Fast-Track Firms : Creativity Goes a Long Way

Smith points out that his firm has experienced sometimes explosive growth during the past five years, yet has done so on the strength of “very few clients.” In fact, Smith is the company’s lone outside sales representative, though inside reps do a lot to take care of the customer.

Over the years, Smith has made some strategic moves to satisfy the needs of his client base. Four years ago, he obtained Pittsburgh-based Typecraft Press, a coldset web publication printer churning out directories, journals and newsprint products. The $3 million company was losing money, so Smith (along with partner and CFO, Michael Muldowney) installed sheetfed equipment there and transformed it into a general commercial printer. It is now a $3.8 million performer.