Finding new customers for an already successful business, Russ Styczynski guided SMT Machine & Tool to 40 percent growth over the last two years.

Sales have grown to between $4 million and $5 million, and SMT added seven employees, including two engineers (for a total of three) and a salesman since the change in ownership. It now employs 25 people.

The purchase of a Sun Firm Machinery Inc. CNC lathe added another capability.

Styczynski bought Steinberger Machine & Tool, which operated in a 50,400-square-foot building in Howard, in March 2006 and changed the name shortly after. The company was known for its work for paper companies, but Styczynski said he's added food and beverage, mining, marine and construction clients to the mix.

Styczynski said a key to the additional business was getting customers in-house to see the company's equipment, including its Blanchard 84-inch grinding machine, and its products. The shop specializes in making custom parts and minor fabrication.

"When they walked from one end of the building to the other, they could not believe the capabilities under this roof," he said. "That puts a memory in their head when they have projects coming up."

The company has a largely veteran staff, including at least a half-dozen workers who've been there between six and 30 years.

"When we take customers through the shop, they're not going to see 20-year-olds running the machines," said Scott Zuidmulder, shop foreman.

Another competitive advantage is a quick turnaround, Styczynski said. He doesn't like to have a lot of inventory, but he does keep enough of the right kinds of material for his key customers. He said being able to quickly put a client's machine back in operation at a reasonable price means they'll remember SMT when they have other work.

Styczynski wants the growth to continue, both through new clients and other opportunities.

"If an opportunity for acquisition of a product line came up, we'd look at it," said Cindy Dyer, customer service manager.

The shop has one shift now, with workers going 10-12 hours a day and some volunteering for Saturdays as well. A second shift would be the next step in expansion, Styczynski said.

SMT has found new workers from among those downsized at other companies, and is working with Bay Port High School to attract younger workers it can train.

Styczynski said some of its key customers do business internationally, which seems to be mitigating a business slowdown in the United States.

"We are growing. It makes me nervous with this talk of recession, but then we look at the amount of work we are getting," he said. "These Wisconsin companies doing business (internationally) want to keep the manufacturing in Wisconsin." 


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