PRESENTED BY:KARAMJEET KAUR RAI ROLL NO:- 5738

COMPANY PROFILE ACQUISITIONS & MERGERS PRODUCT MIX OF HCL MARKETING AND SELLING STRATEGIES VISION, MISSION, QUALITY POLICIES & CORE VALUES RESEARCH METHEDOLOGY PROJECT OVERVIEW DATA COLLECTION & ANALYSIS SWOT ANALYSIS

RECOMMENDATIONS & SUGGESTIONS

CONCLUSION LEARNINGS

Registered Office Head office Date of Incorporation and commencement of business (India) Sector Constitution Nature of Industry Founded in & Founder

806, Siddhartha New Delhi F-19, Sec-8, Noida (UP) 10th Feb, 1992

private sector company Under company act 1956 IT services In August 11, 1976 by Shiv Nadar

Area served
Revenue Employees Subsidiaries

World wide
US $ 5.9 billion(2011) 80000(2011) HCl Info system & HCL Technologies

In 1976, Shiv Nadar, Arjun Malhotra, Subhash Arora, Badam Kishore Kumar, T.V Bharadwaj, & Arun Kumar started Microcomp Limited. The focus of the company was design and manufacturing of scientific calculators. The venture provided its founders money to start a company that focused on manufacturing computers. The company name "HCL" used to stand for "Hindustan Computers Limited" but now HCL is the only one name that the company goes by. HCL received support from the Uttar Pradesh government to setup manufacturing in Noida. On termination of the joint venture with HP in 1996, HCL became an enterprise which comprises HCL Technologies (to address the global IT services market) and HCL Info systems (to address the Indian and APAC IT hardware market). HCL has since then operated as a holding company.

ESO Division

OA Division

Nokia

HCL INFINET

HCL AXON

HCL COMNET

IPAS

TELECOM

VOICE (EPABX)

Video Conferencing

The Company acquired Capital stream, a US BFSI product company for US$40 million in February 2008. Capital streams Finance Center product is an addition to HCL's current product addressing the BFSI market - Penstock, the product that HCL launched in 2007. On 15 December 2008, HCLT acquired the UK based AXON Group for US$658 million, which was renamed HCL Axon.

HCL TECHNOLOGIES
The company is led by its Vice Chairman and CEO Vineet Nayar. It is the IT services arm of HCL Enterprise, a US$5.5 billion global Technology and IT Enterprise. HCL Technologies is fifth largest IT Company in India and is ranked 48 in the global list of IT services providers. HCL Technologies is a relatively young company, formed in 1991 when HCL's R&D business was spun off to focus on the growing IT services industry. During last 15 years, HCL has expanded its service portfolio in IT applications (custom applications for industry solutions and package implementation), IT infrastructure management, and business process outsourcing, while maintaining and extending its leadership in product engineering.

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, we have developed and implemented solutions for multiple market segments, across a range of technologies in India. We have been in the forefront in introducing new technologies and solutions. HCL Info systems Ltd., a listed subsidiary of HCL, are an India-based hardware and systems integrator. It has a presence in 170 locations and 300 service centers throughout India. Its manufacturing facilities are based in Chennai, Pondicherry and Uttarakhand. HCL Peripherals (a unit of HCL Info systems Ltd.), founded in the year 1983, is a manufacturer of computer peripherals in India of Display Products, Thin Client solutions, Information and Interactive Kiosks and a range of Networking products & Solutions. HCL Peripherals has two Manufacturing facilities, one in Pondicherry (Electronics) and the other in Chennai (Mechanical).

The Office & Automation solutions division provides Documentation and Presentation solutions to its clients. HCL Info systems are the official distributor and marketer in India for the following products and companies: Product Photocopiers Printers Digital Duplicators Scanners Large Format Printers Company Toshiba Konica Minolta Duplo Kodak Kyocera Mita

HCL Info system Ltd. Differentiate itself with their successful marketing strategy. HCL Info system Ltd. telecom technology's position relative to these drivers: Price: HCL Info system Ltd adopts a strategy to sell their product on DGS&D (directorate general of supplies & disposals) rate contract these are the government approved rate contract. So there is no doubt in government purchases. Features: Within the given product module, company introduce best business communication technology i.e. IP PBX. It consist number of feature. Service Offering: HCL Info system is only a company to provide direct customer services to their customer. In this way company provide best services to their customer. Manufacturers Experience: manufacturers of these products like CISCO TANDBERG, RADVISION etc provide best products to HCL.

