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N L Dalmia Institute of Studies and Research

Summer Project On Awarness Of HCL Products Submitted By Abhijit S Deshmane (MMS Marketing)
N L Dalmia Institute Of Management studies And Research,Mumbai

MMS Marketing 2008-2010


This is to certify that the project entitled Awareness of HCL Products is successfully done by Abhijit S Deshmane during the Summer Internship of his course in MMS Marketing, Semester III. This Project represents the work done by Abhijit S Deshmane. The project in general is done under my guidance.

Date: 30th June, 2009.

Prof. (Project Guide)

Prof. P.L. Arya (Director)

With pleasure I submit the project report entitled Awareness of HCL Products to HCL infosystem limited as a summer internship project. I would also like to thank Ms. Shivali Saxena and Mr.Rakshit K for giving me opportunity to work with HCL Infosystem Limited. I would also like thank , our Course Coordinator Mr Sunil Gera and Mr K Basu, for providing the necessary guidance and support, during the these two months of the project. Also I would like to take this opportunity to thank all Mr.Pradeep Sharma, Mr.Vjay Khilari,Ms. Chaitali Mr.Firoz and special thanks to Mr. Chandan Motwani. These people really supported and and gave guidance. Also thanks for special training programs held for us. I would also like to thank Prof. P L Arya, our Course Coordinator, for providing the necessary guidance and support, during the preparation of the project. Also I would like to take this opportunity to thank all the staff of N.L. Dalmia Institute of Management Studies and Research for providing the necessary infrastructure and facilities for helping to take the project to fruition.

Table of Content
1. Executive Summary. 2. Introduction to Brand Awareness. 3. Introduction to HCL 3.1 Vision And Mision 3.2 Company Back ground 3.3 HCL Infosystem range of products 3.4 Training on Servers and surveillance. 4. Scope of Project 5. Analysis of market and Competition 6. The selling process 7. Experiences in the form of Conversation 8. Learnings 8.1 Learnings from Cold Calling 8.2 Learnings about industry 8.3 Learnings from company 9 Graphical Analysis 10 References 05 06 08 11 12 13 18 35 35 39 41 43 45 46 47 50

Executive Summary
The concept of brand awareness has been explained. I have tried to find out through questionnaire where HCL stand as brand. I have mentioned about companys background, mission, vision. HCL has range of products like desktop,laptop,servers,survelliance cameras etc I have tried to cover these in detail. The KRA allotted to me have also been mentioned.

Also the current market share enjoyed by HCL. The competition brands like HP, Dell, Acer their market share has been covered. The competition faced by HCL. Training on servers and surveillance helped me to understand the product that in turns helped to understand customer. Steps which I used to follow while for meeting the client have been mentioned in detail. The problems which I faced while promoting the brand and meeting the client have been mentioned in detail in the report. The remarks they gave about HCL are mentioned in Daily Call Report. I have tried to conclude from my the probable future of business in India. The growth of business in laptop and desktop has been declining. And number of competitors has been increasing. I have put my view on the same. I have shared two of my experiences in the form of conversation. One of the experience was very good and the second which was very quick. I made set of question and asked at places where I made calls their answer have been analysed. At the very last I have shown the analyse graphically.

Introduction to Brand awareness

Brand awareness is a marketing concept that refers to a consumer knowing of a brand's existence; at aggregate (brand) level it refers to the proportion of consumers who know of the brand. The advantages of branding are numerous. For one, you build a strong trusted reputation when a good branding campaign is performed over time. Secondly, branding is advertising that continues on far after an advertising campaign if done right. Branding is having future and present customers remember your company name and/or logo . Brand recognition - Either the brand name or both the brand name and category name are presented to respondents. Brand recall - the product category name is given to respondents who are asked to recall as many brands as possible that are members of the category. Top of mind brand awareness - as above, but only the first brand recalled is recorded (also known as spontaneous brand recall). Branding builds name recognition for your company or product. Abrand will help you articulate your companys values and explain why you are competing in your market. Astrong brand signals that you want to build customer loyalty, not just esll product. Astrong branding campagin will also signals that you are serious about marketing and that you intend to be around for a while.

Activities 1. Identify the list of Management institutes and Parma Companies located out of Mumbai territory (Adhere East) 2. Plan visit to those accounts meeting Students/ faculty members in Management colleges and Admin,Purchase and HR persons in Parma companies. 3. Minimum 6-7 visits per day 4. Lead generation for Desktop and mobile computing (Mileap and Leaptop) from above visit 5. Giving demo and closure of mobile computing Reporting 1. Journey Plan- Journey planning for the week & its compliance-daily reporting 2. V- series Demo to customer -daily/Weekly reporting 3-Cuctomer's feedback on HCL NB & Mileap daily reporting 4.Leads generation in the given format

Introduction to HCL
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. In 1976, Shiv Nadar, quit an executive job with Delhi Cloth Mills (DCM) along with five of his friends (Arjun Malhotra, Subhash Arora, Ajai Chowdhry, DS Puri & Yogesh Vaidya) to start a new company, Microcomp Limited. The focus of the company was design and manufacturing of scientific calculators. The venture provided its founders money to start a company that focused on manufacturing computers. The company was renamed as Hindustan Computers Limited (HCL) and received support from the Uttar Pradesh government to setup their manufacturing in Noida. The founders put together Rs 2 million in the venture. In 1981, NIIT was started to cater to the increasing demand in computer education. By early 2000s, Nadar divested his stake in this venture.[2][3] Government policy shaped HCL, as was the case with all Indian companies of those eras. In 1977, due to the policies of Indian industries minister George Fernandes , global giants like IBM left India creating a major void in the computers industry (even Coca-Cola left India during this timeframe as it opposed those policies ). HCL designed and shipped microcomputers to address this gap (around the same time Apple Inc. introduced personal computers in USA). HCL had many more accomplishments in the next half decade like introducing 16 bit processor computer in 1981 and relational data based management system, networking operating system and client server architecture solutions by 1983. In the last days of Indira Gandhi government, a radical policy shift changed the landscape of the computer industry by permitting the import of technology. HCL utilized the opportunity to launch its first brand of personal computers Busybee. By 1986, HCL became the largest IT company in India. When Manmohan Singh opened the Indian economy in 1991 as the Finance minister, HCL entered into a partnership with HP to form HCL HP Limited. HP picked up 26% stake in the company to leverage on HCL's sales and distribution channels to sell its products in India as well as utilize the R&D team of HCL to customize its products to the Indian environment. In 1994, HCL HP looked beyond PCs and tied up with Nokia for mobile phone distribution and Ericsson for telephone switch distribution.[3] HCL had always tried to address the global market and initially with mixed results. In 1979, the company set up a subsidiary in Singapore - Far East Computers focused on selling its computer products in the APAC region. In 1989, on the basis of a joint study with McKinsey, HCL 8

