Commercial lead generation and B2B appointment setting in Charlotte

Charlotte-Concord has 7,188 business sites with 20 or more people on site in the categories commercial trades sell to, #18 of the 100 markets we cover, and 1.35 times the national concentration of trucking companies. Private business establishments grew 7.3% from 2025 Q1 to 2026 Q1. Abstrakt's U.S.-based reps prospect those buyers by phone, email and LinkedIn and book meetings with the people who sign.

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Local B2B snapshot

How many businesses are in Charlotte-Concord, and which ones buy

Charlotte-Concord has 32,803 establishments in the categories commercial trades sell to, 7,188 of them with 20 or more people on site. Compared with the national mix it over-indexes on trucking companies (1.35x), wholesale distributors (1.24x) and hosting and data processing companies (1.20x). Added over the past year: medical, dental and outpatient offices (+507), wholesale distributors (+439) and restaurants (+347).

  • 32,803 establishments in the 21 categories commercial trades sell to

    Source: U.S. Census Bureau, County Business Patterns 2023

  • 7,188 of them with 20 or more people on site, where a prospecting list starts

    Source: U.S. Census Bureau, County Business Patterns 2023

  • +7.3% private business establishments, 2025 Q1 to 2026 Q1 (98,782 now; U.S. +3.6%)

    Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1

  • 1.35x the national concentration of trucking companies

    Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1

  • 6,945 decision-maker records Abstrakt can prospect for a construction and roofing program (territory: Charlotte-Concord)

    Source: Abstrakt territory record counts, October 2026

An establishment is one physical location, so a company with three sites counts three times; decision-maker records are contacts, not companies; open programs are not reservations.

Largest buyer groups in Charlotte-Concord

  1. Restaurants2,123
  2. Retail stores1,479
  3. Manufacturing plants855
  4. Wholesale distributors 1.24x the U.S. mix719
  5. Medical, dental and outpatient offices709
  6. Grocery stores309
  7. Senior living and nursing237
  8. Churches and religious organizations208

Sites with 20 or more people on site, U.S. Census Bureau, County Business Patterns 2023; concentration, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1.

All 21 categories, with establishments, concentration and one-year change
Business categories in Charlotte-Concord: larger sites, all establishments, concentration and one-year change
CategorySites with 20+All establishmentsvs. U.S. mix1-yr change
Restaurants 2,1235,738 1.06x +347
Retail stores 1,4798,197 1.04x +311
Manufacturing plants 8552,341 1.04x +58
Wholesale distributors 7193,683 1.24x +439
Medical, dental and outpatient offices 7095,179 0.93x +507
Grocery stores (also counted in retail) 309960 0.77x +35
Senior living and nursing 237479 0.73x +54
Churches and religious organizations 2082,077 0.66x +15
Bank and credit union offices 1961,447 1.16x +95
Hotels 169434 1.01x +27
Trucking companies 1531,721 1.35x +194
Auto dealerships (also counted in retail) 139441 1.19x +7
Private K-12 schools 103149 0.97x +9
Warehousing and distribution 87220 1.11x +10
Golf courses and country clubs 4164 0.89x +1
Hospitals 2831 0.80x +16
Hosting and data processing companies 28128 1.20x +87
Apartment and residential property managers 27510 1.15x +6
Commercial property managers 12132 0.98x +12
Colleges and universities 825 0.71x +5
Nonresidential building owners 6248 0.86x +4
Total, each site once7,18832,803

Sites and establishments: U.S. Census Bureau, County Business Patterns 2023; concentration (location quotient) and one-year change in establishments: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1, summed across the metro's counties.

Your industry in Charlotte

What Industry Are You Growing In?

Pick your trade to see the Charlotte-Concord buyers, competition, decision-makers and projects for it. The estimator and the assessment form below follow your choice.

