As filed with the Securities and Exchange Commission on May __, 1996 Registration No. 33-95606 - -------------------------------------------------------------------------------- - -------------------------------------------------------------------------------- SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 AMENDMENT NO. 2 FORM SB-2 REGISTRATION STATEMENT UNDER THE SECURITIES ACT OF 1933 AVIATOR ALES, INC. (EXACT NAME OF REGISTRANT AS SPECIFIED IN CHARTER) DELAWARE 2082 91-1633491 (STATE OR OTHER JURISDICTION OF (PRIMARY STANDARD (IRS EMPLOYER INCORPORATION OR ORGANIZATION) INDUSTRIAL CLASSIFICATION IDENTIFICATION CODE NUMBER) NUMBER) ------------------------ AVIATOR ALES, INC. 14316 N.E. 203RD STREET WOODINVILLE, WA 98072 (206) 485-5432 (Address, including zip code, and telephone number, including area code, of registrant's principal executive offices) ------------------------ JACK W. SCHIFFERDECKER, JR. ATER WYNNE HEWITT DODSON & SKERRITT 222 S.W. COLUMBIA, SUITE 1800 PORTLAND, OREGON 97201 (503) 226-1191 (Name, address, including zip code, and telephone number, including area code, of agent for service) ------------------------ APPROXIMATE DATE OF COMMENCEMENT OF PROPOSED SALE TO THE PUBLIC: As soon as practicable after this Registration Statement becomes effective. If this Form is filed to register additional securities for an offering pursuant to Rule 462(b) under the Securities Act, please check the following box and list the Securities Act registration statement number of the earlier effective registration statement for the same offering. / / -------------------------- If this Form is a post-effective amendment filed pursuant to Rule 462(c) under the Securities Act, check the following box and list the Securities Act registration statement for the same offering. / / -------------------------- If delivery of the prospectus is expected to be made pursuant to Rule 434, please check the following box. / / ------------------------ CALCULATION OF REGISTRATION FEE Title of each class of Proposed maximum offering Proposed maximum Amount of securities to be registered Amount to be registered price per share aggregate offering price Registration Fee(1) - --------------------------- ----------------------- ------------------------- ------------------------ ------------------- Shares of Common Stock, $.001 par value ("Common Stock") 820,000 $1.85 $1,517,000 $542 (1) Calculated pursuant to Rule 457. THE REGISTRANT HEREBY AMENDS THIS REGISTRATION STATEMENT ON SUCH DATE OR DATES AS MAY BE NECESSARY TO DELAY ITS EFFECTIVE DATE UNTIL THE REGISTRANT SHALL FILE A FURTHER AMENDMENT WHICH SPECIFICALLY STATES THAT THIS REGISTRATION STATEMENT SHALL THEREAFTER BECOME EFFECTIVE IN ACCORDANCE WITH SECTION 8(A) OF THE SECURITIES ACT OF 1933 OR UNTIL THE REGISTRATION STATEMENT SHALL BECOME EFFECTIVE ON SUCH DATE AS THE COMMISSION, ACTING PURSUANT TO SAID SECTION 8(A), MAY DETERMINE. - -------------------------------------------------------------------------------- - -------------------------------------------------------------------------------- AVIATOR ALES, INC. CROSS REFERENCE SHEET ITEM NO. CAPTION IN FORM SB-2 LOCATION IN PROSPECTUS - -------- -------------------- ---------------------- 1. Front of the Registration Statement and Outside Front Cover Page of Prospectus . . . . . . . . . . . . . . . . . . . . . . . . . . . . Outside Front Cover Page 2. Inside Front and Outside Back Cover Pages of Prospectus . . . . . . . Inside Front and Outside Back Cover Pages 3. Summary Information; Risk Factors . . . . . . . . . . . . . . . . . . Prospectus Summary; Risk Factors 4. Use of Proceeds . . . . . . . . . . . . . . . . . . . . . . . . . . . Use of Proceeds 5. Determination of Offering Price . . . . . . . . . . . . . . . . . . . Plan of Distribution 6. Dilution. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Dilution 7. Selling Securityholders . . . . . . . . . . . . . . . . . . . . . . . Not Applicable 8. Plan of Distribution. . . . . . . . . . . . . . . . . . . . . . . . . Plan of Distribution 9. Legal Proceedings . . . . . . . . . . . . . . . . . . . . . . . . . . Business - Litigation 10. Directors, Executive Officers, Promoters and Control Persons. . . . . Management 11. Security Ownership of Certain Beneficial Owners and Management. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Principal Shareholders 12. Description of Securities to be Registered. . . . . . . . . . . . . . Description of Common Stock 13. Interests of Named Experts and Counsel. . . . . . . . . . . . . . . . Not Applicable 14. Disclosure of Commission Position on Indemnification for Securities . Management - Director Indemnification and Act Liabilities Limitation of Liability 15. Organization Within Last Five Years . . . . . . . . . . . . . . . . . Certain Transactions 16. Description of Business . . . . . . . . . . . . . . . . . . . . . . . Prospectus Summary; Historical and Planned Operations; Business; Financial Statements 17. Management's Discussion and Analysis or Plan of Operation . . . . . . Business; Historical and Planned Operations; Use of Proceeds 18. Description of Property . . . . . . . . . . . . . . . . . . . . . . . Business - Property 19. Certain Relationships and Related Transactions. . . . . . . . . . . . Certain Transactions 20. Market for Common Equity and Related Stockholder Matters. . . . . . . Description of Common Stock - Limitations on Transfer of Shares 21. Executive Compensation. . . . . . . . . . . . . . . . . . . . . . . . Management - Director and Executive Compensation 22. Financial Statements. . . . . . . . . . . . . . . . . . . . . . . . . Financial Statements 23. Changes in and Disagreements with Accountants on Accounting and Financial Disclosures . . . . . . . . . . . . . . . . . . . . . . Not Applicable Prospectus [Company Logo] AVIATOR ALES, INC. (FORMERLY SEATTLE BREWING COMPANY) 14316 N.E. 203RD STREET WOODINVILLE, WA 98072 (206) 485-5432 (800) 925-2739 820,000 SHARES OF COMMON STOCK $1.85 PER SHARE Aviator Ales, Inc. (the "Company") hereby offers 820,000 shares of the Company's Common Stock (the "Shares") at a per share offering price of $1.85 (the "Offering"). The minimum subscription is 300 shares and the maximum subscription is 30,000 shares unless waived by the Company. The offering prices has been arbitrarily determined solely by the Company. See "Plan of Distribution" for a description of the factors considered by the Company in determining the offering price of the Shares. This Offering is a best-efforts, self-underwritten offering; no broker-dealer has been retained to assist in the sales effort. The Offering will terminate on or before May , 1997. The Shares will be sold on a first come, first served basis, until all the Shares are sold. There is no public market for the Shares and none is expected to develop as a result of this Offering. THESE SECURITIES HAVE NOT BEEN APPROVED OR DISAPPROVED BY THE SECURITIES AND EXCHANGE COMMISSION NOR HAS THE COMMISSION PASSED UPON THE ACCURACY OR ADEQUACY OF THIS PROSPECTUS. ANY REPRESENTATION TO THE CONTRARY IS A CRIMINAL OFFENSE. ------------------ THIS OFFERING INVOLVES: SUBSTANTIAL RISKS CONCERNING THE COMPANY AND AN INVESTMENT THEREIN INCLUDING LIMITED OPERATING HISTORY, IMMEDIATE SUBSTANTIAL DILUTION, LACK OF PUBLIC MARKET FOR THE SHARES, AND CONTINUED CONTROL BY THE COMPANY'S PARENT, WVI (SEE "RISK FACTORS BEGINNING ON PAGE HEREIN."). THE COMPANY IS A DEVELOPMENT STAGE COMPANY. OFFERS ARE PERMITTED ONLY TO RESIDENTS OF CERTAIN STATES WHO MEET CERTAIN QUALIFICATIONS (SEE "INVESTOR SUITABILITY"). Underwriting Price to Discount and Proceeds to the the Public Commissions (1) Company (2) ----------- ---------------- ---------------- Per Share . . . . $1.85 -- $1.85 Total Minimum (4) $ 650,000 $650,000 Total Maximum . . $1,517,000 -- $1,517,000 (1) The Shares will be offered and sold solely by the Company. No commissions or other compensation will be paid to the officers of the Company in connection with the Offering. No broker or dealer has been retained or is under any obligation to purchase any Shares. (2) Before deducting offering expenses payable by the Company estimated to be $227,550 if all of the Shares are sold, including, among other expenses, printing, mailing and marketing expenses and legal and accounting fees. (3) Until a minimum of $650,000 worth of stock is sold (the "Minimum"), all proceeds of the Offering will be held in an escrow account at First Interstate Bank, N.A. (the "Escrow Account"). If the Minimum is not sold by May __, 1997, the proceeds held in the Escrow Account shall be returned to investors. If the Minimum is sold on or before May __, 1997, the proceeds held in the Escrow Account will be disbursed to the Company and the Escrow Account will be closed. After proceeds from the sale of the Minimum are received and the Escrow Account is closed, the Company may continue to sell Shares for the remaining term of the Offering and all the proceeds from the sale of Shares will be paid directly to the Company. THE DATE OF THIS PROSPECTUS IS MAY __, 1996. TABLE OF CONTENTS SUMMARY OF THE OFFERING. . . . . . . . . . . . . . . . . . . . . . . . . . 3 RISK FACTORS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 INVESTOR SUITABILITY . . . . . . . . . . . . . . . . . . . . . . . . . . . 15 USE OF PROCEEDS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16 DILUTION . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18 DIVIDEND POLICY. