems


HCL Info systems Ltd, with revenue (LTM) of $2.8 billion (Rs. 12,439 crores) is India's

premier information enabling and ICT System Integration company offering a wide spectrum of ICT products that includes Computing, Storage, Networking, Security, Telecom, Imaging and Retail. HCL is a one-stop-shop for all the ICT requirements of an organization. India's leading System Integration and Infrastructure Management Services Organization, HCL has specialized expertise across verticals including Telecom, BFSI, E-Governance & Power.

14

HCL has India's largest distribution and retail network, taking to market a range of Digital Lifestyle products in partnership with leading global ICT brands, including Apple, Cisco, Ericsson, Kingston, Kodak, Konica Minolta, Microsoft, Nokia, Toshiba, and many more.
HCL today has India's largest vertically integrated computer manufacturing facility with over

three decades of electronic manufacturing experience & HCL desktops is the largest selling brand in the enterprise space. With Indias largest ICT services network that reaches every corner of India, HCLs award winning Support Services make it the preferred choice of enterprise and consumers alike.
An HCL Info system has a 100% subsidiary that addresses the physical security technology

system integration market. The subsidiary leverages technology to build a security framework called Safe State that will safeguard life, infrastructure & society. For more information please visit us at www.hclinfosystems.in

15

At HCL Info systems manufacturing facilities are ISO 9001:2000 & ISO 14001:2004 certified and adhere to stringent quality standards and global processes. We have two manufacturing units, one being at Uttaranchal & the other one in Pondicherry. HCL Info systems has a direct support force of over 2100 technical members, is operational at 330+ locations across the country and is the largest such human resource of its kind in the IT business.

16

17

3. HCL System Integration Group


HCLs System Integration (SI) Group services enable clients to identify, develop, and implement the most appropriate solutions for their varied technology needs in a project. System Integration is a critical area for companies due to various factors: Multiple systems for various functions that need integration New product implementations require integration with the other existing systems Need to maximize existing investments while delivering new solutions and increased business value New business ownerships require systems & network integration Integrating with business partners, suppliers & customers to decrease inventory Reduce manual interactions HCL SI Group product and services offerings span a wide spectrum of technology needs and help the clients to establish a world-class infrastructure to run its business and offer services to its valued customers in a seamless manner. HCL has also tied up with world leaders to provide cutting edge products and services here in India. HCLs vast resource-pool of technical manpower and more three decades experience of servicing the needs of Indian market give it the enviable edge of bringing world class technology at an affordable price.

18

In s u tu fo tr c re

O rin ffe g

- O r In g te A p a h u te ra d p ro c

A IA IO & V T N A P R IR O T

R IL A S A WY A DM T N RS

R A S& OD H H AS IG W Y

P R S& OT S IP IN H P G

H LS lu nS c sE p rtis C o tio ta k x e e S s mIn g tio y te te ra n


In s c re fo tru tu S lu n o tio s
A S S lu n V I o tio

In s c re fo tru tu

S rv e e ic s S te ic tra g A ne llia c s w ith W rld o La e e d rs

O e tio C n l C n rs p ra n o tro e te

S c rity&S rv illa c S lu n eu u e n e o tio


K s io k C m u g&N tw rkIn s c re o p tin e o fra tru tu

Factors, budget and corporate image needs. HCL Info systems Limited is Channel partner of various International Brands i.e.
1. 2.

HITACHI

TOSHIBA 3. CHRISTIE 4. POLIVISION 5. DUPLO 6. POLYCOM 7. TANDNBERG 8. JBL 9. CROWN 10. AKG 11. SOUND CRAFT 12. DBX 13. EXTRON 14. CRESTRON 15. LUTRON 16. LG

: LCD Projector, LCD & Plasma TV, Interactive White Board & Interactive Panel : LCD TV, Photocopier : 3 Chip & Single Chip DLP & LCD Projectors, Video Wall : Interactive White Board & Panel : Duplicator : Video Conferencing System : Video Conferencing System : Speakers : Amplifier, Microphones : Microphones : Mixers : Processors : Audio Video Processors : Sound & Light Control Systems : Dimmers & Light Control Systems : LCD TVS & Plasma TVs

19

Today, the Information Technology market is drawn against a brand new business landscape. The very definition of the traditional business model for equipment vendors has changed. Being competitive in this new business reality, it is imperative for equipment manufacturers to efficiently manage this shift of interests. This entails strategic partnerships engagements with trusted partner, who possesses the best fit of products for specific client need and extensive business experience of overcoming the new challenges. HCL SI Group provides technology solutions and product engineering services are offered in a wide spectrum of Operation Control Centers, AVSI Solutions, Security & Surveillance, Computing and Network solutions and convergence technology areas defining the next generation infrastructure.

5. HCL Infrastructure Management Services


Our Infrastructure Management Services are a comprehensive set of services that helps customers to fully utilize their investments in technology infrastructure by improving availability, reliability and performance. We achieve this by offering a complete portfolio of customized services and expertise, from planning and design to procurement, installation, integration, migration assistance to system management, telephone support and on-site hardware and software fixes. HCLs Infrastructure Management Services provide support for critical components of the infrastructure by providing inbuilt redundancies in the system and keeping stocks of important spare parts. The list of minimum spares to be stocked at site to achieve maximum uptime of the system is provided in the commercial section. HCLs Services provide Superior customer support through: Qualified and trained engineers 24x7X365 service window coverage option

HCL warrants that qualified service engineers will perform the services in a professional manner conforming to accepted industry standards and practices for the full term of the contracted period.

20

6. Project Execution Methodology


All projects in HCL are executed within the framework of its Quality Management System (QMS). The QMS requires the a Project to be broken up into the following phases; Project Start-up Requirement Analysis Solution Design System Delivery and Configuration Unit Testing Integration Testing User Acceptance Testing Warranty and Maintenance Support

21

The diagram below shows the overall process.

Startup

Requirement Analysis

Solution Design

Delivery and Configuration

Unit & Integration Testing

Acceptance Testing

7. Quality Management Systems Quality has been a continuous journey at HCL Info systems. In keeping with this objective, HCL Info system adopted the Philip Crosbys methodology of Quality Improvement Process Management (QIPM). Under this initiative, majority of the people have been already trained on quality tools & concepts and a number of improvements have been carried out. Our manufacturing facilities are ISO 9001:2000 and 14001:2004 certified.

