FIN PROJECT

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CHAPTER-1

INTRODUCTION OF

THE COMPANY


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COMPANY PROFILE

Hewlett-Packard

Type : Public (NYSE: HPQ)

Industry : Computer Systems

Computer Peripherals

Computer Software

IT consulting

IT Services

Founded : Palo Alto, California (1939)

Founder(s) : Bill Hewlett

David Packard

Headquarter s: 3000 Hanover Street,[1] Palo Alto, California, USA

Area served: Worldwide

Products : Computer Monitors

Digital Cameras

Enterprise Software

Indigo Digital Press

Mobile Phones

Networking

Personal Computers and Laptops


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BOARDOFDIRE TORS

Marc . A reessen

irect rsince 2009

Mr. Andreessen is co-founder and a eneral artner of Andreessen orowitz, a

enture capital firm founded in Jul 2009, and co-founder and airman of ing,

Inc., an online platform founded in 2004 for people to cre ate t eir own social

networks. From 1999 to Jul 2007, Mr. Andreessen served as airman of

Opsware, Inc., a software company t at e co-founded. From March 1999 to

September1999, Mr. Andreessen served as hief echnology Officer of America

Online, Inc., a software company. Mr. Andreessen co-founded etscape

ommunications orporation, asoftwarecompany, andserved invariouspositions,

including hief echnology Officer and Executive Vice President of Products from

1994 to1999. Mr. Andreessen also is a director of eBay Inc. and several private

companies.

o Apotheker

irectorsince 2010

Mr. Apothekerhasservedas Ps President and hief Executive Officerandasa

member of the Board since ovember 2010. Mr. Apotheker served as hief

Executive Officerof SAP AG, a software company, from June 2009 until February

2010 after having served as co- hief Executive Officer of SAP from April 2008 to

May 2009. Previously, Mr. Apotheker served as worldwide hairman of ustomer

Solutions and Operations for SAP from 2002 until April 2008. Mr. Apotheker

occupiedvariousotherpositionsat SAP since joining thecompany in1995, including

hairmanof SAP EMEA from1999 to 2002; hairman of SAP for the South - est

Europe Region from1997 to1999; and EO of SAP Franc eand SAP Belgium from


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1995 to 1997. Mr. Apotheker also is Vice hairman of the supervisory board of

SchneiderElectric SA.

awrence . Babbio, Jr.

irectorsince 2002

Mr. Babbiohasservedasa Senior Advisor to arburg Pincus , aprivateequity firm,

since June 2007. Previously, Mr. Babbioservedas Vice hairmanand President of

Verizon ommunications, Inc., a telecommunications company, from 2000until his

retirement in April 2007. Mr. Babbio also served as Vice hairman of Bell Atlantic

orporation, a telecommunications company, from 1995 until the formation of

Verizon through the merger of Bell Atlantic and G E orporation, another

telecommunications company, in 2000; as Executive Vice President and hief

Operating Officerof Bell Atlantic from1994 to1995; and hairman, hief Executive

Officer and President of Bell Atlantic Enterprises International, Inc. from 1991 to

1994.

Sari M. Baldauf

irectorsince 2006

Ms. Baldauf served as Executive Vice President and General Manager of the

etworks business group of okia orporation, a communications company, from

1998 until February 2005. She previously held various positions at okia since


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joining the company in 1983, including Executive Vice President of okia, Asia -

Pacific from1997 to1998 and President of okia ellular Systems from 1988 to

1996. Ms. Baldaufalsowasa memberof the Executive Boardof okia from1994

until January 2005. Ms. Baldauf also is a director of aimler AG and three

companiesheadquartered in Finland.

Shumeet Banerji

irectorsince 2011

Mr. Banerji hasservedas hief Executive Officerof Booz & ompany, aconsulting

company, since July 2008. Previously, Mr. Banerji served in multiple rolesat Booz

Allen amilton, aconsultingcompanyandpredecessor to Booz & ompany, while

based in offices in orth America, Asia and Europe, including President of the

orldwide ommercial Business from February 2008 to July 2008, Ma naging

irector, Europe from February 2007 to February 2008 and Managing irector,

nited Kingdom from 2003 toMarch 2007. Earlier inhiscareer, hewasamemberof

the facultyat the niversityof hicago Graduate School of Business.

Rajiv . Gupta

irectorsince January 2009

Mr. Gupta has served as hairman of Avantor Performance Materials, a


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manufacturer of chemistries and materials, since August 010 and as Senior Advisor

to New Mountain Capital, LLC, a private e uity firm, since uly 009. Previously, Mr.

upta served as Chairman and Chief E ecutive fficer of ohm and Haas

Company, a worldwide producer of specialty materials, from 1999 to April 009. Mr.

upta occupied various other positions at ohm and Haas since joining the

company in 19 1, including Vice Chairman from 199 to 1999; Director of the

Electronic Materials business from 199 to 1999; and Vice President and egional

Director of the Asia Pacific egion from 1993 to 199 . Mr. upta also is a director of

Tyco International Ltd., The Vanguard roup and several private companies.

ohn H. Hammergren

Director since 00

Mr. Hammergren has served as Chairman of McKesson Corporation, a healthcare

services and information technology company, since 00 and as President and

Chief E ecutive fficer of McKesson since 001. Mr. Hammergren joined McKesson

in 199 and held a number of management positions before becoming President and

Chief E ecutive fficer. Mr. Hammergren also is a director of Nadro, S.A. de C.V.

(Me ico).

oel Z. Hyatt


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Directorsince 2007

Mr. yatt hasservedas Vice hairmanof urrent Media, , acableandsatellite

televisioncompany, since July 2009. Previously, Mr. yatt servedas hief Executive

Officer of urrent Media from September 2002 until July 2009. From September

1998 to June 2003, Mr. yatt was a ecturer in Entrepreneurship at the Stanford

niversity Graduate School of Business. Prior to that, Mr. yatt was the founderand

hief Executive Officerof yatt egal Plans, Inc., aproviderofemployer-sponsored

group legal plans.

John R. Joyce

Directorsince 2007

Mr. Joycehasservedas Vice hairmanand hief Financial Officerof SilverSprings

etworks, Inc., a utility networking solutions company, since September 2010.

Previously, Mr. JoyceservedasaManagingDirectorof Silver ake, aprivateequity

firm, from July 2005 until March 2010. Prior to joining Silver ake, Mr. Joyceservedinmultiple rolesduringa30-year careerat IBM, aglobal technology firm, including

Senior Vice President and Group Executive of the IBM Global Services division;

hief Financial Officer; President, IBM Asia Pacific; and Vice President and

ontrollerforIBMsglobal operations.

Raymond J. ane

Directorsince 2010


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Mr. ane has served as Ps non-executive hairman since ovember 2010. Mr.

anehasservedasManaging Partnerof KleinerPerkins aufield & Byers, aprivate

equity firm, since 2000. Prior to joining KleinerPerkins, Mr. anewas President and

hief Operating Officerand adirectorof Oracle orporation, asoftware company.

Before joining Oracle in1992, Mr. anewasaseniorpartnerof Booz Allen amilton,

aconsultingcompany. Prior to Booz Allen amilton, Mr. aneservedasadivision

vice president with ElectronicData Systems orporation, an I services company

that P acquired in August 2008. Mr. anealso isadirectorof uest Software, Inc.

andseveral privatecompanies.

GaryM. Reiner

Directorsince 2011

Mr. Reinerhas servedas Special Advisorat General Atlantic, aprivateequity firm,

since September 2010. Previously, Mr. Reinerservedas the Senior Vice President

and hief Information Officerat General Electric ompany, a technology, mediaandfinancial servicescompany, from1996 until March 2010. Mr. Reinerpreviouslyheld

otherexecutivepositions with GE since joining thecompany in1991. Earlier inhis

career, Mr. Reinerwasapartnerat Boston onsulting Groupwherehe focusedon

strategicandprocess issues fortechnologybusinesses .

Patricia F. Russo

Directorsince 2011


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Ms. Russo served as hief Executive Officer of Alcatel- ucent, a communications

company, from December 2006 to September 2008. Previously, she served as

hairman of ucent echnologies Inc., a communications company, from 2003 to

ovember 2006 and hief Executive Officerand President of ucent from 2002 to

ovember2006. Ms. Russoalso isadirectorof General Motors ompany, Merck &

o., Inc. and Alcoa Inc.

