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Enquirer Consulting Group / The HemaSource Build Plan
Tuesday, August 11, 2026

Three buckets.
One machine. Yours at the end.

Your structure, our build. The four-month engagement for HemaSource, exactly as we agreed on August 6.
DesignBuildRunHand over
BUILDRUNOWN
Enquirer AI is the outbound engine of Enquirer Consulting Group
What we heard on July 20

The team farms. Nobody hunts.

01
95 percent of the business is plasma, farmed through existing accounts. The growth mandate lives everywhere else: dialysis, IV hydration and wellness, and products that need new homes.
02
Two and a half salespeople, all supporting existing customers. In your words, "they are not hunting, they're mostly farming."
03
Pipedrive holds only warm leads. Nothing upstream of a scheduled call is captured yet, and trade shows run on "show up and hope people stop by our table."
04
And the brief itself: "I'd rather hire an agency that can help us generate that interest, because that's what they do all day long."
05
Then on August 6 you named the structure yourself: new leads for the high-value accounts, lapsed and weak customers brought back, and a transactional engine to move the excess inventory. Three buckets. This plan is built exactly that way.
Prepared for HemaSource, Inc
How the engagement works

Build. Run. Own.

01 / BUILD

Build

We design, staff and stand up the complete unit. The named-account data, the messaging, the outbound engine, the automation and the reporting.

02 / RUN

Run

We run it in market for a fixed four months and prove it on real booked meetings, not slides. First conversations land early.

03 / OWN

Own

We hand over the playbook, the tooling, the dashboards and a trained operator. You own the engine.

One contractor, a network of specialists. One point of contact, and you never manage a stack of tools or freelancers.
We build it, run it in market, then hand you the keys
The three buckets, exactly as you framed them

Three buckets live. Named accounts. Real people.

01 / BUCKET ONE

New high-value accounts

Dialysis first: 7,490 Medicare-certified facilities nationwide, 730 independent, hunted state by state, every one on the next page. Quality over volume, routed to your dialysis lead with context attached.

We write to: Administrator, Clinic Manager, Director of Operations, Regional Director, Materials and Purchasing Managers.

02 / BUCKET TWO

The book you already own

Lapsed accounts brought back, weak accounts grown, offline accounts signed up to order on your platform. Delivered to your reps in waves they can actually work.

Your reps keep every relationship. The engine does the remembering and the sign-up drive.

03 / BUCKET THREE

The inventory engine

Saline, Ringer's and sterile water into verticals with zero coverage today. Funeral homes and veterinary first on Joe's read, then the board. Message-first, with a phone close minutes after interest lands.

Ranked, tested in small cells, and killed or scaled on evidence.

HELD / BLOOD + WELLNESS

Where the old lanes live

Blood stays parked inside bucket one and opens on Joe's call, the map stays built. Wellness runs everywhere: existing wellness accounts sit in bucket two, new ones run as bucket-three cells.

With Fountain in the family, this is ground you already know.

Phase one radiates out from your six distribution states, Utah, Texas, Tennessee, Ohio, Florida and Colorado, so the first conversations are accounts your trucks already reach.
Titles are the targeting spec for the named-account build. Prepared for HemaSource, Inc
Bucket two, the book you already own

The fastest new revenue is not a new customer.

01
Lapsed accounts bought before and stopped. They get a win-back sequence and a rep follow-up, delivered in waves your team can actually work.
02
Weak accounts buy one category and could buy three. They get category-expansion touches: they already buy the saline, they also need the gloves.
03
Active-but-offline accounts order by phone and email. They get a reason to register and order on your platform, where subscribe-and-save does the holding.
04
Baseline first: account count, last-order dates, spend bands, captured before anything sends. Lift is measured against your own history, touched versus untouched, so the result is provable, not guessed.
At your scale, a small lift per account across the whole book moves a bigger needle than any single new logo.
Prepared for HemaSource, Inc
Bucket one, dialysis

Your sellable dialysis market. Only what you can win.

DaVita and Fresenius start hidden, they are off limits for you. One click brings them back for context.
Source: CMS Dialysis Facility Listing, retrieved July 20, 2026. 7,490 certified facilities nationwide, plotted by zip code with name, address, phone, chain, station count and certification date on every dot. Scroll to zoom, drag to pan, click any dot, any state, or any gold HemaSource site. Teal-outlined states are your six distribution states. The wellness map on the next page gets the same treatment.
Enquirer AI is the outbound engine of Enquirer Consulting Group
The wellness ground, buckets two and three

The wellness map, first pass.

