.

ACKNOWLEDGEMENT

The successful completion of my Organization research project is due to the immense

help and guidance provide by various people. I would like to express my heartiest

gratitude towards my guide Mr. Vinod Kapoor.

The vote of thanks would not be complete unless and until I express my gratitude to our

institute faculty, who helped me in providing help where ever I needed. It is only

because of them that I have completed my research project successfully and on time.

They also helped me in discovering my area of interest and providing me with the right

topic. Once again I thank everyone who helped me in my project.

1

TABLE OF CONTENTS

S.No. Topic Page No.

1. Executive Summary 1

2. Introduction 2

3. Company Profile 6

4. Present Marketing Strategy 9

5. Future Project 17

6. Objectives of the Project 41

7. Research Methodology 42

8. Analysis & Interpretation 43

9. Conclusion 45

10. Suggestions 46

11. Bibliography 47

12. Annexure 48

13. Questionnaire 52

2

EXECUTIVE SUMMARY

IT is forging ahead in the country and a wave of optimism continues to wash the

industry current market scenarios present a perfect opportunity for IT industry.

The Indian IT industry has been competing till now on its ability to reverse engineer the

products, that are produced by international companies offer years of research to sale

them at cheaper prices however the Indian IT companies have to develop their

capacity in basic research to produce original molecules.

Compton established in 1993, is a strong team of 45 IT professionals and

prosperity for its customers. To make lives smoother with latest break through in

technology, enabling our customers to perform day to day jobs with speed and

spending time saved on more important aspects of business or life.

Compton is premium business partner for HP-Compaq and main focus as been to bring

new technologies to Homes and Offices. HP Premium Business Partner is a rare status in

HP. We have successfully finished several turnkey projects encompassing hardware,

software and training on complete solutions.

Our main product line is PCs, Laptops, Palmtops, Projectors, Printers, Scanners, Laser

printer, Plotter, All in ones, TFT screens, Digital Solutions, PC Maintenance,

Networking, Intranet solutions.

Compton specializes in bringing complete IT solutions to our customers. Let our

customer be a mid size corporate, or a SOHO user or a home user we try to go beyond

customer’s expectations. Our service backup facility and well trained team is our main

strength.

Compton as a team thrives to reach out to our customers through our distribution channel.

We wish to take our services globally with unwavering commitment to customer

satisfaction. We wish to move forward with strong base of values, values that keep

interest of our internal and external customers first without compromise.

3

INTRODUCTION

HP ORGANISATION:

H.P. came in to existence in 1939. As HP grows, Bill Hewlett and Dave Packard create a

management style that forms the basis of HP's famously

open corporate culture and influences how scores of later

technology companies will do business. Dave practices a

management technique — eventually dubbed "management

by walking around" — which is marked by personal

involvement, good listening skills and the recognition that

"everyone in an organization wants to do a good job." As

managers, Bill and Dave run the company according to the

principle later called management by objective — communicating overall objectives

clearly and giving employees the flexibility to work toward those goals in ways that they

determine are best for their own areas of responsibility.

HP becomes a publicly traded company. Its initial public offering is held November 6,

1957 for $16 per share. All employees at all levels with six months of service receive an

automatic stock grant and become eligible for a stock option program.

HP begins manufacturing in its first building in the Stanford Industrial Park, Palo Alto. The move to the site at 1501 Page Mill Rd. is completed in 1960, when it becomes HP's corporate headquarters. Situated on a 50 acre hilltop, the new site supports the company philosophy that people require attractive and pleasant surroundings to attain maximum job satisfaction and to perform to the

Dave Packard practices "management by walking around"

HP's new headquarters

4

best of their abilities. The air-conditioned

buildings are situated to provide views of lower San Francisco Bay

and to receive maximum natural light. The site includes a landscaped

patio, horseshoe pits, volleyball and badminton courts, and a large

cafeteria, all for the use of employees.

HP continues its tradition of innovation with the introduction of a new

array of computing products. Foremost among them is the HP-35, the

first scientific handheld calculator, which ushers in a new era of

portable, powerful computing.

HP continues to look for new opportunities around the globe, laying

the groundwork for an eventual joint venture with China over the

course of several trips by HP representatives to that country.

The decade is marked by significant growth in earnings and employment, with HP

passing the $1 billion mark in sales in 1976. The company will pass the $2 billion mark

three years later in 1979. Toward the end of the decade, Bill Hewlett and Dave Packard

delegate day-to-day operating management of the company

to John Young.

HP becomes a major player in the computer industry in the

1980s with a full range of computers, from desktop

machines to portables to powerful minicomputers. HP also

links computers with its electronic instruments and medical

and analytical products, making them faster and more

powerful.

HP makes its entry into the printer market with the launch of inkjet printers and laser

printers that connect to personal computers. HP's high-quality, inexpensive inkjet printers

 

The HP-35, the world's first scientific handheld calculator

HP-150 Touchscreen and HP LaserJet

5

spell the end of dot-matrix printers. The HP LaserJet printer line, which debuts in 1984,

goes on to become the company's most successful single product line ever. The quality

and reliability of HP's printers make HP a highly recognizable brand by both consumers

and businesses.

Near the end of the decade, HP is recognized for its rich past as well as for its

technological advances and products. The garage where the

company started is declared a California historical

landmark, and HP celebrates its 50th anniversary.

At the beginning of the 21st century, HP focuses on

reducing the cost and complexity of information

technology (IT) systems for business and improving the

overall experience consumers have with technology.

HP's trading symbol on the New York Stock Exchange becomes HPQ on May 6, 2002.

6

On May 3, 2002, HP completes its merger transaction with Compaq Computer

Corp., the largest tech merger in history. The new HP is a leading global provider of

products, technologies, solutions and services to consumers and business. The company's

offerings span IT infrastructure, personal computing and access devices, global services,

and imaging and printing.

HP moves up the Fortune 500 listing to No. 13.

In April, Compaq unveils the iPAQ Pocket PC.

On June 2, HP completes divestiture of Agilent Technologies. As a

result of the distribution of shares of Agilent Technologies common

stock, Agilent Technologies is now a fully independent company.

Carly Fiorina is named chairman of the board of directors on

September 22.

HP marks advances in the area of Internet infrastructure, introducing

the high-end Superdome server line in September.

In October, HP announces a new business initiative focused on emerging markets. Called

HP e-Inclusion, the program addresses the digital divide by fostering sustainable,

profitable businesses in developing countries.

Superdome

7

In 2004, Fortune 500 ranking H.P. Ranks 11th

In January, HP announces its digital entertainment strategy:

an array of products and partnerships aimed at transforming

the way people experience music, movie, TV, photographs

and digital entertainment content.

