By Tama Shor, President at Directory of Major Malls / ShoppingCenters.com
Case Study:
Expanding Clientele for a National Cleaning Company Using DMM/ShoppingCenters.com Tenant Lists
A national cleaning company specializing in custodial and maintenance services for shopping center landlords and individual tenants wanted to expand its client base.
Already servicing thousands of clients in shopping centers across the U.S., including both shopping center landlords and individual tenants, the company recognized a unique opportunity: with crews already on-site, adding more clients within the same location could improve efficiency and maximize resources.
Their expertise extended beyond retail, servicing non-hospital medical facilities like dental offices, optometrists, and chiropractors, as well as other professional offices such as insurance, real estate, and wellness practices. These types of tenants are often located in open-air community shopping centers and frequently outsource cleaning services.
To identify new clients at properties where they were already active, the company partnered with DMM/ShoppingCenters.com. Using the ShoppingCenters.com database, they accessed complete tenant lists and identified potential clients—including independent medical offices, small regional chains, and other service-oriented businesses that typically hire cleaning services.
For example, at a single community shopping center with 42 tenants, at a glance, at least a dozen tenants meet the criteria as potential new clients for outreach.
Additionally, the “Chain Type” indicator within the tenant list proved valuable. While large regional chains often secure cleaning services at a corporate level, local independent tenants typically hire services directly, simplifying direct outreach to decision-makers for the cleaning company’s local sales teams.
This streamlined approach allowed the sales team to target multiple potential clients within a single visit to a property, enabling efficient scheduling for cleaning crews to service several clients within one shopping center.
Request a demo today to learn how to improve your prospect outreach easily and effectively using ShoppingCenters.com.
Resources:
Related Articles:
Tama Shor
President | Directory of Major Malls / ShoppingCenters.com
Tama has over 37+ years of experience of researching, maintaining, and analyzing major retail information and trends in the shopping center industry. Under her leadership, DMM’s portfolio of offerings has expanded from the original print products to include robust on-line subscription access, custom reporting, data licensing, and integration with mobile data, segmentation, and geospatial analysis. Tama’s deep knowledge and industry insight has driven DMM to become a premier source for comprehensive retail data for retail, finance, media, academic and government analysis of the retail shopping center industry.
