The Technique Behind RXBAR – Branding Technique Insider

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These guys turned eggs, dates, and almonds right into a $600M payday.

And so they did it in 5 years.

Peter Rahal and Jared Smith created RXBAR. That is the protein snack that went from obscurity to ubiquity in 17 minutes. Or no less than it felt like that.

Nevertheless it was truly a grind. And there’s a severe lesson from how they did it.

Right here’s what occurred.

1. Early Days

It’s 2012. Peter’s an athlete — taking part in Rugby and doing CrossFit. He’s additionally following a Paleo way of life. No grain, no sugar, no dairy.

And he notices one thing bizarre.

There are tons of merchandise serving the Paleo crowd. However no protein bars.


It’s kinda loopy. Particularly as a result of within the CrossFit neighborhood, Paleo is the dominant food plan. And these are die-hard dieters.

He decides this bar must exist. And he’s going to make it.

2. Creating The Product

Peter groups up together with his buddy Jared.

To get their protein bar off the bottom, the blokes want 3 elements:

→ First they want flavors. They select almonds and cacao.

→ Subsequent they want binders. They go together with figs and dates.

→ After all they want protein. They go together with egg whites.

They scour the nation for premium suppliers. Then they seize a Cuisinart, hit mix, and whip up their prototype.

It’s good. However it may be higher.

Peter shares the concoction together with his CrossFit buddies. Tweaking and firming primarily based on their suggestions.

Lastly the recipe is excellent.

They name it RXBAR. And now it’s time to promote.

3. Launch Time

As an alternative of a large launch, our boys go tremendous slender. They’ve only one goal buyer:

CrossFit gyms.

They dial gymnasium homeowners from coast to coast. Convincing them to inventory RXBAR. They hustle on manufacturing and packaging to convey this bar to life.

It really works.

Within the first 9 months, gross sales hit $600K.

In yr 2, it’s $2M.

By 2016, they land in Dealer Joe’s. Gross sales explode to $36M.

Quick ahead to November 2017. Kellogg’s buys RXBAR for a wild $600 million.

4. My Take

Peter and Jared ran the neighborhood playbook like all-stars.

Fairly than duking it out with Clif and Lara bars, they wedged into one tiny section: CrossFit gyms. They bear-hugged this neighborhood and ignored everybody else.

That’s the facility of a buyer neighborhood. It’s not the endpoint. It’s the start line. And when you do it proper, it’s the entire level.

Construct a basis, recruit your tribe, and dominate the class.

In 2024, the highest vendor on the protein shelf is RXBAR.

And it’s barely been a decade.

Contributed to Branding Technique Insider by Jon Davids, Founder & CEO of Influicity. You’ll be able to enroll in Jon’s full advertising course right here.

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