With more than 30 years in electrical distribution, Mirbaha shares why strong vendor partnerships depend on trust, personal connections and looking beyond price.
After more than 30 years in electrical distribution, Bob Mirbaha has seen plenty of changes. But one thing remains constant: People buy from people they like.
Mirbaha, who handles vendor relations at Metro Electric Supply and chairs the Electrical Board of Missouri and Illinois (EBMI), joined DCKAP CEO Karthik Chidambaram on the Driven by DCKAP Podcast to discuss how relationships are built over time, why trust can matter more than price, and the importance of helping others without expecting anything in return.
Key Highlights
- Built in layers: Lasting business relationships develop through small, ongoing interactions and genuine interest in other people.
- Value beyond price: Established vendor partnerships provide service, reliability and support that can outweigh a lower price.
- Keeping doors open: Making time for people and finding ways to help, even when there’s no immediate business opportunity, creates opportunities for lasting connections.
Built in Layers
For Mirbaha, relationships are an ongoing process. Each conversation offers an opportunity to learn more about someone, find common ground, and build on an existing connection.
“You’re not going create a 50-year relationship with one meeting,” Mirbaha said. “You build the foundation of a relationship.”
He explained that remembering someone’s family, interests or background gives you a starting point for the next conversation. Over time, those small interactions create relationships that can last throughout a career, even as people move between companies.
During the supply chain disruptions following COVID, a warehouse employee named Carl at one of Metro’s manufacturing vendors called Mirbaha personally to let him know a long-delayed order was ready. Mirbaha appreciated the effort and sent Carl a Metro Electric shirt as a thank-you.
Carl began wearing the shirt to work, and Mirbaha says Carl often prioritizes Metro’s orders when he has discretion over which to fill first.
The gesture illustrates how Mirbaha builds relationships with people throughout a vendor’s organization, recognizing their efforts regardless of their role.
Value Beyond Price
Those long-standing relationships also influence how Metro evaluates its vendors. A lower price isn’t necessarily a better deal when service, reliability, and support are part of the equation.
“I’ve had vendors come in and say, that I have no relationship with, unsolicited, and say, ‘I’ll sell you this widget for $25, and I know you’re paying $33,'” Mirbaha said.
But he considers other factors, too, including warranties, stock rotation, defective products and vendor support. An established partnership can provide value that doesn’t appear on a price sheet.
When competing bids come from two established vendors, Mirbaha said, there’s often room to negotiate a satisfactory price without sacrificing those relationships.
Keeping Doors Open
Perhaps Mirbaha’s most valuable advice is to make time for people, even when there’s no immediate business opportunity.
He encourages distributors to accept the lunch invitation, get to know someone and look for ways to help. Sometimes that means directing a prospective vendor to another company that might be a better fit.
“Sometimes I won’t be able to do business with them. I’ll point them in a direction where they can do business, and I just think that not shutting doors is probably the best advice I can give,” Mirbaha said.
More Information
For more details, visit the Driven by DCKAP Podcast or tune in on YouTube.
For information about ERP integration, check out the DCKAP Distributor Blog.
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About the Driven by DCKAP Podcast
The Driven by DCKAP Podcast is an audio and video show that explores B2B leaders’ stories, digital journeys, and insights on trends in distribution and manufacturing. The podcast is hosted by Karthik Chidambaram, Founder and CEO of DCKAP, who grew the company from a startup to a global team of more than 200 employees. Follow on YouTube or LinkedIn.
About DCKAP
DCKAP is a leader in digital solutions that help distributors’ systems talk to each other. Its technology simplifies software integrations, e-commerce, and product information management for B2B companies. DCKAP’s flagship product, DCKAP Integrator, helps distributors and manufacturers automate data between ERP, e-commerce, and CRM systems. Founded in 2005, DCKAP is a global and distributed team headquartered in Austin, TX. Visit dckap.com or follow on LinkedIn.
About Metro Electric Supply and Metro Lighting
Metro Electric Supply and Metro Lighting is a St. Louis-based regional electrical distributor and lighting retailer founded in 1967. The company serves homebuilders and contractors working on residential, commercial and industrial projects from 14 locations across the St. Louis region, including eight electrical supply locations and six lighting showrooms. Metro became a subsidiary of Graybar in 2021 and continues to operate under the Metro Electric Supply and Metro Lighting brands. Visit metroelectricsupply.com.
