.

ACKNOWLEDGEMENT
The successful completion of my Organization research project is due to the immense
help and guidance provide by various people. I would like to express my heartiest
gratitude towards my guide Mr. inod !apoor.
The vote of thanks would not be complete unless and until I express my gratitude to our
institute faculty" who helped me in providing help where ever I needed. It is only because
of them that I have completed my research project successfully and on time. They also
helped me in discovering my area of interest and providing me with the right topic. Once
again I thank everyone who helped me in my project.
#
T$%&' O( )O*T'*T+
S.No. Topic Page No.
#. 'xecutive +ummary #
,. Introduction ,
-. )ompany .rofile /
0. .resent Marketing +trategy 1
2. (uture .roject #3
/. Objectives of the .roject 0#
3. 4esearch Methodology 0,
5. $nalysis 6 Interpretation 0-
1. )onclusion 02
#7. +uggestions 0/
##. %ibliography 03
#,. $nnexure 05
#-. 8uestionnaire 2,
,
EXECUTIVE SUMMARY
IT is forging ahead in the country and a wave of optimism continues to wash the
industry current market scenarios present a perfect opportunity for IT industry.
The Indian IT industry has been competing till now on its ability to reverse engineer the
products" that are produced by international companies offer years of research to sale
them at cheaper prices however the Indian IT companies have to develop their
capacity in basic research to produce original molecules.
)ompton established in #11-" is a strong team of 02 IT professionals and
prosperity for its customers. To make lives smoother with latest break through in
technology" enabling our customers to perform day to day jobs with speed and
spending time saved on more important aspects of business or life.
)ompton is premium business partner for 9.:)ompa; and main focus as been to bring
new technologies to 9omes and Offices. 9. .remium %usiness .artner is a rare status in
9.. <e have successfully finished several turnkey projects encompassing hardware"
software and training on complete solutions.
Our main product line is .)s" &aptops" .almtops" .rojectors" .rinters" +canners" &aser
printer" .lotter" $ll in ones" T(T screens" =igital +olutions" .) Maintenance" *etworking"
Intranet solutions.
)ompton specializes in bringing complete IT solutions to our customers. &et our
customer be a mid size corporate" or a +O9O user or a home user we try to go beyond
customer>s expectations. Our service backup facility and well trained team is our main
strength.
)ompton as a team thrives to reach out to our customers through our distribution channel.
<e wish to take our services globally with unwavering commitment to customer
satisfaction. <e wish to move forward with strong base of values" values that keep
interest of our internal and external customers first without compromise.
-
INTRODUCTION
HP ORGANISATION:
9... came in to existence in #1-1. $s 9. grows" %ill 9ewlett and =ave .ackard create a
management style that forms the basis of 9.?s famously
open corporate culture and influences how scores of later
technology companies will do business. =ave practices a
management techni;ue @ eventually dubbed Amanagement
by walking aroundA @ which is marked by personal
involvement" good listening skills and the recognition that
Aeveryone in an organization wants to do a good job.A $s
managers" %ill and =ave run the company according to the
principle later called management by objective @ communicating overall objectives
clearly and giving employees the flexibility to work toward those goals in ways that they
determine are best for their own areas of responsibility.
9. becomes a publicly traded company. Its initial public offering is held *ovember /"
#123 for B#/ per share. $ll employees at all levels with six months of service receive an
automatic stock grant and become eligible for a stock option program.
9. begins manufacturing in
its first building in the +tanford
Industrial .ark" .alo $lto. The
move to the site at #27# .age Mill
4d. is completed in #1/7" when it
becomes 9.?s corporate
head;uarters. +ituated on a 27 acre
hilltop" the new site supports the
company philosophy that people
re;uire attractive and pleasant
surroundings to attain maximum job
satisfaction and to perform to the
=ave .ackard practices
Amanagement by walking
aroundA
9.?s new head;uarters
0
best of their abilities. The air:
conditioned
buildings are situated to provide views of lower +an (rancisco %ay
and to receive maximum natural light. The site includes a landscaped
patio" horseshoe pits" volleyball and badminton courts" and a large
cafeteria" all for the use of employees.
9. continues its tradition of innovation with the introduction of a new
array of computing products. (oremost among them is the 9.:-2" the
first scientific handheld calculator" which ushers in a new era of
portable" powerful computing.
9. continues to look for new opportunities around the globe" laying
the groundwork for an eventual joint venture with )hina over the
course of several trips by 9. representatives to that country.
The decade is marked by significant growth in earnings and employment" with 9.
passing the B# billion mark in sales in #13/. The company will pass the B, billion mark
three years later in #131. Toward the end of the decade" %ill 9ewlett and =ave .ackard
delegate day:to:day operating management of the company
to Cohn Doung.
9. becomes a major player in the computer industry in the
#157s with a full range of computers" from desktop
machines to portables to powerful minicomputers. 9. also
links computers with its electronic instruments and medical
and analytical products" making them faster and more
powerful.
9. makes its entry into the printer market with the launch of inkjet printers and laser
printers that connect to personal computers. 9.?s high:;uality" inexpensive inkjet printers

The 9.:-2" the
world?s first
scientific
handheld
calculator
9.:#27 Touchscreen and
9. &aserCet
2
spell the end of dot:matrix printers. The 9. &aserCet printer line" which debuts in #150"
goes on to become the company?s most successful single product line ever. The ;uality
and reliability of 9.?s printers make 9. a highly recognizable brand by both consumers
and businesses.
*ear the end of the decade" 9. is recognized for its rich past as well as for its
technological advances and products. The garage where the
company started is declared a )alifornia historical
landmark" and 9. celebrates its 27th anniversary.
$t the beginning of the ,#st century" 9. focuses on
reducing the cost and complexity of information
technology EITF systems for business and improving the
overall experience consumers have with technology.
9.?s trading symbol on
the *ew Dork +tock
'xchange becomes 9.8
on May /" ,77,.
/
O Ma! "# $%%$# HP co&p'e(e) i() &e*ge* (*a)ac(io +i(, Co&pa- Co&p.(e*
Co*p.# (,e 'a*ge)( (ec, &e*ge* i ,i)(o*!. The new 9. is a leading global provider of
products" technologies" solutions and services to consumers and business. The company?s
offerings span IT infrastructure" personal computing and access devices" global services"
and imaging and printing.
HP &o/e) .p (,e 0o*(.e 1%% 'i)(ig (o No. 2".
In $pril" )ompa; unveils the i.$8 .ocket .).
On Cune ," 9. completes divestiture of $gilent Technologies. $s a
result of the distribution of shares of $gilent Technologies common
stock" $gilent Technologies is now a fully independent company.
)arly (iorina is named chairman of the board of directors on
+eptember ,,.
9. marks advances in the area of Internet infrastructure" introducing
the high:end +uperdome server line in +eptember.
In October" 9. announces a new business initiative focused on emerging markets. )alled
9. e:Inclusion" the program addresses the digital divide by fostering sustainable"
profitable businesses in developing countries.
+uperdome
3
In $%%3# 0o*(.e 1%% *a4ig H.P. Ra4) 22
(,

In Canuary" 9. announces its digital entertainment strategyG an array of products and
partnerships aimed at transforming the way people
experience music" movie" T" photographs and digital
entertainment content.
In (ebruary" 9. dual lists its common stock on the *asda;
stock market.
