From Vision to Victory: How APEX Accelerator Fueled Black Box Safety's $33M Climb

In the dynamic world of government contracting, ambition and innovation are just the beginning. The path from a bold idea to a multi-million dollar enterprise is often paved with complex regulations, steep learning curves, and intense competition. Yet, for Black Box Safety, Inc., a company born from a U.S. Marine Corps veteran's vision, this journey has been a remarkable testament to determination, strategic partnership, and the unwavering support of a vital federal program: APEX Accelerator.

Since our inception in 2017, Black Box Safety has not merely grown; we've skyrocketed to an impressive $33 million in annual revenue by 2024, expanded our team to 15 dedicated employees (including three fellow veterans), and even become an official DoD SkillBridge provider. This extraordinary climb wasn't just about hard work; it was about working smart, identifying the right resources, and leveraging expert guidance. This is the story of how APEX Accelerator became a cornerstone of our success, helping us find, navigate, and ultimately win government contracts that transformed a bold idea into a thriving reality.

The Genesis of Black Box Safety: A Veteran's Entrepreneurial Dream

Black Box Safety, Inc. was born on April 8, 2017, from the entrepreneurial spirit of Jackson Dalton, a U.S. Marine Corps veteran with a decade of experience at 3M. His vision was clear: to blend industrial supplies with tactical safety gear, providing comprehensive safety solutions. The initial spark came from learning about the Veterans First Program with the Department of Veterans Affairs (VA) and, perhaps surprisingly, from the inspiring pitches on the television show Shark Tank. These influences fueled a powerful desire to become an entrepreneur and build something greater.

Jackson initially anticipated the VA would be his primary customer, a natural fit given his veteran status and the program designed to support businesses like his. However, the world of government contracting is vast and intricate. It requires more than just a great product or service; it demands precise compliance, strategic positioning, and a deep understanding of procurement processes. This is where many promising small businesses falter. But Jackson's drive, combined with a strategic alliance, would ensure Black Box Safety navigated these complexities with precision.

Understanding the Catalyst: What is APEX Accelerator?

To truly appreciate the impact APEX Accelerator had on Black Box Safety, it's essential to understand its critical role within the broader landscape of government contracting assistance.

For decades, small businesses across the United States have relied on a program known as Procurement Technical Assistance Centers (PTACs). These centers were established to provide free, expert assistance to businesses looking to enter and succeed in the government marketplace. They acted as invaluable guides, demystifying the often-intimidating federal, state, and local contracting processes.

In 2022, these PTACs underwent a significant rebranding and transition. While the core mission remains the same, they are now managed under the Department of Defense (DoD) Office of Small Business Programs (OSBP) and are known as APEX Accelerators. This strategic shift reinforced their role in supporting the defense supply chain, while continuing to serve all businesses seeking government contracts.

So, to clarify: APEX Accelerator is the new designation for what were formerly known as PTACs. This means that when we refer to the support we received from APEX Accelerator, we're talking about the continuation of a long-standing, highly effective program dedicated to business success in government contracting.

APEX Accelerators play a critical role in the Department of Defense’s efforts to identify and assist a wide range of businesses to enter and participate in the defense supply chain. They provide the education and training to ensure that all businesses become capable of participating in federal, state, and local government contracts. This vital assistance, thanks to DoD funding, is offered at no cost to businesses. Our local San Diego, Orange, and Imperial APEX Accelerators (which is the specific regional center that assisted Black Box Safety) have a stellar track record, helping clients attribute over $3 billion in government contract awards since 1995, leading to the creation or retention of over 13,333 jobs. In Fiscal Year 2023 alone, our region's clients secured over $169.4 million in contract awards, supporting nearly 1,130 jobs.

While distinct from Small Business Development Centers (SBDCs), it’s worth noting that both SBDCs and APEX Accelerators are part of a broader ecosystem of federally supported resources designed to help small businesses thrive. SBDCs offer comprehensive assistance across various business functions (planning, marketing, finance, etc.), while APEX Accelerators specialize specifically in government contracting. Both provide invaluable, often free, guidance.

Overcoming Initial Hurdles: APEX as Our Strategic Navigator

In its early stages, Black Box Safety's primary focus was twofold: securing those elusive government contracts and meticulously setting up the necessary structural framework to operate compliantly and efficiently. This period was characterized by a steep learning curve, requiring expertise in areas that were new to Jackson as a nascent entrepreneur. It was during this critical phase that APEX Accelerator became our indispensable strategic navigator.