In February, HP dual lists its common stock on the Nasdaq

stock market.

In April, HP wins the Corporate Innovation Award from

the Institute of Electrical and Electronic Engineers (IEEE) for the development and

commercialization of thermal inkjet technology.

In August, new digital entertainment products are rolled out, including Vivera inks,

plasma and LCD flat-panel TVs, and the HP Digital Entertainment Center, which allows

consumers to manage music, movies and photos from a single device in a living room

setting.

HP Chairman and CEO Carly Fiorina steps down in February. In March,2005 HP names

Mark Hurd to serve as CEO and president.

In April, HP acquires online photo service Snapfish.

In July, HP announces a breakthrough, scalable printing platform. The inkjet printhead is

fabricated as one unit via a photolithographic process, rather than welded together in

post-production. HP also unveils the world’s fastest home photo printing devices.

Digital Entertainment Center z500

8

COMPANY PROFILE

Production & Financial Status:

In 1988, Bryce introduced the 10K, the world's first address printer to incorporate HP

inkjet technology. Today, Bryce has produced and sold more HP-based inkjet address

printers than any other company in the world. "HP was the clear choice for Bryce back

then, and continues to be the clear choice for Bryce to this day," says Thomas A.

Herrmann, Bryce president and CEO. "HP inkjet technology enables us to provide

customers with the highest print quality, and the HP inkjet cartridges are reliable, easy to

use and readily available."

Bryce now offers 16 different address printers that utilize HP inkjet technology, with

print capabilities from 2,500 to 25,000 addresses per hour at up to 600 dpi. Bryce also

manufactures the only full-color address printer on the market. Along with professional

mail houses, Fortune 500 companies, and colleges and universities, Bryce address

printers are used throughout local, state and federal governments.

Tom Herrmann says his ongoing partnership with HP has been instrumental in Bryce's

continued success, adding, "The use of HP inkjet technology in Bryce products really

represents a win-win situation." For Bryce in particular, Herrmann maintains, "HP

technology has definitely made us more successful. And working with Hewlett-Packard

reduces product development time significantly by providing access to advanced HP

technologies that are either difficult to reverse engineer or are patent-protected."

9

HP Production Unit

Personal Systems Group

Personal Systems Group (PSG) revenue grew 8% year-over-year to $6.4 billion, with unit

shipments up 14%. On a year-over-year basis, desktop revenue decreased 3% and

notebook revenue grew 21%. Revenue for commercial clients, which includes

workstations, grew 6% over the prior-year period, while revenue in consumer clients

grew 8%. PSG reported an operating profit of $163 million, or 2.6% of revenue, up from

a profit of $23 million in the prior-year period.

Imaging and Printing Group

Imaging and Printing Group (IPG) posted quarterly revenue of $5.9 billion, up 5% year-

over-year. On a year-over-year basis, consumer hardware revenue increased 1%, with

unit shipments up 8%. Commercial hardware revenue grew 5%, with unit shipments up

12%. Color laser unit shipments increased 31% year-over-year and multi-function printer

(MFP) shipments increased 67%, reflecting continued momentum in key growth

initiatives. Supplies revenue grew 6%. Operating profit was $771 million, or 13.0% of

revenue, down from a profit of $836 million in the prior-year period.

Enterprise Storage and Servers

Enterprise Storage and Servers (ESS) reported revenue of $4.0 billion, up 20% over the

prior-year period. On a year-over-year basis, industry-standard server revenue increased

28%, business-critical systems (BCS) revenue grew 7% and networked storage revenue

grew 15%. Within BCS, revenue in HP Integrity servers grew 113% year-over-year and

HP-UX revenue grew 8%. ESS reported an operating profit of $150 million, or 3.8% of

revenue, up from a loss of $211 million in the prior-year period.

10

HP Services

HP Services (HPS) revenue grew 10% year-over-year to $3.8 billion. On a year-over-year

basis, Managed Services revenue grew 21%, Technology Services grew 7% and

Consulting and Integration grew 12%. Operating profit was $256 million, or 6.7% of

revenue, down from a profit of $314 million in the prior-year period.

Software

Software reported quarterly revenue of $249 million, an increase of 11% year-over-year, with revenue in HP Open View and HP Open Call increasing 13% and 5%, respectively.

Software reported an operating loss of $40 million, compared with a loss of $48 million

in the prior-year period.

Financial Services

HP Financial Services (HPFS) reported revenue of $489 million, essentially flat year-

over-year. Finance volume, a leading indicator of future revenue, grew 4% over the prior-

year period, and net portfolio assets grew 1 percent to $6.9 billion. Operating profit was

$58 million, or 11.9% of revenue, up from a profit of $42 million in the prior-year period.

Asset management

Inventory ended the quarter at $6.6 billion, up $180 million sequentially and down $101

million year-over-year. Accounts receivable decreased $502 million sequentially and

increased $299 million over the prior-year period to $8.8 billion. HP's dividend payment

of $0.08 per share in the third quarter resulted in cash usage of $231 million. In addition,

HP utilized $860 million of cash during the third quarter to repurchase stock. HP exited

the quarter with $14.6 billion in gross cash, which includes cash and cash equivalents of

$14.4 billion and short- and certain long-term investments of $117 million.

11

Outlook

HP estimates Q4 FY05 revenue will be in the range of $22.4 billion to $22.8 billion, with

non-GAAP earnings per share in the range of $0.44 to $0.47. This excludes after-tax

costs of approximately $0.03 per share from amortization of purchased intangible assets,

and approximately $900 million, or $0.22 per share in workforce reduction costs. It also

excludes a one-time credit of approximately $200 million, or $0.05 per share, related to

benefit plan changes.

12

13

PRESENT MARKETING STRATEGY

HP Corporate Marketing:

HP is a company unlike any other. They serve everyone from consumers to small and

mid-sized businesses to enterprises to public sector customers with an extensive portfolio

of market-leading solutions specifically designed to meet the needs of each customer

segment. They focus on helping people apply technology in meaningful ways to their

businesses, personal lives and communities. Their annual R&D investment of nearly $4

billion fuels the invention of products, solutions and new technologies, to serve

customers better and enter new markets. They produce an average of 11 patents a day

worldwide. In addition to the R&D and innovation in their product and services groups,

HP Labs provides a central research function for the company focused on inventing new

technologies to improve the customers’ lives, change markets, and create business

opportunities.

Source: Technology Business Research, Inc., October 26, 2007 Millions of people

around the world use HP technology every day. They are the largest consumer IT

company, the world’s largest SMB IT company and a leading enterprise IT company.