Robert . Ryan

Directorsince 2004

Mr. Ryan served as Ps ead Independent Director from September 2008 to

October 2010. . e served as Senior Vice President and hief Financial Officerof

Medtronic, Inc., amedical technologycompany, from1993until hisretirement inMay

2005. Mr. Ryan also is a d irector of General Mills, Inc.; he Black and Decker

orporation; and itigroup, Inc.

ucille S. Salhany

Directorsince 2002

Ms. Salhany has served as President and hief Executive Officer of J Media, a

consultingcompany, since1997. Since 2003, she hasbeenapartneranddirectorof

Echo Bridge Entertainment, an independent filmdistributioncompany.


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Dominique Senequier

Directorsince 2011

Ms. Senequierhasservedas hairmanand hief Executive Officerof AXA Private

Equity, a private equity firm, since founding the firm and joining AXA Investment

Managers in1996. Earlier in her career, sheworkedat the ommission Francaise

des Assurancesandat the French insurancegroup GA . Ms. Senequieralso isan

observerof thesupervisoryboardof SchneiderElectric SA.

G. Kennedy hompson

Directorsince 2006

Mr. hompson has served as Senior Advisor to Aquiline apital Partners , a

privateequity firm, sinceMay 2009. Previously, Mr. hompsonservedas hairmanof

achovia orporation, a financial servicescompany, from 2003until June 2008. Mr.

hompsonalsoservedas hief Executive Officerof achovia, formerly First nion

orporation, from 2000until June 2008 andas President from1999until June 2008.

Previously, Mr. hompson served as hairman of First nion fora portion of 2001;

Vice hairmanof First nion from1998 to1999; and Executive Vice President of First

nion from1996 to1998.


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ABOUT THE PRODUCTS

Business P s

P recommendsMicrosoft indows XP Professional forBusiness support.htm

he marketplace is constantly changing in terms of consumers, competition and

strategies togarnermarket share. Almost all aspectsofyourbusinessare everevolving.

heonlychangeoverthepast fewyears is that thepaceofchangehasaccelerated! In

fact, it is increasingevenasyouread this.

Information echnology I changesaccordingly, perhapseven faster. hat isvital is

that thedecisionsyoumake todayneed tohave thecapacity toaddresssituations forat

least the next three years and the changes that are commercial desktop segment in

India, aheadofcompetition. Infiniti is theonlybrand in Indian I that offersyoubound to

occurin that time.

Infiniti is the market leader in Remote Support for Software, an innovative support

mechanism that isend-userfriendlyandextremelyefficient inproblemresolution, saving

you timeandopportunity.

e, at Infiniti Product Development recognize th isneedas thekey tosuccess foryou,

and forus. Infiniti, backed bydirect sellingandbuilt -to-order, ISO 9001 & ISO 14001

manufacturing, ensures that youget thebest availableproduct at the timeofdelivery,

ratherthanat the timeoforder.


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ThisTechnology First brand features the latest innovations in entral Processing nit

P design, graphicsdesign, displaydesign, I/O advancement and a host ofother

technologies that havemade Infiniti thenumberonecorporate P brand in India.

ome P s P recommends Microsoft indows XP Professional

support.htmsupport.htm

The all-new Beanstalk Series, where performance is rivaled only with elegance of

design. You get superior technologyand great value for money, all fused into one. It

comeswith thesuper-speed Intel processor, plus SD RAMand ltra ATA ardDisk

that gives it incrediblespeed.

hat'smore, it isupgrade friendlyandsovirtually future -proof. Manufacturedat P Info

systems' state-of-the-art ISO 9001 certified plant, it is designed to outperform every

other ome omputer you have ever

seenorheardabout. Andwithmore than 250 Support providersacross thecountry, its

widespreadnetworkensuresexcellence in ustomer are. Sogoahea dandenjoy the

wonder that is P Beanstalk, andwatch, it will amazeyou foryears tocome.

It is fasterthan the fastest homecomputer. The P Beanstalkcomesequippedwith the

lightening fast Intel Pentium 4 processor which means you can now get mi nd

blowing multimedia performance from your computer. ith its high performance

processor, it brings you the internet like no other computer can. So get ready to

experience3Dgraphics, virtual realityandrealisticaudio -video, likeneverbefore.

The P Beanstalkwith Intel Pentium 4 processor. thecenterofyourdigital world is

designed tomeet not just your today'scomputingrequirements, but also theneedsof

your future. Sobringhome the P Beanstalk todayand stayaheadof the rest of the

world

P launches the ew BeanstalkMedia enterP s. Digital ome Entertainment nowat

the touchofabuttonwitha full featureremote. heck it out!

The new Toshiba Protg A100 that lets you enhance your mobile lifestyle with its

attractive Pearl hiteDesignand Intel enturionmobile technology. heck it out!

The new range of P ome P s with futuristic technology, amazing performance at


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unbelievably attractive prices.

HP offers Toshibas complete range of Mobile Computing Solutions, the ultimate in style

and performance.

The HP Busy bee range of PCs offers performance, with ma imum returns for your

Business. Home | Legal Notice | Contact.

The most affordable ualityPC

inally a uality, branded PC that was affordable. The launch of HP e eebee,

revolutioni ed the Indian PC market. A uality of PC available at just rupees 399/ per

month. The advantage of owning an HPe eebee is its uality and reliable after salesservice. HP with its service location all across the state and country offers customers the

comfort of trouble free operation of its system, where ever they may be. All the

component used in HP e eebee are selected from the best manufactures in the world

and are tasted tomake sure they work in tropical climates.


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HP Busy bee

Indias largest installed business PCs

A computer system designed and configured to meet the re uired business computing

needs. Everything with a valueloaded package that can only be made by HP.HP

Busybee is manufactured in HPs stateof art IS 9001 certified plant. N wonder, HP

busybee has emerged as Indias largest installed business PCs.]

Digital music player

Neopod is a digital music player that offers a whole new dimension of usefulness in the

category of personal entertainment device. This sleek, compact device, not only stores


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thousandsof titlesandplaysgreat music;but canalsobeusedasapocket harddrive

forP filebackup, asadigital photostorage fordigital camera, asavoicerecorderand

asadigital FMradio.

HP Ezeebee

otebookcomputer

Experiencemobility. Experience flexibility. Experienceperformance. ith P Ezeebee

notebooks. Backed by the reliable P technology, these notebooks are designed to

impress. Sharp resolution for high quality images, integrated speakers and super ior

graphicsmake P ezeebeenotebook theperfect choice tomeet all yourbusinessand

communication needs. sleek, smart and lightweight. Thats P ezeebee notebook for

you.

HP Beepos


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Expandingbusinessopportunities

P Beepos is a readily installed user-friendly application to provide the end user the

powerof POS.Thisproduct isdesigned forruggedness, securityandreliability. Beepos

supports wide range of peripherals D Barcode scanner, aser Barcode scanner,

customer pole display, thermal printer, programmable keyboard, etc.Beepos supports

programmablekeyboardwhichcanbecustomizedasperuserrequirement.


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OBJECTIVE OF THE STUDY

ManagementObjecti e

To fuel initiativeand foster activityby allowing individuals ofactionand innovation in

attainingdefinedobjectives.

PeopleObjecti e

To help p people share in the companys success, which they make possible; to

provide job security based on their performance; to recognize their individual

achievements and to help them gain of satisfaction and accomplishment from their

work.

Core Val es

y It isuphold thedignityof individual It is

y honorall commitments

y It iscommitted to quality, innovationandgrowth ineveryendeavorIt is

y responsiblecorporatecitizens

CORPORATE OBJECTIVES:

It is necessary that peoplework together inunison towardcommon objectives and

avoid working at cross purposes at all levels if the ultimate in efficiency and

achievement is tobeobtained.

Dave Packard

P's orporate Objectives have guided the company in the conduct of its business

since1957, when first writtenbyco-founders Bill ewlett andDave Packard.


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Customerloyalty

To provide products, services and solutions of the highest quality and deliver more

value toourcustomers that earns theirrespect and loyalty.