ventured into the US computer market after roping in SCI as its manufacturing partner. HCL America was born, but in the words of the founder, "the project fell flat on its face". HCL had failed to follow a very crucial step necessary to enter the US market, the computers didn't get environmental clearances. By 1996, Nadar realized that fellow Indian companies, TCS, Wipro and Infosys, had successfully entered the global software services market. When the partnership of HCL and HP ended in 1996, HCL became an enterprise which comprises two companies listed in India, HCL Technologies ( and HCL Infosystems ( Technologies was created from the R&D division of erstwhile HCL HP and focused on providing third party engineering and software services to global companies while HCL Infosystems focused on manufacture and sale of computer hardware in the Indian market.[3] In July 2009, Shiv Nadar's daughter Roshni Nadar was appointed CEO and executive director at HCL Corp, the HCL group's holding company.[1] HCL is a leading global Technology and IT Enterprise with annual revenues of US$ 5 billion. The HCL Enterprise comprises two companies listed in India, HCL Technologies ( ) and HCL Infosystems ( The 3 decade old enterprise, founded in 1976, is one of India's original IT garage start ups. 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 60,000 professionals of diverse nationalities, operating across 23 countries including 500 points of presence in India. HCL has global partnerships with several leading Fortune 1000 firms, including several IT and Technology majors.



VISION STATEMENT "Together we create the enterprises of tomorrow" MISSION STATEMENT "To provide world-class information technology solutions and services to enable our customers to serve their customers better" QUALITY POLICY "We shall deliver defect-free products, services and solutions to meet the requirements of our external and internal customers, the first time, every time" OUR OBJECTIVES OUR MANAGEMENT OBJECTIVES To fuel initiative and foster activity by allowing individuals freedom of action and innovation in attaining defined objectives. OUR PEOPLE OBJECTIVES To help people in HCL Infosystems Ltd. share in the company's successes, which they make possible; to provide job security based on their performance; to recognize their individual achievements; and help them gain a sense of satisfaction and accomplishment from their work. CORE VALUES We shall uphold the dignity of the individual. We shall honour all commitments. We shall be committed to Quality, Innovation and Growth in every endeavour. We shall be responsible corporate citizens. Alliance & Partnership To provide world-class solutions and services to all our customers, we have formed Alliances and Partnerships with leading IT companies worldwide. HCL Infosystems has alliances with global technology leaders like Intel, AMD, Microsoft, IBM, Bull, Toshiba, Nokia, Sun Microsystems, Ericsson, NVIDIA, SAP, Scansoft, SCO, EMC, Veritas, Citrix, CISCO, Oracle, Computer Associates, RedHat, Infocus, Duplo, Samsung and Novell,fujitsu. These alliances on one hand give us access to best technology & products as well enhancing our understanding of the latest in technology. On the other hand they enhance our product portfolio, and enable us to be one stop shop for our customers.


Corporate: This site provides comprehensive information on HCL Infosystems - one of the premier IT Products and Services Company, was incorporated in 1976. HCL Infosystems Ltd. is single-window-shop for products & Infrastructure Solutions in the areas of IT, Communication, Office Automation, Enterprise Networking & VPN Services. HCL Infosystems products are backed by HCL's service support infrastructure the largest in India. HCL Infosystems has bagged a number of awards and accolades in its name, like : Ranked among the top Fast 500 Asia Pacific 2006 program by Deloitte Technology, Media & Telecommunications. Received 3 Channels Choice 2007 awards for Relationship Management, After Sales Support & Commercial Terms from DQ Channels, based on an IDC channel satisfaction survey. Presented with the Top Organization 2006 award by Institute of Marketing Management (IMM) in recognition of its innovation in marketing management. Won the Amity Corporate Excellence Award in the Computer hardware category. AWARDS & REC Activities: HCL Infosystems products and services portfolio includes Products & Services - Portfolio of products & services covers the entire spectrum of IT. Support Services Through HCL service center. Customer Satisfaction - Strive to exceed previous standards. Quality Incorporated new and better quality standards. Manufacturing - State of the art manufacturing plant at Pondichery. Products and Solutions portfolio includes Desktops and Notebooks - Business PCs, Home PCs and Infiniti Powerlite Notebooks. Workstations - Infiniti Challenger Workstationsa and SUN Workstations. Servers - Intel Servers, Infiniti Entry Level Servers, Infiniti True Enterprise Servers, Infiniti Blades Servers, Infiniti Itanium Servers, Infiniti Solutions and Infiniti Xcel Line Servers. Chipsets - Infiniti Xcel Line 1200 PR with nVIDIA geforce 6150 chipset, Infiniti Xcel Line 2200 YA with nVIDIA MCP 55 Pro chipset, Infiniti Xcel Line 2200AT with AMD 8131/8111 chipset, Infiniti Xcel Line 2200SY with Nvidia nForce Proffesional 2200 chipset and Infiniti Xcel Line 4200TL with AMD 8131/8111 chipset


HCL Products :Computing Products:Consumer / Home & Home Office

Home PCs Home Notebooks

Small and Medium Business & Education

Business Desktops

Business Leaptops

Atom PC



Servers Fujitsu

Enterprise Business / Public Sector, Health & Education Business PCs Business Notebooks Business Workstations Servers Thin Clients HCL Peripherals Keyboards, display products, Technology products, Networking products & Racks and Kiosks

Office Automation Imaging & Printing Solutions

Presentation product Solution




POS, KIOSK, Customer Service

Counter Products

POS Product



Digital Lifestyle Products & Solutions The range of HCL digital lifestyle products encompass: Apple HCL IT Peripherals

Software Solutions BancMate - India's first & only bi-lingual banking software BancMate is based on the concept that Customer orientedness heightens with communication in his language. BancMate works in the language of the user and account holder and meets the mandatory requirements of Official Languages Act, 1963. Brochure | more... BancMate CBS BancMate CBS India's first and only multi-lingual web based Core Banking Solution that communicates with users and account holders in their local language and meets all requirements of the mandatory Official Language Act, 1963. Brochure | more... OfficeMate OfficeMate is India's first multilingual office documentation software in conformity to The Official Language Act 1963 and RTI Act 2005... Brochure | more... BancScan BancScan is an end to end Business Intelligence solution in Banking right from data extraction, integration to delivering actionable, collaborative and web based reports to multiple business users across the whole enterprise. more... HRMate HRMate is bilingual web based solution that cater the need of Human Resource and Payroll Department of any organization for maintaing the personal information of an employee, processing of payroll, for maintaing Leave, Attendance.. more... Proposal Tracking System Proposal Tracking System, is a full featured, web based proposal management system to ease the difficulty faced by the banks to track a particular credit proposal and arrive at the time spent for clearance of a proposal. more... Easiest Provide on line (Centralized) transmission of data & funds in respect of Excise & service Tax collections by the authorized branches of various banks as it might be the appreciate. more...