For more than 100 million cell phone subscribers, it is HP software that identifies them

when they turn on their phones and allows them to place calls. HP powers 100 of the

world’s stock and commodity exchanges, including the New York Stock exchange and

14 of the world’s largest trading markets. In response to customer needs and the

changing market conditions, they have built a portfolio unequaled in the industry. HP

technology now ranges from consumer handheld devices all the way to some of the

world’s largest and most powerful supercomputer installations. Their strategy is to offer

products, services and solutions that are high tech, low cost and deliver the best customer

experience. No other company has the portfolio, people and expertise to deliver on all

three. They have a dynamic, powerful team of 150,000 employees doing business in more

than 170 countries. Revenues reached $79.9 billion for the fiscal year that ended

October 31, 2007. HP has corporate headquarters in Palo Alto, California.

14

HP has a significant presence in all markets we serve

Consumer – “Our consumer business has leadership in hand helds, notebooks, printers

and cameras – focused on delivering simple, rewarding experiences to hundreds of

millions of customers”.

Small and medium business – Working with local reseller partners, HP serves business

customers worldwide to provide specialized expertise, a complete portfolio of products,

solutions, and services, and a simplified ownership experience. They have market-leading

positions in data center and office computing, and the imaging and printing market.

Enterprise – The enterprise segment draws from HP’s full portfolio of products, services

and solutions. We collaborate with large customers to build an Adaptive Enterprise

helping them achieve more simplicity, agility and value across their organization. We are

No.1 or No. 2 in all three server-based operating environments, and we hold top positions

in enterprise storage and IT services management.

Public sector, health & education – With more than 60 years of experience serving the

technology needs of the public sector, HP brings the full breadth of its portfolio and

alliances to help governments, educators, healthcare

providers and others working in the public interest to lower their costs, increase

efficiencies and serve their citizens, businesses and other government agencies better.

Their Key Words “Doing well by doing good”

“As proud as we are of our capabilities, we are equally proud of our people, our standards

and values, and our deep commitment to global citizenship. Since our first year in

business in 1939, HP has given back to communities

through philanthropic donations of money, equipment and time. While the scale and

reach of our business have changed in 66 years, our commitment to communities hasn’t.

The challenge is to continue to shape the impact of

corporations as a constructive force, using our heritage and our actions as tools for doing

so. Today, we employ new models of engagement and new business and technology

15

solutions to help more people around the globe to participate in the world economy via

information technology.

HP and TIBCO Software Announce Multi-year Agreement to Develop Marketing

Strategies & Products for Service Providers and Telecoms

Hewlett-Packard Company and TIBCO Software Inc. announced an agreement to jointly

develop products, solutions and marketing strategies for the service provider and

telecommunications markets. Through a three-year collaboration agreement, the

companies plan to support high-volume online transactions and to enhance the

performance, reliability and advanced middleware needs of global customers.

The alliance will leverage HP Open View management solutions to integrate TIBCO

Software's real-time e-business infrastructure software with the HP Net action Internet

operating environment to help customers implement reliable, secure, scalable and

manageable e-business solutions.

TIBCO's integration, B2B and XML solutions enable customers' disparate applications to

interact in real time. In addition to the collaboration that will use HP's process

management technology and application development toolset, the HP Middleware

Division will lead HP's joint development activities using standards such as J2EE and

XML technologies that will complement the current TIBCO products, providing a

development pathway for future jointly developed products and services.

"This agreement is an important step in HP's software strategy," said Bill Russell, vice

president, HP Software Solutions Organization. "TIBCO is a leader in business

integration software and this agreement builds on HP and TIBCO's shared vision of the

evolution of e-business technologies, our joint development plans and our collaborative

market strategies."

16

Types of information that cannot be made available to people outside of HP include:

Nonpublic product details :- We cannot reveal internal details regarding existing, new or

proposed products or processes. Public product information is available online.

Financial :- HP cannot disclose nonpublic consolidated financial information, production

and overhead costs, profit margins, bids, sales forecasts, sales and order volumes prior to

quarterly release, budgets, quotas and targets, information on a particular product's sales,

orders or projections. Marketing: HP does not disclose product-introduction plans and

dates; short- and long-term market strategy or customer lists; sales, marketing and

pricing plans; information about market share, market strategy or marketing plans other

than what has been publicly discussed in press releases or otherwise publicized. We do

not make HP promotional items available.

Research and development :- HP cannot reveal technical and performance

specifications, lab notebooks, product plans, projects in progress, project problems or

product code names

Manufacturing :- We do not reveal vendor names/relationships, manufacturing-

operations data, production and inventory levels, future plans and sites, material cost or

product failure rates, or process strategies.

Personnel data :- Aside from information on executive salaries that is available in HP's

10K filing, HP does not reveal personnel data such as compensation information,

ranking and job descriptions, names and titles of employees below the functional-

manager level or departmental organization charts. Training manuals, employee

handbooks, internal communications or evaluation forms are also not available to the

public.

There are over 8 million businesses in the United States alone, with each one trying to

stand-out from the crowd and grow their market share. Here to help you with that

daunting task is HP Balu Doraisamy, who is a Managing Director, HP India,

Marketing small business marketing system. Balu will be providing tips, tricks and

guidance to help you improve your business, your relationships with your customers (and

prospects) and ultimately your bottom-line.

17

“It may not be that glamorous but one of the best ways to differentiate your business is to

show your clients and prospects checklists.

See, lots of folks talk about quality, speed and accuracy but few really deliver it. If you

could offer your prospects proof that you not only deliver the goods you have a 10 point

system that guarantees it, well, I think your business would be the obvious choice.

Almost every business has checklists (even mental ones) that they go through to ensure

the job gets done right, the order gets packaged right or the service is delivered on time.

Few however, take the time to document those systems in the form of a checklist and

fewer still think to use those checklists as marketing tools.

What if you produced a document that read: Our 10 point white glove inspection

guarantees that your car will be spotless - and then proceeded to list all 10 steps.

How about your web site optimization process, your financial investment risk analysis,

your safety process, your service punch list. There is no end to the creative ways you

can approach this. People love top 10 lists and checklists because they take something

that is often complicated or boring and turn it into something that is simple and even

entertaining.

Few things are sold without a prospect reading a written word or two.

Business owners often ask me what they should be looking for in a marketing assistant

and I always say - find someone who can write.

Now, let me back up and tell that what I really mean. Find someone who will write.

Many people claim that they are not good writers and my take is that they simply don't

write. In order to become a good writer, in order to use writing as a marketing skill you

must write. You can always have someone edit what you write, but it's the act of writing

that starts the marketing ball rolling. (I know my editor friends out there wish I would

take that editing advice.)