Choose an industry

Every trade in Charlotte at a glance

Largest buyer groups (sites with 20+ people)

  1. Restaurants2,123
  2. Retail stores1,479
  3. Manufacturing plants855
  4. Wholesale distributors719
  5. Medical, dental and outpatient offices709

Source: U.S. Census Bureau, County Business Patterns 2023.

Most room per contractor

  1. Commercial Painting & Coatings#14 of 86
  2. Fire Protection#35 of 96
  3. Commercial Roofing#41 of 89

Larger buyer sites per contractor, ranked across up to 100 markets. Sources: U.S. Census Bureau, County Business Patterns 2023; U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1.

Trade panels: buyer sites, U.S. Census Bureau, County Business Patterns 2023; contractors, their one-year change and employment, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1; decision-maker records, Abstrakt territory record counts, October 2026; open programs, Abstrakt territory availability.

Compare all 11 trades in Charlotte

Ranked by larger buyer sites per contractor against up to 100 markets (only markets with 10 or more contractors in a trade are ranked; n/r means not ranked). A higher rank means more buildings worth calling for every competitor working them.

Commercial trades in Charlotte: contractors, buyer sites and rank
TradeContractors1-yr changeLarger buyer sitesPer contractorRankDecision-maker records
Commercial Painting & Coatings
Largest buyer group: retail stores
 45 +2 3,820 84.9 #14 not counted
Fire Protection
Largest buyer group: restaurants
 91 +2 4,252 46.7 #35 not counted
Commercial Roofing
Largest buyer group: retail stores
 55 +3 3,791 68.9 #41 6,945
Commercial HVAC & Mechanical
Largest buyer group: manufacturing plants
 241 +8 2,356 9.8 #50 2,910
Commercial Construction
Largest buyer group: manufacturing companies
 539 +49 2,127 3.9 #61 6,945
Paving & Asphalt
Largest buyer group: retail stores
 100 +9 3,695 37.0 #64 not counted
Commercial Cleaning & Janitorial
Largest buyer group: manufacturing plants
 810 +37 2,655 3.3 #70 2,034
Commercial Landscaping
Largest buyer group: retail stores
 1,180 +73 3,741 3.2 #70 not counted
Commercial Electrical
Largest buyer group: retail stores
 369 +35 3,102 8.4 #76 not counted
Managed Service Providers
Largest buyer group: manufacturers
 2,338 +156 4,044 1.7 #80 not counted
Commercial Flooring
Largest buyer group: ambulatory health care: physician, dental, outpatient and urgent care
 52 +5 2,201 42.3 #62 not counted

Sources: contractors and change, U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, private ownership, 2026 Q1; buyer sites, U.S. Census Bureau, County Business Patterns 2023 (each trade's own buyer categories, each site counted once); decision-maker records, Abstrakt territory record counts, October 2026.

Growth and trends

Is Charlotte-Concord adding businesses? Five years of counts

Private business establishments in the metro's counties went from 80,136 in 2021 to 94,544 in 2025 (+18.0%), while private employment moved +10.1% to 1,190,963. In the Census Bureau's latest count, 7,325 establishments opened and 6,216 closed in a year. New sites start without an incumbent vendor.

Private establishments and employment, 2021 to 2025

Private establishments, employment and average weekly wage by year, Charlotte-Concord
YearEstablishmentsEmploymentAvg weekly wage
202180,1361,081,698$1,297
202288,3731,136,224$1,377
202395,7731,169,508$1,421
202497,1321,178,258$1,474
202594,5441,190,963$1,533

Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages (opens in a new tab), private ownership, 2021 to 2025 annual averages, 11 counties summed. n/a: BLS withholds the figure for at least one county.

Establishments opened and closed each year

Establishment openings and closings by year, Charlotte-Concord-Gastonia, NC-SC
Year to MarchOpenedRateClosedRate
20196,23310.9%4,8438.4%
20206,40510.9%5,4499.3%
20217,50312.5%5,7489.6%
20227,96612.9%5,8539.5%
20237,32511.5%6,2169.8%

Source: U.S. Census Bureau, Business Dynamics Statistics (opens in a new tab), 2023 release, Charlotte-Concord-Gastonia, NC-SC. Each year runs March to March; rates are per 100 establishments.