The complexities of government contracting are not just about finding opportunities; they are about being ready for them. This readiness involves a meticulous adherence to various registrations, certifications, and documentation standards. For a small business, particularly one with limited resources, navigating this labyrinth can be overwhelming.

One-on-One Counseling: The Most Valuable Technical Assistance

For Jackson Dalton, the most significant aspect of the technical assistance received from APEX was the 1-on-1 consultations. In a landscape where generic advice often falls short, these personalized sessions were a game-changer. They allowed Black Box Safety to:

• Address Specific Challenges Directly: Instead of sifting through countless online resources, Jackson could bring his precise questions and roadblocks to an expert who understood the nuances of government procurement.
• Refine Strategies: These sessions provided a crucial sounding board, helping to fine-tune our approach to everything from market entry to proposal development.
• Navigate Complex Requirements: The personalized guidance ensured we understood and met the exacting demands of federal contracting, which are often subject to constant updates and interpretations.
• Accelerate Growth Trajectory: By circumventing common pitfalls and gaining accurate information quickly, we could move faster and more confidently, directly contributing to our rapid expansion.

This personalized approach was precisely what Black Box Safety needed to not just enter, but to excel in the government marketplace.

The SAM.gov Hurdle: A Weekend with APEX

One of the most immediate and critical hurdles for any business looking to secure federal contracts is proper registration in the System for Award Management (SAM.gov). This is the official U.S. government system that consolidates federal procurement and awards data. Without an accurate and complete SAM.gov registration, a business simply cannot bid on federal contracts.

In the early days, Black Box Safety faced significant challenges with this registration. SAM.gov is notorious for its intricate requirements, demanding precise data entry, proper entity structure, and often, patience with system quirks. For a new business, this can feel like an insurmountable barrier.

Recognizing the urgency and complexity, Jackson worked incredibly closely with multiple APEX Accelerators. In a testament to their dedication, he even spent dedicated time over a weekend with an APEX Accelerator counselor specifically to fix their SAM.gov registry. This wasn't just guidance; it was hands-on, in-the-trenches support that ensured Black Box Safety had the foundational registration necessary to proceed. This direct intervention saved us invaluable time and prevented costly errors that could have derailed our early efforts. It highlights the practical, problem-solving assistance that APEX Accelerators are uniquely positioned to offer.

The SDVOSB Imperative: Expert Guidance for Veteran Status

As a U.S. Marine Corps veteran, Jackson Dalton knew that achieving Service-Disabled Veteran-Owned Small Business (SDVOSB) status was crucial for Black Box Safety. This designation opens up specific set-aside contracts and provides preferential treatment in federal procurement, aligning perfectly with the Veterans First Program that inspired Jackson.

However, the rules for SDVOSB status, particularly concerning ownership structure, control, and the new certification process (which has transitioned from VA's CVE to the SBA's new certification program), are highly nuanced. Any misstep could jeopardize the status and, by extension, access to vital opportunities.

Here, Mike Sabellico from the San Diego, Orange, Imperial APEX Accelerator provided critical assistance. Mike worked closely with Jackson, who was initially the sole owner and shareholder, to:

• Research SDVOSB Status Rules: Mike helped us thoroughly understand the eligibility requirements, ensuring Black Box Safety met all criteria related to veteran ownership, control, and day-to-day management.
• Review Contracts for Compliance: As we considered bringing in a business partner to support our growth, Mike provided expert review of our internal agreements and contracts. This was crucial to ensure that any new structural changes would not inadvertently impact our SDVOSB certification. His foresight helped us build a strong, compliant foundation for future growth while maintaining our veteran-owned status. This detailed contract review exemplified the kind of specialized advice that generic business counselors might not be equipped to provide, but which is standard for APEX Accelerators.

This guidance ensured that Black Box Safety not only achieved its SDVOSB certification but did so in a manner that was sustainable and positioned us for long-term strategic growth.

Refining the Capability Statement: Our Business's Resume

Beyond registration and certifications, a compelling Capability Statement is the "resume" of a government contractor. It’s a concise document that highlights a company’s core competencies, past performance, differentiators, and relevant codes (like NAICS codes). A poorly crafted capability statement can mean missed opportunities, as government buyers often use them for initial screening.

APEX Accelerator played a pivotal role in refining Black Box Safety’s capability statement. Their experts helped us:

• Identify Areas for Improvement: They provided an objective, experienced eye to point out where our statement was unclear, incomplete, or not impactful enough for government buyers.
• Tailor Content for Government: They advised on the specific language, keywords, and structure that resonate best with procurement officers, ensuring our strengths were effectively communicated.
• Highlight Unique Value Propositions: APEX helped us articulate what makes Black Box Safety unique in the market, focusing on our blend of industrial supplies and tactical safety gear, as well as our veteran-owned status.