18

Here's what I have found.

Writing creates ideas. It's rarely the other way around. Many times I have no idea what I

am going to write, but once I start, ideas just happen. What comes about is often far

greater than anything I could have simply thought and then transferred to paper or screen.

Writing will help you have something to say. The more you write, the better you will sell.

Writing will help you listen more actively. Write speeches, write notes, write essays

unrelated to your business. Okay, write sales letters, write web pages, write white papers.

Just, write first, and then see what you had to say

I know that you know business marketing is not about sitting around in board rooms

discussing branding strategies...it's about selling something to someone. When it comes

right down to it if you can't write an ad or letter that makes people want to buy what you

have to sell (even if that's just an appointment) then you are sunk”.

19

Some Marketing Tips from HP

Have a specific call to action - Many small business ads and sales materials don't really

tell you what they want you to do. They stop just short of leading you. Take your reader

by the hand and tell them exactly what you want them to do next. Call for more

information, download a free report, attend a seminar.

Make it easy to respond - In this day and age that means: 800 #, fax, email, website,

mobile, voice mail, credit cards, check by fax. Don't give your readers and clients a

reason to say no...sometimes it doesn't take much.

Repetition - Don't assume that every reader will read your entire marketing pitch. Some

will scan. Repeat your benefits, say them in different ways, use examples to illustrate

them.

Longer is often better - It doesn't mean you need to ramble but, in order for someone to

get the real picture you are trying to draw for them, including testimonials, examples,

benefits, and buying options, you must provide them with enough content to do the job.

Don't make the mistake of believing no one will read a letter that is more than one page.

If your headline is compelling and your copy sings, they will follow to the end and then

you will have them.

End with the beginning again - Restate what you have to offer, wrap up what you want

them to do, and retell them how they are going to benefit by doing it now. Put your

biggest point or even your offer in a PS.

A great sales letter should make a promise- draw a picture, prove its claims, and push

the prospect into a buying decision. (Think 4 P's - Promise, Picture, Prove, Push)

Use Powerful Headlines - Some of you might think I've beaten this one to death...but

fewer than 2 out of 10 people will read your letter if you don't have a good headline...you

can't sell anything if they don't read the offer.

Write Like You Speak - English scholars will find this advice abhorrent, (sorry!) but a

sales letter or ad is simply selling in print, so sell like you sell. Many writers lose their

way when they attempt to use feckless language. (huh?)

20

Pepper your reader with benefits- Tell them what's in it for them. It doesn't really

matter that you have a 100% on time policy unless you make them realize that means

they won't have to waste their time waiting on you.

Use testimonials - Getting testimonials to use in your marketing materials can be some

work but it's well worth it. People love to read that someone just like them thinks your

company is great or that your service provided them with a very specific benefit. A great

way to put your referral marketing on autopilot is to send small little postcards every

other month or so. Describe is some detail a problem a client had...then of course

describe the brilliant solution you provided...and send them out to your clients, friends,

contacts, and other network folks. The key to this tactic is that you also ask them to

forward this card to anyone they know who might have a similar challenge. If you do this

routinely you will be amazed at the results. I have found that Marketing With Postcards is

a great source for countless ways to use this little tool in your marketing. At least go

download the free chapters that he gives away.

Innovative leaders in marketing.-

The Idaho State Lottery serves a diverse group of layers segmented on types of games

played and frequency of play. The Lottery uses the hp/indigo digital print solution to

customize newsletters and direct mail pieces to their premier customers.

“We have been using the hp/Indigo solution for customizing and personalizing the direct

mail pieces that go to our Lottery V.I.P. Club members. This form of customized

marketing has been very successful for the Lottery. It allows us to specialize messages to

our top, most active players. It is a win for us!”

The Idaho State Lottery is a state run agency that is showing leadership in marketing. The

Lottery implemented a customer driven strategy that uses personalized customized

marketing materials to increase customer awareness of their programs and promotions

and created a personal touch with their most highly valued customers. “There is no doubt

about it, personalized marketing gives a company

21

FUTURE PROJECT

From HP lab

"In the future we'll only travel when we want to and not when we need to," says HP

Fellow Norm Jouppi. Jouppi, who last year joined HP Labs from Compaq's Western

Research Lab, is playing a major part in making that future a reality. Working in HP

Labs' Mobile and Media Systems, Jouppi and his team of researchers have created what

they call Mutually-Immersive Mobile Telepresence -- BiReality, for short. Put at its

simplest, BiReality allows you to be in two places at the same time. Imagine being in a

meeting, seeing and hearing everyone there clearly and life-sized -- and yet being a

thousand miles away in your office. That's BiReality.

Robot is your stand-in

Jouppi's technology is about giving you (and the people you are visiting) the sense that

you are really present in that remote place, to the point that you can catch the eye of

someone in the room, or even whisper an aside to them. without you having to be there at

all.To make BiReality work, Jouppi and his team have created what they call a surrogate,

a machine that does the traveling for you.

This robot-like device can go anywhere that a wheelchair can. It carries sets of cameras

and microphones that give a 360-degree audio and video view of its surroundings,

displaying your head on four flat panel displays. The displays can be at either sitting or

standing height.

Beats videoconferencing

While Bi-Reality stands in for you, you sit back in a room at your office and move the

surrogate around with a computer game-style joystick. The room contains projectors that

display a 360-degree view of the remote location on screens all around you. Coupled with

near-perfect 360-degree sound reproduction, you have the sense of really being in that

far-off place.

22

"Business travel is time-consuming, expensive and a hassle," says Jouppi. "Then there are environmental considerations -- each cross-country flight produces tons of carbon dioxide."

Video conferencing , the current best alternative to traveling for a meeting, leaves much

to be desired. As anyone who has used videoconferencing will attest, the person you see

in the small, jittery picture on the screen in one corner of the room hardly seems a real

participant in the meeting. It's even worse for the person on the remote end, who often

can't see or hear the proceedings well enough to participate.

HP Labs India was established in February 2002 to create a world-class lab with a

focus on the needs of Emerging Markets such as India. The mission of this lab is to

generate ICT innovations targeted at the world's emerging economies by understanding

relevant social, cultural, economic and technological drivers.

The motivation for our work is to extend the advantages of technology beyond the

population that now has access to some form of ICT, and to serve a much larger segment

of the society.

HP Labs India is headquartered in Bangalore, India. It works closely with other units

of HP Labs worldwide, as well as the business units of HP. In Bangalore, it is hosted by

Hewlett-Packard India.

