Business Protection FREE Guide Wealth Management Hong Kong

Is YOUR BUSINESS PROTECTED?
EXPERT GUIDE Wealth Management Hong Kong

Is YOUR business PROTECTED, after all you insure your home, your car, and in some cases
your yacht, but what about YOUR BUSINSS!

Isn’t it strange that the very thing that provides the money for your home, your car, and your
yacht is probably not insured, we are of course talking about “YOUR BUSINESS”.

Every business is only as good as, and depends upon its “People”. It's the people in the business
that have the ideas, create the contacts, and make the sales; which leads to increasing revenue
and profits for your business; which in turn pays the salaries that provide for your homes, cars
and yachts. It follows that by insuring the “People” within a business, we are in fact insuring the
survival of the business; YOUR BUSINESS, together with your possessions and future lifestyle.

We hope you will find our “Business Protection Guide” informative, and that it highlights
some of the vast financial planning opportunities that are available to you and YOUR
BUSINESS. Our guide is intentionally generic and therefore individual questions may arise that
you would like answers to. If at any time you would like more detailed information, please e-
mail me at gary.williams@wealthmanagementhongkong.asia or simply.

Call +852 5307 3732 my team and I will be pleased to answer any questions you may have

Nobody Can Predict The Future But Everybody Can
Protect It

“With over 19 years experience as an International Independent
Financial Adviser; I provide specialist advice, together with
extensive international experience. Providing my clients with the
experience and expertise that they are looking for”
Gary Williams MBA (Durham) BSc (Hons) FPC MAQ CeRER CertPFS
T: +852 5307 3732

E: gary.williams@wealthmanagementhongkong.asia

W: www.wealthmanagementhongkong.com

What Is Business Protection and Business Succession Planning
Influence, ideas, decisions, contacts and ultimately profit are driven by a relatively small number
of people within a business.

Key Person Protection

An insurance policy taken out by a business to compensate that business for financial losses that
would arise from the death or extended incapacity of the member of the business specified on the
policy (The Key Person and / or the Company Directors and Partnership Shareholders). The aim
is to compensate the business for business losses and facilitate business continuity.

Loan Protection

Insurance for anyone involved in guaranteeing business loans or banking facilities (The
Company Directors and Partnership Shareholders). The value of insurance coverage is arranged
to equal the value of the guarantee.

Private Limited Companies and Partnership Shareholder “Buy / Sell” Agreements

A buy-sell agreement, also known as a buyout agreement, this is a binding agreement between
co-owners of a business (The Company Directors and Partnership Shareholders) that governs
what happens if a co-owner dies or is otherwise forced to leave the business, or chooses to leave
the business. It may be thought of as a sort of premarital agreement between business partners /
shareholders

Relevant Life Cover – Director / Shareholder “Death In Service” Benefits

Where the policy pays a designated beneficiary for example the deceased family, a sum of
money upon the death of the insured person (The Key Person and / or the Company Directors
and Partnership Shareholders).

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Why you need protection

• We are living longer but not necessarily always enjoying good health
• Life expectancy for HK people is 80 for males and 86 for females1
• Medical advances mean you are more likely to survive a serious illness
• Each year nearly 20 million people survive heart attacks and strokes; many requiring
continuing, and costly, medical care2
• 10 million people survive strokes each year. Of these stroke victims 40% experience
moderate to severe impairments requiring special care3

Source:
1. Hong Kong Population Projections 2010-2039
2. World Health Organisation – www.who.int, 2008
3. World Health Organisation – www.whoint and The University Hospital – www.universityhospital.com
both 2008

7 Reasons to Plan
95% of SME’s in the Hong Kong have no form of Business Protection1

1. In HKG the top three killers are cancer, heart diseases and pneumonia which accounted
for 60% of total deaths2
2. Deaths from heart disease in HKG have increased by more than 30% in the last ten years2
3. 1.5 million with hypertension in HKG, posing risk of heart diseases and stroke2
4. The average age for CI claims for ZIL is 47
5. Costs of surviving a CI such as Cancer in HKG can be over HKD5 million
6. Often the business interest is the primary asset to the business owner.

