Case Study: Southern Marketing Affiliates achieves improved sales effectiveness with White Cup BI

Southern Marketing Affiliates Boosts Sales Effectiveness With White Cup BI

Southern Marketing Affiliates (SMA), a family-owned agricultural parts distributor serving customers from four U.S. locations, struggled with limited ship-to level visibility and a clunky reporting tool that left territory managers without the data they needed. To scale reporting and give its 32 outside sales managers actionable insights, SMA moved from Epicor Business Analyzer to cloud-based BI—initially MITS BI and ultimately White Cup’s solution, White Cup BI.

White Cup implemented White Cup BI to turn SMA’s ERP data into drillable, role-specific reports (daily trend reports and booking/order history) so territory managers could prioritize calls and make proactive, data-driven decisions. The result: immediate time savings, improved reporting flexibility, enhanced decision-making across sales, purchasing and accounting, and over 10 years of measurable business growth and stronger customer relationships—demonstrating a clear link between White Cup BI adoption and SMA’s increased sales effectiveness.

Southern Marketing Affiliates

Luke Gazaway

National Sales Director