This refinement ensured that when an opportunity arose, our capability statement effectively conveyed our readiness and expertise, allowing us to make a strong first impression.

The Tangible Impact: From Guidance to Growth

The support and expertise from APEX Accelerator laid an indispensable foundation for Black Box Safety's long-term success and sustainable expansion. The results are not just theoretical; they are quantifiable and deeply impactful.

Since our launch in 2017, Black Box Safety has experienced exponential growth, reaching $33 million in annual revenue by 2024. This meteoric rise is directly correlated with our ability to consistently secure and grow government contracts, an area where APEX's guidance was absolutely instrumental. Without the precise navigation through SAM.gov, the strategic advice on SDVOSB status, and the refinement of our core messaging, our trajectory would undoubtedly have been different.

Beyond the impressive revenue figures, our growth has created significant employment opportunities. We've expanded to a team of 15 employees, a testament to the job-creating power of successful small businesses. Crucially, three of these team members are veterans, reinforcing our commitment to the veteran community and further distinguishing Black Box Safety. This aligns perfectly with the broader mission of APEX Accelerators and the DoD's OSBP to empower businesses that support the defense supply chain and veteran reintegration.

Furthermore, our success has allowed us to give back in new ways. Black Box Safety has become an official DoD SkillBridge provider. This program offers valuable career transition opportunities for service members, allowing them to gain civilian work experience through internships during their final months of service. Our ability to participate in SkillBridge is a direct outcome of our growth and stability, which was significantly bolstered by the opportunities unlocked through government contracting with APEX's assistance. It closes a circle, allowing us to support the very community from which our founder emerged.

Why APEX Accelerator is a Game Changer for Any Business

Black Box Safety's story is a compelling case study, but it is by no means unique in demonstrating the transformative power of APEX Accelerators. Our experience underscores several key reasons why any small business, particularly one eyeing government contracts, should engage with their local APEX Accelerator:

• No-Cost, Expert Guidance: As a federally funded program under the DoD, APEX Accelerator services are offered at no cost to businesses. This is an unparalleled advantage, providing access to high-level expertise that would otherwise be prohibitively expensive for most small and medium-sized enterprises (SMEs).
• Specialized Knowledge: Unlike general business consultants, APEX Accelerator counselors are specialists in government contracting. They understand the nuances of federal acquisition regulations (FAR), various socio-economic programs (like SDVOSB, WOSB, HubZone), proposal writing, market research, and post-award compliance.
• Regional Focus, Local Connections: APEX Accelerators operate regionally, meaning their counselors have a deep understanding of local contracting opportunities, military bases, and prime contractors in your specific area. For example, the San Diego, Orange, Imperial APEX Accelerator provides tailored assistance that resonates with the unique economic landscape of Southern California.
• A Proven Track Record: The sheer volume of contracts won by APEX Accelerator clients – billions of dollars and thousands of jobs created or retained annually – speaks volumes about the program's effectiveness. These are not theoretical successes; they are tangible contributions to local and national economies.
• Support for Diverse Businesses: From veteran-owned (like Black Box Safety) to women-owned, minority-owned, and small disadvantaged businesses, APEX Accelerators are mandated to assist a wide range of enterprises, promoting inclusivity in the federal supply chain.

Final Thoughts: A Blueprint for Success

Black Box Safety, Inc. stands as a shining example of entrepreneurial success within the veteran community and the broader landscape of government contracting. Our journey from an initial concept in 2017 to a $33 million company by 2024 is a testament to Jackson Dalton’s determination, strategic partnerships, and the unwavering support of APEX Accelerator.

The path to finding and winning government contracts can be complex, but it doesn't have to be navigated alone. Organizations like APEX Accelerator provide a vital lifeline, offering the education, training, and one-on-one technical assistance that empowers businesses to overcome challenges, seize opportunities, and achieve remarkable growth.

For any small business looking to enter or expand within the lucrative government marketplace, the message from Black Box Safety is clear: leverage the expertise of your local APEX Accelerator. It’s a resource designed for your success, and our story is just one example of the incredible victories that can be achieved when vision meets the right guidance.

Read the full story on APEX Accelerator's website and delve deeper into our journey with them: Black Box Safety, INC: THE RISE OF BLACK BOX SAFETY, INC.

For more information on our safety solutions and government contracting capabilities, visit Black Box Safety, Inc.

Business Location: 1950 Cordell Ct Suite 103, El Cajon, CA 92020.