Anglian Today Test

ANGLIAN TODAY













T H E D E C E M B E R E D I T I O N
























3 D E C E
M
E
M B E
U R
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O 2
V 0 2 0












THE MILLION



POUND CLUB




ANGLIAN'S TOP 5 REPS WHO HAVE ALL SURPASSED
THE MILLION POUND SALES MARK GIVE THIER TOP
TIPS FOR SUCCESS







THE LATEST DIVISIONAL HEAR FROM YOUR GET TO KNOW YOUR

RESULTS DIVISIONAL HEADS COLLEAGUES BETTER

CONTENTS




PAGE 3

DIVISIONAL UPDATES

PAGE 4
REGIONAL SUMMARY


PAGE 5
FOOTCAN SUMMARY
T
N
M A o m I m e R c U i a l T O R f i c e r
R
T
E

WELCOME PAGES 6 - 7
i
C
h
r
f
C
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f
THE MILLION POUND
CLUB
PAGES 8-9
As we are set to see out 2020, I think it’s worth a moment of reflection on the year REFLECTIONS ON 2020
that’s been. No one could have anticipated the landscape of 2020, as we started our PAGES 10 - 14
financial year in the midst of a global pandemic, many were sceptical as to what
this year looked like. However, I truly believe we have exceeded expectations when LEADERBOARDS
it comes to the advancements in our business model and our sales success.
PAGE 15
In the absence of summer holidays and recreational spending, and more enforced PHIL GOULT
time at home than ever before, all of a sudden our houses became our sense of
security and comfort when the outside world was overwhelming. As we have seen, PAGE 16
the desire to improve the quality, space or safety of our homes has led us to the MICHAEL YELLOP
point we are now. Our catalogue of products has appealed to every audience
during this pandemic with everything from ancillary items to orangeries seeing PAGE 17
significant uptake. THE ESSENCE OF YOUTH

None of this would have been possible without your willingness to embrace PAGE 18
change, to ADAPT, and prove why we remain Number 1 in the home improvements PETE RUSSELL
industry. We continue to see incredible results from our top 5 sales reps, who this
month offer their insight and industry knowledge, having all just exceeded £1m in PAGE 19
sales for the year to date. Equally, I am delighted we have welcomed so many new GETTING TO KNOW
faces to the Anglian family, and within 'The Essence of Youth' we spoke to 2 of our
newest recruits to find out how they are settling in. PAGE 20
FESTIVE MESSAGE
As we see out the remainder of 2020, now is the final push, for you to maximise
those last selling opportunities. You can make the difference to your final earning
potential for 2020, so be the difference and you will reap those rewards.

All that remains for me to say, is to wish you and your families a safe and Merry
Christmas, to thank you for all your efforts over the past 12 months, and to wishing
you a prosperous New Year.

PAGE 3 DIVISIONAL UPDATE COMMENTARY


DIVISIONAL UPDATES




FROM MARK & STEVE









E A S T W E S T






What a cracking month with conversion rates hitting new heights and the West
Wow! A truly dominant performance from the East division in
really showing the East a clean pair of heels across the board.
October sees us blow away the competition and deliver an
Top Volume £5,252,225k
outstanding £7.5m. As always, a huge thank you to everyone Top L-P 77%
Top P-S 27%
in the division who contributed.
Top L-S 21%

Top RPL £867
Our top region in October on both volume and lead to sale
Whether it was Windows/Doors or Cons we took the lot.
again was Andy Taylor’s Mighty Central East! They delivered Top Footcan
Top Sales Team
an incredible £1.479m ....... Superb work from Andy and the
Top Sales person Windows and Cons
team tightening their grip on National No1.

WEST, You truly are the BEST.

Jack Wigley and his Yorkshire team take the National
Our top three regions fought hard for every penny and saw their conversion rates
honours on % of target for the second month running.
break new ground. Leading the pack was Tony Cook’s Thames Valley with a budget
Awesome work again team.
busting £1,250,687. Steve Bowen’s South West took Silver with a brilliant £1,138,863.
Karl Vincent’s South Coast take 3rd spot with £1,055,875. Ian Spiller’s Central West
take National Top spot for an over target result with 118%. Well done Team
Chris Goode and his Palmers Green team are this month’s

sales team champions…… They deliver a majestic £529k over
Top ASL in the company for November goes to Nick “I will be No.1” Somayia with a
the five weeks. Nick Priest’s Coventry team take silver with
superb £415,289. Silver goes to South West Cons’ ASL Trudi Holmes with £319k.
£441k securing top spot on lead management in the process.
Bronze goes to Steve Cooper’s Tolworth with £311k. Elsewhere there were £300k plus
results for Mark Simmonds’s Bournemouth Cons and Ricky Parr’s Exeter.
John Stannard’s Cambridge return to the rostrum securing

bronze with £395k
In line with our brilliant month the top 3 reps in the company were all from the
West. No.1 spot see’s Anglian’s record breaking salesperson, Martin Hayes, again take
Paul Steer delivers an incredible 217k to steal the show this
Gold with a fantastic score of £237,012. Taking national silver, again no stranger to
the top tier, was Tolworth’s Adnan Ilyas with a cool £189,874. Third place goes to
month, converting Cons at 32%...... Simply the best! Shakil
South West Cons’s hero Gary Tucker with £144,947. Superb results……..Thank You
Hasan takes second spot with a brilliant £194k and third goes

to Andrew St Quintin, consistent as ever with £183k……
We would be nothing without the unbelievable commitment and drive from the
Amazing work team! Division’s Footcan teams. Led by the uber professionalism of Iain Hopkins saw the
Division deliver more than 2200 leads which resulted in almost £1.8 million of bizzo!
What can I say? Steve Bryant’s South West showed what a sleeping giant they are
Marc Harris and our footcan is going from strength to
with £578k off the doors…….great result and thanks Steve to you and all your team.
strength at the moment. We write a new divisional record in
Adam Fennell’s Thames Valley have a cracker with 419k and Bradley Strachan’s
Week 5 with £612k and deliver £1.86m on the month. Paul Cox South coast take 3rd with 328K.

continues his domination taking top spot in CE with £698k…..
And Finally, this year has been momentous for many reasons that I don’t need to
Breath-taking Paul
remind you of and we have come through as a stronger, more dynamic and FIT
team. I would like to thank each and every one of you for your efforts and wish you
and your families a very merry and safe Xmas………………………………………………………Next Year will
As we move into November we are really well set to take full
be awesome.
advantage in this exciting market place!

Steve

R E G I O N A L U P D A T E
PAGE 4 COMMENTARY
REGIONAL UPDATES





ANGLIAN THROUGH
F I O N A B R O W N U P D A T E S U S
LONDON NE THE REGIONS
O N




A n o t h e r f a n t a s t i c m o n t h f o r t h e E a c h m o n t h y o u r D i v i s i o n a l L e a d e r s w i l l h i g h l i g h t
Y o r k s h i r e r e g i o n . L o t s o f h i g h l i g h t s t o t a l k
r e g i o n s w h o h a v e p e r f o r m e d p a r t i c u l a r l y w e l l ,
a b o u t .
h i g h l i g h t i n g t h e i r t o p p e r f o r m e r s a n d s t a n d o u t s a l e s .
A s w e a l l s p e n d m o r e t i m e r e m o t e f r o m o u r
T h e m o s t i m p r e s s i v e p e r f o r m a n c e o n t h e
c o l l e a g u e s , t h i s i s a w i n d o w i n s i g h t i n t o h o w o t h e r
m o n t h w a s o f o u r c a n v a s s e r s . A s a r e g i o n
r e g i o n s a r o u n d t h e b u s i n e s s a r e p e r f o r m i n g .
w e t o p p e d 1 1 0 % o n F C t h i s m o n t h a n d i s
t e s t a m e n t t o t h e h a r d w o r k p u t i n f r o m
e v e r y c a n v a s s e r i n t h e r e g i o n a n d t h e
r e l a t i o n s h i p o u r s a l e s f o r c e h a s
d e v e l o p e d w i t h t h e m .


