PART- I

i) INTRODUCTION

The project entitled A Study on Personal Computer Marketing in Palakkad is a Marketing study based project based on the Indian industry and the company SAFE Software and Integrated Solution Pvt Ltd, Plakkad.

The computer industry rarely stands still, and the ability to respond to a changing environment is fundamental to survival. While change is normally incremental, more dramatic transformations have taken place on occasion as well, driven by new technologies such as the microprocessor, the personal computer and the Internet, by corporate strategies such as IBMs decision to rely on outside suppliers for key components in its original PC, or by the success of new business models, such as Dells direct sales/build-to-order approach. The emergence of the PC and IBMs strategy for entering the market led to a transformation of the industry structure from vertical integration to horizontal specialization, and to the creation of a global production network for computer hardware. Dells success is now transforming the industry from supplydriven to demand-driven production, literally reversing the polarity of the supply chain. Major changes in firm and industry structure have been driven mainly by competitive pressures in the industry and strategic responses to those pressures. However, information technology has played a vital role in enabling many of these changes. Motivated in part by the desire to demonstrate the capabilities of their own products, computer companies have long been leaders in using IT to improve their own processes and to coordinate activities within the firm. In addition, they have developed IT networks linking suppliers, customers and business partners to improve efficiency throughout the value chain. The Internet has been especially important in supporting the shift to demand-driven production by making it easier to coordinate information-intensive processes across a global production network.

SCOPE OF THE PROJECT

The main aim of the project is a detailed study on the companies strategy on Personal Computer Sales and the type of services offering for customers. The project analyzes the present scenario in Indian PC market.

The Scope of the project includes:

a) b) c) d) e) The project includes the companies information of the companies Computer Sales and service Can go through the Indian Market share in PC assembling Development Industry. History of PC Assembling in India. The company can implement new marketing ideas and techniques. Customer feed back on services and products.

ABOUT HARDWARE INDUSTRY

The first adding machine, a precursor of the digital computer was devised in 1642 by the Blaise Pascal. In 1670s Gottfried Wilhelm improved on this machine by devising one that could also multiply instead of just adding and subtracting. During 1880s the American statistician Herman Hollerith conceived the idea of using perforated cards for processing data. Employing a system that passed punched cards over electrical contacts, he was able to compile statistical information for the 1890 U.S. census. In the 19th century, the British mathematician and inventor Charles Babbage (the pioneer of digital computer - refer to Babbages Folly) worked out the principles of the modern digital computer. The Analytical Engine was designed to handle complicated mathematical problems.

THE BIRTH OF PERSONAL COMPUTER (PC) A keyboard, video monitor and memory were attached to the microprocessor and the MICROCOMPUTER was born ! PCs(microcomputers) come in two different physical sizes: portable PCs(refer to laptops) and desktop PCs. The main characteristics of a PC are : its price is low and no computer operator between the user and the PC. When PC first appeared, they were capable of handling only 4, 8 or 16 bits of information at one time. More recently the distinction between PC and large mainframe computers has become blurred, as newer microcomputer models have increased the speed and data handling capabilities of their CPUs into the 32-bit, multiuser range. PC were made possible by 2 technical innovations in the field of microelectronics : the integrated circuit (IC), developed in 1959; and the microprocessor, which first appeared in 1971. The IC permitted the miniaturization of computer-memory circuits and the microprocessor reduced the size of a computers CPU to the size of a single silicon chip. These factors lowered a computers price and making it affordable to both home and business users.

Why PCs are so Popular ?

PCs are designed for use in home, schools and office settings. Its applications are very wide and easy to implement, resulting the increased popularity of PCs. Another reason was that IBM published all the details of its inner workings of its own microcomputer model, the IBM PC(introduced in 1981). This 8-bit PC bus was built with several expansion slots. Manufacturer could make a card that could be fixed into an expansion slot by a user with no technical knowledge at all. Add-on cards were available for all sorts of purpose: extra memory, peripheral devices or more powerful processors(upward compatibility). Also because the specifications were all public, other manufacturers could make clones - computers that would accept any add-on card and run any software that the IBM PC would run. The PC therefore became the accepted standard, a development that was sealed by the face that all IBM PCs and IBM-clone machines were supplied with the MS-DOS operating system.

Evolution of PC
The first desk-top size system specifically designed for personal use appeared in 1974; it was offered by MITS. The computer was called Altair, retailed for slightly less than US$ 400. Altair was designed around the Intel 8080 microprocessors on a chip that offered a rich instruction set, flexible addressing and a 64 Kbytes addressing space. It was designed with a bus architecture with plenty of slots for expansion. The first major electronics firm to manufacture and sell personal computers, Tandy Corporation(Radio Shack), introduced its model in 1977. Cassette tape was used to store the information at that time. Two engineers - Stephen Wozniak and Steven Jobs started a new computer manufacturing company named Apple Computers. They introduced expanded memory, inexpensive disk-drive programs and data storage and colour graphics into their own microcomputers, the IBM PC in 1981. The term personal computer (PC) is applied to microcomputer whose design is similar to IBM first microcomputer. Apple Computers went on to become the fastest-growing company in U.S. business history. All PCs now use a processor derived from the Intel 8088 processor used in the original IBM PC. Later development in the mid-1980s, the introduction of a powerful 32-bit computer capable of running advanced multi-user operating systems at high speeds. Another innovation was the introduction of simpler, user-friendly methods for controlling the operations of microcomputers. By substituting a graphical user interface (GUI introduced in 1984 by Apple Computers) for the conventional operating system, computers such as the Apple Macintosh allow the user to select icons - graphic symbols of computer functions - from a display screen. New voice-controlled systems are now available and users are able to use spoken words and syntax to operate their PC. In 1994, PowerPC was introduced. This family of RISC chips is the result of collaboration between IBM, Apple and Motorola. It is capable to run PC programs as well as Apple Macintosh program.

ii)