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20 HISTORICAL AND PLANNED OPERATIONS. . . . . . . . . . . . . . . . . . . . . 21 BUSINESS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 MANAGEMENT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 46 CERTAIN TRANSACTIONS . . . . . . . . . . . . . . . . . . . . . . . . . . . 53 PRINCIPAL SHAREHOLDERS . . . . . . . . . . . . . . . . . . . . . . . . . . 58 DESCRIPTION OF COMMON STOCK. . . . . . . . . . . . . . . . . . . . . . . . 59 PLAN OF DISTRIBUTION . . . . . . . . . . . . . . . . . . . . . . . . . . . 62 LEGAL MATTERS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63 EXPERTS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 63 ADDITIONAL INFORMATION . . . . . . . . . . . . . . . . . . . . . . . . . . 64 FINANCIAL STATEMENTS . . . . . . . . . . . . . . . . . . . . . . . . . . . F-1 GLOSSARY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . G-1 --------------------------------- AVIATOR ALES is a registered trademark of the Company. NOR'WESTER is a registered trademark of Nor'Wester Brewing Company, Inc., TIMBERLINE is a trademark of Mile High Brewing Company, and BAYHAWK is a trademark of Bayhawk Ales, Inc. 2 SUMMARY OF THE OFFERING The following summary is qualified in its entirety by, and should be read in conjunction with, the more detailed information and financial statements included elsewhere in this Prospectus. THE COMPANY Aviator Ales, Inc. (the "Company") was formed for the purpose of developing and operating one or more breweries in Washington for the production of high quality, hand-crafted ales for sale in bottle and draft. From 1990 to 1994, the production of craft beer in Washington has experienced an average annual growth rate of approximately 28%. In 1995, craft beer represented 8.7% of all beer sold in Washington. The Company has built a brewery (the "Brewery") in a leased industrial building at 14316 N.E. 203rd Street in Woodinville, Washington. The Brewery sits approximately two miles outside the proposed Woodinville Tourist District where the Company has purchased a 1.3 acre parcel on which it plans to build a pub and showcase brewing facility in the future. Woodinville is a city of approximately 6,000 people located 20 miles northeast of Seattle. In recent years, a cottage industry has developed in Woodinville of local vintners and microbrewers, including Chateau Ste. Michelle Winery, Columbia Winery, Facelli Winery, Paul Thomas Winery, Redhook Brewery and Silver Lake Sparkling Cellars. The Company is a development stage company with a limited operating history. The Company began brewing beer in August 1995 and began selling beer in September 1995. Through March 31, 1996, the Company has generated total beer sales of approximately $455,965. See "Risk Factors -- Limited Operating History." Since its organization in February 1994, the Company has successfully undertaken the following steps, among others, to develop its business: 1. Constructed the Brewery in Woodinville in a leased industrial facility and equipped it with (i) a 50 barrel brewhouse and fermentation tanks currently capable of producing up to approximately 12,000 barrels per year, and (ii) additional leasehold improvements to accommodate equipment to increase potential annual production capacity to 125,000 barrels. See "Business - Brewing Facility." 3 2. Established a network of 43 independent distributors who distribute the Company's beer throughout the state of Washington and in portions of Idaho, Montana, Oregon and Alaska. In addition, the Company is in the process of establishing distribution in California and Colorado See "Business - Distribution." 3. Commenced production and sale of six distinct ales, including Hefe Weizen, Amber Ale, Honey Brown Ale, Porter, India Pale Ale and Winter Warmer with plans for the production of a berry weizen, and additional ales as well. See "Business - Products." 4. Built a base of consumer owners by selling shares of the Company's common stock in a public offering to approximately 3,100 record shareholders. See "Business - Company Strategy - Consumer and Shareholder Involvement" and "Business - Consumer Ownership." 5. Purchased a 1.3 acre parcel in the Woodinville Tourist District on which the Company plans to construct a showcase brewing facility and pub. See "Business - Brewing Facility." OWNERSHIP AND AFFILIATED BREWERIES James W. Bernau is the Company's President and Chairperson of its Board of Directors. The Company was established, and is 51% owned, by Willamette Valley, Inc. Microbreweries across America ("WVI"), a company formed by Mr. Bernau to establish local craft breweries throughout the United States. Following completion of the Offering and assuming all Shares are sold, WVI will own approximately 44% of the Company's outstanding Common Stock. In addition to the Company, WVI has established Mile High Brewing Company in Denver, Colorado, producer of Timberline Ales ("Mile High Brewing") and Bayhawk Ales, Inc. in Irvine, California, producer of Bayhawk-TM- Ales ("Bayhawk Ales"). WVI is also in the process of establishing a brewery in Saratoga Springs, New York, which will produce North Country-TM- Ales ("North Country Brewery"). The North Country Brewery will be owned and operated as a joint venture owned 61% by Nor'Wester Brewing Company, Inc. ("Nor'Wester") and 39% by North Country Brewery, Inc., a wholly-owned subsidiary of WVI. The Company is also affiliated with Nor'Wester, a craft brewery in Portland, Oregon that produces and sells ales under the Nor'Wester-TM- label and with whom the Company has a cooperative brewing agreement. See "Business -- Cooperative Brewing." WVI, Mile High Brewing, Bayhawk Brewing, North Country 4 Brewery, and Nor'Wester are collectively referred to herein as the "Affiliated Companies". Each of the Affiliated Companies and Willamette Valley Vineyards, Inc. ("WVV"), a publicly-owned winery and vineyard near Salem, Oregon, is affiliated with the Company in that James W. Bernau is also President and Chairperson of the Board of Directors of each such affiliated company. For a description of Mr. Bernau's background and his activities on behalf of the Company and its affiliates , see "Management--Directors, Officers and Key Employees" and "-- Description of Mr. Bernau's and Mr. Tuski's Activities." Also see "Risk Factors--Conflicts of Interest." Mr. Bernau is also a significant equity owner of each Affiliated Company and of WVV either directly, as in the case of Nor'Wester, WVI and WVV, in which Mr. Bernau owns interests of 27%, 62% and 31%, respectively, or indirectly through his controlling interest in WVI, which in turn owns a controlling interest in each of the Company (51%), Mile High Brewing (51%), Bayhawk Brewing (57%) and North Country Brewery (100%). Each of the Affiliated Companies was financed principally through local public stock offerings similar to this Offering. Each of the Company, Nor'Wester, WVI, Mile High Brewing, Bayhawk Brewing and WVV is subject to the periodic reporting requirements of the Securities Exchange Act of 1934. The Affiliated Companies have entered into a strategic alliance among one another to promote and support the growth of each alliance member (the "Alliance"). See "Business--Cooperative Brewing" and "Certain Transactions-- Strategic Alliance." Under the Alliance, each of the Affiliated Companies have agreed to support the national expansion of Nor'Wester by cooperatively brewing Nor'Wester beer for sale in targeted markets throughout the U.S. With the exception of Nor'Wester's national expansion, each Alliance brewery is currently focused on selling beer into its local market resulting in little competition among the breweries. However, it is expected that competition among the affiliates will increase as Nor'Wester proceeds with its expansion and as the geographic market for the beer of other Alliance breweries expands into that of another Alliance member. The Company is a Delaware corporation. The mailing address and telephone number for the principal offices of the Company are 14316 N.E. 203rd Street, Woodinville, Washington 98072 (206) 485-5432, (800) 925-2739. 5 THE OFFERING Common Stock Offered . . . . . . . 820,000 shares Offering Price Per Share . . . . . $1.85. Common Stock Outstanding After the Offering . . . . . . . . 6,150,295 shares assuming that 820,000 shares are sold in the Offering. Anticipated Use of Net Proceeds (1) . . . . . . . . . . . $422,450 at the Minimum and $1,289,450 at the Maximum principally to provide working capital, expand production capacity and repay a loan from the Company's parent, WVI. See "Use of Proceeds." Risk Factors . . . . . . . . . . . An investment in the Shares offered hereby is subject to a high degree of risk, including limited operating history, immediate substantial dilution, lack of a public market for the Shares and continued effective control by WVI. See "Risk Factors." (1) After deducting $227,550 for estimated expenses payable by the Company in connection with this offering, including among other expenses printing, mailing and marketing expenses and legal and accounting fees. This Offering is a best efforts self-underwritten offering sold directly by the Company and not through an underwriter or broker. See "Plan of Distribution". 