Frank Gillender – Business Development Manager

“I’ve worked all my life since I was sixteen. Benefits are not for me. Besides, I’ve got a family and a dog to keep!”

As a successful businessman, Frank Gillender has made some tough decisions in his time. But some of the hardest challenges he has faced have had nothing to do with business. In 2006, Frank had a heart attack and had to surrender his PCV (Passenger Carrying Vehicle) licence. He was no longer able to drive the coaches that had been part of his life for nearly forty years which was also essential to his coach tour business.

However, as one door closed, another one quickly opened and rather than let his heart condition bring an end to his working life, it signalled the start of a new career for Frank.

His years of experience as the Managing Director and owner of a successful coach touring company, were easily recognised and are now being put to good use in his new role as a Business Development Manager for AFM Travel, in Newcastle.

Employer's story

“Frank couldn’t drive buses anymore because of his health which was a problem for him but not to me” says David Brown, Managing Director of ERB Services. When David saw Frank’s company advertised for sale, the main incentive to buy the company was its success. David says: “It was a well run company and financially very sound.”

Crucial to the success of Frank’s company which was also based in Newcastle, was Frank himself. David recognised this. He says: “Frank’s strength was his experience and when we decided to buy the company, we also decided to ‘buy’ Frank’s experience which is why we recruited him as a Business Development Manager.”

Adding value

Frank brought to the expanded company not just his experience and skills as a businessman but the added value of a strong and loyal customer base. He’d also provided services for TV companies, so this offered ERB Services the opportunity to diversify and expand into new business areas. David has structured the company so that Frank’s old company retains its identity, branding and customers. The strategy has been successful because it allows Frank to retain his sense of pride in the business he built up. He also has a very personal reason for wanting the company to succeed.

David’s overall approach to recruitment is based on good business sense. He values the skills, experience and talents of people and matches them to the right job. “If people have the capability, knowledge and can handle the work, then any health problem or disability they have is not a problem for us” says David. “

Employee's story

Travelling is in Frank’s blood. He spent nearly forty years organising tours and driving coaches all over the UK and Europe. When he lost his PCV licence after his heart attack, he was devastated. He can still drive cars but can no longer drive the coaches or mini-buses that he had been driving since his early twenties. He says: “I felt angry at first but had to resign myself to the fact that I couldn’t go on the road again as a coach driver.”

Determination to succeed

After a serious back injury in the late nineties, Frank had to give up work and was told by his doctor that he’d never drive again.  Through sheer determination, he proved the doctor wrong and did start driving again and returned to work, but not for an employer – but for himself. He set up his own coach tour company and was working very successfully until his heart attack. He made the tough and difficult decision to sell his business but wasn’t quite sure what at the age of 59, he could do next. He says: “I thought to myself – who’s going to take me on at my age?” Frank didn’t have to wait too long to find out. David Brown wanted to expand his business and Frank’s company was a perfect fit.

Frank has been working for the expanded ERB Services/AFM Travel company since February. He admits that the change of job roles has been a challenge. “I was a little nervous at first and it was all a bit of a culture shock for me. I have to do more selling and marketing in my new job than I did before. But getting out and meeting lots of people has been good and I still get to travel.”

Positive outlook

His career switch has turned out to be a success for both Frank and his new employer. He still has to take medication for his heart condition and back pain but remains positive about the employment options that are available for people like him who have long term health problems or disabilities. He says: “There’s always something people can do – even with poor health.”

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