How WholeLife Opened 90% of New Stores in 2025 With SDR-Led Appointment Setting
“Our experience with Forrest Contact over the past 18 months has genuinely raised the bar for what we expect from a lead generation partner. As WholeLife Pharmacy & Healthfoods set out to expand our national footprint and scale our sales outreach, Forrest Contact proved to be an invaluable extension of our team.
Their work has directly contributed to the successful opening of new WholeLife stores across Australia – spanning Tasmania to the Northern Territory and Western Australia. Beyond these openings, their team contacted more than 3,500 pharmacies nationwide, engaging in hundreds of meaningful conversations that have built a strong pipeline of future opportunities.
What impressed us most was the consistency and quality of their reporting. Our Key Account Manager didn’t just deliver updates they provided clear insights, proactive follow-up, and recommendations that always kept the focus on driving results. Their commitment to transparency and performance made it easy for our team to stay aligned and make informed decisions.
If you’re ready to scale your sales outreach and want a partner who delivers tangible outcomes, Forrest Contact is a team we can confidently recommend.”
Mike McKenna, Head of Network Development, WholeLife Pharmacy & Healthfoods
Campaign Metrics
Campaign Objective
Forrest Contact were approached to support WholeLife’s national expansion by targeting independent chemists and pharmacies across Australia and introducing WholeLife as a franchise opportunity.
The Challenge: Reaching Independent Pharmacy Owners at Scale
WholeLife had a clear growth goal: expand their store network nationally. To achieve this, they needed more than awareness. They needed:
- Qualified franchise discussions with the right independent pharmacy owners
- Sales outreach that would prioritise decision-maker conversations, not a list of unqualified contacts for emailing
- A consistent outreach engine that could pivot and perform across multiple states and territories
- A process that builds both “ready now” opportunities and a pipeline of future opportunities for follow up
The pharmacy sector often has strong gatekeeping and owners with limited time. WholeLife needed a calling-led approach that could navigate around this, build trust quickly, open opportunities and move prospects through to the right next step.
Forrest Contact’s Approach: The Multi-Touch Model That Creates Qualified Meetings
We ran a multi-touch outreach program designed to create real conversations and measurable outcomes.
Strategy pillars
- Calling-first outreach to engage with owners and decision makers directly
- Rapport-building with gatekeepers/admin teams to ensure we reached the correct stakeholder
- Multi-touch follow-up (calls + follow-up emails + scheduled callbacks) to lift conversion over time
- Clear segmentation of opportunities into:
- Ready now: prospects open to a franchise discussion now
- A future need: interested prospects to be nurtured with structured follow-up calls and emails
Campaign Overview and Approach
The initial campaign launched in 2024 and quickly proved successful, building a strong pipeline of qualified pharmacy prospects and demonstrating clear commercial value. Based on those results, the program continued into 2025 and has since been extended into 2026. Throughout the campaign, outreach has focused on independent pharmacies nationally, supported by consistent reporting and market feedback to help WholeLife refine messaging and sharpen its approach.
Forrest Contact sourced and targeted a national database of independent pharmacies, using a structured mix of phone and email outreach to create meaningful conversations rather than one-off responses. Prospects were qualified for fit and intent before being handed over to the WholeLife team, with each opportunity documented clearly so follow-up could happen quickly and with context. The campaign has also been refined over time based on response patterns and in-market feedback.
Results and Pipeline Impact
The program has delivered both immediate outcomes and longer-term pipeline value. Across more than 1,100 hours of calling, Forrest Contact presented the WholeLife franchise opportunity to over 3,500 pharmacy owners and generated 174 qualified sales opportunities for the WholeLife team. Notably, 90% of new stores opened in 2025 came from appointments secured by Forrest Contact’s SDR team. Beyond these direct outcomes, the campaign has created a consistent flow of meaningful conversations and a structured pipeline of prospects for future growth. Results to date include new franchise stores already opened, along with multiple additional franchise opportunities progressing through the pipeline.
What Mattered Most
This wasn’t just “activity.” The campaign consistently generated:
- Decision-maker engagement
- Qualified franchise conversations
- A repeatable nurture pipeline for future demand
- Confidence and alignment for WholeLife’s internal team, supported by clear weekly reporting and insights
Why It Worked
This campaign succeeded because it respected how franchise decisions are actually made:
- Calling created trust faster than digital-only outreach which would probably not have been read and would require the pharmacy owner to initiate a response to take the next step
- Multi-touch follow-up ensured opportunities weren’t lost due to timing
- Qualification protected sales time, so WholeLife spoke with good-fit prospects
- Reporting drove better decisions, helping WholeLife stay aligned and move quickly on real opportunities