BancR Inter Branch Reconciliation System helps Bank Head office to detect those remittance documents that are fraud in nature i.e. those remittance documents that are either not issued by any branch, or not paid by any branch, and many more reconciliation like this. more... We were given training on Servers and on surveillance

Training On Servers:
A server is any combination of hardware or software designed to provide services to clients. When used alone, the term typically refers to a computer which may be running a server operating system, but is commonly used to refer to any software or dedicated hardware capable of providing services. Components of a Server Computer


The hardware components that a typical server computer comprises are similar to the components used in less expensive client computers. However, server computers are usually built from higher-grade components than client computers. The following paragraphs describe the typical components of a server computer. Motherboard The motherboard is the computer's main electronic circuit board to which all the other components of your computer are connected. More than any other component, the motherboard is the computer. All other components attach to the motherboard. The major components on the motherboard include the processor (or CPU), supporting circuitry called the chipset, memory, expansion slots, a standard IDE hard drive controller, and input/output (I/O) ports for devices such as keyboards, mice, and printers. Some motherboards also include additional built-in features such as a graphics adapter, SCSI disk controller, or a network interface. Processor The processor, or CPU, is the brain of the computer. Although the processor isn't the only component that affects overall system performance, it is the one that most people think of first when deciding what type of server to purchase. At the time of this writing, Intel had four processor models designed for use in server computers: Itanium 2: 1.60GHz clock speed; 12 processor cores Xeon: 1.832.33GHz clock speed; 14 processor cores Pentium D: 2.66-3.6GHz clock speed; 2 processor cores Pentium 4: 2.4-3.6GHz clock speed; 1 processor core Each motherboard is designed to support a particular type of processor. CPUs come in two basic mounting styles: slot or socket. However, you can choose from several types of slots and sockets, so you have to make sure that the motherboard supports the specific slot or socket style used by the CPU. Some server motherboards have two or more slots or sockets to hold two or more CPUs. The term clock speed refers to how fast the basic clock that drives the processor's operation ticks. In theory, the faster the clock speed, the faster the processor. However, clock speed alone is reliable only for comparing processors within the same family. In fact, the Itanium processors are faster than Xeon processors at the same clock speed. The same holds true for Xeon processors compared with Pentium D processors. That's because the newer processor models contain more advanced circuitry than the older models, so they can accomplish more work with each tick of the clock. The number of processor cores also has a dramatic effect on performance. Each processor core acts as if it's a separate processor. Most server computers use dual-core (two processor cores) or quad-core (four cores) chips. Level 1 (Primary) Cache:

Level 1 or primary cache is the fastest memory on the PC and is referred to as 'internal' cache. It is built directly into the processor itself. This cache is very small, ranging from 8 KB to 64 KB, but it is extremely fast; it runs at the same speed as the processor. If the processor requests information and can find it in the level 1 caches that is the best case, because the information is there immediately and the system does not have to wait.

Level 2(Secondary) Cache: The level 2 caches is a secondary cache to the level 1 cache, is referred to as 'external' cache and is larger and slightly slower. It is used to catch recent accesses that is not caught by level 1 cache, and is usually 64 KB to 2 MB in size. A level 2 caches is usually found either on the motherboard or a daughter board that inserts into the motherboard. Pentium Pro processors actually have the level 2 cache in the same package as the processor itself (it isn't in the same circuit where the processor and level 1 cache are) which means it runs much faster than level 2 cache that is separate and residues on the motherboard.
Memory Don't scrimp on memory. People rarely complain about servers having too much memory. Many different types of memory are available, so you have to pick the right type of memory to match the memory supported by your motherboard. The total memory capacity of the server depends on the motherboard. Most new servers can support at least 12GB of memory, and some can handle up to 32GB. Hard drives Most desktop computers use inexpensive hard drives called IDE drives (sometimes also called ATA). These drives are adequate for individual users, but because performance is more important for servers, another type of drive known as SCSI is usually used instead. For the best performance, use the SCSI drives along with a high-performance SCSI controller card. Recently, a new type of inexpensive drive called SATA has been appearing in desktop computers. SATA drives are also being used more and more in server computers as well due to their reliability and performance.

Hot swappable hard disk. Patented shock absorption rail provides excellent protection and stability Network connection The network connection is one of the most important parts of any server. Many servers have network adapters built into the motherboard. If your server isn't equipped as such, you'll need to add a separate network adapter card. Video


Fancy graphics aren't that important for a server computer. You can equip your servers with inexpensive generic video cards and monitors without affecting network performance. (This is one of the few areas where it's acceptable to cut costs on a server.) Power supply Because a server usually has more devices than a typical desktop computer, it requires a larger power supply (300 watts is typical). If the server houses a large number of hard drives, it may require an even larger power supply. Chipset In computing, the term chipset is commonly used to refer to a set of specialized chips on a computer's motherboard or an expansion card. . In computing, the term chipset is commonly used to refer to a set of specialized chips on a computer's motherboard or an expansion card. In personal computers the first chipset for the IBM PC AT was the NEAT chipset by Chips and Technologies for the Intel 80286 CPU. Based on Intel Pentium-class microprocessors, the term chipset often refers to a specific pair of chips on the motherboard: the northbridge and the southbridge. The northbridge links the CPU to very high-speed devices, especially main memory and graphics controllers, and the southbridge connects to lower-speed peripheral buses (such as PCI or ISA). In many modern chipsets, the southbridge actually contains some on-chip integrated peripherals, such as Ethernet, USB, and audio devices. A chipset is usually designed to work with a specific family of microprocessors. Because it controls communications between the processor and external devices, the chipset plays a crucial role in determining system performance The manufacturer of a chipset often is independent from the manufacturer of the motherboard. Current manufacturers of chipsets for PC-compatible motherboards include NVIDIA, AMD, VIA Technologies, SiS, Intel and Broadcom. Apple computers and Unix workstations from Sun, NeXT, SGI, and others have traditionally used custom-designed chipsets; now that Sun and Apple both have x86 processors in at least some of their lines of products, they have begun to use standard PC chipsets in some of their computers. Some server manufacturers also develop custom chipsets for their products. Chipset used on servers 3XXX,5XXX applicaion softare like SAP , DB2,VB, SQL can be used. To be more specific 3120 and 3220 1cpu 5002 and 5000 requires 2 CPU. 8420 requires 4 CPU.

