In the world of entrepreneurship, success is often portrayed as a linear journey—a straight path from idea to execution to prosperity. However, the reality is much more complex, filled with unexpected twists, daunting challenges, and invaluable learning experiences. Few embody this journey more vividly than Ryan Paules, the founder of Radar Promotions, which recently earned a spot on the prestigious Inc. 5000 list, ranking 534th among the fastest-growing companies in America. In a recent interview with Aaron Klein, Ryan shared the highs and lows of his entrepreneurial path, offering a candid look at the perseverance and strategic thinking required to turn setbacks into stepping stones.
The Early Days: A Rough Start
Ryan Paules’ entrepreneurial journey began at Cal State Fullerton, where he initially planned to pursue a degree in International Business with a focus on Spanish. However, faced with the reality of upper-division classes taught entirely in Spanish—a language he wasn’t fluent enough in—Ryan made a pivotal decision to switch to entrepreneurship, a field his father had long encouraged him to explore. “I realized I would have flunked out just because I didn’t know what anybody was talking about,” Ryan recalls, a moment that foreshadowed the adaptability and quick thinking that would later define his career.
Cal State Fullerton’s entrepreneurship program turned out to be a perfect fit, offering a diverse curriculum that provided Ryan with a well-rounded business education. “It was a really unique program and overall a really unique experience for me,” Ryan says, reflecting on the courses that spanned accounting, marketing, HR, and more. This broad foundation would prove crucial in the years to come, as Ryan navigated the complexities of running a business.
A Tough Lesson in Failure
After graduating in 2006, Ryan was eager to put his entrepreneurial skills to the test. He entered into escrow to buy a Cookies by Design franchise, a move that would mark the beginning of a tumultuous period in his career. “There’s a lot written about me in that whole process that I can share with the group if you guys would want to learn anything about it,” Ryan mentions, referring to the hard lessons he learned about corporate and personal bankruptcy during the economic meltdown of 2008 and 2009.
This first venture, as Ryan describes it, was more about learning than earning. “I called it my $50,000 MBA program,” he says, quoting Alex Hormozi, a successful entrepreneur who often speaks about the inevitable challenges of a first business venture. Despite the financial loss and the emotional toll, this experience laid the groundwork for Ryan’s future successes. “I look back at that as something that, while painful at the time, was incredibly educational and necessary for my growth.”
The Role of Mentorship
One of the most significant influences on Ryan’s journey was his mentor, John Brake, the CEO of Desco Industries. John played a crucial role during Ryan’s time at Cal State Fullerton and continued to provide guidance long after Ryan graduated. “I don’t know what he saw in me as an exponentially useless 22-year-old, but he kept in touch with me for years after that,” Ryan recalls with a mix of humor and gratitude.
John’s advice was instrumental in shaping Ryan’s approach to business. For instance, when Ryan excitedly presented the financials for his Cookies by Design store, hoping to prove its potential, John offered a sobering reality check. “He looked at it for about seven seconds and said, ‘You’re buying a $36,000 job,’” Ryan remembers, a moment that highlighted the importance of evaluating business opportunities with a critical eye.
The Birth of Radar Promotions
After his stint at Desco Industries, Ryan faced another setback when the Texas-based company that had hired him to manage a West Coast distribution center abruptly closed the store, leaving him unemployed with a mortgage and a baby on the way. “I was holding my ultrasound picture and a final paycheck,” Ryan says, capturing the emotional weight of that moment. However, instead of giving up, Ryan pivoted to a new venture—Radar Support, an IT company that grew out of his passion for technology.
It was through this IT business that Ryan met Bob Leavitt, a client who would eventually offer him an opportunity to take over his promotional products company. “We worked out some arrangements in terms of seller financing based on revenue, and I got to own the bright, shiny Bob Leavitt Company,” Ryan explains. This acquisition marked the beginning of Radar Promotions, a company that Ryan has successfully scaled over the past decade.
Scaling Success
Radar Promotions’ growth has been driven by a commitment to quality and a focus on building strong relationships with clients. One of the company’s key strategies has been leveraging regional associations, such as the Specialty Advertising Association of California (SAAOC), to expand its reach and strengthen its reputation within the promotional products industry. “Our industry is really trying to move the needle on effective, lasting, and cost-spreading impressions,” Ryan says, highlighting the importance of delivering high-quality products that make a lasting impact.
Ryan’s hands-on approach to business, combined with his willingness to learn and adapt, has been central to Radar Promotions’ success. “If we can service the heck out of a client, a project, or whatever, we should earn the business from that perspective,” he asserts, emphasizing the importance of exceeding client expectations.
The Cal State Fullerton Connection
Throughout his journey, Ryan has consistently drawn on the lessons he learned at Cal State Fullerton’s Entrepreneurship Center. “I specifically mentioned that I use what I learned in college, and especially at Cal State Fullerton, every day and I have for 20 years,” he says. Whether it’s understanding the nuances of small business accounting or applying marketing strategies that prioritize sales over mere brand recognition, the education he received has been a cornerstone of his success.
Looking Ahead
As Radar Promotions continues to grow, Ryan remains committed to the principles that have guided him thus far—adaptability, quality, and a relentless focus on learning. His journey is a testament to the idea that success in entrepreneurship is not about avoiding failure, but about learning from it and using those lessons to build something better.
Ryan’s story is an inspiration for aspiring entrepreneurs, especially those who may be facing their own setbacks. It’s a reminder that with the right mindset, mentorship, and willingness to adapt, even the most daunting challenges can be transformed into opportunities for growth and success.