Source:
1. Legal & General
2. Hong Kong Annual Digest of Statistics (2009)

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The Facts

Almost everybody knows someone who has suffered a heart attack, heart bypass, cancer or a
stroke. With improvements in modern medicine leading to higher recovery rates, Critical Illness
cover can pay out a TAX FREE lump sum of money if you are diagnosed as having contracted a
critical illness.

Critical Illness “The Facts”
• You are 5 times more likely to suffer from a critical illness than to die before your
retirement.
• 1 in 4 men and 1 in 5 women will contract one of the illnesses covered by a standard
critical illness policy before they reach 70 years of age.
• 95% of strokes occur in people aged 45 and older. From age 55 the rate of strokes
doubles every 10 years.

Hong Kong
• Cancer accounts for 75.5% of critical illness claims, with the average age being 43.7
years old.
• 6% of all claims are for strokes, with an average age of 47.5.
T: +852 5307 3732

• 4.8% of claims are due to heat attacks, with an average age of 48.8.
The Cost Of Surviving

If you should be diagnosed with a critical illness; how would you meet YOUR financial
commitments? Yes we are back to our homes, your cars, and your yachts.

But just as importantly what would happen to YOUR business financially if a Director, a Partner
or a Keyman contracted a critical illness. What would their absence from work mean to YOUR
business; loss of orders, loss of goodwill, loss of expertise, loss of management and leadership
ability?

What is the PRICE TAG?

Would a Capital Injection of TAX FREE CASH help YOUR business at this critical time?

T: +852 5307 3732


The Consequences Of Not Recovering Properly

“A Vicious Circle”

Work
Too Illness
Hard

Back to Time
Work Off

No
Income

Want to explore your options then please contact me on +852 5307 3732 for a FREE no
obligation meeting, so that you can make an informed decision about PROTECTING YOUR
BUSINESS.
T: +852 5307 3732


Key Person Protection

What would happen to YOUR business financially if a Keyman (your top sales person, architect,
IT programmer, accountant, lawyer) prematurely died today. What would their “Permanent”
absence from work mean to YOUR business; loss of orders, loss of good will, loss of expertise,
loss of management and leadership ability? How much time and money will it take to replace
them?

What is the PRICE TAG?

Would a Capital Injection of TAX FREE CASH help YOUR business at this critical time?

T: +852 5307 3732

BUSINESS.
Shareholder Protection – “Buy Sell” Agreement
(Business Succession Planning)

What would happen to YOUR business if a shareholder (Director / Partner who holds shares in
YOUR BUSINESS) prematurely died today. Who takes over their shares? Will they control the
business? Do you want them to control the business? What problems would you face?

Remember its YOUR BUSINESS; you built it and you manage it; DO NOT LOSE CONTROL!

What is the PRICE TAG to regain control of YOUR BUSINESS?

Would a Capital Injection of TAX FREE CASH help YOUR BUSINESS at this critical time?

The CASH provided by a “Buy / Sell” agreement would allow you to purchase the shares and
regain control of YOUR BUSINESS; the business than you built.

T: +852 5307 3732

BUSINESS.
Shareholder Protection – “Buy Sell” Agreement Multiple
Shareholders (Business Succession Planning)

What would happen to YOUR business if a shareholder (Director / Partner who holds shares in
YOUR BUSINESS) prematurely died today. Who takes over their shares? Will they control the
business? Do you want them to control the business? What problems would you face?

Remember its YOUR BUSINESS; you built it and you manage it; DO NOT LOSE CONTROL!

What is the PRICE TAG to regain control of YOUR BUSINESS?

Would a Capital Injection of TAX FREE CASH help YOUR BUSINESS at this critical time?

The CASH provided by a “Buy / Sell” agreement would allow you to purchase the shares and
regain control of YOUR BUSINESS; the business than you built.