New business applications

56,032 applications for an employer ID number were filed in the metro's counties in 2025, +66.1% on 2019 (33,727): Mecklenburg County 30,212, York County 4,709, Union County 4,323, Cabarrus County 4,244, Gaston County 3,606, Iredell County 3,311, Rowan County 1,935, Lancaster County 1,551, Lincoln County 1,382, Chester County 478 and Anson County 281. Applications include sole proprietors and filings that never hire, so they measure new business activity, not new buyers.

Source: U.S. Census Bureau, Business Formation Statistics (county annual) (opens in a new tab), calendar 2025, retrieved 2026-10-15.

Contractors by trade, 2021 to 2025
Contractor establishments by trade, 2021 and 2025, Charlotte-Concord
Trade20212025Change
Commercial Flooring3347+14 (+42.4%)
Managed Service Providers1,7022,259+557 (+32.7%)
Commercial Construction385502+117 (+30.4%)
Paving & Asphalt8291+9 (+11.0%)
Commercial Electrical314345+31 (+9.9%)
Fire Protection8290+8 (+9.8%)
Commercial Painting & Coatings4143+2 (+4.9%)
Commercial Landscaping1,0781,127+49 (+4.5%)
Commercial Cleaning & Janitorial778784+6 (+0.8%)
Commercial HVAC & Mechanical254237-17 (-6.7%)
Commercial Roofing5752-5 (-8.8%)

Source: U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, annual averages, the same NAICS codes as the trade comparison above. More contractors means more competition for the same buyers; fewer means more room for outbound.

When to prospect: the Charlotte calendar

Cooling demand peaks in July (439 cooling degree days in a normal year), and 60% of the 926 severe hail and wind reports from 2015 to 2024 fell in July, June and May. Start roofing and HVAC prospecting ahead of those months.

Average high temperature, cooling degree days and severe storm reports by month, Charlotte-Concord
MonthAvg high (F)Cooling degree daysHail and wind reports
January52223
February56117
March641335
April732179
May80142161
June87321192
July90439203
August88394144
September8221245
October734112
November6323
December55212

Sources: NOAA NCEI nClimDiv county monthly series, 1991-2020 averages (opens in a new tab); NOAA NCEI Storm Events Database (opens in a new tab), 2015 to 2024. Reports of hail 1 inch or larger and thunderstorm wind of 58 mph or more, by month, across the market counties.

Buying signals

Where the money is moving in Charlotte-Concord

Federal contracts and building permits are early signs that a building is changing: new construction, a renovation, a re-roof.

Federal contracts performed in the metro

Federal agencies obligated $475.2 million in contracts with a place of performance in Charlotte-Concord's counties in federal fiscal year 2026 (October 2025 to September 2026), against $665.5 million in fiscal 2025 (-28.6%). Construction (NAICS 23) took $58.8 million, 41% of it on one award: the Department of Veterans Affairs's 36C24626C0037 (opens in a new tab) in Rowan County, $23.9 million obligated this fiscal year (the award record describes it as INSTALL CAMPUS GENERATOR SALISBURY VAMC).

Contract obligations by county
CountyFY2026FY2025
Anson County-$8,638$700,200
Cabarrus County$4.0 million$9.8 million
Gaston County$5.5 million$19.4 million
Iredell County$110.7 million$93.9 million
Lincoln County$1.3 million$927,168
Mecklenburg County$216.8 million$349.2 million
Rowan County$89.3 million$49.0 million
Union County$20.4 million$76.6 million
Chester County$94,875$31,059
Lancaster County$1.1 million$841,405
York County$26.1 million$65.1 million
Metro counties$475.2 million$665.5 million
FY2026 obligations in each trade's own NAICS code
TradeNAICSFY2026
Commercial Construction236220$44.0 million
Commercial HVAC & Mechanical238220$11.5 million
Commercial Cleaning & Janitorial561720$1.1 million
Commercial Landscaping561730$471,990
Commercial Electrical238210$169,908
Managed Service Providers541512$84,473
Fire Protection561621$24,092

