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Using insurance to protect your business into the future

Two insurance policies businesses should consider.

If correctly structured, insurance policies can be used effectively to protect your business against future risks. If death, disability or critical illness strike a key person or shareholder of a business, the profitability and future sustainability of the company can be jeopardised.

Here’s how insurance can be employed to mitigate certain business risks.

Key person insurance: Protecting against the loss of human capital

Who is a key person?

In general, a key person is someone whose absence will have a materially detrimental effect on the future of your organisation. When determining whether someone qualifies as a key person in your organisation, consider:

  • Does he have a unique or specialist skill that is critical to the future success of your business?
  • Does she impact positively on the reputation and good standing of the organisation?
  • Is she critical to client and staff confidence?
  • Will his absence from the business, whether permanent or temporary, have a materially adverse effect on the business?
  • Does the organisation rely heavily on the person for business growth and development?
  • Will that person’s absence interrupt the day-to-day running of the business?
  • Will that person’s absence potentially result in the loss of clients or suppliers?
  • In her absence, will the organisation have difficulty raising capital or attracting new investments?

What is key person insurance?

Key person insurance is typically a policy taken out on the life of the key person to minimise risk to the business if that person died prematurely or became disabled. The company who owns the policy is responsible for paying the premiums and is the nominated beneficiary on the policy. If structured this way, the company can elect for the premiums to be tax-deductible and the proceeds subject to tax. If the key person dies, becomes disabled or suffers from a critical illness, the proceeds of the policy will be paid directly to the business. The proceeds effectively provide the company with cashflow to enable the business to continue operations until a replacement is found. Key person insurance can be structured to cover the death, temporary disability, permanent disability or critical illness of the insured.

How do you determine the correct level of key person cover?

There is no formula or set of rules when determining how much key person cover to take out. Every organisation is different, and each key person presents a different set of skills and expertise. However, factors that can be taken into account when considering the appropriate level of cover include:

  • The time it would take to find a suitable replacement.
  • The number of months or years it would take for the new person to achieve the same level as the key person.
  • The cost and time of recruiting and training one or more suitable replacements.
  • The key person’s worth in terms of net profit generated for the business.
  • The current salary of the key person.
  • The current financial position of the organisation. 

Business Assurance: Ensuring succession of business ownership

What is business assurance?

Business assurance – also known as buy and sell insurance – is cover taken out by business owners on each other’s lives. If one business owner dies, the proceeds of the policy will provide the other business owners with sufficient capital to buy the deceased’s shares. Business assurance cover can be extended to cover the business owners in the event of a disability. However, the efficacy of a business assurance policy is wholly dependent on being underpinned by a correctly worded buy and sell agreement.

Who needs buy and sell cover?

Many business owners have a significant portion of their wealth invested in their business and may consider their business interests to be a source of retirement capital or to provide their family with an income in the event of a tragedy. If a business owner dies or becomes permanently disabled, he would naturally want to ensure that the remaining shareholders have enough capital to buy his shares from his deceased estate. Depending on the value of the business, the surviving shareholders may struggle to raise enough capital to buy these shares, thus giving rise to the need for buy and sell cover.

How does business assurance work?

To be fully effective, business assurance must include (a) a correctly structured insurance policy on the life of the shareholder and (b) a meticulously worded, written agreement between the shareholders to pay the proceeds of that policy to the buyer. Let’s take the example of Mr Little and Mr Brown who each own 50% of a business valued at R10 million. If Mr Little dies, the buy and sell agreement provides for Mr Brown to purchase Mr Little’s shares which are valued at R5 million. However, Mr Brown doesn’t have access to that amount of money and takes out buy and sell cover on Mr Little’s life as a funding mechanism. Mr Little is the life insured, and Mr Brown is the payer and the beneficiary of the policy. If Mr Little dies, the proceeds of the policy will be paid to Mr Brown so that he can pay full value for Mr Little’s shares.

What does a buy & sell agreement include?

Most shareholder’s agreements or Memorandums of Incorporation do not deal with the practical details of ownership transferal to new parties. As such, a buy and sell agreement is designed to set out the details of what will happen with a partner’s share in the business should he die or become disabled. A properly drafted agreement should ensure business continuity in the event of tragedy together with a timeframe in which the transfer should take place. It should also address the funding mechanism to be used to purchase the deceased’s share which in most cases is a buy and sell policy, being less risky and more cost-effective. Very importantly, bear in mind no agreement can supersede a shareholder’s agreement and it is therefore imperative for the buy and sell agreement to be wholly aligned with the shareholder’s agreement (or MOI).               

How is the quantum of buy and sell cover determined?

In general, the amount of buy and sell cover needed is dependent on the value of the shares and whether the shareholder has a loan account with the business. To avoid potential disputes in the future, the buy and sell agreement must provide a basis for valuing the business interest. There are numerous ways of determining the value of the business and, to ensure that each shareholder receives fair value for his business interests, an equitable method of valuation needs to be accepted by all parties to the agreement.

What are the tax and estate duty consequences of buy and sell assurance?

In respect of a typical, non-conforming business assurance policy, the premiums are not tax-deductible. However, the proceeds paid from the policy will then not be taxed and the buyer will have access to the full amount required to purchase the shares. As insurance policies are considered deemed property in the estate of the deceased shareholder for estate duty purposes, it is important that the buy and sell policy is correctly structured to avoid estate taxes. To qualify for an exemption from estate duty, the buy and sell policy must be taken out by a person who is a co-owner of a business with the deceased at the time of his death. Further, the policy must be taken out with the specific purpose of purchasing the deceased shareholder’s business interests, with the added proviso that the premiums must not be paid for by the insured.

What other factors need to be considered?

If the insured life is covered in respect of disability (as well as death), the definition of disability as it stands in the policy must match the definition of disability as set out in the buy and sell agreement. Another eventuality that should be considered is the simultaneous death of the shareholders, and this should be dealt with in the buy and sell agreement. Also, in circumstances where a shareholder is married in community of property, keep in mind that spousal consent requires that both spouses are signatories to the agreement. Another potential stumbling block when setting up business assurance is where a shareholder is uninsurable for health or other reasons. In these circumstances, an existing life policy could be used, or an investment account can be set up as a funding mechanism.

ADVISOR PROFILE

Eric Jordaan

Crue Invest (Pty) Ltd

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