Product Flexibility: HCL Telecom Technology will strive to maintain a lead in the ability of the operator to easily add schemes and re-configure the system. In addition, HCL Telecom Technology will maintain an open environment. HCL technology is easy to install & easy to use.

Vendor Experience: HCL Info system Ltd. will follow a stepped strategy to be sure we under-commit and overdeliver to our customers. HCL Info system Ltd has a joint venture with best vendor and suppliers of like Aastra, tadiran Coral etc.
Product line: HCL introduce best line of products like products of video conferencing systems, photocopiers, digital printing solutions, laptops, cell phones etc.These products consists various feature.

Introduction of HCL Office automation Products

Dear Sir, We, HCL Info systems Ltd, Office Automation Division is one of the Major player in the office automation Domain, Our Product Portfolio : Digital Multifunction Device and Copiers Toshiba

Digital Duplicator Duplo Video Conference and PBX solutions

Interactive white Board and Touch Panel - from Hitachi and Smart

Market for the above products has seen a sudden surge due to factors like reduction in cost, Modernization and up gradation of class rooms and the rapid expansion of education segment. We are sure you will find them attractively priced with extremely good support back up. If you are interested , Please feel contact us for any trade enquiry at the following contacts. For HCL Info systems Ltd , Office Automation Division Plot Number : ITC 3 Mohali-160062 Punjab Phone : +91-172-4352190, Fax -4352191, Mobile number : 9501082803 Regards Team Marketing

Situated at CEO Head of marketing Department Constructed in

: HCL Tower, Plot no. ITC-3, Sector-67, IT Park, Mohali : Harsh Chitle : Sandeep Bedi : 2006

AJAI CHOWDHRY (Chairman and CEO ) J V RAMAMURTHY (President and Chief Operating Officer ) SANDEEP KANWAR (CFO & EVP) HARI BASKARAN (EVP ) GEORGE PAUL (EVP ) RAJEEV ASIJA (EVP) RAJENDER KUMAR (EVP) M CHANDRASEKARAN (Sr. VP) VIVEK PUNEKAR (VP HR)

oVISION: A global corporation enriching lives and enabling business transformation for our customers, with leadership in chosen technologies and markets. Be the first choice for employees and partners, with commitment to sustainability. oMISSION: It enables business transformation and enrichment of lives by delivering sustainable world class technology Products, Solutions & Services in their chosen markets thereby creating superior shareholder value. oQUALITY 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. oCORE VALUES: HCL 1. We shall uphold the dignity of the individual. 2. We shall honor all commitments. 3. We shall be committed to quality, innovation and growth in every sector. 4. We shall be responsible corporate citizens.

Among the major awards and accolades that came HCLs way are:
Ranked No 1 in the DQ-IDC Best Employer Survey 2009, among the IT companies in India . Gold Award in IT &Automation Hardware category by Frost & Sullivan in India Manufacturing Excellence Award (IMEA 2008) . Awarded the Gold Star rating for customer satisfaction excellence in the CISCO PAL Survey . Ranked No1 company in IT services as per DQCSA 2009. Best Desktop PC Category award by Computer Active . Emerald Award for best all round performance from In focus Platinum Certificate of Excellence award from HDFC Standard Life Insurance Co. Ltd in appreciation of its contribution & efforts towards the continued success of HDFC SLI .

TOPIC
Objective

: Video conferencing & market research for HCL Info system's Digital Printing Solution :

1. To study the usage of HCL products in the organizations 2. To study the customer awareness about 3D Printers 3. To gauge the competitive forces present in the industry & their impact on HCL Info system 4. To generate leads and sell HCL Info systems Products. 5. To know how many companies deal with HCL Info systems. 6. To study the manufacturers of video conferencing. 7. To study the benefits of video conferencing, 8. To study that how many kinds of video conference Systems are there? 9. To study that how many models are presented by Manufacturers of video conference systems.

