Today we’d like to introduce you to Steve Gibbs.
Hi Steve, can you start by introducing yourself? We’d love to learn more about how you got to where you are today?
When I was in my mid-twenties and trying to find my way, I was describing to an acquaintance the type of job I thought would be interesting. At the time, I didn’t even know what a manufacturer’s representative was but, that is what I was describing. My acquaintance told me he knew somebody that was a manufacturer’s rep and he would connect me. So, we had lunch, then he offered me an opportunity to work with him and to learn the business. He didn’t promise me much money, but he promised me an opportunity. So, I took it and learned a lot from him. Fortunately, it was in an industry I was interested in. A couple years later, he decided to move out of state. So, I merged with a man that had previously worked with the rep agency I was with. We incorporated in 1991 and began building a reputation as specialty representatives that promote new and interesting products to the architectural and design industry. I always loved architectural design but, I couldn’t draw. So, being able to work in the industry was fun for me. Over the years, we grew the business and continued to search for new and exciting products that would help us keep building the reputation as “The specialty reps”. We have always tried to function as a resource or consultant to the design professionals, not act like sales reps. We wanted long standing relationships that we could grow and develop over time. Jumping forward, my partner retired in 2015 and I started making a few adjustments to our product lines to incorporate many more custom capabilities. Over the years, I had the opportunity to meet some very creative people which led me to where we are now. I am fortunate enough to have had my son, Grant, join the business in 2018. He brings lots of energy to the company and has done a great job building relationships and growing the business. So, that brings us to where we are today. A small independent manufacturer’s rep agency that works closely with the commercial design community where we continue to find exciting products and capabilities to bring to the architectural design industry. It has been a fun career so far!
We all face challenges, but looking back would you describe it as a relatively smooth road?
It hasn’t always been a smooth road. When you are an independent representative, you are not guaranteed an income. There are many factors that can create hurdles that we needed to get over – most of which, we can’t control. Two of the biggest struggles were 9/11 and 2008 financial debacle. 9/11 created a big slowdown for us because there was a pause in commercial construction after that. Fortunately, we were doing well before that happened so, it was easier to get through it. 2008 and 2009 were rough for our entire industry. Construction stopped, design firms were laying people off by the dozens, if not more, and nobody knew how long it would take recover. We had a few lean years but, slowly things started to come back. There are other factors, but those two events were major for us (And all American’s). More minor struggles are finding and keeping good innovative companies. Most of the businesses we represent are small so, they don’t have the resources that the big building product companies have. That, occasionally, leads to a company needing to close or not have the resources for new product development. It is also a challenge to try and stay in front of design trends. Trends change over the years, and we need to continue to be relevant by offering products, solutions and ideas to the community. But, again, these are minor compared to the first two items I mentioned.
Thanks – so what else should our readers know about DSA, Inc.?
We are an independent manufacturer’s rep agency that promotes architectural design products. DSA, has always been the initials of the business which have stood for different things over the years. But, we go by DSA because that tends to be what most people know. We specialize in high end decorative products that have been used in all types of projects over the 40 years I have been doing this. When I tell people what I do they have a hard time understanding it because it is such a niche business. We represent/promote approximately 15 different companies that all produce decorative building materials and custom capabilities. We have been involved with metals, glass, resins, specialty woods and a lot of other things, including custom fabrication. Our niche is that ever since the beginning, we have promoted the specialty items that most people don’t. We try and find unique products and services and have built reputation where designers and architects call us when they need something unique. Most people don’t know we exist but, over the years, we have supplied materials to almost every signature building in Atlanta: The Georgia Aquarium, Mercedes Benz stadium and office building, CDC, the Battery, the World of Coke, World Congress Center, UGA, Georgia Tech, CNN, Underground, Children’s Healthcare and many more. Plus, we have been included in many restaurants, hospitals and hotels throughout Georgia. So, if you are in a restaurant and see some interesting finishes and materials – those are what we bring to the market. Again, it is a niche that we fill and are grateful to the architects and designers that continue to bring us into their projects. Architects and designers are some of the most creative people on earth – it is fun to collaborate with them.
How do you define success?
Over time, my definition has probably changed. But, at my stage of life I think success is measured by the reputation you develop. When my kids were growing up, I always told them that they have one reputation, and you need to protect it. So, success for me is for a person to get through life maintaining a strong reputation where they are respected, trusted and looked upon as a value to others.
Contact Info:
- Website: https://www.dsa-atl.com
- Instagram: Steve Gibbs – DSA, Inc
- LinkedIn: https://www.linkedin.com/in/steve-gibbs-b3bb12a/