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

22

8. Why HCL
LEADERS IN CONVERGENCE TECHNOLOGY With voice, data and image technologies converging on the primary IT computing and network backbone, HCL, the leading IT Company with 3 decade of experience and vendor agnostic approach, is a partner of choice for system integration projects. ONE-STOP-SHOP FOR ALL YOUR ICT NEED HCL provides entire spectrum of the information technology needs of its customers WIDEST INDUSTRY EXPERIENCE Practical consulting fine-tuned for different industries with up-tp-date understanding of the latest in technology

BEST-OF-BREED TECHNOLOGY PARTNERSHIPS Preferred technology partnerships with leading technology partners such as Intel, AMD, Microsoft, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, SAP, EMC, Veritas, Citrix, CISCO, Oracle, In focus, Barco, Samsung, Tyco, HID, Nortel, ISS LARGEST SUPPORT TEAM WITH WIDEST REACH More than 505 direct service locations in India 2800 Direct Service Engineers on field Established Automated Call Management System More than 30 Years of Direct Support Experience

23

AWARDS & ACHIEVEMENTS:HCL Info system won many prestigious awards such as customer satisfaction and electronics company award for being the electronics company of the year

May 25-09 HCL info bags large BSNL IT Deal. May 04-09 HCL in talks with banks to supply handheld terminals. Apr 23-09 HCL info net profit at Rs 58.20 cr. Apr 23-09 HCL info reports constant revenue of Rs 3023.8 cr. Feb28-09 HCL to enter security equipments production soon. Oct 31-09 HCL bags order from Delhi Police. Jan 28-09 HCl and Nokia enter into a joint venture to sell mobile entertainment

24

Sales & Marketing


Industry Challenges Increasing market share and launching new products efficiently is a key activity for the Medical Device Manufacturers. From strategies for launching new products to increasing market share; from targeting the right professionals and to identifying and influencing decision makers, the sales and marketing activity list is long and demanding, as are its demands on the technology infrastructure. Marketing is challenged with the need to produce the right marketing message.

New customized solutions - based on demanding technologies - are critical to gain the necessary competitive edge. Nevertheless, the current technology infrastructure is often an amalgamation of soloed homegrown systems and disparate packaged applications. Maintenance and support is expensive, delivery is late, but nevertheless the pressure to reduce costs and deliver faster is ever increasing. HCL's Solution HCL offers customized solutions across the whole gamut of the S&M area starting from field service support, sales support, market intelligence and general solutions. With rich experience of working with & out 0f top 10 medical device companies, HCL has key business understanding of domain. We have dedicated Coe for CRM which will address all our clients Sales & Marketing IT needs. Our Regulatory and Compliance practice provide domain specific expertise to Medical device manufacturers. Our Technology Agnostic approach allows us to find innovative solutions for business problems and then apply client selected technologies to implement the change. We have a strong quality focus through our robust quality processes in Quality Management System (QMS). HCL has strong expertise in Knowledge Management and Transitioning of IT Applications from client or other Vendors to HCL. HCL's Transformational Services provide potential benefits such as:

Better Physician/Payor/Patient Interaction

25

Better Decision Making Tangible ROI Improved Workforce Productivity Reduced Marketing Spend

HCL can offer unique and customized business solutions to handle:

Consulting Services: HCL helps its customers to improve performance through analysis of existing business problems and development of Roadmaps and Business Strategies. Our management consulting services bring formal frameworks and methodologies to identify business problems or suggest more effective or efficient ways of performing business tasks. Sales support solutions: Companies are adopting automated customer services capabilities such as Customer Interaction Hub (CIH) for better interactions. HCL has an expertise in services like Customer contract management, account management to quickly access, modify and gain insight from sales data.

26

Marketing Management: HCL's Marketing Automation services have helped companies obtain 20% higher ROI on marketing activities through cost reduction and revenue enhancement. Sales Force management: HCL's Sales Force Management IT Services help pharma companies streamline operations and improve ROI. Packaged Applications: HCL's capabilities cover Enterprise and niche packaged applications like Siebel, SAP, Filenet, Documentum, Aprimo, Unica, Dendrite, Siperian. Business Benefits

27

Products and features


PROJECTORS LCD projector

An LCD projector is a type of video projector for displaying video, images or computer data on a screen or other flat surface. It is a modern analog of the slide projector or overhead projector. To display images, LCD (liquid crystal display) projectors typically send light from a Metal halide lamp through a prism that separates light to three poly silicone panels one each for the red, green, and blue components of the video signal. As polarized light passes through the panels (combination of polarizer, LCD panel and analyzer), individual pixels can be opened to allow light to pass or closed to block the light. The combination of open and closed pixels can produce a wide range of colors and shades in the projected image. Metal Halide lamps are used because they output an ideal color temperature and a broad spectrum of color. These lamps also have the ability to produce an extremely large amount of light within a small area: current projectors average about 2,000-15,000 ANSI lumens. Other technologies, such as DLP and LCOS are also becoming more popular in modestly priced video projection.

28

A projector's throw ratio is used when installing projectors to control the size of the projected display. For example, if the throw ratio is 2.0 and the projector is 14' away from the screen, then the display width will be 7'. Currently the only remaining manufacturers of the LCDs for LCD projectors are Japanese imaging companies Epson and Sony. Epson owns the technology and has branded it as "3LCD". To market 3LCD projector technology, Epson also set up a consortium called the "3LCD Group" in 2005 with other projector manufacturer licensees of 3LCD technology that use it in their projector models. Early LCD systems were used with existing overhead projectors. The LCD system did not have a light source of its own: it was built on a large "plate" that sat on top of the projector in place of the transparencies. This provided a stop-gap solution in the era when the computer was not yet the universal display medium, creating a market for LCD projectors before their current main use became popular. In 2004 and 2005, LCD front projection has been enjoying a come-back because of the addition of the dynamic iris which has improved perceived contrast up to the levels of DLP. The basic design of an LCD projector is frequently used by hobbyists who build their own DIY projection systems. The basic technique is to combine a high CRI HID lamp and ballast with a condenser and collector Fresnel, an LCD removed from a common computer display and a triplet

Digital Light Processing

29

Digital Light Processing (DLP) is a trademark owned by Texas Instruments, representing a technology used in some TVs and video projectors. It was originally developed in 1987 by Dr. Larry Hornbeck of Texas Instruments. DLP is used in DLP front projectors (small standalone projection units) and DLP rear projection television. DLP, along with LCD and L COS, are the current display technologies behind rear-projection television, having supplanted CRT rear projectors. These rear-projection technologies compete against LCD and plasma flat panel displays in the HDTV market. The single-chip version of DLP and 3LCD are the two main technologies used in modern color digital projectors, with the two technologies being used in over 95% of the projectors sold in 2008. DLP is also one of the leading technologies used in digital cinema projection. Technology and networking involved in projectors 3LCD technology employs three high-temperature poly silicon liquid crystal displays (HTPS LCDs). Here's how it works: White light is divided into red, green, and blue using two dichroic mirrors that transmit light with a certain wavelength. Each color is then passed through a dedicated LCD before being combined with the other colors in a prism. Then the vibrant, full-color image passes through a lens and is projected onto a screen.

Amazing Color

30

The 3LCD Projector uses a 3-chip design to deliver incredibly bright, true-to-life images with high color light output.