OBJECTIVES

The main objective of this project is to study and analysis the present situation in PC sales and services along with Market share Analysis. The computer industry rarely stands still, and the companies ability to respond to a changing environment is fundamental to survival. While change is normally incremental, more dramatic transformations have taken place on occasion as well, driven by new technologies such as the microprocessor, the personal computer and the Internet, by corporate strategies such as IBMs decision to rely on outside suppliers for key components in its original PC, or by the success of new business models, such as Dells direct sales/build-to-order approach. The emergence of the PC and IBMs strategy for entering the market led to a transformation of the industry structure from vertical integration to horizontal specialization, and to the creation of a global production network for computer hardware. Dells success is now transforming the industry from supply-driven to demand-driven production, literally reversing the polarity of the supply chain. Major changes in firm and industry structure have been driven mainly by competitive pressures in the industry and strategic responses to those pressures. However, information technology has played a vital role in enabling many of these changes. Motivated in part by the desire to demonstrate the capabilities of their own products, computer companies have long been leaders in using IT to improve their own processes and to coordinate activities within the firm. In addition, they have developed IT networks linking suppliers, customers and business partners to improve efficiency throughout the value chain. The Internet has been especially important in supporting the shift to demand-driven production by making it easier to coordinate information-intensive processes across a global production network.

PRIMARY OBJECTIVES
To study the progress of the company in marketing and its implementation. To Study the Hardware Market To identify the factors that affects the Market system of Safe. To know the Customers opinion about the ongoing service support provided by the company. To study the type of services offered

SECENDORY OBJECTIVES
To study products and services offered by the firm. To understand organizational structure of safe

iii)

METHODOLOGY

The project is based on descriptive research design. The project includes datas from different sources from the company, from the customers and from Internet. For the project, data collected through two sources Primary data Secondary data

PRIMARY DATA The primary data are those, which are collected for the first time and thus happen to be original in character. The datas includes information collected through interview with President, Secretary, managers, Hardware Engineers, consultant and staffs of the existing customers and other PC users. Internet also guide to collect the datas about the information of the current trend in PC market and its history.

LIST OF CO-OPERATIVE BANKING INSTALLATIONS PALAKKAD DISTRICT The Palakkad District Co-Operative Bank Ltd.(Main Branch & Branches) The Palakkad Urban Co-Operative Bank Ltd. (H O & Main Branch) The Vaniamkulam Service Co-Operative Bank Ltd.,(Manissry Br. & Kavalapara Br.) The Kothakurishy Service Co-Operative Bank Ltd. ( HO & Main Branch ) The Mangode Service Co-Operative Bank Ltd. ( HO , Main Branch & Branch ) The Kadampazhipuram Service Co-Operative Bank Ltd. (Order Confirmed) The Pallassena Service Co-Operative Bank Ltd. (Order Confirmed) The Cherpalcheri Co-Operative Urban Bank Ltd. (Town Branch) The Mannarkkad Rural Service Co-Operative Bank Ltd. (H O & Main Branch) The Alanallur Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Elappully Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Kannambra Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Pazhambalacode Service Co-Operative Bank Ltd. The Mundur Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Pottassery Service Co-Operative Bank Ltd. Ho (H O & Main Branch) The Ariyoor Service Co-Operative Bank Ltd. The Chethallur Service Co-Operative Bank Ltd. The Kalladikode Service Co-Operative Bank Ltd.
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1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18

19 20 21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40 41

The Vallengi Vithanassery Service Co-Operative Bank (HO & Main Br.) The Nallepilly Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Tattamangalam Service Co-Operative Bank Ltd. (H Of& M Br) The Muthalamada Service Co-Operative Bank Ltd. (Head office) The Kozhinjampara Service Co-Operative Bank Ltd. The Kizhekkencherry Service Co-Operative Bank Ltd. The Erimayur Service Co-Operative Bank Ltd. The Kazhani Service Co-Operative Bank Ltd. The Vadakkenchery Service Co-Operative Bank Ltd The Vallapuzha Service Co-Operative Bank Ltd. The Pattithara Service Co-Operative Bank Ltd The Palakkad Service Co-Operative Bank Ltd. (Head Office & Main Branch) The Akathethara Service Co-Operative Bank Ltd. (H.O & Main Branch) The Peruvemba Service Co-Operative Bank Ltd. (H.O & Main Branch) The Karakurishy Service Co-Operative Bank Ltd. (H Of& Main Branch) The Kumaranallur Service Co-Operative Bank Ltd. (H O & Main Branch) The Kanjikode Service Co-operative Bank Ltd. (Head Office & Main Branch) The Coyalmannam Service Co-operative Bank Ltd., The Peringode Service Co-Operative Bank Ltd. The Kollengode Service Co-Operative Bank Ltd. The Thannirangad Service Co-Operative Bank Ltd. The Nagalassery Service Co-Operative Bank Ltd., The Velanthavalam Service Co-Operative Bank Ltd.,

42 43 44 45 46

Vaniamkulam Service Co-Operative Bank Ltd., Pallassana Service Co-Operative Bank Ltd., Mangode Service Co-Operative Bank Ltd., Kulikkiliyadu Service Co-Operative Bank Ltd., Katampazhipuram Service Co-Operative Bank Ltd., SOCIETIES The Kerala State Electricity Board Employees Co-Operative Society Ltd. The Palakkad District Police Department Employees Co-Op Society The Palakkad Co-Operative Employees Co-Operative Society Ltd. The Palghat Dist.Co-Operative Rubber Marketing Society Ltd., The Palakkad Dist.Employees Co.Operative Society Ltd. The ITI Employees Co-Operative Society Ltd. The Palghat FCI Employees Co-Operative Credit Society Ltd The Mannarkkad Taluk Employees Co-Operative Society Ltd. The Chittur Govt: servants Employees Co-Operative Society Ltd The Mannarkkad Govt.Servants Employees Co-Operative Society Ltd The Pattambi Govt. Employees' CO-op.Society Ltd BRANCHES The Palakkad District Co-Operative Bank Ltd. (Padinharangadi Branch) The Palakkad District Co-Operative Bank Ltd.(Mannarkkad M & E Br.) The Palakkad District Co-Operative Bank Ltd.(Cherpulassery Br.) The Palakkad District Co-Operative Bank Ltd. (Alannalur Branch) The Palakkad District Co-Operative Bank Ltd. (Edakkurrissi Branch)

