Leadium Boosts Local Store Sales for Scrubs & Beyond with a Customized SDR Program Across Arizona

Client’s Challenges

Scrubs & Beyond aimed to drive localized in-store revenue by building a steady stream of qualified leads for each store’s territory. The company had primarily emphasized online sales and needed a shift toward storefront engagement to increase foot traffic and direct purchases in their Arizona stores. 

With three retail locations in Phoenix alone, Scrubs & Beyond sought to reach healthcare organizations in a 25-mile radius for each store, targeting hospitals, clinics, and other healthcare facilities. However, achieving this required not only finding relevant leads but also developing a tailored, call-heavy SDR strategy to facilitate direct engagement with healthcare administrators and purchasing decision-makers. This targeted approach demanded a substantial outreach effort that their internal team could not sustain without sacrificing existing operational resources.
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Their internal team faced several challenges:
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• Targeting Local Leads Effectively: Scrubs & Beyond needed a pipeline specifically oriented around potential customers within a 25-mile radius of their stores to build strong, store-specific revenue channels.
• Maximizing Storefront Value Over E-Commerce: Shifting focus from online sales to in-store visits, Scrubs & Beyond required a campaign that would increase local engagement and attract healthcare administrators and purchasing managers directly to the store.
• Balancing Outreach Across Multiple Markets: The client needed a replicable, highly personalized outbound strategy that could be tailored to each unique local market as they expanded beyond Arizona.
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Leadium Solutions

To meet Scrubs & Beyond’s specific goals for local store engagement, Leadium implemented a fully customized SDR strategy. We started by conducting in-depth market research to identify potential healthcare facilities in proximity to each Arizona location. For each lead, Leadium enriched the contact data with targeted job titles such as Hospital Administrator and Procurement Officer, ensuring that outreach efforts were directed at the right decision-makers. 

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Given the healthcare industry’s responsiveness to direct calls, our SDRs prioritized a call-heavy approach, using data-driven scripts that highlighted Scrubs & Beyond’s in-store benefits and extensive product options. Moreover, by partnering closely with each store manager, Leadium was able to adjust messaging based on feedback, ensuring that the campaign remained aligned with store-level goals and maximized lead engagement.
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Here’s how Leadium made a difference:
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1. Local Lead Customization:
   
   • Leadium performed tailored lead research for each store’s area, identifying healthcare facilities within a 25-mile radius. Leads were enriched with key titles, including Hospital Administrators and Procurement Officers, to ensure outreach would reach decision-makers who could authorize new in-store purchases.
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2. Call-Driven Engagement Strategy:
   
   • Recognizing that healthcare professionals respond best to direct outreach, Leadium prioritized a call-heavy approach. SDRs conducted outbound calls supported by custom scripts, addressing specific store offerings and encouraging visits to Scrubs & Beyond’s physical locations to experience the variety and quality of their scrubs firsthand.
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3. Performance Tracking and Adjustments:
   
   • Leadium worked closely with Scrubs & Beyond store managers, implementing a structured feedback loop. This allowed SDRs to fine-tune their approach based on each store’s feedback, maximizing lead quality and engagement as the campaign expanded.
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Results

Leadium’s targeted outbound strategy delivered concrete, localized results for Scrubs & Beyond’s Arizona stores. By increasing engagement with healthcare facilities close to each store, Leadium was able to directly drive store-based revenue through high-quality, in-person leads. Specific results included:
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• 52% Call Connect Rate: SDRs successfully connected with over half of the targeted contacts, a robust performance within the healthcare sector.
• 18% Monthly Meeting Rate: An average of 12 in-person meetings per store were booked each month, providing store managers with valuable face-to-face opportunities to introduce healthcare administrators to Scrubs & Beyond’s product offerings.
• Increased Local Store Traffic: By targeting accounts within 25 miles, the campaign effectively generated foot traffic, directly contributing to each store’s monthly sales targets.
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Outcomes

• Boosted In-Store Revenue: This campaign effectively transitioned leads from phone engagement to in-store visits, resulting in higher conversion rates for local sales.
• Increased Brand Presence in Arizona: Through strategic SDR engagement, Scrubs & Beyond has seen a measurable increase in local brand recognition among healthcare facilities.‍
• Enhanced Store Manager Collaboration: Leadium’s custom, store-specific campaigns created a collaborative process, empowering store managers to contribute insights and further refine Leadium’s approach to align with in-store sales goals.

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