Ethernet Card
The system that helps connect a computer to an Ethernet network is called an Ethernet card. Another name for such a card is Network Interface Card (NIC). It can be inserted into one of the slots provided on the motherboard of the computer. Each of these cards has a unique identification number, known as the MAC address. Ever since their inception by the Xerox Company, Ethernet cards have managed to find their way into nearly every single computer in the world. The Ethernet Card An Easier Alternative for Data Transfer The Ethernet card was created to build a Local Area Network (LAN). Once Ethernet cable is connected to the Ethernet cards of two or more computers over the LAN, one can transfer files 20

and data. This can be carried out for external hardware such as printers and scanners when information from one computer needs to be transferred to another computer. Since technology has advanced greatly, there are wireless Ethernet cards also available, which make use of radio waves for data transmission. In case such connections are used, there will be a small antenna for transmitting data and carrying out requests from one machine to the other. These are prone to security breaches and so information security systems need to be kept up to date in computers that use them. . Different types of Ethernet card

Server operating systems

Some popular operating systems for servers such as FreeBSD, Solaris, and Linux are derived from or are similar to UNIX. UNIX was originally a minicomputer operating system, and as servers gradually replaced traditional minicomputers, UNIX was a logical and efficient


choice of operating system for the servers. UNIX-based operating systems, many of which are free in both senses, are popular. Server-oriented operating systems tend to have certain features in common that make them more suitable for the server environment, such as GUI not available or optional, ability to reconfigure and update both hardware and software to some extent without restart, advanced backup facilities to permit regular and frequent online backups of critical data, transparent data transfer between different volumes or devices, flexible and advanced networking capabilities, automation capabilities such as daemons in UNIX and services in Windows, and tight system security, with advanced user, resource, data, and memory protection. Server-oriented operating systems can in many cases interact with hardware sensors to detect conditions such as overheating, processor and disk failure, and consequently alert an operator and/or take remedial measures itself. Because servers must supply a restricted range of services to perhaps many users while a desktop computer must carry out a wide range of functions required by its user, the requirements of an operating system for a server are different from those of a desktop machine. While it is possible for an operating system to make a machine both provide services and respond quickly to the requirements of a user, it is usual to use different operating systems on servers and desktop machines. Some operating systems are supplied in both server and desktop versions with similar user interface. The desktop versions of the Windows and Mac OS X operating systems are deployed on a minority of servers, as are some proprietary mainframe operating systems, such as z/OS. The dominant operating systems among servers are UNIX-based and open source kernel distributions.[citation needed] The rise of the microprocessor-based server was facilitated by the development of Unix to run on the x86 microprocessor architecture. The Microsoft Windows family of operating systems also runs on x86 hardware, and since Windows NT have been available in versions suitable for server use. While the role of server and desktop operating systems remains distinct, improvements in the reliability of both hardware and operating systems have blurred the distinction between the two classes. Today, many desktop and server operating systems share similar code bases, differing mostly in configuration. The shift towards web applications and middleware platforms has also lessened the demand for specialist application servers.

Servers in daily life

Any computer or device serving out applications or services can technically be called a server. In an office or enterprise environment, the network server is easy to identify. A DSL/Cable modem router qualifies as a server because it provides a computer with application services like IP address assignment (via DHCP) and NAT, which is the firewall that helps protect a computer from external threats.[citation needed] iTunes software implements a music server to stream music between computers. Many home users create shared folders and printers. Another example are the many servers for such hosting online games such as Everquest, World of Warcraft, CounterStrike and EVE-Online.


RAID CARD:There are many applications

, particularly in a business environment, where there are needs beyond what can be fulfilled by a single hard disk, regardless of its size, performance or quality level. Many businesses can't afford to have their systems go down for even an hour in the event of a disk failure; they need large storage subsystems with capacities in the terabytes; and they want to be able to insulate themselves from hardware failures to any extent possible. Some people working with multimedia files need fast data transfer exceeding what current drives can deliver, without spending a fortune on specialty drives. These situations require that the traditional "one hard disk per system" model be set aside and a new system employed. This technique is called Redundant Arrays of Inexpensive Disks or RAID. ("Inexpensive" is sometimes replaced with "Independent", but the former term is the one that was used when the term "RAID" was first coined by the researchers at the University of California at Berkeley, who first investigated the use of multiple-drive arrays in 1987.) The fundamental principle behind RAID is the use of multiple hard disk drives in an array that behaves in most respects like a single large, fast one. There are a number of ways that this can be done, depending on the needs of the application, but in every case the use of multiple drives allows the resulting storage subsystem to exceed the capacity, data security, and performance of the drives that make up the system, to one extent or another. The tradeoffs--remember, there's no free lunch--are usually in cost and complexity. There are many different ways to implement a RAID array, using some combination of mirroring, striping, duplexing and parity technologies. Several standardized methods were defined in the 1988 Berkeley research publication that is credited with starting the RAID phenomenon; for some (unfortunate) reason, the researchers decided to call these different techniques levels. This was a poor choice of words in my opinion because the word "level" implies hierarchy or revision, or that the different RAID levels are somehow "built upon each other", when in fact, that is not the case. The word "level" implies to some people that "RAID level N+1" is better somehow than "RAID level N". In fact, this isn't really true--the various levels are independent and different, and no strict hierarchy should be inferred from the specific number attached to a RAID level. A given RAID level that is "better" for one person may be "worse" for another. RAID Levels:The original 1988 paper defined RAID levels 1 through 5; since then, single RAID levels 0 and 6 have been added to the mix, and other extensions such as the proprietary RAID 7 have shown up as well. Beyond these single-level RAID designs, a number of multiple RAID levels have been defined, which use two or more of the single RAID levels in combination to create new array types with new capabilities (and limitations). Most of these different RAID levels are in use today in different systems, a testament to the different needs of various RAID users. Some


have largely disappeared from the market as experience over time has shown them to be inferior to other levels without advantages to compensate In this section I take a detailed look at RAID levels. I start with a discussion of some of the key technical factors that differentiate RAID levels; these are then used to frame the coverage of the RAID levels themselves. I discuss the eight single-level RAID designs, and take a look at several common multiple-level RAID types as well. Each RAID level is discussed in detail and information is provided about over a dozen of its various characteristics, with general recommendations provided for typical uses of each level. Finally, I show a summary comparison table that contrasts the different levels in terms of their benefits and costs.

Mirroring is one of the two data redundancy techniques used in RAID (the other being parity). In a RAID system using mirroring, all data in the system is written simultaneously to two hard disks instead of one; thus the "mirror"
concept. The principle behind mirroring is that this 100% data redundancy provides full protection against the failure of either of the disks containing the duplicated data. Mirroring setups always require an even number of drives for obvious reasons. The chief advantage of mirroring is that it provides not only complete redundancy of data, but also reasonably fast recovery from a disk failure. Since all the data is on the second drive, it is ready to use if the first one fails. Mirroring also improves some forms of read performance (though it actually hurts write performance.) The chief disadvantage of RAID 1 is expense: that data duplication means half the space in the RAID is "wasted" so you must buy twice the capacity that you want to end up with in the array. Performance is also not as good as some RAID levels.