Incredible Detail Smooth, seamless color combined with an unparalleled grayscale range produces incredible detail in every image.

The 3LCD Projector prevents color breakup to produce brilliant on-screen colors and sharp images, offering comfort while viewing.

31

Networking All Hitachi Network Projectors feature embedded HTML pages that allow you to access, control and schedule events and arrange e-mail notifications via a web browser. This means that you can access any projector on the network from any location on the network

E-mail alerts can be sent to notify administrators when reactive and routine maintenance are necessary. An e-mail can also be immediately sent to an administrator if the projector has been disconnected, which helps to ensure anti-theft capability. The PJMan software also produces real-time and accumulated status reports as well as individual projector logs. Using PJMan, an AV/IT administrator can monitor the status of a single or multiple projectors from one location. Control Application Hitachi's PJCtrl Projector Control Application allows the user to control the functions of a Hitachi projector via a toolbar on their desktop or laptop PC as an alternative to a physical remote. Since all of the functions for controlling the projector are on the PC, PJCtrl can help to reduce costs associated

32

with lost remote controls and battery replacement. Using the PJCtrl software, the administrator can control up to five of the same Hitachi model projectors at the same time, which can be customized to suit the user's preferences and needs. The Advanced Control menu is ideal for installation and maintenance.

Hitachi's PJSetup Projector Setup Tool is a software application that allows you to pre-configure common and sequential settings for a fleet of projectors on a PC and then copy them to the projector. PJSetup can also copy the settings of a master projector and then make clones of additional projectors. PJSetup can help you save time and resources when deploying multiple projectors.

Three-chip projectors A three-chip DLP projector uses a prism to split light from the lamp, and each primary color of light is then routed to its own DLP chip, then recombined and routed out through the lens. Three chip systems are found in higher-end home theater projectors, large venue projectors and DLP Cinema projection systems found in digital movie theaters. According to DLP.com, the three-chip projectors used in movie theaters can produce 35 trillion colors, which many suggest is more than the human eye can detect. The human eye is suggested to be able to detect around 16 million colors, which is theoretically possible with the single chip solution. However, this high color precision does not mean that three-chip DLP projectors are capable of displaying the entire gamut of colors we can distinguish (this is fundamentally impossible with any
33

system composing colors by adding three constant base colors). In contrast, it is the one-chip DLP projectors that have the advantage of allowing any number of primary colors in a sufficiently fast color filter wheel, and so the possibility of improved color gamuts is available. Light source The main light source used on DLP-based rear screen projection TVs is based on a replaceable highpressure mercury-vapor metal halide arc lamp unit (containing a quartz arc tube, reflector, electrical connections, and sometimes a quartz/glass shield), while in some newer DLP projectors high-power LEDs or LASERs are used as a source of illumination. Manufacturers and Marketers Texas Instruments remains the primary manufacturer of DLP technology, which is used by many licensees who market products based on T.I.'s chipsets. The Fraunhofer Institute of Dresden, Germany, also manufactures Digital Light Processors, termed Spatial Light Modulators, for use in specialized applications. For example, Micronics Laser Systems of Sweden utilizes Fraunhofer SLMs to generate deep-ultraviolet imaging in its Sigma line of silicon mask lithography writers. DLP technology has quickly gained market share in the front projection market and now holds roughly 50% of the worldwide share in front projection. Over 30 manufacturers use the DLP chipset to power their projectors.

Pros:

Smooth (at 1080p resolution), jitter-free images. Perfect geometry and excellent grayscale linearity achievable. Usually great ANSI contrast. No possibility of screen burn-in. Less "screen-door effect" than with LCD projectors. DLP rear projections TVs generally have a smaller form factor than comparable CRT projectors.
34

DLP rear projection TVs are considerably cheaper than LCD or plasma flat-panel displays and can still offer 1080p resolution. The use of a replaceable light source means a potentially longer life than CRTs and plasma displays (this may also be a con as listed below). The light source is more-easily replaceable than the backlights used with LCDs, and on DLPs is often user-replaceable. New LED and LASER DLP TVs and projectors eliminate the need for lamp replacement. Using two projectors, one can project full color stereoscopic images using polarized process (because beams can be polarized). Lighter weight than LCD and plasma televisions. Unlike their LCD and plasma counterparts, DLP screens do not rely on fluids as their projection medium and are therefore not limited in size by their inherent mirror mechanisms, making them ideal for increasingly larger high-definition theater and venue screens.

DLP Projectors can process up to 7 separate colors giving them strong color performance
DLP projectors do not suffer from Color Decay often seen with LCD projectors in which the image on the screen turns yellow after extended periods of usage.

Cons:

Some viewers are bothered by the "rainbow effect," explained above. Not as thin as LCD or plasma flat-panel displays (although approximately comparable in weight), although some models as of 2008 are becoming wall-mountable (while still being 10" to 14" thick

Replacement of the lamp / light bulb. The average life span of a TV light source averages 2000-5000 hours and the replacement cost for these range from $99 $350, depending on the brand and model. After replacing the bulb a few times the cost can easily exceed the original purchase price of the television itself. Newer generations units use LEDs or LASERs which effectively eliminates this issue, although replacement LED chips could potentially be required over the extended lifespan of the television.
35

Some devices may have fan noise. Dithering noise may be noticeable, especially in dark image areas. Newer (post ~2004) chip generations have less noise than older ones. Error-diffusion artifacts caused by averaging a shade over different pixels, since one pixel cannot render the shade exactly. Response time in video games may be affected by up scaling lag. While all HDTVs have some lag when up scaling lower resolution input to their native resolution, DLPs are commonly reported to have longer delays. Newer consoles such as the Xbox 360 do not have this problem as long as they are connected with HD-capable cables.

Reduced viewing angle as compared to direct-view technologies such as CRT, plasma, and LCD.

Interactive whiteboard

36

An interactive whiteboard or IWB is a large interactive display that connects to a computer and projector. A projector projects the computer's desktop onto the board's surface where users control the computer using a pen, finger or other device. The board is typically mounted to a wall or floor stand. They are used in a variety of settings, including classrooms at all levels of education, in corporate board rooms and work groups, in training rooms for professional sports coaching, in broadcasting studios and more. Uses for interactive whiteboards include:

Operating any software that is loaded onto the connected PC, including web browsers and proprietary software Using software to capture notes written on a whiteboard or whiteboard-like surface Controlling the PC (click and drag), markup (annotating a program or presentation) and translating cursive writing to text (not all whiteboards) In some instances, the Interactive Whiteboard may be provided with an integrated Audience Response System so presenters can carry out polls and quizzes and capture the feedback on the Interactive Whiteboard