47 48 49 50 51 52 53 54 55 56 57

58 59 60 61 62

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63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80 81 82

The Palakkad District Co-Operative Bank Ltd. (Nemmara Branch) The Palakkad District Co-Operative Bank Ltd. (Vadakkanchery Branch) The Palakkad District Co-Operative Bank Ltd. (Melamuri Branch) The Palakkad District Co-Operative Bank Ltd. (Agali Branch) The Palakkad District Co-Operative Bank Ltd. (Alathur Branch) The Palakkad District Co-Operative Bank Ltd. (Chittur Branch) The Palakkad District Co-Operative Bank Ltd. (Keralassery Branch) The Palakkad District Co-Operative Bank Ltd. (Kollengode Branch) The Palakkad District Co-Operative Bank Ltd. (Koduvayur Branch) The Palakkad District Co-Operative Bank Ltd. (Koppam Branch) The Palakkad District Co-Operative Bank Ltd. (Kootanad Branch) The Palakkad District Co-Operative Bank Ltd. (Kuzhalmannam Branch) The Palakkad District Co-Operative Bank Ltd. ( Mannarkkad Branch) The Palakkad District Co-Operative Bank Ltd. (Menon Para Branch) The Palakkad District Co-Operative Bank Ltd. (Nemmara Branch) The Palakkad District Co-Operative Bank Ltd. (Ottapalam Branch) The Palakkad District Co-Operative Bank Ltd. (Ottapalam Evening Branch) The Palakkad District Co-Operative Bank Ltd. (Palakkad Evening Branch) The Palakkad District Co-Operative Bank Ltd. (Palakkad Town Branch) The Palakkad District Co-Operative Bank Ltd. (Pattambi Branch)

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83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 98 99 10 0 10 1 10 2 10

The Palakkad District Co-Operative Bank Ltd. (Pulapatta Branch) The Palakkad District Co-Operative Bank Ltd. (Shoranur Branch) The Palakkad District Co-Operative Bank Ltd. (Sreekrishnapuram Branch) The Palakkad District Co-Operative Bank Ltd. (Thekkegramam Branch) The Palakkad District Co-Operative Bank Ltd. (Peringode Branch) The Palakkad District Co-Operative Bank Ltd. (Mangalam Dam Branch) The Palakkad District Co-Operative Bank Ltd. (KalpathyBranch) The Palakkad Urban Co-Operative Bank Ltd. (Town Branch) The Palakkad Urban Co-Operative Bank Ltd. (Puthur Branch) The Palakkad Urban Co-Operative Bank Ltd. (Olavakkode Branch) The Palakkad Urban Co-Operative Bank Ltd. (Pirayri Branch) The Palakkad Urban Co-Operative Bank Ltd. (Edathara Branch) The Palakkad Urban Co-Operative Bank Ltd. (Kalmanadapam Branch) The Palakkad Urban Co-Operative Bank Ltd. (Pudhuserry Branch) The Palakkad Urban Co-Operative Bank Ltd. (M & E Branch) The Cherpulacheri Urban Co-operative Bank Ltd.,(Vallapuzha Branch) The Mundur Service Co-Operative Bank Ltd. (Puthanur Branch) The Kothakurishy Service Co-Operative Bank Ltd. ( Pathankulam Branch ) The Kothakurishy Service Co-Operative Bank Ltd. (Chalavara Branch ) The Kothakurishy Service Co-Operative Bank Ltd. (Thrikkidiri Branch ) The Kothakurishy Service Co-Operative Bank Ltd. (Evening &

12

3 10 4 10 5 10 6 10 7 10 8 10 9 11 0 11 1 11 2 11 3 11 4 11 5 11 6 11 7 11 8 11 9 12 0 12 1 12 2

Holiday Branch ) The Mannarkkad Rural Service Co-Operative Bank Ltd. (M & E Branch) The Mannarkkad Rural Service Co-Operative Bank Ltd. (Thenkara Branch) The Alanallur Service Co-Operative Bank Ltd. (Edathanattukara Branch) The Alanallur Service Co-Operative Bank Ltd. (Karkittamkunnu Branch) The Elappully Service Co-Operative Bank Ltd. (Venthapalayam Branch) The Elappully Service Co-Operative Bank Ltd. (Pallatheri Branch) The Pottassery Service Co-Operative Bank Ltd. (Palakkayam Br) The Ariyoor Service Co-Operative Bank Ltd. (Arianbhavu Br.) The Ariyoor Service Co-Operative Bank Ltd. (Thiruvizhamkunnu Br.) The Ariyoor Service Co-Operative Bank Ltd. (Kottopadam Br.) The Chethallur Service Co-Operative Bank Ltd. (Palode Br.) The Chethallur Service Co-Operative Bank Ltd. (Karinkallathani Br.) The Vallangi Vithanassery Service Co-Operative Bank Ltd. (Pezhumpara Br.) The Vallanghy-Vithanassery Service Co-Operative Bank Ltd. (Kaipenchery Br.) The Vallanghy-Vithanassery Service Co-Operative Bank Ltd. (M & E Br.) The Muthalamada Service Co-Operative Bank Ltd. (Pudur Branch) The Muthalamada Service Co-Operative Bank Ltd. (Nendankizhaya Branch) The Vallapuzha Service Co-Operative Bank Ltd.(City Branch) The Palakkad Service Co-Operative Bank Ltd. (Kalleppully Br.)
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12 3 12 4 12 5 12 6 12 7

The Palakkad Service Co-Operative Bank Ltd. (Koduntharappully Br.) The Palakkad Service Co-Operative Bank Ltd. (Koottupatha Br.) The Akathethara Service Co-Operative Bank Ltd. (Evening & Holiday Br) The Akathethara Service Co-Operative Bank Ltd. (Morning Branch Rly Br) The Karakurishy Service Co-Operative Bank Ltd. (Pallikkurup Branch)

SECONDARY DATA The secondary data are those, which have already been collected by someone else, which have been passed through statistical process. Industry profile, company profile and product profile are some of the secondary data, which have been used for the project. The Data were analyzed through the application of various statistical tools like chart, simple percentage etc.

