AHI Insurance Brokers: Chintan P. Mehta on Service over Price in the Premium Insurance Market
In a market as vast and competitive as India, insurance is often reduced to a commodities game where the lowest price (L1) wins. However, Chintan P. Mehta, the CEO and Principal Officer of AHI (Auto Hangar India) Insurance Brokers, is challenging this narrative. By focusing on the high-end premium car segment and prioritizing 365-day service over initial discounts, Chintan is building a legacy of trust in an industry where promises are the ultimate product.
A Journey by Chance: From Global Business to Indian Insurance
Chintan’s entry into the insurance industry was not a deliberate choice but a serendipitous "restart." After spending seven years in international business development across Singapore, Thailand, the UK, and Africa, the call of "India calling" brought him back home. "Suddenly, insurance happened," Chintan recalls. Despite being a "bit late" to the field, he embraced the challenge of learning a technical, product-heavy industry from scratch.
The early years were a grueling cycle of learning and sales. Based in Mumbai, Chintan faced two-hour commutes each way, leaving at 7:00 AM and returning near midnight, only to answer hundreds of emails. "Interaction gives you more and more knowledge," he notes, emphasizing that his clients were his true university.
The AHI Difference: Representing the Client
AHI Insurance Brokers, an initiative of Auto Hangar India and the Mariwala Group, operates with a clear mandate: represent the client, not the insurance company. While many agents focus on selling specific products, Chintan’s team acts as advisors, guiding customers toward the best plans for their specific needs, particularly in the niche of luxury automobiles like Mercedes-Benz, BMW, and Audi.
The Service Philosophy
Why AHI prioritizes service over price:
- 365-Day Assistance: Insurance isn't a one-day transaction; it's a year-long commitment.
- Representing the Client: Acting as the customer's advocate during claims and policy selection.
- Ethical Support: Ensuring every genuine claim is supported 24/7.
- Premium Focus: Catering to clients who value quality and reliability over the cheapest ticket size.
Building a Team on Trust and Freedom
Drawing lessons from his time at prestigious groups like Shriram, Chintan believes that true leadership is about empowering the team. "If you give enough freedom to your team, they will be there for you," he asserts. His recruitment strategy involves promoting young talent from within and giving them the space to make mistakes and grow.
This approach has resulted in a loyal team of 80-85 people, many of whom have been with Chintan for a long time. By nurturing talent and backing them up through "blunders" and breakthroughs alike, AHI has created an environment of psychological safety and high performance.
AHI's Market Position
- Segment Leader: One of the top 5 insurance brokers in the premium car segment in India.
- Rapid Growth: Recognized as "Broker of the Year" and a "Most Promising Insurance Startup."
- Industry Potential: Operating in a market with less than 10% insurance penetration, offering humongous room for expansion.
The Stakeholder Philosophy: Everyone Must Win
Inspired by Mr. R. Thyagarajan (Founder of Shriram Group), Chintan follows a "social service" approach to business. He believes that for a business to be sustainable, every stakeholder must profit—from the reinsurance partners to the vendors and the customers. "If only you are making money and everyone around you is unhappy, your brand will not last," he explains.
Advice for Aspiring Entrepreneurs
- Identify a Niche: Don't try to compete on price alone. Find a segment that values your expertise.
- Ethics First: Legally and ethically right ideas will always find backing. Chintan credits the 100-year legacy of the Mariwala family for his focus on business ethics.
- Be an Eternal Student: The moment you think you know everything, you stop growing. Learn from your failures and your clients.
- 100% Commitment: Entrepreneurship is not for the faint-hearted. You must be ready to sacrifice and give your absolute best.
Future Vision: Creating a Unique Legacy
Chintan’s goal is to create something known and different that hasn't been done before in the Indian insurance landscape. He views insurance as a social service disguised as a commercial business—a tool that provides resilience to humanity in times of health or financial crises. As the industry grows at 12-15% annually, he remains an "eternal optimist" focused on the road to building a lasting legacy.