HubSpot success story · Commercial waste compaction franchise

How a waste compaction franchise grew revenue 288% in 12 months with one HubSpot CRM.

Name: Overtop Media Digital Marketing
Address: 933 Louise Ave Suite 101-18, Charlotte, NC, 28204, US
Telephone: (704) 237-0707
Price range: $$

Smash My Trash already paid for HubSpot but barely used it. Once every franchise partner worked from the same CRM, with leads routed by territory and contracts signed online, the company reports revenue up 288% and leads up 95% in a year.

Business: Smash My Trash
Market: United States
Goal: Give a fast-growing franchise network one sales system

Commercial dumpster against a concrete wall behind a building

The results.

Measured over the 12 months after the company fully implemented the HubSpot CRM platform. HubSpot does not publish the starting revenue or lead counts, and the growth happened while the franchise network was also expanding, so HubSpot is not the only cause.

288%growth in revenue in 12 months
95%growth in leads in 12 months
9,000new deals created, 2,900 closed so far

HubSpot does not publish a baseline period or method for these figures; they are the company’s own reported results.

The challenge.

Smash My Trash sends trucks with compaction equipment to businesses to crush the waste in their dumpsters, which the company says cuts waste volume by 70% and saves customers money. It moved to a franchise model and grew from 12 locations to about 165, a growth driven by selling franchises. That growth is the context here, not a HubSpot result.

The corporate office already had HubSpot sales and marketing software but used a fraction of it. Each franchise partner managed customer contracts its own way, mostly by hand. Website leads needed to reach the right partner quickly, and head office had little view of how each territory was performing, which made it hard to coach and support the network. A second business unit was also on the way.

What they did.

Sales Hub Enterprise · Marketing Hub Professional · Lead routing by territory · Quotes and e-signature

Leads routed by territory: Workflows send each website lead straight to the franchise partner that covers that area, so no inquiry sits in a shared inbox.
Quotes and contracts online: Quoting and customer contracts moved into HubSpot Sales Hub. Contracts go out for e-signature, and the signed copy is attached to the deal and the customer automatically.
One record that stays put: The CRM became the single source of truth, so a customer’s history survives when a salesperson leaves or a franchise changes hands.
Reporting for head office: Corporate reports on partner activity, deal stages and results by salesperson and territory, so it can see who needs help and where.
Tools franchisees will use: Partners got simple, flexible sales and marketing tools and chat support, which mattered for owners who are running trucks, not software.

Why it worked.

Our read on the decisions behind the numbers, and what any business can take from them.

Speed to the right person: A lead that lands with the local owner in minutes gets a call while the customer still cares. Routing by territory removes the hand-off delay.
Less paperwork, faster closes: Online quotes and e-signature take days out of every deal and remove the errors that come with manual contracts.
Visibility makes coaching possible: When head office can see every territory’s pipeline, it can spot stalled deals and help the partners who are falling behind.
Use what you already pay for: The software was already in place. The gains came from setting it up properly and getting every partner to work in it.

How we would run this play for your business.

You do not need a national budget to use the same ideas. This is how Overtop Media Digital Marketing puts them to work in our hubspot setup and management.

Map your territories and teams: We set up routing rules by location, service and rep in your HubSpot account, so every lead reaches the right person in minutes.
Put quotes and contracts in the CRM: We build quote templates and HubSpot quotes into your deal stages, so pricing and signatures happen where the deal lives.
Give owners a dashboard: Each location, franchise or rep sees their own pipeline, and leadership sees the whole network in one report.
Fill the pipeline locally: Our Google Ads and Meta ads campaigns run by territory, and every lead flows into the same routing.