LIMITATION OF THE STUDY

Covering the total customers is practically difficult one so that limited to certain numbers according to the type of customers. The study has restricted only to kerala. Hence the result of the

study cannot be generalized for the entire state.

Time constraints were an important factor, which limited the detailed study.

Unavailability of important staffs also made difficult in collecting valuable information

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As some information is very important for the company to disclose, that information is not added in this project.

PART -II COMPANY PROFILE

i) BRIEF INTRODUCTION OF THE COMPANY

SAFE SOFTWARE AND INTEGRATED SOLUTION Pvt. Ltd , Palakkad, has been in the Co-operative Banking Computerization field for the past 15 years. Now they computer hardware, are one of the leading Private Limited training & Consultancy) for companies providing Total Solution (Banking Software, system software, networking, computerization in Co-operative Banking Sector in Kerala. Their expertise in Software, Hardware & Networking Maintenance reach many satisfied customer Banks in Palakkad, Eranakulam, Thiruvananthapuram, Kasargode Trichur and Kannur. Most of their customer- Banks are looking for single point maintenance for their Software, Hardware and Networking related problems. They confidently took up this responsibility and satisfactorily provided Total Computer Solution to all their Customers. They have fullfledged and well-equipped computer software, hardware and network training and maintenance facility in Palakkad town. Safes training and maintenance centre has a group of highly qualified and experienced personnel. ISO CERTIFICATION

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Safe is an ISO 9001:2000 company strictly following the quality management standard product and service supports to their customers.

ORGANISATIONAL HIERARCHY HARDWARE SECTION

MD

Chief Technical Officer

Regional Manager

Customer Relation Manager

Marketing Manager

Hardware Consultant

Service Engineers

Marketing Executives

Hardware Engineer

Network Adinistrat or

Supervisor

Service Engineers 16

ii)

HISTORY OF THE ORGANIZATION

SAFE An Overview The Company being a Specialized and Complete Banking Solution Provider have as Heads, Skilled Professionals having Experience of more than 30 years in Banking and Auditing and more than 15 years of Experience in Cooperative Banking Computerization and cater all the IT requirements of Banks.

Established in 1993 in Palakkad. Started as a Cooperative Banking Software Development Company. Support Centers at Kochi, Thrissur, Kannur, Kahnjangad and Kasargod.

Full-fledged

Software

Development

&

High-end

HW/SW Maintenance Centers.

High-end Software, Hardware and Networking Training Centers in Palakkad.

Leading Total Solution Providers in Co-operative Banking Sector in Kerala.

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More Than Thirteen Years of Experience in Cooperative Banking computerization.

Fastest Growing Total Solution provider. Highly Professional and Dedicated Personnel. Operating in Kerala and Outside.

Total Solution Providers They have been in the Co-operative Banking Computerization field for the past 15 years. Now they are one of the leading Private Limited companies providing Total Solution (Banking Software, system software, computer hardware, networking & Consultancy) for computerization in Co-operative Banking Sector in Kerala. Their expertise in Software, Hardware & Networking Maintenance reach more than 200 satisfied customer Banks in Palakkad, Trichur, Thiruvanandapuram, kasargode, Eranakulam and Kannur. Most of their customer- Banks are looking for a single point maintenance for their Software, Hardware and Networking related problems. Safe confidently under took this responsibility and satisfactorily provided Total Computer Solution to all their Customers. They have full-fledged and well-equipped computer software, hardware and network training and maintenance facility in Palakkad town. Their training and maintenance centre has a group of highly qualified and experienced personnel. Also, Safe

18

makes available to their clientele all standard computer hardware, peripherals and stationary items at very competitive rates.

Banking Software M/s Safe Software & Integrated Solutions Pvt. Ltd., Palakkad, have exhaustive experience in computerization of District Co-Operative Bank), Co-operative Urban Bank) and Primary Co-Operative Banks (Kannur, Palakkad, Trichur & Ernakulam) in Kerala. Safe have more than hundred successful installations to their credit in Kerala State. Safe have very reliable and time-tested switching solutions for high-end retail banking. These switching solutions are widely accepted by number of large banks and software companies. Safe have detailed the features and implementation plan of the software in the enclosed manual. Their Banking Software is being made use of by a number of Co-operative Banks in Palakkad, Trissur, Kannur and Ernakulam districts. High-end Banking Delivery Channels

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Safe implement switching solutions for high-end retail banking. This technology is widely accepted by number of large banks and software companies. Safe confidently propose this relatively inexpensive and highly reliable solution to District Cooperative banks and to Urban banks for various Retail Banking Delivery Channels like- Any Branch Banking, ATM, Web Banking and Tele Banking

Disaster Recovery Latest requirement in the banking sector is for a reliable and legal DISASTER RECOVERY plan. Safe have various confirmed and time-tested Disaster Recovery and Backup Solutions for banking sector, which Safe provide to the end-user through authorized DIGITAL SIGNATURE Service Providers. Safe also provide complete Data Transfer solutions for interbranch consolidation and other activities. Hardware Support Center Safe have the pleasure to introduce their newly organized Hardware Maintenance team. A well-experienced communications engineer who has number of years of maintenance experience in the fields of Communications and Computer to his credit heads the team. The team also consists of an

20

experienced Microsoft Certified Systems Engineers. Their maintenance engineers are innovative in their attitude and are guided by the latest available maintenance management techniques to achieve a high level of QOS. Safe have already undertaken Hardware & Network Annual Maintenance Contract in many Co-operative banks in Palakkad Dist. and have provided an impressive level of service and reliability to the satisfaction of all Their customer banks.

