Robert Havekotte Guest Appearance with Erik Broekhuijsen

Transcript of the Interview

Erik: When starting a business in America, the topic of insurance quickly comes into play. It’s actually quite interesting—and somewhat daunting at first—figuring out how it works, especially since you have both a Dutch and an American company. That’s why I’m so glad we have someone here today who knows the ins and outs: Robert Havekotte, welcome!

Robert: Thank you, it’s great to be here in this beautiful building.

Erik: Yes, we love it here in Baarn. And even this place is an interesting object to insure. But today, we’re focusing on America and business insurance, or rather international insurance. That’s actually the name of your website, let’s slip in some promotion right away.

Robert: Yes, let’s do that. InternationaalVerzekeren.nl. It’s the only—and thus the best—platform in the Netherlands offering independent information on international insurance in various countries, with a strong focus on the U.S. because it presents the greatest challenges. Many people go there, find it daunting yet exciting. We love helping them by informing them and, if they wish, by taking care of the arrangements.

American Conditions and Contracts

Erik: What’s the first thing you address when discussing insurance and America with clients?

Robert: Conditions and contracts. When going to America, people negotiate with American clients, who view things their way. They provide contracts that serve as the basis for the business relationship. It’s crucial to get those right, and they must be understood—not signed with a Dutch casual attitude, thinking it’ll be fine. Don’t throw it into Google Translate either; that won’t cut it. Get it analyzed and negotiated upfront because Americans are open to negotiation. Make sure you understand what you’re signing, then move forward.

Erik: At Van Holland, we talk about the three-step theory: plan, execute, then grow. But entrepreneurs can be set in their ways and dive in backwards, so to speak—signing contracts too soon. What insurance mistakes do they make by doing so?

Robert: In America, the Four Corner Principle applies—whatever is in the contract stands. For instance, if 2 + 2 equals five according to the contract, then 2 + 2 equals five. Americans expect things that are normal for them but may not be feasible for us. It’s like when the British expect us to drive on the left; it’s not possible here, so you negotiate. Think about Occurrence coverage or providing proof of insurance according to their terms, not just presenting a Dutch certificate, as compliance departments won’t accept that. Know what you’re signing up for before you sign.

Liability from America

Erik: You touched on something about Google Translate earlier, and while there’s a lot of nonsense online, one oft-repeated myth is that by having an American entity, you don’t need insurance. Both you and I cringe at this notion. Could you explain a bit?

Robert: That’s absolutely incorrect! People often think if they have a U.S. entity with perhaps a buffer BV in the Netherlands and an Inc. underneath, everything’s sorted. It’s not. Doing business in America means insuring there. We’ll address whether it’s better to insure separately or attached to the Dutch policy later. Entrepreneurs think everything’s separate and they can’t be held liable; I ask who the director is in America. When they say it’s them, we discuss the inherent risks that loop back to the Netherlands.

Erik: “You opened up the door,” as they say. This applies to contracts and standard terms—how about standard policies? In your field, there’s no “standard,” is there?

Robert: Not really—while it might complicate matters, it lets us showcase our expertise, and it’s exciting. Understanding a Dutch business and insuring it in America with local policies is becoming a specialized art. We can’t do it alone; we collaborate with American partners for local support, and it’s often a puzzle. It might take half a year or three weeks, but we usually find a solution.

World Coverage

Erik: As experts in America ourselves, we prep companies for expansion. Do you take a holistic view, considering their operations in China or Germany?

Robert: Absolutely. We aim to present an integrated insurance program. In essence, covering your global subsidiaries under one policy so the parent company dictates terms, ensuring local standards are met, and avoiding two insurers passing the buck. We seek one insurer for worldwide coverage, especially for the U.S.

Erik: Here’s the thing—insuring independently in America with world coverage excluding the U.S. and Canada could lead to massive issues with multi-million dollar claims.

Robert: Correct. People think they can simply take an American policy and handle it locally—it’s a recipe for chaos. Enjoy running. If a claim arises in America, the American insurer pays up and then asks, “Who supplied this product or offered advice?” The Dutch parent is named, leading to potential refusals to pay.

Occurrence

Erik: We’ve discussed language differences. Could you explain “Occurrence,” often mangled by Google Translate?

Robert: In the U.S., coverage is based on occurrence. Simply put, if an error or faulty product occurs during the policy period, it’s covered regardless of when damage is discovered—even 20, 30 years later. The Netherlands uses “claims made”—both the error and discovery must fall within the coverage period. Googling “occurrence” yields “event,” which seems similar to “per event” but it’s not. Deliver that to a client demanding “occurrence,” and there’ll be problems.

Erik: Sometimes entrepreneurs feel pressured to add information on a certificate before sealing a deal. Why is that?

Robert: You’re referring to additional insureds. Americans often prefer recourse on your policy than their own; they want to be listed as additional insured on your policy. In America, that’s normal—less so in the Netherlands. When partnering with American companies who request this, ensure their business is co-insured, or their compliance department will send you back to rethink.

Erik: Folks might need your help mid-year or after new ventures, considering a policy is a “living document,” right?

Robert: Indeed. Insurance appears static but shadows a company’s journey. Expanding or altering operations entails contract changes and insurance needs. We constantly liaise with clients; we catch potential problems when plans jeopardize operations.

Workers’ Compensation

Erik: As companies expand—hiring staff in the U.S. piques different issues around workers’ comp.

Robert: Yes, workers’ compensation is mandatory insurance—a different beast here. In three states, it’s insurer-handled; in others, it’s state-handled. It requires proof, or you can’t legally access a client’s premises. Sometimes Dutch employees head to the U.S. under a signed agreement requiring U.S. workers’ compensation, but they remain under Dutch insurance—a gap.

Erik: Can you iron out insurance from the Netherlands with the odd U.S. trip?

Robert: We handle many aspects from here in collaboration with American partners for U.S. affairs. We instruct them, and they ask “how high” when we say “jump,” helping us fulfill clients’ American needs with local knowledge, intertwined seamlessly with our standards. Claims are handled by partners there under American policies with American terms.

Erik: We spend our days assisting entrepreneurs who are heading to the U.S., expanding, and doing business there. If you could offer just one golden piece of advice regarding insurance based on your extensive experience, aside from calling you for good coverage, what would you say everyone should really focus on?

Be Prepared

Robert: It all comes back to contracts. You know I’m pretty into sports. American athletes and team players are always incredibly prepared. Their motto is “Be Prepared.” That’s really the message I want to impart to anyone looking to do business in America. Whether it’s in your area of expertise or ours, be prepared. Prepare thoroughly. Know what you need to do. Ask questions and don’t assume it’s just like the Netherlands. It isn’t, whether in my field, yours, or any other—so, be prepared.

Erik: That’s fantastic advice. Robert, thank you so much for being a guest here in Baarn again. It’s always great to talk about insurance, as I often tell people, “Talk to Robert because I tend to get policy details wrong myself, and it’s all more complex than it seems.” Thanks again for being here. We’ll certainly include all of Robert’s contact information in the comments. If you have questions, call or email—he’s very accessible, and together we’ll make doing business in America really enjoyable!