F r o m a s a l e s t e a m p e r s p e c t i v e e v e r y
c o n v e n t i o n a l s h o w r o o m h i t 1 0 0 % o f
t a r g e t o n t h e m o n t h w h i c h c u l m i n a t e d
i n t h e r e g i o n h i t t i n g 1 1 3 % o f i t s w i n d o w
a n d d o o r t a r g e t . T h e S h e f f i e l d t e a m l e d
t h e w a y h e r e w i t h a h u g e £ 3 2 5 k o n t h e
m o n t h . W e l l d o n e t o S h a n e a n d h i s
t e a m .

O t h e r h i g h l i g h t s t o n o t e d u r i n g t h e m o n t h s a w s o m e
T h e r e w e r e m a n y i n d i v i d u a l r e s u l t s i n t h e
I A N S P I L L E R U P D A T E S U S O N
o f o u r s a l e s i n d i v i d u a l s a c h i e v e s o m e p e r s o n a l
CENTRAL WEST
r e g i o n f r o m m a n y o f o u r e x p e r i e n c e d m i l e s t o n e s , M a r t i n H a y e s i s t h e f i r s t p e r s o n t o a c h i e v e
s a l e s f o r c e l i k e J a m e s H a y d e n , M a r t i n t h e £ 1 m i l l i o n m a r k , w h i l s t o n e o f o u r n e w e s t r e c r u i t s
W i l l Y o u n g w h o h a s o n l y b e e n w i t h t h e b u s i n e s s s i n c e
C a m m i d g e , R o h i m U l l a h a n d N e i l
O c t o b e r h a s s e e n a n o t h e r s o l i d r e s u l t f o r t h e S o u t h
m a r c h , s u r p a s s e s £ 5 0 0 , 0 0 0 o f b u s i n e s s a f t e r w r i t i n g 3 3
P h i l l i p s w h i c h w e r e e x c e p t i o n a l . J u s t a s
C o a s t , a n d i n p a r t i c u l a r i t h a s t o b e s a i d , o u r c o n v e r s i o n
o r d e r s d u r i n g t h e c o u r s e o f O c t o b e r r e s u l t i n g i n s a l e s
e x c i t i n g w a s o u r n e w s t a r t e r
r a t e s a r e g o i n g f r o m s t r e n g t h t o s t r e n g t h . F o o t c a n h a v e
o f £ 1 2 4 k w i t h a 4 8 % p i t c h t o s a l e . O u t s t a n d i n g
p e r f o r m a n c e s .
s m a s h e d t h r o u g h £ 2 . 5 m i l l i o n Y T D s i n c e t h e r e l a x i n g o f
p e r f o r m a n c e s g u y s .
l o c k d o w n . W e h a v e t h e t o p n a t i o n a l F C T e a m L e a d e r
I t ’ s f a i r t o s a y w e a r e n o w s e e i n g t h e b e n e f i t s f r o m t h e
Y T D i n K e v i n J o h n s o n p r o d u c i n g a n o u t s t a n d i n g £ 2 0 7 k ,
S p e c i f i c a l l y , t w o n e w s t a r t e r s w h o s e
o n g o i n g a n d s t r u c t u r e d t r a i n i n g a n d r e c r u i t m e n t
t o
s u p e r b K e v y e t a g a i n ! O u r t o p c a n v a s s e r w h o r e t u r n s
t i r e l e s s w o r k r a t e t h i s m o n t h r e a p e d
t h e r e g i o n w i t h a b a n g w i t h a n i m p r e s s i v e s a l e s f i g u r e
w i t h i n t h e r e g i o n a n d t h a t m u s t c o n t i n u e i n t o
r e w a r d s n a i l i n g o v e r £ 5 0 k a n d t h a t w a s
o f £ 9 2 k i s R i c h a r d T h o m p s o n , w e l l d o n e !
N o v e m b e r , a s w e l l a s s u p p o r t i n g o u r f a n t a s t i c f o o t c a n
N e i l H o b s o n a n d J o h n W a l k e r .
a r m y a n d g e t t i n g e v e r y o n e i n v o l v e d i n s e l f g e n
T h e t o p s a l e s t e a m o n v o l u m e ‘ b y a w h i s k e r ’ y e t a g a i n i s
a p p o i n t m e n t s .
B o u r n e m o u t h C o n s w i t h a n i m p r e s s i v e £ 3 8 5 k - W e l l
T w o m o n t h s i n a r o w w e h a v e b e e n t o p L e a d s a n d p e o p l e a r e o u r c u r r e n c y … . W e h a v e t h e
d o n e M a r k n o w t o c h a s e d o w n t h a t n u m b e r 1 s p o t
i n d u s t r y ’ s v e r y b e s t , n o w t o g e n e r a t e t h e l e a d s a n d s e l l
v s t a r g e t i n t h e c o m p a n y a n d t h e t e a m i s
n a t i o n a l l y . T o m M c S h a n e a n d h i s I s l e o f W i g h t t e a m
s e l l s e l l … . H e r e ’ s t o a f a n t a s t i c N o v e m b e r
t a k e t o p h o n o u r s o n % t a r g e t w i t h a f a n t a s t i c 1 1 8 % - I s i t
e a g e r t o m a k e i t t h r e e w h i c h I ’ m s u r e w e
a n y s u r p r i s e c o n s i d e r i n g h e h a s w r i t t e n t h e m o s t W a t c h t h i s s p a c e A n d y a n d C e n t r a l E a s t a s w e l o o k t o
w i l l .
f o o t c a n b u s i n e s s Y T D i n t h e c o m p a n y !
r e g a i n o u r n u m b e r 1 p o s i t i o n …

Footcan O O T C A N U P D A T E COMMENTARY
F
PAGE 5



Updates









T H E L A T E S T F O O T C A N N E W S F R O M I A I N
H O P K I N S & M A R C H A R R I S


Marc Harris in the East
Iain Hopkins in the West Well, what a tricky month to overcome with the late news
Wow …………. As we look back at November all I can say is thankyou to EVERY canvasser, ASL
of No Knocking hitting us for six after the 3rd week of the
and Rep in the West Division, Number 1 once again and pulling away from the East on the year.
month. However, you rose to the challenge and produced
The month saw lockdowns in England and Wales, a last week of the month where we had to
a stunning week 4 of November and proved once again
stop knocking completely yet we wrote £1,788,487 and a record last week of the month selling
over £650k Fantastic selling!!!!!! ANGLIAN has the best marketeers in the UK. The East FC

wrote over 1.3 million and I once again salute you all for
Novembers top RFM in the division was Steve Bryant back where he belongs in pole position
knocking in a mighty £571,044 proving that managing every single lead from start to finish will the hard work and dedication you put in. Things are
produce a number 1 result. looking up and I know for sure 2021 will leave 2020 in its

Charlie Millin and our West Division Diallers produced us £334,353 every penny going back to shadow and records will tumble. We now have remote
our canvassers and team leaders fantastic result making the most of every single opportunity
selling which opens up so many paths so WATCH THIS
we make on the doors!!!!! Special mention to Jake Anderson our top Dialler on the month selling
£126,226 well done Jake. SPACE when normality resumes. We can build together
the biggest FC operation this company has ever seen!
Matt Morgan keeps up his performance on the year producing a top performance from his team

yet again with a figure of £136,940 on the month well done to all the team.
Paul Cox is once again the KING of the RFM’s and is on
Our top lone Ranger in the Division and the Company is Andreas Urrutia working on his own has
produced £158,741 bagging himself his Christmas hamper and once again proving to himself and course for a nice GUCCI watch with the month November
the rest of the Company that when he puts his mind to it he is the best of the very best!! seeing his teams produce £605k worth of business, WOW