Underlyingbeliefssupportingthisobjecti e:

Ourcontinuedsuccess isdependent on increasing the loyaltyofourcustomers.

istening attentively to customers to truly understands their needs, then delivering

solutions that translate intocustomersuccess isessential toearncustomerloyalty.

ompetitive total cost of ownership, quality, inventiveness, and the way we do

businessdrivescustomer loyalty.

Profit

To achieve sufficient profit to finance our company growth, create value for our

shareholders and provide the resources we need to achieve our other corporate

objectives.


Profit is theresponsibilityofall.

Balanceof long-termandshort-termobjectives iskey toprofitability.

Profit allowsus toreinvest innewandemergingbusinessopportunities.

Profit is highly correlated to ge nerating cash, which brings more flexibility to the

businessat a lowercost.

Profit enables theachievement ofourcorporateobjectives.

Market leadership


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To grow by continually providing useful and significant products, services and

solutions tomarketswealreadyserveand toexpand intonewareas that buildonour

technologies, competenciesandcustomer interests.


Therearemoreplaceswecancontribute thanwewill becapableofcontributing: e

must focus.

Tobeaverage in themarketplace isnot goodenough, weplay towin.

emust be o. 1or o. 2 inourchosen fields.

Growth

Toviewchange in themarket asanopportunity togrow; touseourprofitsandour

ability todevelopandproduce innovativeproducts, servicesandsolutions that satisfy

emergingcustomerneeds.


Growth comes from taking smart risks, based on the state of the industry that

requiresbothaconviction instudying the trends, but also in inducingchange inour

industry.

Oursize anddiversityofbusinesses)givesusanability toweathereconomiccycles

and turn them toourfavor.

Employeecommitment

Tohelp P employeesshare in thecompany'ssuccess that theymakepossible; to

providepeoplewithemployment opportunitiesbasedonperformance; tocreatewith

thema safe, exciting and inclusivework environment that values theirdiversity and

recognizes individual contributions; and tohelp themgainasenseofsatisfactionand

accomplishment from theirwork.


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P'sperformancestartswithmotivatedemployees; theirloyalty iskey.

e trust ouremployees todo theright thingand tomakeadifference.

Everyonehassomething tocontribute: It'snot about title, level ortenure.

Anexciting, stimulatingworkenvironment iscritical to invention.

A diverseworkforcegivesusacompetitiveadvantage.

Employeesareresponsible forlifelong learning.

Leadershipcapability

Todevelop leadersat every level whoareaccountable forachievingbusinessresults

andexemplifyingourvalues.

Underlyingbeliefssupport ingthisobjecti e:

eaders inspire, foster collaboration and turn vision and strategies into action with

focused, cleargoals.

Effective leaderscoach, relaygoodnewsandbad, andgive feedback that works.

eaders demonstrate self-awareness and a willingness to accept feedback and

continuouslydevelop.

eadersspeakwithonevoiceandact toeliminatebusywork.

It is important to measure people on the results they achieve against goals they

helped tocreate.

Global citizenship

Goodcitizenship isgoodbusiness. e liveup toourresponsibility tosocietybybeing

aneconomic, intellectual andsocial asset toeachcountryandcommunity inwhichwe

dobusiness.


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Thehighest standardsofhonestyand integritya recritical todevelopingcustomerand

stakeholderloyalty.

Thebetterment ofoursociety isnot a job tobe left toa few; it is theresponsibility tobe

sharedbyall.

Thisobjective isessential todeliveringon thebrandpromise.

TheHP Family

At P, peoplearenot just emp loyeesbut family. So, likean important member

of the family should, you get endless freedom to experiment, unlimited

empowerment to execute your dreams and the rare opportunity to be an

entrepreneur.

P is the progenitor of the P Group and is known as the Entrepreneurial

Incubator in the Indian IT industry. ebelieve inempowering people tohelpachieve

theirgoals - goals that areachievedby the coming together of talent and innovation,

poweredbyownershipand freedom toexperiment, leading to tremendousgrowthand

gains for the individual and theorganization. eprideourselves inbeingapioneer

increating the Indian IT Industry, by pioneering the creation of the people for the

industry.

Our R philosophy is beyond R Practices and Systems, where we are

ceaselessly creating the P Family, whoseDNA is Pride, Passion, Performance and

People, withan inexhaustible Spirit of Entrepreneurship.

Whodowe lookfor?

Our objective has always been to acquire quality people and groom them to

become entrepreneurial eaders. its arepeople who take pride in continually doing

betterthan theirbest; peoplewithapassion tosucceed; peoplewhohavea firewithin

toperformandrealizeresults.Peoplewhowant to IN - orkhard, I- innovate

andN-nevergiveup).

WhyHP?

RankedTop3 Best EmployerSurvey in IDC-DQ Survey 2006

Ranked Best Employerin IDC-DQ Survey 2005.


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We are one of the few IT companies in India that provide a lifetime

comprehensive career plan. At P, we look at the strengths of a person and

accordingly assign future job roles to match those. People can chart their own

career options of Entrepreneur or Manager or Technocrat. P provides an open

canvas of opportunities for each individual, which is how90% of our top

Management is from campus people who joined us as trainees straight from

campus).

be an Entrepreneur - An organization with a large number of recruitments

from campuses all across India, creating entrepreneurs from and for P.

Endlessgrowthopportunities inanopenandentrepreneurial environment

Whereyourteammatesandmanagerbecomeyourbest friends.

A company where the diversity of 360+ locations, languages and cultures

blend seamlessly into a challenging work ethos of the P Culture that

fostersexcellence, recognizingandrewardingperformance.

a career with diverse, rewarding & challenging assignments everyday...with

the freedom to create, articulate new ideas, collaborate with the sharpest

mindsand trulyrealizeyourepotential. earn

P training facility in thecityof yderabad isspreadoverasprawling16 acreswith

Residential facility to accommodate165 employeesat thesame time in training.

Equipped with class rooms, labs, canteen, a recreation centre and dedicated

facultywithvast experience in the IT industry , weconduct over 25000mandaysof

internal classroom trainingeveryyear.

Classroom trainings are further complimented through Enable eadership

Enrichment and Development - which provides a comprehensive automated

learning tool to each empl oyee through various online learningoptions.

360 Degree Feedback for a holistic quality improvement and individual

development plans.

earn from eaders who have a three decade rich history of inventions and

innovations.

Grow


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perform , our online Performance Management System tracks result

achieved throughdaily toweekly tomonthly to quarterly reviewsystem forCareer

Planningand Positionplanning.

Mindia TechXperts, a fast -track career growth programme identifies and groom

youngengineers forleadershippositions inashort periodof18 months.

Wecontinue topromote Indian traditionsandrecognize talent indiverse areas,

through he much acclaimed P Concert Series - a tribute toexcellence inhuman

endeavor.

80%ofour topmanagement today ispeoplewho joined straight fromcampus

Own

Pioneer in IT industry forESOP started in 80s.

Profit Sharing Schemesince1997 forall employees.

P OneQuarterly Awards Night isagalacelebrationevery quarterwhen the P

familygets togethertocelebrateachievementsof individual and teamperformances.

Bottomupcommunicationchannelsprovidingopportunities foremployee opinion.

P Towers - ouses forouremployees.

CultureatHP

With our open and entrepreneurial environment, every Spite is

synonymous with passion for performance, high need for achievement

and commitment to job. Our core value of high integrity with a Never-

Say-Die approach is ingrained and visible in all our people, practices and

processes.

A)Di ersityand Inclusion

P strives to attract and retain the best talent and provide an

environment where each individual is given the opportunity to build a

rewarding career. With offices in more than 300+ locations, we employ a


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diverse group of people from different backgrounds, yet all connected by

a common sense of the P culture. We value the uniqueness of each

individual, relying on the diversity to drive our innovation, growth and

performance.

(B)HPsCommunity Involvement

Recognizing the important role of business in society, P supports and encourages

the active involvement of its people in community volunteer initiatives. Employee

volunteering programmes at P enable you to do much more than routine work

throughactiveparticipation in variouscauses.

