Community roots, expanding horizons: MountainOne Insurance's decade of growth and commitment

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MountainOne Insurance Agency has come a long way in the last decade under the leadership of Jonathan Denmark, President and COO. As Denmark approaches his tenth anniversary with MountainOne and nearly 20 years in the insurance industry, he reflects on how MountainOne Insurance has expanded significantly across Western Massachusetts while adapting to a rapidly evolving insurance industry.

Over the last ten years, Denmark has overseen MountainOne's acquisition of a series of insurance agencies throughout the Berkshires, and most recently, the Pioneer Valley. Many of these agencies are family-owned, multi-generational businesses that have built unique relationships with their communities. Denmark has worked hard to maintain these deep, small town relationships throughout the acquisition process - a model that goes back to MountainOne's very beginnings.

"Our focus is on being a community- centric organization, with a community development liaison dedicated to the areas where we invest in. This model has been in place since 1848 and will continue moving forward," explained Denmark. "We're not a public company and have no individual owners. We are owned by our bank depositors and insurance policyholders."

This approach has allowed MountainOne to stay connected to its roots while also keeping pace with the changing needs of its clients. With each acquisition, Denmark notes the goal is to not only broaden the company's reach but to also bring on board agencies that share MountainOne's values. "We've tripled in size since 2015 by investing in talented people who are deeply embedded in their communities."

Denmark's approach has paid off. When MountainOne acquired CIA Insurance (dba Cross-Pittsfield) in 2022, which itself had merged with two established agencies - Bard-well, Bowlby & Karam Insurance and Colt Insurance - MountainOne became the largest insurance agency in the Berkshires. As 2024 comes to a close, and with three more acquisitions under its belt, MountainOne Insurance now has eight locations, nearly 20,000 insurance customers and 75 employees, with 18 new employees in the Greater Springfield region. And the expansion isn't slowing down.

In January 2024, MountainOne brought onboard Tim Minker, who owned the former Minkler Insurance Agency in Stockbridge and entered the Pioneer Valley market with the purchase of G.W. Morisi Insurance in Longmeadow. And just this past November, MountainOne expanded further into Greater Springfield with the acquisition of McClure Insurance Agency.

Alongside new employees, MountainOne Insurance has retained current employees, many who have worked at the same agency for decades. For G.W. Morisi Insurance, a third-generation family business serving Longmeadow and surrounding areas for over 75 years, it will continue with its longstanding customer service team in place. Alongside its existing team, they'll work with new team members to deliver the same excellent service with MountainOne's added resources and capabilities.

With the recent acquisition of Morisi and McClure, Denmark can now bring MountainOne's wide range of community- focused insurance solutions to the Pioneer Valley. This includes everything from group employee benefits and life insurance to long-term care insurance, Medicare products, in-house claims service and more insurance company options.

Though Denmark is a Pittsfield native, he is well-acquainted with the Pioneer Valley. He earned his BA in Music and Business and an MBA from UMass Amherst, where he not only developed his love for music but also discovered his passion for building relationships and turning them into long-term success. Now, with these expansions, he's excited to give back to the region that helped him grow as a musician and a leader.

"Serving the Berkshires has been one of the greatest pleasures of my life, but returning to the Pioneer Valley and getting to know the cultures of these communities is also incredibly fulfilling" said Denmark. "Because of MountainOne's size and the fact that we're an independent insurance agency, we're able to do much more for our communities."

Although these are two different regions, Denmark added, they are geographically contiguous, and common Western Massachusetts values bridge the two. "People just want to be taken care of. They want a real person to talk to. They want to work with people that that understand their local needs, and that's what we bring to the table."

Being part of the community is an essential part of MountainOne's mission. MountainOne's employees, "Mountaineers," live and thrive in their communities. You can find Mountaineers everywhere, from grocery shopping to nonprofit boards of directors, PTO committees to coaching youth sports.

Denmark is no exception. He serves on the 1Berkshire Alliance Board of Directors, on the Pittsfield Economic Development Authority board and as Vice President of Administration and Finance for Congregation Knesset Israel. And when he's not involved in MountainOne community events, he's bringing music to the community with his band, The Housie Shakers.

"There's nothing more small town feel than getting to see your agent in your neighborhood while you're living your life. That helps build trust and a connection to your insurance provider," said Denmark.

A PROVEN MODEL THAT ADAPTS TO CHANGING MARKETS

When MountainOne isn't getting involved in their communities, it's advocating for local clients by matching their unique risks with its portfolio of insurance companies. While many clients turn to insurance companies they've seen advertised online, they may find themselves limited to the offerings of a single insurer. This lack of choice can be problematic, especially when terms or pricing change. MountainOne, by contrast, partners with over 100 insurance companies and specialty brokers, ensuring clients have access more options tailored to their specific needs.

