It’s not unusual that we discover businesses with a deeply personal origin story. EssTech Engineering stands out as one great example. What started as a basement operation in suburban Virginia in the mid-90s has grown into a critical supplier for the U.S. military. In a recent interview with Wiring Harness News, James, the current owner of EssTech Engineering, shared the remarkable journey of the family-run business and his vision for its future.
The Humble Origins of EssTech Engineering
James’s story is one of family dedication and entrepreneurial spirit. He recalled the early days of the company: “My parents started the business in 1994 in our basement, selling wiring harnesses directly to the government. At first, it was just my mom and dad, and sometimes my brother and I would help out when they needed to push out a batch of cables. It was all hands on deck.”
The family’s modest operation gradually expanded as demand grew. By 2004, James’s father retired from his corporate job, and the business moved from their home in Burke, Virginia, to a 5,000-square-foot factory in rural Louisa, Virginia. Despite the move, James remained on the outskirts of the business until 2006, when he made the life-changing decision to leave his career in the airline industry and fully commit to working with his parents.
“It was a tough choice for me,” James admitted. “But I thought, what better opportunity could I have than to work one-on-one with my father?” By 2012, James had purchased the company from his parents and taken over as its leader, ushering in a new chapter for EssTech Engineering.
Building for the Military: A High-Stakes Niche
Today, EssTech Engineering is a vital supplier of wiring harnesses and cable assemblies, with 99% of its business coming from the U.S. government. “Right now, 99% of our business is through the Defense Logistics Agency in Richmond, Virginia and also Warren Michigan. We’ve built over 50,000 cable assemblies for the military,” James shared, adding that many of their products are used in Abrams tanks, joint strike vehicles, and Aegis systems. However, half the time, the team doesn’t even know where their work ends up. “When we do know, we’ll put up pictures in the factory so our assemblers can see what they’re working toward.”
James described the process they use to harvest opportunities in greater detail. “It’s all solicitation-based. We have a program that we pay to use called Odyssey. It’s a third-party software that basically data mines the DoD website and consolidates all of the solicitations. We can filter the downloads as to what types of cables, harnesses or enclosures we’re looking to build along with quantities and things like that. The lowest bidder wins.”
EssTech Engineering is a traditional contract manufacturer harness shop. “We’re a build-to-order, build-to-print shop,” James clarified. “We don’t do design work, but we can build virtually anything, from a two-inch harness with terminals to a 20-foot harness with multiple branches and connectors.”
The company’s ability to deliver high-reliability assemblies is at the core of its value proposition. “Knowing that we’re supporting the troops is a big part of our culture,” James said. “Our employees take pride in knowing their work contributes to something greater.”
Challenges and Opportunities in Government Contracting
Working with the government is no small feat, and James openly discussed the challenges that come with it. “The government is a great customer, but there’s a lot of red tape,” he noted. “You could ask a question, and it might take a year to get an answer.”
One way EssTech Engineering has thrived in this environment is by ensuring meticulous attention to paperwork and compliance. “The government wants the T’s crossed and the I’s dotted—twice,” James joked. EssTech is ISO certified, a move that has streamlined its operations and given the company a competitive edge. “The Defense Logistics Agency used to require you to be ISO compliant, not certified. But we found the auditing process that the government required was almost as rigorous, if not more, than actually being certified. So we ended up getting fully ISO certified. The process was rigorous, but it’s been a big help for us, even in the bidding process.”
James also highlighted the advantages of their rural location in Louisa, which was initially a designated HUBZone (Historically Underutilized Business Zone). While the area has since lost its HUBZone status, EssTech Engineering has maintained a robust labor pool and a strong connection to the community.
Eyeing the Future: From Government to Commercial Markets
Despite EssTech Engineering’s success in the government sector, James is eager to diversify. “Our business has been almost 100% government, so I’m looking for commercial opportunities,” he said. A key part of this shift will involve revamping the company’s branding, starting with a redesigned website. “The government doesn’t care about a fancy website or signage, but commercial customers do,” James explained.
He’s also exploring other strategies to enter the commercial market, such as leveraging the company’s existing strengths. “We have strong purchasing power and the ability to handle complex paperwork, which many companies shy away from,” James said. These capabilities have already allowed EssTech Engineering to expand into distribution and kitting, supplying insulation sleeving, cable ties, and rebuild kits for Abrams tanks and other programs..
One of the strengths EssTech Engineering has developed that is directly transferable to the commercial market is with first articles. “That’s something the government requires, so we have intensive internal testing abilities. When we build electrical enclosures, for example, we do a 100% scan for electrical issues before we close them up. After that, we have environmental chambers for doing tests, so we have multiple capabilities along those lines.”
While James acknowledges the challenges of breaking into new markets, he’s optimistic about EssTech Engineering’s future. “We have the capacity to grow back to 30 employees, and we’re always looking for opportunities to apply what we’ve learned from government work to the commercial side.” James and his team often look at the DoD designs and lament that they are unable to have direct contact with the engineers who created the drawings. He looks forward to the opportunity to be an effective partner in the commercial realm, working with engineers to make design suggestions and identifying component alternatives.
The Human Element
At its heart, EssTech Engineering is a family-oriented business with a focus on its employees and their contributions. James highlighted the appeal of their four-day workweek and robust benefits, which have helped attract and retain local talent. “One of my main guys has been with me since 2006, and he’s fantastic,” James said. “It’s just great to have that kind of continuity.”
The company’s commitment to quality and its mission to support the military has fostered a sense of pride among its team. “These are high-reliability assemblies we’re building,” James said. “Knowing that we’re helping the troops is a huge motivator for everyone here.”
Final Thoughts
As James reflected on EssTech Engineering’s journey, he emphasized the company’s core values: delivering quality products on time and continually improving processes. “Those are our three quality objectives,” he said, adding that the attention to detail demanded by government work has only made the company stronger.
With a strong foundation in government contracting and a clear vision for growth in commercial markets, EssTech Engineering is poised to continue its mission of building high-reliability assemblies—whether for the battlefield or beyond.
