E-Pax Systems, founded in 2000 in Los Angeles, California, is an industry leader in environmental technology, specializing in innovative solutions for commercial and industrial waste management. The company’s product line includes advanced bailing and compaction equipment designed to streamline waste handling processes and reduce costs. Among its standout offerings is the rolling compactor, a product uniquely designed to eliminate air pockets in dumpsters. By enabling businesses to compress waste more effectively, this solution delivers substantial savings in waste disposal costs.

Despite having no direct competitors for its rolling compactor in the U.S. market, E-Pax Systems struggled to accelerate sales. Lengthy sales cycles and the challenges of reaching key decision-makers hindered the company’s growth potential. Leadership identified an urgent need to optimize their approach to building a sales pipeline, ensuring a steady flow of qualified leads without overburdening their internal team.

Recognizing the Need for External Lead Generation Support

E-Pax Systems’ leadership identified a critical inefficiency: their highly skilled sales team was stretched thin, dedicating significant time to prospecting and lead generation tasks. While necessary, these activities detracted from their ability to focus on core functions, such as closing deals and nurturing client relationships.

Building an in-house lead generation team was considered but ultimately dismissed. Recruitment, training, and managing such a team would not only require significant resources but also delay the immediate need for qualified leads to sustain their sales pipeline. Recognizing the benefits of leveraging external expertise, E-Pax Systems partnered with Industrial SalesLeads, a firm specializing in appointment setting, business development, and industrial lead generation for the manufacturing sector.

This collaboration was designed to be both strategic and scalable. By outsourcing lead generation, E-Pax Systems could focus on high-value activities, such as strengthening relationships with prospects and driving conversions, while Industrial SalesLeads handled the time-intensive task of prospecting and qualifying leads.

Defining the Target Market

One of the most significant challenges was identifying the right target market for E-Pax Systems’ rolling compactors. While businesses across industries generate waste, not all were ideal candidates for the product. Through extensive market research and consultation with Industrial SalesLeads, the following sectors were identified as having the highest ROI potential:

• Prefabricated building structures: Modular and prefabricated construction companies generate significant waste, making them ideal candidates for compactors.
• Building supply manufacturing: Businesses producing gypsum, wood, and fiber products frequently face high waste management costs, creating a strong use case for rolling compactors.
• Pallet manufacturers: These companies deal with large volumes of wood waste, a challenge effectively addressed by E-Pax Systems’ technology.

By focusing on these industries, E-Pax Systems ensured their sales efforts were directed at prospects with a high likelihood of conversion, maximizing both efficiency and impact.

Implementing the Lead Generation Strategy

Industrial SalesLeads developed a comprehensive lead generation strategy tailored to E-Pax Systems’ specific needs. The process began with geographic targeting, focusing on the Southeastern United States, with an emphasis on Florida manufacturing leads. The strategy incorporated several key elements:

1. Lead Qualification: Detailed research was conducted to evaluate the potential ROI for each prospect. This involved assessing waste volumes, operational scale, and the decision-making hierarchy within each organization.

2. Engaging Prospects: Initial outreach focused on understanding the unique pain points of each business. For example, packaging manufacturers faced rising costs due to inefficient waste management systems, while modular home builders grappled with the logistics of handling bulky construction waste.

3. Appointment Setting: Qualified leads were passed to E-Pax Systems’ internal sales team, ensuring that only decision-makers with a clear interest and high conversion potential were included in the pipeline.

This collaborative approach allowed E-Pax Systems to allocate their resources more effectively, concentrating on prospects most likely to result in successful sales.

The Results

The campaign’s impact was immediate and measurable. Within hours of launching, E-Pax Systems received two qualified appointments by mid-morning. Over the subsequent months, the company averaged one to two high-quality leads per week, providing a steady pipeline of opportunities for their sales team.

By the end of the six-month contract, the results were clear:

• The sales pipeline was consistently filled with qualified prospects, reducing downtime for the internal sales team.
• The company experienced a measurable increase in conversions, with several leads progressing to the later stages of the sales funnel.
• Feedback from the sales team highlighted the high quality of leads, with the East Coast representative stating, “The majority of the leads were high quality and continue to progress through the pipeline.”

These outcomes underscored the value of outsourcing lead generation to a specialized firm.

Adapting and Optimizing the Strategy

As the campaign progressed, E-Pax Systems and Industrial SalesLeads worked together to fine-tune the approach. Early successes revealed new opportunities for growth, prompting adjustments to the target industries and outreach strategies.

For example:

• Trade Show Booth Builders: These businesses were identified as a new market segment, given their frequent use of compactors to manage large volumes of disposable booth materials.
• Packaging Material Handlers: Companies dealing with high levels of cardboard and other packaging waste were added to the target list, expanding the scope of the campaign.

In addition to targeting new sectors, E-Pax Systems introduced process improvements to streamline lead nurturing. This included integrating CRM tools to automate follow-ups and ensure timely communication with prospects. By maintaining consistent engagement, the company was able to increase conversion rates and strengthen relationships with potential customers.

Scaling for Sustained Growth

The success of the campaign laid the foundation for E-Pax Systems’ long-term growth. By outsourcing industrial lead generation, the company was able to:

• Enhance operational efficiency: With a steady pipeline of qualified leads, the internal sales team could focus on converting prospects and closing deals.
• Expand market reach: Targeting new industries and geographic regions allowed E-Pax Systems to diversify their customer base.
• Strengthen industry expertise: Insights gained during the campaign helped refine their understanding of customer pain points and value propositions.

Looking ahead, E-Pax Systems plans to build on this momentum by scaling their outreach efforts to additional regions and exploring emerging market opportunities.

Conclusion

E-Pax Systems’ partnership with Industrial SalesLeads demonstrates the power of outsourcing to address key business challenges. By leveraging external expertise, the company overcame its sales bottlenecks, optimized its internal resources, and achieved significant results.

The collaboration not only helped E-Pax Systems generate consistent, high-quality leads but also positioned the company for sustained success in a competitive landscape. With a refined sales strategy and a clear focus on high-value opportunities, E-Pax Systems is poised to lead the market in innovative waste management solutions.