Block diagram of a RAID mirroring configuration. The RAID controller duplicates the same information onto each of two hard disks. Note that the RAID controller is represented as a "logical black box" since its functions can be implemented in software, or several different types of hardware (integrated controller, bus-based add-in card, stand-alone RAID hardware.) Mirroring is used in RAID 1, as well as multiple-level RAID involving RAID 1 (RAID 01 or RAID 10). It is related in concept to duplexing. Very high-end mirroring solutions even include such fancy technologies as remote mirroring, where data is configured in a RAID 1 array with the pairs split between physical locations to protect against physical disaster! You won't typically find support for anything that fancy in a PC RAID card. :^)

Duplexing is an extension of mirroring that is based on the same principle as that technique. Like in
mirroring, all data is duplicated onto two distinct physical hard drives . Duplexing goes one step beyond mirroring, however, in that it also duplicates the hardware that controls the two hard drives (or sets of hard drives). So if you were doing mirroring on two hard disks, they would both be connected to a single host adapter or RAID controller. If you were doing duplexing, one of the drives would be connected to one adapter and the other to a second adapter.


Block diagram of a RAID duplexing configuration. Two controllers are used to send the same information to two different hard disks. The controllers are often regular host adapters or disk controllers with the mirroring done by the system. Contrast this diagram with the one for straight mirroring.

The main performance-limiting issues with disk storage relate to the slow mechanical components that are used for positioning and transferring data. Since a RAID array has many drives in it, an opportunity presents itself to improve performance by using the hardware in all these drives in parallel. For example, if we need to read a large file, instead of pulling it all from a single hard disk, it is much faster to chop it up into pieces, store some of the pieces on each of the drives in an array, and then use all the disks to read back the file when needed. This technique is called striping, after the pattern that might be visible if you could see these "chopped up pieces" on the various drives with a different color used for each file. It is similar in concept to the memory performance-enhancing technique called interleaving. Striping can be done at the byte level, or in blocks. Byte-level striping means that the file is broken into "byte-sized pieces" (hee hee, sorry about that, I just couldn't resist. ;^) ) The first byte of the file is sent to the first drive, then the second to the second drive, and so on. (See the discussion of RAID level 3 for more on byte-level striping.) Sometimes byte-level striping is done as a sector of 512 bytes. Block-level striping means that each file is split into blocks of a certain size and those are distributed to the various drives. The size of the blocks used is also called the stripe size (or block size, or several other names), and can be selected from a variety of choices when the array is set up; see here for more details.


Block diagram of a RAID striping configuration. One controller (which again can be hardware or software) splits files into blocks or bytes and distributes them across several hard disks. The block size determines how many "pieces" files will be split into. In this example, the first block of file 1 is sent to disk #1, then the second block to disk #2, etc. When all four disks have one block of file 1, the fifth block goes back to disk #1, and this continues until the file is completed. Note that file 3 is only on one disk; this means it was smaller than the block size in this case.

Striping is used in the implementation of most of the basic, single RAID levels (and by extension, any multiple RAID levels that use those single RAID levels). However, the actual way striping is set up, and how it is used, varies greatly from level to level. RAID 0 uses block-level striping without parity; RAID 3 and RAID 7 use bytelevel striping with parity; and RAID 4, RAID 5 and RAID 6 use block-level striping with parity. Note the distinction between striping with and without parity: striping by itself involves no redundancy, and therefore, provides no data protection. Also see the discussion of RAID 2 for a look at the oddball bit-level striping with ECC defined by that RAID type.

switched-mode power supply (also switching-mode power supply, SMPS, or simply switcher) is an electronic power supply unit (PSU) that incorporates a switching regulator in order to provide the required dc output voltage.


Pedestal Server Back Servers that can span from Entry Basic to Entry Performance

With the latest Intel Xeon Dual/Quad Core CPU support up to 1333 MHz FSB and 6 SATA ports (value) (performance + value) with dual processor capability, HCL Net Manager 2700 SO Server is the best suited and an ideal server giving high-end performance and flexibility at a lower cost. With easy setup and manageability features, HCL Net Manager 2700 SO is an ideal platform providing ideal solution for building managing, supporting and running departmental security, enterprise class computing and small databases. Supports up to Two Intel Xeon Dual/Quad Core 5000 Sequence CPU (Bensely Series) at up to 3.73 GHz with 12MB L2 Cache Intel 5000V Chipset Fast Throughput up to 1333 MHz FSB Up to 16GB of DDR2 667 FBDIMM Memory on 8 FBDIMM Slots 5 I/O Slots including PCI-e slots SATA Controller with HOST RAID 0,1,10 & optional SAS Controller Support IPMI Compliant with on-board BMC (Baseboard Management Controller) which seamlessly interacts with Management software to give timely status reporting & health monitoring.

HCL Net Manager 2700 SO Sever (SATA/SAS Models) Value XeonT 5000 Sequence Dual/Quad Core Server


Virtualization Support Intel VT

With the latest Intel Xeon Dual/Quad Core CPU support up to 1333 MHz FSB and 4 Ports SAS with dual processor capability, HCL Net Manager 2700 ST Server is a mainstream server with high-end features as advanced memory protection & KVM over IP remote manageability features. With easy setup and remote manageability features, , HCL Net Manager 2700 ST Server is an ideal platform providing ideal solution for building managing, supporting and running departmental security, reliable enterprise class computing and databases. Supports up to Two Intel Xeon Dual/Quad Core 5000 Sequence CPU, supports complete range of 5300 Series Quad Core Xeon processors Intel 5000P Chipset Fast Throughput up to 1333 MHz FSB Up to 32GB of DDR2 667 FBDIMM Memory on 8 FBDIMM Slots 6 I/O Slots including PCI-e slots 6 SATA Ports with HOST RAID & optional SAS Controller Support Advanced memory protections features as Memory Mirroring & Sparing supported IPMI Compliant with Remote manageability features KVM over IP, Media redirection, etc. through add-on options. Available in Pedestal, 5U & 2U form factors. Virtualization Support Intel VT

HCL Net Manager 2700 ST Server Performance XeonT 5000 Sequence Dual/Quad Core Server



