PREFACE

The course of business studies requires any professional to undergo Summer Training for
six to eight weeks. In any manufacturing / service industry / company. During this period
one get practical knowledge about organization and it’s working in different sector.
The purpose of our training is to study and analyzing” PROMOTION OF HCL-BSNL
PACKAGE IN RURAL AREAS

During training I collected and interpret data related to my working a full faith.
I shall always be obliged to everybody whoever put his /her valuable comments on this
report.

MOHAMMAD SIRAJUL HASAN

3rd Semester
SCM, Indra Nagar, Lucknow
 ACKNOWLEDGEMENT

This survey project report result is not only the outcome of the effort put in by me but
also by many helpful souls like the respondents, faculty members and my mentor.
I take this opportunity of profound sense of gratitude and veneration Dr
S.K.CHATURVEDI, Director of School of Management Sciences, Varanasi and deep
sense of gratitude to Mr. GAURAV SINGH my project mentor, for his keen interest,
construction, criticism, persistent encouragement and unitizing thought and development
of project. It has been my privilege to work under this inspiring and provoking guidance.
Lastly, I am thankful to all the respondents for their co-operation & patience in filling up
the questionnaire and to all those who have directly and indirectly helped me in
completing this survey successfully.
It is my pleasure that I have given a chance to work in the “HCL INFOSYSTEM
LIMITED”. I can not be able to express my feelings that arise during the summer
training as I have gotten environment and training from the office member.
I would like to express my gratefulness to the Mr. VIVEK SHARMA (BUSINESS

MANAGER), who not only guide us but remain as an ideal person for us. At the same

Time I would like to thanks Mr. NITIN TANDON (Branch Manager) for their valuable

Cooperation for our summer training project “PROMOTION OF HCL-BSNL

PACKAGE IN RURAL AREAS”

MOHAMMAD SIRAJUL HASAN

MBA 3rd Semester
S.C.M. Lucknow.
 DECLARATION

I here by declare that the survey report on “PROMOTION OF

HCL-BSNLPACKAGE IN RURAL AREAS is submitted on the
partial fulfillment of my two year M.B.A course and all the
information given here by are true and real up to my Knowledge is
concerned.

MOHAMMAD SIRAJUL HASAN

 EXECUTIVE SUMMARY

Industry & Company Profile Overview

HCL Info systems Ltd is one of the pioneers in the Indian IT market, with its
origins in 1976. For over quarter of a century, the company have developed and
implemented solutions for multiple market segments, across a range of
technologies in India.
With sound macro economic condition and buoyant buying sentiment in the
market, the desktop PC market grossed 23.4lc units, registering a growth of 36%
over the same period last year. The notebook PC segment was the star performer,
showing massive growth, 60% sequentially and 138% year-on-year and crossing
the one lack barrier.
This can be attributed to strong domestic growth in requirements and
aggressive sales promotion offers by the players like HP, Lenovo, and HCL
among others. Again brand recognition and image play a very important role in
purchase decisions. Brand managers of IT products, to increase the short-term
gains and keep the cash registers ticking have started using aggressive sales
promotion offers.
The objective of the project was to find out whether people actually buy
because of the sales offers incentives and whether they actually feel that sales
promotions are an effective brand-building tool also. Also some of the insights on
how to best place an effective Sales promotion program have been unleashed.
The research brings out the fact that people do buy because of the sales
promotion offers, but the impact promotional offers have on the Brand Image of
the company offering such promotions is negligible. Thus sales promotion offers
are a definite incentive to buy for a customer but they do not guarantee a long-
term relationship with the customer and hence a Brand Manager must use such
offers with a pinch of salt. .
HCL
 HCL
History

Born in 1976, HCL has a 3 decade rich history of

inventions and innovations. In 1978, HCL developed the
first indigenous micro-computer at the same time as
Apple and 3 years before IBM's PC. During this period,
India was a black box to the world and the world was a
black box to India. This micro-computer virtually gave
birth to the Indian computer industry. The 80's saw HCL
developing know-how in many other technologies. HCL's in-depth knowledge of Unix led to the
development of a fine grained multi-processor Unix in 1988, three years ahead of Sun and HP.

HCL's R&D was spun off as HCL Technologies in 1997 to mark their advent into the
software services arena. During the last eight years, HCL has strengthened its processes and
applied its know-how, developed over 30 years into multiple practices - semi-conductor,
operating systems, automobile, avionics, bio-medical engineering, wireless, telecom
technologies, and many more.

