Madrid-based Comelta SA, founded as a distributor of Japanese and American electronics components, then progressing to make its own boards and circuits, has now diversified further to assemble personal computers and point-of-sale terminals of its own design. It has fought its way through its share of stormy weather, as current president Francisco Novela explained to El Pais, particularly in the early 1990s, when 1991 revenue of $104m fell to just $8m two years later and suspension of debt payments was duly announced. Now 54% owned by Banco Central Hispano, Comelta made a very firm commitment to research and development in order to fight back to a position where it now challenges leading multinationals on the strength of the quality and value for money of its desktops. The firm sold 8,500 in 1995 and has already notched up sales of 2,200 in the first quarter of fiscal 1996.
Games arcade machines
$144,000 profit was reported on 1995 sales up 18% at $42.4m, whereupon $2m was put towards its research and development arm. Furthermore, Comelta is the first Spanish firm to launch a Pentium 200-based personal computer, having enjoyed the benefit of a technological pact with Intel Corp since 1994. Yet to become a household name in Spain, its technology is the life force behind games arcade machines, electronic toys, air conditioning and even the National Lottery’s draw equipment. Over the last three years it has concentrated increasingly on producing finished rather than semi-finished products, often in close consultation with the prospective client. It has produced an energy management terminal for Gas Natural SA which regulates gas supplies more intelligently than a meter and provides remote control of gas appliances. Electrical firms have also shown interest in applying this technology. Another of Comelta’s recent products is a system that automates the collection of money in security boxes, already adopted by savings bank La Caixa. It has developed an intelligent lighting system for buildings which uses sensors to detect the presence of people and gauges the amount of solar light before controlling the lighting. The latt er two products have been exported – Comelta aims to raise its total export sales to $4m in 1996. Both president Novela and marketing manager Pablo Pena voiced concern at the hiatus created by the recent change of government in Spain, as public tender decisions been postponed; nevertheless, Pena believes Comelta is gaining ground on the likes of IBM, Compaq, Dell and Hewlett when it comes to large wins. Comelta hopes to increase sales by 13% to $48m in 1996.
