How a certified recycler won 18 hospital decommissioning jobs — and sold us $123K in recovered inventory

The challenge

A recycler with NAID AAA certification had exactly what healthcare buyers demand — auditable chain of custody and certified data destruction — but no way to get in front of them. Hospital IT directors were finding vendors through group purchasing contracts and word of mouth, and by the time a refresh was announced, someone else was already on site.

What we did

We pointed campaigns at the language healthcare buyers actually search — certified data destruction, HIPAA-compliant IT disposal, medical equipment decommissioning — and routed calls straight to their reps. No agency retainer, no lead forms: they funded a call budget and paid per qualified inbound call, with every call tracked from delivered to connected to qualified to closed. Their certifications did the closing; the campaigns just got them the conversation.

Because we’re also a volume equipment buyer, we took first offer on the categories we purchase from every job we originated — and they stayed free to sell elsewhere any time we passed.

The result

Over 90 days, 223 qualified calls reached their sales floor, converting to 18 decommissioning jobs across hospitals and clinics, and we purchased $123K of recovered inventory at fair market. Compliance-driven buyers close slower but spend more — and they come back on a refresh cycle. Every one of those customers is theirs to keep.

The numbers behind it

The economics of this engagement, start to finish. Run the same math on your own budget, close rate and project values in the.

Monthly call budget	$9,100
Price per qualified call	$100
Campaign length	3 months
Close rate (calls → jobs)	8% — longer compliance-driven cycle
Avg recovered inventory we buy, per job	~$6,900
Delivered	223 qualified calls · ~18 jobs · ~$123K bought back