The Surprising Truth About Scaling a Startup Nationwide

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Recently we spoke with Dan Bubniak and discussed how he helped grow a startup from 30 to 250 employees in 7 years (...and the ONE thing he learned about business):

When Dan joined a small natural food merchandising startup as CFO, he thought he knew business.

He was wrong.

So let’s hear what Dan learned scaling from 30 to 250 employees across 40 states:

1️⃣ No one has it all figured out - Even successful CEOs are often just trying to survive. Don't be intimidated.

Let me share a personal story to illustrate this point:

When I first joined the startup, I was in awe of the CEO and other executives. I thought they had some secret playbook for success. But as I worked closely with them, I realized something surprising:

They were often just as uncertain as I was.

For example, during our first major expansion into a new state, our CEO confided in me:

"Dan, I'm not sure if this is the right move. But we have to try something to grow."

This moment was eye-opening. I realized that even at the highest levels, business leaders are often making educated guesses and learning as they go.

The takeaway? Don't be afraid to trust your instincts and take calculated risks. Everyone, even industry veterans, are figuring things out as they go along.

2️⃣ Business is simple but hard - Making money is simple. Maintaining discipline and focus daily is the real challenge.

Here's what I mean by this:

The basic concept of business is straightforward: find a problem, solve it, and charge for your solution. In our case, we helped food brands stand out on crowded store shelves.

The hard part? Doing it consistently, day after day.

For instance:

• We had to train and motivate our team to visit stores regularly, even when it was inconvenient.

• We needed to maintain quality control across 40 states, ensuring our service was consistent everywhere.

• We had to keep innovating our merchandising techniques to stay ahead of competitors.

These tasks weren't complex, but they required constant attention and discipline. That's the real challenge in business.

3️⃣ Wearing multiple hats is crucial - I quickly became CFO and COO to fill gaps and drive growth.

In a startup, you can't stick to a narrow job description. You have to be willing to step up wherever needed.

When I joined, I was hired as CFO. But I soon realized the company needed more than just financial management. We lacked operational processes to scale effectively.

So, I expanded my role:

• I created our first inventory management system

• I developed a training program for new hires

• I even pitched in on sales calls when we were short-staffed

By being flexible and taking on additional responsibilities, I helped the company grow faster and more efficiently.

4️⃣ Infrastructure is key to scaling - We had to build processes and systems to expand nationwide.

When we started, we could manage with informal systems. But as we grew, we needed robust infrastructure to support our expansion.

Here are some key systems we implemented:

• A centralized CRM to track all client interactions

• A digital reporting system for field employees

• Standardized training materials for consistent service across states

These systems allowed us to maintain quality as we grew from 30 to 250 employees. Without them, we would have crumbled under our own weight.

5️⃣ People skills matter most - Strong leadership and culture were essential for rallying the team through ups and downs.

In the end, business is all about people. Your team, your customers, your partners - they're what make or break a company.

I learned this firsthand during our toughest times. For example, during a cash flow crisis, we had to delay payroll by a week. I had to stand in front of our team, explain the situation, and ask for their patience and trust.

It was my people skills - not my financial expertise - that got us through that challenge. Our team stuck with us because we had built a strong culture of transparency and mutual respect.

The biggest lesson?

Business success isn't about complex strategies.

It's about consistent execution of the basics.

Whenever you're ready, here's how we can help you:

Harris Web Works is a digital transformation agency that helps supply chain partners (manufacturers, wholesalers & distributors) meet new generational buyer demands & expectations by installing streamlined e-commerce systems.

To learn more about how we can help you future-proof your business, click here.