Case Study

The Client

Wally's Bottled Water is a growing franchise specializing in selling bottled water at outdoor events. They currently have 52 franchise locations throughout the southeastern US. The company is experiencing steady growth, adding a couple of new locations annually as demand for convenient, on-the-go hydration continues to rise.

Growth is top of mind for their Franchise Development team. The franchise industry’s average annual goal for new location opens is 45.

Wally’s wants to exceed that number, increasing their opens to 60+ each year!

The Challenge

In the past, Wally’s marketing agency has relied on traditional marketing, paid and social media ads and SEO, to attract potential franchisees. Leads were consistent, but often unqualified. Average Cost per Acquisition was extremely high and the number of new location openings from year to year has been stagnant.

Wally’s and their agency were seeking an avenue to improve targeting, lower the Cost per Acquisition, and deliver more qualified leads to the Franchise Development sales team.

The Solution

Wally’s Franchise Development team engaged with Franchise Ninja to use new and innovative AI-powered data analysis to identify, educate, and engage potential franchise owners.

Franchise candidates were identified by:

  • First and last name

  • Email address

  • Estimated income & net worth

  • And 35 other data points

Wally’s marketing agency then used the platform’s data to construct precision targeting campaigns. The refined campaigns reduced the expense of general prospecting, increased conversion rates by more than 40%, and cultivated a smaller, more qualified pool of engaged, in-market potentials.

When these potentials visited the Fran Dev site for Wally’s Bottled Water, real-time alerts were sent to the sales team. Fast and effective engagement with these prospects led to a significant increase in new openings, allowing the sales team to exceed its goals.

“Franchise Ninja made it possible to find high-potential prospects. Messaging became easier and the prospects we engaged with were more likely to become franchisees!”

-Wally Walr, Founder


Wally’s Bottled Water is a fictious brand.

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