BUSINESS.

T: +852 5307 3732


Relevant Life Cover
Director / Shareholder “Death In Service” Benefits

As a shareholder in your business you have probably spent your time and money building your
business over time. This has produced and income stream for you and your family to live on and
enjoy a certain lifestyle.

It has also of course produced an “Equity Value”; but how much is this worth and just as
importantly in the event of your premature death how and when will your family and dependents
receive the equity value in cash. The problem is the equity value is “Locked-up” within your
business (its the machines, the buildings, the stock and WIP, its the goodwill). How can you get
this value out in cash in the event of your premature death so your family can carry on
financially?

Has your business today got sufficient capital to buy your shares at their “TRUE” value?

BUSINESS.

T: +852 5307 3732

Note: Zurich Insurance is used for illustration purposes only. Any number of insurance companies could have been
used.
Example - Case Studies

Case Study

ABC Ltd (HK)

T: +852 5307 3732

ABC Ltd Incorportated 1995; 10 years later 2010
ABC Ltd is a family owned import / export business established and currently owned by the
founding members Mr David Jones and his sister Mrs Susan Jones, and Mr David Smith. The
shares holdings are as follows:

Mr David Jones 40%

Mrs Susan Jones 40%

Mr David Smith 20%

ABC Ltd is a successful ongoing business, which has seen major increases in sales revenues and
pre-tax profits over the last 3 years. The Directors see this as ongoing particularly over the short
term 3-5 years with their expansion into Europe.

USD

Turnover 2011 (up 15% on 2010) 5,000,000
Pre-tax profits (up 19% on 2010) 1,800,000
Company Market Value 20,000,000
Current Liabilities (due within 12 months) 1,125,000
Current Assets (Cash in Bank) 275,000

The Directors

Mr David Jones (CFO)

(40% shareholding) is 58 years old and is married to Philippa age 56.

Mrs Susan Jones (CEO Sales)

(40% shareholding) is 43 years old divorced and lives with her 3 dependent children; Tom
age 11, Susan age 9, and Jackie age 3.

T: +852 5307 3732

Mr John Smith (CEO Operations)

(20% shareholding) is 45 years old and is married with a young family. Simon age 5 and
Julie age 4. His wife Sandra aged 30 looks after the home, and has not worked for some 8
years; while she has looked after the family.

Historical Context
December 2010
During a business trip by Susan Jones to a key account holder in Europe; on the return journey
Susan has a Heart Attack. The prognosis is favourable and she will return to work in 8 weeks.

John Smith dies of a heart attack leaving his wife and children without an income.

Out of respect ABC Ltd closes for 2 weeks.

January 2011
David Jones (The CFO) reopens the family business recognising the Directors responsibility to
their employees and customers; who although understanding, also have their own businesses to
operate.

The Current Situation
1. On David Jones return to work; Sandra Smith is waiting in his office with her 20%
shares, demanding a seat on the board on FULL Directors salary and benefits.
2. Susan Jones was responsible for the major account in Europe (representing some 82% of
new business and 45% ongoing turnover). The European Key Account holder (James
Everard) is waiting in the board room concerned about the continuity of the business
relationship.
3. In the interim James has suspended all transactions over the last 10 days; and his latest
memorandum stated that he would review matters in “3 months”. He is looking for
reassurance from David.
4. ABC Ltd bankers who introduced James to ABC Ltd, are aware of the significance of the
European business, and have scheduled a meeting with David at 2 pm.
5. Meanwhile Sandra’s friends and family are suggesting that she sells her shares valued at
20% of the business currently (20,000,000 x 20%) 4,000,000 USD.

T: +852 5307 3732

Extrapolating The Situation
1. “On David Jones return to work; Mrs Sandra Smith is waiting in his office with her 20%
shares, demanding a seat on the board on FULL Directors salary and benefits”.