JobOpenings

p - Anoceanofpossibilities!Want toexplore thepossibilities?Checkout the following

profiles:

Account Manager

Account Executive

Joboriented Trainings

Customized to the industry requirements our educational services are focused

towards technologiesrelated to IT Infrastructureand IT Sales. The twoofferingsof P

Educationareas follows:

1. HPsJobOriented Training Program in IT Infrastructure Technologies

This one year programme for bright Engineering Graduates, provides hi -tech

training in the stream of Computer Networks, Network Operating Systems,

Securityandother IT Infrastructure Services. Theprogramme involvesaclassroom

training followedby On JobTraining withstipendasapplicable)at various officesof

P. On successfully completion of the programme, candidate would receive a

certificate by P Training recognizing the candidate as a P Certified IT

Infrastructure Engineer- a rarebreedof individualswhoareacceptedby the Indian IT

industryas trainedprofessionals in theirfieldof ITwork.


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2. HPs Sales & Marketing Training Program

A unique Program for fresh Engineering and Science Graduates who have a

passion to achieve. This is a yearlong program with 3-4 weeks of exhaustive

instructor led training conducted by experienced P professionals, followed by 11

months of Sales Experience With Stipend as applicable) at any of P offices. The

focus is to groom candidates into a new breed of technocrats who are smart

businessdeveloperswhohave theright blendof technical know -how. Candidatesalso

have the advantage of being nominated for a company sponsored Executive

Management ProgrammewithareputedManagement Institute


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LITRATURE REVIEW

Doing training was really an opportunity before me when I could convert my

theoretical knowledge into practical and of real world type. Fortunately, the

company I got is a true follower of the various principle of management and alsoone of the leading companies in its segment of the industry. The working

environment that I was being provided was extraordinary and helped me a lot in

delivering my work properly and with of mine. p td. Is one of the

renownednames in the Software and ardwaresectorofcomputerindustry?

The graph of sales of these respective product lines is the best in the industry as

compared to their competitors. I did my summer training project at p td.

Noida where I found all the professio nals are very muchcommitted to their

workaswell as theywereall professionalsenough. Thishelped mea lot ingetting

agooddea l ofexposure. As I had toconsult thechannel partners, I felt in the

beg inning in a bit problem. But the cooperation of my superiors at the work

induced confidence in me to deal with my problems whenever theycame.

Born in1976, P hasa3decaderichhistoryof inventionsand innovation. In1978, P

developed the first indigenousmicro-computerat thesame timeas Appleand3years

before IBMs PC. During this period India was a black box to the Indian computer

industry. The 80ssaw P developingknowhow inmany othertechnologies. Ps in

depthknowledgeof NIX led to thedevelopment ofa finegrained -processor NIX in

1988, threeyearsaheadof Sunand P.

Ps R&D was spun off as P Technologies in 1997 to mark their advent into

thesoftwareservicesarena. During the last eight years P has strengthened its

processesandapplied itsknowhowdevelopedover 28 years intomultiplepractices -semi-conductor, operating systems, automobile, avionics, bio medical engineering,

wireless, telecom technologiesandmanymore.

Today, P sells more PCs in India than any other brand runsNorthern Irelands

largest BPO operation and manages the network for Asias stock exchange

network apart from designing zero visibility landing systems to the worlds most


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popularairplane.

Today, P sells more PCs in India than any other brand runsNorthern Irelands

largest BPO operation, and manages the network for Asias largest stock exchange

networkapart fromdesigning zerovisibility landingsystems to land theworlds most

popularairplane.

p td. Isoneof thepioneers in the Indian ITmarket, with its origin in1976. Forover

quarter of a century, we have developed and implemented solutions for multiple

markets, across a range of technologies in India. We have been in the forefront in

introducingnew technologiesandsolutions.

In the early 70s a group of young and ambitious technocrats embarked upon a

venture that would make thei r vision of IT revolution in India a reality. Shiv nadir

and five of his colleagues got together and 1875 set up a new company

MICROCOMP to start with they started to capitalize on their marketing skills.

MICROCOMP marketed calculators and within a few month of starting operation the

companywasout selling itsmajorcompetitors.

On11th August 1976 INDUSTAN COMPUTERS IMITED was incorporatedas

joint venture between the entrepreneurs and UPOSCE, with an initial equity of

Rs.1.83

lacks.


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SCOPE OF THE STUDY

Vision Statement

It is the most preferred employer and principal taking leading edge IT product and

service to themasses throughsustainedexcellence.

Mission Statement

Weshall increase theshareholder valueby improving the PAT through free cash

flow, reducing the BR cycle, inventory levels, wastage.

Quality Policy Statement

We shall deliver defect- free products, services and solution to meet the

requirementsofourexternal and internal customers the first time, every time


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CHAPTER-2

MARKETI GSTRATEGIES


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MAJOR PLAYERS I THE MARKET

y CL

yAcer

yLenovoySony

yDell

yToshiba

ROLE OFADVERTISEME T

Advertisement plays an important impact on consumers to purchase desktop pc of

brands. Now a day we see that each and every company endorsing brand

ambassadors so that to attract customers and make their customer base more &

more. IBM has signed Saif Ali Khan to endorse his products Shahrukh khan was

endorsedbyCompaq so that more & morecomputescanbesoldout.

Indian PCMarketto ShowDouble Growththanthe World

PC market in India will likelygrowat 20%, almost doubleof global PC market this

year, asperGartner, theresearch firm. owever, thegrowth in Indian PCmarket will

be fivepercentage-points lowerincomparison towhat it was last year 2006).

Gartner forecasts that PC makers will ship 255.7 million units worldwide

this year, a10.5% increase from 2006. Revenue, on the other hand, is projected to

increaseonly 4.6% toUS$213.7 billion, asaveragesellingpricescontinue todrop.

In 2007, worldwide shipments of PCs are expected to increase 10.5% from

last year to reach 255.7 Million units. On the other hand, the revenues are

anticipated togrow just 4.6%and reachUS$ 213.7 Billion with continuousdecline in

averagesellingprices. Emergingmarketswill playakeyrole in thisgrowth.

Emerging markets and mobile PCs will continue to provide growth.

owever, falling average selling prices ASPs), slowing replacement activity, and

further declines in mature market desk-based PC shipments will keep PC vendors

under pressure to rationalize their operations or exit the market, as per George


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Shiffler, research director with Client Platforms Markets Group of Gartner

Dataquest. Thestatement appeared in IndiaTimes InfoTechonMarch 21, 2007.

As said by IDC, PC shipments in India increased 25% in 2006. The consumer

and the SMB segmentswill be themajordriversof the Indianmarket. ighdemand

formobile PCsbolstered thegrowth, overtakingsales in thedesk based segment. In

addition, with a greater focus given to e-governance, the government spend is

expected to propel the market further , said Gartner Indias principal analyst,

Diptarup Chakraborti while commenting on Indian market. IndiaTimes InfoTech

published thisstatement onMarch 21, 2007.

As per the RNCOS report Portable Electronics Market Worldwide 2006) , a

fundamental move toward mobile computing going on in the market is Making

significant contribution to the top linegrowth.


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Marketing StrategiesofEachcompanytoattractCustomers

Now a day every companies playing strategies so as to attract customers and

increaserevenuesandalsocustomerbase. Pent -updemand, attractivepricepoints

and economic stability propelled PC growth. PCs are acting as entertainment

centers with TV functionality, supported by the digital sound experience and large

screendisplays

Someofthe Strategies TheyAre Playing

Vistaand Office 2007 hit themarket Microsoft hasopened thedoors forconsumers to

Purchase its latest Operating System, Windows Vista and Office 2007 with a grand

launch across 70 countries. Microsoft released the latest version of its operating

systemWindows Vistaand Office 2007 forcorporatecustomers inNovember 2006.

Now it has launched the software for the masses, i.e. non corporate consumers.

The consumer launch took place on 30th January across 70 countries. Windows

Vista is the first majorWindows launchbyMicrosoft since the launchofWindows XP in

2001.

These products are launched to wow customers with features like enhanced

security, better search, improved parental control and an all new interface.

According to Ravi Venkatesan, Chairman, Microsoft India, This is the launch of

the decade for Microsoft and the biggest for us in India, with the design of this

product we have dealt with the security issues. In India, OEMs including P,

P, Lenovo, Sahara,Wiproand enith are launching Vistacompatible PCs.