Today, HCL sells more PCs in India than any other brand, runs Northern Ireland's largest
BPO operation, and manages the network for Asia's largest stock exchange network apart from
designing zero visibility landing systems to land the world's most popular airplane.

TIMELINE

1976

- Hindustan Computers Limited (HCL) born.

1977

- Distribution alliance formed with Toshiba for copiers.

1978

- HCL successfully ships in-house designed micro-computer at the same time as Apple. The
Indian computer industry is born.

1980

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

 HCL
1983

- Indigenously develops architecture, at the same time as global IT peers.

1986

- HCL becomes the largest IT Company in India.

1988

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

1990

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

1991

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

1994

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

1997

HCL Info systems is formed.

- HCL's R&D spun-off as HCL Technologies- marks advent into software services.
JV with Perot Systems, stake divested in 2003.

1999

- Initial Public Offering made by HCL Technologies Ltd.

- Formation of Global Board of Directors.

2000

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

2001

- JV with Deutsche Bank- DSL software formed.

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

2002

- Strong pursuit of nonlinear strategy to widen services portfolio; several JVs and alliances
formed.
- Strategic alliance forged with Jones Apparel Group, Inc. a fortune 500 company.
- Infrastructure services division launched to address emerging global needs.
- Software businesses of HCL Infosystems and HCL Technologies merged.

2003

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

2004
- Accorded leader status by Meta Group in Offshore Outsourcing.
- HCL is India’s No.1 PC 4th year in a row.

2005
- HCL signs Software Development Agreement with Boeing for the 787 Dreamliner program.
- JV with NEC, Japan.
- HCL sets up first Power PC architecture design centre outside of IBM.
- Completes buy-out of JVs with Deutsche Bank and British Telecom's Apollo Contact Centre.
-HCL integrates all group employees under hcl.in domain.
- Sets up a dedicated Offshore Design Center for leading Tier-1 Aerospace supplier, Hamilton
Sundstrand.
- HCL Info systems launches sub Rs.10,000 PC. Joins hands with AMD, Microsoft to bridge the
digital divide.

2006

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

- HCL Info systems in partnership with Toshiba expands its retail presence in India by
unveiling 'shop Toshiba'.
- HCL Info systems & Nokia announce a long term distribution strategy.
- HCL the leader in Desktops PCs unveils India's first segment specific range of notebooks
 HCL

brand - 'HCL Leaptops'.

- HCL Info systems showcase Computer Solutions for the Rural Markets in India.
- HCL Support wins the DQ Channels-2006 GOLD Award for Best After Sales Service on a
nationwide customer satisfaction survey conducted by IDC.
- HCL AND ZEE - Dish TV team up to take DTH TV to its next Growth in
India
- HCL Info systems First in India to Launch the New Generation of High Performance Server
Platforms Powered by Intel Dual - Core Xeon 5000 Processor.
- HCL Forms a Strategic Partnership with APPLE to provide Sales & Service Support for
iPods
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.

HCL
 HCL PRODUCTS

Storage Solutions

Digital Lifestyle Products & Solution

Office Automation Imaging & Printing Solution

Office Automation Telecom & AVSI

Solutions

Software
Solutions

Networking Products
 HCL

HCL SERVICES

System
Integration

IT Audit - Security, Compliance &

Risk Management

IT Infrastructure Consultancy

Strategic
Outsourcing

VPN & Managed Networking

Infostructure Services
HCL
 HCL

HCL COMPUTERS

EZEEBEE MAX P991 EZEEBEE TOP T321

PDC

EZEEBEE TOP XP T819 PDC EZEEBEE TOP T321 PDC

EZEEBEE TOP Z321 C2D EZEEBEE TOP XP Z329 C2D

EZEEBEE TOP XP T329 PDC

 HCL

HCL LAPTOP

HCL Leaptop Z-3919 HCL Leaptop Z-3919

HCL Leaptop U-3918

HCL Leaptop T39

HCL Leaptop Z39 – Z3909 Centrino

HCL Leaptop U39

 HCL Leaptop U39 (AX0U3912)

HCL Leaptop B38

HCL Leaptop U39

HCL Leaptop K38

HCL Leaptop B29- B2913

HCL Leaptop N24 – N2425

HCL Leaptop P38-MTV
H
 C

HCL
ORGANISATIONAL STRUCTURE

Management is the process of designing and maintaining an environment in which

individuals, working together in groups, efficiently accomplish selected aims.”
SECTION-A
 CHAPTER 1

