Founder's Story: Scaling Smart with Jared Probst on Transforming an Industry with Rapid Access | Ep. 195

Hosted by IBH Media

Introduction

In Episode 195 of “Founder’s Story” by IBH Media, host delves deep into the entrepreneurial journey of Jared Probst, the founder and president of Rapid Access. Jared shares his experiences, insights, and strategies that have propelled his company to innovate and compete effectively in the manufacturing industry. This summary encapsulates the key discussions, lessons, and forward-thinking approaches Jared employed to transform Rapid Access into a formidable player in the fabrication of components across various industries.

Early Beginnings and Founding Rapid Access

[00:35] Host:
“Today we have Jared Probst. Jared, you are the founder and president of Rapid Access. You are doing some first-of-its-kind things... How did you get started with this company and why did you choose this industry?”

[01:10] Jared Probst:
“I was born into manufacturing. My stepfather had a machine shop in Mountain View, California, focusing on life sciences products. I took a summer job for him and eventually moved into sales after the company was sold to a German manufacturing firm. Over time, I rose to executive positions in sales leadership. The idea for Rapid Access originated in my late 20s, but it took about 15 years to gather the necessary capital to launch.”

Transitioning from Employee to Entrepreneur

[02:11] Host:
“When you transition from having a job to being a founder, it's like having a steady paycheck or a paycheck depending on sales commissions to possibly not having a check at all. How was that feeling?”

[02:11] Jared Probst:
“I was very fortunate. I married someone who was extremely supportive and had a lucrative career of her own. I had saved money over 15 years, providing a long runway for Rapid Access. However, there was a tense period about seven or eight months in when we nearly ran out of money. Fortunately, invoices started getting paid within a week, and since then, we have maintained stable cash flow.”

Traits for Entrepreneurial Success

[03:11] Host:
“What traits do you think somebody needs to have to be successful in business?”

[03:11] Jared Probst:
“My major advantage has been my sales background. In the manufacturing industry, simply opening your doors isn't enough—you have to proactively secure accounts. Being well-networked in the Bay Area with manufacturing companies, competitors, and partners alike has been crucial. Additionally, attention to financial metrics like cash flow and margins is vital. My engineering background complements my focus on sales and accounting, ensuring the company remains financially healthy.”

The Importance of Sales and Hiring the Right Team

[04:35] Host:
“What makes you a great salesperson?”

[04:35] Jared Probst:
“I strive to be an active listener. Our industry is consultative; customers have many options and need to feel heard. I'm not afraid to knock on doors or make cold calls, which is essential for generating leads. Our marketing strategy is heavily reliant on outreach rather than SEO or PPC. Hiring-wise, I look for account hunters who are proactive and have some technical experience in engineering or fabrication. Successful reps are those willing to learn the technical aspects and persistently make cold calls.”

Notable Quote:
"It's outreach. It's not SEO and PPC that's making the money here, it's us actually doing cold outreach to people over social media as well as email." — Jared Probst [04:51]

Competing with Publicly Traded Companies

[07:20] Host:
“How do you compete with larger, publicly traded companies that have more resources?”

[07:20] Jared Probst:
“We differentiate ourselves through exceptional customer service and care. Our response times are significantly faster; project managers respond to emails within an average of 15 minutes, ensuring customers feel valued and heard. Additionally, we maintain competitive pricing—about 30% below equivalent services offered by our larger competitors. This is possible because we’re not pressured by private equity or venture capital, allowing us to price our services more competitively.”

Notable Quotes:
"Our team of project managers sits in the office beneath me. One of the KPIs we track for them is email response rate. They typically reply to emails on an average of 15 minutes." — Jared Probst [07:31]

"We're almost always around 30% beneath the equivalent services of our competitors." — Jared Probst [08:50]

Embracing Complexity and Customization

[09:25] Jared Probst:
“We don’t shy away from complexity. While many fabrication models focus on simple, quick tasks, we support everything from prototyping to low-volume production with high technical requirements. For instance, we work with Rivian for prototyping and have tailored our services to meet the stringent standards of clients like Thermo Fisher and Raytheon. Our ability to customize and adapt to each client's specific needs sets us apart.”

Leveraging Technology and AI

[11:01] Host:
“Can you talk about your launch of instant online quoting and how you're leveraging AI and technology in your operations?”

[11:01] Jared Probst:
“We’re excited about our instant online quoting system, which allows us to offer same-day pricing to customers—a feature typically seen in larger competitors. This enhances our speed to market and customer satisfaction. Additionally, we’re integrating AI tools like ChatGPT into our workflows. For example, we use it for SEO content creation, email sequencing, and even handling legal regulatory questions. This integration has not only streamlined our processes but also resulted in significant cost savings.”

