Page 3 - Specialty Practice June Newsletter

…Standing in the Hall of Fame!

P&C and EB producers Karim Chandani & Gord Penner team up for

major Hospitality Group win
“A collective force in the industry”
Gord Penner's new EB account is described as "a collective force in the industry."
Located in Eastern Canada, the Group comprises a diverse portfolio of hotels,
including renowned brands such as Marriott/Starwood, Hilton and IHG, highly
successful condo projects, and ongoing construction and mega-development
projects. With the EB & Pension win squared away, Karim Chandani is now closing
in on the P&C.
"Don't waste my time." – Getting an audience with the CEO proves to be a challenge
This opportunity didn't fall into either Gord's or Karim's lap, however. For over two years, Karim had
been trying to get in front of the CEO, without success. Finally, Karim did something that got him
noticed - by having a customized Monopoly board made featuring the Group's hotel and real estate
locations. The day after Karim dropped off the board, the CEO called and invited him to meet.
However, despite getting his foot in the door, Karim was shown the door within 15 minutes. "He
basically called me chump," recalls Karim. "He said his account was too large for HUB and for me."
Hospitality Specialty Practice provides a compelling argument to earn a second audience with the
CEO
Undeterred, Karim regrouped and turned to the Hospitality Practice to build out his [and HUB's] value
proposition. Armed with information such as the scope and scale of HUB's capabilities, Hospitality
premium volume & client footprint, and the names of HUB clients who are some of the largest and
most recognizable hotel management groups, Karim rallied. He sent an email to the CEO with the
additional information, getting a second opportunity to meet with him.
Pivoting the conversation to Employee Benefits cracks the door open further
With Tina Osen joining the meeting, the discussion regarding the Group's pain points turned to
Employee Benefits, piquing the CEO's interest. In November 2019, the Group invited Gord Penner, EB
Account Executive, based in Canada West to provide a quote for their Employee Benefits. Gord flew
out and undertook a full review, including all claims information and pharmacy strategies and was able
to demonstrate how HUB could employ several strategies to find significant savings. The BOR was
signed shortly after, saving the Group over $250k without compromising coverage, by negotiating
hard for better rates with the insurer.
"What else can you do?" HUB's Employee Benefits solutions shift the insured's perception of HUB.
Having demonstrated what HUB could do in the Employee Benefits space, the CEO's perception of
HUB had shifted considerably. The Group willingly handed over their commercial policies to Karim,
giving HUB a chance to take the P&C portion of the account as well. Currently exploring the best
solutions including investigating captive options with Braedy Walker, the owner has indicated to Karim
he will give HUB a BOR on the property in July for $1.5M in premium.
Winning an account of this size is a great win for HUB and very rewarding for Karim and Gord, but the
learning curve it's provided has been priceless. "I've learned to do my homework," says Karim. "An
account of this size needs to be handled differently than a smaller operator."
Securing the relationship further - bringing in Personal Lines and additional Specialty Experts
Karim continues to close gaps, recently connecting the CEO with Shirin Arjomand, Vice President,
Portfolio Management, a 20-year insurance veteran and part of the High Net Worth/Private Client
Group. With Sharin taking over the Personal Lines and HUB now writing home and auto for the CEO
and his family, Karim is now looking to the Group's Construction and Development arm to explore
other opportunities for HUB to bring value to the account. In consideration is a 'post-COVID' in-person
meeting to introduce more HUB experts to the company decision-makers.
“Willing to do whatever it takes” – a shared mindset drives cross-selling success
When asked what makes their cross-selling working relationship so effective, Gord and Karim both
agree it's due to sharing the same mindset - a drive to win, hating to lose, and a strong desire to fight
for their clients every day to ensure they are getting the best value. "We're both willing to do what it
takes," says Gord.
© 2019 HUB International Limited. 3