The Hanley Wood Bench
The Hanley Wood Bench
Four division leaders tie personal and group goals together to keep the company growing.
Hanley Wood is a familiar name on these pages but there’s a reason for that. The company is consistently one of the best-run b-to-b publishers, and one that hasn’t missed a step as it expands to new categories as one of its core markets, residential real estate, cools.
Hanley Wood’s executive team, which leads the publisher’s four core divisions, has the most day-to-day impact on HWX, Hanley Wood’s five-year plan to boost revenue from $200 million and double earnings. The four divisions include Washington, D.C.-based Hanley Wood Business Media, a newly combined print and online unit, run by president Peter Goldstone; Irving, Texas-based Hanley Wood Exhibitions, run by president Galen Poss; Costa Mesa, California-based Hanley Wood Market Intelligence, run by president Tom Flynn, and Minneapolis-based Hanley Wood Marketing, run by president Jeanne Milbrath.
The newly combined Hanley Wood Business Media sees about $110 million from print and $26 million in e-media, with 30 magazines and nearly 40 events of its own, while also working closely with Hanley Wood Exhibitions, which should generate about $65 million this year. Hanley Wood Marketing conducts promotion for Hanley Wood products and also handles projects from custom publishing to search-engine marketing for HW clients. The group generates about $25 million in revenue.
Hanley Wood Market Intelligence is Hanley Wood’s first foray into a data business. Today the unit, which generates about $25 million in revenue, handles custom research and builds a suite of products from 14 regional offices, culling data in 36 top building markets around the country.
Hanley Wood continues to thrive, thanks to a push into the commercial-construction sector and continued niche-ification of its market. “Some companies can acquire very successfully, others can launch successfully. We do both,” says Goldstone. “Our growth plan calls for 50 percent from organic growth and 50 percent from acquisitions. Other companies are reluctant to niche but we knew construction comprises lots of different types of niches within residential and commercial construction.”
Hanley Wood generates about $250 million in annual combined revenue from its four divisions.