JUST WOW! It just proves what can happen with
Again another fantastic individual is just starting to hit form once again winning his Christmas
hamper and selling £69,737 on the month well done Josh Bevan from Central West. discipline and structure which Paul has in abundance. The

magic man from Coventry Shaun Whitehouse is again the
Once again the Fantastic Anglian Luxury Hampers were up for grabs last month on foot
canvass based on 1 point for a pitch and 1 point for a £1000 worth of business, main man and he smashes home £156k as a lone ranger.
Our winners
When it comes to teams Captain Kitney is the governor
Top Canvasser – Josh Bevan
Top Lone Ranger – Andreas Urrutia leading his Cambridge army to top spot in the division with
Top Team Leader – Fitz Parchment
a fabulous £144k. We have another canvasser award for
Raffle Winner – Gavin Ewers
Ben Johnston in East Anglia as he holds off the
Don’t forget we have the closely contested Gucci watch incentive finishing on the 8th of
competition and fires home £32k.
December !!!!!!!!!!!!!! these are fantastic watches go the extra mile and ensure you have one of
these on your wrist in 2021.

Now it is the last month of the year let’s go out in style and
As we enter December it’s important to remember we have only 3 pay days before Christmas
not a whimper, produce the leads and hopefully the
8th December
Christmas turkey is a fat one! Have a brilliant month and
15th December
22nd December thanks again.


Let’s make sure we make the most out of every minute of every day.

THE MILLION
POUND CLUB
















Anglian may only have been
operational for 23 weeks

this year, yet our stand out
individuals – Martin Hayes,
Andrew St Quintin, Paul
Steer, Adnan Ilyas and Ollie

O’Reilly - have all exceeded
sales of over £1 million
which is no mean feat. They
spoke to Anglian Today to

share the secrets to their
success..
KEY TO SUCCESS
It’s clear from speaking
to Anglian’s elite, that 'HUMILITY IS EVERYTHING'
there is no one pathway Adnan comments “I am still learning with everything I do. You learn from others
to success. Each of them and there is never any harm in asking questions of your fellow peers.” Ollie adds
all approach sales very “Whilst you need confidence in the role, it’s not about bragging, and you need to
differently, however keep a level head once you start doing well.” Martin concurs “Irrespective of what
there are some key sort of a week you’re having, you just have to keep carrying on, arrogance doesn’t
factors which remain pay the bills. Paul recommends that you’re not born match ready, that comes with
practise “When you are not with customers, work together with colleagues to
prominent and practise your craft.” Andrew thinks ‘having a humble disposition towards the
undoubtedly have led to customer, will make you stand out from the crowd. Your job is to be the assistant
their continued buyer for the customer, it’s not about being clever.’
triumphs and why they
continue to sell for 'IT'S ALL ABOUT THE CUSTOMER'
Anglian.
What was abundantly clear from all reps, was how important the customer really is,
and that a love of people is what will drive your success. ‘Connecting with your
customer from the outset is vital, emotional connection is a key part of customer
empathy – getting your tone right is very important’ which Adnan quips is one of
his 4 steps of engagement. ‘It’s important to alter the tone or emotional steer of my
presentation based on the circumstance of the customer.’ Ollie says ‘At the end of
the day you’re trying to do the best for the customer, your job is to listen to them
to really find out what it is that they want’. Martin muses ‘you have to be open with
your customer, it’s about talking to your customer, not selling to them.‘ It’s about
accommodating the customer’s feelings’ says Andrew, ‘you have to be aware of
your surroundings and put yourself in the customers shoes, to ensure their needs
are met.’ All 5 individuals showcased a real passion for people which drives their
motivation to succeed, a love of people will stand you in good stead on the right
path.

'RESOURCES ARE EVERYTHING'
Paul comments that ‘New technology means that access to sales support material is
endless but you have to be proactive to seek it out and then use it in your
presentation. Constantly try to improve the way in which you work’ Oliver believes
in the power of utilising the training available, coupled with the power of Anglian
will lead to success. ‘Anglian have the accreditations, the wealth of resource in
ADAPT all of which are second to none and if you want to sell for Anglian and are
IN SUMMARY prepared to embrace the Anglian way you will succeed.’ Adnan comments further to
say ‘I am always still learning, take advantage of the wealth of training available
What each of these and use ADAPT there are 12 steps to treating customers fairly for a reason, skip a
individuals demonstrate step and skip a sale.’
is their total belief in
Anglian, in the brand,
the name and the 'BEING SUCCESSFUL IN SALES'
quality of product, Each of the individuals Anglian Today spoke to have clearly all adopted and honed
which inevitably causes their own ways of being successful in sales, yet, what they could all recognise is
frustrations when a that anyone can be successful. It’s perhaps not a technique – as in bygone years it
customer doesn’t may have stereotypically have been promoted as - that you can physically teach
commit, but for every someone but there are some fundamental qualities needed and a clear process that
sale which doesn’t if followed will help you along the way; ‘If you can understand your customer, read
their needs and accommodate them accordingly, be direct and always give 100%
happen, there is always this will prove hugely successful’ quips Oliver.
another lead and
another sale to chase. ‘Set the right tone and put the customers mind at rest early that you are trying to
help them and not just do what suits you’ comments Paul.
What is clear is their
passion for Anglian. ‘Anyone can succeed in sales. If you have confidence in yourself, leave the arrogance
at the door and enjoy the job, you have everything you need to achieve success. And
They have lasted the smile! Customers will find it much more difficult to be combative with price if you
test of time, because smile’ are just some of the points Martin puts his success down to.
they love what they do.
Adnan believes that ‘success is down to how seriously you are prepared to take the
job. Commitment has to be 100%, don’t cut corners, treat everyone fairly, don’t pre-
There is no quick fix to judge your leads, be kind and you will reap the rewards.
achieving success, the
hard work and ‘Be you! Be the salesperson that you are, adopt the approach which works for you,
dedication each of them trying to emulate the way someone else operates won’t determine your own success.
have shown to Show your own feelings to a customer, so they can see the truth in you, people still
succeeding is buy from people, so embrace your own qualities’ is Andrew’s top advice.
indisputable.


There is very much a 'WHAT TO DO WHEN THINGS AREN’T GOING YOUR WAY'
sense of community and Inevitably there will always be times when things don’t go according to plan, and it
belonging, and what would be unfair to claim that these top 5 haven’t had their share of disappointment,
echoes across everyone but what is abundantly obvious is their determination to bounce back and persevere.
is; that it’s never too ‘You can learn just as much about yourself when you’re not selling as when you are, ask
late to learn something yourself why someone hasn’t bought from you and why. Don’t let it frustrate you, but
new and you can always be reflective’ is Olly’s advice.
reach out to a colleague ‘Take responsibility for your own work, don’t blame others and don’t focus on losing
for help and advice. individual sales’ are traits Adnan lives by. Don’t lose your direction, it can be very easy
to get lost in one scenario, but you just have to continue making an effort and be
Self-belief has got these forward thinking’ is Andrew’s advice.
people to where they are
today and long may their ‘Go back to basics. Sometimes we over complicate what is a simple process of listening
to a customer and finding something that meets their requirements. comments Paul.
success continue. ‘Carrying on is the best advice I can offer’ says Martin. ‘If you’ve tried a different
approach, you’ve really assessed a customers objection and they still don’t buy, you
just have to walk away, and move onto the next.’

REFLECTIONS OF The course of 2020 hasn't been a traditional one.
2020
However, if we look back at 2020, Anglian have
certainly been on a journey this year. Anglian
Today asked individuals from around the sales
community to reflect on the year that's been.