General Operation

37

The interactive whiteboard (IWB) device is connected to a computer through a wired medium such as (USB or a serial port cable), or via a wireless connection (Bluetooth) and 2.4 GHz wireless which is more secure. A device driver software is usually installed onto the attached computer where it enables the interactive whiteboard to act as a Human Input Device (HID), like a mouse. An image from the computer is then projected onto the interactive whiteboard surface from a digital projector connected to the host computer's video output. The interactive whiteboard usually becomes active once connected and the driver is running. At that point, the user can calibrate the system (align the pointer with the image) if necessary, and activate programs, buttons and menus as they would with a mouse. For any text input that is needed the user can either invoke an on-screen keyboard or utilize handwriting recognition. These input options circumvent the need to return to the computer to enter text into programs. The combination of mouse and keyboard emulation allows the user to control the computer display almost exclusively from the Interactive Whiteboard. To maximize the interaction opportunities, most IWBs are supplied with software that provides tools and features specifically designed to enhance the use of the IWB. These generally include the ability to create virtual versions of paper flipcharts with pen and highlighter options and in some cases virtual tools such as rulers and protractors and compasses to emulate traditional classroom teaching tools. Common types of operation Interaction between the user and the content that is projected onto the interactive whiteboard primarily takes the form of a either a digital pen or stylus (Electromagnetic) or a finger or other form of token pen (Resistive). The vast majority of Interactive Whiteboards currently sold globally fall into one of these three categories.

Operation of a resistive touch-based interactive whiteboard

38

In touch-based systems a finger or other simple pointing device is used. In the most common resistive system, a membrane stretched over the surface deforms under pressure to make contact with a conducting back plate. The touch point location can then be determined electronically and registered as a mouse event. For example, when a finger is pressed on the surface, it is registered as the equivalent of the left mouse click. Supporters of resistive IWBs claim that the resistive system is easy and natural to use and is not dependent on a specific pen - the interactive whiteboard can be used with different types of pointers, e.g., a stick, pointer or stylus. Operation of an electromagnetic pen-based interactive whiteboard Electromagnetic pen-based interactive whiteboards feature an array of wires embedded behind the solid board surface that interacts with a coil in the stylus tip to determine the (X,Y) coordinate of the stylus. In the most common electromagnetic system, pens are passive and alter electrical signals produced by the board but contain no batteries or other power source. As the pen is brought near the surface of the board, the mouse pointer will track it. Pressing the pen tip to the board will activate a switch in the pen that will signal a mouse click to the computer. The pen will invariably also have a right click button. This type of IWB is effectively a scaled-up version of the Graphics Tablet used by professional digital artists and designers. Supporters of electromagnetic IWBs claim the system is more accurate at emulating a mouse (accuracy, mouse over and right click options), offers a natural pen action that will not malfunction if a user leans on the board while writing and has the in-built ability to offer multiple input using multiple pens. Classroom Usage Interactive whiteboards are used in many schools as replacements for traditional whiteboards or flipcharts, or video/media systems such as a DVD player and TV combination. Users can also connect to a school network digital video distribution system using an interactive whiteboard. Interactive whiteboards can also interact with online shared annotation and drawing environments in the form of interactive vector based graphical websites. There are now several studies showing the effect of interactive whiteboards on student learning.

Compilation of research

39

The software supplied with the interactive whiteboard will usually allow the teacher to keep notes and annotations as an electronic file for later distribution either on paper or through a number of electronic formats. In addition, some interactive whiteboards allow teachers to record their instruction as digital video files and post the material for review by students at a later time. This can be a very effective instructional strategy for students who benefit from repetition, who need to see the material presented again, for students who are absent from school, for struggling learners, and for review for examinations. Brief instructional blocks can be recorded for review by students they will see the exact presentation that occurred in the classroom with the teacher's audio input. This can help transform learning and instruction. Many companies and projects now focus on creating supplemental instructional materials specifically designed for interactive whiteboards. Recently interactive whiteboards are being used for shared reading lessons. Mimic books are one such resource which is being used for shared reading and allows teachers to project children's books onto the interactive whiteboard to mimic books. According to this research some of the ways interactive whiteboards have the ability to transform classrooms are:

Variation of texts to meet different ability levels Comparison of material for higher level thinking Immediate display of material Work share Pace, interactivity, multimodality Technology use is shaped by a teachers pedagogic target Immediate use of flipcharts, hyperlinks, diagrams, graphs, tables, drop and drag, cover and reveal The ability to co-construct knowledge and understanding

Interactive Whiteboard Technologies

40

Interactive whiteboards may use one of several types of sensing technology to track interaction on the screen surface: resistive, electromagnetic, infrared optical, laser, ultra-sonic, and camera-based (optical).

Resistive Resistive touch screens are composed of two flexible sheets coated with a resistive material and separated by a micro thin air gap. When contact is made to the surface of the touch screen, the two sheets are pressed together, registering the precise location of the touch. This technology allows one to use a finger, a stylus, or any other pointing device on the surface of the board.

Electromagnetic These interactive whiteboards feature an array of wires embedded behind the board surface interacts with a coil in the stylus tip to determine the (X,Y) coordinate of the stylus. Styli are either active (require a battery or wire back to the whiteboard) or passive (alter electrical signals produced by the board, but contain no batteries or other power source). In other words, there are magnetic sensors in the board that react and send a message back to the computer when they are activated by a magnetic pen.

Capacitive just like the electromagnetic type, the capacitive type works with an array of wires behind the board. In this case however the wires interact with fingers touching the screen. The interaction between the different wires (laminated in a patented X- and Y-axis manner) and the tip of the finger is measured and calculated to a (x, y) coordinate.

Optical:

1. Infrared light curtain when pressed to the whiteboard surface, the finger or marker sees the

infrared light. Software then manipulates the information to triangulate the location of the marker or stylus. This technology allows whiteboards to be made of any material; with this system no dry-erase marker or stylus is needed.
2. Laser light curtain An infrared laser is located in each upper corner of the whiteboard. The

laser beam sweeps across the whiteboard surfacemuch like a lighthouse sweeps light across the oceanby using a rotating mirror. Reflectors on the stylus or marker reflect the laser beam back to the source and the (X,Y) position can be triangulated. This technology may be

41

combined with a hard (usually ceramic on steel) surface, which has long life and erases cleanly. Markers and styli are passive, but must have reflective tape to work.
3. Frustrated Total Internal Reflection Infrared light bounces within a flexible and

transparent surface. When the surface is deformed through a finger press the internal reflection is disrupted and the light escapes the surface where it is then sensed by cameras. Image processing software turns the light spots observed by the cameras into mouse or pointer movements.
4. Camera Pen and Dot Pattern These interactive whiteboards have a microscopic dot pattern

embedded in the writing surface. A wireless digital pen contains an infrared camera that reads the dot pattern to determine the exact location on the board. The digital pen uses this pattern to store the handwriting and upload it to a computer. The accuracy is high since the coordinates are usually fixed at about 600 dots per inch. With the electronics in the pen, the whiteboard is passive (containing no electronics or wiring). This is licensed as Anoto technology.
5. Wii Remote IWB A Wii Remote is connected to a computer through its Bluetooth

connection capabilities. Using open-source software and an IR-Pen (a pen made with a momentary switch, power source and an Infrared Led) any surface (desk/floor/wall/whiteboard/LCD) can be turned into an Interactive Whiteboard. The Wii Remote has a very accurate Infrared Light tracking camera. Once calibrated, the Wii Remote detects a mouse click at the screen location of the IR-Pen. The Wii remote was first adapted for use as an interactive whiteboard by Johnny Chung Lee.