Source: USAspending.gov (U.S. Department of the Treasury) (opens in a new tab), contract award types A to D, obligations dated October 1, 2025 to September 30, 2026, by place of performance; data as of 2026-10-15. Defense contract actions are published 90 days late, so fiscal 2026 will still rise. Place of performance is coded by the contracting officer. A negative figure means deobligations (money taken back on earlier contracts) exceeded new obligations in that county.

Territory intelligence

Where the Charlotte buyers are

Mecklenburg County, York County and Cabarrus County hold 67% of the metro's 7,188 larger business sites, so most programs start there and add the rest of the metro for larger accounts, depending on how far your crews travel.

Larger business sites (20+ people) by county, Charlotte-Concord-Gastonia, NC-SC
CountySitesShare
Mecklenburg County 3,66251%
York County, South Carolina 6038.4%
Cabarrus County 5617.8%
Gaston County 5407.5%
Iredell County 5197.2%
Union County 4055.6%
Rowan County 2884.0%
Lancaster County, South Carolina 1622.3%
Lincoln County 1482.1%
Chester County, South Carolina 390.5%
Anson County 290.4%
Not assigned to a county by Census2323.2%
Metro total7,188100%

Source: U.S. Census Bureau, County Business Patterns 2023, metro and county files, summed across the buyer categories on this page (each site counted once). County files withhold some size-class counts that the metro file reports, so 232 sites cannot be placed in a county.

Abstrakt territories in this market

Charlotte-Concord, NC-SC. A strategist confirms which one your program would hold.

The owners that anchor Charlotte-Concord

Each fact links to its source, checked 2026-10.

Health system

Atrium Health Carolinas Medical Center

Charlotte, Mecklenburg County

Atrium Health says Carolinas Medical Center is licensed for 900+ beds and is a Level I Trauma Center.

Atrium's flagship academic campus anchors a system of hospitals, freestanding emergency departments, urgent care and imaging centers across the region, all with mechanical, life-safety and cleaning needs.

HVACfire protectioncleaningelectrical

Atrium Health (opens in a new tab)
4 more anchor owners in Charlotte-Concord
Major employer

Lowe's Store Support Center

Mooresville, Iredell County

Lowe's says its Store Support Center in Mooresville supports more than 5,000 associates.

A corporate headquarters campus of office buildings, parking and landscaped grounds, plus a separate Lowe's tech hub in Charlotte.

cleaningHVAClandscapingpaving

Lowe's Careers (opens in a new tab)
Logistics hub

Norfolk Southern Charlotte Regional Intermodal Facility

Charlotte, Mecklenburg County

STV, which worked on the project, says the intermodal facility at Charlotte Douglas International Airport has the ability to support 250,000 annual cargo lifts.

A rail-to-truck terminal on airport land with heavy-duty pavement, yard lighting and support buildings.

pavingelectricalconstruction

STV (opens in a new tab)
Public owner

Charlotte-Mecklenburg Schools

Charlotte, Mecklenburg County

WFAE reported that the $2.5 billion school bond Mecklenburg voters approved in 2023 will eventually cover 30 projects.

Bond-funded new schools, replacements and renovations sit on top of a large existing portfolio of school buildings, fields and parking lots.

constructionHVACroofingflooring

WFAE (opens in a new tab)
Retail center

Concord Mills

Concord, Cabarrus County

Wikipedia, citing Simon and the Charlotte Business Journal, gives Concord Mills a floor area of 1,362,404 square feet.

An outlet mall with a large roof, surrounding parking fields and common areas that need cleaning, paving and roofing work.

roofingpavingcleaninglandscaping

Wikipedia (opens in a new tab)
Projects and economic activity

What is being built in Charlotte-Concord, and who it puts to work

Named projects from primary and local news sources, researched September 2026. Market intelligence, not open bids: confirm timing with the owner.