Scroll to zoom, drag to pan, click any dot or state
The national franchise networks, plotted from their own published location pages, retrieved July 21, 2026. They are the visible layer of a market consolidating around the operators who run it well, which is exactly what you told us on the call. Week one adds the independents and the mobile operators from directory and state license data, so the engine reaches the survivors, not the churn.
Enquirer AI is the outbound engine of Enquirer Consulting Group
Bucket three, the inventory engine

A hundred industries use what you sell. Eight are worth testing first.

Home health and hospice

11,400+ certified home health agencies and about 6,000 hospices. The full facility list is public, so this map builds in days, not weeks.

Med spas

11,500+ locations with roughly 1,000 opening every year. Gloves, gauze and prep supplies bought from a fragmented mix of small wholesalers.

EMS, fire and ambulance

14,000+ EMS agencies reporting nationally. Every one buys gloves, gauze and IV supplies, and buying decisions sit agency by agency.

Funeral homes

Around 11,000 association-member funeral homes, still buying through small regional wholesalers.

Veterinary

58,000+ businesses using saline, gloves and gauze daily. Your water bottle instinct was right, and the buyers are fragmented.

Dental

In for one reason: your portable sterile water line. The big lines run through locked distributors, but a specialty product with no incumbent is how a first order lands.

Mobile nursing and mobile phlebotomy

Two cells added at Paul's recommendation. The market is going more mobile, and mobile draw and nursing operators buy kits and consumables account by account, with no distributor lock-in. Each gets its own 1,000-contact read.

Held back on purpose: urgent care, corrections, surgery centers, research universities. Their buying runs through hospital ownership, locked distributors or central contracts. We hunt where the buying is fragmented. Wave one sends a 1,000-contact test cell into each vertical, and reply rate, positive rate and average order value decide which ones earn the full build.
Universe counts from public registries and industry data, sources on file. Prepared for HemaSource, Inc
Blood, parked on July 24

The blood map stays built. Parked, not deleted.

Scroll to zoom, drag to pan, click any dot or state
The member organizations of America's Blood Centers and the Blood Centers of America purchasing cooperative, plotted at headquarters. Behind these dots sit more than 600 collection sites supplying close to 60 percent of America's blood. Member directories retrieved July 21, 2026. Parked on the July 24 call: Red Cross, Blood Centers of America and Vitalant are already well in hand, so no outreach runs here. The map stays built, and if the lane reopens, targeting starts the same day.
Enquirer AI is the outbound engine of Enquirer Consulting Group
The shows, worked before you land

Stop hoping people stop by the table. Book the table out.

RHA Annual ConferenceSept 23 to 26Savannah, GADialysis
HIDA Streamlining Healthcare ExpoSeptemberChicago, ILDistribution
AABB Annual MeetingOct 17 to 19Atlanta, GABlood, parked
ASN Kidney WeekOct 21 to 25Denver, CODialysis
PPTA Plasma Protein ForumNov 3 to 4Alexandria, VAPlasma

BEFORE

Six weeks out, the engine invites the right people to 15-minute meetings. Your reps land with a booked calendar.

DURING

Every conversation captured into your CRM the same day. No business cards in pockets.

AFTER

Follow-up goes out inside 48 hours with an owner on every name, while the conversation is still warm.

This is a pre-show push that bolts onto the lanes, not a separate campaign. All five fall inside the four months of the build, and four of them sit in live lanes. You have exhibited at RHA before, and Savannah is seven weeks out. If you are booked, it is the first show we work with a full calendar. If you are not, that is a decision for this week, not month two. And the maps pick the shows worth your money after that.
Event dates verified July 2026 from the organizers. Prepared for HemaSource, Inc
Your CRM, your rules

Lands in your Pipedrive. Changes nothing you like.

01

The engine opens conversations on LinkedIn and email, across every live lane, around the clock.

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02

An interested reply comes back.

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03

A lead lands in your Leads Inbox with the full thread and context attached. Your pipeline is untouched.

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04

First rep to claim it owns it. No ambiguity about whose lead it is.

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05

The call happens inside the window. Untouched leads glow red until someone acts.

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06

Converted to a deal only when a human calls it warm. Every note and touch carries across.

Your pipeline stays warm-leads-only. That rule is yours, and we build to it, not over it.

TODAY

The team services the book all day. New business waits for a shortage, a referral, or a show.

WITH THE ENGINE

They open Pipedrive to claimed leads with context, make the calls only humans can make, and walk shows with a booked calendar. Your coordinator learns to run the whole machine.

Built on Pipedrive's native lead inbox, conversion and activity model. Prepared for HemaSource, Inc
Your team, trained on the machine

Two and a half people become an outbound unit.

