From the factory floor to the £1.7m man – how Mike Hastie found his perfect career at EYG

He started out fabricating windows on the factory floor two years ago, learning the ropes before heading out with fitting teams.

Having studied sports science at Bishop Burton College after leaving school, a career with home improvements and commercial glazing specialists EYG was not what Mike Hastie had planned or expected.

But two years on, thanks to the firm’s training programme and willingness to help young and ambitious people progress, Mike has become a key part of the commercial sales team.

So much so that he is celebrating having smashed his targets for the latest financial year, which has just come to a close and seen him total more than £1.7m sales alone.

It has been a quick rise through the ranks, bringing major benefits for both he and his employer.

“I’ve loved every minute,” said Mike, 23. “Starting out on the factory floor as I did gave me the opportunity to get to know all the products and suppliers inside out, and which are best suited to meet customer needs.

“You also develop a really good sense of what cost savings can be made on difficult jobs, and what options you have on each of the products to make it more attractive to the customer.

“That knowledge is key when negotiating contracts with possible customers so it is something I have brought with me into sales. It gave me a good understanding and stood me in good stead.”

Showing an interest to move into business development, Mike was first given the chance to help EYG’s Trade department, which supplies windows, doors and conservatories to self-employed installers and small businesses across the region, working under Trades Project Manager Tim Hotte.

“That was a big culture change but one I enjoyed,” said Mike.

“I was given a number of trade accounts to manage, and it soon became clear to me that relationships were key. People want to know the person they are dealing with. They need to have confidence that the person looking after them will supply them the best product and most importantly be honest and deliver on their promises.

“Having been given some accounts to oversee I then had to go out and bring in my own business by getting out there, finding the construction projects we could pitch for and ensuring EYG’s name was in the frame.

“To be fair, the EYG name is so well known and trusted, it did make things a little easier than if I were at another business. We get a lot of repeat business and a lot of recommendations because of our reputation and long-standing in the industry.”

Proud to secure variety of contracts

Mike fondly remembers his first big contracts, work he secured with DJ Prescott builders on new luxury homes in Beverley, a £120,000 contract in York and a £98,000 contract with Hull-based Geo Houlton & Sons to provide windows and doors on a new build at Pocklington School, which was recently completed by EYG’s commercial fitting teams.

Most recently, he secured his biggest single contract to date, a £495,000 deal with Torsion Group in Birmingham, where an old residential building is being transformed into a mix of retail and student accommodation.

It includes special toughened acoustic glass windows, fire doors, steel replacement and fire rated screens.

“This deal was about relationships, even though it as a new customer for EYG,” said Mike.

“Their commercial director had worked with EYG before at his previous role and invited us to pitch for some work with them. We didn’t actually get that job, as it was a little late in the day, but when this project came around our name was in the frame and we went out and talked through what we could offer.

“It was particularly pleasing to win this work. The deal was signed within weeks of our meeting, so I was delighted to get that one over the line, and hopefully we can establish a strong business relationship going forward.

“Similarly the DJ Prescott deal was very pleasing as EYG had worked for them previously in years gone by, but not for a number of years. That contract was the start of consistent work which has been ongoing since.”

Help and support key to success

Whilst now out seeking and negotiating contracts nationally, Mike says the support of senior and experienced managers at EYG has helped him enormously.

“I’ve had great help from senior people at the business, such as commercial director Steve Swallow and Trades manager Tim Hotte,” he said.

“They have been there to give me advice and to check over things for me. That has been a massive help. Mostly though they have shown confidence in me and encouraged me to get out there and secure business for the firm.”

Commercial director Steve Swallow said: “Mike has had a great year. He has secured some excellent contracts over the past 12 months, way beyond his target for the year, and has done it the old-fashioned way of getting out there, meeting potential customers and securing work by knowing our products and how to deliver for the clients.

“We are sure Mike will build on this success over the coming 12 months. We’ve had another excellent year in terms of supplying commercial developments, with many exciting possibilities ahead also.”