PowerHouse Charlotte

up to 1.5 million sq ft

Under wayUnder construction

A campus of five two-story data center buildings by American Real Estate Partners in University City, Mecklenburg County, with the first building targeted for April 2027.

Data centers carry heavy mechanical cooling, power distribution and fire suppression scopes, and buildings delivered in phases keep that work coming after the first one finishes. Each finished hall also needs specialized cleaning and grounds upkeep.

HVACelectricalfire protectioncleaning

WBTV, 2026-05-11 (opens in a new tab)

Costco Distribution Center, Rock Hill

$240 million

Approved or fundedApproved, opening 2027

A Costco regional distribution center on 168 acres at Interstate 77 and Porter Road in Rock Hill, York County, S.C., with a 541,000 sq ft first phase planned to expand to nearly 900,000 sq ft.

A large cross-dock building means big roof, slab and paving packages plus warehouse-scale sprinkler and lighting work ahead of a 2027 opening. The later expansion phase adds another round of the same scopes.

roofingpavingfire protectionelectricalconstruction

Bisnow Charlotte, 2025-12-03 (opens in a new tab)

Novant Health Wesley Chapel Medical Center

Approved or fundedState approved, completion expected 2030

A 32-bed hospital with an emergency department, imaging, labor and delivery and surgical care on Weddington Road between Monroe and Wesley Chapel in Union County.

New acute-care hospitals require medical-grade HVAC, emergency power and full sprinkler and alarm systems, with design and bidding ahead of a 2030 completion. Once open, the campus needs ongoing healthcare cleaning and grounds maintenance.

HVACelectricalfire protectioncleaning

WBTV, 2026-04-16 (opens in a new tab)

FIT Precast headquarters and production facility

$102 million

Announced or plannedAnnounced

A 154,000 sq ft headquarters and concrete pipe production plant for FIT Precast in Gastonia, Gaston County, expected to create 125 jobs.

A heavy manufacturing plant needs industrial power, process ventilation and large roof and paved yard areas for truck and product staging. Office space in the headquarters adds interior finish work.

electricalHVACroofingpaving

Office of Governor Josh Stein, 2025-11-18 (opens in a new tab)
Market view

What we see in Charlotte

Charlotte's buyers are multiplying faster than its roofers and mechanical contractors. Establishments across the metro rose 18.0% from 2021 to 2025, and in the latest year alone medical, dental and outpatient offices added 507 locations, wholesale distributors 439 and trucking companies 194. Between 2021 and 2025, commercial roofing establishments fell 8.8% and HVAC and mechanical fell 6.7%. More buildings and fewer firms servicing them is the kind of gap a steady calling program is built for.

Other trades crowded in. Commercial construction firms grew 30.4% and managed IT providers 32.7%, which leaves electrical at #76 and MSPs at #80 of 100 markets for room. Painting is the open lane: 45 commercial painting contractors for 3,820 larger sites ranks #14 of 86, with retail stores as the top buyer.

Mecklenburg holds 51% of the larger sites, yet three of the four projects we track sit outside it, one across the South Carolina line. Costco's distribution center in Rock Hill, York County, opens in 2027 with an expansion phase planned after it, which means two rounds of roof, paving and sprinkler work. Novant Health's Wesley Chapel hospital in Union County is due in 2030. FIT Precast announced a headquarters and concrete pipe plant in Gastonia. Inside Mecklenburg, PowerHouse Charlotte is putting up five data center buildings in University City, the first targeted for April 2027.

Hosting and data processing companies added 87 establishments in the latest year alone, a big step for a small category, and they now run 1.20x the U.S. mix. Flooring is crowded where painting is open: contractors climbed from 33 to 47 between 2021 and 2025, leaving the trade at #62 of 68 markets for room. Charlotte Douglas is building its Fourth Parallel Runway, yet paving ranks only #64 of 94 for room.

