Two years ago, a trio of men with a combination of backgrounds ranging from General Contracting, Concrete Contracting, Manufacturing, and Distribution came together with an idea – build a network of best in class contractors in the concrete space.
Curt Thompson, Mike Price, and Jonathan Vasquez, Co-Founders of Decorative Surface Solutions Group (DSSG), have successfully put together a group of over 60 contractors and suppliers to form DSSG, a buying/marketing group serving the concrete space. DSSG members and suppliers operate in four distinct markets—interior/exterior architectural concrete, site and structural concrete, large commercial flooring contractors (in the space), and polished concrete contractors.
In July, the DSSG held their first Summer Summit in Del Mar, Calif. at the world class L’Auberge Del Mar Resort. This was an opportunity to bring together the membership to discuss the latest trends and best in class products in the industry. Members and suppliers came from across the country to enjoy some unbelievable networking opportunities and forge strategic relationships to move the industry forward. The four day summit featured nightly receptions, Contractor/Supplier one-on-one meetings, and an opportunity to R & R together in a world class environment.
Also featured was David Gheesling, CEO of FEI Group, the largest network of flooring, cabinetry and countertop contractors. Gheesling was the featured keynote speaker who implored the group of contractors and suppliers to change their perspective. The key message delivered by Gheesling and the Co-Founders was about building a group focused on the pillars of persistence, respect, loyalty and industry innovation. “Our goal is simple,” according to Price, “we pair the best contractors and best suppliers together in an environment that positively impacts their businesses and their bottom lines.”
In addition to the networking and bench marking that occurs throughout these events, members are constantly exposed to new business opportunities to help them grow. Additionally, the group has started to bring in less traditional suppliers (think insurance, etc.) that help members with their day-to-day businesses. “Our goal is to continue to add service providers and suppliers that can help our members work ON their businesses instead of IN them,” says Vasquez.
Contractor members
Thompson says the group’s target members are not identified by size but rather their position in the markets they serve. “A mid-size contractor in a small to mid-size market has as much to offer and benefit from the group as a large scale operator in a large market. Obviously, the smaller contractors can see the benefits of the collective group’s buying power, which can have a substantial impact on their bottom line.” For larger contractors, these benefits are scaled up based on their volume.
“This organization has opened doors for us,” says Alan Hill, Vice President Maintenance Services at Business Flooring Specialists. “It has given us the opportunity to be introduced to many top players in the marketplace and we’ve increased profitability because of it. As a contractor, it’s a good feeling to be around the best and be considered one of the best.”
Tom Ralston of Tom Ralston Concrete agrees. “This event is great. Great people. Good vibes. Outstanding positive conversation. Once this is over, it’s going to elevate to a different level where we all will benefit.”
Supplier members
The DSSG looks for suppliers that are best-in-class. In fact, much of the feedback received from the group’s charter members helps drive the conversation with prospective suppliers. In each product space, the group selects a couple of options and pursues these suppliers. Given the group’s success in such a short term, many suppliers now see this as a natural extension of their marketing approach going forward. “Contractors like some level of choice so we help narrow this down for them by identifying which suppliers we think can support them the best,” Mike Price explains. “Some of our suppliers are regional in nature but the majority of them serve North America. Suppliers can participate at different levels financially but it’s ultimately up to them to provide a compelling sales story to our members. Naturally the up-front sales process of getting in the door is greatly reduced by their participation in DSSG.”
“The Summer Summit is about building relationships between the supplier and the contractor in an environment to enable more involved discussions and make our business more profitable,” describes Eric Wickberg, Vice President of Sales, HTC Professional Floor Systems.
Ed. Note: Contractors and suppliers interested in learning more about the DSSG may contact Curt Thompson at [email protected] or Mike Price at [email protected] or Jonathan Vasquez at [email protected]