Ultrasonic:

1. Ultrasonic only these devices have two ultrasonic transmitters in two corners and two

receivers in the other two corners. The ultrasonic waves are transmitted by the whiteboard surface. Some little marks in the whiteboard borders create reflecting waves for each ultrasonic transmitter at different and recognizable distances. Touching with a pen or even the finger in the whiteboard causes these point waves to be suppressed, and the receivers communicate the fact to the controller.
2. Hybrid Ultrasound and Infrared when pressed to the whiteboard surface, the marker or

stylus sends out both an ultrasonic sound and an infrared light. Two ultrasonic microphones

42

receive the sound and measure the difference in the sound's arrival time, and triangulate the location of the marker or stylus. This technology allows whiteboards to be made of any material, but requires a suitably adapted active dry-erase marker or stylus.

Potential issues: Interactive whiteboards have some issues similar to regular whiteboards. Permanent markers and use of regular dry erase markers, for example, can create problems on some interactive whiteboard surfaces. Punctures, dents and other damage to surfaces are a risk, but do not typically occur in the normal course of classroom use.

Front and rear projection


Interactive whiteboards are generally available in two forms: front projection and rear projection.

Front-projection interactive whiteboards have a video projector in front of the whiteboard. The only disadvantage to these boards is that the presenter must stand in front of the screen and their body will cast a shadow. Presenters quickly learn to compensate for the shadow by slightly extending their arm with or without a stylus. This disadvantage is mitigated when using an Ultra-Short-Throw (UST) projector, which casts its beam from above and just in front of the IWB surface, removing the presenter from the beam's path.

Rear-projection interactive whiteboards locate the projector or emissive display behind the whiteboard sensing surface so that no shadows occur. Rear-projection boards are also advantageous because the presenter does not have to look into the projector light while speaking to the audience. The disadvantages of these systems are that they are generally more expensive than front-projection boards, are often very large, and cannot be mounted flush on a wall; however, in-wall installations are possible.

Some manufacturers also provide an option to raise and lower the display to accommodate users of different heights.

43

Printers

A laser printer is a common type of computer printer that rapidly produces high quality text and graphics on plain paper. As with digital photocopiers and multifunction printers (MFPs), laser printers employ a xerographic printing process but differ from analog photocopiers in that the image is produced by the direct scanning of a laser beam across the printer's photoreceptor. Overview A laser beam projects an image of the page to be printed onto an electrically charged rotating drum coated with selenium or, more common in modern printers, organic photoconductors. Photoconductivity removes charge from the areas exposed to light. Dry ink (toner) particles are then electrostatically picked up by the drum's charged areas. The drum then prints the image onto paper by direct contact and heat, which fuses the ink to the paper.

44

Unlike impact printers, laser printer speed can vary widely, and depends on many factors, including the graphic intensity of the job being processed. The fastest models can print over 200 monochrome pages per minute (12,000 pages per hour). The fastest colour laser printers can print over 100 pages per minute (6000 pages per hour). Very high-speed laser printers are used for mass mailings of personalized documents, such as credit card or utility bills, and are competing with lithography in some commercial applications. The cost of this technology depends on a combination of factors, including the cost of paper, toner, and infrequent drum replacement, as well as the replacement of other consumables such as the fuser assembly and transfer assembly. Often printers with soft plastic drums can have a very high cost of ownership that does not become apparent until the drum requires replacement. A duplexing printer (one that prints on both sides of the paper) can halve paper costs and reduce filing volumes. Formerly only available on high-end printers, duplexers are now common on midrange office printers, though not all printers can accommodate a duplexing unit. Duplexing can also give a slower page-printing speed, because of the longer paper path. In comparison with the laser printer, most inkjet printers and dot-matrix printers simply take an incoming stream of data and directly imprint it in a slow lurching process that may include pauses as the printer waits for more data. A laser printer is unable to work this way because such a large amount of data needs to output to the printing device in a rapid, continuous process. The printer cannot stop the mechanism precisely enough to wait until more data arrives, without creating a visible gap or misalignment of the dots on the printed page. Instead the image data is built up and stored in a large bank of memory capable of representing every dot on the page. The requirement to store all dots in memory before printing has traditionally limited laser printers to small fixed paper sizes such as letter or A4. Most laser printers are unable to print continuous banners spanning a sheet of paper two meters long, because there is not enough memory available in the printer to store such a large image before printing begins.

45

LCD

A liquid crystal display (LCD) is a thin, flat electronic visual display that uses the light modulating properties of liquid crystals (LCs). LCs do not emit light directly. They are used in a wide range of applications including: computer monitors, television, instrument panels, aircraft cockpit displays, signage, etc. They are common in consumer devices such as video players, gaming devices, clocks, watches, calculators, and telephones. LCDs have displaced cathode ray tube (CRT) displays in most applications. They are usually more compact, lightweight, portable, and less expensive. They are available in a wider range of screen sizes than CRT and other flat panel displays. LCDs are more energy efficient and offer safer disposal than CRTs. Its low electrical power consumption enables it to be used in battery-powered electronic equipment. It is an electronicallymodulated optical device made up of any number of pixels filled with liquid crystals and arrayed in front of a light source (backlight) or reflector to produce images in colour or monochrome. The earliest discovery leading to the development of LCD technology, the discovery of liquid crystals, dates from 1888. By 2008, worldwide sales of televisions with LCD screens had surpassed the sale of CRT units.

46

In colour LCDs each individual pixel is divided into three cells, or sub pixels, which are colored red, green, and blue, respectively, by additional filters (pigment filters, dye filters and metal oxide filters). Each sub pixel can be controlled independently to yield thousands or millions of possible colours for each pixel. CRT monitors employ a similar 'sub pixel' structures via phosphors, although the electron beam employed in CRTs do not hit exact sub pixels.