6 RISK FACTORS AN INVESTMENT IN THE COMPANY IS HIGHLY SPECULATIVE, AND SHOULD BE CONSIDERED ONLY BY THOSE PERSONS WHO ARE ABLE TO AFFORD A LOSS OF THEIR ENTIRE INVESTMENT. THE FOLLOWING SPECIFIC RISKS SHOULD BE CONSIDERED CAREFULLY IN EVALUATING THE COMPANY AND ITS PROPOSED BUSINESS BEFORE PURCHASING SHARES OF COMMON STOCK OFFERED BY THIS PROSPECTUS. LIMITED OPERATING HISTORY. The Company was organized on February 14, 1994 completed its first public common stock offering in September 1994, completed construction of its Brewery in August 1995, sold its first ales in September 1995, and has generated revenue from the sale of its beer of $455,965 through March 31, 1996. The Company has expended significant resources constructing and equipping its Brewery and developing distribution channels for its products. The report of the Company's independent public accountants dated March 6, 1996, issued in connection with the Company's audited financial statements as of December 31, 1995 and 1994 and for the period from inception (February 14, 1994) through December 31, 1995, includes an explanatory paragraph stating that there is a substantial doubt about the Company's ability to continue as a going concern. As a development stage company, the Company's operations are subject to all the risks inherent in the establishment of a new business enterprise. These include, but are not limited to, complications and delays frequently encountered in connection with the development and introduction of new products, the ability to recruit and retain accomplished management personnel, competition, the need to expand production and distribution and the ability to establish and sustain product quality. EFFECTIVE CONTROL BY WVI. Upon completion of the Offering, WVI will own between 48% and 44% of the Common Stock and will be a "controlling person" for purposes of liability under Section 15 of the Securities Act of 1933. By virtue of its stock ownership, WVI will be in a position to effectively control the election of the Board of Directors of the Company and thereby control the management, policies and operations of the Company. James W. Bernau is the beneficial owner of approximately 62% of the outstanding common stock of WVI. Thus, Mr. Bernau is in a position to elect and control the Board of Directors of WVI and thereby control the management, policies and operations of WVI. ARBITRARY OFFERING PRICE. There is no public trading market for the Company's Common Stock, and the price of the Shares offered hereby bears no relationship to the assets, book value, net worth 7 or any other recognized criteria of value of the Company. The offering price of the Shares was determined arbitrarily by management of the Company, and should not be considered as an indication of the actual value of the Company. In determining the offering price, the Company considered, among other things, the Company's limited operating history, its limited financial resources, its growth and profit potential, the amount of dilution to investors in this Offering, and the risk of investing in the Company. DILUTION. Investors participating in this Offering will incur immediate substantial dilution in the net tangible book value of their shares. See "Dilution." LACK OF PUBLIC MARKET. There is no public market for the Company's Common Stock and a public market is not expected to develop as a result of this Offering. Accordingly, an investor in the Shares may not be able to sell his or her Shares readily, if at all, and therefore must be able to bear the economic risk of the investment for an indefinite period of time. The Company's stock will not be quoted on Nasdaq or in the "pink sheets" or on the Over-the-Counter Bulletin Board. The Company intends to apply for listing of its Common Stock on the Nasdaq SmallCap Market if and when the Company grows and meets Nasdaq SmallCap Market listing requirements. The Company will not meet these listing requirements at the completion of the Offering and no assurance can be given as to when or whether the Company's Common Stock will qualify for listing on Nasdaq. For a description of the minimum requirements for listing on the Nasdaq SmallCap Market, see "Description of Common Stock - Limitations on Transfer of Shares." If obtained, a Nasdaq listing provides no assurance that an active and liquid trading market will develop or, if one does develop, that it will be sustained. Further, if the Company's Common Stock were to qualify for Nasdaq listing but trade at a price of less than $5.00, the stock would be subject to the federal "penny stock" rules. These rules require a broker-dealer, prior to a transaction in a penny stock not otherwise exempt from the rules, to deliver a standardized risk disclosure document prepared by the Securities and Exchange Commission that provides information about penny stocks and the nature and level of risks in the penny stock market. The broker-dealer also must provide the customer with bid and offer quotations for the penny stock, the compensation of the broker-dealer and its salesperson in the transaction, and monthly account statements showing the market value of each penny stock held in the customer's account. In addition, the penny stock rules require that prior to a transaction in a penny stock not otherwise exempt from such rules, the broker-dealer must make a special written determination 8 that the penny stock is a suitable investment for the customer and receive the customer's written agreement to the transaction. These disclosure requirements may have the effect of reducing the level of trading activity in the secondary market for a stock that becomes subject to the penny stock rules. POSSIBLE LIABILITY RESULTING FROM FACILITATION OF TRADING MARKET IN COMPANY SHARES. In connection with maintaining an informal trading market for the Company's shares following completion of the Company's first public common stock offering registered for sale under the Securities Act of 1933 on August 5, 1994 and completed on September 28, 1994, the prospectus for such offering included the following statement: "The Company intends to facilitate trading [of its shares] by making available to existing and potential shareholders the names and addresses of persons interested in buying and selling the shares" (the "Prospectus Statement"). The Company is unable to conclude with certainty that the Prospectus Statement is not a solicitation of an offer to sell a security requiring registration under Section 5 the Securities Act of 1933. If the Prospectus Statement constitutes a solicitation of a nonregistered offer to sell the Company's shares, the Company could be liable to purchasers who bought shares in the informal trading market as a result of the Prospectus Statement. The Company has determined that from the completion date of the offering through March 31, 1996, a total of 43 persons have purchased 68,835 shares in the informal trading market at an aggregate purchase price of $131,360. Assuming that all 43 transactions resulted from the purchaser's awareness of the Prospectus Statement, the Company could be liable for the entire $131,360 should such purchasers bring suit against the Company seeking rescission of their investment. DEPENDENCE UPON OFFERING FOR NEAR-TERM OPERATIONS AND FURTHER EXPANSION. The Company has accelerated its expansion plans by building a brewing facility with a larger potential production capacity than initially planned. See "Plan of Operations." As a result, the Company presently has limited working capital and is dependent upon the proceeds from the Offering to provide sufficient working capital to finance its near-term operations. Furthermore, the Company is dependent upon the proceeds from the Offering to finance the planned increase in the Brewery's annual fermentation capacity to 39,000 barrels. See "Use of Proceeds." LARGE PRODUCTION CAPACITY; DISTRIBUTION RISK. Currently, the Brewery has an annual production capacity of approximately 12,000 barrels with planned expansion to 39,000 barrels with proceeds from this Offering. The Company began selling its craft beers through its network of distributors in Washington, Idaho, Montana and Alaska in September 1995 and is currently producing and selling beer at an annualized rate of approximately 5,750 barrels, below 9 its planned production capacity of approximately 39,000 barrels. Monthly beer sales have increased from $10,345 in September 1995 to approximately $101,500 in March 1996. However, the Company's sales history is too short to provide a reliable indication of demand for the Company's products and there can be no assurance that the Company will successfully penetrate its targeted microbrewed beer markets to the extent necessary to utilize the Brewery's existing, let alone expanded, production capacity. DEPENDENCE ON THIRD-PARTY DISTRIBUTORS. Like most craft brewers, the Company relies heavily on third-party distributors for the sale of its products. The Company currently has distribution contracts with 43 independent distributors servicing Washington, Idaho, Montana and Alaska. See "Business - Distribution." The Company's most significant distributor, K & L Distributors, Inc., which is responsible for distribution in the Seattle area, accounted for approximately 54% of the Company's wholesale beer sales during 1995. The Company estimates that K & L Distributors, Inc. will continue to account for a significant percent of its wholesale revenues in the near future. The loss of this distributor would have a material adverse effect on the Company's business, financial condition and results of operations. The Company's distributors often represent competing specialty beer brands, as well