banking 35


Santander: Fuelling the ambition of Solent SMEs


Santander is in its fifth year of being a corporate and commercial presence. As it consolidates expansion across the Solent region, Sue Hughes spoke to regional director Alex Fuller


Santander’s dream has been to have additional local offices to serve its growing client base and with the opening of Bournemouth and Portsmouth earlier this year, it achieved that. The 14 staff based at these offices work alongside 25 colleagues who cover all aspects of banking in the heart of Southampton.


“We want to fuel the ambition of SMEs in the Solent region,“ said Fuller, “and to do that we have to be accessible, on their doorstep, and seen to be working successfully with local companies.“


The reputation of the banking industry has suffered in recent years. This has led to customers looking around or shifting their allegiance to a bank such as Santander, which is working tirelessly to overcome the industry’s acknowledged failings and enable customers to obtain the help they need at any particular moment in the lifecycle of business growth.


More than a service


“When you ask someone ’What are your dreams and aspirations?’ that changes the dialogue,“ Fuller continued. “It’s not just a service we provide – the whole approach is that banks have to work harder.


“Building links and connections for a company is in our DNA. We listen, support and empower businesses. It’s a holistic approach to traditional banking. I want my staff to feel that they have their own business through their customers and understand that it’s really those customers who are paying their wages.“


Fuller brought in 11 new staff at the end of 2013 and since the opening of the new offices, 2014 has been a period of consolidation, as both Bournemouth and Portsmouth develop their profiles within the existing business communities.


Santander serves companies with turnover ranging from £250,000 to £50 million, therefore having a wide range of staff experience and personalities is essential. This mirroring of the clientbase demographic enables the formation of strong and mutually suitable relationships – plus, of course, clients gain a vast range of business and banking knowledge through the Santander team approach. “Our support doesn’t stop if a client’s relationship director falls unwell or goes on holiday.“


THE BUSINESS MAGAZINE – SOLENT & SOUTH CENTRAL – OCTOBER 2014


Community involvement is another area Santander has embarked upon to boost its profile. This has included staging mock interviews with the University of Southampton and being on the judging panel for the South Coast Business Awards. Another way of getting its service known more widely is having experienced business banking professionals as a cornerstone presence at many of the region’s thriving networks.


International focus


Santander organises events for senior women across the Solent region, making the most of the fact that 30-40% of its relationship directors are female. It’s also international in focus and as three out of four companies undertake some international business it is worth making the most of its clout.


Santander also won a special Judges’ Certificate for Outstanding Performer in the Bank of the Year category at the Solent Deals Awards 2014, testament to what it has achieved through its successful Breakthrough scheme, aimed at fast- growing entrepreneurs.


An injection of capital via Breakthrough means a business does not have to part with share capital at a time when it is growing – and often still considered the owner’s ’baby’. When cash injection boosts growth, Santander benefits.


A great example of this is specialist bike cleaning products’ business Muc-Off, which received a £1.95m Breakthrough investment package. The Poole-based company, established in 1991 by Alex Trimnell and his late father, now boasts the largest UK range of bike cleaning and care products. Breakthrough funding is being used to increase headcount and underpin a new marketing drive.


Added support


Fuller appreciates that funding is still a bugbear of many SMEs, despite the UK being officially out of recession. “They appreciate a quick ’no’ or a ’yes’, but if we cannot provide it we look at who else can, suggest grants and share knowledge.“


He also highlights that Breakthrough support is not solely financial. “Often the true value of Breakthrough is in the non-financial support that we can provide to companies who meet the eligibility criteria – access to trade missions,


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business masterclasses, networking events and support in areas such as finance control and marketing.


Portsmouth customer Yes Yes Company took advantage of a trade mission trip to New York last year. As a direct result of contacts made, the company has established a US-based sales office and is planning a significant increase in export sales during the next 12 months.


Supporting the local community


Santander staff are also empowered by development days and the bank’s commitment to internal promotion alongside community involvement. A day organised by the Bournemouth office raised £5,000 for the local YMCA. The Portsmouth team has supported Chichester College in providing advice, guidance and assistance to students looking for post-studies employment. It is looking to replicate this soon with local colleges and schools.


Increasingly, Fuller is taking calls, which tentatively explain that “it’s not that anything specific is wrong with my existing banker, it’s just that the relationship just doesn’t feel good.


That is dealt with by asking a potential customer to paint their vision of where they want to be in the next few years, going to see them, then building a deep understanding of all aspects of the business.


A highly perceptive way to work – and successful.


Details: Alex Fuller 07809-493887 alex.fuller@santander.co.uk


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