Windows Vista and Office 2007 will be made available to the public in several

editions. TheconsumereditionsareWindows VistaUltimate, Windows Vista ome

Premium, Windows Vista ome Basic andWindows Vista Starter. Vista is being

shipped in 18 languages including indi. Extending the Indian language support,

Microsoft will have13more Indian languages includingTelugu andMarathi andsupport

forthese isexpectedbyearly 2008. Office 2007 comes in twoconsumereditions -Office

ome & Student 2007 and Office Basic 2007.


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Marketing & sellingstrategy

REVISITI G THE LOW-COST PCMARKET

A computerat nearlyone-thirdofcurrent prices isadream formost Indians. Andyet,

buyers are not holding their breath for these devices. For experience has provedthat expectations are seldom met. owever, this time around, those

propagating low-cost computing solutions have taken a different route. Chris Ann

Fichardoelaborateson thedifference.

The buzz is in the air again. PC manufacturers are excited. Users are

expectant. Even institutions like the IITs are enthusiastic. The reason: Indias

dream of an affordable PC priced below Rs 10,000) is ready to hit the market. For

nearlyadecade thisdreamhasstruggled tobecomeareality. India Inc. hasmade

manynoteworthyattempts in thepast to introduce low -cost computingsolutions, but

in vain. Be it Wipros Janata PC, iNabling Technologies e -mail device, iStation,

or themuch-talkedabout handhelddevice, the Simputerall brilliant concepts that

havenot quitemade it commerciallyyet. Thecompanynetcore isdoinggroundbreaking

work tomakepossible the Rs 5,000 PC 5KPC), says that if thepricepoint ofa PC

comes down between Rs 5,000 to10,000peruser, Indiahas the ability to a bsorb

10-20million PCsa year for the next several years. This potential gains further

significancewhenone realizes that thepresent market size is just twomillion PCsa

year! In the last 20years the installedbasehasbarelycrossedsix million PCs in India.

According to Richard Brown, director for International Marketing at VIA attributes

this sudden interest by vendors to the "real growth potential" of the low-cost PC

market."I remember f ive tosevenyearsagowhen the first $1,000 PC appeared

introducedbyCompaq), peoplewondered if thepricepoint was for real. Andsince

then therehasbeenacontinuouspushdown in thepricepoints for PCs, which isa

sign of commoditization of the industry. For a long time the industry has resisted

moving to lowerpricepoints, andnow theyareactuallyseeing that there is demand inthat spaceand theyarebuying into it," hesays.


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CHANGING TRENDS IN PCMARKET

y Withpricesof PCsbeing slashed, theeducation sector isexpected to seea

highdemand forpersonal computers.

Consumersareshifting theirfocusof PCcomputing fromanaveragesystem

toone that isclosertoahigh -endsystemandupwards.

The need for the most powerful multimedia computers is increasing.

Linux might gainground in thegovernment anddefencesectors.

Customers, both in the consumer as well as in the commercial space will

demandbetterservice levels fromvendors.

Serviceandsupport isgoing tobeacritical aspect ofvendorstrategy.

Depreciation period of IT products should be reduced to further boost

growth.

Thedesktopspacewill seemoreandmoreentertainment -oriented features

getting integrated into thenormal PC.

The en terprise space will witness more stress on security,TCO,

manageability andmultiple levelsofredundancy, amongothers

Companies, whichwill offeraffordable innovationwill gainmarket share.

Unicodewill drive PCpenetration intorural markets

SME will continue tobeamajorsegment.


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The industryhasstandardizedon 80 GB DDs.

Trends Expected In2011

In the future, with more duty cuts expected, analysts believe branded PC

players gain further against assembled players. Retail may get a

renewed thrust. Observes Raj Saraf, Chairman and Managing Director,

enithComputers, Wehave1300retail outlets today, whichwehope to grow

to15000by theendof 2011.

While vendors a re bundling in Linux to bring down costs, analysts see

desktopLinux confined to thegovernment andeducationsector. Linux on the

desktop isunlikely tomake inroads in theenterprise. Pricesofcomputers have

been fallingrapidly, but vendorsdonot thinkpricesof PCswill fall significantly

in 2011.

While 2007 saw strongdemandemerging from select sectorssuch as the

government and BPO outfits, 2008 couldberelatively flat asmost BPO firms

are in theprocessofconsolidationandnot growth.

PCMARKET: TOP TRENDS

PC market revival may happen in second half of this year. Post -Budget PC

prices will remain constant or rise marginally. Indian brands will survive, but they

need to decide on an unambiguous competitive pitch. Thrust into the B & C class

towns will be aggressive, by Indian and MNC players alike. The notebook market

will show significant gains in 2002 -03. If you want to know what the future holds

for the Indian PC industry, the one fact you cannot afford to ignore is the current

slowdown not just falling growth, or a gentle trough, but the horrible spectre of

negativegrowth.


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CUSTOMERRELATIONSHIP MANAGEMENT (CRM)

CRM is a term that is often referred to in marketing. owever, there is no

complete agreement upon a single definition. This is because CRM can be

considered fromanumberofperspectives. Insummary, the threeperspectivesare:

1. CRMfrom the Information Technology Perspecti ve.

From the technologyperspective, companiesoftenbuy intosoftware that will help

to achieve their business goals. For many, CRM is far more thana new software

package, the renaming of traditional customer services, or an IT -based customer

management system tosupport salespeople. owever, IT isvital since it underpins

CRM, andhas thepayoffsassociatedwithmodern technology, suchas speed, ease

ofuse, powerandmemory, andsoon.

2. CRMfrom theCustomerLifeCycle(CLC) Perspective.

TheCustomerLifeCycle CLC)hasobvioussimilaritieswith the Product LifeCycle

PLC). owever, CLC focuses upon the creation of anddelivery of lifetimevalue

to the customer i.e. looks at the products of services that customers need

throughout their lives. It is marketing orientated rather than product

orientated. Essentially, CLC is a summary of the key stages in a customer's

relationshipwithanorganization.

3. CRMfrom theBusinessStrategy Perspective.

The Business Strategyperspectivehas most incommonwithmanyof the lessons

and topics contained on this website, and indeed within the field of marketing

itself. Thediagrambelowshows theMarketingTeacherModel ofCRM and Business

Strategy. Our model contains three key phases - customeracquisition, customer

retention and customer extension, and three contextual factors - marketing

orientation, valuecreationand innovative IT.


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MARKET SEGMENTATION

Weknow that market segmentationmeansdividingmarket intodistinct groupofbuyers

withdeferent needscharacteristic isorbehavior. Who might requiresepa rateproduct

ormarketingmixes.

It refers to largeheterogeneousmarket in towithsmallerhomogeneousparts i norder

toselect any oneout than in which the company thinks it can satisfy customer more

effectively different product for different segmentation. There are different classes

peopleare living P, like: -

1. Lowermiddleclass

2. Middleclass family

3. Uppermiddleclass family

4. igherclass family

5. For larger the target is fulfill by the help of advertisement and Promotional

Events.

Now P is targeting to thosecustomerswhouse toseedreamabout it by launching its

newComputerat just Rs. 9999.

P target mid-market segment. EWLETT-PACKARD company expects to see more

informationandcommunication technologyspending in theglobal mid -market segment.

Analysts project that there will be31,000additional mid -sized business worldwide by

2012.

P isalsono.-1 inoverall unix server revenue, capturing31.7 percent market share.

P grewmore than 5 times fasterthan theoverall unix servermarket gro wthonayearbasis.


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6S OfferingsforBusiness Empowerment

SOLUTIONS:

Theonestopshopsolutioncenter forall your ITneeds, customized tomeet andscale

withyourunique BusinessNeeds.

SERVICES:

A rangeofvalueaddedservices in IT infrastructureoperationsandmanagement.

SUPPORT:

Pan-India footprint ofsupport and logistics locations. Over260Direct servicesupport

locations. Technicallysoundworkforceofover1700certifiedprofessionals.

STANDARDS:

WorldClassQualitystandardsmaintained forPPP People, Processes & Performance).

Alliancewithglobal technology leaders.