David the surviving Director of ABC Ltd certainly did not want to welcome Sandra to his
board (after all he has built and managed the business since 1995). Sandra has not worked
for some 8 years; and has no experience or qualifications to manage a business.

While, Sandra’s husband John Smith had planned that his shareholding on his retirement
or his premature death could be sold to provide a cash lump sum of money for his family.

2. Susan Jones was responsible for the major account in Europe (representing some 82% of
new business and 45% ongoing). The European Key Account (James Everard) holder is
waiting in the board room concerned about the continuity of the business relationship.

This is a major problem as Susan is the CEO regarding sales for ABC Ltd; and has a
close working relationship with James Everard. Without Susan it is doubtful that the
account can be secured.

3. In the interim James has suspended all transactions over the last 10 days; and his latest
memorandum stated that he would review matters in “3 months”; as his relationship was
with Susan.

Again this highlights the business issues surrounding the loss of a “Key Person”.

4. ABC Ltd bankers who introduced James to ABC Ltd, are aware of the significance of the
European business, and have scheduled a meeting with David at 2 pm.

Cash flow is the “Life Blood” of any business; in particular when the “Bankers” come
looking for money. ABC Ltd currently has 275,000 USD in cash, but a bank loan of
1,250,000 USD – what are they going to do?

5. Meanwhile Sandra’s friends and family are suggesting that she sells her shares valued at
20% of the business currently (20,000,000 x 20%) 4,000,000 USD.

The problem for Susan is that although the shares “Technically” might be valued at
4,000,000 USD; her 20% is a minority shareholding in a limited company. The shares
therefore have limited marketability / value.

T: +852 5307 3732

This is not what John Smith had planned for his shareholding in the business. He wanted
it to provide for the ongoing financial security for his family.

Protecting YOUR Business
Fortunately David Jones (The CFO) was very experienced in business matters.

David had consulted with a leading Wealth Manager Gary Williams some years previously.

January 14th

David contact the Companies Wealth Manager – Gary Williams – who in the previous 10 days
had been in constant contact with the claims department of the insurance company holding ABC
ltd (Contingency Plan) policies; that he arranged for the Directors some 3 years ago.

January 15th – 22nd

1. “On David Jones return to work; Mrs Sandra Smith is waiting in his office with her
20% shares, demanding a seat on the board on FULL Directors salary and benefits”.

Meanwhile Sandra’s friends and family are suggesting that she sells her shares
valued at 20% of the business currently (20,000,000 x 20%) 4,000,000 USD.

A payment 4,000,000 USD is credited to ABC Ltd bank account from an “Shareholder
protection” contract set up by Gary Williams; allowing automatic payment (buy-out) of a
shareholder on their premature death by the remaining shareholders

This allows David to buy the 20% shareholding from Sandra – without impacting on
ABD Ltd cash flow - and removing Sandra’s forlorn hope of a position on the board of
ABC Ltd.

This puts David firmly back in control of his business; with no interference from Sandra.

It also carries out John Smith’s wishes for the ongoing security of his family.


T: +852 5307 3732

2. Susan Jones was responsible for the major account in Europe (representing some
82% of new business and 45% ongoing). The European Key Account (James
Everard) holder is waiting in the board room concerned about the continuity of the
business relationship.

An additional 4,000,000 USD is credited to ABC Ltd bank as David arranged through
Gary Williams insurance in the event of a major account manager (Susan Jones)
contracting a critical illness (Heart Attack); this provides cash to the business to
compensate for the losses caused by Susan’s absence. On Susan’s return to work in 8
weeks time, she can make arrangements to secure the contract with James Everard.

Here Gary Williams put in place “Keyman Protection” to provide “Cash Flow”, and time
to recover the relationship with James and secure the ongoing European business (45% of
current turnover).

3. ABC Ltd bankers who introduced James to ABC Ltd, are aware of the significance of
the European business, and have scheduled a meeting with David at 2 pm.

A further amount is credited to ABC Ltd bank account for 1,500,000 USD from the
insurance policy set up by Gary Williams 3 years ago. This amount is more than enough
to settle the outstanding current liabilities with the bank (1,250,000 USD).