as national beer brands, and are to varying degrees influenced by their continued business relationships with other brewers. The Company's independent distributors may be influenced by a large brewer if they rely on that brewer for a significant portion of their sales. While the Company believes that its relationships with its distributors are good, the relationships are relatively new and untested and there can be no assurance that the Company's distributors will continue to effectively market and distribute the Company's beer. The loss of distributors or the inability to replace a poorly performing distributor in a timely fashion could have a material adverse effect on the Company's business. In October 1994, one of the Company's major competitors, Redhook Ale Brewery ("Redhook"), established a "distribution alliance" with Anheuser-Busch, Incorporated ("A-B"), which owns a 25% interest in Redhook. This alliance purports to give Redhook access to A-B's domestic network of over 700 wholesale distributors, including many of the Company's distributors. The independent distributors through whom the Company markets its products are neither owned nor controlled by A-B. However, many of the Company's distributors also carry Redhook products. While the A-B/Redhook alliance is the first of its kind between a craft brewer and a major industrial brewery, it has had no discernable affect on the interest of the Company's distributors in selling the 10 Company's products. However, the Company is unable to predict whether the A- B/Redhook alliance represents a market trend or what effects, if any, such arrangements might have on the Company or the craft beer industry in general. DEPENDENCE ON KEY PERSONNEL. The Company's success is substantially dependent on the services of James W. Bernau, the Company's President and Secretary, Brad J. Tuski, the Company's Vice President, and Dusty Wyant, the Company's General Manager. Mr. Bernau holds similar executive positions with Nor'Wester, WVI, MHBC, Bayhawk Brewing, North Country Brewery and WVV. Pursuant to his Employment Agreement with Nor'Wester, Mr. Bernau is required to spend at least 70% of his time performing services for Nor'Wester. In 1996, it is expected that Mr. Bernau will spend approximately 5% of his time performing services for the Company. Mr. Tuski is the Chief Operating Officer of WVI and a Vice President of MHBC, Bayhawk Brewing and North Country Brewery. In 1996, it is expected that Mr. Tuski will spend approximately 25% of his time performing services for the Company. Mr. Wyant works full-time for the Company. See "Management -- Description of Mr. Bernau's and Mr. Tuski's Activities." Loss of the services of Mr. Bernau, Mr. Tuski or Mr. Wyant or any other key management employee could have a material adverse effect on the Company's business, financial condition and results of operations. The Company does not have employment agreements with any of its key employees other than Mr. Wyant and does not maintain key man life insurance policy for any of its key employees. CONFLICTS OF INTEREST. Due to the relationships between the Company and the Affiliated Companies both contractually and as a result of Mr. Bernau's common ownership interests in, and management positions with, these companies, conflicts of interest exist. Because of Mr. Bernau's interest in these companies, he would have an inherent conflict of interest in negotiating the terms of any contractual arrangements between the companies, including those relating to the Alliance. All agreements relating to the Alliance have been approved by a majority of the disinterested members of the boards of directors of the Company, Nor'Wester and WVI, with Mr. Bernau participating in the discussion, but abstaining from voting. With respect to future material transactions with affiliates, including transactions with Alliance members, the Company has established procedures for the review and approval of such transactions by a committee of disinterested members of the Company's Board of Directors. The Company has been advised that the other Alliance member companies have established or intend to establish similar procedures and committees. The Company and Mr. Bernau intend to comply with the requirements of applicable law as to the consideration of related 11 party or "interested" transactions. See "Certain Transactions --Future Transactions." LIMITED PURPOSE. The Company was organized for the purpose of developing and operating one or more craft breweries in Washington. Although the Company expects to distribute its products throughout Washington and other western states, if the Company desires to pursue other lines of business, or develop and operate craft breweries outside of Washington, shareholder approval would be required. There could be no assurance that such approval could be obtained particularly since WVI will continue to own between 48% and 44% of the Company's outstanding common stock after completion of the Offering. COMPETITION. The Company has targeted a regional market for its products, including the Western states (Washington, Idaho, Montana, Oregon, California and Alaska). The beer industry is highly competitive and the Company expects competition in the craft brewing segment of the industry to increase. The Company's Brewery will compete with both domestic and foreign industrial breweries as well as microbreweries (including those of the Affiliated Companies) and brewpubs that produce and sell craft beer in the Company's targeted markets. All industrial breweries and many regional specialty breweries have significantly greater financial, production, distribution and marketing resources than the Company. There can be no assurance that the Company will be successful in penetrating its targeted market to the extent necessary to become profitable. See "Business - Competition." GROWTH OF THE MICROBREWING INDUSTRY. The sale and consumption of microbrewed beer has increased dramatically over the past several years. There can be no assurance that the demand for microbrewed beer will continue to grow at the present rate or at all, or that circumstances could develop to cause the demand for microbrewed beer to diminish. To meet the increasing demand for microbrewed beer, new breweries, like the Company's, are being developed and existing breweries are significantly increasing their production capacities. If the demand for microbrewed beer does not keep up with increases in supply, the Company's brewery will face heightened competition and may not be able to sell sufficient quantities of its products to achieve profitability. GOVERNMENT REGULATION; TAXATION. The manufacture and sale of alcoholic beverages is a business that is highly regulated and taxed at the federal, state and local levels. The Company's operations may be subject to more restrictive regulations and increased taxation by federal, state and local governmental agencies than are those of non-alcohol related businesses. For instance, operation of the Brewery and the planned pub requires various federal, state and local licenses, permits and approvals. 12 The loss or revocation of any existing licenses, permits or approvals, failure to obtain any additional or new licenses, permits or approvals or the failure to obtain approval for the transfer of any existing permits or licenses could have a material adverse effect on the ability of the Company to conduct its business. Furthermore, U.S. Treasury Department, Bureau of Alcohol, Tobacco and Firearms ("BATF") regulations prohibit, among other things, the payment of beer slotting allowances to retailers. These regulations have the effect of preventing competitors with greater financial resources from excluding smaller brewers from retailers. Any repeal or substantial modification of these regulations could have a material adverse effect on the Company's business, financial condition and results of operations. Federal and state "tied-house" laws and regulations prevent or restrict, to varying degrees, ownership or partial ownership by brewers of beer retailers. If these laws or regulations were repealed or substantially modified, there would likely be a material adverse effect on the Company's business, financial condition and results of operations. In addition, if federal or state excise taxes are increased, the Company may have to raise prices to maintain present profit margins. The Company does not believe that a price increase due to increased taxes will necessarily result in reduced unit sales, but the actual effect will depend on the amount of any increase, general economic conditions and other factors. Regardless, there can be no assurance that higher taxes will not reduce overall demand for beer, thus negatively impacting sales of the Company's products. See "Business -- Regulation." DRAM SHOP LIABILITY. The serving of alcoholic beverages to a person known to be intoxicated may, under certain circumstances, result in the server being held liable to third parties for injuries caused by the intoxicated customer. The Company sells beer to its customers at the Brewery and will serve beer and wine to customers of the Planned Showcase Brewpub. If an intoxicated customer is served beer or wine and subsequently commits a tort such as causing an automobile accident, the Company may be held liable for damages to the injured person or persons. The Company has obtained host liquor liability insurance coverage and will continue such coverage if