SAVINGS:

Wehelpyou findnewways toreducecosts & "domorewith less" bymaximizing the

valueofyour technologyandpersonal resources, therebyreducingyourtotal cost of

ownership(TCO).


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SATISFACTION:

Complete Satisfaction forthecustomers through the CL 6S offering that enablesone

to maximize system uptime through rapid response and resolution services, thereby

optimizingyourIT investments.

PRICING POLICIES

Price refers to the value of product attributes. Expressed in monetary terms with a

customer plays or is accepted or affords utility. Value is referring to the quantitative

aspect product relative tootherproduct. In P, pricingpoliciesofwork likeasu nder

1. Management Information System First MIS show thepriceofcompetitors.

2. Parallel pricingpolicy

y Bundle, marketing

y Profit margin

They give toChannel Partner/demo center 6-8%, And company gets X% profit. Ps

mainobjective isservicerather thanprofit.N

odoubt there isprofit but pricingpolicy justtomeet minimummargin forgettingcompetitiveadvantageagainst assemblersmarket.

Company wants to maximize its profit than unit establishes higher policy its

organizationwants tocover the largepart of the market thanobligation mayestablish

negligible profit policy. HP believes in wealth maximization rather than profit

maximization.

PRICING OBJECTIVES-

1) Target Returnon Investment (ROI) 2) Price Stabilization

3) MaintainorImprovemarket share

4) Tomeet andprevent Competition

5) Profit Maximization

6) ResourceMobilization


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PROMOTION

Basicallypromotion isanattempt to influence. Morespecifically, PROMOTION is the

element inan organizationsmarketingmix that serves to inform, persuadeandremind

the

market of a product and the organization selling it, in hopes of influencing the

recipients

feelings, beliefs, or behavior. Out of 4 Psofmarketing i.e. product, price, place, and

promotion,

themost important role isof 4th P i.e. promotion.

ROLE OF PROMOTION INMARKETING

Promotions help marketers to communicate information to potential customers. This

information could be about the products Existence (Awareness), value and benefits

offeredbyproducts.

A well designedpromotionmix isextremelycrucial forbrandbuildingandpositioning.

In fact communicationorpromotional mix isat thecentrestage inbrandpositioning

and brandbuildingactivities.

Thepromotional mix ormarketingcommunicationhelpsmarketers toattract, persuade ,

urgeandremindcustomersof thecompanysbrand.

Effective promotions prove helpful in product different iationand alsohelp to counter

competition.

HP creates new possibilities for technology to have a meaningful impact on people,

business, government andsociety. Theworlds largest technologycompany, HP brings

together a portfolio that span printing, personal computing, software, service and IT

infrastructure tosolvecustomerprobl em.

COMPONENTS OF PROMOTION

There are five components of promotions: Advertising, Sale promotion, Personal

selling, direct marketing, Publicrelations. Eachhasdistinct features that determine in

what situation it will bemost effective.


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CONSUMER PROMOTION TECHNIQUES-

a) Freesamples

b) Price Reduction

c) Tradingstamps

d) Coupons

e) Premiums(gifts)

f) Fairsandexhibitions

g) Money Refundorders

h) Consumerservices

i) Contestsandsweepstakes

j) Point ofpurchaseDisplays

k) FreeTrials

l) Catalogues

m) Product Demonstrations

n) Product Warranties

o) Specialty Advertising

p) Exchangeoffers

MIDDLEMEN SALES PROMOTION TECHNIQUES

a) Special Discounts

b) Sales Assistance

c) Trade Allowances

d) Point ofpurchase Advertising

e) Tradeshows

f) Cash Rebate


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ADVERTISING:

It isanypaid formofnon-personal presentationandpromotionof ideas, goods, and

services by an identified sponsor_.T

he most familiar forms of advertisements arefound in the broadcast (TV and RADIO) and print (Newspaper and Magazines)

media. However, thereare many other advertising alternatives, from direct mail to

billboardsand the telephonedirectory toyellowpages. Advertising isoften termedas

pull strategy. Inpull strategy thegoal is toget consumers topull theproduct in the

supplychainbydemanding it.

MAJORADVERTISINGDECISIONS

Whilesettingupanadvertisingplan, followingdecisionsarerequired tobe taken.

y Identify the target audience

y Set theadvertisingobjectives

y Determine theadvertisingbudget

y Design themessage

y Evaluateandselect media

y Createanadvertisement

y Measure the impact.


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TYPES OFADVERTISEMENT

MEDIUMS OFADVERTISING

y Newspapers

y

Televisiony Radio

y Magazines

y Direct mail

y Outdooradvertisings.

OBJECTIVES OR PURPOSES OFADVERTISING-

a) To inform

b) Topersuade

c) Toremind

d) Tosupport companyssales force

e) Tosupport middleman

f) Toexpand themarket

g) Toannounceachange

h) Toensuresuccessofsalespromotionschemes

i) Tosaledirect

j) Tocountercompetitors advertising

Advertising is an investment by the organization. The link between the sales and

advertising is not so simple changes in the economy, product quality, packaging and

distribution channels are some of the critical variables that may affect the volume of

sales. Hence, advertisers feel that themoreshort termcommunicationeffectsofagood

advertisement should be measured. These communication effects determine the

impact of a particular message on a buyers knowledge, feelings, conviction, brand

awareness, recognition and retention. The effectiveness of advertising in achieving

theseobjectiveswill regulate itssaleseffectiveness.


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SALES PROMOTION

According to Philip Kotler- Salespromotionconsistsofadiversecollectionof incentive

tools, mostly short term, designed to stimulate quicker and / or greater purchase of

particularproduct/ servicesbycustomersorthe trade.

Sales promotion includes all the activities which are used to assist sales people. It

includessales literature, formal presentation, catalogues, salesbooks, policydetail and

otherresourcesandmethodswhichare used tobreaksalesbarriers.

The free gifts-offers, discounts, coupons, lucky draws, etc., are some of the ways

used in

salespromotion.

SALES PROMOTION TOOLS

Consumerpromotion:

The consumer promotion directed at Consumers. It includes Samples, Price off, free

gifts, Cash refund offers, premiums, prizes, warranties, cross promotion, point of

purchase. Consumerspromotion is tocreateConsumerpool forthebrand.

Theobjectivebehind theseveral Consumerpromotionprogramsofdifferent

Organization is:

y Togenerateconsumer interest, thisshould lead to trial.

y Increase therateofpurchase.

y Generate inquires from the target, consumergroup.etc.

Tradepromotion:

The tradepromotionsdirected to themembersofdistributionchannel. It includes

advertising, Display Allowances. The Primeobjective is topush theproduct

through themarketing, intermediatesand toget them tomarket theproduct

aggressively.

Otherobjectivesare:


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y Encouraging trade to invest built inventory.

y Getting tradesco-operation inproduction.

Businessandsalespromotion:

It includes trades shows and conventions, contents for sales promotion

representativesand forspecial advertising. Althoughsalespromotion toolsarehighly

diversbut theyall offerthreedistinctivebenefits:

y Communication

y Incentive

y Invitation.

PERSONAL SELLING:

The importance of personal selling is pretty evident as this is the only marketing

activity that directly results into Revenue earning as its outcome. The simplest

definitionof personal selling is-selling that involves face- to-face interactionbetween

thesalespersonandprospectivecustomer.

There are certain products, which need demonstration or explanations. Personal

selling ismost effective inpromotingsuchproducts.

Advantagesofpersonal selling:

y There isapersonal touchandwith trainedsa lesman, thecustomercan feel

important andgives full attention to theproduct detailing.

y Demonstrationof theproduct featuresandproduct workinghelps inbetter

product awarenessandacceptancebyconsumers.

y Consumers queriesandapprehensionscanbeeffectivelyanswered.

y Follow-upactionandpersuasionarepossible.


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y Personal sellingsounds flexibility. Salespersoncan immediatelyredesignhis

presentationkeeping inview thegestures, posturesandreactionsofprosp ect.

y Customer RelationshipManagement (CRM) isbecomingpopulardaybyday.