Everyone whether new, or experienced, has thrown themselves in to the
‘new normal’ and adapted so quickly to all the changes that we have
found ourselves dealing with on a day to day basis.
Who would have believed the designing and selling of Living Everyone has remained positive throughout even with the lack of human
Spaces would have been changed so much in such a short contact which we all crave in this industry (We are all talkative and love
time; but they have. Anglian has always had the ability to that team element), and everyone in my region has been supportive to
evolve and the transition has been fast and furious at times each other which has made me immensely proud. They all ring each
but always new and exciting. The landscape has changed for other to offer help a lot more.
ever; we’ve seen pitch rates increase, conversion rates go up
to, new personal goals being achieved and yet there is still Who knows what the future holds for us as a country, but if we continue
so much more to learn, develop and capture. 2021 is going to with our world famous ‘British Grit, and determination to get the job
be amazing but we cannot afford to stand still, we must keep done’ that we are so well known for, and add in Anglian’s flexibility and
business model, we will continue to take huge market share.”
training, coaching and developing our people and our
business. Let’s make 2021 a record-breaking year Adam Smith RSM

Phil Goult
JUNE


APRIL The 10th June saw the

return of our Footcan
National Lockdown Division to the business








MARCH 20 MAY

Anglian closed the 19/20 On the 27th May at precisely

year with sales of £xxxx 08:30 our first trial reps retuned
ready to embrace Remote Selling



To reflect on the year, it could be difficult to do so with a sense of achievement. Everyone knows that
this has been a tough year for the world because there is nothing in everyone’s past to compare it with,
the disruption, upheaval, levels of anxiety. When we break it down many individuals in many different
industries have gone through a lot of change. In that change, it has presented an opportunity to learn
and develop our skills, ie online selling which has contributed to 10’s of millions of pounds to the
Anglian business in the last few months.

Sometimes it easy to say let’s put this behind us, however we can, and we will. Let us make a stand in
our new learnings. I think we are fortunate to be in a growth market because it is home improvements.
A company that continues to invest in the marketing, its people, incentives when very few other
companies did. As individuals grow the company grows enhancing the business.
So, all indications point to a very positive 2021, consumer confidence in our industry will be high, and
early indications show that our industry will grow.
I believe that we will have one of the most successful years in the company’s history, added to that the
new skills and great attitude of all those who work for Anglian.

With everything the company has to offer, I think everyone involved with Anglian will have a prosperous
New Year

Michael Yellop

Who would have said as we were pushing to the close of the 19/20 financial year that
on the 23rd March so much in the world was going to change.
As we came back as a footcan community in July the attitude and commitment to
adapt to the current situations from all out footcan was outstanding.

Led by the best RFM’s in the business we hit the ground running adapting and
changing as we met different challenges in front of us.

These challenges still haven’t gone away in the last week of November we were
stopped from knocking for a week – yet how did we react?? We produced over a
million pounds worth of business over the 7-day period!!!!!!!

My overriding memory of 2020 will be the open-minded professional approach EVERY
person on the Sales and Marketing Team have taken to ensure that our business will
succeed and come out the other end bigger, better and stronger.
Iain Hopkins



SEPTEMBER

The 17th September saw the launch of

JULY the 'Window Product Demonstration'
video. Designed to help explain the
The Phased rep return was features of our windows via TEAMS, in

complete by the 14th July place of a physical example. An
ahead of a BUMPER summer of ingenious way of separating us from
sales the competition




AUGUST


TBC OCTOBER

The 14th October saw the Digital
Presenter Launch go live, shortly

followed by the Digital VOC on the
16th October

We got through this year with
all the challenges and are as

strong now as we have ever
been. Thank you for putting

your faith in Anglian

Steve Brattle

LEADERBOARDS 20/21 YTD







FOOTCAN




TOP REGIONAL FOOTCAN MANAGER


1. PAUL COX CENTRAL EAST/YORKSHIRE £3,753,323
2. BRADLEY STRACHAN SOUTH COAST £2,596,166
3. ADAM FENNELL THAMES VALLEY/LONDON SE £2,339,705

4. STEVE BRYANT SOUTH WEST £1,700,305
5. DAVE TODD EAST ANGLIA/LONDON NE £1,522,881



TOP TEAM LEADERS


1 K E V I N J O H N S O N S O U T H C O A S T £ 9 2 8 , 7 6 4

2 M A T T H E W M O R G A N T H A M E S V A L L E Y £ 7 8 6 , 3 3 3
3 P H I L I P K I T N E Y E A S T A N G L I A £ 6 8 0 , 1 3 5
4 F I T Z G E R A L D P A R C H M E N T C E N T R A L W E S T £ 5 9 9 , 0 5 8

5 G A R E T H E D W A R D S C E N T R A L W E S T £ 4 3 9 , 3 8 9
6 S T E P H E N B L A K E B R O U G H T H A M E S V A L L E Y £ 3 8 2 , 2 3 2





TOP LONE RANGERS

1 S H A U N W H I T E H O U S E C E N T R A L E A S T £ 7 2 3 , 7 2 2


2 G U L N A W A Z A Z I Z Y O R K S H I R E £ 3 9 2 , 3 9 2
3 A N D R E A S U R R U T I A S O U T H W E S T £ 3 4 6 , 3 7 2
4 S T E P H E N W H I T M O R E C E N T R A L E A S T £ 3 3 7 , 1 7 2

5 S I M O N R O B E R T S T H A M E S V A L L E Y £ 2 9 1 , 2 1 4



TOP CANVASSERS


1 T H O M A S T H A C K E R S O U T H C O A S T £ 2 0 0 , 4 5 0
2 M I C H A E L F E R N A N D E Z T H A M E S V A L L E Y £ 1 9 6 , 1 7 2

3 R I C H A R D T H O M P S O N S O U T H C O A S T £ 1 7 3 , 6 1 2
4 K R A I G C R I S P S O U T H C O A S T £ 1 7 1 , 6 0 2

5 M A T T H E W O ' H A L L O R A N T H A M E S V A L L E Y £ 1 5 7 , 6 0 3

LEADERBOARDS 20/21







TOP SALES TEAM ON VOLUME (£) TOP REGION ON % OF TARGET




Coventry 1,841,849 1 CENTRAL WEST 119%
1. CENTRAL EAST 117%
Palmers Green 1,602,208 2
2.
3 YORKSHIRE 108%
Bournemouth Cons Central 1,555,653
3. SCOTLAND 105%
4
4. Canterbury 1,511,571 5 SOUTH EAST 104%
5. Tolworth 1,452,705 TOP REGION ON VOLUME

6. Norwich 1,452,093

7. Cambridge 1,441,589 1 CENTRAL EAST £6,326,776
SOUTH COAST £6,210,786
Walton North Cons 1,332,430 2
8. 3 THAMES VALLEY £5,138,122
9. Isle of Wight 1,319,179 4 LONDON NW £5,062,911

10. Bournemouth 1,293,978 5 SOUTH WEST £5,019,958

South West Cons 1,254,376 6 SOUTH EAST £4,818,602

12. Sheffield 1,247,360 7 EAST ANGLIA £4,257,935
11.
13. Cambridge Cons 1,086,352 8 LONDON SE £3,722,639

14. Walton 1,077,742 TOP NEW STARTERS

15. Portsmouth 1,061,055 1 Paul England, Central West £559,589

Eastbourne 1,058,935 William Young, South Coast £533,322

Edinburgh 1,056,270 3 Ashkan Karimzadeh, Thames Valley £450,952
16. 2
17. Gary Tucker, South West £390,441
Loughborough 1,046,349 4
18. 5 Nicholas Hayes, Central East £382,799
Leicester Wyevale 1,005,571
Bromley 999,164 Shakil Hasan, London NE £313,955
19. 6 Holly Brown, Central East £370,796
20. 7

