Vending Lead Generation Case Study

Campaign Snapshot

Industry: Vending Solutions & Digital Media
Location: United States
Target Prospects: Business Owners, Office Managers, Facility Managers, Operations Managers, Property Managers, Venue Directors
Company Size Target: Locations with 50+ daily visitors or staff
Service Provided: B2B Lead Generation & Appointment Setting
Campaign Duration: 9 Months
Channels Used: Telemarketing, Email Marketing, LinkedIn InMail Prospecting
Total Appointments: 214

Channel Activity Metrics

Calls drove direct conversations, while email and LinkedIn gave prospects more ways to respond and continue the discussion.

• Cold Calls Placed: 44,800+
• Emails Sent: 16,200+
• LinkedIn Messages: 7,400+
• Total Conversations: 5,900+

Company Overview

Vending Media sells digital vending machines with advertising screens and helps customers find locations for them. Machine operators can earn from product sales and screen advertising. CallingAgency’s role was to reach decision-makers at potential host locations and book meetings about placement.

The Challenge

Vending Media needed a more consistent way to find suitable locations and reach the people who could approve a placement.

The campaign brief identified four challenges:

• Inconsistent flow of qualified appointment opportunities
• Lack of multichannel outreach expertise internally
• Limited access to trained outbound specialists
• Slow expansion into new high-traffic locations

The company needed a predictable vending machine lead generation process to reach suitable locations and book meetings with decision-makers.

Before vs After: The Shift in Vending Media’s Pipeline

In nine months, the campaign gave Vending Media a measurable flow of location conversations and installation opportunities.

Campaign Objectives

The primary goals of the campaign were:

• Reach decision-makers at high-traffic commercial locations
• Introduce smart vending and media solutions
• Generate qualified discovery appointments
• Build a steady pipeline of new installation opportunities

Outbound Outreach Strategy

We used calls, email and LinkedIn to identify suitable locations, reach decision-makers and move interested prospects toward a meeting.

Targeted Location Prospect Lists

The campaign focused on locations with at least 50 daily visitors or staff. Finding the right sites is the core job of a vending machine locator. We also looked for contacts who could discuss or influence a placement.

Target roles included:

• Business owners
• Office managers
• Facility managers
• Operations managers
• Property managers
• Venue directors

Multichannel Outreach Strategy

Our vending machine lead generation strategy used calls, email and LinkedIn to reach location decision-makers and move interested contacts toward a meeting.

Telemarketing Campaign

Our team executed a targeted outbound calling campaign to:

• Reach facility and operations decision-makers
• Introduce vending and media solutions
• Identify location traffic levels and suitability
• Schedule qualified discovery appointments

Email Follow-Up

Email outreach supported the calling campaign by:

• Sending solution overviews and value propositions
• Reinforcing benefits after calls
• Providing booking links for interested prospects

LinkedIn InMail Prospecting

LinkedIn was used to:

• Connect with venue and facility decision-makers
• Send personalized outreach messages
• Generate additional appointment opportunities

Qualification Criteria

Each prospect was pre-screened based on:

• Location with 50+ daily visitors or staff
• Role in facility or operational decision-making
• Interest in vending or advertising solutions
• Availability for a discovery meeting

We applied these checks through our lead qualification service before scheduling prospects with Vending Media’s sales team.

Booking Method

We provided B2B appointment setting services for Vending Media and booked qualified location contacts through:

• Direct calendar booking with the sales team
• Confirmed meeting times via phone or email

Campaign Results

The nine-month campaign produced 214 qualified appointments and 148+ qualified opportunities.

Appointment Outcomes

• Total appointments booked: 214
• Average monthly appointments: 23 to 24
• Appointments as a share of conversations: approximately 3.6%

Campaign Timeline: How Vending Media’s Location Pipeline Built Over 9 Months

We focused on locations with enough daily traffic, then contacted the people who could discuss a vending machine placement.

• Phase 1 (Months 1 to 3), Finding Suitable Locations: We built a list of sites with 50+ daily visitors or staff, identified key contacts and booked first meetings.
• Phase 2 (Months 4 to 6), Starting Placement Conversations: We used calls, email and LinkedIn to introduce the vending machines and advertising screens. We checked each location’s traffic and interest.
• Phase 3 (Months 7 to 9), Scaling Discovery Meetings: We followed up with interested contacts, confirmed their role in placement decisions and increased bookings for Vending Media’s sales team.

The campaign booked 214 qualified appointments in nine months, averaging 23 to 24 per month.

Pipeline Impact

The appointments created sales opportunities for Vending Media and led to new installation agreements.

• Qualified Opportunities Created: 148+
• New Installation Agreements: 51
• Average Annual Account Value: $28,000
• Estimated Sales Pipeline: $4.1M+
• Annualized Revenue From New Accounts: $1.4M+
• Appointment Flow Growth: 300% over the previous period

Why the Campaign Worked

Several choices sit behind the results.

• High-Traffic Location Targeting: We focused on locations with strong foot traffic, improving appointment quality and conversion potential.
• True Multichannel Prospecting: Combining calls, email, and LinkedIn created more touchpoints for prospects.
• Decision-Maker Conversations: Direct outreach reached the facility leaders who approve placements.
• Predictable Appointment Pipeline: Daily outreach created a steady flow of new installation opportunities.

Sample Outreach Workflow

Each prospect followed a clear path from location research to a booked discovery meeting.

1. Identify high-traffic business locations
2. Initiate telemarketing outreach
3. Introduce vending and media solutions
4. Qualify location suitability and decision-maker
5. Send follow-up email or LinkedIn message
6. Schedule qualified appointment
7. Client sales team conducts presentation and installation planning

Key Performance Summary

The nine-month campaign produced qualified meetings, installation agreements and a measurable sales pipeline.

• Campaign Duration: 9 Months
• Total Appointments: 214
• Monthly Average: 23 – 24
• New Installations: 51
• Pipeline Generated: $4.1M+
• Revenue Impact: $1.4M+ annually
• Appointment Growth: 300% increase

Ready to Expand Your Installation Pipeline?

Our B2B lead generation campaigns help vending and equipment companies connect with high-traffic locations and secure consistent installation opportunities.