Salespersonregularlyvisits thecustomersandcandevelopstrongpersonal relations

with them.

y Marketing operations may be made economical by performance of non -

selling tasks from the salespersons. Non-selling tasks are performed along with

selling job. Thus, sellingcost maybereduced.

y Due togoal directedactivity, theproportionofwastageofefforts isminimum

inpersonal selling. Thus, successrate inpersonal selling ishig herincomparison to

advertising.

y In advertising presentation is structured, but in personal selling through

effective pre-approach, number of required information regarding prospect can be

collected. With the help of effective pre-approach, customer specific presentation

maybe tailored.

LIMITATIONS OF PERSONAL SELLING-

y HighCost: - Thecost ofpersonal selling ishigh. Marketingcompaniesspend

about one to three percent on advertising, whereas, the expenditure on personal

sellingcomes ten to fifteenpercent of total turnover.

y Limited Applicability: - Theapplicationofpersonal selling isconfined tosome

specific circumstances where numbers of customers are limited, unit price of the

product ishigh, product isof technical nature, f ir m ishaving limited fundsandwhen

there isneed tomatch theproduct withcustomersrequirement.

y Scarcityofskilledsalespersons:- Personal sellingrequiresskilledand trained

people. Marketingcompanymay faceproblem ingettingrequisitenumberofsk illed

salesperson toperformpersonal selling task.


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DIRECT MARKETING:

TheDirect Marketingassociationdefine sDirect Marketingas follows:

Direct Marketing is an interactive marketing system that uses one or more

advertising media to affect a measurable response and or transaction at any

location. This definition makes it clear that direct marketing is directly from the

company to the customer and there is no intermediary (retailer, whole seller etc.)

involved inbetween.

Various formsofdirect marketing:

y Direct mail

y Telemarketing

y Email Marketing

y Couponing

y Direct response televisionmarketing

y Direct selling.

PUBLICRELATIONS:

Public relations are defined as deserving, acquiring and retaining a favorable

reputation in themarket place. Publicrelations functionaimsat creatingmaintaining

favorablepublicopinionabout companysproducts, people, policiesandplans.

Publicrelationsaredefinedasanygroup that hasanactual orpotential interest or

impact oncompanysability toachieve itsobjectives. Thepublicrelationsdonot

Directlyhelp promoting theproduct but can make product orpolicy acceptance by

thepubliceasybygeneratinga favorable imageabout thecompany.


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Publicrelationshasoftenbeen treatedasaminorelement in theproductionmix, but

thewisecompany takesconcretesteps tomanagesuccessful relationswith itskey

publics. A public isanygroup that hasanactual or potential interest onacompanys

ability toachieve itsobjectives. In fact, thesuccessor failureofabusinessdepends

on its favourablerelationswith itspublic toa largeextent.

BASIC ELEMENTS OF PUBLICRELATION-

a) It isasocial management philosophy.

b) It isaexpressionof thisphilosophy in policydecisions

c) It isactionresulting from thesepolicies; and

d) It isa twowaycommunication that contributes towards thecreationof these

policiesand thenexplains, reveals, defendsorpromote them to thepublicsoas to

securemutual understandingan dgoodwill.

PUBLICRELATIONS ARE USEFUL IN:

y Acceptanceofacompanysasaspecialist inaproduct group.

y Acceptance of companys policies regarding its employees, dealers,

consumersetc.

y Attractingcapital andman-power.

y Acceptanceofnewproduct andnewbrand.


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TOOLS OF PUBLICRELATIONS ARE-

a) Press Release

b) Press Kit

c) Photography

d) Feature Article

e) PrintedMaterials

f) House Organs

g) Poster, Exhibitionand Bulletin Board

h) Audiovisual Material

i) Speeches

j) Sponsorships

k) Publicservice Activities

l) Events


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CHAPTER-3

RESEARCH

METHODOLOGY


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RESEARCHMETHODOLOGY

RESEARCH PROBLEM

HP Corporatesellingand feedbackandmarket shareofHP andcompared tootherI

companies.

The business of HP and the company through its researchers wants to know the

potential

ordertoexpandandretain itsmarket share

RESEARCHDESIGN

Determined the Information Sources: The researcher gathered data through

secondary

Sources.

PRIMARYDATA iscollected through questionnaire, searchand research throughplace

today'scomputerhasbeenmostlyused

SECONDARY DATA is being search sites like magazines, newspapers, journals,

websites

and the data has been collected through other approaches

DATACOLLECTION

The researcher collected information through the official websites, magazines and

journals.

DEVELOPED THE RESEARCHFRAME:

This includeddecidinguponvariousaspects fortheproject onwhich theentire research

isbased. Theresearch frame included:


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NATURE OF STUDY

Theproject onwhich theresearcherworked isdescriptiveand inferential in nature.

DATA SOURCE:

The researcher took the help of both primary as well as secondary sources.

Secondary sources being interaction with various IT people of the selected and has

beenchosen fortheresearchby theresearcher. Secondarysourcesbeing the internet

as the medium and the official sites of the companies of IT sectors and corporate

sellingand feedbackofHP.

INSTRUMENT USED

The researcher for the research used aQuestionnaire cum Schedule for market

research for both the segments horizontal and vertical. The Questionnaire was

prepared by the researcher and Schedule was provided by the company in

which theresearcherdid itsresearchreport.

SAMPLE SIZE

Sample size for the research is fixed. It counts to 55. That is the HP

companiesand

corporatesellingand feedofHP incomparisonbetweenother ITsectors.


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CHAPTER- 4DATAANALYSIS

ANDINTERPRETATION


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BAR RAPH ANALYSIS

SAMPLE SIZE:

1) COMPUTERS USED BY CUSTOMERS-

Branded 3

Assembled 1

It was observed that almost % of the people use branded computers or other

gadgets for

their business purpose. Hence can be concluded that more people want branded

products as

they are not ready to compromise with the uality and services being provided.

24

31 Interested in demo

Not interested in demo


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2) COMPUTERS BRANDS USED BY CUSTOMERS-

Brand used Total Nos.

HP

HP 1

Acer 13

thers 1

This observation showed that HP is among the top used brands. Major part under

the pie chart goes to HP. So HP should continue making efforts to attract new market

and sustain the e isting market.

19

21

11 3


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3) NUMBER OF INSTALLED DESKTOPS-

Installed desktops Total Nos.

< 1 19

1 0 1

0 11

00 3

00 00 1

Most of the surveyed and found the use of computers within the 1 range. So it

can be inferred that the main target market is which lies in the middle range. Thus

we targeted mainly on SME (small and medium enterprise).

19

21

11

3 1

< 15

15-50

50-75

75-200

200-500


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4) NUMBER OF USED SERVERS

Servers used Total Nos.

1 10

11

3 1

> 13

rom this observation, it was concluded that numbers of servers were directly

proportional to the number of desktops used.

10

11

21

13

1

2

03-May

>5


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) NUMBER OF INSTALLED LAPTOPS

Number of laptops Total Nos.

1 0

1

1 30

>30

It was observed that ma imum computers and laptop users ranging between .

This area can be focused.

24

31

Int

r

t

d in d

m

N t int

r

t

d in d

m


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6) BRANDS USED FOR LAPTOPS

Laptops brand Total Nos.

HP 11

Toshiba 19

Lenovo 13

thers 1

bservation showed that Toshiba was the major brand used in laptops. Various

other brands like HP and Samsung etc. are also used. HP has also a good market

share.

11

19

13

12

HCL

Toshiba

Lenovo

Others


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7) AMC LEVEL

AMC Level Total Nos.

Company place having AMC 30

Company place not having AMC

According to above graphical data interpretation, that is the most important places

where computer has been used and it has been observation and showed that less

than 0% hospitals have their AMCs. This area can also be considered.

24

31Interested in demo



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8) HP PRODUCTS RESULTS-

eaction about HP products Total Nos.

K 3

ood 1

Satisfactory 19

utstanding 7

Not tried yet 10

According to above graph shows that the ma imum of HP user are satisfied with the

products and services provided. Very few have not tried yet HP on a business scale,

but most of them have an e perience about HP.

3

12

19

7

10

OK

Good

Satisfactory

Outstanding

Not tried yet


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9) UR E TO ET KNO LED E ABOUT HP-

Wanted knowledge about HP Total Nos.

Yes

No 13

That the above graph shows that the observation and the most of the people are

interested in knowing more about the brand and have the urge to buy.