available at a reasonable cost. Even though such coverage is available at a reasonable cost, future increases in premiums may make it prohibitive for the Company to maintain adequate insurance coverage. In addition, a large damage award against the Company, not adequately covered by insurance, could adversely affect the Company's financial condition and results of operation. SINGLE PRODUCTION FACILITY AND UNINSURED LOSSES. The Company owns and operates one production facility for which it has obtained comprehensive insurance, including liability, fire and extended coverage, as is customarily obtained for businesses similar to the Company. Certain types of losses of a catastrophic 13 nature, however, such as losses resulting from floods, tornadoes, thunderstorms and earthquakes, are either uninsurable or not economically insurable to the full extent of potential losses. Such "Acts of God," work stoppages, regulatory actions or other causes, could interrupt production and adversely affect the Company's business and results of operations. DEPENDENCE ON CERTAIN SUPPLIERS. The Company relies upon a limited number of suppliers of raw materials used to make and package the Company's beers. Although to date the Company has been able to obtain adequate supplies of these ingredients and other raw materials in a timely manner from existing sources, if the Company were unable to obtain sufficient quantities of ingredients or other raw materials, delays or reductions in product shipments could occur which would have a material adverse effect on the Company's business, financial condition and results of operations. As with most agricultural products, the supply and price of raw materials used to produce the Company's beers can be affected by a number of factors beyond the control of the Company, such as frosts, droughts, other weather conditions, economic factors affecting growing decisions, various plant diseases and pests. If any of the foregoing were to occur, no assurance can be given that such conditions would not have a material adverse effect on the Company's business, financial condition and results of operations. In addition, the Company's results of operations are dependent upon its ability to accurately forecast its requirements of raw materials. Any failure by the Company to accurately forecast its demand for raw materials could result in the Company either being unable to meet higher than anticipated demand for its products or producing excess inventory, either of which may adversely affect the Company's results of operations. ENERGY AND SUPPLY SHORTAGES AND ALLOCATIONS. Shortages or increased costs of fuel, water, raw materials, power, or allocations by suppliers or governmental regulatory bodies, could restrict the operations of the microbrewery, or otherwise adversely affect the ability of the Company to meet its objectives. OPERATING HAZARDS. The Company's operations are subject to certain hazards and liability risks faced by all brewers, such as potential contamination of ingredients or products by bacteria or other external agents that may be wrongfully or accidentally introduced into products or packaging. The Company's products are not pasteurized. While the Company has never experienced a contamination problem in its products, the occurrence of such a problem could result in a costly product recall and serious damage to the Company's reputation for product quality. The Company's operations also subject employees and others to certain injury and liability risks normally associated with the operation and possible malfunction of brewing and other equipment. Although the Company 14 maintains insurance against certain risks under various general liability and product liability insurance policies, no assurance can be given that the Company's insurance will be adequate to fully cover any incidents of product contamination or injuries resulting from brewery operations. PUBLIC ATTITUDES. The alcoholic beverage industry has become the subject of considerable societal and political attention in recent years due to increasing public concern over alcohol-related social problems including drunk driving, underage drinking and health consequences from the misuse of alcohol, including alcoholism. As an outgrowth of these concerns, the possibility exists that advertising by beer producers would be restricted, that additional cautionary labeling or packaging requirements might be imposed or that there may be renewed efforts to impose increased excise or other taxes on beer sold in the United States. No assurance can be given that any decrease in beer consumption, particularly in the craft beer segment, or increase in governmental regulations relating to the domestic beer industry would not have a material adverse effect on the Company's business, financial condition and results of operations. ABSENCE OF DIVIDENDS. The Company has not declared or paid cash dividends on its Common Stock. The Company does not anticipate paying cash dividends with respect to the Common Stock in the foreseeable future. INVESTOR SUITABILITY Investment in the shares involves significant risks and is suitable only for persons who have no need for immediate liquidity in their investment and who can bear the economic risk of a loss of their entire investment. See "Risk Factors." Only residents of the states of Washington, Oregon and such other states in which the Company may choose to register this Offering under applicable securities or Blue Sky laws may purchase the Shares offered hereby. Each subscriber will be required to execute a Subscription Agreement which, among other things, requires the subscriber to certify his or her state of residence. A subscriber who is a resident of a state other than a state in which the Shares have been qualified for sale may request that the Company register the Shares in the state in which such subscriber resides. However, the Company is under no obligation to do so, and may refuse any such request. 15 USE OF PROCEEDS If this offering is fully subscribed, the net proceeds from the sale of shares offered hereby will be approximately $1,289,450 after deducting estimated offering expenses of $227,550. If only the Minimum number of shares are sold, the net proceeds will be approximately $422,450 after deducting estimated offering expenses of $227,550. The anticipated use of proceeds at the Minimum and Maximum offering levels, in order of priority, is as follows: IF MINIMUM IF MAXIMUM AMOUNT IS SOLD % AMOUNT IS SOLD % -------------- ---- -------------- ---- Total Proceeds . . . . . $ 650,000 100% $1,517,000 100% Less: Offering Expenses, including legal, accounting, printing and advertising (1). . . . . 227,550 35% 227,550 15% ---------- ---- ---------- ---- Net Proceeds from Offering . . . . . . . . $ 422,450 65% $1,289,450 85% ---------- ---- ---------- ---- ---------- ---- ---------- ---- Use of Net Proceeds Working Capital. . . . . $ 242,450 57% 719,450 77% Fermentation / Conditioning Tanks and Brewing Equipment. . . . 130,000 31% 330,000 19% Repay Loan from Parent . 50,000 12% 240,000 4% ---------- ---- ---------- ---- Total Use of Net Proceeds . . . . . . . . $ 422,450 100% $1,289,450 100% ---------- ---- ---------- ---- ---------- ---- ---------- ---- - ------------------------ 1 Also includes $3,783 at the Minimum and $8,829 at the Maximum in estimated costs associated with purchase of the Shares by investors through the use of credit cards. DESCRIPTION OF THE USE OF PROCEEDS WORKING CAPITAL. The Company plans to use $242,500 at the Minimum and $719,450 at the Maximum to purchase raw materials, including brewing ingredients and packaging materials, and to pay for selling and marketing expenses, rent, general overhead, and administrative expenses that management believes are in the best interests of the Company. 16 FERMENTATION/CONDITIONING TANKS. The Company plans to use $130,000 at the Minimum and $33,000 at the Maximum to purchase and install 150-barrel uni-tanks which serve as both fermentation and conditioning tanks. This will increase the Company's annual fermentation capacity from approximately 12,000 barrels to 27,000 barrels at the Minimum and 39,000 barrels at the Maximum. If the Maximum is raised, the Company plans to purchase and install miscellaneous brewing equipment at a cost of approximately $30,000. REPAYMENT OF LOAN FROM PARENT COMPANY. The Company has borrowed $240,000 from its parent corporation, WVI, to fund its working capital needs until sufficient proceeds from the Offering are raised. At the Maximum, the Company will repay the entire loan. At the Minimum, the Company will repay $50,000 of the loan. Any principal amount not repaid following completion of the Offering will be evidenced by a promissory note payable to WVI. For a description of the terms of the loan and the promissory note to WVI, see "Certain Transactions." The preceding description represents the Company's best estimate of its expected use of the net offering proceeds based upon its present plans. However, events may require changes, and the Company reserves the right to make changes in the use of proceeds if, in management's opinion, it is in the best interests of the Company. For example, following completion of the Company's first public stock offering in September 1994, management elected to increase the Brewery's maximum production capacity and develop a new facility capable of accommodating a larger brewery. This resulted in a change of the use of proceeds in that offering from the stated use of proceeds in the prospectus for that offering. See "Historical and Planned Operations - - Capital Expenditures." 