In $pril" 9. wins the )orporate Innovation $ward from the Institute of 'lectrical and
'lectronic 'ngineers EI'''F for the development and commercialization of thermal
inkjet technology.
In $ugust" new digital entertainment products are rolled out" including ivera inks"
plasma and &)= flat:panel Ts" and the 9. =igital 'ntertainment )enter" which allows
consumers to manage music" movies and photos from a single device in a living room
setting.
9. )hairman and )'O )arly (iorina steps down in (ebruary. In March",772 9. names
Mark 9urd to serve as )'O and president.
In $pril" 9. ac;uires online photo service +napfish.
In Culy" 9. announces a breakthrough" scalable printing platform. The inkjet printhead is
fabricated as one unit via a photolithographic process" rather than welded together in
post:production. 9. also unveils the world>s fastest home photo printing devices.
=igital 'ntertainment
)enter z277
5
COMPANY PRO0ILE
P*o5.c(io 6 0iacia' S(a(.):
In #155" 7*!ce introduced the #7!" the world?s first address printer to incorporate 9.
inkjet technology. Today" %ryce has produced and sold more 9.:based inkjet address
printers than any other company in the world. A9. was the clear choice for %ryce back
then" and continues to be the clear choice for %ryce to this day"A says Thomas $.
9errmann" %ryce president and )'O. A9. inkjet technology enables us to provide
customers with the highest print ;uality" and the 9. inkjet cartridges are reliable" easy to
use and readily available.A
%ryce now offers #/ different address printers that utilize 9. inkjet technology" with print
capabilities from ,"277 to ,2"777 addresses per hour at up to /77 dpi. %ryce also
manufactures the only full:color address printer on the market. $long with professional
mail houses" (ortune 277 companies" and colleges and universities" %ryce address
printers are used throughout local" state and federal governments.
Tom 9errmann says his ongoing partnership with 9. has been instrumental in %ryce?s
continued success" adding" AThe use of 9. inkjet technology in %ryce products really
represents a win:win situation.A (or %ryce in particular" 9errmann maintains" A9.
technology has definitely made us more successful. $nd working with 9ewlett:.ackard
reduces product development time significantly by providing access to advanced 9.
technologies that are either difficult to reverse engineer or are patent:protected.A
1
HP P*o5.c(io Ui(
Pe*)oa' S!)(e&) G*o.p
.ersonal +ystems Hroup E.+HF revenue grew 5I year:over:year to B/.0 billion" with unit
shipments up #0I. On a year:over:year basis" desktop revenue decreased -I and
notebook revenue grew ,#I. 4evenue for commercial clients" which includes
workstations" grew /I over the prior:year period" while revenue in consumer clients
grew 5I. .+H reported an operating profit of B#/- million" or ,./I of revenue" up from
a profit of B,- million in the prior:year period.
I&agig a5 P*i(ig G*o.p
Imaging and .rinting Hroup EI.HF posted ;uarterly revenue of B2.1 billion" up 2I year:
over:year. On a year:over:year basis" consumer hardware revenue increased #I" with unit
shipments up 5I. )ommercial hardware revenue grew 2I" with unit shipments up #,I.
)olor laser unit shipments increased -#I year:over:year and multi:function printer
EM(.F shipments increased /3I" reflecting continued momentum in key growth
initiatives. +upplies revenue grew /I. Operating profit was B33# million" or #-.7I of
revenue" down from a profit of B5-/ million in the prior:year period.
E(e*p*i)e S(o*age a5 Se*/e*)
'nterprise +torage and +ervers E'++F reported revenue of B0.7 billion" up ,7I over the
prior:year period. On a year:over:year basis" industry:standard server revenue increased
,5I" business:critical systems E%)+F revenue grew 3I and networked storage revenue
grew #2I. <ithin %)+" revenue in 9. Integrity servers grew ##-I year:over:year and
9.:JK revenue grew 5I. '++ reported an operating profit of B#27 million" or -.5I of
revenue" up from a loss of B,## million in the prior:year period.
#7
HP Se*/ice)
9. +ervices E9.+F revenue grew #7I year:over:year to B-.5 billion. On a year:over:year
basis" Managed +ervices revenue grew ,#I" Technology +ervices grew 3I and
)onsulting and Integration grew #,I. Operating profit was B,2/ million" or /.3I of
revenue" down from a profit of B-#0 million in the prior:year period.
So8(+a*e
+oftware reported ;uarterly revenue of B,01 million" an increase of ##I year:
over:year" with revenue in 9. Open iew and 9. Open )all increasing #-I and
2I" respectively.
+oftware reported an operating loss of B07 million" compared with a loss of B05 million
in the prior:year period.
0iacia' Se*/ice)
9. (inancial +ervices E9.(+F reported revenue of B051 million" essentially flat year:
over:year. (inance volume" a leading indicator of future revenue" grew 0I over the prior:
year period" and net portfolio assets grew # percent to B/.1 billion. Operating profit was
B25 million" or ##.1I of revenue" up from a profit of B0, million in the prior:year period.
A))e( &aage&e(
Inventory ended the ;uarter at B/./ billion" up B#57 million se;uentially and down B#7#
million year:over:year. $ccounts receivable decreased B27, million se;uentially and
increased B,11 million over the prior:year period to B5.5 billion. 9.?s dividend payment
of B7.75 per share in the third ;uarter resulted in cash usage of B,-# million. In addition"
9. utilized B5/7 million of cash during the third ;uarter to repurchase stock. 9. exited
the ;uarter with B#0./ billion in gross cash" which includes cash and cash e;uivalents of
B#0.0 billion and short: and certain long:term investments of B##3 million.
##
O.('oo4
9. estimates 80 (D72 revenue will be in the range of B,,.0 billion to B,,.5 billion" with
non:H$$. earnings per share in the range of B7.00 to B7.03. This excludes after:tax costs
of approximately B7.7- per share from amortization of purchased intangible assets" and
approximately B177 million" or B7.,, per share in workforce reduction costs. It also
excludes a one:time credit of approximately B,77 million" or B7.72 per share" related to
benefit plan changes.
#,
#-
PRESENT MARKETING STRATEGY
HP Co*po*a(e Ma*4e(ig:
9. is a company unlike any other. They serve everyone from consumers to small and
mid:sized businesses to enterprises to public sector customers with an extensive portfolio
of market:leading solutions specifically designed to meet the needs of each customer
segment. They focus on helping people apply technology in meaningful ways to their
businesses" personal lives and communities. Their annual 46= investment of nearly B0
billion fuels the invention of products" solutions and new technologies" to serve
customers better and enter new markets. They produce an average of ## patents a day
worldwide. In addition to the 46= and innovation in their product and services groups"
9. &abs provides a central research function for the company focused on inventing new
technologies to improve the customers> lives" change markets" and create business
opportunities.
+ourceG Technology %usiness 4esearch" Inc." October ,/" ,773 Millions of people
around the world use 9. technology every day. They are the largest consumer IT
company" the world>s largest +M% IT company and a leading enterprise IT company. (or
more than #77 million cell phone subscribers" it is 9. software that identifies them when
they turn on their phones and allows them to place calls. 9. powers #77 of the world>s
stock and commodity exchanges" including the *ew Dork +tock exchange and #0 of the
world>s largest trading markets. In response to customer needs and the changing market
conditions" they have built a portfolio une;ualed in the industry. 9. technology now
ranges from consumer handheld devices all the way to some of the world>s largest and
most powerful supercomputer installations. Their strategy is to offer products" services
and solutions that are high tech" low cost and deliver the best customer experience. *o
other company has the portfolio" people and expertise to deliver on all three. They have a
dynamic" powerful team of #27"777 employees doing business in more than #37
countries. Re/e.e) *eac,e5 9:;.; <i''io for the fiscal year that ended October -#"
,773. 9. has corporate head;uarters in .alo $lto" )alifornia.