47

48

Analysis
Problem Definition
Defining the problem is the most important part of the market research, because wrong definition misdirects research. The type of research to be carried out, the question to be raised, & the sampling procedure to be followed & the data to be collected, all depends on the current understanding of the problem. HCL is having tough competition in the market with other players, these players are assemblers & branded. There are many factors which influence the customer to buy a certain product or solution. For the purpose of my study, I have opted for the descriptive study. This covers research design that are intended to produce accurate description of variables relevant to the decision being faced, without demonstrating that some relationship exists between variables. According to me, as I have visited more than 150 places during my internship & observed various things.. Like from customer point of view how do they feel about after sales service of HCL.. how do they feel about the quality of various products like projectors, mfds, digital duplicators, printers, etc. It seems consumers really wants the company to improve its after sales service.. HCL is presently having its service centers over 4000 locations.. & this process is still on in order to combat this common problem of after sales service. The most recent example is HCL has not opened 24*7 customer care center for its leap top customers. Now the customers dont have to face problems even when their leap tops start posing problems during midnight. Now they can call customer care at any point of time. But company still has to diversify its customer care centers because they came up with the solution for its desktop & laptop customers. But if we talk about other divisions like office

49

automation & telecommunication where people use AVSI products, if customer face any problem during the usage of a particular device than he has to consult first the vendor, provided that if the vendor is involved otherwise if we need to take any sort of help from company site than its a long process. There is not any quick solution to hear problem which I feel needs to be solved. Than the other problem which I came across during my visits & after spending sometime with the customers, is that they are not satisfied with price label of some of the products. For an instance, if we talk about projectors. So, I think the company can do something or can revise its price policy for its some of the products. Here, I am using cross sectional design to produce a picture of the phenomenon in which the decision maker is interested. Example, the market share of various firms, consumer preferences regarding home PCs offered by HCL, etc.

FINDINGS

50

People are not very much aware about other offerings like Educational training aid products, networking, internet services, facility management, Telecom Management and high end solutions, they only know that HCL deals in Desktops, Laptops and servers.

Most people think that HCL is a typical hardware company and has no relation with software development.

Cost and quality are the two major factors that are taken into consideration by people while making a purchase.

In technology and quality HCL hold the second position after HP and Compaq combined. but at some of the places or in the organization we found that customers are not satisfied with the after sale services.

Corporate image of HCL is pretty good. It is equivalent to IBM, Compaq and HP. Sale potential for HCL is enormous in the Greater Noida, and Ghaziabad. Its because there are several colleges and new offices which are in direct competitions of each other, so they require equipment for improvement in its infrastructure.

Also the ever increasing need of new technology and products is also a major factor which can increase the sales potential and is the need of an hour.

RESEARCH OBJECTIVE

51

Identifying a potential opportunity is similar to the situation concerned with describing an apparent problem when research is being carried out with the hope of identifying a potential opportunity, the researcher often have only some general notion about what opportunities might be uncovered. Thus, objective of the research may be more specific than to identify new ideas that might be applicable to product usage, product feature, packaging & communicating about the product. My objective of the research is to determine the sales potential of HCLs in various areas, in or near NCR. Here, I try to determine the requirement of devices which are mostly used in the educational or training institutes. These instruments include interactive white boards, projectors, printers, etc. On the basis of the information collected after talking to the customer, I decide whether the institute of or the company does have the potential to buy these expensive devices once the response is positive. The company is clearly having the sales potential at that particular location. The company initially does have the proposal that there is requirement of such device in the nearby future. This we call as CASE & when we get the requirement we call it as LEAD GENERATION & when the demand of the customer is fulfilled, we call it CASE CLOSED. This helps us in determining the potential of sales in a particular area.

LIST OF NEEDED INFORMATION


1) Need to know about the areas to be visited. 2) How many areas or locations to be visited in a day?

52

3) Whom to meet in an organization? 4) Whether the company or institute is really having the requirement? 5) Brochures of various devices to be taken along with Need to be well aware about the price level of various devices? is having the requirement. 7) Important information may include details of warranty, after sales services, installation charges, etc. 8) About the various products of the company along with the company profile. 9) Time of research should be taken care of. 10) Whether the market has to be segmented or not? 11) Whether to go for primary or secondary research? 12) What would eb the sample size? 6) Need to be thorough with important details of the particular device in which the customer

These items of information are stated in rather general terms because the company did not have any specific new product or packaging ideas that they wanted the consumers to evaluate. These are some of the important information which you need to have before going for a survey or to determine the sales potential.

DESIGNING THE DATA COLLECTION PROJECT

53

Ideas regarding potential opportunity are often solicited from consumers, so the data collection projects that are used typically involve some members of the consuming public because researcher would like to hear any or all the ideas that the consumers might have. Here I opted for the exploratory research because research projects concerned with trying to identify potential opportunity such as new ways to promote or use a product are commonly called as exploratory research. The exploratory research I conducted involves various methods or approach to collect the data. Here I went for both primary as well as secondary data. Primary data can be collected in following 4 ways: 1) Talking to people about the companys product & profile. 2) One on one depth interviews 3) Surveys 4) Behavioral data 5) Interviews

RESEARCH DESIGN
The research design used here is EXPLORATORY RESEARCH because the objective of the exploratory research is to find new ideas. It is important to give respondent the greatest possible freedom to response. It is a part of qualitative research, when applied to consumers; such research is generally aimed at finding the thoughts, feelings, attitudes that influences consumer behavior. The technique involved in research conducted is one on one interview.

SCALING TECHNIQUE
Scaling technique used here is LIKERT & DICHOTOMOUS scaling. Likert Scaling involves a list of statements related to the attitude in question. In Likert scaling, we check the degree

54

of agreement & disagreement. Each degree is rated on a scale of 1 to 5. Score is calculated by summing up these scores from all the statements.

SAMPLING
Here I have stratified random sampling & judgmental sampling because the colleges & the corporate have be classified separately. There are two reasons for using this sampling technique. Firstly, the marketers often want the information about the component parts of universe. Secondly, stratified random sampling increases the precision of sampling activities.

Data Analysis
After collecting the data through Questionnaire and preparing the database of the Institutes/Corporate visited during the Training. I did the analysis through SPSS and built in certain Graphs which can be

55

conclusive of what actually are the customer responses and what actually do they think about the Companies image and value. Questionnaire Analysis
Do you know about HCL products that cater for office automation? 1.Yes 2.No

Fig (i) Depiction about the awareness of Office Automation products offered by HCL. 66.15% of the clients responded that they are not aware of the products in office automation provided by HCL.

From the following please tick which statement is favorable for the Company/institute:1. Your Company is in the Expansion Phase. 2. Your Company is in the stable phase

56

Fig (ii) Representation of clients in expansion phase VS clients in stable phase

What is your average annual spending on office automation products by your Company/Institute? 1) Less than or equal to 10 lacs 2) Between 10 and 50 lacs.
57

Fig (iii) Annual expenditure on Office Automation products. 58.46% spend less than or equal to 10 lacs

How many branches your company/institute is having in NCR Region? Ans: 1. Less than or equal to 2. 2. Between 2 to 5. 3. More than 5.