TOP SALES TEAM

ON % OF TARGET


CANTERBURY CONS 182% SHEFFIELD 128%
1 5
COVENTRY 148% CARDIFF 121%
2 6
ISLE OF WIGHT 147% PRESTON 118%
3
7
SWANSEA 134% WALTON 115%
4
8
Please refer to ASTAR for full listings and results

LEADERBOARDS 20/21



Top Sales Reps



1 MARTIN HAYES SOUTH COAST 1,089,655
2 ANDREW ST QUINTIN EAST ANGLIA 1,023,702
3 ADNAN ILYAS THAMES VALLEY 979,416 46 DAVID HOWE SOUTH COAST 289,148
4 PAUL STEER SOUTH EAST 971,285 47 ROBIN HARRISON CENTRAL 285,109
5 OLIVER O'REILLY CENTRAL EAST 905,742 48 PETER HAGGART LONDON NW 282,088
6 ANDREW HOLMES SOUTH WEST 782,008 49 GARY MORGA SCOTLAND 282,004
50 STAFFORD ROBINSON LONDON SE 281,507
7 JAMES HAYDEN YORKSHIRE 695,229 51 ALEXANDER SMITH SOUTH COAST 272,662
8 STEVEN BARRANCE LONDON SE 681,514 52 LEONARD ASH SOUTH WEST 271,428
9 JOHN LOGAN CENTRAL EAST 658,602 53 IAIN STUART RAYDON SOUTH EAST 270,110
10 PAUL DAVID ENGLAND CENTRAL WEST 559,589 54 STEVEN PAUL FISHER CENTRAL EAST 269,670
11 JOSEPH JOHN STONE LONDON SE 550,723 55 STEPHEN RODEN SOUTH WEST 268,452
12 WILLIAM YOUNG SOUTH COAST 533,322 56 PAUL LEE SOUTH WEST 264,679
13 CHRISTOPHER WOODSTOCK LONDON NW 481,084 57 ANTHONY BRIAN WATSON SOUTH WEST 261,954
14 SATPAUL NANDHRA THAMES VALLEY 480,673 58 ANTONIO COCCHIARELLA LONDON NW 260,123
15 JACK MURPHY SOUTH EAST 454,849 59 JOHN KEVIN JEFFERS SOUTH EAST 257,209
16 ASHKAN KARIMZADEH THAMES VALLEY 450,952 60 KEVIN SMITH LONDON SE 257,016
17 STEPHEN SMITH SCOTLAND 449,642 61 PAUL BRAITHWAITE CENTRAL WEST 255,961
18 FRANCIS SHERIDAN THAMES VALLEY 418,258 62 SALLY-ANN NYE LONDON SE 253,166
19 PAUL MANNERING SOUTH COAST 411,422 63 WILLIAM NUGENT EAST ANGLIA 252,692
20 GARY MARK TUCKER SOUTH WEST 390,441 64 MARTYN HUGHES SOUTH EAST 251,763
21 NICHOLAS HAYES CENTRAL EAST 382,799 65 ANUP SHAH LONDON NW 251,205
22 NEIL PHILLIPS YORKSHIRE 377,586 66 HARRISON WARD SOUTH COAST 249,066
23 RICHARD ANDREW SOUTH CENTRAL EAST 376,716 67 LISA DOXEY CENTRAL EAST 248,788
24 HOLLY BROWN CENTRAL EAST 370,796 68 ALEX FRANKLIN SOUTH WEST 247,757
25 ANTONY DUFFIELD THAMES VALLEY 368,667 69 CAMPBELL MCEWAN SCOTLAND 244,951
26 WAQAS KHAN LONDON NE 356,826 70 DAVID WINSPEAR YORKSHIRE 240,313
27 JERRY SIMMONS LONDON NE 355,204 71 KHALID AZHAR CENTRAL EAST 238,359
28 MATTHEW CALDWELL SOUTH WEST 354,901 72 GLEN BAXTER YORKSHIRE 237,548
29 FRANCESCO ATANASIO THAMES VALLEY 350,746 73 KUNDAN SINGH UPPAL LONDON NE 235,604
30 FAHEEM KHAN LONDON NW 341,645 74 CHARLES STREET EAST ANGLIA 234,991
31 SCOTT MARSHALL SCOTLAND 337,492 75 MAXINE DICK SCOTLAND 230,842
32 NICHOLAS KEITH HOWSON SOUTH EAST 333,507 76 GEORGE ANDREAS CHRISTOU LONDON NE 229,133
33 MARTIN CAMMIDGE YORKSHIRE 325,556 77 TONY BEST EAST ANGLIA 228,647
78 STEVEN DEHAVILLANDE CENTRAL 228,095
34 DUNCAN WILLIAMS LONDON NW 321,572 79 EMMANUEL IJEOMA THAMES VALLEY 221,622
35 MALCOLM STEVENS CENTRAL 320,362 80 PAUL ROBERT SHREEVE EAST ANGLIA 220,338
36 MARK THORPE EAST ANGLIA 315,978 81 MICHAEL WYATT SOUTH COAST 216,072
37 SHAKIL HASAN LONDON NE 313,955 82 CLAIRE HART CENTRAL 211,911
38 TONY SANDERSON CENTRAL WEST 309,996 83 MARK BURKE EAST ANGLIA 209,582
39 IVAN FISHER CENTRAL WEST 308,938 84 RAMIRO ROMAY THAMES VALLEY 209,220
40 STANLEY LEACH EAST ANGLIA 307,187 85 JOHN NDIKA EAST ANGLIA 208,481
41 ZAHINGUL KHAN THAMES VALLEY 305,877 86 DARREN QUIGLEY LONDON NE 203,895
42 BARRY MCMAHON CENTRAL EAST 303,742 87 TAMINDER KALSI SCOTLAND 202,940
43 MATTHEW LIDSTER THAMES VALLEY 302,842 88 ROHIM ULLAH YORKSHIRE 202,448
44 MICHAEL WILLIAM HARKESS CENTRAL EAST 302,171 89 TIM CARTY SOUTH WEST 201,119
45 GEOFFREY RUTLAND SOUTH EAST 297,966 90 ANTHONY OSBORNE LONDON NW 198,473