#0
HP ,a) a )igi8ica( p*e)ece i a'' &a*4e() +e )e*/e
Consumer L MOur consumer business has leadership in hand helds" notebooks" printers
and cameras L focused on delivering simple" rewarding experiences to hundreds of
millions of customersN.
Small and medium business L <orking with local reseller partners" 9. serves business
customers worldwide to provide specialized expertise" a complete portfolio of products"
solutions" and services" and a simplified ownership experience. They have market:leading
positions in data center and office computing" and the imaging and printing market.
Enterprise L The enterprise segment draws from 9.>s full portfolio of products" services
and solutions. <e collaborate with large customers to build an $daptive 'nterprise
helping them achieve more simplicity" agility and value across their organization. <e are
*o.# or *o. , in all three server:based operating environments" and we hold top positions
in enterprise storage and IT services management.
Public sector, health & education L <ith more than /7 years of experience serving the
technology needs of the public sector" 9. brings the full breadth of its portfolio and
alliances to help governments" educators" healthcare
providers and others working in the public interest to lower their costs" increase
efficiencies and serve their citizens" businesses and other government agencies better.
T,ei* Ke! Wo*5) =Doig +e'' <! 5oig goo5>
M$s proud as we are of our capabilities" we are e;ually proud of our people" our standards
and values" and our deep commitment to global citizenship. +ince our first year in
business in #1-1" 9. has given back to communities
through philanthropic donations of money" e;uipment and time. <hile the scale and
reach of our business have changed in // years" our commitment to communities hasn>t.
The challenge is to continue to shape the impact of
corporations as a constructive force" using our heritage and our actions as tools for doing
so. Today" we employ new models of engagement and new business and technology
#2
solutions to help more people around the globe to participate in the world economy via
information technology.
HP a5 TI7CO So8(+a*e Ao.ce M.'(i?!ea* Ag*ee&e( (o De/e'op Ma*4e(ig
S(*a(egie) 6 P*o5.c() 8o* Se*/ice P*o/i5e*) a5 Te'eco&)
9ewlett:.ackard )ompany and TI%)O +oftware Inc. announced an agreement to jointly
develop products" solutions and marketing strategies for the service provider and
telecommunications markets. Through a three:year collaboration agreement" the
companies plan to support high:volume online transactions and to enhance the
performance" reliability and advanced middleware needs of global customers.
The alliance will leverage 9. Open iew management solutions to integrate TI%)O
+oftware?s real:time e:business infrastructure software with the 9. *et action Internet
operating environment to help customers implement reliable" secure" scalable and
manageable e:business solutions.
TI%)O?s integration" %,% and KM& solutions enable customers? disparate applications to
interact in real time. In addition to the collaboration that will use 9.?s process
management technology and application development toolset" the 9. Middleware
=ivision will lead 9.?s joint development activities using standards such as C,'' and
KM& technologies that will complement the current TI%)O products" providing a
development pathway for future jointly developed products and services.
AThis agreement is an important step in 9.?s software strategy"A said %ill 4ussell" vice
president" 9. +oftware +olutions Organization. ATI%)O is a leader in business
integration software and this agreement builds on 9. and TI%)O?s shared vision of the
evolution of e:business technologies" our joint development plans and our collaborative
market strategies.A
#/
Types of information that cannot be made available to people outside of 9. includeG
Nop.<'ic p*o5.c( 5e(ai')G: <e cannot reveal internal details regarding existing" new or
proposed products or processes. .ublic product information is available online.
0iacia'G: 9. cannot disclose nonpublic consolidated financial information" production
and overhead costs" profit margins" bids" sales forecasts" sales and order volumes prior to
;uarterly release" budgets" ;uotas and targets" information on a particular product?s sales"
orders or projections. MarketingG 9. does not disclose product:introduction plans and
datesO short: and long:term market strategy or customer listsO sales" marketing and
pricing plansO information about market share" market strategy or marketing plans other
than what has been publicly discussed in press releases or otherwise publicized. <e do
not make 9. promotional items available.
Re)ea*c, a5 5e/e'op&e(G: 9. cannot reveal technical and performance
specifications" lab notebooks" product plans" projects in progress" project problems or
product code names
Ma.8ac(.*igG: <e do not reveal vendor namesPrelationships" manufacturing:
operations data" production and inventory levels" future plans and sites" material cost or
product failure rates" or process strategies.
Pe*)oe' 5a(aG: $side from information on executive salaries that is available in 9.?s
#7! filing" 9. does not reveal personnel data such as compensation information" ranking
and job descriptions" names and titles of employees below the functional:manager level
or departmental organization charts. Training manuals" employee handbooks" internal
communications or evaluation forms are also not available to the public.
There are over 5 million businesses in the Jnited +tates alone" with each one trying to
stand:out from the crowd and grow their market share. 9ere to help you with that
daunting task is 9. %alu =oraisamy" who is a Maagig Di*ec(o*# HP I5ia#
Marketing small business marketing system. %alu will be providing tips" tricks and
guidance to help you improve your business" your relationships with your customers Eand
prospectsF and ultimately your bottom:line.
#3
MIt may not be that glamorous but one of the best ways to differentiate your business is to
show your clients and prospects checklists.
+ee" lots of folks talk about ;uality" speed and accuracy but few really deliver it. If you
could offer your prospects proof that you not only deliver the goods you have a #7 point
system that guarantees it" well" I think your business would be the obvious choice.
$lmost every business has checklists Eeven mental onesF that they go through to ensure
the job gets done right" the order gets packaged right or the service is delivered on time.
(ew however" take the time to document those systems in the form of a checklist and
fewer still think to use those checklists as marketing tools.
<hat if you produced a document that readG Our #7 point white glove inspection
guarantees that your car will be spotless : and then proceeded to list all #7 steps.
9ow about your web site optimization process" your financial investment risk analysis"
your safety process" your service punch list. There is no end to the creative ways you
can approach this. .eople love top #7 lists and checklists because they take something
that is often complicated or boring and turn it into something that is simple and even
entertaining.
(ew things are sold without a prospect reading a written word or two.
%usiness owners often ask me what they should be looking for in a marketing assistant
and I always say : find someone who can write.
*ow" let me back up and tell that what I really mean. (ind someone who will write.
Many people claim that they are not good writers and my take is that they simply don?t
write. In order to become a good writer" in order to use writing as a marketing skill you
must write. Dou can always have someone edit what you write" but it?s the act of writing
that starts the marketing ball rolling. EI know my editor friends out there wish I would
take that editing advice.F
#5
9ere?s what I have found.
<riting creates ideas. It?s rarely the other way around. Many times I have no idea what I
am going to write" but once I start" ideas just happen. <hat comes about is often far
greater than anything I could have simply thought and then transferred to paper or screen.
<riting will help you have something to say. The more you write" the better you will sell.
<riting will help you listen more actively. <rite speeches" write notes" write essays
unrelated to your business. Okay" write sales letters" write web pages" write white papers.
