In the world of entrepreneurship, few achievements are as prestigious as making it onto the Inc. 5000 list—a recognition reserved for the fastest-growing private companies in America. This year, Ryan Paules, founder of Radar Promotions, proudly claimed the #534 spot on this coveted list, a testament to his company’s remarkable 833% growth over the past three years. In an exclusive interview with the CSUF Entrepreneurship, Ryan shared the story behind his success, the challenges he faced, and the lessons he learned along the way.
The Road to Inc. 5000
Radar Promotions, a company specializing in promotional products—everything from branded T-shirts and hats to drinkware and corporate gifts—has made a significant impact in its industry. However, the journey to achieving an 833% growth rate and a spot on the Inc. 5000 list was far from easy.
The interview began with a simple but powerful question: How did you achieve such incredible growth? Ryan’s answer highlighted the importance of adaptability, focus, and the relentless pursuit of goals.
“Our growth, especially during a time when our industry was severely impacted by the COVID-19 pandemic, can be attributed to a painful amount of focus on revenue,” Ryan explained. “Through 2020 and 2021, while other companies in our industry were down 40 to 60%, we managed to stay flat, which in our industry at that time was a huge success. This was the start of what I like to call our ‘glow up.’”
Ryan’s story is one of perseverance. During the pandemic, Radar Promotions was able to pivot quickly to meet the changing needs of its clients. While many promotional product companies struggled, Ryan’s team found ways to stay relevant by offering essential items like Lexan dividers, masks, and sanitizer—products that were in high demand as businesses adapted to new safety protocols.
“We didn’t just sell promotional products; we partnered with our clients to provide what they needed most during those challenging times,” Ryan said. “That flexibility and willingness to pivot allowed us to maintain our revenue and set the stage for future growth.”
The Impact of Education
Ryan’s success story is also deeply intertwined with his time at Cal State Fullerton, where he was part of the Center for Entrepreneurship. The lessons he learned there, both inside and outside the classroom, played a critical role in shaping his approach to business.
“One of the most impactful things I realized years later was the value of the education I received at Cal State Fullerton,” Ryan recalled. “I remember my mentor, John Brake, who was the CEO of Desco Industries, introduced me in a job interview as someone he mentored during my MBA program. The funny thing was, I didn’t have an MBA; I was an undergrad at the time. But that’s how valuable the program was—it was mistaken for an MBA!”
Ryan’s experience in the Center for Entrepreneurship gave him not only the technical skills needed to run a business but also the mindset required to succeed as an entrepreneur. He emphasized the importance of focusing on the fundamentals, particularly when it comes to revenue.
“I don’t care what interest rates are or what the GDP was last quarter. Our focus is on our sales goals, and we work tirelessly to hit those every month,” Ryan said. “That’s the kind of focus that got us on the Inc. 5000 list.”
The Challenges of Growth
As Radar Promotions grew, so did the challenges. Transitioning from a solo entrepreneur to the CEO of a team required Ryan to develop new skills and adopt a leadership mindset.
“One of the biggest challenges was scaling the business while maintaining the level of service our clients had come to expect,” Ryan shared. “I’ve always been very hands-on, but as we grew, I had to learn to delegate and trust my team to handle things without my direct involvement.”
Ryan’s leadership philosophy revolves around the idea of shared ownership and teamwork. He avoids referring to his colleagues as “his” employees, instead using terms like “our team” or “our VP.” This subtle shift in language reflects his belief that leadership isn’t about hierarchy but about working alongside his team to achieve common goals.
“I’m in the mud and dirt with these people every day,” Ryan said. “I’m responding to customers, ensuring quality, and doing whatever it takes to keep things running smoothly. But I’ve also had to accept that I can’t do everything myself. The proudest moments for me are when I see orders being processed or projects being completed that I had no direct involvement in—that’s when I know the business is truly scaling.”
Another critical aspect of Radar Promotions’ growth has been the implementation of robust systems. Ryan recognized early on that his initial reliance on QuickBooks for managing everything from invoices to estimates wasn’t scalable. To streamline operations, he adopted specialized software called CommonSKU, designed specifically for the promotional products industry.
“This system has been a game-changer for us,” Ryan noted. “It allows us to process reorders in seconds and manage our business far more efficiently. Investing in the right systems has been crucial to our ability to grow without compromising on service.”
Looking Ahead: The Future of Radar Promotions
With Radar Promotions now firmly established and recognized on the Inc. 5000 list, Ryan’s focus has shifted to what comes next. While continuing to grow revenue is a priority, he also recognizes the importance of maintaining the company’s culture and ensuring that growth doesn’t come at the expense of quality.
“Our goal for the year was 50% growth, and while we’re currently at around 12-13%, I’m still optimistic,” Ryan said. “It’s about setting ambitious goals and working relentlessly towards them, even if we don’t hit every target. The key is to keep moving forward.”
Looking ahead, Ryan plans to continue expanding the company while maintaining the customer-centric approach that has been the cornerstone of Radar Promotions’ success. He’s also focused on further developing his team, ensuring that they have the skills and resources needed to thrive in a growing business.
“Running a $2 million company comes with its challenges, but it’s also incredibly rewarding,” Ryan said. “I want to continue building on our success, but I also want to ensure that we’re doing it in a way that’s sustainable and that aligns with our values.”
Advice for Aspiring Entrepreneurs
At the end of the interview, Ryan was asked what advice he would give to aspiring entrepreneurs, whether they’re students just starting out or professionals considering a career change.
“Just start,” Ryan said, without hesitation. “Your first business is not going to make you a millionaire; it’s going to teach you invaluable lessons. In my case, my first business put me into bankruptcy, but it also gave me the experience and resilience I needed to succeed in the long run.”
Ryan’s journey is a powerful reminder that entrepreneurship is a marathon, not a sprint. The road to success is filled with challenges, setbacks, and learning experiences. But for those who are willing to take the leap, the rewards can be extraordinary.
“You’re not going to get it right the first time, and that’s okay,” Ryan added. “The important thing is to keep pushing forward, keep learning, and keep growing. Don’t be afraid to take risks and make mistakes—that’s how you grow as an entrepreneur.”
Conclusion
Ryan Paules’ story is one of determination, adaptability, and a relentless focus on growth. From his early days as a solo entrepreneur to leading Radar Promotions to the Inc. 5000 list, Ryan has demonstrated what it takes to succeed in the competitive world of business. His journey offers valuable lessons for entrepreneurs at every stage, from the importance of education and mentorship to the need for adaptability and the power of teamwork.
As Radar Promotions continues to grow, there’s no doubt that Ryan’s entrepreneurial spirit and commitment to excellence will keep the company on its upward trajectory. For anyone looking to start their own business or take their existing venture to the next level, Ryan’s story is both an inspiration and a blueprint for success.