"Our model has been proven for decades," explained Denmark. "Even with the shifts in technology, changes in buying habits and the growing challenges presented by climate change, the independent insurance agency model remains resilient. We want to continue being the best provider of that model in our region, offering our clients real options and solutions that work for them."

This flexibility and variety extend beyond insurance. MountainOne has built a strong model that integrates insurance with services in banking and investments. Many MountainOne locations provide a "one-stop-shop" experience, where clients can manage both their financial and insurance needs under one roof. This holistic approach makes it easier for clients to ensure that all aspects of their financial risk are covered.

"Our commercial insurance team works closely with our commercial banking team," said Denmark. "We get to know the entire risk landscape for each of our clients. By understanding the full scope of their needs, we can design a comprehensive strategy that ensures they're protected, even in the worst-case scenario. And when they need it most, we're there to guide them through the claims process."

One of the areas where MountainOne has built a strong niche is in the construction sector. Over the years, MountainOne Insurance has established itself as a key player in the region, providing extensive coverage for various construction companies, from homebuilders to commercial contractors, as well as businesses involved in HVAC systems and street and road construction.

In particular, MountainOne has been able to provide substantial value to its clients in the field of surety bonds. Surety bonds are often required for contractors bidding on municipal or state projects, ensuring that they can meet the financial and contractual obligations of the projects they are pursuing. This service has become a critical offering for contractors in the region.

Beyond construction, MountainOne has also seen significant growth in the employee benefits sector, particularly for businesses with large workforces. Denmark emphasized that today's employee benefits landscape is far more complex than ever before, requiring sophisticated strategies and in-depth knowledge to navigate. For employers with hundreds or thousands of employees, managing benefits is no longer as simple as offering a standard package with a set annual increase.

HELPING CLIENTS WEATHER A SHIFTING INSURANCE LANDSCAPE

As the insurance industry continues to face challenges, MountainOne Insurance is adapting to the rapidly evolving market. In 2022, the U.S. faced 18 separate billion-dollar weather events, including hurricanes, wildfires and floods. That number jumped to 28 in 2023, and by November 2024, 24 such events had already occurred. This surge in catastrophic weather is directly affecting the property insurance market, leading to higher premiums as insurers adjust to the rising costs of claims.

For homeowners and car owners, this has meant significant increases in premiums. Rising construction material costs, spurred by supply chain disruptions during the pandemic, have made repairs more expensive. On the automobile side, the high cost of replacing parts, especially in cars with advanced technology, has driven up premiums as well. At the same time, distracted driving and more severe accidents are pushing liability claims higher. For many consumers, this has resulted in insurance costs increasing by 20% increase over the past few years, a rise that has outpaced inflation. MountainOne Insurance has been proactive in helping clients navigate these changes. "We're having much more in-depth conversations with our clients," said Denmark. "We talk about coverage options, deductible tolerance and the importance of maintaining homes to qualify for standard insurance programs." With so many insurance companies offering different options, Denmark emphasizes the importance of understanding the market to find the right fit for each client's needs.

As property insurance prices rise, some insurers are also tightening underwriting practices. Homeowners are being asked to make improvements to their properties, such as roof repairs, to maintain coverage. In coastal areas, many insurers are adding wind deductibles or pulling coverage entirely from properties near the shore. In Massachusetts, this has led more homeowners to seek insurance from the state's high-risk pool, the Massachusetts Property Insurance Underwriting Association (MPIUA). MountainOne works closely with clients to ensure they are properly covered and prepared for these changes.

"We help our clients navigate this complexity by educating them on the importance of property maintenance and working within their budgets to find the right insurance," explained Denmark. "We understand the discounts and underwriting guidelines across various insurers to provide the best options."

MountainOne is also responding to the growing need for cyber insurance. With the rise of cyber threats, more businesses are seeking coverage to protect against data breaches and attacks. To qualify for this coverage, companies now need multi-factor authentication and other security measures in place. MountainOne's partnerships with top-tier insurance providers ensure that businesses are well-equipped to manage these risks.

As MountainOne adapts to these changing needs, Denmark is optimistic about the future. "While the insurance market has been challenging, we're starting to see some stability. As we move into 2025, we expect pricing to begin to level off, which will bring relief to consumers."

Looking ahead, as MountainOne Insurance Agency continues to expand, its commitment to building lasting relationships and meeting the evolving needs of its clients will keep it deeply connected to the communities it serves for years to come.