Cust" write first" and then see what you had to say
I know that you know business marketing is not about sitting around in board rooms
discussing branding strategies...it?s about selling something to someone. <hen it comes
right down to it if you can?t write an ad or letter that makes people want to buy what you
have to sell Eeven if that?s just an appointmentF then you are sunkN.
#1
So&e Ma*4e(ig Tip) 8*o& HP
Ha/e a )peci8ic ca'' (o ac(io : Many small business ads and sales materials don?t really
tell you what they want you to do. They stop just short of leading you. Take your reader
by the hand and tell them exactly what you want them to do next. )all for more
information" download a free report" attend a seminar.
Ma4e i( ea)! (o *e)po5 : In this day and age that meansG 577 Q" fax" email" website"
mobile" voice mail" credit cards" check by fax. =on?t give your readers and clients a
reason to say no...sometimes it doesn?t take much.
Repe(i(io : =on?t assume that every reader will read your entire marketing pitch. +ome
will scan. 4epeat your benefits" say them in different ways" use examples to illustrate
them.
Loge* i) o8(e <e((e* : It doesn?t mean you need to ramble but" in order for someone to
get the real picture you are trying to draw for them" including testimonials" examples"
benefits" and buying options" you must provide them with enough content to do the job.
=on?t make the mistake of believing no one will read a letter that is more than one page.
If your headline is compelling and your copy sings" they will follow to the end and then
you will have them.
E5 +i(, (,e <egiig agai : 4estate what you have to offer" wrap up what you want
them to do" and retell them how they are going to benefit by doing it now. .ut your
biggest point or even your offer in a .+.
A g*ea( )a'e) 'e((e* ),o.'5 &a4e a p*o&i)e: draw a picture" prove its claims" and push
the prospect into a buying decision. EThink 0 .?s : .romise" .icture" .rove" .ushF
U)e Po+e*8.' Hea5'ie) : +ome of you might think I?ve beaten this one to death...but
fewer than , out of #7 people will read your letter if you don?t have a good headline...you
can?t sell anything if they don?t read the offer.
W*i(e Li4e Yo. Spea4 : 'nglish scholars will find this advice abhorrent" EsorryRF but a
sales letter or ad is simply selling in print" so sell like you sell. Many writers lose their
way when they attempt to use feckless language. EhuhSF
,7
Peppe* !o.* *ea5e* +i(, <ee8i(): Tell them what?s in it for them. It doesn?t really
matter that you have a #77I on time policy unless you make them realize that means
they won?t have to waste their time waiting on you.
U)e (e)(i&oia') : Hetting testimonials to use in your marketing materials can be some
work but it?s well worth it. .eople love to read that someone just like them thinks your
company is great or that your service provided them with a very specific benefit. $ great
way to put your referral marketing on autopilot is to send small little postcards every
other month or so. =escribe is some detail a problem a client had...then of course
describe the brilliant solution you provided...and send them out to your clients" friends"
contacts" and other network folks. The key to this tactic is that you also ask them to
forward this card to anyone they know who might have a similar challenge. If you do this
routinely you will be amazed at the results. I have found that Marketing <ith .ostcards is
a great source for countless ways to use this little tool in your marketing. $t least go
download the free chapters that he gives away.
Io/a(i/e 'ea5e*) i &a*4e(ig.?
The Idaho +tate &ottery serves a diverse group of layers segmented on types of games
played and fre;uency of play. The &ottery uses the hpPindigo digital print solution to
customize newsletters and direct mail pieces to their premier customers.
M<e have been using the hpPIndigo solution for customizing and personalizing the direct
mail pieces that go to our &ottery .I... )lub members. This form of customized
marketing has been very successful for the &ottery. It allows us to specialize messages to
our top" most active players. It is a win for usRN
The Idaho +tate &ottery is a state run agency that is showing leadership in marketing. The
&ottery implemented a customer driven strategy that uses personalized customized
marketing materials to increase customer awareness of their programs and promotions
and created a personal touch with their most highly valued customers. MThere is no doubt
about it" personalized marketing gives a company
,#
0UTURE PRO@ECT
0*o& HP 'a<
AIn the future we?ll only travel when we want to and not when we need to"A says 9.
(ellow *orm Couppi. Couppi" who last year joined 9. &abs from )ompa;?s <estern
4esearch &ab" is playing a major part in making that future a reality. <orking in 9. &abs?
Mobile and Media +ystems" Couppi and his team of researchers have created what they
call Mutually:Immersive Mobile Telepresence :: %i4eality" for short. .ut at its simplest"
%i4eality allows you to be in two places at the same time. Imagine being in a meeting"
seeing and hearing everyone there clearly and life:sized :: and yet being a thousand miles
away in your office. That?s %i4eality.
Ro<o( i) !o.* )(a5?i
Couppi?s technology is about giving you Eand the people you are visitingF the sense that
you are really present in that remote place" to the point that you can catch the eye of
someone in the room" or even whisper an aside to them. without you having to be there at
all.To make %i4eality work" Couppi and his team have created what they call a surrogate"
a machine that does the traveling for you.
This robot:like device can go anywhere that a wheelchair can. It carries sets of cameras
and microphones that give a -/7:degree audio and video view of its surroundings"
displaying your head on four flat panel displays. The displays can be at either sitting or
standing height.
7ea() /i5eoco8e*ecig
<hile %i:4eality stands in for you" you sit back in a room at your office and move the
surrogate around with a computer game:style joystick. The room contains projectors that
display a -/7:degree view of the remote location on screens all around you. )oupled with
near:perfect -/7:degree sound reproduction" you have the sense of really being in that
far:off place.
,,

A%usiness travel is time:
consuming" expensive and
a hassle"A says Couppi.
AThen there are
environmental
considerations :: each
cross:country flight
produces tons of carbon
dioxide.A
ideo conferencing " the current best alternative to traveling for a meeting" leaves much
to be desired. $s anyone who has used videoconferencing will attest" the person you see
in the small" jittery picture on the screen in one corner of the room hardly seems a real
participant in the meeting. It?s even worse for the person on the remote end" who often
can?t see or hear the proceedings well enough to participate.
HP La<) I5ia +a) e)(a<'i),e5 i 0e<*.a*! $%%$ to create a world:class lab with a
focus on the needs of 'merging Markets such as India. The mission of this lab is to
generate I)T innovations targeted at the world?s emerging economies by understanding
relevant social" cultural" economic and technological drivers.
The motivation for our work is to extend the advantages of technology beyond the
population that now has access to some form of I)T" and to serve a much larger segment
of the society.
HP La<) I5ia i) ,ea5-.a*(e*e5 i 7aga'o*e" India. It works closely with other units
of 9. &abs worldwide" as well as the business units of 9.. In %angalore" it is hosted by
9ewlett:.ackard India.
<e also work with other like:minded organizations" and have set up a joint lab with IIT
Madras" focusing on technologies for developing markets. The objective of the joint lab is
to provide an environment for 9. employees to work with faculty" research staff and
students in the creation of communication technologies.
,-
4esearch at 9. &abs India has a multi:disciplinary character. )urrently our emphasis is
onG
&anguage technology" including handwriting and speech communication
interfaces for computers
$ppropriate access devices to provide Internet and computing access at low
costO e;uipment and software that can be used in a shared mode" to enable
access to the benefits of I)T to those who cannot afford to ac;uire standard
e;uipment.
)ommunication concepts and techni;ues relevant to the environment of small
towns and rural areas in developing countries.
