The Story Of The Dead Business Partners And A Widow

The widow stood at the graveside as the coffin was slowly lowered. She looked across at her late husband’s business partner. “I’ll make that fool pay double if he wants my husband’s half of the business,” she thought. The business partner caught the widow’s mournful eye. “I’ll offer her one tenth. She wouldn’t know what it is worth. Anyway, without me it is worth nothing”.

Did You Know?

That for 2 male business partners both aged 35, the probability that one will die or become totally and permanently disabled before aged 65 is 52%. For 4 partners the risk increases to 77% and with 6 partners 89%. Women on the other hand statistically make for a better risk. Business succession planning is not about selling personal life insurance, legal documents or detailed financial plans. It is about developing a strategic plan to ensure a smooth and trouble free hand over following a trauma event, disablement or death.

How is Business Succession Planning best achieved? Protecting your business and your family

Business owners think they do not need or are too busy to get around to creating their Business Succession Plan. The spouses generally don’t know the risk their business spouse is taking in not planning for disasters. Let me give you an example: Not so long ago I saw “John” in our office. John runs a small, successful real estate company with his business partner Keith. Shortly before I saw John, Keith had developed cancer and died. He left everything in his Will to his wife Nicole. Nicole inherited Keith’s interest in the real estate business. Nicole had never been involved with the business. Not only did Nicole not want to have anything to do with the business, she told John she would camp on his doorstep until he purchased Keith’s half of the business from her. In the meantime, she wanted Keith’s usual wage. She needed money to support herself and the children. John would have been happy to pay her half of the value of the business IF:

1. He knew what the business was worth;

2. Nicole agreed with the value (and wanted to sell); and

3. He could find the money to pay her To compound the problem the bank wanted additional security for the business’s overdraft. Was Nicole willing to go as a guarantor to the business overdraft to replace her husband? John was frantic. Would he have to sell the business (his life’s work) at a fire sale?

Why was this?

It is NOT well known that in the majority of any Banks fine print clauses on security for a Business loan, the death or disability of a guarantor or co-surety to a business is an “event” of default. This means that if any person, who is a party to a Bank’s security dies, becomes disabled or suffers a traumatic event, the Bank is able to seek repayment or renegotiate the loan facility. The answer here is proper Key Person Insurance (as distinct from insurance for a Business Succession Plan).

What is the answer?

John and Keith together with their Adviser, Accountant and Tax Lawyer could have prepared a Business Succession Plan. A Business Succession Plan is an agreement between the business partners to deal with a principal:

1. dying;

2. becoming disabled;

3. retiring;

4. divorcing;

5. resigning;

6. being convicted of a criminal offence;

7. becoming bankrupt, and;

8. taking unauthorised absences from the business Nicole could then have required John to purchase her half of the business for a predetermined price. Alternatively, John could have required Nicole to sell her half of the business for the same predetermined price.

How can you afford to pay the purchase price?

Even with a Business Succession Plan, to ensure the transfer of a business interest upon death, all problems are not solved. The remaining partners need money to buy out the deceased’s family. A number of funding mechanisms are available. The most successful funding method is a combination of life policy, trauma policy and total and permanent disability policy. We suggest you contact your financial planner to discuss the many products out there.

What about tax?

Yes, you have to be very careful to structure your Business Succession Plan so that you avoid unnecessary tax.

1. A properly prepared Business Succession Plan ensures that only nominal stamp duty is payable when you sign the Business Succession Plan.

2. Capital Gains Tax can be triggered on the “disposal” of the business (that is when Nicole sells to John). There are many avenues available to you to ensure the assets are transferred without the expense of capital gains tax provided you take the proper precautions before entering into the Business Succession Plan. Exemptions in The Income Tax Assessment Act (such as section 160ZZI) give further protection.

3. Some of the business assets can be income producing for the taxman (e.g. trading stock). Proper mechanisms can circumvent this problem.

How do I create a Business Succession Plan?

Put and Call options are the easiest to set up and explain. Let’s look at an example of how this works using John, Nicole & Keith. John gives Keith the “right” (option) to purchase Keith’s interest in the business following the occurrence of any of those specified events listed above and Keith gives me the same right. To make the arrangement even more secure, we each grant both “put and call options”.

The personal protection insurance for John is as follows:

Assume Keith has died; John may exercise the option to “call” upon Nicole, as the Widow, to sell Keith’s interest in the business to John at a predetermined price.

The protection for Nicole, the Administrator of Keith’s estate is as follows:

Alternatively, Nicole may have the option to “put” to John that he must buy Keith’s interest in the business.

The Put and Call Agreement

Arguably, the most tax effective way of structuring an agreement to embody your objectives is through an option agreement.

Exceptional Business Service Awards – Pay It Forward

Maybe it’s the holiday season, or maybe it’s just the rare sense of appreciation I felt when I noticed the missing number on the monthly invoice. An epiphany even! This company actually wanted, appreciated, and knew how to retain my business.

Moments earlier, after wrestling with a 300 pound Sumo telephone menu system, and after too many wasted minutes waiting to speak to a “representative”, my final conclusion was that I really needed to find a more responsive insurance company.

Consumers waste millions of hours annually punching numbers into keypads, just hoping for the opportunity to scream “representative” at the top of their lungs out of terminal frustration. Yes Virginia, the last thing most companies want you to do is actually speak to a person.

