The Customer Has Always Been King To Dick Hannan

In the natural gas industry, it is not always easy to win the respect of your peers. It requires a lifetime of hard work, integrity, curiosity, intelligence, and the willingness to stare right at a challenge and conquer it.

When they talk about longtime energy executive Richard “Dick” Hannan, those who know him best say he embraces these traits and more. He has always placed customer service ahead of profit at the top of his list. He believes strongly in the benefits of education and is a kind man. It seems so simple. Perhaps that’s the lesson for the rest of us.

Now in the twilight of a long and successful career, Hannan recalls when he founded the current version of Mercury Instruments Inc., a Cincinnati-based manufacturer of precision temperature measurement tools for the natural gas industry, back in 1964. In 2007, Mercury Instruments was acquired by German-based RMG Group, only to be sold several weeks ago to Honeywell. Hannan formally retires on Sept. 22, 45 years to the day he started at Mercury.

Hannan is a native of Boston, a Wharton graduate who later attended the Harvard and Stanford business schools. A proud Marine, he joined the service as a private and left as a captain. A world-class traveler, Hannan is quite obviously a man of many interests, as is evident in this recent interview.

P&GJ: What were your interests as a young man?
Hannan: I always liked following in the footsteps of my two older brothers and trying to keep up with them. I was always the youngest on the team and had to work harder to get to play. I loved following my mother to Fanueil Hall and watching her buy from the various vendors. She was so skilled yet non-threatening. She would make sure they never slipped in a rotten peach while they were complimenting her dress! So, at the early age of 7, I started learning about business.

P&GJ: Was there anyone in particular who played a key role in your career?
Hannan: John Healy, VP Operations at Gillette, taught me how to be a wonderful manager. He delegated. He didn’t try to do everything himself but allowed me to try and solve problems on my own. This inspired self-confidence, and with that, I felt like I could handle anything. He taught me to have confidence in my employees which is exactly how I managed my team at Mercury Instruments. People feel good about themselves and have confidence to take on bigger challenges. It also makes for an upbeat work environment.

P&GJ: What made you decide on the energy industry?
Hannan: A geology professor at Tufts University stimulated my interest in natural gas exploration and its significant potential uses. I dreamed of having my own company in the energy industry but first I went into the Marine Corps, completed my MBA at Wharton, and then worked at Gillette and Boeing. After these life experiences, I decided to take a risk and start my own business in the energy industry.

P&GJ: What was behind the founding of Mercury Instruments?
Hannan: Studying the natural gas industry, I realized that there were only four companies that supplied all the natural gas utilities with temperature and pressure recorders. That’s how the idea of Mercury Instruments was started and I have had the pleasure of being president and chairman.