Notable Quote:
"Being able to offer our customers same-day immediate online pricing for items that they are hot for, this should be huge." — Jared Probst [11:25]

[12:57] Jared Probst:
“Most manufacturing CEOs are older and resistant to adopting new technologies. At Rapid Access, embracing AI has allowed us to enhance our operations and stay competitive. We use ChatGPT for generating blog content, creating personalized email sequences, and managing regulatory compliance, which saves us considerable time and resources.”

Future Growth and Operational Excellence

[18:34] Host:
“What are your growth targets for the next few years?”

[18:34] Jared Probst:
“We are targeting 30% year-over-year growth for the next three years and are currently on track to meet this goal. My focus is on continuously expanding the company’s capabilities while maintaining top-notch service and quality. We pride ourselves on having industry-low return rates and high early delivery rates.”

[19:19] Host:
“You have KPIs and an operational system that reads like a science. Is there something specific you follow?”

[20:46] Jared Probst:
“We utilize a custom-made ERP system and HubSpot for CRM and marketing. This combination allows us to track all metrics effectively, make data-driven predictions, and maintain operational excellence. With a robust tech stack, I can provide real-time data to my team, ensuring that all departments—from project management to sales—are aligned and informed.”

Notable Quote:
"We have a custom-made ERP system and use HubSpot for CRM and marketing, allowing me to quote real numbers in real-time to my staff." — Jared Probst [20:46]

Building a Sustainable and Long-Term Organization

[18:31] Host:
“You don’t have an exit strategy, aiming to build a lasting organization. How do you approach this long-term?”

[18:34] Jared Probst:
“My goal is to grow Rapid Access sustainably over the next 15 years, ensuring the company remains robust and continues to provide exceptional service. By focusing on growth metrics, quality control, and customer satisfaction, I aim to build a company that can thrive for decades.”

[21:12] Host:
“You have KPIs and operational systems down to a science, which is critical for long-term sustainability.”

[21:14] Jared Probst:
“Yes, being metrics-driven has allowed us to predict trends, address quality issues proactively, and maintain a healthy operational framework.”

Connecting and Giving Back

[21:49] Host:
“If people want to find out more or connect with you, how can they do so?”

[21:49] Jared Probst:
“Reach out to me on LinkedIn, Jared Probst. I’m open to networking, mentoring, and offering advice based on my experiences. I believe in paying it forward and am happy to help other founders in their sales and business strategies.”

Conclusion

Jared Probst’s journey with Rapid Access exemplifies the power of resilience, strategic planning, and a customer-centric approach in transforming a business. His emphasis on sales, proactive outreach, leveraging technology, and maintaining operational excellence provides valuable lessons for aspiring entrepreneurs. By focusing on sustainable growth and superior customer service, Jared has positioned Rapid Access as a competitive force against larger, publicly traded companies.

For those interested in learning more or seeking mentorship, Jared encourages connecting via LinkedIn, offering his expertise to help others navigate the complexities of building and scaling a successful business.

Highlighted Quotes for Reflection:

• “If you fail to plan, then you plan to fail.” — Implicit in Jared’s strategic planning and metric-focused approach.

• “We don't shy away from complexity. We support everything from prototyping to low-volume production with high technical requirements.” — Emphasizing Rapid Access’s commitment to versatility and customer needs.

• “Being able to offer our customers same-day immediate online pricing for items that they are hot for, this should be huge.” — Showcasing the innovative instant online quoting feature.

• “We have KPIs and operational systems down to a science, which is critical for long-term sustainability.” — Highlighting the importance of metrics and operational efficiency.

Key Takeaways:

1. Sales and Proactive Outreach: Success in business, especially in competitive industries, hinges on effective sales strategies and the willingness to proactively seek out clients.

2. Customer Service Excellence: Rapid Access differentiates itself through exceptional customer service, ensuring quick response times and personalized attention.

3. Competitive Pricing: Maintaining cost-competitive pricing without compromising on quality is achievable by managing operational costs and avoiding external financial pressures.

4. Embracing Technology: Leveraging AI and other technological tools can streamline operations, enhance customer interactions, and reduce costs.

5. Operational Metrics: A robust system for tracking and analyzing metrics is essential for predicting trends, maintaining quality, and ensuring sustainable growth.

6. Long-Term Vision: Building a company with a focus on sustainable growth and operational excellence leads to lasting success and industry leadership.

Jared Probst’s insights offer a comprehensive roadmap for entrepreneurs aiming to scale their businesses intelligently, prioritize customer satisfaction, and harness the power of technology to stay ahead in competitive markets.