THEORETICAL

BACKGROUND

OF
 THE STUDY

HCL

Sales Promotion
Sales promotion, a key ingredient in marketing campaigns,
consists of a diverse collection of incentive tools, mostly short
term, designed to stimulate quicker or greater purchase of
particular products or services by consumers or the trade.
Whereas advertising offers a reason to buy, sales promotion
offers an incentive to buy. Sales promotion includes tools for
consumer promotion (samples, coupons, cash refund offers,
process off, premiums, prizes, patronage rewards, free trials,
warranties, tie-in promotions, cross-promotions, point-of-
purchase displays, and demonstrations); trade promotion (prices
off, advertising and display allowances, and free goods); and
sales force promotions (trade shows and conventions, contest for
sales reps, and specialty advertising). These tools are used by
most organizations, including non-profit organizations. Churches,
for example, often sponsor bingo games, theatre parties,
testimonial dinners and raffles.
A decade ago, the advertising to sales-promotion ratio was
about 60:40. Today, in many consumer packaged-good
companies, sales promotion accounts for 65 to 75 percent of the
combined budged. Sales promotion expenditures have been
increasing as a percentage of combined budget expenditure
annually for the last two decades. Several factors contribute to
this rapid growth, particularly in the consumer markets.2
Promotion is now more accepted by the top management as an
effective sales tool; more product managers are qualified to use
sales-promotion tools; and product managers are under pressure
to increase current sales. In

HCL

The rapid growth of sales-promotion media has created clutter similar to the
advertising clutter. Manufacturers have to find ways to rise above the clutter-for
instance, by offering larger coupon-redemption values or using more dramatic
point-of purchase displays and demonstrations.

Purposes of Sales promotion

Sales-promotion tools vary in their specific objectives. A free sample

stimulates consumer trial, whereas a free management-advisory service aims at
cementing long-term relationship with a retailer.

Sellers use incentive-type promotion to attract new triers, to reward loyal

customers, and to increase the repurchase rates of the occasional users. Sales
promotion often attracts brand switchers, who are primarily looking for low price,
good value, or premiums. Sales promotions are unlikely to turn them into loyal
users. Sales promotions used in markets of high brand similarity produce a high
sales response in the short term but little permanent gain in the market share. In
markets of high dissimilarity, sales promotion can alter market shares
permanently.

Farris and Quelch cite a number of sales promotion benefits flowing to

manufacturers and consumers.3 Sales promotion enable manufacturers to adjust to
short-term variations in supply and demand. They enable manufacturers to test
how high a list price they can charge, because they can always discount it. They
induce the customers to try new products instead of never straying from current
ones. They lead to more varied retail formats, such as every-day-low-price store
and the promotional-pricing store. They promote greater consumer awareness of
prices. They permit manufacturers to sell more than they would sell at list price.
They help the manufacturer adapt programs to different consumer segments.

HCL
Consumer themselves enjoy some satisfaction from being smart shoppers when
they take advantage of price specials.

Today many marketing managers first estimate what they need to spend in
trade promotion, then what they need to spend in consumer promotion. Whatever
is left they will budget for advertising. There is danger, however, in letting
advertising take a back seat, because advertising typically acts to build brand
loyalty. The question of whether or not sales promotion weakens brand loyalty is
subject to different interpretations. Sales promotion, with its incessant prices off,
coupons, deals and premiums, may devalue the product offering in the buyers’
minds. Buyers learn that the list price is largely a fiction. However, before
jumping to any conclusion, we need to distinguish between price promotions and
added-value promotions.