58

Fig (iv) No. of branches present in NCR region, of the clients

Are you using any of the HCl products for imaging purposes currently? Ans: 1.Yes 2.No

59

Fig (v) Percentage of clients using HCL products currently

If no then which brand are you using Currently? 1) Sony

60

2) Dell 3) Canon 4) Panasonic 5) Others

Fig (vi) Various brands used by the customers

The Pricing of HCL product is Satisfactory. 1 Strongly Disagree

61

2 Disagree 3 Neutral 4 Agree 5 Strongly Agree

Fig (vii) Satisfaction level about the HCLs pricing policy

The Durability of HCL products is Satisfactory. 1 Strongly Disagree

62

2 Disagree 3 Neutral 4 Agree 5 Strongly Agree

Fig (viii) Client satisfaction about the product durability

The Customer Support Service of HCL products are Satisfactory. 1 Strongly Disagree 2 Disagree
63

3 Neutral 4 Agree 5 Strongly Agree

Fig (ix) Satisfaction level about the customer support service of HCL

64

SWOT Analysis

65

SWOT is an acronym used to describe the particular Strengths, Weaknesses, Opportunities, and Threats that are strategic factors for a specific company. A SWOT analysis should not only result in the identification of a corporations core competencies, but also in the identification of opportunities that the firm is not currently able to take advantage of due to a lack of appropriate resources. The SWOT analysis framework has gained widespread acceptance because it is both simple and powerful for strategy development. However, like any planning tool, SWOT is only as good as the information it contains. Thorough market research and accurate information systems are essential for the SWOT analysis to identify key issues in the environment. Assess your market:

What is happening externally and internally that will affect our company? Who are our customers? What are the strengths and weaknesses of each competitor? (Think Competitive Advantage) What are the driving forces behind sales trends? What are important and potentially important markets? What is happening in the world that might affect our company? What does it take to be successful in this market? (List the strengths all companies need to compete successfully in this market.)

Assess your company:


What do we do best? What are our company resources assets, intellectual property, and people? What are our company capabilities (functions)?

Assess your competition:


How are we different from the competition? What are the general market conditions of our business? What needs are there for our products and services? What are the customer-market-technology opportunities? What are the customers problems and complains with the current products and services in the industry? What If only. A statement does a customer make? Opportunity an area of need in which a company can perform profitably.

Threat Challenge posed by an unfavorable trend or development that would lead (in absence of a defensive marketing action) to deterioration in profits/sales.

66

An evaluation needs to be completed drawing conclusions about how the opportunities and threats may affect the firm. EXTERNAL: MACRO- demographic/economic, technological, social/cultural, political/legal MICRO- customers, competitors, channels, suppliers, publics INTERNAL RESOURCES: the firm Competitor analysis is a critical aspect of this step.

Identify the actual competitors as well as substitutes. Assess competitors objectives, strategies, strengths & weaknesses, and reaction patterns. Select which competitors to attack or avoid.

The Internal Analysis of strengths and weaknesses focuses on internal factors that give an organization certain advantages and disadvantages in meeting the needs of its target market. Strengths refer to core competencies that give the firm an advantage in meeting the needs of its target markets. Any analysis of company strengths should be market oriented/customer focused because strengths are only meaningful when they assist the firm in meeting customer needs. Weaknesses refer to any limitations a company faces in developing or implementing a strategy (?). Weaknesses should also be examined from a customer perspective because customers often perceive weaknesses that a company cannot see. Being market focused when analyzing strengths and weaknesses does not mean that non-market oriented strengths and weaknesses should be forgotten. Rather, it suggests that all firms should tie their strengths and weaknesses to customer requirements. Only those strengths that relate to satisfying a customer need should be considered true core competencies. The following area analyses are used to look at all internal factors affecting a company:

Resources: Profitability, sales, product quality brand associations, existing overall brand, relative cost of this new product, employee capability, product portfolio analysis Capabilities: Goal: To identify internal strategic strengths, weaknesses, problems, constraints and uncertainties

The External Analysis examines opportunities and threats that exist in the environment. Both opportunities and threats exist independently of the firm. The way to differentiate between a strength or weakness from an opportunity or threat is to ask: Would this issue exist if the company did not exist? If the answer is yes, it should be considered external to the firm. Opportunities refer to favorable conditions in the environment that could produce rewards for the organization if acted The following area analyses are used to look at all external factors effecting a company:

Customer analysis: Segments, motivations, unmet needs Competitive analysis: Identify completely, put in strategic groups, evaluate performance, image, their objectives, strategies, culture, cost structure, strengths, weakness

67

Market analysis: Overall size, projected growth, profitability, entry barriers, cost structure, distribution system, trends, key success factors Environmental analysis: Technological, governmental, economic, cultural, demographic, scenarios, information-need areas Goal: To identify external opportunities, threats, trends, and strategic uncertainties

The SWOT Matrix helps visualize the analysis. Also, when executing this analysis it is important to understand how this element works together. When an organization matched internal strengths to external opportunities, it creates core competencies in meeting the needs of its customers. In addition, an organization should act to convert internal weaknesses into strengths and external threats into opportunities.

SWOT Focus on your strengths. Shore up your weaknesses. Capitalize on your opportunities. Recognize your threats. Identify

Against whom do we compete? Who are our most intense competitors? Less intense? Makers of substitute products? Can these competitors be grouped into strategic groups on the basis of assets, competencies, or strategies? Who are potential competitive entrants? What are their barriers to entry?

Evaluate

What are their objectives and strategies? What is their cost structure? Do they have a cost advantage or disadvantage? What is their image and positioning strategy? Which are the most successful/unsuccessful competitors over time? Why?
68

What are the strengths and weaknesses of each competitor? Evaluate competitors with respect to their assets and competencies.

Size and Growth What are important and potentially important markets? What are their size and growth characteristics? What markets are declining? What are the driving forces behind sales trends? Profitability For each major market considers the following: Is this a business are in which the average firm will make money? How intense is the competition among existing firms? Evaluate the threats from potential entrants and substitute products. What is the bargaining power of suppliers and customers? How attractive/profitable are the market now and in the future? Cost Structure What are the major cost and value-added components for various types of competitors? Distribution Systems What are the alternative channels of distribution? How are they changing? Market Trends What are the trends in the market? Key Success Factors What are the key success factors, assets and competencies needed to compete successfully? How will these change in the future? Environmental Analysis An environmental analysis is the four dimension of the External Analysis. The interest is in environmental trends and events that have the potential to affect strategy. This analysis should identify such trends and events and the estimate their likelihood and impact. When conducting this type of analysis, it is easy to get bogged down in an extensive, broad survey of trends. It is necessary to restrict the analysis to those areas relevant enough to have significant impact on strategy. This analysis is divided into five areas: economic, technological, political-legal, sociocultural, and future. Economic What economic trends might have an impact on business activity? (Interest rates, inflation, unemployment levels, energy availability, disposable income, etc) Technological To what extent are existing technologies maturing? What technological developments or trends are affecting or could affect our industry? Government What changes in regulation are possible? What will their impact be on our industry? What tax or other incentives are being developed that might affect strategy development? Are there political or government stability risks? Sociocultural What are the current or emerging trends in lifestyle, fashions, and other components of culture? What are their implications? What demographic trends will affect the market size of the industry? (Growth rate, income, population shifts) Do these trends represent an opportunity or a threat?

