Boosting Lead Conversion For Carolina Glove Company With Appointment Setter Online

Introduction

Founded over 70 years ago, Carolina Glove Company is a trusted American manufacturer of industrial work gloves and safety apparel, supplying to construction, manufacturing, and utility sectors across the U.S. Known for their durable products and made-in-America identity, the company has continued to grow organically but faced bottlenecks in modernizing their lead generation and appointment process.

They partnered with Appointment Setter Online to address growing inbound traffic and unlock new B2B opportunities through targeted outbound strategies and automated call handling.

Objective

Carolina Glove’s leadership defined key goals for this engagement:

Accelerate inbound inquiry response time to secure high-intent leads.
Book qualified appointments with purchasing managers and safety coordinators in key industries.
Increase lead flow from under-tapped markets like utilities and construction services.
Introduce consistent follow-ups for trade show leads and distributor inquiries.

Challenges

Despite their legacy and product quality, Carolina Glove faced operational gaps in their sales pipeline:

Manual Lead Handling: No structured system for lead capture or appointment setting.
Missed Sales Opportunities: Form submissions often got buried or delayed in internal communication.
Underutilized Website Traffic: Visitors came in, but conversion to booked calls was minimal.
No Outbound Strategy: Sales relied heavily on distributors and word-of-mouth instead of targeted outreach.

Solution by Appointment Setter Online

Appointment Setter Online designed a custom lead conversion and outbound engagement plan, blending technology and human support:

24/7 Phone Answering & Lead Capture

Live agents were deployed to handle form submissions, phone inquiries, and catalog requests—ensuring no lead went unanswered.

Appointment Scheduling With CRM Integration

A dedicated scheduling system integrated with Google Calendar allowed instant booking with Carolina’s sales managers, reducing delays and eliminating missed follow-ups.

Targeted B2B Outreach

A cold outreach campaign was launched, focused on mid-sized construction companies, manufacturing facilities, and municipalities with high PPE needs.

Follow-Up Funnel for Trade Shows

Appointment Setter Online followed up on booth visitors from trade shows like the NSC Safety Congress, converting leads into meetings within 48 hours.

Development Process

The campaign followed a strategic, phased approach:

Discovery & Industry Profiling
Interviews with Carolina Glove’s leadership helped define target personas: safety directors, procurement heads, and facility managers.
CRM Setup & Workflow Automation
Appointment Setter Online implemented Zoho CRM to centralize lead activity and automate reminders, follow-ups, and reporting.
Outbound Campaign Design
Call scripts and email templates were built specifically for key industries with safety mandates. Data sources like ZoomInfo and LinkedIn were used for prospecting.
Weekly Feedback & Optimization
Weekly syncs allowed Carolina’s team to provide input on appointment quality, target refinements, and campaign pacing.

Technology Stack

CRM: Zoho CRM
Call System: RingCentral
Scheduling: Calendly + Google Calendar
Email Sequences: Woodpecker + Gmail
Data Sources: ZoomInfo, Hunter.io, LinkedIn Sales Navigator

Results

Over a 4-month period, Carolina Glove witnessed a major transformation in sales efficiency:

+220% Increase in inbound inquiries converted to qualified appointments
Over 130 meetings booked with safety directors and procurement heads
28% email response rate on cold outreach (industry benchmark: ~10%)
Response time dropped from 2–3 days to under 30 minutes
New distribution partnerships formed in 5 states due to proactive outreach

“We didn’t know how many leads we were missing until Appointment Setter Online stepped in. Their team is professional, quick, and understands our industry. They helped us catch and convert opportunities that used to slip by.”
, Rick Davis, Sales Manager, Carolina Glove Company

For Carolina Glove Company, partnering with Appointment Setter Online wasn’t just about outsourcing calls, it was about building a scalable, high-performance appointment engine that aligned with their brand and business model.

In a sector where timing and trust are everything, Appointment Setter Online helped turn more interest into intent, and more intent into revenue.

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