We also work with other like-minded organizations, and have set up a joint lab with IIT

Madras, focusing on technologies for developing markets. The objective of the joint lab

is to provide an environment for HP employees to work with faculty, research staff and

students in the creation of communication technologies.

23

Research at HP Labs India has a multi-disciplinary character. Currently our emphasis is

on:

Language technology, including handwriting and speech communication

interfaces for computers

Appropriate access devices to provide Internet and computing access at low

cost; equipment and software that can be used in a shared mode, to enable

access to the benefits of ICT to those who cannot afford to acquire standard

equipment.

Communication concepts and techniques relevant to the environment of small

towns and rural areas in developing countries.

Understanding the socio-economic context of the bulk of the population, from

a point of view of identifying potential uses of ICT to this segment.

New models for human interaction with IT equipment and software, to offer

easily usable and trouble free interfaces to the above-mentioned segment of

the population.

24

Vision

HP Labs India aims to:

Do leading edge research

Act as a Change Agent

Partner with like minded institutions in order to create innovations that improve

quality of life

Provide access to information infrastructure

Enhance productivity of individuals and businesses

Create economic opportunities for participation in the economy

Open up new markets for HP taking into consideration

Purchasing power

Literacy levels

Communication infrastructure

Local language needs of emerging markets like India.

Almost like being there

With BiReality, says Jouppi, "everything's presented life-size. We preserve colors

accurately. We not only preserve eye contact, but we preserve gaze. So I can tell what

you are looking at when you're not looking at me. I can tell if you are looking at your

notes or if you're looking at the clock and all those things are important cues."

All this adds up to what Jouppi calls an impressive environment.

Given the awfulness of videoconferencing, and the time and money that most businesses

spend on travel every year, it's surprising that few others are working to create impressive

environments.

"It's kind of obvious when you think about it in retrospect," reflects Jouppi. But perhaps

that's what defines a really good new idea."

25

Virtual reality for the office

The idea that became BiReality came out of Jouppi's own unsatisfying experiences with

videoconferencing. While working on a new graphics accelerator chip, he had used early

videoconferencing hardware. At first, he recalls, "it was just a source of humor, as

opposed to actually being useful."

But the experience got him thinking. "I'd seen a lot of people doing virtual reality, trying

to make immerse fake worlds," he says. "I was interested in making an immerse depiction

of the real world."

Jouppi had already made a name for himself in microprocessor and graphics chip

architecture -- he was recently named a Fellow of the IEEE for his contributions to the

design and analysis of high-performance processors and memory systems -- when he

began looking for new challenges.

Patents pending

And although the dawn of a commercial version of the BiReality system is still some

years off, Jouppi and his team have a string of patent applications pending for their work

in Mutually-Immerse Telepresence.

Having been part of a much smaller research presence at Compaq (as part of a research

lab that Compaq inherited from Digital Equipment Corporation), Jouppi's happy to have

found a home at HP Labs.

"It's exciting to be part of a place where they have 'invent' a part of the corporate logo,"

he says. "Innovation is always exciting."

26

CHALLENGE

The key challenge for the agency was to develop and implement a marketing strategy that

would maximize the limited marketing funds. “It’s a position that both private and public

entities face in getting the most effective use of your marketing funds. We have the

responsibility for using the taxpayer dollars in a way that maximizes our return on

investment. To us that means having a better understanding of our most valuable

customers and marketing effectively to them,” says Hoff. The agency started with

minimal customer information about their key segment. They created an integrated

marketing strategy using their website and direct marketing pieces and built a VIP Club

to effectively market to those customers.

The objectives for this customized marketing approach are two-fold:

• Increase customer loyalty through personalized/customized marketing to target

customers.

• Better understand the customer demographics and psychographics.

The Idaho State Lottery uses the hp/Indigo digital printing solution to create newsletters

that are customized with the customer name and address. These pieces use variable

content such as offers and images that appeal to the different customers. Additionally, the

lottery sends out birthday cards with the customer’s name, personal information, and an

offer with a unique bar code. This allows them to track the response rate, as well as

gather important customer information. The response rate from the birthday cards has

been excellent.

27

SOLUTION

• Internal creative marketing team at the lottery.

• CRM solution that allows them to track important customer information and integrate

that information into marketing pieces.

• A print provider that understood the benefits of variable print data.

The creative team at the Lottery is instrumental in driving the usage of personalized

marketing.

Customer database information that is gathered off the web registration.

Graphics Avenue, a Boise, Idaho based company played a key role in both educating the

customer on the opportunities with variable print data as well as the ability of the

hp/Indigo digital print solution. Dave Street, owner of Graphics Avenue noted,

“Currently the Idaho Lottery is using ‘simple personalization’ which is used in the

barcode and coupon applications. In some applications they are mixing traditional press

with digital customization. Depending on the job size they can use full digital and remain

cost competitive.”

Digital printer: The biggest benefit to digital printing overall right now is the flexibility.

The lottery chose to use the solution because they could cost effectively print smaller

quantities, saving up to 20%, they were also able to preview the actual output. Most

importantly, they realized the flexibility and effectiveness of using their database for

customized marketing pieces that gained attention.

Enrollment is up from 14,000 to over 40,000 participants as a direct result of the

customized targeted marketing. Additionally, we have a real strong usage of our

website”, states Hoff. Key results are as follows:

up by over 26,000 participants

database that allows the Lottery to segment and use marketing dollars effectively

track customer buying behavior

target spending

28

HP’s Effect on People’s Life

In Buenos Aires, a teacher worries about a teen’s poor test score, knowing the student

normally exhibits a keen interest and clear aptitude in science. In New York, university

officials wonder how to meet the needs of three widely dispersed campuses amidst

shrinking staff budgets. In an Iowa community college, professors say administrative

tasks are cutting into teaching time. In London, homework time impacts family time as a

parent watches a child struggle, clearly in need of more personal attention in a crowded

math class.

Around the world, schools, community colleges and universities are striving to increase

the quality and efficiency of education to make it a highly personalized and relevant

experience for students. That’s why HP is working with schools and colleges to help

transform education – providing better access to information and resources for students,

teachers, faculty, parents and the community at large.

Today, web-based learning portals are key to delivering this type of "equal opportunity"

access across the hall, across the campus or even across the country. As students, parents,

teachers and faculty demand access anywhere and anytime, learning portals provide a

gateway – a unified place to access resources from instructional tools, content and student

records to assessment and reporting capabilities

Solution highlights

Part of the HP Managed Learning Solutions portfolio, HP Managed Learning Gateway

Solutions include learning portals, collaboration portals, virtual learning environments

and virtual classrooms that help to raise the standard of education for students, parents,

Imagine how a learning portal could change the lives of the teachers, administrators,

students and parents above ...