Method: Descriptive method Sample Size: 60 Sample design: Random sampling Sampling Technique: Convenience sampling Data collection: Both Primary as well as secondary data Area of survey: Chandigarh & Mohali Tools of data analysis: Questionnaire Marketing Models Bar Graphs

The project Video conferencing &Sales and Market Research for HCLs Digital Printing Solutions aims to study the markets where HCL sells its products. The study will benefit the company as the analysis will help in understanding consumer behavior in business to business markets. Furthermore, the study will help to gauge the competition present and understand the markets dynamics better.

My Project was based on the Video conferencing and Sales & Market Research for HCLs Digital Printing Solutions in the tri city of Chandigarh and Mohali .

A video conference (also known as a video teleconference) is a set of interactive telecommunication technologies which allow two or more locations to interact via two-way video and audio transmissions simultaneously. It has also been called 'visual collaboration' and is a type of groupware. TECHNOLOGY: - The core technology used in a videoconferencing system is digital compression of audio and video streams in real time. The hardware or software that performs compression is called a codec (coder/decoder). The other components required for a videoconferencing system include: Video input : video camera or webcam Video output: computer monitor , television or projector Audio input: microphones, CD/DVD player, cassette player. Audio output: usually loudspeakers associated with the display device or telephone Data transfer: analog or digital telephone network, LAN or Internet Computer: a data processing unit that ties together the other components, does the compressing and decompressing, and initiates and maintains the data linkage via the network.

There are basically two kinds of videoconferencing systems: 1. Dedicated systems: It has all required components packaged into a single piece of equipment, usually a console with a high quality remote controlled video camera. These cameras can be controlled at a distance to pan left and right, tilt up and down, and zoom. They became known as PTZ cameras.

2. Desktop systems: - These are add-ons (hardware boards, usually) to normal PCs, transforming them into videoconferencing devices. A range of different cameras and microphones can be used with the board, which contains the necessary codec and transmission interfaces.

(1.) Opportunity missed with other media: - IM, e-mail, audio and data

a. Other opportunities are one dimensional.

b. Understanding often decreases as more people join. c. Language and cultural barriers increases. D. Limited multimedia capability. (2.) Visual communication is Real: - Video a. Creates deeper understanding by revealing reactions and emotions.

b. Bridges language and cultural barrier with visual cues.

c. Illuminates interactions within team. d. Reduces travel expenses and travel time. (3.) Visual presence maximizes productivity.

 Videoconferencing increases productivity.

It reduces costs like travel expenses, cost related arrangement of

meetings etc. It saves lots of time by reducing travel time etc. You can easily know the reaction of your opposite party by checking their facial expressions It enables people to interact and call meetings at a moments notice between distant parties

It provides the possibilities to have both regular and ad-hoc

meetings, ensuring that decisions can be taken faster. It offers a more environmental and safer option.

HCL having the strategic alliance with TANDERBERG and AETHRA for video conferencing solutions provides the world class solutions.

TANDERBERG
ATHERA RADVISION

POLYCOM

Videoconferencing is communication across distances with video and

audio contact that may also include graphics and data exchange.
Videoconferencing technology allows people at two or more locations to see, hear and share documents and graphics with each other at the same time.

TANDBERG a Norway based company provides various solutions for Video conferencing like Tandberg endpoints, MCU and Gateways, Management software and services. The Tandberg advantage stands out the clearest when evaluating the end-toend solutions. Why Tandberg Video Conferencing Solutions

a. Highest quality video and audio

b. Simplicity and ease of use c. Consistent functionality d. Privacy of communications e. Ease of integration f. IP Quality of Service g. Investment protection h. Complete, global service portfolio Providing greater business productivity and lower total cost of ownership

EXPERIA

PROFILE SERIES (MXP)

EDGE SERIES

CENTRIC SERIES

MOVI

Founded in 1990, Polycom develops, manufactures and markets a full range of high-quality, easy-to-use and affordable voice and video communication endpoints including telepresence systems, video conferencing equipment, Web conferencing software, multinetwork gateways, and multipoint conferencing and network access solutions. In addition to being the worldwide leader in market share for voice and video conferencing, Polycom has developed The Polycom Office, the worlds only fully integrated, end-to-end video, voice, data and web collaboration solution. In 2006 Polycom added the RPX 200 Series and 400 Series telepresence systems to its extensive line of video conferencing solutions including the ultra-popular Polycom VSX line, and brought HD video conferencing to the boardroom with it's highdefinition Polycom HDX 9000 Series.

