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Steps to Growth Capital Self-Study GuideStep 8

Self-Study Guide

Step 8:
Negotiate the Deal

Introduction
Be Prepared to Negotiate
What's on the Table
Arriving at a Price
A Sample Term Sheet
How to Handle a Negotiation Session
Understanding the Shareholder Agreement
Action Items
New Tech Case Story

Investor Readiness Test

Fast Track to Growth Capital
Steps to Growth Capital: The Canadian entrepreneurs' guide to securing risk capital
Resources   Glossary   Index/Search   Comments   Steps Home
Step 1

8.5 A Sample Term Sheet

The term sheet sets out the investor's terms and conditions for participation — it's an outline of an agreement. It may be issued earlier or later in the process, but this short document is an important phase in the negotiation.

See if you can find the key elements of negotiation in the sample term sheet shown below. It's the term sheet issued by the investor Walter Buffet to the entrepreneur Stuart Chip, in our fictional case example, the New Tech story.

Private and Confidential

June 21, 2001

Mr. Stuart Chip
President
New Tech Distributors Corp.
20 Burnaby Street
Burnaby, B.C.
V7V 2R3

Dear Stuart:

This letter will set out the terms of a proposed financing of New Tech Distributors Corp. (New Tech). Buffet Capital Corp., (Buffet) will provide $600,000 of capital on the terms provided herein:

1. On or before July 21, 2001 (the Closing) which date can be extended with mutual agreement of New Tech and Buffet, Buffet and New Tech would enter into a financing agreement whereby Buffet would purchase $600,000 (Canadian) worth of common shares (the Shares) from treasury of New Tech representing 40% common voting interest of New Tech. This 40% interest shall be non-dilutive to New Tech except in the event of a share offering:

(a) pursuant to a prospectus, registration statement or similar offering having gross proceeds of greater than $4.5 million; or

(b) where the per share price at which the common shares are offered is equal to or greater than the per share price at which the common shares are issued by New Tech to Buffet.

2. New Tech will use the share proceeds to fund its expansion program including its new computer module production line and marketing campaign.

3. Buffet and the existing shareholders of New Tech shall enter into a shareholder agreement (Shareholder Agreement), which shall provide inter alia that:

(a) Buffet will be entitled to nominate and have elected at least two persons as a director of the company's board of directors. The board will have no more than six directors.

(b) Buffet will be entitled to receive, within specified periods, unaudited interim financial statements for each of the three-month, six-month and nine-month periods in each financial year and audited annual financial statements in respect of each financial year.

(c) Buffet will have a 45-day right of first refusal to participate in any additional equity financing of New Tech pro rata to its shareholding on identical terms where such financing is other than conventional bank financing. Buffet will give its indication whether it will participate in additional financing within the first 10 days of the 45-day period.

(d) The following matters require Buffet's prior approval, which shall not be unreasonably withheld and be acted upon within 10 business days:

(i) establishment of dividend policy;
(ii) any material increase in the total compensation of any of the "key employees" (provided that any increase which is less than or equal to 15% shall be deemed not to be material) ("key employees" as defined in Schedule A);
(iii) any non-arm's length transactions over $25,000;
(iv) the appointment of any new persons to any of the top four "key positions" within the company; and
(v) any material change in accounting policy.

(e) The following matters require Buffet's prior approval, which shall be acted upon within 10 days:

(i) any material change of business;
(ii) the sale of business; and
(iii) any appointment of a new president.

(f) Where any one or more of the shareholders (the Seller) desires to sell common shares to a purchaser or group of purchasers other than other shareholders (the Buyer) and, as a result, the Buyer would, together with its other holdings, hold at least 45% of the common shares, such sale (the Sale) will be permitted only if the Buyer concurrently makes an irrevocable offer (the Tag-Along Offer) to Buffet to purchase at the same price and upon the same terms and conditions all the common shares held by Buffet.

(g) A satisfactory employee stock option plan shall be put in place within six months of closing. It shall allocate not more than 10% nor less than 5% of the New Tech stock to key employees.

(h) No shares of New Tech may be assigned or pledged without the prior approval of the board of directors.

(i) The board of directors shall periodically review acquisition opportunities to encourage growth in revenues and net income.

(j) New Tech shall state its current intention to complete an initial public offering of its common shares by December 2004 (subject to consideration of all relevant factors at the time, including those factors relating to New Tech's business, conditions of the financial markets and the valuation of New Tech and its securities at such time).

(k) The Shareholder Agreement shall terminate on the completion of an issuance of securities pursuant to a prospectus, registration statement or similar offering having gross proceeds of greater than $4.5 million.

4. This offer is subject to the following conditions being satisfied prior to or on Closing except for 4(c):

(a) That there shall have been no material adverse change to the business activities of New Tech.

(b) That New Tech and Buffet's boards of directors shall each have approved the terms of this proposed financing on or before June 30, 2001.

(c) Stuart Chip and other key employees shall each have entered into a satisfactory employment agreement with New Tech to the sole satisfaction of Buffet which agreement shall include non-competition positions.

(d) Formal documentation satisfactory to Buffet and New Tech and their respective counsel shall have been completed.

5. New Tech shall be responsible for payment of all solicitors' fees and other professional fees related to the transaction contemplated herein. In addition, New Tech shall pay Buffet an earnest fee of $25,000 upon acceptance of this proposal. Reimbursement of such professional fees shall only be required to be made, and such payment to Buffet shall only be refundable in the event that Buffet chooses not to proceed to Closing based on the terms as outlined in this letter through no fault of New Tech (it being understood that in the event that New Tech and Buffet are unable to reach agreement on the terms and entitled to have such earnest fee refunded in full and shall not be liable to reimburse Buffet for payment of its professional fees).

6. Buffet will receive an aggregate director's fee not to exceed $12,000 per annum unless New Tech should otherwise agree.

7. This offer is open for acceptance until the close of business July 21, 2001.

Yours truly,


Walter Buffet
Buffet Capital Corp.

AGREED AND ACCEPTED TO THIS ________ DAY OF________ 2001



Updated:  2005/07/12
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