Jnderstanding the socio:economic context of the bulk of the population" from
a point of view of identifying potential uses of I)T to this segment.
*ew models for human interaction with IT e;uipment and software" to offer
easily usable and trouble free interfaces to the above:mentioned segment of
the population.
,0
Vi)io
9. &abs India aims toG
=o leading edge research
$ct as a )hange $gent
.artner with like minded institutions in order to create innovations that improve
;uality of life
.rovide access to information infrastructure
'nhance productivity of individuals and businesses
)reate economic opportunities for participation in the economy
Open up new markets for 9. taking into consideration
.urchasing power
&iteracy levels
)ommunication infrastructure
&ocal language needs of emerging markets like India.
A'&o)( 'i4e <eig (,e*e
<ith %i4eality" says Couppi" Aeverything?s presented life:size. <e preserve colors
accurately. <e not only preserve eye contact" but we preserve gaze. +o I can tell what you
are looking at when you?re not looking at me. I can tell if you are looking at your notes or
if you?re looking at the clock and all those things are important cues.A
$ll this adds up to what Couppi calls an impressive environment.
Hiven the awfulness of videoconferencing" and the time and money that most businesses
spend on travel every year" it?s surprising that few others are working to create impressive
environments.
AIt?s kind of obvious when you think about it in retrospect"A reflects Couppi. %ut perhaps
that?s what defines a really good new idea.A
,2
Vi*(.a' *ea'i(! 8o* (,e o88ice
The idea that became %i4eality came out of Couppi?s own unsatisfying experiences with
videoconferencing. <hile working on a new graphics accelerator chip" he had used early
videoconferencing hardware. $t first" he recalls" Ait was just a source of humor" as
opposed to actually being useful.A
%ut the experience got him thinking. AI?d seen a lot of people doing virtual reality" trying
to make immerse fake worlds"A he says. AI was interested in making an immerse depiction
of the real world.A
Couppi had already made a name for himself in microprocessor and graphics chip
architecture :: he was recently named a (ellow of the I''' for his contributions to the
design and analysis of high:performance processors and memory systems :: when he
began looking for new challenges.
Pa(e() pe5ig
$nd although the dawn of a commercial version of the %i4eality system is still some
years off" Couppi and his team have a string of patent applications pending for their work
in Mutually:Immerse Telepresence.
9aving been part of a much smaller research presence at )ompa; Eas part of a research
lab that )ompa; inherited from =igital ';uipment )orporationF" Couppi?s happy to have
found a home at 9. &abs.
AIt?s exciting to be part of a place where they have ?invent? a part of the corporate logo"A
he says. AInnovation is always exciting.A
,/
CHALLENGE
The key challenge for the agency was to develop and implement a marketing strategy that
would maximize the limited marketing funds. MIt>s a position that both private and public
entities face in getting the most effective use of your marketing funds. <e have the
responsibility for using the taxpayer dollars in a way that maximizes our return on
investment. To us that means having a better understanding of our most valuable
customers and marketing effectively to them"N says 9off. The agency started with
minimal customer information about their key segment. They created an integrated
marketing strategy using their website and direct marketing pieces and built a I. )lub
to effectively market to those customers.
T,e o<Aec(i/e) 8o* (,i) c.)(o&iBe5 &a*4e(ig app*oac, a*e (+o?8o'5:
T Increase customer loyalty through personalizedPcustomized marketing to target
customers.
T %etter understand the customer demographics and psychographics.

The Idaho +tate &ottery uses the hpPIndigo digital printing solution to create newsletters
that are customized with the customer name and address. These pieces use variable
content such as offers and images that appeal to the different customers. $dditionally" the
lottery sends out birthday cards with the customer>s name" personal information" and an
offer with a uni;ue bar code. This allows them to track the response rate" as well as
gather important customer information. The response rate from the birthday cards has
been excellent.
,3
SOLUTION
T Internal creative marketing team at the lottery.
T )4M solution that allows them to track important customer information and integrate
that information into marketing pieces.
T $ print provider that understood the benefits of variable print data.
The creative team at the &ottery is instrumental in driving the usage of personalized
marketing.
)ustomer database information that is gathered off the web registration.
Hraphics $venue" a %oise" Idaho based company played a key role in both educating the
customer on the opportunities with variable print data as well as the ability of the
hpPIndigo digital print solution. =ave +treet" owner of Hraphics $venue noted" M)urrently
the Idaho &ottery is using Usimple personalization> which is used in the barcode and
coupon applications. In some applications they are mixing traditional press with digital
customization. =epending on the job size they can use full digital and remain cost
competitive.N
=igital printerG The biggest benefit to digital printing overall right now is the flexibility.
The lottery chose to use the solution because they could cost effectively print smaller
;uantities" saving up to ,7I" they were also able to preview the actual output. Most
importantly" they realized the flexibility and effectiveness of using their database for
customized marketing pieces that gained attention.
'nrollment is up from #0"777 to over 07"777 participants as a direct result of the
customized targeted marketing. $dditionally" we have a real strong usage of our websiteN"
states 9off. !ey results are as followsG
up by over ,/"777 participants
database that allows the &ottery to segment and use marketing dollars effectively
track customer buying behavior
target spending
,5
HPs Effect on Peoples Life
In %uenos $ires" a teacher worries about a teen>s poor test score" knowing the student
normally exhibits a keen interest and clear aptitude in science. In *ew Dork" university
officials wonder how to meet the needs of three widely dispersed campuses amidst
shrinking staff budgets. In an Iowa community college" professors say administrative
tasks are cutting into teaching time. In &ondon" homework time impacts family time as a
parent watches a child struggle" clearly in need of more personal attention in a crowded
math class.
$round the world" schools" community colleges and universities are striving to increase
the ;uality and efficiency of education to make it a highly personalized and relevant
experience for students. That>s why 9. is working with schools and colleges to help
transform education L providing better access to information and resources for students"
teachers" faculty" parents and the community at large.
Today" web:based learning portals are key to delivering this type of Ae;ual opportunityA
access across the hall" across the campus or even across the country. $s students" parents"
teachers and faculty demand access anywhere and anytime" learning portals provide a
gateway L a unified place to access resources from instructional tools" content and student
records to assessment and reporting capabilities
So'.(io ,ig,'ig,()
.art of the 9. Managed &earning +olutions portfolio" 9. Managed &earning Hateway
+olutions include learning portals" collaboration portals" virtual learning environments
and virtual classrooms that help to raise the standard of education for students" parents"
Imagine how a learning portal could change the lives of the teachers" administrators"
students and parents above ...
<ith online access to lesson plans" test results" and attendance records" the science
professor sees the student was absent when a key concept was introduced. <orking with
the student after school" the teacher fills the learning gap" sends both student and parent
training materials to reinforce the lesson L and the student AacesA the make:up test.
,1
$s the university>s teacher to student ratio falls" the professors at each campus tap into a
web portal to collaborate over course content and new ideas" leveraging each other>s
work.
$t the community college" a portal provides instructors with access to productivity tools
that free them to focus less on administrative tasks and more on teaching.
$s parents and students access a personalized web portal with enhanced security features
to view the day>s lesson online" together they can find that x V y. The child also works
collaboratively online with other students L building a strong learning network.
$ll this takes an integrated" agile learning portal solution L a gateway that connects
people to insightful information and to each other. 9.>s Managed &earning Hateway
+olution combines 9. technology" solutions and services with proven solutions from
third:party providers to build this gateway L helping you to raise the standard of
education for all.
