Punching Above Its Weight: Global Rea
Creative Marketing Lets Bartlett Comp
Firm’s focus on midmarket niches has allowed it to grow at 10 percent a year since 2008; vide
■ AMERICAN ENGLISH
WINNER: SALES & MARKETING
E A WINNING TEAM: (l-r) Pat Riley, associate account manager; Bruce Einstein, managing director
of major accounts; Rich Bartlett (sitting), president; Krista Wiseley, associate account manager.
K WINNER AT A GLANCE
Bartlett & Co. Inc.
E Entering Principal: Richard Bartlett
E Location: Philadelphia, Pa.
E Website: www.bartlettgroup.com
E Principals: 3
E Employees: 7
E Commercial-Lines Producers: 3
E Commercial-Lines Premium Volume:
E P&C Commercial Income:
BY LAURA M. TOOPS, EDI TOR-IN-CHIEF, AA&B
IN A GLOBE-STRADDLING twist on the family-owned regional agency, U.K.- owned Bartlett & Co. Inc., operated by
second- and third-generation insurance professionals, combines a unique international
footprint, a focus on niche markets and innovative promotional strategies to create a
formidable and fast-growing business that’s
more than equal to the task of competing
with big brokers for business.
With only three agency principals and a
total of seven employees, the Philadelphia
branch of the brokerage generated in excess
of $11 million premium volume and $1.17
million total P&C commercial income in
2010—and has grown at an average rate
of 10 percent since the onset of the global
downturn in 2008.
That growth is the result of providing and
maintaining exceptional service standards, enjoying high client-retention rates, and achieving organic growth through existing client
referrals and other new-business activities.
For its strong performance in troubled
times, the brokerage’s Philadelphia branch is
a winner of the 2011 NU/AA&B Commercial
Agency Awards for Excellence, securing top
honors in the Sales & Marketing category.
LOCAL PAST, GLOBAL PRESENCE
The firm was started in 1940 by Fred Bartlett
in the English city of Bradford. Unable to
join the Royal Air Force due to poor eye-
sight, “he worked down a coal pit to help
keep British industry going during the war
and later joined the Auxiliary Fire Service—
all while running the business,” says Richard
Bartlett, Fred’s grandson and the principal in
charge of the Philadelphia office.