Since launching Mid-West Electrical Supply’s Wichita, Kansas branch in 2002, Randy Cubbage has hardly been resting on his laurels.
With more than three decades of industry experience, Cubbage doubled the branch’s inventory, moved to a larger location and expanded to a total of 10 employees. He hired a consultant, implemented a business plan and transitioned the company from a mom-and-pop shop to a professional organization. When a competitor hired away four of his experienced employees, Cubbage didn’t let that slow down his plans.
“We lost knowledge and experience, but what we gained back is a different mentality,” he said. “When the younger employees come to me with a question, I go to grab a catalog, whereas they grab their cell phone or a computer. What they lack in knowledge, they’re able to find in technology.”
Mid-West takes advantage of multiple training opportunities, including product training through IMARK University.
“The biggest challenge with this young generation is getting them to buy in and get engaged at a higher level of expertise and commitment,” Cubbage said. “If they’re committed, they’re awesome. As an owner or salesperson, we want to hold on to everything. The more we give over to them, the more engaged they are.”
Cubbage and his wife, Jo, run the Wichita branch. He is president, general manager and head of purchasing and sales. She is the company’s chief financial officer. The company’s founder, Lyle Eaton, is deceased but his son, Curtis Eaton, runs the company’s other location in Arkansas City. The branches operate independently. Wichita’s customer base is 70 percent commercial, 20 percent residential and 10 percent industrial.
Cubbage is proud to carry on the traditions that Lyle Eaton started. However, if it makes sense to implement a new process, the company does it. Mid-West prides itself on meeting customers’ needs. And although the company has credit applications, business is still conducted with a handshake.
Cubbage attributes the company’s success to being FNQ— fast, nimble and quick.
“There are many times when we can make a decision before the competition can even ask a question,” he said, adding that many of his customers choose Mid-West because they prefer doing business with a local company versus a large chain.
Cubbage has big plans for the future of Mid-West. The company is adding barcoding capability to its inventory and counter. It continues to expand vendor relationships and has increased inventory by about 20 percent over the past year in response to customer demand. Cubbage hopes to have the company’s online store launched by the end of the year.
He wants to see industry changes as well. He remembers a female speaker at IMARK Showcase several years ago who referred to the industry as “male, pale and stale.”
“It’s so true,” Cubbage said. “When I went to IMARK Showcase this year, I was encouraged to see more women and younger people. We need more youth, women and minorities in this business.”
Cubbage said IMARK membership has been beneficial for Mid-West. “We don’t have buying power as a small independent, but IMARK offers a platform to meet with vendors and make alliances we might not otherwise have,” Cubbage said.
For more information, visit midwestelectricalsupply.com.