Most brokerages grow by widening the net but ProTrades Insurance, based in Melbourne, grew by narrowing it.
Built specifically around Australian tradies and construction businesses, the firm was recently recognised in Insurance Business Australia’s Fast Brokerages 2026 report as one of the fastest-growing brokerages in Australia and New Zealand, while also ranking #7 in the 2026 Top Brokerages rankings. That recognition shows how specialisation, service and a genuine understanding of the customer can drive rapid growth.
“Winning recognition as one of the fastest-growing brokerages was fantastic, but for us the growth is really the result of specialising,” says Adam Groom, general manager. “We didn’t set out to be everything to everybody. We decided we wanted to become extremely good at understanding Australian trade businesses and the risks they face.”
At ProTrades, understanding the trades market means being aware of what a client actually does. That means going beyond simply entering “electrician”, “plumber” or “carpenter” into an insurer’s system.
An electrician working in residential homes can present a very different risk from one working on mining sites, high-voltage infrastructure or substations. An earthmoving contractor doing residential excavation can have a completely different exposure from a civil contractor on major infrastructure projects.
“After working in insurance for more than 23 years, you see how important the details can be,” says Shivonne Martin, director and senior broker. “Two businesses can both call themselves electricians or plumbers but have completely different risk profiles. Asking the right questions at the beginning can make an enormous difference.”
That detail lets the brokerage present risks more accurately to insurers, explain policy limitations clearly to clients and find cover that matches the work being performed.
“Our philosophy has always been disclosure first,” Martin says. “We would rather spend a little more time understanding a client’s work properly at the beginning than have them discover an issue when they are trying to make a claim.”
Expertise is only half the equation. ProTrades has also invested heavily in making the customer experience fast and straightforward, because tradies want to explain what they do, get clear advice and get back to work.
“Tradies don’t necessarily want to become insurance experts – that’s our job,” Groom says. “They want to know that their broker understands what they actually do, that someone will answer the phone and that when they need a certificate, a policy change or help with a claim, it gets dealt with quickly.”
Groom oversees day-to-day operations, including business development, insurer relationships, technology, marketing and client experience. A major focus has been building systems that let the brokerage scale without losing the personal service of a specialist.
“One of the biggest things we’ve learned is that growth doesn’t have to mean becoming less personal,” he adds. “Technology should remove administration and make the brokerage more efficient, but the important conversations still need to happen between people.”
And for Groom, advice matters more than the cheapest premium. “Price will always matter, but the cheapest insurance policy isn’t necessarily good value if the client’s activities haven’t been properly disclosed or there is an exclusion that becomes important at claim time,” he says. “Our job is to make sure clients understand what they’re actually buying.”
ProTrades joined the repX authorised representative network in May 2026. The firm also sees its Fast Brokerages recognition as evidence of a significant opportunity for specialist brokerages that combine industry knowledge, responsiveness and genuine personal service.
Martin comments, “The growth of ProTrades has shown us there is still a strong demand for genuine personal service. Clients appreciate being able to speak with someone who understands their industry, rather than feeling like they are just another transaction.”
This article is sponsored by ProTrades Insurance
