Catching up with STILT.PRO
Tom Knuth started STILT.PRO in 2018 and has since brought his Rice Hull Blower to market.
Walter Santiago sat down with Tom Knuth recently to talk about STILT.PRO, specifically looking to learn what inspires him to create solutions and build community.
STILT.PRO is a brand created out of intention. Knuth has integrated himself into a small network of nurseries here in the southeastern United States, and has recently been branching out into the northeast. From the ground up, Tom has developed a product informed by industry needs which was not available to the wholesale nursery market. He had conversations with nursery owners, sharing that, “The solutions that were out there did not match the needs of the customer and I picked up on that. The process took about a year to bring the product from an idea to fruition. Customer discovery, testing, failing, back to testing.”
STILT.PRO’s rice hull blower is an alternative to traditional herbicides. Rice hull is an organic product that lasts over a year versus the average 60 days of herbicide. Agricultural chemicals may get into water supply and increase the risk of runoff into irrigation systems, whereas rice hull removes the threat of water contamination. The rice hull application process is an eco-friendly option that eliminates herbicide use and is a greener solution for the economy in general, impacting the industry’s sales and economic footprint. It is a hybrid manual-automatic technology that contributes to green practices and creates efficiency for nursery growth.
Previously a Senior Design Engineer, and currently an overtime entrepreneur, Tom Knuth is an accomplished agricultural engineer and designer. He is the owner and CEO of STILT.PRO which he founded in 2018. Knuth’s technology and impact helps shape green growth for large, commercial nurseries. Tom is seasoned in his field through a career with corporations like John Deere and Cirrus Aircraft where he was able to establish relationships in the manufacturing world and develop valuable skills in product development. Tom has carried these insights into STILT.PRO, turning years of experience in system architecture and operations into working strategies for his new company. His technology efforts serve a micro-market of the horticulture industry. While wholesale horticulture is a small market, it is also the supply backbone for America’s parks in cities, gardens in yards, and containers on patios.
Tom (right) with his father, Mike Knuth, at a trade show in 2019.
Tom sustains the day to day operations of STILT.PRO. Like many entrepreneurs with a start-up, Tom is STILT.PRO’s manufacturer, marketer, and distributor. As a young company, Tom is having to explore every possible route to find customers, ranging from trade shows to SEO. Following up the cold calls, warm leads, and internet traffic is the crucial time when Tom has to close the deal. Asked about one of the most surprising connections to lead to a sale, Tom replied, “A sale that found me through a Google search. It’s pretty wild.” That sale led Tom to considering the strength of his web presence and putting more resources into marketing.
A solid strategy that works and can adapt to the industry is the best skill a company like STILT.PRO can have. The advantages are in their strategies for sales, marketing, and development, as well as the perks of automation and SEO (Search Engine Optimization). Considering the current state of affairs, Tom is looking at opportunities to help large nurseries solve the challenges of meeting orders with fewer staff. Innovation is the key to delivering to customers what they do not even know they need.
Tom found a haven of like-minded engineers and innovators at theClubhou.se to work and connect with who can balance his operations in the business arena. The diverse tech-oriented and creative minds of the members have provided insightful critiques and consultation.
Despite his years of experience in engineering, Tom acknowledges this did not prepare him for the headaches of finances. Maintaining a balance sheet, tracking the ROI’s, understanding the way money moves, and building a business are now part of the everyday finance operations for STILT.PRO. Luckily he has had the opportunity to cross paths with others at theClubhou.se, hammer out discussions on finance, and then dissect the details of the spreadsheet.
It is a lot to manage a company, develop solutions, adjust and deliver, and keep a smile on your face the entire time, as Tom seems to effortlessly do. Walter asked what keeps him on task: “A timeclock, building a sense of urgency, and end result.”
Keep and eye out for STILT.PRO and their technological developments!
BRIEF: After years working for large companies which design and build equipment and machinery, Tom Knuth decided to start his own business and develop his ideas into products.