17 DILUTION The net tangible book value of the Company as of March 31, 1996 was $1,907,812 or approximately $.36 per share of Common Stock. See "Certain Transactions." Net tangible book value per share represents the amount of the Company's shareholders' equity less intangible assets, divided by the number of shares of Common Stock outstanding. As of March 31, 1996, the Company had intangible assets valued at $4,829. Net tangible book value per share dilution represents the difference between the amount per share paid by purchasers of Shares in the Offering and the proforma net tangible book value per share after the Offering. The following table sets forth at both the Minimum and Maximum levels of this Offering as of March, 1996, the difference between the Company's initial shareholder, WVI, other existing shareholders and persons purchasing Shares in this Offering at $1.85 per share with respect to the number of Shares purchased from the Company, the total consideration paid, and the average price per share paid. SALE OF MINIMUM NUMBER OF SHARES Shares Issued Total Consideration Price ------------- ------------------- Per Number Percent Amount Percent Share ------ ------- ------ ------- ----- WVI . . . . . . . . . . 2,715,584 47.8% $ 100,000 2.8% $0.04 Other Existing Shareholders . . . . . . 2,614,771 46.0% $2,870,000 79.3% $1.10 New Investors . . . . . 351,351 6.2% $650,000 17.9% $1.85 --------- ------ ---------- ------ Total. . . . . . . . . 5,681,646 100.0% $3,620,000 100.0% --------- ------ ---------- ------ --------- ------ ---------- ------ 18 SALE OF MAXIMUM NUMBER OF SHARES Shares Issued Total Consideration Price ------------- ------------------- Per Number Percent Amount Percent Share ------ ------- ------ ------- ----- WVI . . . . . . . . . . 2,715,584 44.2% $ 100,000 2.2% $0.04 Other Existing Shareholders . . . . . . 2,614,771 42.5% $2,870,000 64.0% $1.10 New Investors . . . . . 820,000 13.3% $1,517,000 33.8% $1.85 --------- ------ ---------- ------ Total. . . . . . . . . 6,150,355 100.0% $4,487,000 100.0% --------- ------ ---------- ------ --------- ------ ---------- ------ After giving effect to the sale by the Company of 351,351 Shares (Minimum) and 820,000 Shares (Maximum) at purchase price of $1.85 per share the proforma net tangible book value of the Company, the increase in net tangible book value to the existing shareholder and the decrease in net tangible book value to purchasers of Shares in the Offering are summarized in the following table: Minimum Maximum Proceeds Proceeds -------- -------- Average offering price per share: $ 1.85 $ 1.85 Net tangible book value per share at March 31, 1996: .36 .36 Net tangible book value increase to existing shareholders .05 .16 Proforma net tangible book value per share after the offering: .41 .52 Net tangible book value decrease (dilution) to purchasers of shares in the offering: (1.44) (1.33) 19 DIVIDEND POLICY The Company has not paid any dividends on its stock. The Company does not expect to declare any dividends in the near future, but instead to retain earnings, if any, in order to provide for the development and expansion of the Company's business. Any future payment of dividends will depend on the Company's earnings, capital requirements, financial condition, and other relevant factors. 20 HISTORICAL AND PLANNED OPERATIONS CAPITAL EXPENDITURES The Company was organized in February 1994, completed its first public common stock offering in September 1994, completed construction of its Brewery in August 1995, and sold its first ales in September 1995. The Company's working capital and the costs of leasehold improvements and equipment for the Brewery have been funded principally by (i) $100,000 received from the sale of 4,845,455 shares of the Company's common stock to its parent company, WVI, in February 1994 (2,129,871 shares of the 4,845,455 shares originally purchased by WVI have been returned to the Company. See "Certain Transactions."), (ii) $2,474,240 in net proceeds from the sale of 2,609,091 shares of common stock in the Company's first public stock offering, and (iii) $240,000 borrowed from WVI. Proceeds from the Company's first public offering were intended to be used to (i) purchase 1.3 acres of property in the Woodinville Tourist District and construct a building a brewery and pub, (ii) purchase and install a 25-barrel brewhouse with fermentation tanks capable of producing up to 14,000 barrels of draft beer annually, and (iii) fund the Company's working capital needs. Following completion of the first offering, however, two developments occurred. First, the Company encountered unanticipated delays in the building permitting process for its property in the Woodinville Tourist District. Second, the Company decided to significantly increase the production capacity of its brewing facility from 50,000 to 125,000 barrels. As a result, the Company decided to develop a two-site strategy calling for the construction of a smaller showcase brewery and pub on its existing property (the "Planned Showcase Brewery") and a much larger production-only facility at a location that could accommodate the brewing and bottling equipment necessary to support the increased production (i.e. the Brewery). Due to the lengthy delays in the permitting process for the Planned Showcase Brewery, the Company elected to establish the larger production-only facility first. In August 1995, the Company completed construction of the Brewery consisting of a 50-barrel brewhouse in a 19,000 square foot leased facility and began brewing beer. The Brewery has a current annual production capacity of approximately 12,000 barrels and a planned capacity of 125,000 barrels. The Brewery is located in an industrial complex in Woodinville, approximately two miles northwest of the Company's existing property. The Company has retained its property in the Woodinville Tourist District and 21 intends to construct the Planned Showcase Brewery on that site with cash from operatiing revenue and/or bank borrowings. No timetable for construction of the Planned Showcase Brewery currently exists. As a result of the decision to build the larger brewery first, a portion of the proceeds from the first offering initially earmarked for items (i) and (iii) above, were reallocated to pay for a larger brewhouse and more costly leasehold improvements associated with a larger facility. The leasehold improvements will enable the Brewery to grow to a maximum annual brewing capacity of 125,000 barrels when an option to lease additional space adjacent to the Brewery is exercised and additional brewing equipment, fermentation and conditioning tanks are purchased and installed. Proceeds from the first offering were also reallocated to enable the Company to bottle its beer by purchasing a high-speed bottling line rather than bottling its products through its parent corporation, WVI, as originally planned. On-site bottling capability gives the Company greater quality control and the ability to better schedule production to meet demand. It also reduces transportation costs and makes the Brewery a complete, stand-alone production facility. Expanding capacity and developing a two-site strategy has resulted in the need to raise additional capital through this Offering. PLAN OF OPERATIONS The Company's products are purchased by consumers on draft and in bottles at restaurants, brewpubs, bars and taverns, as well as in bottles at supermarkets, warehouse clubs, convenience stores and liquor stores. Currently, the Company's products are delivered to these retail outlets through a network of 43 local independent distributors in Washington, Idaho, Montana, Oregon and Alaska. The Company is in the process of establishing other distributors, including distributors in California and Colorado. The Company is currently producing and selling beer at an annualized rate below its current production capacity of approximately 12,000 barrels. Monthly beer sales have increased from $10,345 in September 1995 to approximately $101,500 in March 1996. However, the Company's sales history is too short to provide a reliable indication of demand for the Company's products. In January 1996, the Company became party to a strategic alliance among each of the Affiliated Companies. The Alliance was formed for the purpose of promoting and supporting the growth of 22 each Alliance member. Under the Alliance, the Company will cooperatively brew Nor'Wester beer for sale to distributors serving west coast markets. The expected increase in production related to cooperative brewing will more fully utilize the Company's production facility, resulting in lower overall production costs for the Company's own products. Due to the combined efforts of the Company and Alliance members, the Company also expects to experience a reduction in sales and marketing costs as a percentage of revenue. In addition, the Company believes that offering Nor'Wester beer with the Company's beer will allow the Company's sales staff to present a variety of complementary beer styles to distributors and retailers. If the Minimum is sold, the net proceeds, after deducting offering expenses, will be used to (i) fund working capital to sustain the Company's operations for 12 months, (ii) purchase additional fermentation and conditioning tanks to increase production