Interview with Mike Monk
8th August 2022
Author EditorPosted on Categories Networking & Events
Mike Monk’s business career has spanned more than three decades.
He is a sales, networking and expo expert and has been a franchisee and franchisor. He ran Monk Marketing for many years, set up Advantage Business Mentoring in 2020 and launched the Brighton and Hove Business Show earlier this year.
Tell us a bit about you and your story?
My father died when I was 13 and it had a big impact on me. I’d always wanted to go into sales from a young age and my uncle had an office supply shop in Brighton, called IT Office. I approached him and said could I come in on a Saturday and learn how to sell type – that’s how long ago it was, typewriters.
One Saturday, they decided to leave me alone for a couple of hours, looking after the shop. I was 15. This couple came in and I thought ‘Here we go, here’s your chance’. To cut a long story short, there was a particular type of typewriter, it was new from Italy, and I immediately steered them towards that one – and I ended up selling them two. That was the beginning of my career in selling.
Did you envisage from a young age that sales would lead you to run your own business?
I worked in the rag trade and travelled across the South of England. I was then headhunted by a company that printed T-shirts. They had a shop in Church Road, Hove. They took me down to the basement and asked if I’d be interested in selling T-shirts. I said I’d give it a try. I went to an English language centre and a golf range, and they ended up buying 500 T-shirts. I joined the company as sales director.
Carnaby Street was still very popular back then. I thought there must be some good potential clients, so I got on the train and went up to London. I went in and out of shops – it was ‘No, no, no’… After four hours, I thought I’d go and get a coffee – it was driving me mad and it started to rain. I was sitting there, having a coffee, and thought ‘I don’t think I’ve been in that shop over there’. One more shop before I go back. I went over and introduced myself and the guy said: “Actually, the boss is upstairs. I’ll go and see if he wants to see you.” He owned 18 shops in and around London – a huge retailer – including Oxford Street. All the main places. He ended up spending a quarter of a million pounds with us that year. That’s the thing about sales – you should never give up.
What has been your biggest challenge and tell us about how the past two years have impacted the expo business?
It has not all been plain sailing. I had a very bad time in the late 80s. I was running my own promotional clothing business and interest rates hit 18 per cent. It wiped me out. I lost my money, I had young children. It was a really tough time. I said to my wife: “We will be back within three years.” And we were. You have to set yourself a target.
The pandemic was very challenging. There were no events. Again, I was sitting there, looking out the window in my office at home, and thought ‘How about a virtual exhibition?’ So, in partnership, I put on an exhibition. We had 20 to 30 exhibitors. There wasn’t much financial reward in it, because we didn’t charge very much, but it just kept the ball rolling. I’d never heard of Zoom before the pandemic. I now have Zoom! And collaboration is something I’ve really bought into.
What has been your career highlight and what does success look like to you?
My career highlights were building my franchise without question and winning that client in London in the pouring rain. Another career highlight was winning the contract to supply 60,000 T-shirts for Radio 1’s Smiley Miley Roadshow.
As long as my family is happy and comfortable, that is success to me.
How important was culture in that franchise model? As a mentor, what advice do you give your clients about culture?
Training was ongoing. I would have them down here with me, then I’d spend a few days going around with them, then I’d take them on factory tours around the country – so they could see how T-shirts and mugs are printed. I instilled in them all the time: “If you do things like this, you will be successful.”
It’s all about instilling confidence in people.
Being honest is important, and I cannot stress that enough, as well as being transparent. Having people who are interested in your business is key.
You have been married for many years and are a family man, how have you created a work-life balance?
It’s good now but it hasn’t always been like that. I used to travel 30 to 40,000 miles a year. You’ve got to pay the bills. The build-up to the exhibition is a really tough time – it’s full on. My wife has been very supportive.
What does the future hold for Mike Monk?
I’ve already got the dates for next year’s show. It’s going to be bigger and better, and I’m going to surprise the exhibitors with a little event at a hotel a couple of weeks before which I will fund.
What one piece of advice would you give to your 18-year-old self?
Listen more, especially to advice.
Who has been your biggest inspiration throughout your journey and why?
Sir Alan Sugar – a very smart guy and a fantastic salesman.
Could you recommend a business book or podcast for our readers that had an impact on you and your career?
Two books – How To Win Friends and Influence People by Dale Carnegie and Think And Grow Rich by Napoleon Hill.
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