COMPANIES SOFTWARE PRODUCTS PRODUCT ANALYSIS

PRODUCTS

1. SIBS The group has developed a Complete Banking Software Package-SIBS (SAFE INTEGRATE BANKING SOFTWARE) using State-of-the Art Client/Server Technology. The Product has over 20 Core Modules and Other Add on Modules covering all the Essential Operations of a Branch and Head Office including:1.1 BRANCH AUTOMATION It cover Share Capital & Dividend , Deposit (SB,CA, Fixed ), Loans and Advances, Gold /Jewell Loan , Investment & Borrowings ,

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Suspense Accounting , Bills Collection ,Clearing Remittance , Cash Credit, Over Draft, Locker, Kurries /Chitties, Cash Management, Miscellaneous, Inventory /Consumer (Sales,Purchase,Stock), Miscellaneous, Loan Recovery & Monitoring System

1.2 HEAD OFFICE AUTOMATION It covers HO & Consolidation, PayRoll, Investment &

Borrowing inter Branch, Basic Statistical Returns , Balance Sheet Analysis , Branch Performance and Bank Reconciliation. 1.3 ADD ON MODULES Performance Monitoring & Resource Management, ALM, Asset Tracking, Contact Management, Budgeting, Extension Counter , ATM Interface, Internet Banking, Wap Banking , Tele Banking Interface , Basic Statistical Returns , Balance Sheet Analysis , Branch Performance., Dispatching. Customer Terminal , Audit Terminal SIBS FEATURES

22

 Banks Overall Development Customer Satisfaction. Complete M.I.S for Analyzing, Decision Making &

Administrative Purpose. Up gradation & Implementations of Latest Technologies to increase the overall effectiveness of the system. Cost Saving through Over All Progress, Minimum Maintenance and Increased Productivity The Need for a Complete Banking Software Under 3 Tier Client/Server Architecture that would take the Bank into 21st Century with Confidence and With out becoming obsolete or inflexible. SIBS ADVANTAGES User Friendly More than 600 Reports (Accounting , MIS & Graphical) Screen Layout Resembles the Normal Banking Transaction Simple Day Begin & Day End Procedure Elimination of Redundant effort Improved Management control Enhanced Customer services Facility to monitor individual customers and accounts Monitoring Systems for Different Sections

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 Branch MIS for Performance Analysis Capacity to generate Adhoc Internal reports Automatic generation of MIS & Statutory reports SIBS has a Graphical user interface and uses Multi-tasking capability of Windows. Besides these it has security features, automated signature verification, photograph storage and retrieval.

SIBS - Total Branch Automation (TBA ) Salient Features Maximum parameterization Modular structure Structured design Multiple levels of security Signature photographs storage and retrieval Floppy based direct debit & credit to Avoid Manual Entry Batch processing of back office operations Object Oriented programming Branch MIS Data Transfer to HO (Through Modem, Internet, RAS, Floppy) 2. SIHAS SIHAS- SAFE Integrated Hospital Automation Software, The Complete Co-operative Hospital Software that combines the latest technology with the Hospital expertise of professionals who have been

24

with the co-operative Hospital system for the past 5 years brought to you by SAFE, a company whose top priority is customer Satisfaction. SCHOLAR - Smart school Management System We recognize that education, knowledge, information and communication are at the core of human progress, endeavour and well-beingThe success of this system lies in correct knowledge dissemination process blended with smooth and efficient functioning of management systemScholar The Complete School Management system is specially made for Educational Institutions for hassle free Management of the Institution. It provides a fully automated system from admission of a student and tracks it up to the TC. Everything in school from academic to extra curricular and even health records of the students are constantly a click away in this software

SAMS Attendance Monitoring and Access control are the key factors to be focused for the comfortable and efficient working of any establishment. This is the area where Smart card/Biometric solutions play a significant role. SAMS has the advantage of both these interfaces for achieving this purpose. The Payroll section will use the data collected through the attendance monitoring system to calculate the pay of each employee.

EASY SHOP

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Easy Shop is an integrated solution for retail management with Location wise inventory management, Purchase order generation, Reorder level maintenance and variety of reports.Easy Shop also takes care of all Stock maintenance on the store and accounts report based on the purchase, sales and other expenses SMS Solutions In todays work environment, daily deadlines, appointments and meetings are predictable. And often, one is hard pressed for time. In such a situation SMS Solution comes as a great convenience. SMS service allows you to do transactions on your mobile phone without making a call, using the SMS facility. It keeps you informed about the significant transactions in your account. All one needs to do this type, out a short text message on the mobile and send it out to a pre-designated number. The response is sent back as an SMS message. With our SMS system, the mobile becomes a powerful input/output device through which all kinds of transactions can be performed with assured security and data integrity.

IVRS Solutions Interactive Voice Response System is a runtime application in the state-ofart communication system that facilitates 24-hours-a-day, 365-days-a-year communication between Service Provider and its customers. Customers can make call over a telephone line, and the Service provider can provide information over the same telephone line. With our IVR, the simple telephone instrument becomes a powerful input/output device through which all kinds of transactions can be performed with assured security and data integrity.
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PART- III ANALYSIS ABOUT HARDWARE MARKETING

About Personal Computers Sales Value Chain The personal computer is a based on a modular architecture whose components, peripherals, and software can be designed independently and integrated into the final system using standard technical interfaces (Ulrich,

27

1995). This product architecture, which became the dominant design with the introduction of the IBM PC in 1981, led most PC makers to rely on outside suppliers of most components and peripherals. The result was a horizontally segmented industry structure in which most firms compete in one or two segments only, making components, subassemblies, systems or peripherals, developing software, or providing sales, distribution, technical support and other services (Grove, 1996). Today, all of the components needed to assemble a desktop PC are available from a vast network of suppliers and a finished system can be built with little more than rudimentary technical knowledge. By the mid-1990s, the PC industry had matured into a fairly wellestablished industry structure, based on specialization of functions across the value chain (Figure 1). PCs were assembled by the major vendors using standard assembly line production methods, with production volumes set to meet demand forecasts. Components and sub-assemblies were shipped by component manufacturers and contract manufacturers to meet production schedules. Finished systems were sent to distributors, who held inventory for sale to retailers and resellers, who also held inventory for sale to the final customer. All of this entailed high levels of inventory throughout the system, and many transfers and touches of the product on the way to the customer. The biggest winner under this industry structure was Compaq Computer, which supplanted IBM as the number one PC vendor in the U.S. and worldwide in 1994 by combining aggressive pricing with widespread distribution and a reputation for high quality.

