I recently went one-on-one with Bob Monahan, co-founder of UPPAbaby.
Adam: Thanks again for taking the time to share your advice. First things first, though, I am sure readers would love to learn more about you. How did you get here? What experiences, failures, setbacks, or challenges have been most instrumental to your growth?
Bob: I have always loved consumer products, how they are manufactured, developed, evolved over time, and how they affect our lives. There have been many influences: my engineering degree, MBA, and the companies that I have worked for, Ford, Reebok, The First Years, and Safety 1st. Getting laid off from Reebok was a huge setback for me, but it put me in a new industry, one where you could develop unique, innovative products for passionate consumers. I made significant connections and learned ways to get things done with minimal resources.
Adam: How did you come up with your business idea? What advice do you have for others on how to come up with great ideas?
Bob: I worked in the juvenile industry for 8 years and was pretty successful managing new projects that typically sold well. I reached a point where I wanted to try it for myself. Strollers were the most compelling category that I worked in, and what was being imported from Europe at the time was making some exciting noise. I made some existing compelling features more user-friendly and a good value. Then I built on that with some ideas of my own. I would say pick a field that interests you and get to know it. Make sure that you are entering a market of reasonable size so you have room to grow. Pick designs, features, and a value proposition that is comfortable for you and hopefully not already met by anyone else!
Adam: How did you know your business idea was worth pursuing? What advice do you have on how to best test a business idea?
Bob: It was really a hunch. There was such a big hole in the market between big-box American brands and innovative and artistic (although a little finicky and expensive) European brands. I tested the market by manufacturing 100 strollers and trying to sell them at a trade show. Of course, this was a little risky, but your results are 100% accurate. What people will buy and what they say they will buy are completely different things. I really think that the best test is to just try it. If you are a reasonably sane person and it makes sense to you, then it should make sense to others!
Adam: What are the key steps you have taken to grow your business? What advice do you have for others on how to take their businesses to the next level?
Bob: This is probably a boring answer, but we never did anything really significant to “take it to the next level.” It was always simply continuous improvement, always moving in the right direction and taking a lot of baby steps to get there. There were some big product launches and new markets, but it was usually just doing our thing in a new category or new market. Other than starting the company, there was never any major big bet. Just always getting better in every facet.
Adam: What are your best sales and marketing tips?
Bob: Methods to reach consumers are always changing! In general, try to make every customer happy and engaged at a grassroots level. Thoughtful features, great customer service, fun events, and experiences. Understand who our customer is and what they are looking for. Don’t try to please everyone!
Adam: In your experience, what are the defining qualities of an effective leader? How can leaders and aspiring leaders take their leadership skills to the next level?
Bob: I think that the best leaders check their ego at the door. They lead by example, willing to roll up their sleeves and engage in the work that needs to be done. Also, being decisive, giving clear direction, and making necessary changes.
Adam: What is your best advice on building, leading, and managing teams?
Bob: Bring in effective employees who are excited about our goals and willing to make sacrifices to build a business.
Adam: What are your three best tips applicable to entrepreneurs, executives, and civic leaders?
Bob: Don’t give up: Keep taking steps and pushing. Learn from what is coming back to you. I perseverated for a few years before starting, and then often wondered where I would be if I had started a year ago or two years ago, etc. I finally just took the leap and started grinding. It’s okay to pivot: Read the room. New opportunities open up. Go get what the world is making available to you. Why not you?: You can do, or at least “try to do,” whatever you want. Somebody gets to. Why not you?
Adam: What is the single best piece of advice you have ever received?
Bob: “God, grant me the serenity to accept the things I cannot change, the courage to change the things I can, and the wisdom to know the difference.” – Reinhold Niebuhr
