NFIB

Miller Goes Nationwide in PA
09/06/2002

Wes Miller owns an insurance agency in Centre Hall, a quiet bedroom community not far from the campus of Penn State, in central Pennsylvania. It's the rural nature of the community that pushed Wes to expand his company's offering years ago.

"Being in a rural community, it's difficult to make a living just selling life insurance," explains Miller, whose captive business is affiliated with Nationwide Insurance. So Miller added a brokerage that allows him to place people with different carriers. And he carries a full range of lines, including life, health, auto, home, commercial and financial services. "The opportunity to have the supermarket approach really made sense," explains Miller. "It was a good move for me."

That move has helped spur the sustained growth of Wesley A. Miller Agency for nearly 20 years, a tenure that doesn't seem to have fully registered with Miller. "Eighteen years?" he jokes. "I keep telling people I'm not old enough to have worked anywhere for 18 years."

Before insurance, there was coal. Miller was an equipment operator at a time when the coal industry was heading south, quickly. "I had just gotten married," recounts Miller, "and I ended up needing to change beneficiaries on my insurance policy. An insurance rep came by the house, and before the night was over I was being recruited to be an agent."

Not that insurance was an easy gig, says Miller. "I didn't realize, and I don't think anyone does, how difficult it is to make a living in this industry. It's certainly easier when you're a multi-line agency like ours, but it's not an easy business. The hours early on were horrendous. I look back now and wonder how I kept family and social life together."

Over the years, Miller has also found time for his community. He has chaired the Centre Community Hospital board for the past seven years and was recently named hospital volunteer of the year. This year, however, the priorities have changed just a bit. "My term as chairman expires in October, and I've opted not to run again. My children are in their late teens and very active in things. I want to give some of these years and some of that time to them."

Quick Facts:
Name: Wes Miller
Business: Wesley A. Miller Agency
Location: Centre Hall, Pa.
Founded: 1984
Number of employees: 4

What led you to start your own business?
I was in an industry whose outlook was bleak, and I was frustrated by the fact that no matter how hard I worked, I got paid the same. The ability to take control of my income appealed to the entrepreneur in me.

When (and why) did you join NFIB?
I joined not long after I opened our current location. One of my business associates referred the NFIB rep to me, and he came in and we talked. It struck a real chord with me. I bet you it's been 15 years. I am currently the chair of the Pennsylvania Leadership Council, and I enjoy it tremendously. It's great to be able to work with other small-business leaders from other communities for the common good of small business.

I never realized I was a political activist. I thought what I did was what every businessperson and every citizen did. When something bugged me, I just called my congressman to talk about it. I think we've got a lot of politically active small businesses out there who don't realize they're activists. Luckily, we've got NFIB to help educate people.

Which legislative issues currently top your list?
The most recent thing we're still smiling about in Pennsylvania is that we got some measure of tort reform passed. That's something I've been involved with for a long time, and I can't even tell you how long it's been. When I first started talking to my state senator about this, years ago, he told me I was the only guy on his radar screen -- the only person who mentioned the issue to him. We went from there to having him be a sponsor when this legislation -- the Fair Share Act -- went to the House. I think NFIB helped us get the clout we needed to get that through.

What do you like best about being a small business owner?
I really enjoy the fact that I get to set the pace and be the trendsetter in the organization. I like the flexibility it gives me -- I've always told people the advantage of owning a small business is you get to work when you want to. Then I tell them the disadvantage is you get to work when you want to.