So'.(io ,ig,'ig,()
.art of the 9. Managed &earning +olutions portfolio" 9. Managed &earning Hateway
+olutions include learning portals" collaboration portals" virtual learning environments
and virtual classrooms that help to raise the standard of education for students" parents"
teachers" administrators and governments in many countries throughout the world.
W,! HP 8o* E5.ca(ioC
+ixty years of experience in serving the public sector
.roven track record in implementing solutions at all levels of education
$ broad" deep portfolio for complete solutions
+tandards:based technology with proven multi:vendor integration experience
(ully supported solutions
+trategic relationships and certified professional expertise in leading.
-7
Mo*e o C.)(o&e* Sa(i)8ac(io
=uring the few days I?ve been blogging my blog has generated interesting reactions both
inside and outside of 9." including a few articles published in IT trade publications" from
the thousands of page views that have taken place. =uring the past few weeks I?ve also
received inputs from two customers who wrote to express disappointment with their
interaction with 9. when either purchasing or securing service on a personal computer.
Our services organization" across the 'nterprise and +mall 6 Medium businesses"
addresses millions of service interactions annually. $s noted in a previous blog" 9.
service professionals take pride in their work and try to successfully resolve every
customer?s issue and meet their expectations. &ike every large service organization"
however we do not achieve perfection. <e do however monitor how we stack up against
our competition and typically find we?re among the most successful service providers in
the industry. (or example" a recent survey from consumeraffairs.com referenced in a
story showed the percent breakdown of complaints received regarding .) vendors as :
='&& : 25I
Hateway : #2I
eMachines : 5I
$pple : 3I
9. : 2I
+ony : -I
Toshiba : ,I
Its worth noting that the rate of complaints received would be expected to be highest for
the higher market share vendors. Hiven that ='&& and 9. have similar market shares we
were pleased to see 9. had one of the lowest rates of complaints among all vendors"
regardless of sales volume. <e will continue to monitor external reports like this and our
own survey results to get the feedback we need to deliver the highest levels of customer
satisfaction possible. I am very impressed with 9.?s corporate blogging policy. I was just
telling my friend how blogging is impacting corprate communications
I was one of the two dissatisfied customers whom =an mentioned that wrote a comment
on his previous blog EIt?s really no surpriseF" and I have three points todayG
-#
.oint one"
I
would like to apologize as it was never meant for public consumption" but for 9.?s eyes
only. %ut since it?s for everyone to see" I thought it?s just appropriate for me to write a
follow:up note.
.oint two" I do need to make myself clear" my daughter and I am happy with the 9.
product we got" but support wise" it?s another story" until I talked to Ceff today. Ceff
Jtigard Ea customer advocate from 9.F gave me a call" and listened to my story. 9e was
very friendly and professional" and apologized on my negative customer experience.
$fter the call" he completely reverted my negative outlook of 9. support" and in fact"
made my dayR G:F
.oint threeG +ometimes" it takes one person to make a customer dislike a company" and it
takes another person Emost of the time : moreF to make it ?all right? again. %eing in the
service industry almost all of my life" call center are the forefront for making things
happen : putting the right support people can make your center a ?customer retention
center? versus a ?cost center? of a ?firefighting center?.
-,
P*o5.c():
Servers
HP P*oLia( )e*/e*) HP I(eg*i(! NoS(op Se*/e*)
HP I(eg*i(! NoS(op Se*/e*) HP ;%%% )e*/e*)
HP A'p,aSe*/e* )!)(e&) Te'co a5 ca**ie*?g*a5e )e*/e*)
HP e"%%% )e*/e*)
--
De)4(op PC)
(or 9ome 6 9ome Office
W9. .avilion desktop .)s
.erfect for digital imaging needs
W)ompa; .resario desktop .)s
$dvanced home and wireless networking capabilities
(or business
W%usiness desktop .)s
+table computing solutions to deliver optimal performance
Wo*4)(a(io)
W.ersonal <orkstations
'ngineered for ultimate value and performance
W.$:4I+)
&eadership 9.:JK stability and performance
T,i c'ie()
WThin clients
+imple" dependable" manageable" and secure solutions
Moi(o*)
(or 9ome 6 9ome Office
-0
WMonitors for 9ome 6 9ome Office
)omplements your .)
Op(io) 6 Acce))o*ie)
(or 9ome 6 9ome Office
WOptions 6 $ccessories for 9ome and 9ome Office
(or business
W%usiness Options 6 $ccessories
D No(e<oo4) 6
Ta<'e(
PC)
D Moi(o*) 6
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T Ideal
ultramobile .)s
that adapt to the
way you work
De)ige5 (o
i&p*o/e (,e +a!
!o. 'oo4 a(
<.)ie))
T Monitors and
projectors for
the enterprise
Io/a(i/e
5igi(a' i&agig
p*o5.c() 8o* a
5e&a5ig
e(e*p*i)e
e/i*o&e(
T +canners and
copiers for the
enterprise
D S.pp'ie) 6 Acce))o*ie)
S.pp'ie) a5 acce))o*ie)
5e)ige5 (oge(,e* (o
+o*4 (oge(,e*
T +upplies and accessories
for the enterprise
W Ha5,e'5
5e/ice)
Ha5,e'5 5e/ice) 8o*
!o.* e(e*p*i)e
T +atisfy business needs
on the go
D Digi(a' p,o(og*ap,!
Digi(a' p,o(og*ap,! 8o*
!o.* e(e*p*i)e
T 9.?s digital
photography solutions
give you a competitive
edge
-/
Some other Services of H.P.
$pplied researchG 'xperimental AgameA helps (ord save time" money
'xperimental economists at 9. &abs have helped the company improve revenue
forecasting and design new incentive programs for retailers" and they?ve explored such
;uestions as pricing contracts and currency fluctuations. %ut they aren?t keeping their
expertise to themselvesG They?ve also worked with partners like (ord Motor )o.
4iding the peaksG Market:based systems help manage demand
$ reservations system allows people to pay up front to keep a resource Esay an airline
ticket" or computing power in a data centerF available to them at some point in the future.
The price they pay to hold that resource for peak times is less than if they bought it at the
time they actually needed it.
.rotecting privacy G %uilding in safeguards for personal data
<ith security breaches and online fraud on the rise" consumers" businesses and
government organizations are growing more concerned about protecting individuals?
privacy. $ team at 9. &abs is working on tools to make it easier for businesses to do just
that.
9. huge among patents for the tiny
9.?s patent portfolio for micro: and nano:electronics has been named the strongest in the
J.+. " according to an independent survey
-3
ANALYSIS 6 INTERPRETATION
<hen we analyze the results by turnovers of the respondents" we se that the turnover of
O88ice PC)
-5
the respondent increases" the gap between 9. and I%M decreases" and at turnovers of 4s
#777 crores and above" I%M overtakes 9..
The notebook market while" and established one" is still very small in the country" and
there could still be space an upstart winner to come up in the years ahead. The first two
No(e<oo4)
-1
positions have remained steady for some time now. I%MP&enovo is the winner and 9. is
number two.
+amsung breasts the tape by a comfortable margin ahead of second placed 9.. &H is at
number - followed by I%M. The market for &)= monitors has way to go ahead we are
seeing the newer player opting to take nice position rather than to go for national brands.
LCD Moi(o*)
07
<hile this may be an extremely wise strategy" it would also mean that they would find it
difficult to figure in the user>s choice club.
