SmartTerritoryCASE STUDY
Same van. Same seven canvassers. Better territories.
In 90 days, one DaBella canvassing van went from $280,000 a month in sales to $745,000, the highest-producing month for a single van in company history. The team didn't change. The doors did.
$280,000
Average monthly sales before
$745,000
Record month by day 90
1 van, 7 canvassers
Same team throughout
90 days
Time to record month
About DaBella
DaBella is a retail home improvement company selling windows, siding and roofing. Door-to-door canvassing is a core source of appointments: a canvassing manager runs a van of seven canvassers who knock doors each day and set next-day appointments for the sales team.
The challenge: a daily guess
Every morning, the canvassing manager decided where the van would knock, with little to no data behind the choice. As a retail company, DaBella leaned mostly on one signal: the credit profile of the neighborhood.
The result was a steady but flat number. The van's next-day appointments produced about $280,000 a month in sales.
No link to past wins. Territory picks didn't draw on which neighborhoods had actually bought from DaBella before.
One signal, not the whole picture. Credit profile alone missed home value, home age and ownership, the factors that separate a good-looking street from a street that buys.
No way to learn. Without data on where the van knocked and what closed, every morning started from scratch.
The solution: territories built from DaBella's own data
DaBella replaced the morning guess with a data-driven plan. No random picks. Every territory the van knocked was chosen because it matched where DaBella already wins.
- 1
Learn from what already closed.SmartTerritory took in DaBella's CRM records, door-knocking data and won and lost jobs, and found what their best neighborhoods had in common.
- 2
Build a winning profile.Credit profile stayed in the mix, joined by home value, home age, owner occupancy and household income from public Census data.
- 3
Match every neighborhood to it.Each morning, neighborhoods were ranked against that profile, with recent confirmed storm damage factored in for roofing.
- 4
Hand each canvasser a plan.The manager built the day's territories in minutes, with a drop-off point for each of the seven canvassers.
- 5
Feed the results back.Doors knocked, appointments set and jobs sold went back into the system, so each week's territories got sharper than the last.
The results: a record month by day 90
By day 90, the van produced $745,000 in a single month, 2.7 times its $280,000 average and $465,000 more than a typical month. It was the highest-producing month for one van in DaBella's history.
Nothing else changed. Same van, same seven canvassers, same manager and same sales team. The only difference was where they knocked.
Better neighborhoods. Canvassers spent their day on streets that matched DaBella's buying profile.
Better appointments. Next-day sets went to homeowners more likely to buy, and to buy more.
A system that compounds. Every day of knocking added data that made the next day's territories stronger.
The number of inspections and quality of the sets are way up. Canvassing has turned into a cash cow.
What's next
One van proved the model. The next step is to bring the same data-driven territories to more of DaBella's canvassing teams.
See what your own data says about where to knock.
SmartTerritory sets up in two weeks using the CRM and door-knocking data you already have.