May 2003
Master builder
In just three years, Galen Poss has grown Hanley-Wood Exhibitions from a start-up venture into a $42 million business
By Dawn J. Grubb
 Galen Poss’ blueprint for success is simple: Work harder and smarter than those around you. As President of Hanley-Wood Exhibitions, Poss knows a thing or two about hard work. In just three years, he’s built Hanley-Wood from a start-up venture into a $42 million enterprise. Poss’ sharp leadership skills and business savvy are crafts he’s honed during 26 years in the industry.
“I like to build both my personal and professional lives — I seek opportunities where I can learn every day,” says Poss. “I don’t like redundancy.” Poss’ life has been anything but redundant. At age 6, working on his grandfather’s chicken farm, Poss learned his first business lesson: Hard work pays off. He earned a whopping dime an hour for counting and grading eggs collected from 50,000 hens. By the time he turned 10, Poss was up to 70 cents an hour at his parents’ nine-hole golf course, where he cut the greens and fairways. He credits the hard labor early on for shaping the disciplined work ethic that’s led him down a successful career path.
“I’ve always tried to do what’s right, even when it’s harder and not as popular as other options,” says Poss. “The secret to success in this industry is to be willing to work harder and smarter and never compromise your integrity. It’s a small industry, and you’re sure to meet someone again down the line.”
Poss entered the exposition business “by accident, not by design.” A chance meeting with Ed McNeill, now retired, and Bill Peeper, now President of the Orlando CVB, at a cocktail party led him to the Greater New Orleans Tourist and Convention Commission in 1977. Poss, then a Sales Rep for Borden Foods, had enjoyed two successful years and wasn’t looking to leave. “But I really liked Bill and Ed, and it sounded fun and exciting,” recalls Poss. “I knew selling cheese wasn’t what I wanted to do all my life, and I’d always had a knack for selling.”
The job served as the launching pad that would eventually land him in the driver’s seat of Precision Planning Sales, a company he launched with partner Michael Green in 1983. Poss credits two important people for his successes: Linda, his wife of 31 years, and Green, whom he met during a stint at the Independent Automotive Services Association.
Call it a business marriage made in heaven. The duo quickly hit it off, learning they shared the same business drive and goals. They built Precision Planning Sales into a solid, attractive asset that caught the attention of Miller Freeman leaders, who bought the company in 1993 and also “acquired” Poss and Green in the buy. They’ve stuck together since, combining their expertise to tackle every challenge thrown their way, including launching Hanley-Wood. It started as an idea with a handful of staffers and is now a thriving 60-person enterprise. But Poss isn’t content quite yet.
“The company will probably be sold within five years, so we’re continuing to grow the core business and acquire new ones to strengthen our portfolio,” he says. “Our goal is to become one of the most respected companies in the industry and grow our revenue to more than $50 million. Flexibility is important. We don’t cookie cut what we do.”
As with meeting Green, meeting Linda was another pivotal point for Poss. After dropping out of the University of Florida, Poss worked abroad in Europe. Fate landed him a job at a German golf course, which bordered a military base. There he met Linda, the daughter of a U.S. serviceman. They would become the second American couple married at Ludwigsburg Castle in Stuttgart, Germany.
Today they share their Irving, TX, home with daughters Keegan, 18, and Taylor, 16. “Teen daughters are such an unbridled joy, but it’s like watching a roller coaster every day,” says Poss. “They can go from having the greatest day of their life to the worst in minutes. I need a green and red light so I’ll know when to tread carefully.”
When not working or spending time with family, Poss sneaks in a few rounds of golf, plays basketball or rides his Harley. The physical activity fuels the stamina needed to keep pace with his hectic life. But as he nears the next phase — retirement — don’t expect Poss to slow down too much. There’s work to do: “I promised myself that I’d go back and finish my college degree,” he says. “I’m ready for the next challenge.”
Despite the weak economy, Hanley-Wood Exhibitions has grown steadily. Here are President Galen Poss’ six keys for success:
Follow a plan. “I’m a firm believer in keeping the vision simple and making sure everyone from the front desk to senior executive staff knows what direction the company is headed,” says Poss. Hanley-Wood staffers look to its four core values to guide their daily actions. Hanley-Wood’s core values:
• As a team, as individuals and as a company, we are committed to excellence.
• To deliver unparalleled and distinctive customer service.
• Grow the division’s profits. We have a responsibility to our investors, our employees and Hanley-Wood LLC.
• Respect each other as individuals at all times.
Be flexible. Meet customers’ needs and you’ll thrive, advises Poss. When Dodge sought additional branding opportunities, Hanley-Wood created a marquee sponsorship program that leveraged the company’s Publishing and Integrated Marketing groups. Dodge now sponsors all Hanley-Wood shows, receiving exhibit space and multiple advertising opportunities with Hanley-Wood publications, and gains recognition through a multi-city “Special Work Truck” tour. Says Poss: “It’s a win-win for everyone.”
Trust others. When he took over Miller Freeman’s operations in Dallas, Poss admits he stepped outside his comfort zone in learning how to manage the 140-person team. “Through the process, I gained an appreciation for the fact that to get things done you have to trust others,” he says. “During my three and half years there, I learned how to delegate and manage efficiently.”
Embrace change. As the industry faces consolidation, Poss advises shows and exhibitors to work together to benefit. “We’ve seen a number of major manufacturers and suppliers looking at doing their own events for key customers. So we decided to embrace change rather than fight it,” he says.
A recent example: Hanley-Wood teamed with Mannington for a special corporate event the day before Surfaces 2003. Mannington invited 2,500 key customers who participated in integrated educational offerings created by Mannington and Hanley-Wood.
Participate often. Giving back to the industry is important to Poss. That’s why he volunteers for various professional groups, including IAEM, Society of Independent Show Organizers and the Center for Exhibition Industry Research. His efforts earned him IAEM’s Pinnacle Award in 1999.
Be responsive. Hanley-Wood prides itself on responding to customers’ needs. This fall, Big Builder 03 debuts in Las Vegas, bringing together some of the largest builders and suppliers of the residential construction industry. Customers wanted to meet face-to-face on a level playing field, while reducing their costs.
“They’ll have a full marketing opportunity (advertising, sponsorship opportunities and booth space), but displays are prohibited. Exhibitors can only bring products and literature, and we’re providing all displays and services as part of the overall package. We sold out within four weeks” says Poss. “This would have been off the table three years ago because it doesn’t fit the traditional trade show model. However, today customers want new alternatives that meet their goals but control their costs. We can’t all fit in the same box.”
Dawn J. Grubb is owner and president of 24/7 Communications in Westwood, KS. She can be reached at dawn@24-7comms.com
Copyright 2004 by EXPO Magazine. All rights reserved. |
