Case Studies
Jan-Pro Northwest
COMMERCIAL CLEANING / FRANCHISE
How a Nationwide Commercial Cleaning Franchisor Turned 31,425 Outbound Calls into 220 Appointments
Jan-Pro is a nationwide commercial cleaning franchisor whose local franchisees lacked the bandwidth to generate well-qualified appointments for their salespeople. Leads at Scale built a pilot program across seven franchises that produced 31,425 outbound calls, a 21% contact rate with decision makers, and 220 appointments set.
Jan-Pro Northwest is a local franchise of Jan-Pro, a nationwide commercial cleaning franchisor whose franchisees run sales teams in local offices around the country.
CLEANING SERVICES
FRANCHISE
USA
Use Case
Appointment Setting
Service
B2B Appointment Setting
Client Since Pilot
KEY RESULT
31,425
Outbound Calls Made
21%
Contact Rate with Decision Makers
220
Appointments Set
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THE CHALLENGE
Local Targeting for Franchises Across the Country
Jan-Pro is a nationwide commercial cleaning franchisor whose individual franchisees needed additional help and bandwidth to generate leads at scale and well-qualified appointments for their salespeople in local offices around the country.
Every call and sales appointment had to be targeted to a specific metro area, each with:
A different ideal client profile
Individual sales reps and their calendar availability
Its own prospect qualifying requirements
High call volume alone would not work. The program had to keep the local feel of each franchise location and its sales reps.
THE SOLUTION
One Outreach Campaign, Seven Local Franchise Markets
Seven local Jan-Pro franchises contracted with Leads at Scale to develop an outreach campaign focused on personal interactions with the key decision makers at each of their customer locations.
What We Did
A multi-faceted program to engage local decision makers, deliver branded material, qualify each prospect, nurture the relationship, and set appointments for the local sales rep
A customized outreach campaign that also verified, validated and updated contact info, decision maker names, and company details for future campaigns
Made 31,425 outbound calls for franchise locations around the country
Maintained the local feel of each franchise location and its sales reps
THE RESULT
What happened over the engagement period
31,425
Strategic Research Calls
Each call targeted operations managers, business development directors, and executives at manufacturing facilities to verify capabilities and partnership interest.
21%
In-Depth Conversations
Detailed discussions with leaders who could confirm co-packing capabilities, allergen protocols, and provide accurate partnership contact information.
220
Contact Rate
Solid engagement rate for a market research campaign reaching diverse manufacturing facilities across multiple industries and regions.
Manufacturer Profiles Updated
Complete intelligence packages including capabilities, certifications, contact information, and partnership requirements for qualified co-manufacturers.
Across the pilot, the program produced 31,425 outbound calls, a 21% contact rate with decision makers, and 220 appointments set for Jan-Pro's local sales teams.
THE IMPACT
A Scalable Model for Franchisee Growth
Jan-Pro approached Leads at Scale to pilot the program with a targeted group of franchises across the country. The pilot gave Jan-Pro a scalable model for franchisee growth and national expansion:
One program made a large number of calls across multiple franchise locations
Each campaign kept the local feel of its franchise and sales reps
Appointments went to salespeople in local offices around the country
Jan-Pro Northwest reported increased sales and additional revenue as a direct result of the relationship.
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