Polycom creates location liberation so people can have more engaging conversations in new ways that defy the boundaries of distance, cost, time, and significant business disruptions, such as terrorist attacks, pandemics, or acts of nature. Through a highly visual and immersive unified communications (UC) experience, people can connect, speed their decision making, and increase their productivity to benefit their companies and individuals inside their organizations and beyond.

Polycom is easy to use, communicate faster and collaborate easier.

Polycom is affordable.
Polycom is life like. Polycom is efficient Polycom is cost effective

Q: Your organization is

Private Limited A Public limited A Government Unit A Public Sector Unit

Organization

Private ltd Public ltd. Govt unit Private sector unit

Interpretation: - The Private sector makes up 25.5% of the total sample. Chandigarh being the capital of Punjab and Haryana has many Government offices including the departments. This is one sector from where HCL gets its maximum business from, the government departments like Food & Supply Directorate, Haryana, Excise Department, UT, etc. have the lions share in the sample with 45% followed by Public companies and PSUs with 23% and 6.5% respectively.

Q: Which of the following digital printing products/solutions you are using?

Photocopiers Printers Digital Duplicators Large format printers Scanners Any other
systems
60% 50% 40% 30% 20% 10% 0%

systems

Interpretation: - Photocopier is a multi-utility product for offices. This product is used by 89% of the respondents. Another popular product is the Printer which is used by 67.5% of the sample. Digital duplicators account for 34% of the products. Large Format Plotters(LFP) is a specialized product and has a niche demand thus it has very few takers at 31%.These are followed by the second most popular product, Scanners which are used by 74.5% of the respondents.

Q: Which brand of photocopier are you using?

Ricoh Modi Canon Sharp Toshiba Xerox
companies
35.00% 30.00% 25.00% 20.00% 15.00% 10.00% 5.00% 0.00% companies

ricoh xerox toshiba canon sharp

Interpretation: - Amongst all the brands of photocopiers namely, Ricoh, Toshiba (distributed and marketed by HCL), Canon, Modi, Sharp, Xerox. Ricoh has the maximum takers in the tri city with 29.5% market share. Followed by the leader are Xerox and Modi with 24.5% and 16.5% market share. These players are amongst the oldest in the industry of photocopiers, Xerox has infect become a generic name for photocopying. Amongst the bottom three brands are Toshiba, Canon and Sharp with 12.5%, 9.5% and 7.5% market share. Toshiba is a relatively new player in comparison to Canon and Sharp.

Q: Which of the following you wish to buy in near future?

products
Photocopier Printer digital Duplicator Scanner Large format printers None of the above
40% 35% 30% 25% 20% 15% 10% 5% 0%

products

Interpretation: At present a majority of customers are satisfied with the products they have as 37.5% of them do not wish to buy any products in the coming days. 21.8% suggest that they will need printers in the near future, 18 % amongst them will need photocopiers, and 12.8% suggest that they intend to buy scanners

Q: What is your preferred mode of purchase?

Quotation Tender rate Contract

purchases

Quotation rate contract tender

Interpretation: The most popular amongst all modes is the Tender as 64.7% of the respondents believe that by inviting tenders for these products they can compare the prices of the products from different suppliers and also do a comparative study of the features provided by each supplier. The DGS&D rate contract is preferred by 21.8% of the respondents as they are authorized to buy products for their offices on Government of India prescribed rates. 14% respondents prefer to receive quotations from companies about their products and then take a decision.

Q: Which brand of Scanners are you using?