capacity to 27,000 barrels, and (iii) repay $50,000 of a $240,000 loan from the Company's parent, WVI. If the Maximum is sold, in addition to the above uses, the net proceeds, will be used to (i) provide a greater amount of working capital, (ii) purchase additional fermentation and conditioning tanks to increase production capacity to 39,000 barrels and purchase other miscellaneous brewing equipment, and (iii) repay the entire $240,000 loan from WVI. For a discussion of the priority in which the proceeds will be allocated, see "Use of Proceeds." The Company expects that proceeds from this Offering will be used over a 12-month period and will result in an increase in the Brewery's annual fermentation capacity to 27,000 barrels if the Minimum is sold and 39,000 barrels if the Maximum is sold. Thereafter, and assuming sufficient product demand exists, the Company plans to fund through operating revenue and/or debt financing the purchase of additional brewing equipment and fermentation and conditioning tanks to bring the Brewery's production capacity to its full 125,000 barrel potential and to construct the Planned Showcase Brewery. The Company believes that proceeds from this Offering will satisfy the Company's cash needs for the 12 month period commencing on the date of this prospectus. If additional capital is required, there can be no assurance that revenues will be sufficient to finance such growth and operations, or that additional sources of financing would be available on terms favorable to the Company. 23 In connection with the Company's activities in maintaining an informal trading market in it's shares following completion of the Company's first public common stock offering, the Company may be liable to certain purchasers who paid an aggregate of $131,360 to purchase shares in the aftermarket following the offering. See "Risk Factors -- Possible Liability Resulting From Facilitation of Trading Market in Company Shares. 24 BUSINESS Aviator Ales, Inc. (the "Company") was formed in February 1994 for the purpose of developing and operating one or more breweries in Washington for the production of high quality, hand-crafted ales for sale in bottle and draft. The Company has built a brewery (the "Brewery") in a leased industrial building at 14316 N.E. 203rd Street in Woodinville, Washington. Woodinville is a city of approximately 6,000 people located 20 miles northeast of Seattle. In recent years, Woodinville has developed a cottage industry of local vintners and microbrewers, including Chateau Ste. Michelle Winery, Columbia Winery, Facelli Winery, Paul Thomas Winery, Redhook Brewery, and Silver Lake Sparkling Cellars. INDUSTRY BACKGROUND. The craft brewing segment of the United States brewing industry is comprised of regional craft brewers, contract brewers, microbreweries, such as the Company, and brewpubs. See "Glossary" for a description of these different types of craft brews. Craft beers are full-flavored beers, brewed in traditional European brewing styles with quality hops, malted barley, yeast and water. In 1994, shipments in the craft beer segment increased by 50% over the prior year to 2.5 million barrels. Craft beer shipments represented approximately 1.4% of total domestic beer shipments of 180 million barrels, which had a retail value of $50 billion. Over the five-year period ended December 31, 1994, U.S. craft beer shipments grew at a compounded annual rate of approximately 39%. In contrast, total U.S. beer industry shipments have remained relatively flat since the early 1980's. The principal cause for the rapid growth in consumption of craft beer is the consumer's rediscovery of more traditional, full-flavored beers. Prior to Prohibition, the U.S. beer industry consisted of nearly 2,000 small breweries that brewed distinctive beers delivered fresh to local markets. Following Prohibition, fewer than 600 of these breweries reopened. In the decades that followed, U.S. brewers narrowed their product offerings to milder, lighter beers (principally lighter lagers), to appeal to the broadest possible market segment. These beers use lower cost ingredients, are typically pasteurized to prolong shelf life and are mass-produced to take advantage of economies of scale in production. Historically, competition among the industrial brewers has been primarily through costly advertising campaigns and pricing rather than through product flavor and quality. By the late 1970's, the U.S beer industry was characterized by a relatively homogeneous selection of beers with significant brand recognition, but with little differentiation in taste and a lack of freshness. As a result of these competitive factors and improvements in brewing operations, considerable industry consolidation occurred. 25 Today, the three largest domestic brewers account for approximately 81% of domestic beer shipments. Since the early 1980's consumers have migrated away from less flavorful mass-marketed beers toward a broader variety of beers with greater taste. Initially, this change in demand was met by imported industrial beers from Holland, Germany, Canada and Mexico. However, in the mid 1980's, numerous brewpubs emerged as state laws began to permit pub owners to brew and sell beer on premise. Brewpubs were viewed as an alternative gathering place to traditional restaurants and bars and often proved to be the setting where consumers were first exposed to new craft beers. By the late 1980's, a substantial number of microbreweries, representing a new segment in the U.S. beer industry, had developed in response to consumer demand for microbrewed beers on draft at restaurants, pubs and taverns and in bottles for home consumption. Beginning in California, Oregon and Washington and more recently in the New England states, Colorado and other regions across the country, regional craft brewers, contract brewers, microbreweries, and brewpubs emerged to form the craft beer industry. Strong consumer demand has enabled certain craft brewers, to quickly grow from microbreweries into regional craft brewers by increasing the size of their breweries, while maintaining traditional European brewing methods. Contract brewers, who generally do not have their own brewing facilities, have taken advantage of growing demand by retaining industrial brewers to perform contract brewing at otherwise under-utilized industrial brewing facilities. Industrial brewers have also sought to appeal to this growing demand for craft beers by introducing their own fuller-flavored specialty beers or by acquiring or forming partnerships with existing craft brewers. GROWTH IN SALES OF MICROBREWED BEER. The sale of microbrewed beer has increased substantially in recent years. The following tables and graphs indicate, in barrels, the sales volume, sales growth and market share as a percentage of the total beer market represented for microbreweries located in Washington and the United States as a whole, over the five year period ending in 1994.(1) The production, sale and consumption of microbrewed beer has increased over the past several years in Washington. There can be no assurance, however, that the demand for microbrewed beer will continue to grow at the present rate or at all. Furthermore, no - ------------------------ (1) The data in the table labeled "All US Craft Breweries" includes sales in barrels for the four segments of the craft beer industry: brewpubs, microbreweries, regional specialty breweries and contract brewing companies. "Regional Specialty Breweries" include the following companies: Anchor Brewing Co. (beginning 1985); Sierra Nevada Brewing Co. and Redhook Ale Brewery (beginning 1989); Widmer Brewing Co. and Full Sail Brewing Co. (beginning 1991); Hart Brewing Co. (beginning 1992); Rockies Brewing Co., Portland Brewing Co. and Bridgeport Brewing Co. (beginning 1993); Abita Brewing Co., Deschutes Brewery, New Belgium Brewing Co., Nor'Wester Brewing Co., Dubuque Brewing & Bottling Co./Breadevor USA Inc., Catamount Brewing Co. and Celis Brewing (beginning 1994). 26 assurance can be given that the Company will experience sales growth or market penetration levels consistent with that reflected in the tables and graphs below. The following graph and table indicate the growth in sales by all U.S. craft breweries in terms of sales revenue and barrels. [GRAPH] ALL U. S. CRAFT BREWERIES (Sales in Barrels) ANNUAL MARKET YEAR SALES SALES SHARE GROWTH ---- --------- ------ ------ 1994 2,512,476 50.45% 1.33% 1993 1,669,982 40.42% 0.89% 1992 1,189,260 39.20% 0.63% 1991 854,337 34.56% 0.45% 1990 634,889 29.20% 0.34% 27 The industrial beer segment has experienced declines in both sales and market share over this same six-year period as illustrated in the following table: U. S. INDUSTRIAL BREWERIES (Sales in Barrels) ANNUAL MARKET YEAR SALES SALES SHARE GROWTH ---- ----------- ------ ------ 1994 180,212,645 (0.26)% 93.52% 1993 180,682,968 (0.08)% 96.10% 1992 180,824,250 (0.34)% 96.39% 1991 181,449,379 (1.64)% 96.58% 1990 184,473,833 2.83% 95.81% WASHINGTON BEER INDUSTRY. The following tables, which are derived from data produced by the Washington State Liquor Control Board shows beer sales in Washington over the last five years by category of producer. Sales of beer in Washington are dominated by the major domestic producers, such as Anheuser- Busch, Miller Brewing Co. and Coors Brewing Co. Nevertheless, the market share of craft beer in Washington has increased over the years, from 1.91% in 1990 to 6.46% in 