Abstrakt's reading of the sourced figures and projects above, written .

Decision-makers

Who signs, and how many of them work in Charlotte

18,380 general and operations managers, 8,120 computer and information systems managers and 5,450 construction managers work in the Charlotte-Concord-Gastonia, NC-SC metro. Jobs across every industry, not a contact list.

Jobs and median annual pay by title, Charlotte-Concord-Gastonia, NC-SC
TitleJobsMedian payTrades that call this title first
General and operations managers
SOC 11-1021
18,380$112,730MSP
Computer and information systems managers
SOC 11-3021
8,120$176,840
Construction managers
SOC 11-9021
5,450$107,200
Buyers and purchasing agents
SOC 13-1020
4,250$77,890
Medical and health services managers
SOC 11-9111
3,630$111,080
Property, real estate, and community association managers
SOC 11-9141
2,820$72,900landscaping, painting, paving
Facilities managers
SOC 11-3013
1,280$111,030cleaning, construction, electrical, flooring, roofing, fire protection, HVAC
Education administrators, postsecondary
SOC 11-9033
990$93,720
Purchasing managers
SOC 11-3061
870$144,270

Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics (OEWS) (opens in a new tab), May 2025, Charlotte-Concord-Gastonia, NC-SC, all industries. Each title is the closest BLS occupation to a role in the trade's playbook; titles BLS does not publish for this metro are left out. Each trade link opens the Charlotte guide's decision-maker questions.

Opportunity estimator

What Could Your Next 12 Months in Charlotte Look Like?

A planning model, not a forecast: put in your own numbers and it applies Abstrakt's national sales center rates for your trade.

Default 16.1%: Abstrakt national rate for this trade. Use your own if you know it.

Baseline, 12 months

12,000prospecting dials
86meetings set
22proposals
3.6customers won
$89,355first-year value of those customers
Scenarios
ScenarioDials per meetingMeetingsCustomers wonFirst-year value
Conservative190632.6$65,841
Baseline140863.6$89,355
Optimistic1081114.6$115,831
Get My Charlotte Opportunity Assessment

How it works. Meetings are dials divided by dials per appointment; proposals, customers won and value follow from the proposal rate, the win rate and your customer value. The rates are Abstrakt sales center, Performance Intelligence, national, October 2026, across all programs, not Charlotte results; the scenarios use the slower and faster quarter of buyer industries. Outbound results typically build over 6 to 12 months, so a first year rarely runs at a full year's pace. Benchmarks by trade and method.

Hiring locally

What an in-house SDR costs in Charlotte

  • 13,980people in the role locally, all competing for the same hires

Source: U.S. Bureau of Labor Statistics, Occupational Employment and Wage Statistics (OEWS), May 2025. Sales representatives of services, except advertising, insurance, financial services and travel (SOC 41-3091).

In-house SDR, first year (illustrative)$124,700

An illustrative model, not a quote: in-house adds $15,000 commission, 25% payroll taxes and benefits, $550/month tools, $7,000 recruiting and training, 35% yearly turnover, and manager, QA and admin time, before ramp time. Abstrakt includes the SDR, management, tools and data.

Get a Charlotte program quoteRun the full numbers
Local sales intelligence

See how a Charlotte program is built in Abstrakt Intelligence

Ava walks through the platform our strategists use, set to Charlotte.

Abstrakt Intelligence

This demonstration showcases real Abstrakt Intelligence capabilities using fictional companies and contacts to protect client and prospect privacy. Ava is Abstrakt's AI guide. The screens are the demo set to the Charlotte territory; its territory counts come from the demo data, not the Census figures above.

Read the transcript of Ava's Charlotte walkthrough

Hi, I'm Ava.

Here's what an Abstrakt program looks like in Charlotte.

First, we size your territory.

The Charlotte area has about 59 thousand companies and 271 thousand business contacts.

Next, we pick the playbook for your industry.

Each playbook starts with criteria that have already booked meetings.