(a) HP

(b) Ricoh
40.00% 30.00% 20.00% 10.00% 0.00% HP

(c) Kodak
scanners

(d) Canon

scanners

ricoh kodak canon

Interpretation: In the scanners market HP emerges a market leader again with 36.5% respondents using its products. Canon comes at second place in this category too with 28% share. Ricoh and Kodak (distributed and marketed by HCL) have 20.5% and 15% shared respectively.

Q: Are you aware of 3D printers? Yes No

awareness

yes no

Interpretation: Three dimensional printers are a recent innovation in the IT industry that is the primary reason for respondents lack of awareness about this particular product as 86% of the population is unaware about this product.

Q: Do you want presentation or demonstration any of the below mentioned products?

products
Photocopier Printer digital Duplicator Scanner Large format Printers None of the above
50.00% 40.00% 30.00% 20.00% 10.00% 0.00%

products

Interpretation: The most appealing product to the customer has been the photocopiers as 46.4% expressed a desire to see the product, followed by 34% who wish to receive a demonstration of scanners, 28% of them wish to receive a demo for digital duplicators.

Q: What is the amount of Documents printed or Copied in a month?

documents
(a) 0 5000 (b) 5000 10000 (c) 10000 15000 (d) 15000 or above
50%

40%
30%

20%
10% 0% documents

Interpretation:A very important exhibit, this represents the number of copies that are printed/copied by organizations in one month. By knowing the approximate requirement of its prospective customers the company can recommend them the most suitable products that would fit their requirements. Another area where this information can be useful is the companies can frame Lease Agreements on the basis of this information and contract with the customers on a per page payment basis. 43.5% respondents have a requirement in the range of 5000-10000 copies per month whereas 15% have requirements in the range of 15000 and above.

Q: How often does your organization change its Digital Printing Solution equipments?
50% 45% 40% 35% 30%

(a) (b) (c) (d)

Every Year Every 2 years Every 4 years More Than 4 Years

25%
20% 15% 10%

Series 1

5%
0% every year every 2 year every 4 year more than 4 year

Interpretation: By studying the pattern the company can estimate the period during which the customers will need a particular product. They can use this information to their advantage in terms of pricing, promotion, etc. 42% respondents from the sample change their products every 4 years, 28 % change them after the products are more than 4 years old.

Q: Do you use video conference system for business communications

1.Yes 2. No

Sales

yes no

Interpretation: It was observed that 63.3% organizations using the video conference system and 36.7% said no that they are not using video conference system

Q: What are the facilities do you use in your system

Call transfer Call waiting Video conference All the above

Facilities

call transfer call waiting video conference all above

Interpretation: It was observed that in 3% systems has call transfer facility,19.7% systems has call waiting, 42.3% systems has video conference and 6% systems has all the above facilities

Q: Are you satisfied with the system which you are using

Yes No

satisfaction level

yes no

Interpretation: It was observed that 67.7% organizations are satisfied with their system and 32.3 are not satisfied they want to replace their systems.

Q: If not then what is the cause of your dissatisfaction

Poor performance High maintenance Poor performance Unwanted feature
causes
35.00% 30.00% 25.00% 20.00% 15.00% 10.00%

causes

5.00%
0.00% poor service high poor maintanence performance unwanted features

Interpretation: It was observed that 22.4% organizations are suffered from poor services in their systems, 17.4% has problem of high maintenance, 29.2% suffered from poor performance and 31% suffered from unwanted feature.

Wide Range of Products and Services like BPOs, Software

One of the key weakness of HCL is that it has lost projects in Continuation like recently BFSI cuts projects. TIER1 sectors.

Services, Infrastructure
Management which cater into both Global Coverage in countries like

large and Medium size companies. HCL has always a weakness in

U.S, Europe, Japan etc

Strong employees base of up to 50000Pax. Support sales activities by understanding the customer business better. Keep up to date on what

Total asset turnover is one of the

weaknesses of HCL as they have always failed to materialize its assets in right direction. Lack of innovation and distribution network especially in case of laptops has reflected HCLs weakness.

competition is doing.

Acquisitions:-HCL has already done 3 major acquisitions like Liberta. This enables them to expand and create opportunity for them to wide there spectrum.