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Figure 1. Indirect sales value chain

Components maker s R&D, Contract manufacturers PC makers Distributors Resellers/ retailers
Final Customer

Distribution Manufacturing Design, engineering, final assembly, manufacturing marketing

Sales, configuration, installation, service

This apparently stable industry structure was disrupted by a series of changes in the late 1990s. One factor was the rapid decline in PC prices, which had long remained in the $2500 range. By the end of the millenium, thanks to falling component costs, and a shift of manufacturing to low-cost locations, the average selling price of a PC had been cut in half. While much of the price decline reflected lower components costs, price wars among PC makers had driven gross margins down as well. In addition, there was an acceleration in the rate of product cycles, driven by competition in the microprocessor market that led Intel to speed up its introduction of new processor generations. This led to faster depreciation of components and finished goods, putting a premium on minimizing inventory throughout the value chain (Curry and Kenney, 1999). Direct sales and demand-driven production A more fundamental destabilizing force in the industry was the success of the direct sales, build-to-order (BTO) strategy exemplified by SAFE . Under this model, PC makers assemble systems as orders come in, usually allowing customers to choose from a set of configurations, and ship the product directly to the customer (Figure 2). Direct sales bypass distributors and retailers, taking out their profit margin. Meanwhile, business processes were

29

fundamentally altered by the shift from supply-driven (build-to-forecast) to demand-driven (build-to-order) production. The direct sales/build-to-order model reduced inventory across the supply chain, giving it a significant cost advantage. It also allowed PC makers to achieve product differentiation through customization, in an industry whose products were otherwise almost impossible to tell apart (Kraemer et al., 2000; Dedrick and Kraemer, 2002).

Figure 2 Direct sales value chain Component makers Contract manufactures e PC maker Final customer

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The direct model, particularly as executed by Dell, achieved superior performance in measures such as net profit margin, return on equity and inventory turnover, and also enabled the PC vendor to develop a close relationship with the final customer. Indirect sellers such as Compaq, IBM and HP worked with channel partners to develop hybrid direct delivery processes, leading to major improvements in efficiency across the industry. For instance, the industry average for inventory turnover rose from 12.9 turns per year in 1998 to 53.5 turns in 2001 (Kraemer et al., 2000; Hoovers Online, 2002). The final factor in the transformation of the industry was the widespread adoption of the Internet by PC makers and their customers in the late 1990s. Dell and Gateway had been selling PCs directly to customers for over a decade by 1995, when the Internet first became available for commercial use, and had managed to capture a combined U.S. market share of just 10%. By 2000, that share had tripled to over 30%. While the Internet was not the only factor, it did play to the advantage of the direct vendors, who found it easy to offer online sales using the same infrastructure for product configuration and order fulfillment already in place to support telephone or catalog sales. With no distributors or resellers to contend with, there was no problem with channel conflict when the direct vendors began to sell online. The Internet also allowed computer makers to offer a variety of services such as customized extranets to large customers, and online support to smaller ones. The shift from indirect to direct selling and supply-driven to demand-driven production has been accompanied by changes in the way that PCs are
31

produced and by whom. The result has been a subtle but significant transformation of the overall industry structure and of individual firms supply chains.

Impacts of IT, the Internet and E-commerce on the PC Industry

What impacts have internal IT and interfirm networks had on the PC industry? I found that the Internet and other forms of e-commerce, combined with internal IT applications, have enabled many of the recent changes in the structure of the industry. The capabilities of tightly integrated internal IT systems have supported the shift from supply-driven to demand-driven production by linking the entire order fulfillment process, from order-taking to delivery. The internal IT systems of PC makers are able to handle large amounts of complex data and transmit necessary information to internal units and external partners to fulfill their functions. The internal IT systems of CMs and distributors are important resources that enable these firms to expand their capabilities and geographic scope. As a result these firms can offer a wider range of value chain activities, and PC makers can outsource an entire set of processes to them. Use of the Internet enables greater speed and flexibility in the supply chain, which is especially important in demand-driven processes. The Internet provides a common infrastructure and set of standards to all firms, without the need for investment in expensive proprietary network infrastructure. As a result, at least some forms of information can be
32

exchanged quite easily, such as product and price information, sales and production forecasts, inventory information, and technical documentation. processes. The Internet and EDI support the industrys modular production and distribution network by standardizing information sharing, and allow for greater flexibility in designing the value chain. Direct shipment from a contract manufacturer to the customer is simpler and faster than having the product change hands several times, but requires complex information flows to trigger and record physical actions and financial transactions. The Internet is well-suited to direct sales, and has led to disintermediation of the supply chain for an increasing share of PC sales, which no longer go through distributors and resellers. The cost advantages of the direct model would likely have caused disruption with or without the Internet, but the Internet accelerated the shift in market share and the urgency of other players to react. This disintermediation has not been nearly as pronounced outside of the U.S. market, however. Both internal and inter firm IT investments can lead to higher returns on investment as transaction volumes increase. The investment in an order management system is mostly a fixed cost, with the marginal costs of handling additional transactions being very low. By contrast, each time a physical good is handled, there is a marginal cost. If information can be This information is sufficient to support a wide range

of transactions, given the standardization of most products and some

33

used to reduce the number of times a product is handled, or to reduce the need for inventory, the cost savings can be significant. To summarize, the driving forces behind the changes in the PC industry have been a combination of the direct sales model, falling prices throughout the industry, and faster product cycles increasing the importance of inventory costs. The use of IT, the Internet and e-commerce have enabled many of the changes in the industry and have helped shape the new forms of industry organization that have emerged.