However, usually, when a brand is price promoted too often, the consumer
begins to devalue it and buy it mainly when it goes on sale. So there is risk in
putting a well-known brand leader on promotion over 30 percent of time.()
Dominant brands offer deals frequently, because most deals only subsidize current
users. Brown’s study of 2,500 instant-coffee buyers concluded that:

 Sales promotions yield faster and more measurable responses in sales

than advertising does.
 Sales promotions do not tend to yield new, long term buyers in mature
markets because they attract mainly deal-prone consumers who switch
among brands as deals become available.
 Loyal brand buyers tend not to change their buying patterns as a result of
competitive promotion.
 Advertising appears to be capable of deepening brand loyalty.4

HCL

There is also evidence that price promotions do not build permanent total
category volume. Small share competitors do not find it advantageous to use sales
promotion, because they cannot afford to match the market leaders’ large
advertising budgets; nor can they obtain shelf-space without offering trade
allowances or stimulate consumer trials without offering incentives. Price
competition is used by small brand seeking to enlarge its share, but it is less
effective for category leader whose growth lies in expanding the entire category.5
The upshot is that many consumer packaged goods companies feels that they are
forced to use more sales promotions than they wish. They blame the heavy use of
sales promotion for decreasing brand loyalty; increasing consumer price-
sensitivity; brand quality image dilution, and a focus on short-run-marketing
planning.

Major decisions in Sales Promotions

In using sales promotion, a company must establish its objectives, select the
tools, develop the program, pretest the program, implement and control it, and
evaluate the results.

Establishing the objectives

Sales promotion objectives are derived from broader promotion objectives,

which are derived from more basic marketing objectives developed for the
product. For consumers, objectives include encouraging purchase of larger-sized
units, building trial among non-users, and attracting switchers away from
competitors’ brands. For retailers, objectives include persuading retailers to carry

HCL
New items and higher levels of inventory, encouraging stocking of related
items, offsetting competitive promotions, building brand loyalty, and gaining entry
into new retail outlets. For the sales force, objectives include encouraging support
of a new product or model, encouraging more prospecting and stimulating off-
season sales. See “Marketing Memo: Sales Promotions as brand builders.”)

BSNL, HCL link deal for low cost PCs in

rural India
Under the agreement, BSNL would provide 8.6 lakh
PCs with broadband connectivity at a subsidy of
Rs 4,500 per connection

New Delhi: State-run telecom major Bharat Sanchar Nigam (BSNL) has entered into an
agreement with IT firm HCL Infosystems to provide low cost broadband enabled
computers to people in rural India.

Under the agreement, BSNL would provide 8.6 lakh Personal Computers (PCs) with
broadband connectivity at a subsidy of Rs 4,500 per connection.

The Universal Services Obligation Fund (USOF) has granted Rs 1500 crore subsidy to
the BSNL to provide broadband access to rural areas across the country. The project will
be launched on October 2 next month.

This agreement is part of Government of India's National Broadband Penetration

Program(NBPP) that targets 20 million broadband connections by 2010.

HCL

With this program, BSNL would provide broadband connected PCs to rural customers
under affordable financing schemes.

The customers will have to pay Rs 2,250 as down payment and the rest in 60 installments
of Rs 300 each. The telecom operator would also provide subsidised broadband schemes
at Rs 99 and Rs 150.

BSNL has partnered with various IT companies like HCL Intel and Microsoft for this
program.

While HCL would take care of the financing, insurance and maintenance of the PCs, Intel
would provide the microprocessor and Microsoft will equip them with various
applications including the operating system at affordable prices.
On the other hand BSNL would provide the broadband connectivity and would be the
distribution and delivery point of this scheme.

The broadband connection also comes up with a five-year annual maintenance contract
for which the customers do not have to pay anything.

HCL would offer free after sales service of the products for five years for which the IT
Company is setting up two call centers.

The PC being offered in this scheme includes a 15 inch CRT monitor, 512 MB RAM, 80
GB hard disk, Windows Vista Starter pack, Anti-virus program and Microsoft Internet
Explorer 8.

In the past, many telecom operators like Tata Teleservices, Bharti Airtel and BSNL have
launched similar programs to propagate internet connection in the country but without
much success. The biggest hindrances in these programs lie in the service delivery system
and lack of rural specific contents.

Such initiatives in the past have taken a nosedive at some stage or the other owing to
weak content ecosystem in the country.

Rural people need community specific applications and contents and in their local
language, however that is grossly missing in operators plans.

One of the key partners in the latest initiative, HCL, however has presence in 4000 cities
and delivers services in 11 languages and 14 remote support systems.

