Gary FOK
Managing Director - Leasing (HK)
People are the heart of everything Link does. People are who breathe life into its architecture. The synergy between people is what makes the places they inhabit relevant, contributing to the on-going evolution of neighbourhoods, communities, districts, and cities. Through a lively blend of shops, services and facilities that draws people in for their daily needs and activities, a place can transform into a joyful generative entity that transcends the sum of its parts. That is why ensuring the right balance of tenants for the community it services has been vital to Link’s every success.
Gary Fok, Managing Director of Leasing (HK), gets what Link is about, perhaps more than almost anyone. He grew up in a housing estate and recalls the management of its adjacent shopping mall pre-and-post Link management. He understands that no matter what the economic climate may be, everyone needs the basics. Shelter, food, clean water. Good deals on fresh veg. A trustworthy traditional Chinese apothecary for advice on nagging coughs. A dentist to charm little ones while extracting a loose tooth. Most importantly, welcoming places where these non-discretionary products and services are conveniently accessible. Places that are extensions of home, with familiar faces and friendly voices people can confide their cheers and woes to.
Part of Gary’s job is to regularly stroll through Link properties. He discreetly observes changes the property has experienced over time. He chats with tenants to ascertain the current economic climate along with their dreams for the future. He learns directly from users and operators what works and what doesn’t. Back in the office, he and his leasing team sit down to tweak and adjust the balance of shops and services to yield increased footfall and improved performance. It could be collaborations with F&B operators on dining incentives. It could be pop-up events such as live concerts or art exhibitions. Or it could be a designated private room for nursing mothers next to a corridor of children-oriented shops and services. Every place has its own needs and wants, as every community is different and unique to a time and location.
When Gary first joined Link in 2014, his mainland experience help to secure its first property there after most Hong Kong developers already made their mark across the northern border. “Of course we could have sent Hong Kong people up earlier—but they wouldn’t know what each community needed like a native Mainlander would,” Gary says. “We had to have local talent. We waited until 2014 when Chinese Mainland had a real talent pool of enthusiastic managers with experience to offer. That was the right time. If there is no one to manage a property, it won’t work. Waiting allowed us to quickly prosper alongside the tenants who went from zero to dozens of franchised outlets in record time.”
Perhaps the most important lesson that Link has learned over the past two decades is that the right balance of tenants is always on the verge of tipping and requires constant course correction. By walking its every nook and cranny, Gary can see that a mall’s takeaway outlets attract busy younger people, yet elders in the community seeking comfortable seating may avoid them. Ramps, Braille signage and multilingual verbal announcements are inclusive ways for everyone to make full use of a space, yet these high touch areas need regular upgrades. Then there are unforeseeable shifts that nobody can predict. Being able to bounce back quickly from natural or geopolitical turmoil is a good sign that Link can address the unknown with minimal disruptions.
From its inception, Link has endeavoured to be more than a landlord. Many of the communities where it first operated—and still continue to—were grassroots ones inhabited by vulnerable people who experienced a much harsher reality prior to Hong Kong. They understandably want to build a better future and are willing to fight for it. Passion is the common denominator between tenants, and they courageously take risks knowing Link has their backs.
I love Taste of Asia’s success story,” Gary shares. “Like me, its founder grew up in a public housing estate. He then worked in F&B, opening his first restaurants under his Taste of Asia brand in Canada initially. When he returned home, he leveraged his experience to make western-style dishes affordable and accessible to locals. Starting with one casual eatery, Taste of Asia now has 17 brands in more than 260 venues across Hong Kong—mostly in our malls. In 2024, when we had that devastating flood with Temple Mall being the worst affected, one of his latest outlets was completely ruined. We supported him the best we could, so that he could get the place up and running again. In just over a month, it was business as usual. We were all grateful that financial loss and disturbance to his business were minimised.
Taste of Asia reinforces Gary’s belief that Link is about the community of people who operate shops and services alongside the people who use and manage them. “People management skills are very important—I would argue that it’s more important than the property itself,” he states. “How do we manage them? How do we motivate them? As for tenants, finding the right balance is critical. Does the centre’s community need what they offer? Can that be sustained? What works in Mong Kok may not work in Tin Shui Wai.”
As one of the top retail landlords in Hong Kong with the broadest demographic reach, Gary hopes that burgeoning businesses continue to look to Link. “The most sustainable business, especially during an economic downturn, is non-discretionary retail,” he asserts. “Community-based retail has a wide range, from low to high end, to serve the immediate community. If you want to reach the masses, come to us. We offer a solid percentage of local and international brands, from ParknShop supermarkets to McDonald’s. Young start-ups may set up a niche handicraft kiosk in a bazaar, then a pop-up, progress to a fixed term store, and maybe open more shops in different districts. We’ve witnessed them grow and succeed. No matter if they are a big name or a complete unknown, we help them market it.”
Gary continues to live near one of Link’s centres and admits that he is a loyal Link customer. “It makes life interesting,” he chuckles. “On Saturdays, we walk around the Japanese department store near home, pick up a few groceries at the Fresh Market, and then sit down at a favourite restaurant for dinner. Link malls are where my family and I spend weekends, too.”
