Western States: We're planning for expansion

COEUR d'ALENE - Following the acquisition of longtime Coeur d'Alene agency Harris-Dean Insurance, Missoula-based Western States Insurance Agency says it has plans for expansion here.

Western States also has been busy growing its market share in North Idaho with previous acquisitions.

Western States was drawn to Harris-Dean's reputation and its more than 30-year history in the area and wanted to build on that, said Stephen Smelley, executive vice president of branch operations for Western States.

Smelley said Western States is currently looking to hire a commercial insurance salesman and a personal insurance salesman to round out the North Idaho team. It also plans to relocate two commercial agents to the Coeur d'Alene office.

"We have plans to add more in the coming years on our five-year business plan," Smelley said.

The former owner-partners of Harris-Dean, located at 703 E. Lakeside Ave., were Fred Harris, Ken Koep and Tom Siebert. The acquisition of all assets and liabilities was effective Dec. 31.

Fred Harris said, "With the new ownership, (clients) will be getting the best of both worlds - continued service from the people (they) already know here in the community, along with access to additional insurance carriers and technology resources."

In addition to the partners, the agency has three sales executives and a dozen insurance support professionals. All of the former Harris-Dean employees are now employees of Western States.

Western States has 30 locations in Idaho, Montana, Washington andOregon, with more than 400 employees. It is a multi-line insurance agency that sells a full-line of personal, commercial, and health-insurance products.

Western States will maintain the Harris-Dean location and, of course, keep the iconic antique firetruck outside its offices. In June 1980, Fred Harris and Spencer Dean started Harris-Dean Insurance, a modest company with two employees.

Western States brings training, market relationships, agency automation, capital and other resources to expand what Harris-Dean had been offering, Smelley said.

Just prior to the purchase of Harris-Dean, Western States acquired Rockwood Insurance, a smaller Coeur d'Alene insurance agency owned and operated by Jim Sokolis.

Sokolis also remained with Western States as has his daughter, Matina Whitney.

Prior to the purchase of the Rockwood Agency, Western States purchased the book - the block of current client relationships, contracts and agreements for service - of Liberty Northwest's workers' compensation business in North Idaho and brought on board Liberty's local workers' compensation insurance expert, Mike Feezor, in Post Falls.

Smelley said Western States is undecided on name-change details for Harris-Dean.

"Over time, all of our offices do business as Western States Insurance Agency," he said. "That will likely be the case here as well. It may take a few months or years to make the transition."

The insurance industry has been affected by the recession and its aftermath, he said.

"With the economic realities of the past few years, every individual and business owner is looking for ways to stretch their insurance dollar," he said.

In property and casualty insurance, businesses and individuals want to transfer as much risk as possible for a reasonable premium. In health insurance, clients want to mitigate the skyrocketing costs of health care.

"The market is very competitive right now," he said.

"Agents, like our clients, are being stretched thin and being asked to do more with less. Commissions are being cut - in some cases to zero - and markets are being more selective with the agencies they will partner with and the clients they will take on as risk."