When Avi and Yoel Wazana came to the U.S. from Israel, they had few resources but a burning drive to succeed. They grew their company Micro Solutions Enterprises (MSE, Chatsworth, CA) from a single garage in 1994. Today, it's one of America's fastestgrowing small businesses, with offices on both coasts, as well as in Canada and Mexico. Their plans for expansion are on target, thanks to a relationship with Merrill Lynch Business Financial Services.

Success is no accident
MSE started modestly as a printing cartridge reseller. Yoel (president) managed production based on his past experience. Avi (C.E.O.), who had studied business and marketing, handled finances. They had no customer base, so sales came from long hours and lots of cold-calls.

Along the way, the brothers met obstacles that might have stalled a less dedicated team. Because their suppliers' quality control was a major problem, the Wazanas decided to take up manufacturing the cartridges themselves. This decision put them ahead of the competition. "We didn't have a magic formula," Avi Wazana said. "We've just focused on engineering and research and development of our products. That's what drives the quality." All MSE cartridges, whether toners or inkjets, are manufactured to original equipment manufacturer (OEM) standards. The products perform so well that MSE is recognized as a quality brand in its own right. Yoel improved even on OEM standards by instituting what he coined "Intelligent Reegineering."

Focusing on customers
In the third quarter of 1996, the company realized a solid profit, and the Wazanas looked more closely at their revenue sources. They discovered that 14% of their 1,200 accounts gave them 91% percent of their business. Despite their hesitancy to drop hard-won accounts, Avi urged that MSE move from serving endusers to concentrating on wholesale and distribution. That decision paid off handsomely in the years since as the company has won and retained a growing customer base. MSE has a remarkable record as one of America's fastest growing privately held companies on the Inc. 500 list for four consecutive years.