Look before you leap across that border
Transcription
Look before you leap across that border
THE NEW FRONTIER Look before you leap across that border. Small and middle-market clients must prep before taking their business overseas. [ By Cheryl Arvidson | Illustration by Edel Rodriguez ] LeadersEdgeMagazine.com 12 Border Crossing By Cheryl Arvidson A A multinational pipeline company involved in a two-year project in the Dominican Republic purchased its own equipment coverage directly from a local insurer. Shortly after the company renewed the policy for a second term, an electrical fire destroyed a $450,000 trenching machine. When the pipeline company presented broker and insurance company have its claim, the Dominican insurer denied adequate global networks so that their it, saying its underwriter had failed to broker can advise on coverage and their buy the necessary reinsurance. The cliinsurance company can have the ability ent turned to its regular insurance broker, to provide locally admitted solutions at Hunter Keilty Muntz & Beatty (HKMB), a competitive price,” says Christopher for help, but as T. Neil Morrison, CEO of Sparro, president of AIG WorldSource, the Canada-based company, says, “We had which serves the property, casualty and little impact on the Dominican insurer’s specialty risk needs of U.S. and Canadastance from Toronto.” based companies with operations overHKMB contacted one of its partners in seas, as well as foreign companies with an international broker network that had a operations in the U.S. relationship with the Dominican insurer, The way business is conducted and the understood the local business nuances way insurance is transacted and underand was able to intervene written varies from country to get the matter resolved to country. “It is a whole l Fast focus promptly and fairly. different ballgame insuring l Small and mid-sized “The lesson here is to be business in India than it is in firms expanding in sure that in every jurisdiction the UK,” says Richard Alexforeign countries face where you have clients operatander, vice president of AIU new risks, a maze of ing, you also have, and use, Small Business Solutions. insurance requirements a local broker relationship, AIU manages AIG’s overseas and the potential for coverage gaps. hopefully before you have a property-casualty operations, problem,” Morrison says. “Our and the small-business unit l International networks client now has us procure their serves organizations with 100 help brokers establish international coverage, and we or fewer employees and up to local ties in foreign use our network partners. But $25 million in revenues. “But countries. this is a real-life example of as the world becomes more how good relationships make educated and more wealthy, all the difference when operating outside it has been a real incubator for small to one’s home country.” medium-sized businesses,” he says. As more small and middle-market companies look to take their business into the International Insurance Needs global marketplace, issues such as the local Insurance needs for businesses expanding culture, the political environment and difacross borders can range from a simple busifering laws and insurance requirements ness travel accident policy to a number of in the countries where they are heading locally admitted policies that are part of a become major considerations. controlled master program, ensuring there Daniel Walsh, senior vice president and are no gaps in coverage between countries. international practice leader for WachoIn some foreign countries, a U.S.-based via Insurance Services, says one of the admitted policy for property and general biggest changes he has witnessed in the liability coverage is accepted, but other international marketplace is the growth of countries may require coverage to be placed international broker networks that serve as through a locally admitted carrier. Coverin-country risk managers for U.S. companies age in those local policies often varies, so expanding overseas. a difference in conditions (DIC) policy can “It is essential for small and mid-sizedensure there are no unexpected surprises business owners to make sure that their when a claim arises. 13 October 2007 Executive Report “Each country has different compulsory regulations, not unlike our requirements here in the United States,” says Jim Gervang, vice president and director, international risk services, for ABD Insurance & Financial Services. “You are required by law in the U.S. to purchase workers compensation insurance, and it has to be purchased from a carrier licensed to issue policies in the state where you are doing business. If there is a company auto, you are required by [some] states to buy automobile insurance. Countries outside the U.S. have similar requirements usually relating to work injury or auto exposures. Even in the European Union it is not uniform.” Just as U.S. and Canadian brokers need a strong network around the world, so, too, do international brokers whose companies are seeking to do business in North America, says Jan Tomlinson, executive vice president and international field operations manager for Chubb. “Twenty years ago, if a German company opened a manufacturing facility in the U.S., they would try to find a U.S.-based agent to handle their U.S. exposures,” she says. “But today, the company’s German broker would be more likely to have an affiliate relationship with a U.S. agent who would place the required local policies, and the German broker would manage the controlled master program.” Most small and mid-sized U.S.-based businesses operating on a global basis fall into two categories, each with different insurance needs, says Sparro. The first consists of traditional “brick-and-mortar” ‘The initial challenge to a business is getting the right insurance in place.’ — Christopher Sparro, President of AIG WorldSource entities that establish a manufacturing presence overseas to take advantage of lower costs. Second, “mind and management” businesses employ a global sales force to sell their products in a number of different countries. For a brick-and-mortar operation, the company’s needs traditionally include property-casualty policies and may include other products such as business interruption coverage, auto insurance, inland marine and/or ocean marine coverage and perhaps excess liability and a type of workers compensation program. For the companies that are building revenue through a traveling sales force, the needs may include travel coverage, health coverage and possibly some specialty lines such as kidnap and ransom/extortion, political risk, product recall and trade credit. “I think the initial challenge to a business is getting the right insurance in place,” Sparro says. “Businesses need to make sure that their policies are adequate to meet their exposures. They also need to Looking for Growth Abroad It’s not just multinationals reaching across international borders to build their businesses. Nearly 97% of U.S. exporters are small enterprises—which the U.S. Department of Commerce defines as fewer than 100 employees—and mediumsized businesses (between 100 and 500 employees). The number of small and medium-sized exporters more than doubled between 1992 and 2003. A study published in July by the Economist Intelligence Group found that 58% of U.S.