HC
L
 BHARAT SANCHAR NIGAM LIMITED
(A Government of India Enterprise)
CHENNAI TELEPHONES

BSNL's Broadband - HCL PC Bundled Offer

BSNL's Broadband is now available bundled with PC from M/s HCL (to start with) with

effect from 21st Nov 2008 with the following salient features

1. Initial charges

a. No Installation charges

b. No Registration Fee

c. No Modem rental or Modem cost (because of inbuilt Internal ADSL2+ modem in

PC)

2. Other Charges

HCL
a.) One month free subscription on Home Plan 250 / Start up 250 Plan with free rental

inclusive 1 GB free data transfer (download+Upload). For the next 23 months Home

250 / Start up 250 Plan will be charged @ Rs 199. At the end of 24 months, the

broadband tariff will be charged at normal plan charges .

b.) Other Plans : All Broadband Home Plans will be provided at 10% discount ( of
 plan charges) for a period of 24 months. After 24 months broadband tariff will be

charged at normal plan charges applicable to respective plan opted by customer.

c.) New Plan :- The broadband Home Plan 125 will be provided @ Rs 99/- under PC

bundling scheme for 24 months. After 24 months broadband tariff will be charged at

normal plan charges of Plan 125.

3. The customers can choose either of the two options

• Option 1: Outright PC purchase by the Customer .

Under this scheme, customer is supposed to pay the cost of the PC upfront to the PC
manufacturer. It may be noted that the reduced cost of the bundled PC and benefit given by
BSNL
will make combined proposal lucrative than purchase of PC and Broadband connection
separately.

Option 2: Financing of Bundled PC by Financial Institutions /NBFC .

The scheme would be similar to the scheme mentioned above but a major part of the cost
of the PC will be financed by Bank/Non-Banking Financial Corporation (NBFC) which
will be recovered in installments through post-dated cheque by NBFC. Some of the PC
vendors have already arrangement with financing companies and more such
arrangements will be finalized by PC vendors during the currency of arrangement. Part
payment (as indicated above) will be made initially upfront by the customer to the
PC/Laptop manufacturers and rest will be recovered through monthly installment
through post-dated cheques. The liability/risk of default will lie with the Financing
HCL
 BSNL, HCL AND INTEL ACCELERATE
BROADBAND WIRELESS INTERNET
PROLIFERATION IN RURAL INDIA

BSNL and Intel Start WiMAX Acceleration Program

• BSNL and Intel to jointly propagate wireless broadband Internet to build

nationwide rural WiMAX network
• HCL- and Intel-designed WiMAX-capable nettops to be available in coming
months

NEW DELHI, India, Oct. 27, 2009 – In support of the Indian Government’s Bharat
Nirman rural development agenda, BSNL, HCL and Intel Corporation today announced
a series of wide-reaching initiatives to spur economic and educational opportunities in
India by expanding access to wireless broadband Internet and affordable computers.

Intel and BSNL jointly will propagate wireless broadband Internet in what is intended to
ultimately become a nationwide mobile WiMAX network. BSNL also will work with
Intel and HCL to make available in India’s rural regions WiMAX-capable nettop
computers designed by the two companies and made in India by HCL using the Intel®
Atom® processor.

A memorandum of understanding to start a WiMAX acceleration program was detailed

today during a regional visit by Intel’s President and Chief Executive Officer, Paul
Otellini.

Lauding the initiatives, Shri Sachin Pilot, Hon’ble Minister of State for Communication
and IT said, “The Internet is the force that will propel India into the next decade. We
commend BSNL, HCL and Intel for coming together to accelerate wireless broadband
Internet availability in India. This initiative has the potential to connect millions more
Indians to 21st century digital opportunity, driving national growth in the process.”

“This project is a significant step in making technology more affordable and accessible
to create opportunity for many more Indians,” said Otellini. “Intel is pleased to work
with BSNL and HCL to innovate locally and help accelerate high-speed WiMAX
wireless connections and computing across the country.”

According to Shri Kuldeep Goyal, Chairman and Managing Director, BSNL, “Working
with Intel for WiMAX market acceleration is a milestone in bringing fast and reliable
Internet connectivity to much of India. We are extending mobile WiMAX to millions of
people in rural India and, in the process, will bring a whole new meaning to bridging the
digital divide in this country. Ultimately our vision is to make WiMAX available across
all India. We are pleased to work with Intel to make this a reality.”

Shri Ajai Chowdhry, Chairman and CEO, HCL Infosystems Ltd. said, “Growth in
India’s economy can be accelerated and made more inclusive by providing an impetus
to PC and broadband penetration in rural areas. The Intel- and HCL-designed WiMAX-
capable nettop is a cornerstone of our strategy for mass adoption of connected PCs,
which in turn will have a multiplier effect on the nation’s GDP.”