For roofing, that's roof size, roof age and who owns the building.

Then we build the list.

Anyone who isn't a fit comes off before a rep ever sees the name.

Every prospect gets a full profile.

The decision-maker, the building, and every touch so far.

Before the first dial, each rep practices in an AI role play and gets certified.

Now the calls start.

The dialer, the talk track and the follow-up all live in one place.

Every meeting is reviewed for quality before it reaches you.

And we track each one all the way to closed.

We take one client per trade per territory.

Once a spot is taken, it's gone.

Check if your trade is still open in Charlotte.

Client results

Results from programs like this one

Each story is labeled with where the program ran. Abstrakt runs every program from its St. Louis sales floor.

  • Commercial cleaningLocal program, Tulsa

    How Century Facility Services broke its referral ceiling: $415K closed in year one

    Century Facility Services

    After losing a sales rep, Century Facility Services outsourced outbound and booked 58 appointments and closed $415K in year one.

    • 58 appointments booked
    • 7 deals closed
    • $415K closed business

    First year of the program (case published April 2026)

  • Commercial roofingRegional

    How Schena Roofing booked 475 appointments and kept a seasonal calendar full

    Schena Roofing & Sheet Metal

    Schena Roofing booked 475 appointments and closed $1.69M from 2018 to 2024, with another $1.39M in proposals delivered.

    • 475 appointments
    • $1.69M closed business
    • $1.39M in proposals delivered

    2018 to 2024, from Abstrakt program records. Closed business and proposals delivered are separate figures.

  • Fire protectionLocal program, Philadelphia

    How Harring Fire Protection turned outbound and inbound into $200K in new business

    Harring Fire Protection

    Outbound appointment setting plus an inbound website produced 195 appointments and 16 closed deals worth $200K in 28 months.

    • 195 appointments booked
    • 16 deals closed
    • $200K closed business

    28-month partnership (case published April 2026); search figures within 12 months of the February 2025 site launch

See all client stories

Outsourced sales development

How Abstrakt runs a Charlotte program

Reps on Abstrakt's St. Louis sales floor work your Charlotte-Concord list by phone, email, LinkedIn and direct mail after two weeks of training and certification on your account.

Contractor licensing in North Carolina

North Carolina requires a general contractor license for any building or improvement project costing $40,000 or more. Electrical, plumbing, heating, and fire sprinkler contracting require licenses from separate trade boards regardless of project size.

Confirm with North Carolina Licensing Board for General Contractors; State Board of Examiners of Electrical Contractors; State Board of Examiners of Plumbing, Heating and Fire Sprinkler Contractors (opens in a new tab). Checked 2026-09-30.

Free market report

The State of Outbound Sales in Charlotte, 2026

This page's Charlotte data in one report for your team, with the North Carolina calling rules. No form to fill in.

Download the PDF (1.1 MB) Read it online
Free trade territory report · PDF

Get the territory report for your trade in Charlotte

One trade, one city, every page about your market: the account types that buy your work here and how many of each, Tier 1 sites, the counties to start in, who signs and what to ask them, the months that matter, federal contracts and permits, the North Carolina calling rules, and whether the territory is still open. One client per trade per territory.

  • Account tiers and a worked first-list example
  • Decision-maker roles, questions and objections
  • A 90-day calling plan sized to the Charlotte counts

Send me the report

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Territory assessment

See Your Charlotte Sales Opportunity

A Partner Sales Manager sizes your Charlotte territory for your trade, checks whether it is open (one client per trade per territory) and shows what a program would look like.

Program commitments, including activity and meeting expectations, are defined in your agreement before launch.

Talk With a Sales Development Expert: (314) 338-8865 Check my market Explore Enterprise Sales Development

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Outsourced sales development in Charlotte, answered

Does Abstrakt provide B2B lead generation and appointment setting in Charlotte?

