Locally Owned Podcast Summary
Episode: From High Stakes to High Def: Rob Dowda Owner of SpeedPro Imaging
Release Date: February 6, 2025
Host: John Smith
Guest: Rob Dowda, Franchise Owner of SpeedPro Direct
Introduction to Rob Dowda’s Journey
The episode opens with John Smith introducing Rob Dowda, the franchise owner of SpeedPro Direct. Rob shares his humble beginnings in sales, highlighting the foundational experiences that shaped his resilient and persistent nature.
Rob Dowda [00:09]: "Those hard-earned lessons in resilience and persistence became the foundation for an incredible career."
Early Career in Sales
Rob recounts his first job after college, emphasizing the challenges of cold calling in the pre-Internet era. Despite the difficulties, this role instilled in him a strong work ethic and competitive spirit.
Rob Dowda [02:22]: "Right out of college... my job was to pretty much go cold call every single day, which was tough."
He reflects on earning a base salary of $16,000 plus commission, reaching a total of $30,000 in his first year—a significant achievement at the time.
Rob Dowda [02:44]: "I made $30,000. So 16, plus the commission to get to 30. And I thought that I was wealthy beyond belief..."
Transition to Technology and High-Stakes Sales
Rob transitions from selling business forms and labels to the technology sector, eventually landing a managerial role at Stryker Corporation in the spine implant business. This position placed him in high-pressure environments, consulting directly with surgeons in operating rooms.
Rob Dowda [07:59]: "If you envision it was spine surgery... our reps would help the scrub tech that was assisting the surgeon on what size screw to use."
John highlights the intensity of this role, noting the unique pressure on salespeople in such critical settings.
John Smith [08:02]: "Wow, that redefines high-pressure sales..."
Challenges and Shift to Entrepreneurship
Despite a successful career at Stryker, Rob becomes frustrated with the complexities of healthcare reimbursements and insurance monopolies, particularly with Blue Cross Blue Shield of Alabama dictating implant reimbursements.
Rob Dowda [10:20]: "Blue Cross Blue Shield of Alabama essentially has a monopoly. So they dictate the reimbursement..."
This frustration serves as a catalyst for Rob to explore entrepreneurship. Inspired by a friend's success with a painting franchise, Rob begins consulting with various franchise opportunities before discovering the printing industry.
Rob Dowda [17:11]: "I always wanted to own my own company. It was a dream more than anything."
Founding SpeedPro Direct
Rob decides to invest in a large format printing franchise after witnessing the impressive capabilities of SpeedPro studios. His passion for the creative aspects of printing and his confidence in his sales abilities drive his commitment to the business.
Rob Dowda [19:36]: "I knew I could sell it. And I knew I could believe in it."
Despite initial reservations about the printing industry's viability in the digital age, Rob's hands-on visits to studios convinced him of its potential.
Building and Managing the Business
Rob discusses the initial challenges in sourcing skilled graphic designers specialized in large format design, a niche often overlooked by traditional designers. Embracing the philosophy from the book "Who Not How," Rob focuses on hiring experts to handle areas outside his expertise, allowing him to concentrate on strategy and sales.
Rob Dowda [24:46]: "Hire people that can do the work that you're not passionate about or good at."
Rob candidly shares the difficulties of transitioning from a salesperson to a managerial role, acknowledging the learning curve and the importance of continuous learning and humility.
Rob Dowda [15:19]: "It took me a long time... I was pretty bad. Okay. In retrospect."
Overcoming Employee Turnover and Cultivating Culture
A significant setback occurred when Rob's key production employees left to join a major customer, causing immense stress and operational challenges. Instead of viewing this as a disaster, Rob uses it as an opportunity to reassess and improve company culture.
Rob Dowda [28:27]: "That in some ways was probably one of the best things that happened to me."
Rob emphasizes the importance of taking ownership and being accountable, which has enhanced his ability to manage and build a stronger team culture.
Rob Dowda [30:13]: "I should have done stuff to make it better."
Sales Strategies and Client Acquisition
Rob attributes 85-90% of his business to referrals, built through a strong reputation and personal networks. He acknowledges the need for intentional selling and targeted marketing to expand his client base further.
Rob Dowda [36:17]: "Probably now 90%, 85. 90% of our business is referrals."
John commends Rob for his strategic focus on leveraging his sales expertise to nurture and grow the business through trusted relationships.
Embracing Innovation and Future Trends
Rob highlights key trends in the printing industry, such as the necessity for faster turnaround times, direct-to-substrate printing with UV ink, and the integration of AI in design processes. These advancements enable SpeedPro to deliver high-quality, durable, and innovative products to clients.
Rob Dowda [38:19]: "With AI and on the design front you can really get into some unique stuff mixed with the technology."
Ideal Clients and Business Philosophy
Rob describes his ideal clients as those seeking fast turnaround and innovative solutions, positioning SpeedPro as a trusted partner for diverse and repeat business needs.
Rob Dowda [42:53]: "The ideal client would be somebody that's looking for fast turnaround... multiple applications."
Conclusion: Lessons from Rob Dowda’s Success
John Smith encapsulates Rob’s journey with several key takeaways:
- Lean into Your Strengths: Rob’s sales expertise was pivotal in building his successful business.
- Embrace and Overcome Challenges: Rob turned potential setbacks into opportunities for growth and cultural improvement.
- Empower Your Team: By hiring experts and focusing on leadership, Rob ensures his team is well-equipped to handle specialized tasks.
- Embrace Change and Innovation: Staying ahead with technology and innovative practices keeps SpeedPro competitive.
- Seek Hidden Opportunities: Rob’s strategic focus on a niche market unlocked significant business opportunities.
Rob Dowda exemplifies how strategic leadership, adaptability, and a commitment to continuous improvement can transform challenges into thriving business success.
John Smith [46:13]: "Rob is proof that smart strategy, bold leadership, and a willingness to evolve can turn any business into a thriving success."
Key Quotes:
- Rob Dowda [02:22]: "Right out of college... my job was to pretty much go cold call every single day, which was tough."
- Rob Dowda [07:59]: "If you envision it was spine surgery... our reps would help the scrub tech that was assisting the surgeon on what size screw to use."
- Rob Dowda [15:19]: "It took me a long time... I was pretty bad. Okay. In retrospect."
- Rob Dowda [24:46]: "Hire people that can do the work that you're not passionate about or good at."
- John Smith [31:52]: "Rob taking ownership because that’s part of a process of making a company better and better."
This episode of Locally Owned offers invaluable insights into building a resilient business, leveraging personal strengths, and fostering a strong team culture. Rob Dowda’s story serves as an inspiring blueprint for SMB owners aiming to turn their visions into reality.