Affordable low-cost devices to drive Internet access

The objective of today’s agreement is to stimulate economic growth in India by

encouraging the spread of mobile WiMAX , a long-range wireless technology, and
affordable computing devices. BSNL, India’s largest telecom service provider, is
committed to deploy over time a mobile WiMAX network based on IEEE 802.16e
specifications in the 2.5 GHz frequency band, in both rural and urban areas. Initial
deployments will be in Kerala and Punjab. In tandem, Intel is committing to helping
manufacturers provide WiMAX-capable nettops, netbooks, notebooks and smartphones
for the BSNL network.

In the next several months BSNL and Intel will begin making available Intel- and HCL-
designed WiMAX-capable nettops through BSNL’s and HCL’s retail outlets, and
ultimately through Intel’s network of channel partners across India. Intel today
showcased a variety of HCL’s WiMAX-capable computing devices.
 HCL
About Intel

Intel (NASDAQ: INTC), the world leader in silicon innovation, develops technologies,
products and initiatives to continually advance how people work and live. Additional
information about Intel is available at www.intel.com/pressroom and blogs.intel.com .

About BSNL

Bharat Sanchar Nigam Ltd. is World's 7th largest Telecommunications Company

providing comprehensive range of telecom services in India: Wireline, CDMA mobile,
GSM Mobile, Internet, Broadband, Carrier service, MPLS-VPN, VSAT, VoIP services,
IN Services etc. Additional information about BSNL is available at
http://www.bsnl.co.in/about.htm .

About HCL

HCL is a $5 billion leading global Technology and IT Enterprise that comprises two
companies listed in India - HCL Technologies & HCL Infosystems. Founded in 1976,
HCL is one of India's original IT garage start-ups, a pioneer of modern computing, and a
global transformational enterprise today. Its range of offerings spans Product
Engineering, Custom & Package Applications, BPO, IT Infrastructure Services, IT
Hardware, Systems Integration, and distribution of ICT products across a wide range of
focused industry verticals. The HCL team comprises over 60,000 professionals of
diverse nationalities, who operate from 23 countries including over 500 points of
presence in India. HCL has global partnerships with several leading Fortune 1000 firms,
including leading IT and Technology firms. For more information, please visit
www.hcl.in
 HCL

COMPARISON OF HCL & NOVATIUM

OFFERS
SI.N Description Full Fledged PC (HCL) Thin Client (Novatium)
O.
TECHNICAL/OPERATION
COMPARISON
1 Operation of the system 100% operation can be done 100% of operation will be down.
when no broaad band except the internet operation Nothing can be done at this
connectivity stages
2 Ownership of the system 100% of the PC ownership is Only thin clint ownership
transferred to user after 3 transfer to user without any
year EMI period. server support which is of no
use.Witout server machine will
not work.
3 Method of running of 100% of the application runs 100% of the application will run
application on the PC. on the server.Hence the server
has to be sized accordingly to
the number of clients.A correctly
sized & reliable server is
extremely critical since any
issue on the server can make
100% clients down.
4 Application Software type Any PC based application The customer application has to
software will work. be a tested client server based
software.A PC SW just cannot be
made to work in a multi client
mode.Need to re-write the
application SW and test it in a
thin client & server model with
atleast equal no.of client before
deployment.
5 Speed/performance of Equal to the performance of Depend on the server
the system. the PC. capacity.More the client,less the
performance.A fat and reliable
server is extremely important.PI
also refer point 4 & 5 on server
& application type.
6 Down time possibility Limited to individual site. If the server/broad band down is
down.100% of the clients will be
down.
7 Broadband Bandwidth at
any point of time.
8 Storing and back up of
data.
9 Expandabilty
10 Ownership of system and
entire operation for 3/5
years.
1 Down Payment
2 EMI Payment per month
3 Broadband Payment to
BSNL
SUPPORT &
ORGANISATION
COMPARISON
1 Support Offices
2 Support Engineers
3 Support Type
4 Turnover
5 No. of Years in Operation
100% braodband bandwidth Broadband Bandwidth is always
is available for internet occupied by operation
operation only. system,database,application and
internet access and all.
80GB HDD available in the PC No HDD is available and hence
for any data. no storage possible.Your storage
will be always at different
place.If you want to store the
data you have to buy a USB
Hard disk of worth RS.4000/-
additional.
Can add DVD,Extra No expansion possible.
HDD,WebCAM etc.Can also
add this PC to other networks.
100% ownership and cannot Thin client is only a partial
of all the operation by ownership.Any problem with IT
customer irrespective of vendor,operation may come to a
vendor. standstill.
COST COMPARISON
2250 1900
455 175
150 150
Hard disk Drive/Microsoft Additional for USB HDD,DVD
Operating System valued at drive.
approx 7,000/- included in the
configuration.
360 Offices Presence only in Metro
2000+
On Site Remote Support
USD 5bn Less than USD 1mn
34 Years 6 Years
SECTION-B
 HCL