Personal Computer Timeline

The industry began in 1977, when Apple, Radio Shack and Commodore introduced the first off-the-shelf computers as consumer products. The first machines used an 8-bit microprocessor with a maximum of 64K of memory and floppy disks for storage. The Apple II, Atari 500, and Commodore 64 became popular home computers, and Apple was successful in companies after the VisiCalc spreadsheet was introduced. However, the business world was soon dominated by the Z80 processor and CP/M operating system, used by countless vendors in the early 1980s, such as Vector Graphic, NorthStar, Osborne and Kaypro. By 1983, hard disks began to show up, but CP/M was soon to be history. The IBM PC - Goodbye CP/M, Hello DOS In 1981, IBM introduced the PC, an Intel 8088-based machine, slightly faster than the genre, but with 10 times the memory. It was floppy-based, and its DOS operating system from Microsoft was also available for the

34

clone makers (MS-DOS). The 8088 was cleverly chosen so that CP/M software vendors could easily convert their software. Early 1980s - dBASE, Lotus and the Clones dBASE II was introduced in 1981 bringing mainframe database functions to the personal computer level and launching an industry of compatible products and add-ons. Lotus 1-2-3 was introduced in 1982, and its refined interface and combined graphics spurred sales of IBM PCs. The IBM PC was successfully cloned by Compaq and unsuccessfully by others. However, by the time IBM announced the PC AT in 1984, vendors were effectively cloning the PC and, as a group, eventually grabbed the majority of the PC market. Mid-1980s - Apple's Lisa and Mac In 1983, Apple introduced the Lisa, a graphics-based machine that simulated the user's desktop. Although ahead of its time, Lisa was abandoned for the Macintosh in 1984. The graphics-based desktop environment caught on with the Mac, especially in desktop publishing, and the graphical interface (GUI) worked its way to the PC world with Microsoft Windows as well as Ventura Publisher, which ran under a runtime version of the GEM interface. Late 1980s - The Mac Gained Ground In 1986, the Compaq 386 ushered in the first Intel 386-based machine. In 1987, IBM introduced the PS/2, its next generation personal computer, which added improved graphics, 3.5" floppy disks and an incompatible peripheral bus to fend off the cloners. In the same year, OS/2, jointly
35

developed by IBM and Microsoft, was introduced, and more powerful Macintoshes, such as the Mac SE and Mac II, opened new doors for Apple. In 1989, the PC makers introduced 486-based computers, and Apple came out with faster Macs. The 1990s - The Winner Is Windows In 1990, Microsoft introduced Windows 3.0, which became a huge success within a couple of years. Software vendors developed Windows versions of almost everything. In 1991, Microsoft and IBM decided to go it alone, each working on their own version of the next operating system (IBM's OS/2 and Microsoft's Windows NT). NT gained significant market share, but OS/2 never caught on. Lower Prices, Faster PCs and Laptops In the early 1990s, Gateway and other mail-order vendors began to slash hardware prices. All the others followed, and the PC price wars began. In 1993, Intel introduced its Pentium CPU to provide more speed for graphical interfaces. The once text-based PC became a graphics workstation competing with machines that cost 100 times as much only a few years before. Within a couple of years, the home market would explode with lowcost, high-performance PCs. Inspired by Radio Shack's Model 100 introduced over a decade before and ignited by companies such as Toshiba and Zenith, the laptop market had explosive growth throughout the 1990s. More circuits were stuffed into less

36

space, providing computing power on the go that few would have imagined back in 1977. The End of the 1990s - Dot-Com Fever In 1995, the personal computer became a window into the Internet for global e-mail and access to the fastest growing information bank the world has ever witnessed. Although graphical Web browsers such as Mosaic and Netscape were the catalyst, had the personal computer not been in place, the Web in all of its glory would have never exploded onto the scene.

COMPANY ANALYSIS PRODUCT ANALYSIS OF THE COMPANY Brand

Server Normal PC

Peripherals
Printer Scanners Monitor UPS Modem

37

Wipro HCL Compaq Ibm Cannon Hykon Index Other Brands

* * * *

* * * *

* *

* *

* *

* * * * *

PRODUCT SALES INFORMATION WIPRO

38

WIPRO

CUSTOMER Server

Normal PC

Printer

Scanners Monitor

UPS

Modem

BANKS

36

135

75

35

175

38

HOSPITALS

22

12

25

SOCIETIES

24

82

38

20

110

26

SCHOOLS SHOPS

4 12

68 46

15 35

75 80

10 45

39

200 180 160 140 120 100 80 60 40 20 0 Server Normal PC Printer Scanners Monitor UPS BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

40

HCL

HCL

Customer

Server

Normal PC

Printer

Scanners

Monitor

UPS

Modem

BANKS

45

125

155

45

42

HOSPITAL S

15

25

SOCIETIES

82

110

26

15

SCHOOLS SHOPS

2 16

68 15

75 30

10 45

7 10

41

180 160 140 120 100 80 60 40 20 0 Server Normal PC Printer Scanners Monitor UPS Modem BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

42

COMPAQ

COMPAQ

CUSTOMER Server

Normal PC Printer

Scanners Monitor UPS

Modem

BANKS

28

125

15

155

HOSPITALS

SOCIETIES

48

50

110

SCHOOLS SHOPS

3 8

68 18

60 15

75 30

43

180 160 140 120 100 80 60 40 20 0 Server Normal PC Printer Scanners Monitor UPS Modem BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

44

IBM

CUSTOMER Server

Normal PC

Printer

Scanners

Monitor UPS

Modem

BANKS

15

40

52

HOSPITALS

SOCIETIES

18

20

SCHOOLS SHOPS 7 16 22

45

60 50 40 30 20 10 0 Server Normal PC Printer Scanners Monitor UPS Modem BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

46

CANNON SALES ANALYSIS

CANNON

Normal CUSTOMER Server PC Printer

Scanners Monitor UPS

Modem

BANKS

15

HOSPITALS

SOCIETIES

18

SCHOOLS SHOPS 61 5

47

70 60 50 40 30 20 10 0 Server Normal PC Printer Scanners Monitor UPS Modem BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

48

OTHER BRANDS SALES ANALYSIS

OTHER BRANDS

CUSTOMER Server

Normal PC Printer

Scanners Monitor UPS

Modem

BANKS

71

23

5 2

45

35

HOSPITALS

15

41

15

SOCIETIES

82

18

14

26

SCHOOLS SHOPS

4 15

15 14

5 22

15 40

10 45

49

90 80 70 60 50 40 30 20 10 0
Se rv er Sc an ne rs Pr in te r al PC od em on it o r UP S