Back With the latest Intel Xeon Dual/Quad Core CPU technology, 1333 MHz FSB and SATA Controller, Infiniti Global Line 2700 CA is the best suited for dense environments and an ideal server giving high-end performance in a dense form factor. Supports up to Dual Intel Xeon Multi-core CPU at frequencies up to 3.3 GHz with 12 MB L2 cache Fast Throughput up to 1333 MHz FSB Up to 12GB of DDR2 667 FBDIMM Memory with 6 DIMM slots Two I/O Slots including PCI-e slots Two NHS SATA Ports Inbuilt Management Features Available in 1U Dense Rack Optimized Form factor With the latest Intel Xeon Dual / Quad Core CPU technology, 1333 MHz FSB and SATA / SAS Controller, Infiniti Global Line 2700 AO is the best suited for Businesses that require I/O flexibility and performance in a dense IT environment or when footprint really matters. IGL 2700 AO is an affordable and reliable family of Rack-Optimized, Highly Integrated Server Systems Designed for Flexible, High-Density Server Solutions. Supports up to Dual Intel Xeon Multi-core CPU at frequencies up to 3.16 GHz with 12MB L2 Cache Fast Throughput 1333 MHz FSB HCL Net Manager 2700 AO Up to 32GB of DDR2 667 FBDIMM Memory Five I/O Slots including PCI-e slots 1U/2U Rack Optimized Dual XeonT Six SATA Ports Multi Core Server Memory Mirroring & Sparing supported IPMI Compliant with Remote manageability features KVM over IP, Media redirection, etc. through add-on options Available in 1U/2U Rack Optimized Form factor

HCL Net Manager 2700 CA Value 1U Optimized Dense Dual XeonT Multi Core CPU Support

Any pedestal server can be converted to rack. This type of server cabinet is available in 600mm & 800mm width and 900mm & 1000mm depth. Each server cabinet features a lockable and removable side panel, lockable front and rear doors (front glass) with vented top cover and 4x 19" adjustable profiles. Comms-Express offers a high-quality server cabinet range which comes in highly functional designs


Application of racks
A 23-inch rack is used for housing telephone (primarily), computer, audio and other equipment though is less common than the 19-inch rack. The size notes the width of the faceplate for the installed equipment. The rack unit is a measure of vertical spacing and is common to both the 19 and 23-inch (580 mm) racks. Hole spacing is the same as for 19-inch (480 mm) racks. Another name for this type of racks is "ETSI rack", relating to a standards body in telecommunications. Rack:1U






CCTV Based Solution:-

Digital Video Recorder


The cable used for connection between cameras (1,2,3,4) and digital video recorder is BNC connector. The connector for pluging in is called RJ45. Cost of coaxial cable for 4 core is Rs 400 per metre. Cost of coaxial cable for 6 core is Rs 600 per metre.


Diffirent types of cameras which can be used for survelliance are give below.
Dome type camera

Box type Camera

IR camera


Tdome camera


Scope of Project
A. Creating awareness of the brand HCL. B. Marketing and selling Of HCL products.

Future Of Desktops And Laptops:PC Sales in India has jumped 20% since last year and the sales figure currently stands at 6.5 million (5.4 million in 2006) Notebook PC sales surged to 1.8 million, from 980,000, as prices that fell below 20,000 rupees (500 dollars) made laptops the favoured choice of young first-time buyers. Sales of notebook PCs grew the most, by 81% as compared to 7% growth in the desktop PC segment. Consumer PC sales grew by 23% in 2007, outpacing commercial client PC sales, which expanded by 19%. HP is the market leader (23%), while HCL (13%) and Lenovo follow (10%) Servers registered a growth of 50 percent over the first half of last fiscal year. Growth of white box sales (assembled PCs) is almost stagnant, growing at 1-2 per cent y-o-y The customised PC market is growing and consumers are shifting from CRT to TFT or LCD monitors Market for printers actually shrank, with 82 percent decline for line printers, 24 percent for dot matrix, 9 percent for lasers and 2 percent for inkjets. The falling laptop prices is a major catalyst in the soaring sales and notebook/laptops sales is expected to grow further- and corner 40 % of the overall client PC sales in India by 2010. Whats really interesting to note is the dent laptops have caused in the peripheral market. This will directly impact the third party who sell bundled products, while OEMs will still rake moolahs. India PC market shipments flat in CY 2008 at 7.98 million units Over 1.56 million PCs shipped in 4Q 2008, a 22.7% year-on-year drop Home and SMB sectors hold out a ray of hope for hardware industry Government and Public Sector to remain bright spots in the commercial PC market Mumbai, March 26, 2009 The overall India Client PC market shipments remained flat at 7.98 million during January-December 2008 against 8.06 million in 2007. For CY 2008, desktop PC shipments dropped 10.1%* while notebook PC shipments recorded a growth of 31.5%* on a year-on-year basis. Table 1: India PC Shipments and Growth by Form Factor: CY 2008 over CY 2007* Form Factor CY 2007 in 000s CY 2008 in 000s Growth 2008 over CY


2007 Desktop PCs Notebook PCs Total Client PC 6,303 1,760 8,063 5,664 2,315 7,979 -10.1% +31.5% -1.0%

*According to IDCs India Quarterly PC Tracker 2008, 4Q 2008, March 2009 release During the October-December 2008 quarter (4Q 2008) the overall India Client PC shipments were 1.56 million units, a drop of 22.7%* over the same period previous year. The desktop PC shipments dropped 24.7%*, while notebook PC shipments recorded a 17.4%* degrowth (4Q 2008 over 4Q 2007). Table 2: India PC Shipments and Growth by Form Factor: 4Q 2008 vs. 4Q 2007* Form Factor Desktop PCs Notebook PCs Total Client PC 4Q 2007 in 000s 1,473 549 2,023 4Q 2008 in 000s 1,109 454 1,563 Growth (4Q 08 over 4Q 07) -24.7% -17.4% -22.7%

*According to IDCs India Quarterly PC Tracker 2008, 4Q 2008, March 2009 release During the fourth quarter Hewlett-Packard retained the top spot in the overall India Client PC (Notebooks and Desktops combined) market with a market share* of 15.6% by unit shipments. Dell dislodged HCL from the second spot with an 10.9% share, while HCL was third with 9.6% of total PC shipments. In terms of desktop PC shipments during 4Q 2008, HP and HCL were tied at first position with a market share* of 10.6% each, while Dell ranked third. In terms of notebook PC shipments during 4Q 2008, HP retained the top spot with a reduced market share* of 27.6% followed by Dell at the second spot while Acer came in third. Table 3: India Client PC (Desktop + Notebook) Shipments: Top 3 Vendor Market Shares (% of units), 4Q 2008 vs. 4Q 2007* 4Q 07 Client PC Shipments (Notebook PCs + Desktop PCs) Vendor Hewlett-Packard HCL Lenovo Market Share 17.6% 10.8% 8.9% 4Q 08 Client PC Shipments (Notebook PCs + Desktop PCs) Vendor Hewlett-Packard Dell HCL Market Share 15.6% 10.9% 9.6%

*According to IDCs India Quarterly PC Tracker 2008, 4Q 2008 quarter, March 2009 release The Home and SMB segments recorded the lowest drop (in percentage terms) in CY 2008 vis-vis CY 2007. The measures announced by the RBI to free up credit are expected to revive demand from these segments and a moderate recovery in shipments may result during the second half of CY 2009, said Sumanta Mukherjee, Lead Analyst, Computing Products Research, IDC India.