42

13

Yes

No


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10) RE OIREMENT OF DEMO FOR ANY PRODUCT-

e uirement of demo Total Nos.

Interested in demo

Not interested in demo 31

This observation showed that almost % of the sample was interested in demo

24

31

Interested in demo



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CHAPTER-5

SWOT ANALYSIS


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SWOT ANALYSIS

SWOT analysis is widely used method which involves matching of internal

capabilitieswhich theenvironmental opportunitiesand threats. Thebasisobjective

of SWOT analysis is to provide a framework to reflect on the forms ability to

overcome threats or barriers and avail of the opportunities emerging in the

environment. It forces management to analyses what it is that made its company

successful or unsuccessful. Essentially, it includes reviews both of internally

influenced, over which the company has control, and of opportunities and threats

which are external to the company and over which it has no control. It is a

systematic identification of these factors (Strengths, Weaknesses, Opportunities,

Threats)and thestrategy that reflects thebest matchbetween th em.

Pearce and Robinson have the opinion that it (SWOT analysis) is based on the

logic that an effective strategy maximizes a business strengths and opportunities

but at thesame timeminimizes itsweaknessesand threats. They feel that SWOT

analysiscanbeused inat least threeways instrategicchoicedecisions:

a) It provides a logical framework guiding systematic discussions of business

situation, alternativestrategiesandultimatelychoiceofastrategy.

b) It comparessystematicallykeyexternal opportunitiesand threatsaswell as

strengthsandweaknessesandmatches them.

c) It identifies theposition thebusiness isactually in. it providesoverall position

of the firmclearly in termsof theproduct /market conditions forwhichast rategy is

beingconsidered.


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SWOT ANALYSIS OFHP-

STRENGTHS:

HPsstrengthsaremany, tomentiona few:

a) Global Presence:

Its collaborations and joint ventures with international companies such as

Perot System, and partnership with world leaders like Ericsson, Toshiba,

Nokia, OracleandMicrosoft, enable it tobring the best technologyavailable worldwide

to itsconsumers. 24 locations in16 countries.

b) Fast pacedand flexibleworkculturewhichprovides itsemployees autonomy to

accomplish the task without much pressure from the higher authorities. Thus,

employeesaremotivated togive theirbest to theorganization.

c)ThecorestrengthofHP is the talent and innovativenessof itspeople whichenables

it toprovide theright solutionat theright time.

d) The mass markets handled through a chain of dealers, resellers and retailers

which help bring technology usage closer to the individual. It has very strong

distributionnetwork.

e) Itspool ofcompetencies : Hardware, Software, Training, Networking, Telecomand

System Integration.

f) Ability tounderstandcustomer'sbusinessandofferright technology.

g) Longstandingrelationshipwithcus tomers.

h) Pan Indiasupport & service infrastructure.

i) Best-value-for-moneyofferings.

WEAKNESSES:

a) Aftersalesservice.

b) Lesspromotional campaigns.


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OPPORTUNITIES:

a) IT industryboomingat arateof 45%everyyear.

b) Increasingconsumerawarenessabout ITand itsuse.

c) Tremendousuntappedpotential of ITproducts in India.

d) Increasingcompetition.

e) TieupswithvariousMNCsenable toextract theircorecompetencies.

THREATS:

a) Local assemblersarebiggest menace forthecompany.

b) EntryofMNCs i.e. IBM, Compaq givingdirect competition.

c) Govt. instability has a long term repercussions affecting companys policies & it

growth.

d) Technological shift asaresult ofresearch & development. Da ilynew technologies

areemerging.

Concluding the S.W.O.T. analysis in words that prosperity lies ahead for HP. In

order toretain itspositionas IndiasNo. 1 ITconglomerate, it has to comeout with

thestateofart aswell as futuristic technologies to itsconsumers well before time


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CHAPTER-6

CONCLUSIONS


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CONCLUSION

Marketing is a very crucial activity in every business organization. Every product

produced within an industry has to be marketed otherwise it will remain as unsold

stock, which will be of no value. I have realized this fact after completion of mysummer trainingproject. Despiteofvariousdifficultiesand limitations facedduring

mysummer trainingproject on the topicCorporate Sellingand PromotionofHP. I

have triedmy level best to findout themost relevant information fortheorganization to

complete theassignment that wasgiven tome. Aftercompletionofmysummer training

project I havegainedseveral experiences in the fieldorsalesmarketing. I havegot

theopportunity tomeet variouspeople, which fluctuate indifferent situationand time.

Thissummer trainingproject hasgivenme theopportunity tohave first experience in

thecorporateworld.

Theoretical knowledgeofapersonremainsdormant until it isusedand tested in the

practical life. The training has given to me the chance to apply my theoretical

knowledge that I have acquired in my classroom to the real business world. I have

completed my summer training project in which are involved in its successful

completion. In spite of few limitations and hindrance in the summer training

project I found that the work was a challenge and fruitful. It gives enough

knowledgeabout thecomputersmarket and thedistributionprocessundertakenbyan

organization. This summer training project has enabled my capability in order to

managebusinesseffectivelyand inmycareerin future.


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FINDINGS & LIMITATIONS

Every project has some limitations even the researcher came across some

limitations while working on the project which made the analysis a little

inappropriate at times. Some of the basic limitations faced during the res earch are

listedbelow:

y Only limited number of authorized, companies and other areas where it has

been found 55 playerswascovered in thestudy.

y Most of theresearchwasbasedoncoldcalls, so thenvisitedmanyplaces i.e.

authorizedand local areasandwhere it hadnot respondedmuch.

y Therewasabiason thepart of therespondents.

y Companies that were contacted through telephone at times did not give

correct information to theresearcher.

y The ITmanageror thepersonheading the ITDepartment didnot have the

rights to give the authorized official information to people other than the

membersof theofficial itselfand thehighofficials.

y At times therewasaproblemofnonresponse from thehospitals, companiesand

other authorized andunauthorizedareas which affected the result of the project

beingdoneby theresearcher.


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SUGGESTIONS ANDRECOMMENDATIONS

y HP is having large number of channel partners but it is not supporting &

taking care all of them equally which results in increasing discontentment

amongnewchannel partnersbecause it isnot possible forcompany tosupport allof themequally. Companyshould takesomepositiveactionagainst it.

y Companyexecutiveshouldvisit dealersonregularbasis.

y They should pay proper attention towards checking of various components of

PCbeforeenduserdelivery. Otherwise it tends towardsdefameofbrandname in

comparison torivals.

y Need toexpendcustomercarecenteras theconsumerbaseofHP Infosystem

is increasingwith tremendously fast pace.

y Proper attention should be paid for advertisement planning otherwise it may

lead toproblem fordealeraswell as forcompany.

y Company should tie up with someevent management company to organize

variouspromotional activities likecanopy, Carnival.

y Companyshouldmakepolicy for fixedenduserprice forall dealersso that fair

gamewill beplayed & dealerwouldnot tocompromiseon theirmargin.


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QUESTIONNAIRE

Name: .

Address:

Mobile no.: Residence no.: ..

Age group: a) 20-30

b) 30-40

c) 40-50

1.Which typeofcomputersdoyouuse?

a) Branded

b) Assembled

2. Whichbrandcomputersdoyouuse?

a)HP

b)HP

c) ACER

d) Others

3.What is thenumberof installeddesktops?

a)


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4.What is thenumberofusedservers?

a. 1

b. 2

c. 3-5

d. 5

5.What is thenumberof installed laptops?

a.)1-5

b.) 5-15

c.)15-30

d.)30

6.What is thebrandused forlaptops?

e.)HP

f.)Toshiba

g.)Lenovo

h.) Others

7.Doyouhave AMC?

i.) Yes

j.)No

8.Howdoyou find theHP products?

a.) OK


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b.) Good

c.) Satisfactory

d.) Outstanding

e.)Not triedyet

9. Doyouwant toknowmoreabout HP products?

a.)Yes

b.)No

10. Doyourequiredemo foranyproduct?

a.)Yes

b.)No

]


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WEBSITES-

1www.google.com

2 www.businessworld.com

3www.hpintel.com

Date post:	08-Apr-2018
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