Why this project was undertaken

• To evaluate the IT-Infrastructure of Various Organization

• To identify major parameters of particular product or brand which influence
customers.
• Estimate the market share of various brands.
• Estimate the IT expenditure of Organization
• TO identify that how many BSNL telephone users in India

Problem environment

This survey has been conducted to know the market share. The IT infrastructure & buying
preferences of consumers. As the market is very dynamic it needs a lot of concentration from the
decision makers of the organization.
• It is very difficult to get the appointment from the concern person of the organization.
• Lack of interest of the concerned person.
• We have to visit different offices two or three times to meet the concerned person.
• Key decision makers are department heads and IT department carry a lot of departmental
secret information so they feel uncomfortable to share information with us.
• In state government the second line of hierarchy don’t want to exchange there
departmental information like future IT plans, budget, investment etc.
• Decision in State Government Organization are influenced by Nodal agencies i.e.
UPDESCO,U.P. ELECTRONICS CORP., UPTRON & SHREETRON.
• At times it is not the product image but the technical support provided which takes the
priority i.e. In some part of education & corporate sector people were using assembled
desktop machines.
. The problems being faced

• People busy with their official work.

 • Adverse Weather condition.

HCL

• Long Distances & Transportation.

• Most of the concerned person’s were not very Technical knowledgeable so were not able
to provide us with appropriate information.
• Different visiting hours in many organization which took our lot of time.
• Policies effected because of Code Of Conduct.

What does company expect to do by solving the problem?

• Future requirement of the organization.
• How much budget they are having. for IT-expenditure.
• Identify the major decision maker.
• Identify the purchase process of the organization.
• Existing vendor for IT-Services & the period of contract.
• Identifying the nature of business, organizations are into.
 HCL

SECTION-C
 HCL

The Project Background & Methodology

Research Objective

• To explore and identify the Major Prospects from the market and to MAP

Prospective Accounts.

• Estimate the Market share of various brands.

• Understand the purchase process adopted by different departments.

Research sub-objective

1) Company’s current profile. IT Hierarchy and major decision makers.

2) Current vendors of IT Services and the period of contract.

3) There concerns, response and issues related to the current services.

4) Information about the Solutions being used by them currently.

5) Plans for upgrades in terms of solutions and the level of customization they expect.

6) Benefit of the agreement between HCL-BSNL rural bundle pc offer

7) To show the comparison between HCL & NOVATIUM

Choice of Research Design

• Research type used Exploratory Research

In this exploratory research we have used the stratified sampling Design

 • One to One interview

• Questionnaire

HCL
Questionnaire

1 Name of the Concern

2 Address

3 Organization Map

4 Name and Contact Details of IT-incharge

5 Name and Contact Details of the HOD

Man
PC Server OS S/W Others
Power
6 Current IT infrastructure

7 Existing Vendor

Level of Satisfactory with Existing Excellent OK Poor Where he needs to improve

8
Vendor

9 Annual Expenditure on IT

10 Annual Expenditure on AMC

Hardware Software Consultancy

11 Any immediate plan for investment in IT

What would be the scope of work for the

12
above
State
Limited Open
Nodal DGS&D Direct Others
13 Purchase Process Enquiry Tender
Agency

Locally Head Office

14 Purchase Decision Made

Customer Rating of the TOP 3 IT 1. 2. 3.

15
Companies
 Customer Rating of the TOP 3 Indian IT 1. 2. 3.
16
Companies
Customer Rating of the TOP 3 Laptops 1. 2 3.
17 Makes on the basis or Price/Performance
Ration

Primary & Secondary Data Used for Data Collection.

DATA COLLECTION APPROACH: Survey Method

1) DATA SOURCE: Primary Data from different organization like State

Government, Central Government, and Educational Institution & Corporate Offices.

