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16 | Interview
Open for
business
Astra's Graham Toy explains who he is and what
keeps him sane, as well as giving us his view of
the current market
Who are you? role because it provides me with the What did you do at the
My name is Graham Toy and my twin role is opportunity to keep close to current market weekend and what other
Head of Commercial and Intermediary conditions, and customer needs. In the fast hobbies do you have?
Lending and Managing Director of Astra changing world in which we are trading, it is My main hobby is sailing. I belong to The
Mortgages, the intermediary brand for key to keep close to the competition and Blackwater Sailing Club and have two
Norwich and Peterborough Building Society therefore feedback from customers and dinghies, an old racing two man dinghy and a
(N&P). brokers is vital information to help run the more recently acquired Laser single hander
business. I also believe passionately in which provides me with a fabulous opportu-
What is your background and developing my staff and working together nity to sail without being reliant on a crew. If
what do you feel made you on specific cases provides a first class sailing is not convenient, I also enjoy kayak-
suitable for your current role. opportunity to coach and develop. It is ing on the River Stour which is only a few
I spend a good proportion of my current very rare to find a lending proposition that minutes from where I live. The weekends are
working day involved with the commercial doesn't present an important learning usually very hectic balancing the demands of
lending arm of the Society. I have over 30 opportunity. a family, including two English Springers,
years' direct experience of commercial My role at N&P requires focus on both sales plus the inevitable round of decorating and
lending, having spent 27 years with Barclays management and risk management. The latter gardening, both of which I find very satisfy-
in a variety of commercial roles, lending to requires attention on new deals where ing since they provide an opportunity to do
business customers spread across the south of involvement in credit committees is a regular something of a more "hands on" practical
England. I have performed a number of event. We have a sizable back book and the nature.
frontline roles as well as credit risk management of our customer base requires
appointments. ongoing focus particularly as they are spread Where do you think interest
Before joining N&P, I spent four years with all over the UK in a variety of business rates and the
Abbey Commercial Mortgages, where I set up sectors. Delivering ongoing first class service is housing/mortgage market will
a regional office in the Midlands, followed by hugely important and an important plank of go in 2009.
a period working at its head office in Harrow. our care strategy is ensuring we visit our The Government has laid out its stall quite
When moving to N&P, I felt able to bring a larger borrowers on a regular basis. I have clearly and has a major focus on combating
wealth of commercial lending experience daily involvement in addressing customer the impact of a recession. The recent Bank
gained from two other sizeable lenders in the needs, as well as keeping close to the quality of Base Rate reduction was a very bold move,
market place. the book. which surprised everybody and my
Other key activities include liaising with expectation is that there are further rate cuts
What do you do on a day to day other departments of the Society who support to come. I am less confident that this will
basis? the business. An example of this is Marketing result in a more buoyant housing market and
In a typical week I look to spend at least one and Product Development, who help the team that the availability of mortgages will
or two days per week in the field with one of maintain a professional and high profile improve. The general consensus appears to be
my lending managers on customer lending brand within the broker community. They that there could be very low net growth in UK
visits, coupled with some broker development also work with us to ensure that our products mortgage lending in 2009. This is driven in
calls. I see this as a very important facet of the are both attractive and competitive. part by the capital and funding challenges
February 2009 Commercial finance Introducer
www.mortgageintroducer.com
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