With online access to lesson plans, test results, and attendance records, the science

professor sees the student was absent when a key concept was introduced. Working with

the student after school, the teacher fills the learning gap, sends both student and parent

training materials to reinforce the lesson – and the student "aces" the make-up test.

29

As the university’s teacher to student ratio falls, the professors at each campus tap into a

web portal to collaborate over course content and new ideas, leveraging each other’s

work.

At the community college, a portal provides instructors with access to productivity tools

that free them to focus less on administrative tasks and more on teaching.

As parents and students access a personalized web portal with enhanced security features

to view the day’s lesson online, together they can find that x = y. The child also works

collaboratively online with other students – building a strong learning network.

All this takes an integrated, agile learning portal solution – a gateway that connects

people to insightful information and to each other. HP’s Managed Learning Gateway

Solution combines HP technology, solutions and services with proven solutions from

third-party providers to build this gateway – helping you to raise the standard of

education for all.

Solution highlights

Part of the HP Managed Learning Solutions portfolio, HP Managed Learning Gateway

Solutions include learning portals, collaboration portals, virtual learning environments

and virtual classrooms that help to raise the standard of education for students, parents,

teachers, administrators and governments in many countries throughout the world.

Why HP for Education?

Sixty years of experience in serving the public sector

Proven track record in implementing solutions at all levels of education

A broad, deep portfolio for complete solutions

Standards-based technology with proven multi-vendor integration experience

Fully supported solutions

Strategic relationships and certified professional expertise in leading.

30

More on Customer Satisfaction

During the few days I've been blogging my blog has generated interesting reactions both

inside and outside of HP, including a few articles published in IT trade publications, from

the thousands of page views that have taken place. During the past few weeks I've also

received inputs from two customers who wrote to express disappointment with their

interaction with HP when either purchasing or securing service on a personal computer.

Our services organization, across the Enterprise and Small & Medium businesses,

addresses millions of service interactions annually. As noted in a previous blog, HP

service professionals take pride in their work and try to successfully resolve every

customer's issue and meet their expectations. Like every large service organization,

however we do not achieve perfection. We do however monitor how we stack up against

our competition and typically find we're among the most successful service providers in

the industry. For example, a recent survey from consumeraffairs.com referenced in a

story showed the percent breakdown of complaints received regarding PC vendors as -

DELL - 58% Gateway - 15% eMachines - 8% Apple - 7% HP - 5% Sony - 3% Toshiba - 2%

Its worth noting that the rate of complaints received would be expected to be highest for

the higher market share vendors. Given that DELL and HP have similar market shares we

were pleased to see HP had one of the lowest rates of complaints among all vendors,

regardless of sales volume. We will continue to monitor external reports like this and our

own survey results to get the feedback we need to deliver the highest levels of customer

satisfaction possible. I am very impressed with HP's corporate blogging policy. I was just

telling my friend how blogging is impacting corprate communications

I was one of the two dissatisfied customers whom Dan mentioned that wrote a comment

on his previous blog (It's really no surprise), and I have three points today:

Point one,

31

I

would like to apologize as it was never meant for public consumption, but for HP's eyes

only. But since it's for everyone to see, I thought it's just appropriate for me to write a

follow-up note.

Point two, I do need to make myself clear, my daughter and I am happy with the HP

product we got, but support wise, it's another story, until I talked to Jeff today. Jeff

Utigard (a customer advocate from HP) gave me a call, and listened to my story. He was

very friendly and professional, and apologized on my negative customer experience.

After the call, he completely reverted my negative outlook of HP support, and in fact,

made my day! :-)

Point three: Sometimes, it takes one person to make a customer dislike a company, and it

takes another person (most of the time - more) to make it 'all right' again. Being in the

service industry almost all of my life, call center are the forefront for making things

happen - putting the right support people can make your center a 'customer retention

center' versus a 'cost center' of a 'firefighting center'.

32

Products:

Servers

HP ProLiant servers HP Integrity NonStop Servers

HP Integrity NonStop Servers HP 9000 servers

HP AlphaServer systems Telco and carrier-grade servers

HP e3000 servers

33

Desktop PCs

For Home & Home Office

»HP Pavilion desktop PCsPerfect for digital imaging needs

»Compaq Presario desktop PCsAdvanced home and wireless networking capabilities

For business

»Business desktop PCsStable computing solutions to deliver optimal performance

Workstations

»Personal WorkstationsEngineered for ultimate value and performance

»PA-RISCLeadership HP-UX stability and performance

Thin clients

»Thin clientsSimple, dependable, manageable, and secure solutions

Monitors

For Home & Home Office

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»Monitors for Home & Home OfficeComplements your PC

Options & Accessories

For Home & Home Office

»Options & Accessories for Home and Home Office

For business

»Business Options & Accessories

» Notebooks & Tablet PCs

» Monitors & Projectors

» Fax, copiers, & scanners

35

Versatile mobile solutions for a demanding environment

• Ideal ultramobile PCs that adapt to the way you work

Designed to improve the way you look at business 

• Monitors and projectors for the enterprise

Innovative digital imaging products for a demanding enterprise environment 

• Scanners and copiers for the enterprise

» Supplies & Accessories

Supplies and accessories designed together to work together 

• Supplies and accessories for the enterprise

» Handheld devices

Handheld devices for your enterprise

• Satisfy business needs on the go

» Digital photography

Digital photography for your enterprise 

• HP's digital photography solutions give you a competitive edge

36

Some other Services of H.P.

Applied research: Experimental "game" helps Ford save time, money

Experimental economists at HP Labs have helped the company improve revenue

forecasting and design new incentive programs for retailers, and they've explored such

questions as pricing contracts and currency fluctuations. But they aren't keeping their

expertise to themselves: They've also worked with partners like Ford Motor Co.

Riding the peaks: Market-based systems help manage demand

A reservations system allows people to pay up front to keep a resource (say an airline

ticket, or computing power in a data center) available to them at some point in the future.

The price they pay to hold that resource for peak times is less than if they bought it at the

time they actually needed it.

Protecting privacy : Building in safeguards for personal data

With security breaches and online fraud on the rise, consumers, businesses and

government organizations are growing more concerned about protecting individuals'

privacy. A team at HP Labs is working on tools to make it easier for businesses to do just

that.