LEADERBOARDS 20/21





Top Sales Reps


91 HAYDEN RIDDETT SOUTH COAST 198,373
92 FABIO CORREIA SOUTH COAST 198,032 136 THOMAS FRASER SOUTH EAST 149,310
93 MICHAEL HUGHES CENTRAL EAST 197,706 137 THOMAS LONG SOUTH WEST 149,013
94 PETER COVENTRY SOUTH WEST 195,562 138 ALI MOSTOFI AL MAMALEKI THAMES VALLEY 148,308
95 PETER PAUL GRAHAM SOUTH EAST 195,429 139 COLIN PETER MULVIHILL LONDON SE 146,960
96 STEPHEN WILLIAMS LONDON SE 193,335 140 MICHAEL STEPHENSON THAMES VALLEY 146,853
97 ANTHONY VALVONA SOUTH COAST 192,376 141 TERENCE O'BRIEN SOUTH EAST 146,835
98 COLIN JAMES CLEAVER SOUTH COAST 190,339 142 GORDON PAUL ATHERTON SOUTH WEST 146,703
99 MILES LINDSAY SOUTH WEST 189,966 143 ASHLEY SMITH CENTRAL EAST 145,371
100 DAVID TEBBUTT CENTRAL EAST 189,908 144 TOBY MERIGAN SOUTH WEST 143,895
101 CHRIS LOWER CENTRAL EAST 189,517 145 RISHI SHARMA CENTRAL 142,404
102 FLORIN ILOVICI LONDON SE 188,972 146 CHRISTOPHER POSTLETHWAITE SOUTH WEST 142,009
103 NICHOLAS EAST CENTRAL 188,818 147 DAVID JAMES SOUTH COAST 141,738
104 SAYED SANY LONDON NW 187,568 148 PATRICK THOMPSON CENTRAL EAST 141,704
105 CAMERON HAYWARD SOUTH COAST 186,218 149 MATTHEW JONES SOUTH EAST 141,610
106 ADAM JONES CENTRAL EAST 184,414 150 MOHAMMED QASIM LONDON NW 141,139
107 REDVER BILLINGS CENTRAL 182,413 151 BARRY MARVEN LONDON NW 140,899
108 SIMON DRINKWATER SOUTH EAST 182,230 152 ROGER HART CENTRAL EAST 140,610
109 ZHANE MOODLEY LONDON NW 182,109 153 MARTIN BAKER LONDON SE 138,625
110 MATTHEW COLLINGS YORKSHIRE 182,080 154 GLENN JOSEPH MELLOR EAST ANGLIA 135,169
111 DANIEL GUIDONE EAST ANGLIA 180,771 155 STAVROS BENOS LONDON NE 134,977
112 ANTHONY DONKIN YORKSHIRE 179,157 156 THOMAS CARTER SOUTH EAST 134,696
113 DAVID ALLEN SOUTH COAST 177,992 157 NEIL CLARK CENTRAL WEST 134,000
114 ASHOK SHARMA LONDON NW 177,237 158 DARREN HARLAND CENTRAL EAST 132,877
115 MICHAEL CHATTERTON LONDON SE 176,642 159 KEVIN SHARP EAST ANGLIA 132,683
116 LETITIA HICKS CENTRAL EAST 176,333 160 MORCOS MOUSSA LONDON SE 132,041
117 JAMES STARK LONDON NW 175,001 161 BERND NECKEL SCOTLAND 131,322
162 JASON BOWEN CENTRAL WEST 129,286
118 MATHEW WEINBERG LONDON NE 172,381 163 VILIUS ZAGORSKIS LONDON SE 129,155
119 JOHN MARTIN SOUTH COAST 169,732 164 JAMES WARNER CENTRAL 123,479
120 PAUL JANMAN THAMES VALLEY 169,320 165 SUNIL KAPUR THAMES VALLEY 122,383
121 JAMES HENDERSON CENTRAL 168,846 166 ALEXANDER JAMES CONNELLY CENTRAL WEST 120,134
122 ALEX BALL CENTRAL EAST 168,725 167 JOHN JOSEPH BROWN SOUTH WEST 116,627
123 MATTHEW EDWARDS SOUTH COAST 166,877 168 SONNIE DAVIES CENTRAL WEST 116,203
124 JAMES WHITE LONDON NW 166,699 169 ASUARAH ESONG ASHU LONDON NE 112,167
125 MARTIN QUICK SOUTH COAST 164,687 170 ALLAN PICKLES SOUTH COAST 111,188
126 EWEN BARNES SOUTH COAST 164,535 171 RODERICK COWLING CENTRAL WEST 111,185
127 MARK FAULKNER SOUTH EAST 164,119 172 ROBIN THOMPSON CENTRAL 110,150
128 RICHARD SMITH EAST ANGLIA 159,854 173 NEIL HOBSON YORKSHIRE 107,848
129 ADAM MACKIE SCOTLAND 159,784 174 MARTIN GEBBETT SOUTH EAST 107,375
130 SADIE BUNBURY SOUTH WEST 158,183 175 ANDREW CARMICHAEL CENTRAL 106,881
131 STEPHEN WILLOX THAMES VALLEY 158,166 176 FREDERICO MANCILHA-RODRIGUES CENTRAL EAST 106,804
132 SCOTT NIGHTINGALE SOUTH EAST 157,965 177 ADRIAN JEFFERY STONE LONDON NE 106,583
133 HARSH DHEER LONDON NW 156,901 178 FRANCO MICUCCI TA LIVING N EXPER LONDON SE 106,101
134 RAMESH STEVE VADGAMA LONDON SE 152,174 179 PATRICK EUBANK CENTRAL 104,192
135 RUSSELL NORTON CENTRAL EAST 150,161 180 ROBERT MICHAEL GREENWAY SOUTH WEST 103,119

LEADERBOARDS 20/21





Top Sales Reps


181 SEAN LITTLE SOUTH COAST 102,995
182 VINOD SAMANI LONDON NW 102,945
183 PAUL SOARE LONDON NE 101,500
184 ALAN RUSTEM EAST ANGLIA 100,842
185 COLIN NICHOL SCOTLAND 99,663
186 KEVIN SMITH SOUTH COAST 97,965
187 QUDEER RASHID LONDON NW 96,859
188 ROGER BROWN SOUTH WEST 96,638 226 STEPHEN KING LONDON NW 50,015
189 GRAHAM KENT SOUTH EAST 95,699 227 MATHEW EDWARD SOUTH SOUTH EAST 49,970
190 MANINDER KAUR CENTRAL 95,082 228 VINCENT BRUCE LONDON NE 49,787
191 PAUL RICHARD MORRISON SOUTH EAST 92,735 229 CHRISTIAN GRAUWILER EAST ANGLIA 47,435
192 PAUL SIMNER EAST ANGLIA 92,686
193 RICHARD BENNETT SOUTH COAST 90,830 230 ELLIS LOMAS SOUTH COAST 46,527
194 SYMON RUTTER SOUTH COAST 88,588 231 GRAHAM BURD EAST ANGLIA 46,276
195 PAUL R WALLIS SOUTH WEST 86,764 232 LEE DICKENS LONDON NW 46,092
196 PHILLIP MAY CENTRAL 86,087 233 GRAHAM GUNN LONDON NW 45,914
197 SAMANTHA COULANGE THAMES VALLEY 86,032 234 JAMES FERGUSON SCOTLAND 45,615
198 MARCELO JUNQUEIRA DA CUNHA CENTRAL EAST 84,022 235 RICHARD A LEEMAN LONDON NW 45,172
199 HOUSHANG SADIGH LONDON NE 83,604 236 SUSAN DAWE LONDON SE 44,811
200 ZULFAQUAR HUSAIN LONDON SE 82,676
201 KHAWAJA SAMAD LONDON NW 82,126 237 MICHAEL BROWN YORKSHIRE 44,438
202 NIGEL BUSE SOUTH WEST 80,138 238 NICOLA WINN LONDON NW 43,858
203 SEMIRA VINCE EAST ANGLIA 76,928 239 ANDREW JUGGINS SOUTH EAST 42,684
204 RASHID BASHIR MIRZA LONDON SE 75,624 240 GUNER MEHMET THAMES VALLEY 42,554
205 HAKAN GEVHER EAST ANGLIA 74,009 241 RICHARD THOMAS CENTRAL 40,369
206 REBECCA PITT LONDON SE 71,927 242 BEN HOLDAWAY LONDON NW 39,532
207 ARTHUR SYDNEY PEASE SCOTLAND 71,084 243 WILLEM GROBLER EAST ANGLIA 39,343
208 JOHN OWEN SOUTH COAST 70,559
209 LUKE THOMAS ELLIOTT CENTRAL EAST 69,707 244 MADELINE LAWRENCE CENTRAL WEST 38,965
210 CAROLINE SIMPSON THAMES VALLEY 69,145 245 JEREMY TZEN EAST ANGLIA 37,681
211 CHRISTOPHER TWINING SOUTH WEST 67,443 246 KELVIN HILL CENTRAL 37,227
212 ADRIAN NEIL CURTIS MATTOCK YORKSHIRE 65,255 247 ANTHONY GLEN WATSON YORKSHIRE 37,215
213 JOHN WALKER YORKSHIRE 64,395 248 ANDREW PLUM LONDON NW 37,181
214 SHAUN BARLOW EAST ANGLIA 64,047 249 MOHAMMAD MOJUMDER LONDON NW 36,913
215 PETER JONATHAN KING CENTRAL EAST 63,437 250 BRIAN PARSONS LONDON SE 36,667
216 ALAN WYLIE SCOTLAND 63,415
217 JAMSHID SHAHVERDI-MOGGADAM LONDON NW 62,584
218 DOUGLAS MACKAY SCOTLAND 60,645
219 YASAR KHAN YORKSHIRE 60,194
220 GERAINT ROBERTS CENTRAL WEST 58,987
221 JACQUILINE DALE SOUTH WEST 57,345
222 MARK SIMKINS CENTRAL EAST 56,584
223 MACIEJ GAWLIK SOUTH COAST 56,467
224 PARVIS TAFRESHI SOUTH EAST 56,023
225 STEPHEN HEPPELL SOUTH EAST 53,055

