Case Study: J.H. Larson Company achieves unified CRM adoption and better customer intelligence with White Cup CRM

How J.H. Larson Rebooted CRM Strategy with White Cup

J.H. Larson Company, a 100+ year-old electrical, plumbing, and HVAC distributor, was struggling with a legacy CRM that had poor adoption and fragmented visibility across its outside sales team and branches. With most customer information trapped in reps’ heads or on paper, the company needed a more modern, connected approach to support growth. White Cup’s CRM was selected as the replacement for its TDF legacy system, with Epicor Eclipse integration as a key fit.

White Cup helped J.H. Larson Company roll out a unified CRM strategy across sales, marketing, inside teams, and branch leadership, supported by super users and territory sales managers. The company also launched campaigns, improved lead generation, uncovered account gaps, and increased field activity tracking through a mobile-first experience. As a result, White Cup enabled broader CRM adoption, cross-functional visibility, and a stronger foundation for customer intelligence and AI-supported sales planning.

J.H. Larson Company

Curtis Wickersham

Sales & Pricing Manager