69

Future What are significant trends and future events? What are the key areas of uncertainty as to trends or events that have the potential to impact strategy? Internal Analysis Understanding a business in depth is the goal of internal analysis. This analysis is based resources and capabilities of the firm. Resources A good starting point to identify company resources is to look at tangible, intangible and human resources. Tangible resources are the easiest to identify and evaluate: financial resources and physical assets are identifies and valued in the firms financial statements. Intangible resources are largely invisible, but over time become more important to the firm than tangible assets because they can be a main source for a competitive advantage. Such intangible recourses include reputational assets (brands, image, etc.) and technological assets (proprietary technology and know-how). Human resources or human capital are the productive services human beings offer the firm in terms of their skills, knowledge, reasoning, and decision-making abilities.

70

Strategic planning analysis Capabilities Resources are not productive on their own. The most productive tasks require that resources collaborate closely together within teams. The term organizational capability is used to refer to a firms capacity for undertaking a particular productive activity. Our interest is not in capabilities per se, but in capabilities relative to other firms. To identify the firms capabilities we will use the functional classification approach. A functional classification identifies organizational capabilities in relation to each of the principal functional areas.

71

Strategic planning swot

72

73

LEARNING FROM THE STUDY


We had a great craving to be a part of one of the major IT companies of the world and it was a great opportunity for us to do our internship in HCL info system ltd. Which is one of the most prominent companies in India. It was starting for us to get the practical knowledge of real corporate world. This will play a pivotal role in our corporate life to come and will help us be industry ready for the challenges that we get in the life to come. Today expertise and knowledge of things is much more important than the degrees in hand. Although the learning were numerous in number but we have concluded a few major learning and they are as follows:
2) We got an opportunity to do our project at HCL info system ltd, which gave us the

opportunity to meet various people in the corporate as well as government offices and educational sector. Before this we had visited a few organization but the expertise of these visit have been and will be of tremendous help in my career. We came to know how to tackle people of different attitude and of different mindsets, which will help us in the future.
3) Planning a day in advance and the activities that we are going to perform during our visits

and interactions gave us confidence in my planning and implementation.


4) We learnt how to make proposals and how to communicate through non verbal means in

corporate world.
5) We had a real sales experience during this time period. We learnt how to make good

relationship with customers, channel partners as well as colleagues. The practical aspects of marketing theories are materialized during the course of this study.

74

LIMITATIONS OF THE STUDY

Many questions remained unanswered by the respondents. We have not taken into consideration the vast unorganized sector of companies in Office Automation.

Getting the appointment of the IT manager and Procurement head was also very difficult. A strong unwillingness on the part of the owners of the respondents, to participate and aid the research.

The sampling area was also restricted to the national capital region only which may not be able to get the perfect result.

75

76

CONCLUSION
Marketing is a very crucial activity in every business organization. Every product produced within an industry has to be marketed otherwise it will remain as unsold stock, which will be of no value. We have realized this fact after completion of our summer training project. Despite of various difficulties and limitations faced during our summer training project on the topic To analyze sales potential of HCL in the emerging and the existing organizations. We have tried our level best to find out the most relevant information for the organization to complete the assignment that was given to us. After completion of our summer training project we have gained several experiences in the field of sale and marketing. We have got the opportunity to meet various people, which fluctuate in different situation and time. This summer training project has given to us the opportunity to have first experience in the corporate world. During our training we conclude that the HCL is having very good network even in the remote areas thanks to its presents in over 4000 locations across India. While analyzing the sales potentials we realized that company has such huge product line that even customer dont know about it, but at some of the places or in the organization we found that customers are not satisfied with the after sale services. When we visited several organizations we realized that HCL is facing tough competition from other companies like Panasonic, Dell and Sony as far a projector are concerned. Rest HCL is quiet focused in its approach whether it is an end user client or a big deal with a big corporate or institution or organization.

RECOMMENDATIONS

77

Company should give equivalent important to its customers whether the customer is having small order or large orders.

Company should offer various schemes along with their products in order to increase its sale potential.

There should be one centralized data base in which information related to various daily reports must be maintained, because what happened co-incidentally many marketing executive make a call to the same customer, as a result customer also felt quiet odd, because everything he/she has to handle different people from the same company.

When ten different people make a call to the same place and customer ask them to send the quotation, they will send there quotation indigenously, as a result there will be price difference in the product offered by the same company.

78

BIBLIOGRAPHY

79

AUTHORS: Philip Kotler, Introduction to sampling, Types of Research, Tata Mc Graw Hill WEBSITES:
1) www.scribd.com/projectreport/1106 2) www.extron.com/officeautomationproducts 3) www.wikipedia.org/promotershcl 4) www.hclinfosystem.in

News Paper
1) Economic times 2) Business standard

80

81

Annexure

Questionnaire Company/Institute-________________________________ Name of the Person-_______________________________ Designation-__________________________________ Address-_____________________________________ Contact number-__________________________________ Email Id-_______________________________________ 1. Do you know about HCL products that cater for office automation? Ans: 1.Yes 2.No

2. From the following please tick which statement is favorable for the Company/institute:Ans: 1.Your Company is in the Expansion Phase. 2. Your Company is in the stable phase. 3. How many branches your company/institute is having in NCR Region? Ans: 1. Less than or equal to 2.

2. Between 2 to 5. 3. More than 5.

82

4. Are you using any of the HCl products for imaging purposes currently? Ans: If yes: 1) Projectors panels/whiteboards 5) Printers 2) LCDs 3) Interactive 1.Yes 2.No

4) Multifunctional devices (Copy, Scan, Print, Fax).

If no then which brand are you using currently? Ans: 1) Sony 2) Dell 3) Canon 4) Panasonic 5) Others

5. What is your average annual spending on office automation products by your Company/Institute? Ans: 1) Less than or equal to 10 lacs 2) Between 10 and 50 lacs.

6. Please mention the extent of your agreement and disagreement for the following statements under the specified scale which is as follows-:

83

6(a) The Pricing of HCL products are Satisfactory. 1 Strongly Disagree 2 Disagree 3 Neutral 4 Agree 5 Strongly Agree 6(b). The Durability of HCL products is Satisfactory. 1 Strongly Disagree 2 Disagree 3 Neutral 4 Agree 5 Strongly Agree

6(c). The Customer Support Service of HCL products is Satisfactory. 1 Strongly Disagree 2 Disagree 3 Neutral 4 Agree 5 Strongly Agree

84

85