P H I L G O U L T
PAGE 14 COMMENTARY
P H I L G O U L T


C O M M E N T S O N


N O V E M B E R ' S

P E R F O R M A N C E F O R


L I V I N G S P A C E S





As we enter the final month of

Q3; it’s getting interesting at the
Top.

REGIONS: South Coast still hold
pole position YTD but there is
only £210k separating the Top 4.
Thames Valley have been
averaging £85k a week during
the quarter compared to South
Coast’s £70k but South East
(£72k) and South West (£74k) are
definitely in the mix too and all
could be the first Region to
break the £2M barrier this year.

Watch this space.


TEAMS: It’s a similar picture here
with Mark Simmonds’
Bournemouth Cons still setting
INDIVIDUALS: Martin Hayes widened the gap in
the pace but with only £129k
November, volume sales of £224k, ensuring that he is
comfortably out in front with sales of £1.281M.
separating 1st and 2nd, Nick
Considering the year that we’ve had, Martin is only £193k
Somaiya’s Walton Cons North
behind last year’s result at the same period; incredible.
have them in their sights. Nick
2nd on the month was the South West’s Gary Tucker.
and the Team had another
Gary, getting more and more confident with remote
superb month securing top spot
selling, had sales of £144k and it was Walton North’s Tony
Duffield just behind in 3rd place with sales of £134k.
with £407k and had 3 of his sales
team in the top 6!! And don’t
All the signs for December is that we will have a strong
discount Trudy’s South West
finish to the calendar year. With so many plans being
Cons, 2nd on the month and
scuppered this year, Summer holidays, Xmas holidays
only £165k behind in 3rd YTD but and even winter skiing holidays, customers have turned
to their home as their ‘safe’ place with many investing in
more that capable of catching
new, or upgrading, their living spaces; and what better
the two in front.
place to invest than Anglian.

COMFORT
M I C H A E L Y E L L O P
PAGE 15 COMMENTARY

ZONES




h a t i s a C o m f o r t Z o n e A comfort zone is a psychological state in

?
W
which things feel familiar to a person. At times it can feel at ease and
many times we can feel uncomfortable in a comfort zone. However,
one learns to tolerate the discomfort in order not to risk emotional or
psychological challenges.
For better or worse many of us had This negative response can create
become comfortable with our procrastination, fear, or anger.
lifestyles, the way we sell, what we Sometimes situations arise where we
earn, the way we live, what we eat choose to move out of the comfort
and drink. However, at some level zones, for example losing weight or
we still want to achieve our goals, learning new skills. When we move out
dreams, and aspirations without of the comfort zone this can help us
moving out of our comfort zones. expand, grow, develop our life, selling
skills and improve our emotional
Ask yourself which is inside or resources. If you look at Anglian’s
outside your comfort zone from the online selling module many of us have
list below: stepped out of our comfort zone, and
the rewards have given us new learning
Fully understand and use ADAPT skills, and knowledge along with
Fully understand Treating enhanced earnings and of course
Customers Fairly rubber stamped Anglian’s market
Using or not using Finance to leadership.
give the best option for the
customer When going into this year, very few of
Believing customers only want us had a vison that we would be online
face to face appointments selling, and what have we gained from
Seeing online selling as a that? Cutting down on our overheads
challenge. and travelling, learning new skills,
Using selling and questioning speaking, and connecting with
skills customers in different ways. So
Online selling to enhance therefore, circumstances made us move
earnings out of our comfort zones, individually
Online selling to connect with and collectively. What an opportunity
customers for success this has given us.
Online selling as a smoother
operation to be more effective In some of the darkest moments there
Less travelling is always a grain of opportunity, in this
More time efficient great company of Anglian it has made
Embrace the new world for online full use of the opportunity and with the
selling for goods and services incredible skills of the sales force you
When asked to attend training have stepped out of our comfort zone
and coaching sessions. into the new world of online selling. I
salute you one and all.
When you cross your comfort zone,
fear zone, learning zone and growth Sometimes it takes us traveling outside
zone, you will enter into the zone of our comfort zone, to discover the
sales mastery.” Amit Ray abilities, we never knew we had. Robert
M. Hensel
Outside of this zone we generally
respond negatively when we are first Enjoy your selling, the great power of
asked to move away from our Anglian is with you.
comfort zones and towards new
challenges. All the Best
Michael Yellop

PAGE 17 ARICLE
THE ESSENCE OF


YOUTH











Anglian Today spoke to two of the Company’s newest recruits, who also happen to be the youngest, Holly Brown &
Will Young collectively have only been with the business for less than 18 months, and neither of them have hit 20
yet. They are both enjoying fantastic success and reaping the financial rewards. Anglian Today caught up with them
both to find out their story so far.
‘Well I didn’t even know what I’d I’ve been subject to judgement from
colleagues and customers, who have made
applied for when I got the call about I’m a keen worker at the end of the deductions because I’m young and a female.
the interview.’ Is Holly’s first day and feel very committed to That just makes me want to try harder, when
comment when I asked how she Anglian.’ Holly was equally as you’ve got a man in the house following you
came to Anglian. ‘I was running my passionate ‘You earn what you’re round with a tape measure checking your
own video production business and worth, I always give 100% and I work, I feel like I’ve got something to prove’.
had been applying for jobs for a have full confidence in what I do. I Will has found the training excellent and
while. I decided to take a punt and never want to walk away from a sale gained other life skills along the way ‘It’s built
start applying for jobs with large without knowing I’ve tried my my confidence no end, and I’ve really valued
earning potentials, to see what would hardest. I like that the work comes getting to know people around the Company
who have been able to help me. The
happen, which is when I got the call with a certain amount of pressure community spirit of building your fellow
from Anglian. Sitting in my interview which I think is good to keep me on colleagues up and taking advantage of that
once again the earning potential was my toes.’ community is invaluable.’
reiterated to me, at which point I was
determined not to leave the interview So, how do they find it when things It’s clear from speaking to them both that they
too share a passion for people, ‘I like meeting
room till they gave me the job…3 aren’t going so well ‘You’ve just got and speaking to people, even when they’re
hours later that’s exactly what to pick yourself up, you can’t dwell difficult’ says Holly. No two days or customer
happened!’ Will had a similar on your failings’ states Holly. Will are the same, and that makes every day
enthusiasm for the earning potential has had a more diverse experience interesting.’ ‘Whilst every sale is the same,
every customer is different’ says Will.
from Anglian ‘I saw the commission with this and his mindset has
possibilities and knew friends who definitely taken a knockback when So what’s next for these two ‘I’ve got my
were doing the same thing for he’s lost a sale. ‘I am guilty of taking sights set on a company car’ says Holly. I
Anglian, so I was fairly persistent things too personally, as I’m believe Anglian offers a platform for a career
about getting an interview which led committed to Anglian, and when you for life, and I’ve definitely got aspirations for a
position in management within the Company.’
me where I am today.’ believe Anglian to be the best, it’s Will is happy to continue to live within the
hard when a customer doesn’t see
present, and is happy to use the time to
that. But you’ve got to look at continue to build his income potential, after
yourself and be accountable if there having worked his way out of debt, which was
However, don’t be fooled into the circumstance he found himself in prior to
thinking that these two keen spirited are things you’ve done wrong, and joining.
individuals are not averse to hard never blame the client, always blame
work. ‘I find the process of working yourself. As hard and frustrating as What both Holly and Will clearly demonstrate
rather addictive’ Will tells us ‘I can that may be at times.’ is a drive to succeed. Neither character is
end up working 7 days a week some afraid of hard work, and however they have
fallen into their positions, they are both
weeks, what you put in is what you So, what do Holly & Will feel they’ve enjoying some wonderful success. They have
get out, which coupled with the learnt from their experiences and both embraced the training and quality of
independence of running your own training to date. ‘Take every lead as information available to them and aren’t afraid
business is what appeals to me someone new’ says Holly ‘And never to learn from others around them. They are
definitely two to watch as we head into 2021.
most. just a book by it’s cover.