Of course" it goes without saying that 9. is the clear winner.
LASER PRINTER
0#
DOT MATRIX PRINTER
0,
O7@ECTIVES O0 THE PRO@ECT
Mai O<Aec(i/e:?
To find out the attributes that enhance the customer value by providing better service to
them and know how to motivate the more people towards IT. The .roject re;uired to
carry out the comparative study of .rices across %rands and Models also to carry out
another comparative study of Margins of =ealers and <holesalers. (inding out the
Market Operating .rice at which they are making deals and the volume of discounts
offered by them would do this.
Then apart form studying the dealers a study of consumer buying behavior was also
re;uired for the specific brands. This was done by making comparative study of 9. along
with other brands" in terms of consumer preference. $lso dealer>s perspectives about the
brand is also to be considered along with this the effect of prices on brand preference of
the all models .
In the research we also tried to study consumer behavior for all the brands and also the
dealer>s perception about the market of 9ome .)s" &aptop" .rinters" .+)." +canner"
T(T. (or this +egmentation" Targeting and .ositioning of arious brands onG recall"
believability" association" final purchase.

O(,e* O<Aec(i/e:?
To know the brand recall by customers.
To know the reason why people prefer 9. E9ewlett:.ackardF brand .
To increase the sales volume .
To give the customer satisfaction and also get the references from them.
To know which factor is important for customer before buying any IT product.
To illicit suggestion for better positioning for hp product
0-
RESEARCH METHODOLOGY
The section includes the overall research design" the sampling procedure" the data
collection method" the field method" and analysis and procedure.
Re)ea*c, 5e)ig:?
(or this research project exploratory method is used .In exploratory method new things
are fined out from the given topic.
Da(a co''ec(io &e(,o5:?
The data collect for the research can be classified as primary data and secondary data.
P*i&a*! 5a(a:? T,e 5a(a co''ec(e5 8o* 8i*)( (i&e i) 4o+ a) p*i&a*! 5a(a. It is by
visiting existing customer and expected customer of )ompton computers pvt. &td. $nd
making them fill up the ;uestionnaire
Seco5a*! 5a(a:? T,e 5a(a +,ic, ,a) <ee a'*ea5! co''ec(e5 <! )o&eoe i) 4o+
a) )eco5a*! 5a(a. Is collected from internet" books" etc.
Re)ea*c, i)(*.&e(
The instrument use for data collection is structured ;uestionnaire. 8uestion is open and
close ended depending upon the information that needed to be elicited. I am also using
the scaling techni;ue to assess the attitude of the customer.
+ampling planG:
!eeping all the constrains in mind a sample size of 57 people .The sampling procedure is
systematic sampling
00
ANALYSIS 6 INTEPRETATION

C.)(o&e* P*o8i'e:
7*ea4 .p o8 Sa&p'e:
0ig.*eG +ales of printer in the +urvey
The above mentioned graph represents the various brands of printer that emerged out of
the survey.
P*i(e* Mo5e'
(re;uency .ercent
9. 2, /2.77
)anon #, #2.77
'pson , ,.27
Jmax - -.32
Others ## #-.32
To(a' F% 2%%.%%
02
#. Of the total 57 respondents +how their believe in hp.
,. 4esponses were very low for the lower range. Most of the other reason accounted
for gifts as a reason.
-. (or the three players as )annon" 'pson" Jmax the main reasons were again the
.oor ;uality" high ink consumption.
0. Out of 57 respondents 37 say that brand name matters
2. Out of 2, respondents 02 are satisfied.
/. 07 says price matters ,2 say ;uality matters #2 says brand name matters.
3. -7 says that after sale services is good ,, says no.
Results/Analysis:
The basic need for buying a .rinter is primarily +aving Time and printing ;uality. This
need should be addressed in any correspondence with the customer in the company>s
promotional activities. The later part of the report also checks the believability aspect of
each correspondence with the customer and this prediction is further concentrated in that
part. The 9. customers seem to have gone by the general trend and share the same
values.
0/
CONCLUSION
The Indian I.T. market currently appears to be at a crossroads" where I.T. marketers are
attempting to change customer perceptions of their brands and where specific buying
motivations appear to be replacing generalities. This meanwhile" is ;uite unlike the west
where buyers consider aesthetics" comfort and safety" not necessarily in that order" before
finalizing a purchase. MIt>s smarter to think about emotions and attitudes" if marketers are
to do a better job of marrying what a 9. offers to the consumer>s image of the offerings.
The mindset of the Indian consumer is such that he is delighted if he buys a pen a little
cheaper than his neighbors. Things are" however" slowly changing and customers at the
upper end of the market are now ready to pay more for more. I hope that this approach
will soon enter the new era" maybe not with the same intensity . M+uccess will largely be
determined to the extent a company can differentiate itself in terms of intangibles that go
with a .roductN. Thus" success could well hinge on the best of bundle of services that 9.
provides. 9. grew from zero to the #57 Million B" mark and the number One sales of
.rinter" +canner 6 T(T in India in this year. &ooking at the present scenario it can be said
that though there is lot of competition in the I.T. world 9. is picking up well. The
landmark achievement comes in // years after clinching its first overseas sale.
In #13- 9. becomes the first J.+. company to institute flexible working hours" or flex:
time. Jnder the program" 9. employees can begin work at any time during a two:hour
period and leave after completing an eight:hour work day. The purpose" as explained by
%ill" is Ato gain more time for family leisure" conduct personal business" avoid traffic
jams or to satisfy other individual needs. A9. introduces the first electronic calculator to
print Capanese characters. The model 15#7 desktop calculator is marketed in Capan by
Dokogawa:9ewlett:.ackard. T,i) !ea* HPG) Re/e.e: 9HH2 &i''io. E&p'o!ee): $F#
$11.
03
SUGGESTIONS
Ke! a((*i<.(e co&poe():
alue for money and )ustomer )are
Operational attributes.
.hysical attributes.
%rand Image.
)ustomer +pecific =etails.
In any correspondence with the customers the message should be sent in these
components only to have the maximum benefit from the advertisement. $lso these
components should be dealt with independently. The advertisements should speak only of
the believable concepts rather than glorifying the pretentious ones. The basic need of the
customer need to be addressed which is actually saving time and better ;uality.
9. =eskjet -302 printer" )OM.$8 .4'++$4IO #-#7 this particular model has a
problem with promotion and pricing. $lthough being the most competitive product on the
basis of the Market Operating .rice EMO.F" the machine is still not selling much. This is
perhaps due to the bargaining stress on the customer and the weak push given by the
dealer to the particular model" when actually it should be sold like a high volume product.
$nother important outcome of the research is the believability of the claims. Most of the
claims are realistic and easy to understand. Most of the people don>t understand the
technical claims like +oftware problems and 9ardware resale and the dealers don>t
provide much support to the customers in making them understand the real technology
behind them. 'ither" the technical details should me presented in a clearer manner or the
dealers need to be educated properly.
05
7I7LIOGRAPHY
Ceffrey Hitomer" customer satisfaction is worthless
Cean:*oel !apferer E#110F" M+trategic %rand ManagementN.
.hilip !otler E'ight 'ditionF" MMarketing ManagementN" .rentice 9all of India .vt. &td.
