SME lender GetCapital has greatly expanded its offering to the broker channel, adding more BDMs on the ground and creating a new structure solely to dela with third party.
That includes new BDMs in both New South Wales and Queensland, as well as a national partnerships manager, a national broker sales manager and an internal sales support team.
Michael Blake, once of CBA, will run BDM operations in NSW, with experienced financial operative Rebecca Krantz taking on the same role north of the border.
Marie Boyagi is to become National Manager – Strategic Partnerships, dealing with aggregators and brokers, joining Tamer Abdelatty, who has been in post as National Broker Sales & Operations Manager since earlier this year.
Completing the new team is Alexandra Tobin, who heads up the internal sales and broker support teams.
“It’s a journey we started last year,” said Kristian McCausland, Sales Director at GetCapital. “We appointed a couple of regional managers, one to northern region and one to southern region, as well as a BDM over in Western Australia as well, which we’d never had.”
“Part of it was making sure that we were servicing the brokers more effectively. The expansion was always planned for this year as well, and we’ve grown sustainably through this year. The important part is getting the boots on the grounds in the states to make sure that the service proposition is supporting the brokers’ needs and the customers’ needs.”
“We felt that the best outcome was having more people available to the brokers in the states, where they needed to be. That’s the reason why.”
“The second part that became abundantly clear is that the aggregators that we deal with are looking for suppliers in the market to educate and develop around SME lending.”
“That’s one thing that we feel, if we are resourced appropriately, we can do hands-on training with brokers in those regions and develop their understanding of GetCapital’s products and other insights and trends that we see with the information that we have.
“There’s a couple of hires that we have on the sales team as well. Maybe, philosophically, we’re a bit different to the way that others have gone.”
“We’re doing a mix of internal and external, and the fundamental is: people want to be serviced in different ways and the reality is that, we went through lockdown for an extended period of time, face to face has become craved again.”
“Having that option is really important to how you go to market, and we’ve seen strong engagement through brokers and aggregators at face-to-face level in the last 6-8 months since things started to reopen again. Our methodology is focussed on meeting the market and what it desires rather than just what we desire.”
