--- title: "Lead Generation for Non-Brokerage Retail Agency: Driveline Case Study" description: "Learn how Belkins outreach campaign resulted in $4.9M closed-won deals and 599% annual ROI for Driveline, a retail services agency." url: "https://belkins.io/case-studies/lead-generation-for-non-brokerage-retail-agency" --- ![Driveline](https://belkins.directus.app/assets/12485c79-e2fc-4b35-a860-baa642aeb3a7?fit=inside) # Lead generation for non-brokerage retail agency 109 appointments and multi-million dollar deals: kick-starting outreach for a retail non-broker agency - $4.9M closed-won deals - 599% annual ROI Category Appointment setting Industry Retail & E-commerce Headquarters Coppell, Texas, USA Company size 10,001+ employees ## About Driveline Retail Merchandising Driveline has been focusing on analytics-powered merchandising and retail services since 1947. The company offers multiple retail, omnichannel, BI, and heavy project services (including store remodeling, space planning, product display, strategic audits and planning, and others). On top of that, Driveline has state-of-the-art tech solutions to streamline retail and merchandising operations — SmartProject©, SmartMap©, and SmartAIX©. 15,000+ associates, an advanced tech toolkit, and solid industry expertise make Driveline one of the largest full-cycle non-brokerage agencies in the U.S. ## Challenges 1. **Need for consistent lead acquisition.** Though Driveline had a solid client database, they wanted to orchestrate sales efforts and ensure a predictable and regular flow of leads every month. Also, they longed to expand the geography through retailers with 250+ locations US-wide. 2. **Limited capacity for conducting outreach.** The company was struggling to connect with customers, as they only had 2 employees working on their business development strategy. With a strap for time, they didn’t have a ton of experience with cold outbound either. ![Lead generation for Retail Company](https://belkins.directus.app/assets/fef56716-74b7-4782-a48b-e217927c1a70?width=2350&height=1316) *Belkins generated almost 20,000 leads from retailers and brands with 250+ locations all over the U.S.* ## Solutions 1. **Defining precise targeting.** To achieve the best results, while delivering a personalized offer, we split their ICPs into 2 segments — retailers and brands. We then drilled down even more, dividing each of the segments into Previous and New clients and sending them customized messages. 2. **Testing and tailoring approach.** To make sure we get the most out of our campaigns, we’ve monitored open and reply rates. Also, to get to the right person, we’ve tested different messages for different titles and departments, including merchandising, marketing, store development, procurement, sales, and so on. **Results - $4.9M closed-won deal size - 250+ new locations targeted - 109 appointments booked in 16 months ** - In **16 months**, we’ve managed to schedule **109 meetings**. - The outreach campaign, focused on past clients, brought **more than 60% open rate,** >10% reply rate, and multiple calls booked. - To refine messaging for ICPs, we’ve tested **17 different approaches**. - We’ve generated leads from retailers and brands with **250+ locations all over the U.S**. - Thanks to targeting **new clients** per title, the email open rate went over 50%, with the **reply rate around 9%**. - The activities launched by the Belkins' team helped generate $4.9M in revenue. - Overall return on investment reached stunning 5,517.98%, and annualized — 599%. [![Client review](https://belkins.directus.app/assets/3111aefa-d231-4754-859d-a3f4e1ea073c?width=4118&height=2344)](https://clutch.co/profile/belkins#reviews) *140+ B2B companies have already shared their experience of cooperation with Belkins and left [5-star reviews on Clutch](https://clutch.co/profile/belkins#reviews), the most reputable ratings and reviews platform for B2B service providers.* ## Challenges Belkins Encountered 1. **Client’s availability.** As we’ve already mentioned, there are just 2 people on the client’s biz dev team. We had to adjust and generate 2–3 campaigns in advance, test them for a month or so, and then discuss the results with the client. Luckily, we earned the client’s trust and received the green light to test different approaches. Thus, our key takeaway here is planning, analyzing results, and tailoring campaigns on the fly. 2. **Getting to the right person in 10k+ retail companies.** When looking for leads in large retail chains, we had to experiment with targeting to reach out to the actual decision-maker. We tested lots of different titles and departments, including merchandising, marketing, store development, procurement, operations, sales, facilities, etc. With each iteration, we narrowed the scope and made messaging more precise. Finally, our efforts paid off, resulting in a more than 50% open rate for new customers. - Reading duration 10 min - Published 23 Jan 2023 Want 100+ qualified appointments yearly? Let's map your winning lead generation strategy. Contact us to unlock your growth potential Want to get 100 to 300 opportunities yearly and 10x your ROI? Book a call with Belkins experts to pick the right strategy and tactics that brings your sales to the next level. [clutch /](https://clutch.co/profile/belkins#reviews) 4.9 score 230 reviews [g2 /](https://www.g2.com/products/belkins/reviews) 4.8 score 93 reviews Discover more case studies [Browse all](https://belkins.io/case-studies) [How a marketing agency achieved $715K profit from appointment setting](https://belkins.io/case-studies/lead-generation-for-hubspot-elite-solutions-partner-agency) 89 appointments booked in the first year 56% cold email open rate 11-50 employees Marketing & Creative Agencies [How Belkins Outreach Helped Whitespot Get 10 Appointments](https://belkins.io/case-studies/lead-generation-for-application-security-platform) 10 appointments booked in a month $200K added to new revenue 1-10 employees IT Services & Consulting [Case studies](https://belkins.io/case-studies) [Retail & E-commerce](https://belkins.io/case-studies/industry/retail)