P E T E R U S S E L L
PAGE 18 COMMENTARY
PETE RUSSELL reflects



on 'What a Year!'






























Who’d have thought when we were welcoming in 2020
that this would be the year that was?
Despite some of the challenges this year has brought on
all of us, we have a great story to tell on how our business
has adapted and changed positively.



In your team meetings this month we’ve been There’s a much larger focus on 1-1 training and
focusing on finance from the basics of using the coaching in the regions. The ASL role has changed
opening statement and linking this to the this year with many more managers saying that MS
“Affordable” priority in ADAPT to better Teams helps them spend more time coaching and
understanding and separating our beliefs on finance developing their sales teams.
facts versus finance myths. We’ve seen the use of ADAPT priorities change with
many more customers telling us that an affordable
One thing is for sure, more and more customers are product is as important as a quality one.
choosing finance with Anglian to fund their purchases
with November finance orders the highest they’ve Finally, we’ve spent time looking at limiting and
been in any of the last 3 months. empowering beliefs on finance remembering that it’s
There are a few reasons for this: - not our job to do a customers thinking for them but to
show them the facts so they can make an informed
There’s a much larger focus on 1-1 training and decision when placing an order with us.
coaching in the regions. The ASL role has changed As we close out the year and start thinking ahead to
this year with many more managers saying that MS what 2021 may bring, let’s not forget what we’ve
Teams helps them spend more time coaching and achieved and learned in 2020 and most importantly
developing their sales teams. how we can capitalise on this for a prosperous new
We’ve seen the use of ADAPT priorities change with year.
many more customers telling us that an affordable Have a great Christmas and New Year.
product is as important as a quality one. Pete

G E T T I N G T O K N O W
PAGE 20

GETTING TO THIS MONTH WE CATCH UP WITH YOUR REGIONAL

KNOW.. FOOTCAN DIVISIONAL LEADERS IAIN HOPKINS &
MARC HARRIS




What's at the top of your bucket list?
I H : T o t o u r N e w Z e a l a n d - t h e m o r e r u r a l t h e b e t t e r

M H : T o s e e T o t t e n h a m w i n t h e l e a g e

What's your most prized
possession?
I H : A h o r s e c a l l e d ' M e r l i n ' h e ' s w o n 1 5 w o r l d t i t l e s w i t h m y 2 s o n s .

M H : M y c h i l d r e n - M a d e l e i n e , F r e d d i e , M i l l i e & Z a c h a r y
Would you rather appear on the Apprentice
or I'm A Celebrity and why?
I H : I ' m a C e l e b r i t y ( a s l o n g a s i t ' s n o t i n W a l e s ) I ' d l o v e t o
Who would you most like to
s e e i f I c o u l d f a c e m y f e a r s - I w o u l d b e m o r e s c a r e d o f t h e
meet from history and why?
c e l e b s t h a n t h e b u g s t h o u g h ! ! !
I H : I w o u l d n ' t n e e d t o g o b a c k f a r i n h i s t o r y A l e x
F e r g u s o n - n o m a t t e r w h e t h e r y o u ' r e i n t o s p o r t
M H : M i x e d v i e w s a s a l w a y s f a n c i e d t h e A p p r e n t i c e a s I t h i n k
o r b u s i n e s s h e h a s s o m u c h i n s i g h t i n t o m a n
I m a y h a v e w o n i t a s s u g a r l i k e s t h e s a l e s / m a r k e t i n g s h a r p
m a n a g e m e n t a n d h o w t o g e t t h e b e s t o u t o f
d i r e c t s a l e s t y p e b u t I ' m a C e l e b r i t y w o u l d b e f u n b a r e a t i n g
p e o p l e b u t m o s t i m p o r t a n t l y n o t a l l o w i n g
v a r i o u s p e n i s e s .
a n y o n e t o b e b i g g e r t h a n h i s o w n p r i n c i p l e s .
M H : I h a v e m e t m o s t o f m y h e r o e s s o r e a l l y o n l y
m y f a m i l y t h a t I n e v e r m e t a s t h e y w o u l d h a v e
What superpower would you
d i e d b e f o r e I w a s b o r n .
like to have for a day and why?
I H : T o b e a b l e t o s e e i n t o m y 2 s o n s f u t u r e -
What would be your specialist
t o g u i d e t h e m a r o u n d s o m e o f l i f e ' s p i t f a l l s .
subject on Mastermind?
M H : I w o u l d l i k e t o b e i n v i s i b l e , s o I c o u l d e n d
I H : M a n c h e s t e r U n i t e d - A l e x F e r g u s o n e r a
u p i n a l l s o r t s o f i n t e r e s t i n g s i t u a t i o n s .
M H : T o t t e n h a m H o t s p u r
Who would play you in the
What or who would you put in Room 101? movie of your life?
I H : E a s y C A N C E R I H : R o b b i e C o l t r a n e - t h i n k h e
h a s t h e r i g h t p h y s i c a l b u i l d ! ! !
M H : S o l C a m p b e l l o r m a n y A r s e n a l g r e a t s a s I h a t e
t h e m w i t h a p a s s i o n M H : T o m H a r d y







Who or what has influenced you most in
your career?
I H : M y d a d a s w i t h e v e r y t h i n g i n l i f e I t h i n k h e h a s g u i d e d m e d o w n a
p a t h a n d n e v e r a l l o w e d m e t o a c c e p t a v e r a g e - h e a l w a y s e x p e c t s
What's your top tip on achieving business
a n y o n e t o g i v e t h e b e s t v e r s i o n o f t h e m s e l v e s t h a t t h e y c a n s o
success?
1 0 0 % n o l e s s .

I H : W h e n y o u b e l i e v e y o u a r e p u t t i n g i n 1 0 0 % p u s h a n e x t r a 1 0 %
M H : A f e w t o b e h o n e s t i n c l u d i n g c u r r e n t d i r e c t o r s h e r e a t A n g l i a n ,
b u t a n o l d b o s s A l a n W i l s o n i n r o o f c o a t i n g w a s g o o d f o r m e t o l e a r n
M H : N e v e r g i v e u p r e a c h i n g t h e t o p .
t o c h a s e b i g m o n e y .

PAGE 19














MERRY









CHRISTMAS












Everyone at Anglian Today,


including all of our regular


contributors would like to


wish you and your families a


safe and Merry Christmas,


and a prosperous New Year.


We look forward to a


optimistic and bright 2021.

ADAPT &










THRIVE















SUCCESS DEPENDS UPON PREVIOUS

PREPARATION, AND WITHOUT SUCH
PREPARATION THERE IS SURE TO BE FAILURE