The industry is also resting its hopes on the infrastructure, public sector spending and eGovernance and development projects, Sumanta added. Despite these measures, CY 2009 could still see a drop in overall India Client PC shipments. Judicious inventory management, coupled with marketing initiatives to explore the hitherto untapped long tail of customers in the Indian heartland could be the key to survival in a tough year, opined Kapil Dev Singh, Country Manager, IDC India.

In a subdued India PC market, Hewlett-Packard (HP) held the largest share, HCL Infosystems grew and Dell saw a decline in its share during 1Q 2009 (JanuaryMarch 2009), according to technology research firm IDC Indias latest study*.. HP maintained its lead and gained share in PCs (desktops and notebooks) to capture 18.2% of the India PC market in terms of unit shipments. HCL Infosystems with a market share of 9.8% of overall PC shipments regained the second spot. Dell, which jumped to second position for the first time in the Oct-Dec 2008 quarter, slipped back to the third spot in 1Q 2009. While Acers market share dipped marginally (7.7% in 4Q 2008 to 7.3% in 1Q 2009), Lenovos share showed a more pronounced drop of 1.9 points (6.6% in 4Q 2008 to 4.7% in 1Q 2009), says the IDC India study*. Table 1: India PC Shipments: Top 5 Vendor Shares (% of units), 1Q 2009 vs. 4Q 2008* 2008 PC Shipments (Desktop PCs + Notebook PCs) Vendor Hewlett-Packard Dell HCL Infosystems Acer Lenovo Market Share 15.6% 11.0% 9.6% 7.7% 6.6% 2009 PC Shipments (Desktop PCs + Notebook PCs) Vendor Hewlett-Packard HCL Infosystems Dell Acer Lenovo Market Share 18.2% 9.8% 9.7% 7.3% 4.7%

*According to IDCs Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009 quarter, May 2009 release HP has been numero uno in the India PC market consistently every quarter over the last four years (2005, 2006, 2007 and 2008). At the global level as well, HP dethroned Dell to claim the No. 1 spot in the US PC market, while Dell faced a tough quarter across the board according to IDCs Worldwide Quarterly PC Tracker, April 15, 2009 release) Moving forward, hardware in general and PC shipments in particular will continue to remain under pressure. Winners would gain market share and improve profitability through the right price/volume mix and optimal exploitation of supply chain efficiencies, 37

stated Kapil Dev Singh, Country Manager, IDC India. With the twin forces of market de-growth and loss of share, those vendors who do not occupy a clear niche in customers minds would be under pressure, Kapil added. In the short term, over the next two quarters, vendor positions in the India PC market would be largely determined by how well they are able to exploit the opportunities presented by the Consumer, Education and Government segments, the IDC India report added. The India PC market witnessed a 7% quarter-on-quarter (QoQ) growth in shipments in 1Q 2009 (first quarter of calendar year 2009) over 4Q 2008 (fourth quarter of calendar 2008), according to IDCs Asia/Pacific Quarterly PC Tracker, May 2009 release. A total of 16,79,000 units of Client PCs (desktops and notebooks) were shipped during the January-March quarter of 2009. Desktop PC shipments of 12,13,000 units registered a sequential growth* of 9% QoQ while notebook PC shipments of 4,66,000 units recorded a growth* of 3% QoQ. Table 2: India PC Shipments and Growth by Form Factor: 1Q 2009 over 1Q 2008* Form Factor Desktop PCs 1Q 2008 14,81,000 4Q 2008 11,09,000 4,54,000 15,63,000 1Q 2009 12,13,000 4,66,000 16,79,000 Growth 1Q 2009 over 1Q 2008 -18% -21% -19% Growth 1Q 2009 over 4Q 2008 9% 3% 7%

Notebook PCs 5,90,000 Total Client PC 20,72,000

*According to IDCs Asia/Pacific Quarterly PC Tracker 2009, 1Q 2009, May 2009 release In spite of the overall subdued market, the total installed base of PCs in India surged past the 36 million units mark.


The marketing process

Task alloted 1. Identify the list of Management institutes and Parma Companies located out of Mumbai territory (Andheri East ) 2. Plan visit to those accounts meeting Students/ faculty members in Management colleges and Admin, Mktg, Purchase and HR persons in Parma companies. 3. Minimum 6-7 visits per day 4. Lead generation for Desktop and mobile computing (Mileap and Leaptop) from above visit 5. Giving demo and closure of mobile computing Marketing Strategy Initallly from 7th of may to 24th of may joint call were made with senior buddies. Approximately 90 calls were done in span of two months. Some of the calls were joint calls and most of them were individual calls. I was required to collect following information about company visited Name of purchase manager:Email Id:Telephone No:Requirement about Laptops/desktop:If the company is existing user is there any problem.

Steps adopted for getting an appointment and Problems Faced 1. We were not given any data about companies. We were on our own from identifying which companies to visit , getting data like name of purcahse manager, telephone number etc. 2. The very first visit to every school or institution or any company was alwaya a cold call. 3. The very first problem was getting through the security guard. Asking him the name of purchase person, getting the board line number. In most of the cases I was not told the name of purchase person and was not entertained. If 39

4. I used to stress upon getting the board line number and the name of purchase person. 5. If I could get that then I used to call on board line number and talk to person and ask for appointment. 6. In that also many would deny giving appointment. 7. If person is not showing interest I used to tell them that HCL is doing survey for it customers, if they have any problem they can share with me through this meeting. 8. After all this there were some who used to say I that they had meeting ,please come afterwards. 9. If I got to meet the person I used to explain different products of HCL and get filled a questionnaire to know what they feel about HCL as a brand. 10. The questionnaire is so designed that it would reflect awareness of HCL as a brand.


Experience in the form of Conversation

(I was in Marol industrial estate for cold calling I entered into a company called Parikh engineering works the security guard stopped me) SG -Security Guard, KB-Kanu Bhai the purchase manager Me: I am Abhijit Deshmane from HCL want to purchase manager of yours (in Hindi). SG: whom do you want to meet name that person? Me: (since I did not know the name ) I said repeated I from HCL we are doing survey about companies and I would like to name of your purchase manager.( I gave him my card). SG: Kanu Bhai looks after the purchase manager but I cannot let you in. Me: I said let me talk to him on intercom. SG: he agreed.(dialed the phone number and handed phone to me) Me: hello, this is Abhijit Deshmane form HCL, if I could have some time of yours, I would like to share about HCL and its products. KB:I cannot give my time to you like this. This is the most unprofessional way of doing calls. You should have taken appointment. Me: can we meet tomorrow sir? Same time. KB: fine The next day I entered the premises greeted the security guard . told him that I have appointment with Kanu Bhai. Me: hello Sir. I am Abhijit KB: hi, Abhijit I have only 5 min for you. So what you have for me? Me :( the moment I heard 5 min, I skipped all formalities) you might be aware of our products like desktop, laptops. We have range of products for surveillance needs (I was showing him the broucher) baggage screener, server so on.. KB: Abhijit, you do one thing keep these broucher with me and give your card , if I need any thing I will give you a call. Me: (I handed my card to him) may I have your card? KB: yes off course (gave his card) thank you. It was nice meeting you. Me: Thank you very much for your time. I walked form office. In less than two minutes I was on my way. I realized that I could not create an impact on MR.KANU BHAI and he knew that I was there for selling him some thing. And I did not have any product which would attract his attention.