One of key threat for HCL and the industry as a whole is the

ban of outsourcing from India

due to new regulations from U.S Dip in quarterly Sales by 5% can lead to loss of market share and

Key opportunities lies in the countries like Eastern Europe and APAC (Asia-Pacific Region).

product depreciation.
Small Players and manufactures are trying to enter into the segment where they can provide

Mid Market segment is the opportunity area as against fortune200 companies.

Opportunity of doing better on return on equity from 21.42% by beating sat yam (26.08%)

much cheaper products then

HCL which will be a rising competition for HCl to stand.

Increasing its market share from 9.8% vs. 19.7%(HP)

The most popular product from HCLs point of view is Toshibas Digital Photocopier. The product is used in almost all offices that the survey covered. To increase the visibility of the product HCL should promote it so that the product has recall value amongst the customers.
Ricoh is a market leader as far as the Digital Photocopier is concerned. HCL is emerging as a challenger in this competitive rivalry. To effectively address this HCL may use the following strategies: Frontal Attack: Here HCL will have to match Ricohs product, advertising, price, distribution, etc. The company with greater resources will win. HCL can reduce its own margins and thereby reduce the cost of its products. This will work provided Ricoh does not retaliate and slash its prices too. Flank Attack: HCL should identify the weak spots in Ricohs products. Then it should direct its attack on two dimensions namely geographic and segmental. In the geographic dimension HCL should try to enter into Ricoh dominated sectors like sector 17, 9, etc. There it should position itself in such a fashion that its features out do Ricohs. In a segmental dimension HCL should try and develop new segments where it can expand its market share.

The most widely used products in offices according to the survey are Printers where HP is the leader. HCL should not ignore this segment as it distributes and markets Konica Minoltas Biz Hub line of printers. HCLs marketing initiatives should aim to leverage the brand value of Konica Minolta and try to create a unique image in the minds of the customers. The survey suggests that the average number of copies printed/copied by organizations lies in the range of 5000 to 10000 copies per month. Thus, the most suitable machine for this range is the Toshiba e-Studio 255/355. During future promotions these machines should be pushed. Moreover the lease agreements should be framed keeping in view the requirement of 10000 pages per month. If a lease agreement catering to this range can be framed HCL will be able to gain substantial market share as no company in the market has a lease agreement for this range. The government departments prefer to buy products that are listed on the DGS&D rate contract. HCL should make sure that its entire range of products is on that list as it would cover all prospective market opportunities for the company. A situation may arise that the government may need a big number of a particular product and if that product is not on the list it would lead to loss of sale for HCL.

A major shortcoming for all companies in this industry is related to provide after sales service. The company that will provide better service will emerge a winner in the long run as this will be a differentiator for the particular company. The process of offering Annual Maintenance Contracts should be packaged with the product, i.e., while selling the product the AMC should be bundled along at a nominal price. This would help HCL earn from service along with the sale of the machinery. The company that will provide better service will emerge a winner in the long run as this will be a differentiator for the particular company. The government departments prefer to buy products that are listed on the DGS&D rate contract. HCL should make sure that its entire range of products is on that list as it would cover all prospective market opportunities for the company. A situation may arise that the government may need a big number of a particular product and if that product is not on the list it would lead to loss of sale for HCL. HCL should impart in-house training to all its sales persons for effective pitching of its products. An untapped source of revenue for the company could be the revenue from sales of its tonners. The company should explore various avenues where these can be sold and develop a market for it.

Amongst the Documentation and Printing Solutions used in Office Automation products the Photocopier has the maximum takers as this machine comes along with an inbuilt scanner and printer too. Three dimensional printers are a recent innovation in the IT industry that is the primary reason for respondents lack of awareness about this particular product as 86% of the population is unaware about this product. The HCL competitors had a major impact on the HCL sales as its Major competitors like HP and Canon are having the maximum share in the market. The product has appealed to the customer during the sales pitch. The customer would like to see a demonstration of the product that has appealed to him. The most appealing product to the customer has been the photocopiers as 46.4% expressed a desire to see the product, followed by 34% who wish to receive a demonstration of scanners, 28% of them wish to receive a demo for digital duplicators.