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Bold new reseller ready to kick heads

Bold new reseller ready to kick heads

PC Express and State computer, two of Australia's biggest reseller groups, merged last week, bringing the clout of some of the most prominent vendor product lines and distributor support with them.

Called Volante, the new powerhouse creates a company with combined revenues of over $160 million. It aims to hit the $200 million mark by mid-1999.

The companies now exist as a single entity within an as yet unnamed holding group, of which the Macquarie Bank is a key equity partner.

The holding group already owns 100 per cent of key IBM distributor ITG Computers, and 50 per cent of network integrator Intellect.

Volante officials believe the company has the resources to shake some of Australia's leading resellers from the top.

"There is a new game in town," said Volante's Melbourne-based managing director, Wayne Morris. He claimed Volante has identified better lead times and customer support as critical to its success.

Taking on the big boys

Financially, "Volante has a solid base", according to company chairman and Macquarie Bank board member Robin Crawford.

The group has received over $7 million in equity investment from Macquarie Bank in the form of shares and cash, giving the company a firm footing to take on big rivals in the reseller community.

PC Express and State Computer already have considerable experience selling IBM and Compaq. Volante announced last week that it has taken on the full range of Hewlett-Packard products.

"We are looking to build strong relationships with end users as well as our key vendors," Morris said.

High targets for improved lead times, sales and service support are expected to be assisted by the other members of the holding group, ITG and Intellect. ITG will be used as an emergency supply resource while Intellect will bring its expertise in the delivery of solutions.

Service boost

Glenn Reid, Volante's Sydney-based managing director, said that the new company will be adding to its existing warehouses in NSW and Victoria, and plans to have a new warehouse established in Sydney shortly.

Officials also highlighted the fact that Volante has no controlling interests from any multi- national organisations, a fact it believes will guarantee a more earnest focus on the local market than some of its competitors.


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