Wholesale Lead Generation Case Study for Cleaning Supply Distributor

Campaign Snapshot

Company Name: Innov8 Supply
Industry: Janitorial Supply Distribution
Location: United States
Target Prospects: Owners, CEOs, Managers, VPs of Sales, Sales Directors
Company Size: 10 – 50 employees
Service Provided: B2B Lead Generation & Appointment Setting
Campaign Duration: 9 Months
Channels Used: Cold Calling, Email Marketing, LinkedIn Prospecting
Total Appointments: 193

Company Overview

Innov8 Supply provides a wide range of janitorial and cleaning products in the wholesale industry to different businesses, who are looking for trustworthy sourcing and bulk purchasing options. This company focuses on delivering consistent supply solutions which helps retailers, facilities and commercial buyers to maintain smooth operations.

innov8 Supply was requiring a structured lead generation services to reach new commercial buyers and book high quality appointment settings.

The Challenge

Before the campaign, Innov8 Supply faced several sales bottlenecks:

• Sales team overloaded with prospecting and cold outreach tasks
• Limited time for closing and relationship-building activities
• Inconsistent appointment flow month to month
• Lead lists without proper qualification or targeting

The company needed a predictable system that could deliver qualified appointments, not just raw leads.

Campaign Objectives

The primary goals of the campaign were:

• Reach decision-makers in commercial cleaning and facility management companies
• Present wholesale supply solutions to targeted prospects
• Book qualified appointments directly with the sales team
• Create a consistent monthly pipeline of sales opportunities

Multichannel Outreach Strategy

Cold Calling Campaign

Our team executed a targeted outbound calling campaign to:

• Reach business owners and procurement decision-makers
• Introduce Innov8 Supply’s wholesale product solutions
• Identify current supply challenges and purchasing cycles
• Schedule qualified appointments with interested prospects

Email Follow-Up

Email outreach supported the calling campaign by:

• Sending product information and company credentials
• Reinforcing the value proposition after calls
• Providing booking links for interested prospects

LinkedIn Prospecting

LinkedIn was used to:

• Connect with key decision-makers
• Send short introductory messages
• Drive additional appointment opportunities

Qualification Criteria

Each prospect was pre-screened based on:

• Role in purchasing or decision-making
• Current janitorial or facility supply needs
• Interest in reviewing alternative suppliers
• Availability for a discovery call

Only qualified prospects were scheduled for appointments.

Booking Method

Appointments were scheduled through:

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

Campaign Results

Appointment Outcomes

• Total appointments booked: 193
• Average monthly appointments: 21–22
• Estimated contact-to-appointment conversion: 4.9%

Sales Impact

• Qualified opportunities created: 128+
• New client accounts opened: 46
• Average first-year account value: $38,000

Pipeline & Revenue Impact

• Total estimated sales pipeline: $4.8M+
• Annualized revenue from new accounts: $1.7M+
• Appointment volume growth: 260% increase over previous period

Why the Campaign Worked

Focused Decision-Maker Targeting: We reached owners and procurement leaders directly, improving appointment quality.

True Multichannel Outreach: Combining cold calling, emails, and LinkedIn outreach, we increased touchpoints and response rates.

Sales-Team Relief: We removed prospecting tasks, so the client’s sales team focused on closing deals.

Consistent Appointment Flow: Our daily outreach created a predictable pipeline of meetings each month.

Sample Outreach Workflow

1. Identify target businesses and decision-makers
2. Initiate cold calling outreach
3. Present wholesale supply solutions
4. Qualify prospect needs and interest
5. Send follow-up email or LinkedIn message
6. Schedule qualified appointment
7. Client sales team conducts discovery call

Key Performance Summary

• Campaign Duration: 9 Months
• Total Appointments: 193
• Monthly Average: 21–22
• New Client Accounts: 46
• Pipeline Generated: $4.8M+
• Revenue Impact: $1.7M+ annually
• Appointment Growth: 260% increase