2017 Hot List Recipient

2020 Hot List Recipient

2021 CEO of the Year

Accolades

Media

Milestones

2001

2016

2017

2018

2021

Graduated from the University of British Columbia: received Marketing and Sales Management diploma and obtained a Certified Marketing Executive (CME) designation from SMEI Vancouver

2001

Canadian Accredited Insurance Broker (CAIB)

2016

Construction Risk and Insurance Specialist Program (CRIS)

2017

HUB International Hospitality Specialty Expert

2018

Winner of HUB’s Enterprise Award: a standout leader in cross sales with equipment breakdown (EB) and director and officers (D&O)

2021

Hard work pays off

Like so many industry leaders, Karim Chandani, vice president of hospitality and real estate at HUB International, did not plan a career in insurance, but since joining HUB’s sales team in 2014, he has not looked back. “Like most, I was not planning to be in insurance, but as a former business owner, I grew tired of doing the same thing for twenty-one years,” he said. Dave MacFarlane, senior vice president at HUB, had done some charity work with Chandani and later suggested that he join HUB’s sales team. “In 2015, I was ‘Rookie of the Year in North America,’ and with every passing year, I have been at the top of my company’s sales leaderboard. I absolutely love what I do,” he enthused. Starting on the management side in auto, Chandani later moved to hospitality

and real estate sales on the advice of colleagues. He now works to insure almost 130 hotels across Canada and over 50 retirement homes, as well as manufacturing and child care facilities. Success seems to follow Chandani wherever he goes. In 2021, he was recognized as a standout leader in cross sales with equipment breakdown (EB) and director and officers (D&O), winning HUB’s Enterprise Award. “It has been exciting being a part of various cross-border wins, while also facilitating my first captive for a client this year,” he added. “I wouldn’t be where I am without the incredible support system at HUB who have helped my career grow.” When it comes to moments that have truly defined Chandani’s career, he said the COVID-19 pandemic has been incredibly significant. “Being there for my clients, supporting them, and working with them during such a difficult time was a very meaningful experience,” he said. The challenges presented to the HUB team boiled down to adjusting to working from home, but within a month or two, clients and brokers got used to the new norm. “HUB has 14,000 employees across North America, and for our specialty practices such as hospitality and real estate, employees based in several different states and provinces were able to connect on a more regular basis,” Chandani explained. “I also encourage everyone to be on video as much as possible to enhance team interactions.”

Hospitality has endured multiple reopenings and closures, suffering throughout each lockdown. Brokers have worked tirelessly through the difficulties of low revenue and high premiums, always aiming to provide comprehensive risk control for clients. “The hospitality sector has undoubtedly taken a hit. People are not travelling as often, and with the lack of tourists, hotels and resorts have seen massive losses,” said Chandani. “There are a vast number of resources within our company, but it has been difficult with increased pressure on price and capacity.”

2021 was also a brutal year as far as claims went. Moving forward, Chandani said brokers should be prioritizing communication to help clients take a proactive role in claims prevention. “If you’re not in touch with your clients, someone else will be,” he noted. The hospitality and real estate segments have been put through the ringer, but in the face of many challenges, Chandani took the opportunity to work with partners and ask for support to help secure coverage for clients internationally. “Capacity is not there, and we need to constantly remarket each account to ensure each client is getting the best available pricing,” he said. Aside from the pandemic and the hardening market, talent has also been an obstacle for many organizations, but “having fun” is key to the HUB culture. “You need to love people, love networking, and be focused on clients. That will take you to the top,” Chandani emphasized. “Use all the resources your company has to offer.” With restaurants, hotels, and travel coming back in full swing this year, industry leaders have been consistently re-evaluating their long- and short-term goals. “Our priority has always been the same: be there for clients and support them in every way that we can,” he continued. “We have some challenges with larger accounts, along with capacity, but we have been working with our risk teams to go out and assess the status of each location. “For 2022, maintaining my clients and adding to continued growth is the key.”

Spotlight

“Our management and HR teams have done everything they can. Everyone is working longer and harder, and our people have come through,” he continued. “There has been greater productivity and we have learned the true value of work-life balance.” There have been some advantages and key takeaways from COVID, but the VP noted that initially there was a lot of fear. Hotels and resorts were shut down or operating at severely reduced capacity, and with all that change, the focus for Chandani was communicating best practices with clients.

HUB International is one of the leading brokerages in the US and Canada, known for its ongoing M&A activity. It acquired 18 brokerages in 2000, with an increase from $6.1 million to $95.2 million in revenue. By 2003 revenue had grown to $286.4 million, with an integration of another 20 brokerages. The streak continued in 2016 when the brand was restructured into six “Super Regions” for better customer service and acquired more than 90 brokerages. By 2019 retirement and private wealth offerings had been established and another 70 brokerages were acquired. The majority of the organization’s business comes from commercial lines, while it also has notable footprints in employee benefits, personal lines, and wholesale.

Company Profile

1998

Founded

Chicago, Illinois

Headquarters

450

Offices

14,000

Employees

$24+ Billion

Premiums

Bio

Spotlight

Milestones

Media

Accolades

Company Profile

years in the industry

Tenure at current position

2017 - Present

BAsed In

Toronto, Ont.

Fast Facts

“Rookie of the Year” in North America 2015 Elite Broker, Insurance Business Canada 2020 & 2021 Largest client base in hospitality at HUB International

Karim Chandani

Vice President, Hospitality & Real Estate

Karim Chandani, VP of Hospitality and Real Estate at HUB International, chats to IBC about strategies to foster ongoing success in a post-pandemic world

Read on

“In 2015, I was ‘Rookie of the Year in North America,’ and with every passing year, I have been at the top of my company’s sales leaderboard. I absolutely love what I do”

Karim Chandani, HUB International

“I wouldn’t be where I am without the incredible support system at HUB, who have helped my career grow”

Karim Chandani, HUB International

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