HP huge among patents for the tiny

HP's patent portfolio for micro- and nano-electronics has been named the strongest in the

U.S. , according to an independent survey

37

ANALYSIS & INTERPRETATION

When we analyze the results by turnovers of the respondents, we se that the turnover of

Office PCs

0

20

40

60

80

100

120

Series1

38

the respondent increases, the gap between HP and IBM decreases, and at turnovers of Rs

1000 crores and above, IBM overtakes HP.

The notebook market while, and established one, is still very small in the country, and

there could still be space an upstart winner to come up in the years ahead. The first two

Notebooks

39

positions have remained steady for some time now. IBM/Lenovo is the winner and HP is

number two.

Samsung breasts the tape by a comfortable margin ahead of second placed HP. LG is at

number 3 followed by IBM. The market for LCD monitors has way to go ahead we are

seeing the newer player opting to take nice position rather than to go for national brands.

LCD Monitors

40

While this may be an extremely wise strategy, it would also mean that they would find it

difficult to figure in the user’s choice club.

Of course, it goes without saying that HP is the clear winner.

LASER PRINTER

41

DOT MATRIX PRINTER

42

OBJECTIVES OF THE PROJECT

Main Objective:-

To find out the attributes that enhance the customer value by providing better service to

them and know how to motivate the more people towards IT. The Project required to

carry out the comparative study of Prices across Brands and Models also to carry out

another comparative study of Margins of Dealers and Wholesalers. Finding out the

Market Operating Price at which they are making deals and the volume of discounts

offered by them would do this.

Then apart form studying the dealers a study of consumer buying behavior was also

required for the specific brands. This was done by making comparative study of HP along

with other brands, in terms of consumer preference. Also dealer’s perspectives about the

brand is also to be considered along with this the effect of prices on brand preference of

the all models .

In the research we also tried to study consumer behavior for all the brands and also the

dealer’s perception about the market of Home PCs, Laptop, Printers, PSC., Scanner,

TFT. For this Segmentation, Targeting and Positioning of Various brands on: recall,

believability, association, final purchase.

Other Objective:-

To know the brand recall by customers.

To know the reason why people prefer HP (Hewlett-Packard) brand .

To increase the sales volume .

To give the customer satisfaction and also get the references from them.

To know which factor is important for customer before buying any IT product.

To illicit suggestion for better positioning for hp product

43

RESEARCH METHODOLOGY

The section includes the overall research design, the sampling procedure, the data

collection method, the field method, and analysis and procedure.

Research design:-

For this research project exploratory method is used .In exploratory method new things

are fined out from the given topic.

Data collection method:-

The data collect for the research can be classified as primary data and secondary data.

Primary data:- The data collected for first time is known as primary data. It is by

visiting existing customer and expected customer of Compton computers pvt. Ltd. And

making them fill up the questionnaire

Secondary data:- The data which has been already collected by someone is known

as secondary data. Is collected from internet, books, etc.

Research instrument

The instrument use for data collection is structured questionnaire. Question is open and

close ended depending upon the information that needed to be elicited. I am also using

the scaling technique to assess the attitude of the customer.

Sampling plan:-

Keeping all the constrains in mind a sample size of 80 people .The sampling procedure is

systematic sampling

44

ANALYSIS & INTEPRETATION Customer Profile:

Break up of Sample:

Printer Sales Comparison

HP

Canon

Epson

Umax

Others

Figure: Sales of printer in the Survey

The above mentioned graph represents the various brands of printer that emerged out of

the survey.

Printer ModelFrequency Percent

HP 52 65.00Canon 12 15.00Epson 2 2.50Umax 3 3.75Others 11 13.75

Total 80 100.00

45

1. Of the total 80 respondents Show their believe in hp.

2. Responses were very low for the lower range. Most of the other reason accounted

for gifts as a reason.

3. For the three players as Cannon, Epson, Umax the main reasons were again the

Poor quality, high ink consumption.

4. Out of 80 respondents 70 say that brand name matters

5. Out of 52 respondents 45 are satisfied.

6. 40 says price matters 25 say quality matters 15 says brand name matters.

7. 30 says that after sale services is good 22 says no.

Results/Analysis:

The basic need for buying a Printer is primarily Saving Time and printing quality. This

need should be addressed in any correspondence with the customer in the company’s

promotional activities. The later part of the report also checks the believability aspect of

each correspondence with the customer and this prediction is further concentrated in that

part. The HP customers seem to have gone by the general trend and share the same

values.

46

CONCLUSION

The Indian I.T. market currently appears to be at a crossroads, where I.T. marketers are

attempting to change customer perceptions of their brands and where specific buying

motivations appear to be replacing generalities. This meanwhile, is quite unlike the west

where buyers consider aesthetics, comfort and safety, not necessarily in that order, before

finalizing a purchase. “It’s smarter to think about emotions and attitudes, if marketers are

to do a better job of marrying what a HP offers to the consumer’s image of the offerings.

The mindset of the Indian consumer is such that he is delighted if he buys a pen a little

cheaper than his neighbors. Things are, however, slowly changing and customers at the

upper end of the market are now ready to pay more for more. I hope that this approach

will soon enter the new era, maybe not with the same intensity . “Success will largely be

determined to the extent a company can differentiate itself in terms of intangibles that go

with a Product”. Thus, success could well hinge on the best of bundle of services that HP

provides. HP grew from zero to the 180 Million $, mark and the number One sales of

Printer, Scanner & TFT in India in this year. Looking at the present scenario it can be

said that though there is lot of competition in the I.T. world HP is picking up well. The

landmark achievement comes in 66 years after clinching its first overseas sale.

In 1973 HP becomes the first U.S. company to institute flexible working hours, or flex-

time. Under the program, HP employees can begin work at any time during a two-hour

period and leave after completing an eight-hour work day. The purpose, as explained by

Bill, is "to gain more time for family leisure, conduct personal business, avoid traffic

jams or to satisfy other individual needs. "HP introduces the first electronic calculator to

print Japanese characters. The model 9810 desktop calculator is marketed in Japan by

Yokogawa-Hewlett-Packard. This year HP’s Revenue: $661 million. Employees: 28,

255.

47

SUGGESTIONS

Key attribute components:

Value for money and Customer Care

Operational attributes.

Physical attributes.

Brand Image.

Customer Specific Details.

In any correspondence with the customers the message should be sent in these

components only to have the maximum benefit from the advertisement. Also these

components should be dealt with independently. The advertisements should speak only of

the believable concepts rather than glorifying the pretentious ones. The basic need of the

customer need to be addressed which is actually saving time and better quality.

HP Deskjet 3745 printer, COMPAQ PRESSARIO 1310 this particular model has a

problem with promotion and pricing. Although being the most competitive product on the

basis of the Market Operating Price (MOP), the machine is still not selling much. This is

perhaps due to the bargaining stress on the customer and the weak push given by the

dealer to the particular model, when actually it should be sold like a high volume product.

