RBC has been a pioneering financial institution when it comes to fulfilling the needs of new Canadians. The bank’s Welcome to Canada package helps customers with their personal and small business needs. However, RBC also has an extensive commercial banking offering to help entrepreneurs flourish in their business. Recently, Generation Next had the opportunity to talk to Gurinder Singh (Gord) Hundal, the Vice President Commercial Financial Services. He is responsible for RBC’s Business Clients in the industry specializations of Business Services and Retail and Franchise Markets for the Peel market.
A typical client in Gord’s portfolio “would be someone who’s got revenues of more than $2 million, more than five employees, some degree of complex ownership—they are multinational, they have some sophisticated cash management product, and they could have some credit needs or maybe they don’t have any credit needs. An example of a client in our portfolio would be a law firm with about $20 million in revenue, about 10 lawyers on staff, is complex in the sense that it’s a partnership structure, and they have lots of different needs.”
RBC helps these clients with their borrowing needs, deposit needs, as well as with everyday banking needs. “From the borrowing perspective,” says Gord, “we help them with term loans or leases for equipment, operating lines of credit, to help them manage their cash flows and commercial mortgages to help them buy real estate, which is something a lot of our clients seem to be doing these days.”
As a representative of a bank that prides itself on its outreach to the South Asian community, Gord finds South Asian clients highly sophisticated when it comes to commercial banking. He gives an example, “I am thinking about this restaurant owner—he has owned and operated businesses in India, Pakistan as well, and they have an understanding of how businesses can be supported by banks.” Gord says RBC’s commercial clients and South Asian clients rely on four key pillars—convenience, advice, service and value for money. He explains further, “My team works with business services in retail clients. So any clients that are business-services or business to business, or business to consumer on the retail side of things—law firms, accounting firms would be part of our portfolio, as would be restaurants, gas stations, small retailers, marketing companies. So we, by providing specialized advice help our clients because we’re familiar with their types of businesses, but we also have the opportunity to understand that there’s a difference between a business-services client, say a law firm and maybe a trucking company.
For Canadian companies that are based here and looking to do business internationally, RBC helps them navigate globally. The bank provides such clients with industry-specific advice and professional services, competitive foreign exchange rates and flexible credit solutions. RBC’s global network of premier financial institution helps their clients gain a wider perspective too.
With regard to enhancing the level of financial literacy among their South Asian clients, RBC takes a case-by-case approach. Says Hundal, “Someone starting off a business will have a very different conversation than someone who’s perhaps at a point where maybe they want to transition the business to maybe want to sell the business.” The bank also spends time with clients to introduce them to law firms or accounting firms that can help them get better financial literacy. Additionally, RBC is involved with the Newcomer Centre of Peel to help new Canadians get acquainted with the finer aspects of Canadian banking and finance.
Commenting on current trends, given the economic downturn, Hundal says business clients seem to be showing cautious optimism when it comes to borrowing or investment decisions. However, he adds, “our business clients that have identified growth and are looking at new growing markets such as the Bramptons and the Mississaugas of the world are definitely still borrowing money to help fund that growth.”
One of RBC’s core values is “Diversity for Innovation and Growth.” Describing his own role in furthering diversity within his organization, Hundal says, “I am the Executive Champion for the Greater Toronto Area, newcomers to Canada, employee resource group—it’s an internal group that promotes resources and sharing of experiences within RBC so that staff who are new to the country can have the opportunity to connect, share best practices, and be introduced to various other members of the RBC family. I have also taken on several individuals to help mentor people who have demonstrated strong business and financial acumen and need to get a better understanding of how you do business in Canada, what is leadership in Canada. It’s something I am very passionate about and devote a lot of my time to—coaching, nurturing and sharing some of my experiences with some budding South Asian talents and individuals.”
RBC has also taken initiatives to promote cricket in schools. Generation Next asks Hundal about the wisdom of this investment. He explains the initiative is part of the bank’s commitment to growing healthier communities at the grassroots level. Recalling an anecdote around the game, he says, “A couple of years ago, in my previous role, we actually had an internal cricket match between two markets for our branch leaders. First of all, it was a lot of fun, and the majority of my team and the team we played had never played the game before, but having the opportunity to play a game of cricket, our sales leaders developed an understanding of the game, why our clients are so passionate about cricket.”
In a similar vein, Hundal tells Generation Next readers that “On February 20, eight locations across the GTR are going to host free skating sessions. It’s an opportunity to get out and skate, embrace the Canadian sport of hockey, and win possibly signed jerseys and just have some real fun on our family day. In our experience, a lot of our South Asian clients are excited by this opportunity because they never had the opportunity to go to a rink before. By hosting this event, we are introducing a key fabric of the Canadian community to a community that wants to learn and live and try a sport that’s popular here in Canada.”
With its twin objectives of smart banking and building healthier communities, RBC is likely to win a lot of appreciation from the South Asian community in Canada. And that may well translate to winning more clients.





































