The contractor risk brokers are missing

About APRIL Canada

Sophie-Gabrielle Martin

Marketing & Communications Manager, APRIL Canada

A subsidiary of the APRIL Group, APRIL Canada is an independent wholesale broker providing niche commercial and personal insurance across Canada. The company combines technology, underwriting expertise and service to meet the needs of its broker partners and insureds.

Specialty: Specialized markets (Commercial Realty, Commercial Automobile, Residential, Leisure and Commercial Marine)

Q1What's one class of business brokers are routinely missing — and what should they be doing differently?

Commercial vehicles used by service contractors are an often-overlooked opportunity. Electricians, plumbers, HVAC technicians, and other tradespeople rely on their vehicles every day. Yet these risks can be overlooked when brokers focus on a contractor's general liability coverage without fully reviewing how their vehicles are used. The opportunity is to look beyond traditional commercial fleets and identify smaller businesses operating one or two service vehicles. Brokers should systematically ask their contractor clients about vehicle usage, drivers, business activities, and the equipment they transport. A simple review of their existing commercial accounts can uncover opportunities to provide more complete protection while strengthening the overall client relationship.

Q2What's one thing most brokers get wrong when approaching your market — and how should they be framing it instead?

One common misconception is that a non-standard risk is automatically a bad risk. A new business, a previous cancellation, or an unusual activity can make a client difficult to place in the standard market. But these factors don't necessarily tell the whole story. As a specialty MGA, we encourage brokers to explain why a risk falls outside standard underwriting guidelines rather than simply presenting it as difficult to insure. For example, a contractor with a newly established company may have ten years of industry experience. A business with previous claims may have introduced meaningful risk-management improvements. The right question isn't only: “Why was this risk declined?” It's also: “What makes this risk insurable today?” That shift in perspective can open the door to more constructive underwriting conversations.

Q3If a broker wants to grow their book in your space, what does year one actually look like — where do they start, who do they call, what do they build?

Start with a focused specialty, not a broad list of industries. For brokers looking to develop a specialty commercial portfolio, we recommend choosing one or two segments they understand or where they already have relationships. Construction contractors, small commercial property owners, and businesses with specialized commercial auto needs can provide interesting starting points. During the first three months, review your existing client portfolio, identify potential cross-selling opportunities, and develop a clear understanding of available insurance solutions. Over the following six months, strengthen relationships with specialty underwriting partners, build referral networks, and become familiar with the information required for quality submissions. By the end of year one, the objective should be to have a repeatable approach: a defined target market, strong underwriting relationships, an efficient submission process, and a proactive renewal strategy. Sustainable growth comes from developing expertise and becoming a trusted adviser within a specific niche.