Yes. Abstrakt runs outsourced lead generation and B2B appointment setting across the Charlotte-Concord-Gastonia, NC-SC metro from its St. Louis sales floor: U.S.-based reps prospect the buildings, qualify the opportunity and book meetings with the person who signs. We take one client per trade per territory.

How does B2B appointment setting work for a Charlotte program?

It starts with the list. Of the 7,188 sites in Charlotte-Concord with 20 or more people on site, we keep the ones that buy your trade inside your service area, then a certified rep works them by phone, email, LinkedIn and direct mail. Meetings are booked with the decision-maker, reviewed before they reach you and tracked to a proposal and a close.

Which commercial trades have the most room to grow in Charlotte?

Measured by larger buyer sites per contractor across the markets we track (a market is ranked for a trade only where it has at least 10 local contractors), commercial painting & coatings (#14 of 86), fire protection (#35 of 96) and commercial roofing (#41 of 89) rank best in Charlotte.

What kinds of businesses are concentrated in Charlotte?

Compared with the national mix, Charlotte-Concord has more trucking companies (1.35x), wholesale distributors (1.24x) and hosting and data processing companies (1.20x). Those industries are the best-represented buyers for trades that serve them.

Is the Charlotte business market growing?

Yes, on both counts below. Private business establishments across Charlotte-Concord's counties went from 80,136 in 2021 to 94,544 in 2025 (+18.0%), and private employment +10.1% (U.S. Bureau of Labor Statistics, Quarterly Census of Employment and Wages, annual averages). In the latest Census count, 7,325 establishments opened and 6,216 closed in the metro (U.S. Census Bureau, Business Dynamics Statistics, 2023, March to March), so openings ran ahead of closings by 1,109.

How much federal construction money is spent in Charlotte?

Federal contract obligations with a place of performance in Charlotte-Concord's counties came to $475.2 million in federal fiscal year 2026 (October 2025 to September 2026), $58.8 million of it in construction (NAICS 23) (USAspending.gov (U.S. Department of the Treasury), retrieved 2026-10-15). Fiscal 2026 will still rise as delayed defense contract actions post.

Is federal work a big lead source for Charlotte contractors?

Not on its own. Federal construction obligations in the metro came to $58.8 million in fiscal 2026, and 41% of that was a single Department of Veterans Affairs award in Rowan County, a campus generator at the Salisbury VA medical center that reads as electrical work more than building work. Total federal obligations also fell 28.6% from fiscal 2025, so owners such as Atrium Health, UNC Charlotte and Charlotte-Mecklenburg Schools are where the steadier facility work sits.

Do Charlotte roofers have a storm season?

Yes, early summer. 60% of the 926 hail and wind reports from 2015 to 2024 came in July, June and May, the same stretch when cooling demand peaks in July. With roofing establishments down 8.8% since 2021, fewer firms are around to take those calls.

Which Charlotte counties outside Mecklenburg are worth a separate call list?

York, Cabarrus, Gaston and Iredell. York holds 8% of the metro's larger sites, Cabarrus 8%, Gaston 8% and Iredell 7%. Each has its own anchor: the Costco distribution center in Rock Hill, Concord Mills in Concord, the FIT Precast plant in Gastonia and Lowe's Store Support Center in Mooresville. Iredell also drew $110.7 million in federal obligations in fiscal 2026, second only to Mecklenburg.

Which counties make up the Charlotte market?

The metro covers 11 counties. Mecklenburg County, York County and Cabarrus County hold 67% of the larger business sites, so most programs start there.

What does outsourced sales development cost in Charlotte?

Starting at $5,000 per month for an Outbound BDR program, as a flat monthly program. The price depends on how many reps work your program, the channels, and how large a territory and how many trades it covers. For comparison, one in-house SDR costs about $124,700 in year one at a $55,000 base salary on our illustrative model, before ramp time.

Sources and method

Updated . Approved the local markets plan: the data sources, the method and the in-house SDR cost model shown on market pages: Scott Scully, Executive Chairman, October 15, 2026. Every figure is regenerated from its source by a script in the site's code, never typed by hand.

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