-based middle-market companies—defined in the study as businesses with revenues between $25 million and $1 billion—expected to see the most growth for their business from overseas markets. LeadersEdgeMagazine.com 14 buy coverage in a compliant manner, pursuant to local regulatory requirements.” AIG WorldRisk, for example, is an international commercial package program that allows a U.S. or Canadian based company operating overseas to choose from a menu of coverages including foreign commercial general liability, commercial auto, voluntary workers compensation, commercial property, marine ocean cargo, commercial crime, kidnap and ransom/extortion, political risk, and foreign travel accident and sickness. Health coverage for work-related injuries is particularly important since many countries have government-funded health care and the U.S. workers compensation system does not provide coverage in foreign countries. For example, if a U.S. employee were seriously injured while on a business trip in Europe, the individual might have to pay up front before getting any treatment at a hospital or incur a huge bill if it was necessary to be airlifted to another location for treatment. Brokers and insurance carriers with good networking relationships overseas can ensure specialized health coverage policies are in place to handle any medical emergency. Some businesses look before they leap, but some just leap, not recognizing that the way they have been insured for years in the U.S. won’t suffice overseas. “If you are a U.S. manufacturer that has been in business for many years, you will probably have a package policy in place,” says Chubb’s Tomlinson. “But if you decide to open a manufacturing plant in China, those policies you have in place in the U.S. aren’t going to provide all the protection your company needs in China. In addition, there will be local regulations that dictate how policies can and can’t be written.” ABD’s Gervang emphasizes the importance of advance planning and good communication. “The client needs to come to us as soon as they’re thinking about expanding outside the United States so we can help plan a strategy with them in advance,” he says. “As complicated as it is, put a multiplication factor in it if it is done after the fact. You can still get it done, but it takes everybody twice as long.” Border Crossing Unexpected Risks Cultural differences also are an issue for businesses expanding overseas. “Some of the biggest faux pas that can come into play for a new company involve not understanding the rite of business culture that goes with operating in a new foreign environment,” says Wachovia’s Walsh. “There have been legions of books written on how to carry oneself in presenting oneself. It can have an impact on the credibility that a foreign business operation will give you.” Plus there is an element of political risk that U.S. businesses need to factor in—the confiscation, nationalization or expropriation of a business’ physical assets by the host government. “That’s what Venezuela is doing now and what Cuba did,” said HKMB’s Morrison. Insurance may not provide full financial protection against a government confiscating property, but it can help. “Rarely can you transfer the full fiscal event off your balance sheet, but you can insure a meaningful component in the event your assets are confiscated. You would be able to at least diminish the financial result,” Walsh says. Kidnapping is also a very big consideration, and the insurance, depending on where you are, is relatively inexpensive, Morrison says. “For any business that has people traveling to second- or third-world countries, it is an absolute.” Two other areas of political risk most U.S. businesses are unaware of involve currency inconvertibility and trade credit exposure. The first occurs when a government makes changes in its governing currency laws that leave a foreign business holding the wrong type of currency and unable to pay its debts. The second involves a sale from a foreign-based operation to another country that ends up in default. The proper insurance can help mitigate those losses, too. In addition, Sparro says, AIG is beginning to see more businesses express an interest in purchasing locally admitted policies for specialty lines coverage, such as directors and officers liability, errors and omissions, and excess casualty. Compliance Issues One of the challenges for multinational businesses is ensuring that their insurance program complies with the ever-changing regulations of each country. Premium tax rules can be ambiguous and contradictory, and depending on the country, the insurer, broker or insured may be responsible for paying them. “What I have seen in five years is a shifting of the landscape as far as legislating and regulation of insurance,” said Mario Vitale, CEO of Zurich Global Corporate in North America. “That has required a great deal of staying on top of what is happening in different countries, particularly when it comes to premium taxes and licensing, and even rules and regulations on forms. It really has become more complex.” An insured needs to be confident that its policy’s coverage provisions are correct and enforceable in each country, says Alan Fairhead, chief underwriting officer for Zurich Global Corporate. “You want to have that up front, not work it out when something happens.” A Zurich program for multinational companies includes a reporting system that breaks down exposures by country, documents an insured’s compliance with the licensing regulations in each of those countries, and details all of the foreign premium taxes owed and distributed on their behalf. Compliance challenges and other risk issues become increasingly complex as small and mid-sized businesses expand their foreign operations. “They won’t stay small, not if they’re successful,” said ABD’s Gervang. “They may start with one or two countries, but they have regional growth plans that will help them grow throughout Europe or elsewhere. Or they may manufacture in a few countries and distribute to others to start. But there is a plan for growth, and their personal insurance program and their exposures increase as they grow those manufacturing risks.” By Cheryl Arvidson U.S. Exporters by Business Size Small 3% 7% Medium Large 90% Source: U.S. Department of Commerce Growth in Number of Small and Mid-Sized Exporters 0 50 100 150 200 250 300 350 1992 108,026 2003 218,382 0 50 100 150 200 250 300 350 Source: U.S. Department of Commerce Where U.S. MiddleMarket Companies See the Most Growth 0 50 100 Latin America: 8% Europe: 12% Asia/Pacific: 29% Not applicable: 42% (only conduct business in the U.S.): 150 200 250 300 Africa: 1% Middle East: 3% Canada: 5% Arvidson is a contributing writer. Source: Economist Intelligence Group [email protected] 15 October 2007 Executive Report 350