Another important outcome of the research is the believability of the claims. Most of the

claims are realistic and easy to understand. Most of the people don’t understand the

technical claims like Software problems and Hardware resale and the dealers don’t

provide much support to the customers in making them understand the real technology

behind them. Either, the technical details should me presented in a clearer manner or the

dealers need to be educated properly.

48

BIBLIOGRAPHY

Jeffrey Gitomer, customer satisfaction is worthless

Jean-Noel Kapferer (1994), “Strategic Brand Management”.

Philip Kotler (Eight Edition), “Marketing Management”, Prentice Hall of India Pvt. Ltd.

Shiffman Consumer Behavior

49

ANNEXURE

1. What does HP do?

HP delivers vital technology for business and life. The company's solutions span IT

infrastructure, personal computing and access devices, global services and imaging and

printing for consumers, enterprises and small and medium business. Our $4 billion annual

R&D investment fuels the invention of products, solutions and new technologies, so that

we can better serve customers and enter new markets. We invent, engineer and deliver

technology solutions that drive business value, create social value and improve the lives

of our customers. HP has a dynamic, powerful team of 150,000 employees with

capabilities in 170 countries doing business in more than 40 currencies and more than 10

languages. Revenues were $79.9 billion for the fiscal year that ended October 31, 2007.

2. When was HP established?

HP co-founders Bill Hewlett and Dave Packard established the company in 1939 after

successfully launching their first product, an audio oscillator, from a small garage in Palo

Alto. For more information, see a detailed history of HP.

3. Where can I find information on HP's CEO and other executives?

Visit our executive team page to learn more about other HP executives.

4. How I can find out about current HP strategies?

Press releases and executive speeches are both excellent sources of insight into HP's

strategies. Beyond what you can find in such public documents, most strategy

information is restricted information and cannot be shared with the public.

5. What are HP's subsidiaries?

A comprehensive list of HP subsidiaries can be retrieved at Edgar Online , a Securities

and Exchange Commission online resource for company documents.

50

6. Which companies have strategic alliances with HP?

HP press releases are the best way to keep up with company alliances.

7. How can I get a copy of HP's current annual report, proxy statement, earnings

statements or 10K?

There are a few ways to get these documents. You can view them online in our Investor

Relations section. You can also request online to have recent annual reports.

8. What is HP's market share in printers? What about PCs?

You can find information about the performance of HP's various businesses by reading

the financial overviews and revenue segment data we publish in our quarterly results

section. HP doesn't talk publicly about product shipments or the profitability of individual

product lines.

9. Where can I learn more about HP's corporate philosophy and objectives?

For the most detailed explanation of HP's approaches to business, people and processes,

read the book The HP Way: How Bill Hewlett and I Built Our Company, written by HP

co-founder David Packard. It is available in many libraries and through online

booksellers. On the HP web site, read about HP's corporate objectives .

10. What are HP's goals regarding the environment?

HP is committed to providing customers with inventive, high quality products and

services that are environmentally sound and to conduct our operations in an

environmentally responsible manner. That commitment continues to be one of our

guiding principles that are deeply ingrained in our values. It is from this history and these

values that HP has become a leader in delivery of environmentally sustainable solutions

for the common good.

51

11. What are HP's employee benefits?

HP's employee compensation and benefits program puts us among the leaders in our

industry. See Working at HP for more information. HP’s compensation and benefits

program both encourages and rewards employees by linking compensation to individual,

business organization and company performance.

12. How can I get an internship at HP?

You can find information about HP's various internship opportunities on our web site. A

small number of research internships are available at HP Labs.

13. Does HP offer any kind of certification or technical training?

HP offers a number of technical courses and training programs through HP Education

Services . In addition, HP Education Services also offers IT certification programs,

designed to provide rigorous technical training for specific job roles in complex

environments.

14. How can I get a computer or other product donation for my school or myself?

HP is recognized as a leading giver among U.S.-based corporations. While we don't

donate to individuals, schools do receive considerable philanthropic support from HP.

You can get information about HP's philanthropic activities and instructions on how to

apply for an HP grant in the Philanthropy section of HP's web site.

The Academic Purchasing Program offers discounts on HP products for teachers, faculty

and higher education students.

15. What scholarship opportunities or financial assistance does HP offer students?

For the most part, HP does not offer assistance to individuals. Instead, HP makes

substantial philanthropic contributions through education grants to schools. HP also has

partnerships with universities and school districts in four urban U.S. communities

through our Diversity in Education Initiative . Each year, HP selects a limited number of

52

HP Scholars from each of these four communities for scholarships and other aid as they

enter their freshman year of engineering school.

16. Can I set up an interview with an HP executive or manager?

Due to the number of interview requests HP receives from the press and public, we are

unable to grant personal interviews with students.

17. Where can I send a questionnaire or survey for my research project?

Due to the volume of requests we receive, we are not able to answer questionnaires or

participate in surveys.

18. Does HP have videos, product brochures, posters or other promotional items

that it can send free of charge to include in my presentation?

Unfortunately, no. However, you can browse the online HP Company Store to shop for

logo items such as T-shirts, pens, mugs, posters and so on. While we do have product

information on our web site, product brochures are not available.

19. Is there HP information I cannot have access to?

Unfortunately, yes. HP is restricted by both legal and business reasons from disclosing a

number of types of internal information. Please read our Information Restrictions for

details.

If the information you need is not listed in one of our frequently asked questions, you can

send your question through our online form . Your message is important to us. We try to

answer as many messages as we can, as soon as we can. However, if you're under a tight

deadline, you may not get your answer as quickly as needed, especially if your request is

not general in nature. Please be aware that we cannot answer questions about specific

products. In addition, we cannot answer questions that deal with restricted information .

53

QUESTIONNAIRE

FOR POTENTIAL CUSTOMERS

Name ( optional ):Address ( optional ):Phone No. ( optional ):

1. Are you using printer ?

Yes No

2. Which company printer you are using?

HP Canon

Epson Umax

Other

3. Are you satisfied?

Yes No

4. What according to you helps us take any decision?

Price factor Quality of printing

Per page cost All the factors

5. At present, are you satisfied hp’s after sales services ?

Yes No

6. Do you think brand equity plays any role?

Yes No

7. What according to you hp’s edge over its competitors ?

54

Price Brand name

Cost per page Other factor

8. Which company according to you is providing all the facilities?

HP Canon

Umax EPSON

Others

9. Suggestions (if any)

55