David being a prudent CFO; arranged “Loan Protection” on ABC Ltd current liabilities
with their bank.

Relevant Life Cover
Director / Shareholder “Death In Service” Benefits
David also arranged through Gary Williams the Director’s “Personal Death In Service”
life insurance. This paid out on John Smith’s premature death a sum of 1,000,000 USD;
this provided additional financial security for David’s family in their time of need – just
as David had planned for.

This adds to John Smith’s wishes for the provision of the ongoing financial security of his
family.


T: +852 5307 3732

So Where Are We
Do You Have A “Contingency Plan” for YOUR BUSINESS
When a Shareholder (A shareholding Director or Partner in your business) or as Key Person,
leaves your business it is usually for one of the following reasons

1. Premature Death – resulting in their permanent absence.
2. A Critical Illness – resulting in their retirement or period / permanent absence.
3. Their Retirement – resulting in their permanent absence.

All three events can cause a catastrophic “Cash Flow” crisis within any business; here is a
reminder why:

Premature Death – Sudden departure from the business

• Loss of expertise
• Loss of orders
• Loss of revenue
• Purchase of the shareholders shares to regain control of your business
• Corporate responsibility to shareholder and shareholder’s family

At this time; an injection of CASH can be critical to your business’s survival. When a business
suffers a catastrophic event “CASH FLOW” is “ECCENTIAL” for the business’s survival.

Critical Illness – Sudden departure from the business

• Loss of orders
• Loss of revenue
• Purchase of the shareholders shares to regain control of your business if permanent.


T: +852 5307 3732

Retirement – Departure from the business

• Purchase of the shareholders shares to regain control of your business
• Loss of orders
• Loss of revenue


When the CASH is needed it can be provided at a fraction of the cost of the “Critical event”. In
addition should the event not occur the “Contingency Plan” will have built up a CASH value that
bolsters a company’s Balance Sheet – saliently with a CASH VALUE – which can be drawdown
or borrowed against.

So will your Contingency Plan - help your business. Well;

• It mitigates any loss of revenue
• It provides the means to purchase the shareholders shares to regain control of your
business
• It provides “Cash Flow” (the “Life Blood: of any business) to repay loans
• It builds your companies “Balance Sheet” with a CASH VALUE
• You can drawdown (with draw the cash value) at anytime.
• You can borrow against the CASH VALUE

So What Have We Learned
The critical events of a shareholder or Key Manager suddenly leaving your business through
premature death, contracting a critical illness or on their retirement can be mitigated by the use
of Financial Investments.

In addition should the critical events not occur, the Financial Investments have a CASH VALUE
which builds up your businesses “OFF Balance Sheet VALUE” which can be utilised just as if it
were CASH.

T: +852 5307 3732

Business Protection

Nobody Can Predict The Future But Everybody Can
Protect It

“A drop of ink, a piece of paper, and the promise to pay”
The value of YOUR “Contingency Plan” is the 'Peace of mind' in knowing that should your
Keyman, Shareholders prematurely die or contract a critical illness; or should you Current
Liabilities become payable due to your Keyman, Shareholders prematurely die or contract a
critical illness. Then these “Critical Event” to YOUR BUSINESS will not result in financial
hardship to YOU or YOUR Business when the Key Person walks out of YOUR business.

Interested In Exploring YOUR Business Protection Options
Then I look forward to talking with you. Please contact me on +852 5307 3732 for a FREE no
BUSINESS.

