DealLawyers.com Blog

Last week, in ACON Igloo Holdings, LLC v. Dometic Corporation (Del. Ch.; 9/26), the Chancery Court resolved an earnout dispute arising from Dometic Corporation’s 2021 acquisition of Igloo Acquisition Holdings Corporation (the cooler company) from a private equity firm. This case involved facts similar to the decision I blogged about yesterday, but with a better outcome for the continuing CEO, who discussed but did not pursue actions that might have maximized the earnout at the expense of long-term value.

The agreement contemplated a contingent payment dependent on hitting an EBITDA target by year-end 2022. When it became apparent that Igloo wasn’t going to make the target, its continuing CEO “presented Dometic with a binary choice between strategies he titled ‘Deliver Earnout’ and ‘Optimize Long Term Value.'” (Hm…) At that point, Dometic’s leadership reminded him that “any short-term measures to achieve the earnout had to remain consistent with Igloo’s past practices.”

Eventually, the PE firm seller filed suit alleging that the buyer breached the purchase agreement and the implied covenant “by interfering with Igloo’s ability to operate in the ordinary course during the earnout period.” In a post-trial decision, the Chancery Court disagreed.

To show that Dometic breached the Ordinary Course Covenant, ACON focuses on Vargues’s October 23 email to Allen. ACON contends that the email barred Allen from taking any “short term actions” including “customer campaigns with discounted prices.” “After the email,” Allen was allegedly deprived of “reasonable authority to run the daily operations . . . consistent with the past practices of ACON” because his “team was not permitted to move forward with its planned sales programs and other short-term actions to achieve its EBITDA [t]arget.” ACON’s reliance on this email is misplaced.

This email was not a bar on Allen’s authority to operate Igloo consistently with its past practices before the acquisition. Vargues merely reminded Allen and Peak that the Purchase Agreement required Igloo’s business to be conducted during the earnout period “in the ordinary course of business consistent with past practices.” He further advised them that any short-term measures contradicting the principle stated in the previous sentence (i.e., measures that were not in the ordinary course of business and consistent with past practice) must be approved by Dometic.

The trial record demonstrates that Allen’s proposed measures were not ordinary course actions consistent with past practices. They were last-ditch efforts coordinated with ACON and its counsel to either achieve the earnout through unusual pricing and sales strategies or force a renegotiation. The very titles of Allen’s scenarios—“Deliver Earnout” and “Optimize Long Term Value”—make that plain.

Ultimately, the continuing CEO never implemented the plan to maximize the earnout. From what I can tell, there was talk of shutting down promotions or discounts completely to force a renegotiation of the earnout, but no action on that plan either. So, while the buyer made counterclaims in this case, they were for tortious interference with confidentiality agreements. And while the court agreed that some confidential information was inappropriately shared with the PE firm seller, it also found that the buyer had not proven an injury.

– Meredith Ervine