BANKS HOSPITALS SOCIETIES SCHOOLS SHOPS

MARKETING ANALYSIS

No rm

50

Marketing and sales effectiveness Marketing and Sales Effectiveness is a category of technologies and services that refers to improving business results through optimizing the efforts of Marketing and Sales, which, if properly aligned, make each business group more effective. Marketing and Sales Effectiveness is frequently seen in Technology, Pharmaceutical, Manufacturing, Insurance, and Financial markets. Marketing and Sales Effectiveness encompasses all activities taking place for demand creation, such as lead generation and marketing communications. It also includes sales readiness and productivity. Marketing and Sales Effectiveness also requires strategic business and sales channel alignment for optimum success. This would manifest itself as a set of technologies, business processes, and services which enable companies to integrate processes and systems to achieve business goals.

51

Structure of Sales & Marketing Division of the Organization

MANAGING DIRECTOR

MARKETING MANAGER

MARKETING EXECUTIVES

MARKETING EXECUTIVES

MARKETING EXECUTIVES

MARKETING EXECUTIVES

52

At safe there is a marketing manger who is in charge of controlling the sales and marketing activities. He looks after the management of the sales force. He directs, motivates, and controls the selling activities. He is in charge of sales campaign. He is responsible for the management of advertising and sales promotion program. The manager has to direct and supervise the overall marketing activities. Managing director negotiates the sales contracts. Marketing executives convince the customers to buy their products through face to face relationship or interpersonal interaction.

53

MARKETING AREAS OF SAFE The main areas of SAFES market and customers are from kerala. This includes customers in banking, Societies, Hospitals, Schools, Web Sites etc. Out of these customers the main customers are Banks and Societies. Support centre are offered from all district so as to support the customer. Customer service is the main priority of safe.

MARKETING STRATEGY A marketing strategy is a process that can allow an organization to concentrate its (always limited) resources on the greatest opportunities to increase sales and achieve a sustainable competitive advantage. Marketing strategy as a key part of the general corporate strategy A marketing strategy is most effective when it is an integral component of corporate strategy, defining how the organization will engage customers, prospects and the competition in the market arena for success. It is partially derived from broader corporate strategies, corporate missions, and corporate goals. They should flow from the firm's mission statement. They are also influenced by a range of micro environmental factors.

54

CUSTOMER SUPPORT AND RELATIONSHIP Full support at Any time Offering cost effective solution. Suggesting latest available technology. Regular customer feed back Believe in long term customer relationship Relationship to develop customer business Locally spread customers support centers.

55

PART-IV

1.

FINDINGS AND RECOMMENDATIONS

Findings 1. 2. 3. Customers have lack of awareness about hardware peripherals. Safe making delay to introduce new technologies. Safe mainly concentrates domestic market only.

Recommendations
1. SAFE should try to deliver and Implement their hardware without delay because some customers complained about the delay in the implementation of the hardware. 2. SAFE should give support and give training to the customers in hardware maintenance 3. They must concentrate more on marketing of other product like Hospitals, Personal users etc. 4. 5. Safe must introduce new technologies and implement it quickly. They must concentrate more on marketing outside of kerala.

56

2.

CONCLUSIONS

The PC industry has undergone a significant shift in structure since the mid1990s, driven by industry-wide competitive pressures and by the ascendance of Dell Computer to the top of the industry. IT has supported the transformation of the industry structure in several ways. Internal IT systems enable firms to take over multiple steps in complex processes such as configure-to-order production, and also are developed as generic assets that can be offered to multiple partners. Inter firm IT systems enable processes to be standardized and automated between firms. The Internet in particular, with its open, non-proprietary standards, has reduced asset specificity and reduced the costs associated with market transactions, and increased firms flexibility in the design of individual product value chains. As we argued at the beginning of this paper, IT, the Internet and e-commerce have enabled organizational restructuring, such as the shift from supplydriven to demand-driven production and the formation of different value chains to most effectively support demand-driven production processes. They have also enabled changes in the structure of the industrys global production network. For the most part, however, major changes were actually driven by competitive pressures in the industry. With this growing need of sales service in IT sector a proper planning in all department is required to reach the top level from other competitors.

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Appendix Questionnaire
1. Which PC using in your Organization? Wipro Compaq IBM HCL Cannon Other PC 2. What are the Company accessories available in our organization?
Normal Server PC Name Numbers Printer Scanners Monitor UPS Modem

3. What are the advantages of adopting SAFE s Service? Accuracy Efficiency Customer Satisfaction through speedy clearance Automation 4. Which type of Hardware Company you prefer?
58

 Companies from abroad Companies in Kerala Companies from outside of Kerala

5. Why you using Hardware companies in Kerala. ?

Very good customer service Low cost/ Low investment Domestic preference Get immediate service support
6. Your Hardware purchasing decision will mostly influenced by?

Nearest Customers Advertisement Marketing Executives Other Customers opinion

7. What is your opinion about Safes service?

Excellent Very Good Good

59

 Bad

8. What Type of Service opted?

AMC AMLC Call Service

9. Have you used any other hardware of other companies?

YES NO
10.How do you rate the Hardware with regard to upgrades implementing the latest technology? and

Excellent Very Good Good Bad

11. Any positive or negative aspects of your hardware noticed by you? P________________________________ N_________________________________________________________________ __________________________________
60

i)

Bibliography
Philip Kotler

MARKETING MANAGEMENT

MARKETING MANAGEMENT

Philip Kotler & Gary Amstrong

FUNDAMENTALS OF MARKETING MANAGEMENT

William. J. Stanton Michael. J. Etzel Bruce. J. Walker

RESEARCH METHODOLOGY

C.R. Kothari

METHODOLOGY AND TECHNIQUES OF SOCIAL RESEARCH

Wilkinson & Bhandarkar

ESSENTIALS OF MODERN MARKETING www.safenetin.net www.google.com

Mrityun Joy Banerjee

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