After this I made a questionnaire for making a good start and I decide to ask questions that would be of interest to front person and also help the HCL. And also I could get an easy entry into premises when in would say that I am doing survey. One of better experiences that I have to share us the following I made a cold call at Rajiv Gandhi Memorial School high school. Till this time I had learnt to be confident. I walked into school and and asked for principal room to a person inside. M-Principal of School Mr.Mishra I entered into principal room. Me: I Am Abhijit Deshmane form HCL. M: hello. Me: We are doing a survey of schools for HCL, may I have some time of yours? M: I have an important meeting to be attended please wait for 15 min and I will address your question. Me: No problem. M: Arrange for cup of tea for gentleman. he said (I waited there in the mean time I was offered a cup of tea I drank. I was looked on his table I saw some school forms it was the month of june, since school were starting I thought this is guy is really busy ) After 15 min he was back M: yes ,what can I do for you. Rather than getting straight o point Me: you must be very busy these days because of school is reopening. M:yes, (he got excited he told me how much busy he was in process and he was working very hard and late in school. Though not interested in his talk I was listening ) Me: As I told you we are doing survey and I want you to fill this questionnaire for me. Me: Instead giving him the question set istarted asking him question from the question set I hae preapared ) Some of question he answered very instantly some were not in his authority. Than I started telling him about HCL products he was listening to patiently. he wondered about the range of products HCL has . We had a chat of 25 min. Me:may I have your card ? M: yes, I will let you know if any requirement arises. This was the better experience I had in these two months.


Learnings from Cold Calling:The obituary for cold calling is premature. While in the perfect world, your phone would be ringing off the hook all day with clients offering you business, the reality is that if you want business, you need to go after it, and cold calling is an effective sales tactic if it's done properly. But many small business people would rather spend an entire day in a dentist's chair than go cold calling. Does the thought of cold calling makes your stomach drop to your toes? These cold calling tips won't eliminate your fear, but they will help you make cold calling a more successful experience. 1) Focus on the goal when cold calling. Cold calling is not about making the sale. It's about getting the chance to make the sale. Specifically, the purpose of a cold call is to set an appointment to make the pitch. 2) Research your markets and prospects. You need to target your cold calling to the right audience. Use market research to focus on your target market. Then find out as much as you possibly can about the company or individual you're going to cold call in advance. This gives you the huge advantage of being able to talk about their business and their needs when you call them. 3) Prepare an opening statement for your cold call. This 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. 4) What should be in the opening statement of your cold call? This organizational scheme works well: "Include 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..'" 5) Prepare a script for the rest of your cold call.


Lay out the benefits of your product or service and the reasons your prospect should buy. Write out possible objections and your answer to them. Without a script, it's too easy to leave something out or meander. Once again, it's not that you'll be reading your script word for word when you call, but that you've prepared the framework of the cold call in advance. 6) Ask for an appointment at a specific time when cold calling. Say, "Would Wednesday at 11 a.m. be a good time to meet?" instead of saying, "Can I meet with you to discuss this next week?" 7) Remember that gatekeepers are your allies not your foes. Be pleasant to whoever picks up the phone or is guarding the inner sanctum when cold calling. Develop strategies to get the gatekeeper on your side. Sometimes asking, "I wonder if you could help me?" will help you get the information you need, such as the name of the right person to talk to or when the best time to contact the prospect is. Learning the names of gatekeepers and being friendly when cold calling helps, too. 8) 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.


Learnings from Industry:1. The market for desktop computers is declining. 2. The market for notebook computers is on boom. 3. The competition for market has increased in india as players like Dell has come. In a very short span of time dell has achieved 11% share of total desktop and notebook market in india in 2008. Dells branding and advertising has been amazing. 4. HCL major share comes from selling desktop computers and share from laptop is less. I have mentioned that market for desktop is declining therefore laptops should be promoted by HCL. 5. When asked on personal basis the following question What brand of laptop would you purchase if given an opportunity? 74% of the people preferred dell as their notebook.


Learnings about company As brand :1. HCL has significance present in public sector. 2. The awareness of HCL products in the private sector and small and medium business is less. 3. Customers really used to wonder when I used to put range of products HCL has in front of them. People are not aware of all the brand of the products of HCL.


For understanding customer and knowing more about HCL as a brand I had prepared the following questionnaire.I used to ask customer the following questionnaire. The following questionnaire was approved by Mr. K Basu email dated 3rd of June 2009 marked cc to Mr.sunil gera and Mr. chandan motwani Name of Institute/Company:Name of the concern person:Questionnaire 1)Which brand of desktop / laptop you are using in the institute? A)dell B)HP C)HCL D) spefify if any other 2)Why are you using the above brand? 3)Number of desktops using right now (approximately)? 4)Is their any requirement of desktop/laptop in near future in institute?

5)What brand of laptop/dektop would you purchase if given an opportunity for personal use ? A)dell B)HP C)HCL D) spefify if any other 6)Rank the following from 1 to 5 buying equipement ? Price After sales service Looks of equipment Featutes Life of equipment Specify if any other. 1 being top proirity. Things which you look for before

7)Are you satisfied with brand you are using right now in institute? A)Yes B)No 8)What extra qualites you are looking in now?


9)Will you shift the brand to HCL if the above mentioned qualities are prvided to you ? A)Yes B)No 1)Which brand of desktop / laptop you are using in the institute? A)dell B)HP C)HCL D) spefify if any other

Which brand of desktop / laptop you are using in the institute?

18% 40% 23% 19%

Dell HP HCL Specify if any other

2)Why are you using the above brand?

Why are you using the above brand? 50 40 30 20 10 0 management decision cost of equipment Good service other


5)What brand of laptop/dektop would you purchase if given an opportunity for personal use ? A)dell B)HP C)HCL D) spefify if any other
What brand of laptop/dektop would you purchase if given an opportunity for personal use?

3% 10%


Dell HP HCL 74% Specify if any other

7)Are you satisfied with brand you are using right now in institute? A)Yes B)No
Are you satisfied with brand you are using right now in institute? 43 42 41 40 39 38 37 36 38



9)Will you shift the brand to HCL if the above mentioned qualities are prvided to you ? A)Yes B)No

Reference: 50 reference book Philip Kotler