If I were really cynical, I might even theorize that the larger companies purposely place their dullest, rudest, and most aggravating employees in their service departments. Companies that once had golden reputations now resort to nickel-and-dime service fees that they hide fraudulently on their statements, unfair late-charge practices, and exorbitant credit card interest rates.

Someday I hope to call a major company and speak to a real live person with the ability to get me to the person I need to speak to, without ever listening to a menu.

So let’s all take a minute to show our appreciation to those businesses and professionals out there who don’t torture us with telephone menus and rude employees. Let’s give a firm pat-on-the-back, a written standing ovation, if you will, to those we have done business with lately who remember what fair, and personalized service is all about.

Please, limit your praise to those you deal with infrequently, where you are not the big customer. And, if you can use services provided by the two companies I mention below, please do so. If we all take the time to find the merchants, professionals, service providers, and general good guys in business out there— well maybe, we’ll convince some of the others to get their heads back on straight.

Vision Payroll (VisionPayroll.com) is located in Leominster, MA and I forgive their employees for being Red Sox fans. I have no clue how big or small they are, but a friendly and helpful human being answers the phone whenever I call.

Yesterday I realized that my payroll package had not arrived on time (maybe the first time in the four or five years of our relationship). I called; they investigated. They called, took the blame for what was probably a misunderstanding from a conversation a week earlier, and overnighted packages to three locations for an on time, no problem, payday.

I am perhaps their smallest client, but they charged me not for anything— nadda. Not a lot of money, but it took a wealth of business character.

ImprovementsCatalogue.com is an Internet Marketing Company located in West Chester, Ohio. Yes, they have a telephone menu, but in the height of the Holiday Season, when our brand new “pop-up” lighted Christmas tree was flawed out-of-the-box, they were mounted on their white horse, ready to save the day for the grandchildren.

One section of lights wasn’t working, and we certainly could have dealt with it.

With a wink of an eye and one little phone call, the real live elf at the end of the line arranged for pick up and delivery (still at the sale price of yore). Our living room was seasonally aglow again in three business days— shipping and handling included.

Let’s all try to spread the idea that smart business practices and true personal service are valuable. Businesses like these deserve recognition— and our patronage. Think about it. Most of the companies you deal with really tick you off— don’t they.

Customer Segmentation Needn’t Create Poor Customer Service

A popular way to segment customers is by revenue or profit generated, with “A-list” customers receiving more perks and personal service than “lower” categories. There are right and wrong ways to do this.

Doing it right means cultivating customers so they all feel appreciated, by developing or improving products to meet each customer segments’ needs. Result: pleased customers and higher profit.

Doing it wrong creates risk of sub-standard service for “unimportant” customers, making them feel unappreciated and resentful. Result: missed profit opportunities and disgruntled customers.

Brand Image

When deciding how to service each customer segment, remember that every point of contact with a customer reflects on the brand, regardless of customer “importance.” Over time, this has an impact on brand image and company reputation.

With the Internet so prevalent today, each individual has more power to voice his/her opinion than in times past, which directly impacts brand image and goodwill associated with the name. Each mistreated customer has the means to tell the world of her/his experience on Web sites that allow reviews (such as bizrate.com and Amazon.com) and online discussion forums.

An Example of Bad Service From the Customer Viewpoint

The way each of my credit card issuers treats me is a prime example. I always pay my bill in full (often early) and belong to the “cash back” rebate programs, so I imagine I’m in a similar customer segment for each and would expect to be treated similarly by these three competitors.

Not the case. Two of the companies make me feel like a valued customer. The third made me feel so unappreciated I closed the account. How the three companies handle “suspicious” activity on my account demonstrates the varying degrees of service:

– Discover card has a fraud specialist (or customer service representative) call me in person to ask that I review recent transactions with her/him.

– Citibank’s computer calls me with an alert, asking that I call a number or go online to verify transactions through a computerized process.

– Advanta locks the account and sends a letter informing me they have done so. In my experience, the letter arrived a week after the incident and I was not notified by telephone (I called them when the “offending” vendor notified me of the decline). I asked customer service to allow future charges from that vendor, but they could not do so. Presumably, this meant an account freeze each time my authorized vendor attempted to process a legitimate charge.

All three of my card companies require that I take some sort of action to verify suspicious charges, which is to be expected. The approach, however, leaves a very different impression. Citibank and Discover both apologize for the inconvenience of transaction verifications and — while I have to go through an extra step with Citibank — both fall within my subjective definition of quality customer service. Advanta, however, does not apologize for the hardships of declined transactions and a frozen account.

To be fair, I do not know that my negative experience would have been handled differently if I were in a more profitably customer segment. It could have been result of badly trained customer service representatives, or perhaps this is standard procedure on all accounts.

Tips for Segmenting Customers Without Sacrificing Service

Customer segmentation is a good thing. It helps you recognize how customers are different and it should draw your attention to needs of different segments, prompting you to better meet those needs. Some ideas on successful segmentation:

– Segment by need rather than profit or revenue. A low-profit customer today could be high-profit tomorrow if you offer products and services that fill her/his needs.

– Look for ways some customer segments can effectively be more “self-service,” which cuts costs for the company while meeting customer service needs.

– Build in ways to create exceptions in automated customer service processes, so as not to alienate those with special situations (in my example, by allowing a way to preauthorize account activity).

– If offering promotions, rewards, or other incentives to some segments but not others, “spell it out” for customer service representatives and structure your Web site and promotional mailings accordingly. By taking steps to assure customers receive consistent information across all channels of communication, you avoid customers being exposed to offers for which they do not qualify.

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