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Recovering Over $387,000 in Revenue by Winning Back Inactive Customers
The Company
With over 1,400 technicians and a national level reach covering more than 32 service markets in the United States, this Field Service company is one of America’s largest commercial kitchen equipment service and maintenance organizations. The company is on a mission to ensure every commercial kitchen in the U.S. is ready to serve.
The Challenge
A lot of businesses paused operations or closed down permanently when the pandemic hit, directly affecting field service companies. This slowdown added a lot of contacts to the company’s list of inactive customers. Being one of the country’s fastest growing PE-backed platform companies in the field service industry with a high level of activity in acquisitions, a lot of inactive customer data was lost during restructuring, making marketing efforts to restart customer relationships more difficult for the recently acquired field service businesses.
The Solution
The Field Service company partnered with Origo to design and execute win-back campaigns to recover lost revenue from inactive customers.
Origo built a team to qualify target businesses, establish touchpoints with inactive customers, and execute the outbound strategy.
Working closely with the onshore sales manager, the team ran two
win-back campaigns.
The Company
With over 1,400 technicians and a national level reach covering more than 32 service markets in the United States, this Field Service company is one of America’s largest commercial kitchen equipment service and
maintenance organizations. The company is on a mission to ensure every commercial kitchen in the U.S. is ready to serve.
The Challenge
A lot of businesses paused operations or closed down permanently when the pandemic hit, directly affecting field service companies. This slowdown added a lot of contacts to the company’s list of inactive customers.
Being one of the country’s fastest growing PE-backed platform companies in the field service industry with a high level of activity in acquisitions, a lot of inactive customer data was lost during restructuring, making marketing efforts to restart customer relationships more difficult for the recently acquired field service businesses.
The Solution
The Field Service company partnered with Origo to design and execute win-back campaigns to recover lost revenue
from inactive customers.
Origo built a team to qualify target businesses, establish touchpoints with inactive customers, and execute the
outbound strategy.
Working closely with the onshore sales manager, the team ran two win-back campaigns.
The Company
With over 1,400 technicians and a national level reach covering more than 32 service markets in the United States, this Field Service company is one of America’s largest commercial kitchen equipment service and maintenance organizations. The company
is on a mission to ensure every commercial kitchen in the U.S. is ready to serve.
The Challenge
A lot of businesses paused operations or closed down permanently when the pandemic hit, directly affecting field
service companies. This slowdown added a lot of contacts to the company’s list of inactive customers.
Being one of the country’s fastest growing PE-backed platform companies in the field service industry with a high level of activity in acquisitions, a lot
of inactive customer data was lost during
restructuring, making marketing efforts to restart customer relationships more difficult for the recently acquired field service businesses.
The Solution
The Field Service company partnered with Origo to design and execute win-back campaigns to recover lost revenue
from inactive customers.
Origo built a team to qualify target businesses, establish touchpoints with inactive customers, and execute the
outbound strategy.
Working closely with the onshore
sales manager, the team
ran two
win-back campaigns.
The Result
In a total campaign duration of seven months, the Field Service company and Origo were able to:
- Recover more than 20 client accounts (including chain accounts) that brought in $ 97,000+ in newfound revenue within three months
- Reactivate over 30 planned maintenance contracts that added $ 190,000+ in recurring revenue over the next four months
- Restart in excess of 50 meaningful client relationships that generate monthly repeat work orders