+hiffman )onsumer %ehavior
01
ANNEXURE
2. W,a( 5oe) HP 5oC
9. delivers vital technology for business and life. The company?s solutions span IT
infrastructure" personal computing and access devices" global services and imaging and
printing for consumers" enterprises and small and medium business. Our B0 billion annual
46= investment fuels the invention of products" solutions and new technologies" so that
we can better serve customers and enter new markets. <e invent" engineer and deliver
technology solutions that drive business value" create social value and improve the lives
of our customers. 9. has a dynamic" powerful team of #27"777 employees with
capabilities in #37 countries doing business in more than 07 currencies and more than #7
languages. 4evenues were B31.1 billion for the fiscal year that ended October -#" ,773.
$. W,e +a) HP e)(a<'i),e5C
9. co:founders %ill 9ewlett and =ave .ackard established the company in #1-1 after
successfully launching their first product" an audio oscillator" from a small garage in .alo
$lto. (or more information" see a detailed history of 9..
". W,e*e ca I 8i5 i8o*&a(io o HPI) CEO a5 o(,e* eEec.(i/e)C
isit our executive team page to learn more about other 9. executives.
3. Ho+ I ca 8i5 o.( a<o.( c.**e( HP )(*a(egie)C
.ress releases and executive speeches are both excellent sources of insight into 9.?s
strategies. %eyond what you can find in such public documents" most strategy
information is restricted information and cannot be shared with the public.
1. W,a( a*e HPI) ).<)i5ia*ie)C
$ comprehensive list of 9. subsidiaries can be retrieved at 'dgar Online " a +ecurities
and 'xchange )ommission online resource for company documents.
27
H. W,ic, co&paie) ,a/e )(*a(egic a''iace) +i(, HPC
9. press releases are the best way to keep up with company alliances.
:. Ho+ ca I ge( a cop! o8 HPI) c.**e( a.a' *epo*(# p*oE! )(a(e&e(# ea*ig)
)(a(e&e() o* 2%KC
There are a few ways to get these documents. Dou can view them online in our Investor
4elations section. Dou can also re;uest online to have recent annual reports.
F. W,a( i) HPI) &a*4e( ),a*e i p*i(e*)C W,a( a<o.( PC)C
Dou can find information about the performance of 9.?s various businesses by reading
the financial overviews and revenue segment data we publish in our ;uarterly results
section. 9. doesn?t talk publicly about product shipments or the profitability of individual
product lines.
;. W,e*e ca I 'ea* &o*e a<o.( HPI) co*po*a(e p,i'o)op,! a5 o<Aec(i/e)C
(or the most detailed explanation of 9.?s approaches to business" people and processes"
read the book The 9. <ayG 9ow %ill 9ewlett and I %uilt Our )ompany" written by 9.
co:founder =avid .ackard. It is available in many libraries and through online
booksellers. On the 9. web site" read about 9.?s corporate objectives .
2%. W,a( a*e HPI) goa') *ega*5ig (,e e/i*o&e(C
9. is committed to providing customers with inventive" high ;uality products and
services that are environmentally sound and to conduct our operations in an
environmentally responsible manner. That commitment continues to be one of our
guiding principles that are deeply ingrained in our values. It is from this history and these
values that 9. has become a leader in delivery of environmentally sustainable solutions
for the common good.
2#
22. W,a( a*e HPI) e&p'o!ee <ee8i()C
9.?s employee compensation and benefits program puts us among the leaders in our
industry. +ee <orking at 9. for more information. 9.>s compensation and benefits
program both encourages and rewards employees by linking compensation to individual"
business organization and company performance.
2$. Ho+ ca I ge( a i(e*),ip a( HPC
Dou can find information about 9.?s various internship opportunities on our web site. $
small number of research internships are available at 9. &abs.
2". Doe) HP o88e* a! 4i5 o8 ce*(i8ica(io o* (ec,ica' (*aiigC
9. offers a number of technical courses and training programs through 9. 'ducation
+ervices . In addition" 9. 'ducation +ervices also offers IT certification programs"
designed to provide rigorous technical training for specific job roles in complex
environments.
23. Ho+ ca I ge( a co&p.(e* o* o(,e* p*o5.c( 5oa(io 8o* &! )c,oo' o* &!)e'8C
9. is recognized as a leading giver among J.+.:based corporations. <hile we don?t
donate to individuals" schools do receive considerable philanthropic support from 9..
Dou can get information about 9.?s philanthropic activities and instructions on how to
apply for an 9. grant in the .hilanthropy section of 9.?s web site.
The $cademic .urchasing .rogram offers discounts on 9. products for teachers" faculty
and higher education students.
21. W,a( )c,o'a*),ip oppo*(.i(ie) o* 8iacia' a))i)(ace 5oe) HP o88e* )(.5e()C
(or the most part" 9. does not offer assistance to individuals. Instead" 9. makes
substantial philanthropic contributions through education grants to schools. 9. also has
partnerships with universities and school districts in four urban J.+. communities
through our =iversity in 'ducation Initiative . 'ach year" 9. selects a limited number of
2,
9. +cholars from each of these four communities for scholarships and other aid as they
enter their freshman year of engineering school.
2H. Ca I )e( .p a i(e*/ie+ +i(, a HP eEec.(i/e o* &aage*C
=ue to the number of interview re;uests 9. receives from the press and public" we are
unable to grant personal interviews with students.
2:. W,e*e ca I )e5 a -.e)(ioai*e o* ).*/e! 8o* &! *e)ea*c, p*oAec(C
=ue to the volume of re;uests we receive" we are not able to answer ;uestionnaires or
participate in surveys.
2F. Doe) HP ,a/e /i5eo)# p*o5.c( <*oc,.*e)# po)(e*) o* o(,e* p*o&o(ioa' i(e&) (,a(
i( ca )e5 8*ee o8 c,a*ge (o ic'.5e i &! p*e)e(a(ioC
Jnfortunately" no. 9owever" you can browse the online 9. )ompany +tore to shop for
logo items such as T:shirts" pens" mugs" posters and so on. <hile we do have product
information on our web site" product brochures are not available.
2;. I) (,e*e HP i8o*&a(io I cao( ,a/e acce)) (oC
Jnfortunately" yes. 9. is restricted by both legal and business reasons from disclosing a
number of types of internal information. .lease read our Information 4estrictions for
details.
If the information you need is not listed in one of our fre;uently asked ;uestions" you can
send your ;uestion through our online form . Dour message is important to us. <e try to
answer as many messages as we can" as soon as we can. 9owever" if you?re under a tight
deadline" you may not get your answer as ;uickly as needed" especially if your re;uest is
not general in nature. .lease be aware that we cannot answer ;uestions about specific
products. In addition" we cannot answer ;uestions that deal with restricted information .
2-
JUESTIONNAIRE
0OR POTENTIAL CUSTOMERS
Na&e K op(ioa' L:
A55*e)) K op(ioa' L:
P,oe No. K op(ioa' L:
#. $re you using printer S
Des *o
,. <hich company printer you are usingS
9. )anon
'pson Jmax
Other
-. $re you satisfiedS
Des *o
0. <hat according to you helps us take any decisionS
.rice factor 8uality of printing
.er page cost $ll the factors
2. $t present" are you satisfied hp>s after sales services S
Des *o
/. =o you think brand e;uity plays any roleS
Des *o
3. <hat according to you hp>s edge over its competitors S
20
.rice %rand name
)ost per page Other factor
5. <hich company according to you is providing all the facilitiesS
9. )anon
Jmax '.+O*
Others
1. +uggestions Eif anyF
22