It Loves To Winter In
Florida, Too.
OLIDAY
art fair
11
DECEMBER 10 &
ogy was developed for color-copy
printing using lasers, but com-
puters and color-copying ma-
chines didn't speak the same
language.
Mr. Arazi arranged the mar-
riage between computers and
copiers with his Fiery color serv-
er, which translates computer-
generated images into a language
color copiers speak.
In effect, Fiery turns a color-
copying machine into a printer
that produces nearly offset-qual-
ity color. Each page can be pro-
duced for about 35 cents.
Mr. Avida was the man behind
the Fiery idea.
Canon, the company that had
just produced a digital color copi-
er, said it was impossible, Mr.
Avida recalled, but he produced
a prototype within three months.
That prototype turned the
would-be software concern, head-
quartered in San Mateo, Calif.,
toward hardware.
"We got the first smell of suc-
cess in Boston in 1991," Mr. Avi-
da said.
From 1991 to 1993,
revenues went from
,
$16.4 million to
$89.5 million.
Printing in color was just get-
ting off the ground. At a trade
show on desktop publishing, EFI
set up a prototype of the Fiery
and issued the "Fiery challenge."
Before the trade show, "We
sent people floppy disks and told
)-0 them to bring material on a disk
and we would print it for them,"
Mr. Avida said. "A lot of people
showed up at the booth with crazy
excitement in their eyes."
When the show ended, EFI of-
ficials raced to New York, home
to many industries — fashion,
banking and advertising — that
might welcome the capability to
print in-house color documents in
small numbers.
'We showed up in Manhattan
at three, four in the morning from
Boston and had our first meeting
at eight in the morning after this
excitement with the trade show,"
Mr. Avida said.
"In the day, we would do
demonstrations. In the night, we
would be printing pages we
couldn't print during the day be-
cause of bugs. We got very little
sleep. It was the best of times."
The company shipped its first
products in 1991. That year, it
earned $600,000 on revenues of
$16.4 million. In 1993, revenues
jumped to $89.5 million; for the
first nine months of 1994, they
stood at $90.1 million.
"Having a good technology and
a good product is not enough,"
Mr. Avida said. "The time you
MATCHMAKER page 40
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