T: +852 5307 3732

Client Notes

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Gary Williams MBA (Durham) BSc (Hons) FPC MAQ CeRER CertPFS

“With over 19 years experience as an International Independent Financial Adviser; my team and I
provide specialist advice, together with extensive international experience. Providing our clients
with the experience and expertise that they are looking for”

T: +852 5307 3732 E: gary.williams@f-p.hk W: www.f-p.hk

Join Our Community
E: gary.williams@wealthmanagementhongkong.aisa W: www.wealthmanagementhongkong.com

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Client Testimonials
“From day one my wife and I have found Gary to be very professional, trustworthy and reliable.
Gary has a wealth of knowledge and a clear and concise way of presenting the information. We
have found him to be very punctual and follows up on a regular basis to inform us of the
performance of our portfolio. We hope that this is the start of a long successful financial

relationship.” August 4, 2011 Top qualities: Great Results, Expert, On Time 1stLee Taylor,
hired Gary as a Financial Advisor in 2010

“Gary Williams has helped me put together a financial plan that gives me the confidence that I
will be set up for my retirement and solid financial planning for my family’s future.
Gary’s extensive knowledge of and experience in financial planning and wealth management
provides both opportunity and security. I have found him to be very knowledgeable, professional
and responsive. Gary has treated me as an individual and I strongly feel he tailors his advice to
what is best for my financial goals.” July 26, 2011 Top qualities: Personable, Expert, High
Integrity 1stConor Forkan, hired Gary as a Financial Advisor in 2011

“Gary is a very knowledgeable and conscientious financial adviser I asked him to assist me with
several issues that I was dealing with and he went above and beyond the tasks that were within
his purview and helped me much more broadly. I would have no hesitation in recommending
Gary.” July 24, 2011 Top qualities: Great Results, Expert, High Integrity 1stChris Dixon, hired
Gary as a Financial Advisor in 2010, and hired Gary more than once

“I was approached by Gary last year and after some discussion concerning my circumstances and
goals etc I have begun to action his advice and suggestions. He had a number of ideas which
appeared reasonable and worthwhile. I have found Gary knowledgeable, proactive, realistic,
diligent and willing to listen. I would certainly recommend him.” July 14, 2011 Top qualities:
Expert, High Integrity, Creative 2ndMartin Reynolds, hired Gary as a Financial Advisor in 2010

“I have known Gary for over 15 years and found him extremely willing and capable with a warm
and open style. Gary has a keen understanding of people’s needs and I have no hesitation in
recommending him both personally and professionally.” – June 4, 2011 Mike Thompson

“Gary was a very focused, reliable, hard working colleague on our MBA at Durham. It was a
pleasure to work with him on various projects whilst undertaking our MBA.
Lorraine Taylor” – March 11, 2011 Lorraine Taylor

“I was extremely happy with the advice and service I received from Gary while he arranged my
mortgage and re-mortgage for me.” Top qualities: Great Results, Expert, High Integrity hired
Gary as a Mortgage Broker in 2002, and hired Gary more than once – February 5, 2011 J Tyler
To read more testimonials please visit: www.linkedin.com/in/wealthmanagementhongkong

Our Services
Gary Williams and his support team provides the following services

Corporate Business Services

• Keyman Insurance
• Loan Protection Insurance
• Director / Shareholder Protection
• Director / Shareholder Death In Service Benefits
• Group Pension Schemes
• Group Private Medical Cover

Private Wealth Management

• Private Wealth Management
• Specialist Expert Knowledge for UK Expats
• Asset Management
• Financial Planning
• Portfolio Management
• Offshore Financial Planning
• Private Banking Services
• Repatriation & Immigration Planning
• Retirement Planning
• Specialist QROPS Advice
• Property Investment
• Tax Planning
• Education / University Fee Planning
• Insurance Review
• Estate Planning
• Mortgage Restructuring

Specialist Knowledge – Wealth Preservation

• Intergeneration Wealth Succession Planning
• UK Expats Capital Gains Tax HMRC planning
• UK Expats IHT HMRC planning
• UK Expats Pension Planning
• UK Expats QROPS Wealth Management

If you feel that we can help you in any way, or should you know of people who we should be
talking to; people who will benefit from the services that we provide. Then please do not
hesitate to contact us. We would appreciate your support and the opportunity to help.

Business Protection FREE Guide Wealth Management Hong Kong

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