2) Contact Method: Personal

3) Field Work: Field work consisted of visit to various organizations.

ANALYTICAL TOOLS

1) Pie Chart

2) Percentage

3) Frequency Table

4) Graph Chart

LIMITATIONS

Although all efforts have been taken to make a result of survey, accurate but the survey

suffers from following limitations

1. Time & Money did not allow the researcher to have a large

sample as it has to be handled by the researcher.

2. Duration study limited

3. Limited functional area.

4. The survey was carried out only in Lucknow.

 HCL

SECTION-D
 HCL

Sample Table

S.no. Sectors Number of Sample

1 State Government 60

2 Central Government 25

3 Educational Institutions 35

4 Corporate Offices 35
Total 155

HCL
Involvement of Different Brands in State Government

S.no Brands Number of PC’s

1 HCL 1015
2 HP 305
3 IBM 65
4 DELL 20
5 WIPRO 35
6 ZENITH 10
7 ACER 80
8 LENOVO 25
TOTAL 1555

STATE GOVERNMENT
Involvement of Different Brands in Central Government

S.no Brands Number of PC’s

1 HCL 410
2 HP 320
3 IBM 73
4 DELL 20
5 WIPRO 50
6 ZENITH 32
7 ACER 65
8 LENOVO 30
TOTAL 1000

Involvement of Different Brands in Education Sector

S.no Brands Number of PC’s

1 HCL 790
2 HP 570
3 IBM 200
4 WIPRO 40
5 ZENITH 100
6 ACER 110
7 OTHERS 500
 TOTAL 2000
EDUCATIONAL INSTITUTE

Involvement of Different Brands in Corporate Sector

S.no Brands Number of PC’s

1 HCL 750
2 HP 1000
3 IBM 850
4 DELL 430
5 WIPRO 280
6 ZENITH 90
7 ACER 220
8 LENOVO 430
OTHERS 250
TOTAL 4700
 Corporate

6%
17%
10% HCL
HP
5% IBM
2% DELL
Wipro
7%
23% zenith
Acer
10% lenovo
Others
20%

HCL
 Conclusion

Comparison of Pc’s of HCL with other brands

HCL HP IBM DELL Wipro zenith Acer lenovo Others Total

Education 790 570 200 40 40 100 110 0 500 2000
100 105
750 430 280 90 220 430 250
Corporate 0 0 4500
State Govt. 1O15 305 65 20 35 10 80 25 0 1555
Central Govt. 410 320 73 20 50 32 65 30 0 1000

L e a d in g B r a n d

2500

2000

1500
N u m b e r o f P c 's
1000

500

0
HCL HP IB M D E L LW IP R ZOE N IT AHC E RL E N O OV TO H E R S
B ra n d s
Growth Rate of Different Brands in PC’s Market

HCL

BIBLIOGRAPHY

• Marketing Research by Donald R Cooper

• Marketing Research by Westfall & Boyd

• Marketing Management by Philip Kotler

• Computer for Management by S.K.Basandra

• www.hcl.in

• www.indiastudycentre.com

• www.gov.nic.in
 HCL
ANALYSIS OF DATA

a. Classification based on gender:

Gender No. of people

Male 84
Female 16
total 100
No. of people

100
100
84
90
80
70
60
50
40
30 No. of people
16
20
10
0
Male No. of people
Female
total
 HCL
b. Classification based on age:

Age No. of people

Less than 25 5
25-35 55
35-45 10
45-55 12
More than 55 18
total 100

No. of people

total 100

More than 55 18

45-55 12
No. of people
35-45 10

25-35 55

Less than 25 5

0 20 40 60 80 100 120
 HCL

6. Limitations

After the survey some of the following limitations are listed below:

1. In rural areas most of the connections were dead, the numbers were not in use.

2. Lack of awareness about computer and internet.

3. Due to low response rate of BSNL very less people were ready to take this.

4. Since the sample size was very small, it may lead to sampling error.
 7. Suggestions:

1. It should be necessary to make proper awareness about computers and its functioning
among people in rural areas.

2. Free booklet of internet knowledge should be given to the landline holders, so that they
can understand the advantages of internet.

3. The limitations should be reduced, such as the landline must be six months older

4. BSNL should improve their services, because large numbers of people’s are not
satisfied with the services provided by the BSNL.

5. The offer should also be given to new landline holders.