MONTH 1

Reply and claim

Reading replies, claiming leads, Pipedrive hygiene, and the guardrails. Short working sessions, not classroom days.

MONTH 2

The first call

From "yes, call me" to a booked discovery. Objection handling per market, with live listening on the early calls.

MONTH 3

Discovery to close

Running discovery, demos and follow-through, plus trade show capture and the 48-hour follow-up rhythm.

MONTH 4

Certification

Your account coordinator runs the engine end to end while we shadow. Then the playbook is theirs, documented.

The account coordinator you are hiring becomes the champion of this system. We do not replace your salespeople. We hand them a machine and teach them to run it.
Prepared for HemaSource, Inc
Your question about closing

We set the table. We coach the pitch. Your people close.

ON THIS CALL

Sales strategy: Paul Smaldone

Selling into the US medical world since 2002. His brief for HemaSource: transform how your lines are pitched to markets that have never heard of you, in each buyer's own language, market by market.

WHEN VOLUME DEMANDS

Appointment setting

A proven appointment setter on our team layers in when interested replies outrun two and a half people's calling capacity. Meetings land booked in your reps' calendars, and your team still runs the room.

That is the honest answer to "have you actually closed sales." We build the machine that fills the calendar and sharpen the pitch that wins the room. The relationship, and the close, stay yours.
Prepared for HemaSource, Inc
Guardrails, built into the machine

Your rules become system rules.

The chains you cannot sell to never enter the data

DaVita and Fresenius are stripped before targeting starts. The engine cannot contact an account it never sees.

Manufacturer agreements are enforced mechanically

The product line that cannot go to hospitals is fenced in the system, per product, not from anyone's memory. You give us the guardrails once, in week one, product by product.

Your customers are protected before the first send

Every existing HemaSource account is suppressed across every lane. Nobody you already serve ever gets a cold message from your own engine.

Exclusivity cuts both ways

For the duration of the engagement we take on no other client selling your main bucket lines. Yours is the only horse we back in this race.

And the tone rule, in your CCO's own words: we are not the guy you do not like. Right person, right time, something they genuinely need.
Prepared for HemaSource, Inc
Proof, in the field

A medical team using the engine, in the field.

Tim Rath
Chief Operating Officer, Innovative Radiology
Enquirer AI helps us identify the right people and start the conversation in a much smarter way.
The engine identifies the right people and starts the conversation.
Their sales team stays focused on calls, relationships, and closing.
The operating system is built around their market, then handed over.
Fixed engagement, then you own it.
The engagement, month by month

Four months. Then it's yours.

MONTH 1

Build

  • Guardrails workshop, product by product
  • Three live lane universes built and mapped, blood held on file
  • Messaging written per buyer world
  • Engine stood up, Pipedrive wired and tested
MONTH 2

Run

  • Dialysis and wellness lanes live
  • First 1,000-contact test cells into new verticals
  • RHA Savannah worked with a booked calendar
  • Your team trained on claim and first call
MONTH 3

Scale

  • Winning cells scaled, losers killed, next cells launched
  • Dialysis push widens, state by state
  • Kidney Week Denver worked
  • Appointment setting added if volume demands it
MONTH 4

Own

  • Plasma Protein Forum worked from your own playbook
  • Your coordinator runs the engine, we shadow
  • Dashboards, playbook and documentation handed over
  • You own a working machine, not a vendor relationship
Every lead accounted for from first message to closed deal, and at the end your team holds the playbook. No agency you pay to the end of time.
Prepared for HemaSource, Inc
What we decide on this call

Four decisions, thirty minutes.

  1. The numbers that drive the math: what a case is worth and the margin on it, the uncommitted volume, and how many accounts order from you today.
  2. The configuration: all three buckets together or staged, and whether your team would host placed, trained assistants on the inventory engine.
  3. The guardrails and eligibility session with Joe: booked, product by product, one hour.
  4. Papers and the start: sign this week, kickoff Monday, August 17, and Savannah gets a real pre-show program if you are exhibiting.
The number is presented on this call, live, and the shape is simple: month by month, and you stop any month after ramp-up if we have not earned the next one.
Enquirer AI is the outbound engine of Enquirer Consulting Group
Enquirer Consulting Group

We build it, run it in market, then hand you the keys.

Dan Reeves   /   dan@enquirerai.com   /   calendly.com/enquirer/review
More about us at enquirerconsulting.com
Enquirer AI is the outbound engine of Enquirer Consulting Group. Prepared for HemaSource, Inc.