1994. This growth in market share by Washington microbreweries has been primarily at the expense of large industrially brewed beers. Per capita beer consumption in Washington has remained generally steady from 1984 to 1994 at approximately 21 gallons per year. However, consumption of higher priced microbrewed beers has increased significantly. TOTAL BEER SALES IN WASHINGTON (IN BARRELS) Foreign Major Major Craft Craft Market Domestic Domestic Year Beer Market Share Foreign Beer Share Beer Market Share - ---- ------ ------------ ------------ ------- --------- ------------ 1994 232,786 6.46% 177,600 4.93% 3,192,330 88.61% 1993 179,192 5.04% 142,543 4.01% 3,231,218 90.94% 1992 120,139 3.28% 132,409 3.61% 3,412,542 93.11% 1991 84,682 2.42% 126,204 3.61% 3,284,174 93.97% 1990 67,312 1.91% 137,103 3.90% 3,313,185 94.19% 28 Approximately 96% of the microbrewed beer sold in Washington in 1994 was produced by the five largest microbreweries in Washington. Although the consumption of microbrewed beer has increased markedly over the past several years, particularly in states such as Washington, there can be no assurance that the demand for microbrewed beer will continue to grow. If the demand for microbrewed beer in Washington does not continue to increase, the Company's business could be adversely affected. COMPANY STRATEGY The Company's principal business objective is to become a leading brewer of high-quality, full-flavored microbrewed beer in Washington and other targeted markets. The Company intends to achieve its objectives by implementing the following key strategies: PRODUCTION OF HIGH QUALITY, LOCALIZED STYLE MICROBREWED BEERS. The Company intends to focus on the production of high-quality, full-flavored microbrewed beer designed to appeal to consumers located in Washington and nearby states, the Company's principal target market. The Company brews its beer in small batches using traditional European brewing methods and styles, carefully selected ingredients, and technologically advanced brewing equipment. In addition, the Company has hired brewing staff with extensive experience in quality control practices. BRAND AWARENESS. The Company's promotional strategies are designed to create strong brand awareness built on superior products, customer service and strong imaging that reflects the qualities and lifestyle of the Pacific Northwest. The Company's brand name "Aviator-TM-" has strong ties to the local area. Specific attention is being paid to the historical accuracy of the Company's product imagery and its relationship to the Pacific Northwest. For example, the "F" series B-17 bomber depicted on the Company's Amber Ale is the type that was produced in Washington by Boeing Aircraft Industries. The Company uses bold, distinctive graphics in its packaging and marketing materials, which are designed to set the Company's products apart and promote consumer recognition and product identity. The Company believes that word-of-mouth reputation and product tastings are the principle factors influencing consumers in their selection of a craft beer. The Company holds open houses and celebratory events at the Brewery 29 encouraging people to visit so they can learn about and sample the Company's products. Through tours of the Brewery, meetings with the brewing staff and local tastings, the Company actively educates local distributors and retailers (including restaurants, pubs and taverns) about the ingredients, brewing process and brand imagery associated with the Company's products and craft beers in general. The Company further assists its retailers with a comprehensive point- of-sale advertising program to facilitate the promotion of its products. The Company also seeks to increase product awareness by participating in local beer tastings and beer festivals, charitable fundraisers and community sports and cultural events. CONTRACTS WITH DISTRIBUTORS. The Company's success is dependent upon its ability to develop and maintain relationships with key distributors to market the Company's beers. The Company has established a network of 43 independent distributors who sell the Company's beer in addition to beers produced by other domestic and international brewers. This network of distributors serves the entire state of Washington as well as portions of Idaho, Montana, Oregon and Alaska. The Company is in the process of establishing distribution agreements with independent distributors in California and Colorado. See "Risk Factors - Dependence on Third-Party Distributors." CONSUMER AND SHAREHOLDER INVOLVEMENT. The Company has developed and intends to expand its base of consumers who will promote the Company's beers. The Company believes that its shareholders strengthen its marketing capabilities as they actively promote the Company's products to their friends, business acquaintances and favorite retail establishments. To build and maintain this consumer base the Company holds open houses, and offers opportunities for consumer involvement in the Brewery's activities. STRATEGIC ALLIANCE WITH NOR'WESTER BREWING COMPANY, INC. The Company has entered into the Alliance with Nor'Wester under which it will cooperatively brew Nor'Wester beer. See "-- Cooperative Brewing" and "Certain Transactions." NEW PRODUCT DEVELOPMENT. To meet varying consumer style and flavor preferences, the Company continually engages in the development and testing of new products. The Company's existing brewing equipment permits the brewing of small batches of new products for sampling at the Brewery as well as in community tastings. As part of its product development effort, the Company performs numerous tastings and surveys with distributors and consumers on beer styles and brand imagery. The Company has found that consumers provide the most important feedback on matters of beer taste and style, while distributors provide critical information on market trends and opportunities. The Company 30 believes that the continued success of craft brewers will increasingly depend on their ability to be innovative and attentive to consumer desire for new and distinctive tasting products. PRODUCTS The Company currently produces six different styles of beer, one of which is a seasonal. All of the Company's beers are hand-crafted in small batches using high quality hops, a variety of malts, and other natural ingredients. Each beer is cold conditioned at near freezing temperatures to produce a smooth, flavorful finish. The Company's beers are typically unfiltered to preserve the unique, natural flavors and aromas of the ingredients. The Company's current product offerings are as follows: HEFE WEIZEN. Hefe Weizen is an unfiltered beer with a rich flavor and texture, cold conditioned an extra week to produce a smooth and refreshing ale. Locally grown wheat and barley malts give it a light palate and golden color. AMBER ALE. Amber ale is characterized by a deep amber color and rich caramel flavors from our blend of roasted malts. A generous portion of cascade hops finish this robust ale with crisp and enjoyable aromas. Top fermentation and cold conditioning gives this ale a well-rounded finish. HONEY BROWN ALE. Local blackberry honey is brewed into our English brown ale making it a deliciously smooth ale with a malty depth, a nutty, toasted aroma and deep mahogany color. PORTER. Chocolate and espresso flavors characterize this full-bodied traditional ale which has a slight sweetness from the abundance of roasted malts and smooth finish. INDIA PALE ALE. This is a Crisp and refreshing golden ale with delicious spicy aromas from Tettnang and Cascade hops. This recipe is a classic 1700's British style producing very distinct flavors. WINTER WARMER. This seasonal ale will have a unique recipe each year. The 1995 edition of Winter Warmer is a hearty ale with a hint of sweetness. Its rich malty character is complemented with a hint of molasses. The Company believes there is a growing market for hard cider and brewed sodas and may produce these products in the future. 31 The Company's ales are made from selected high-quality local grains and hops, with occasional use of European hops for selected beer styles. All of the Company's recipes are owned exclusively by the Company. Under the terms of the Alliance, alliance members are prohibited from using the Company's proprietary information or technology to produce beer having the same flavor profile or appearance as the Company's. See "Cooperative Brewing." BREWING FACILITY The Brewery, which was completed and started brewing beer in August 1995, is located in an approximately 19,000 square foot leased facility in Woodinville, Washington. Woodinville is a city known for a thriving cottage industry of craft brewers and vintners. It is home to five wineries and one other brewery, namely Chateau Ste. Michelle Winery, Columbia Winery, Facelli Winery, Paul Thomas Winery, Redhook Brewery, and Silver Lake Sparkling Cellars. The Brewery utilizes a three vessel 50-barrel brewhouse and uni-tank fermenters ranging in size from 50 to 150 barrels that provide an initial annual production capacity of approximately 12,000 barrels. With the increased fermentation tanks which the Company intends to purchase with the Maximum proceeds from this Offering, the Brewery will be capable of annually producing up to approximately 39,000 barrels. The Company has constructed the Brewery with sufficient leasehold improvements to enable it to grow to a maximum annual brewing capacity of 125,000 barrels. To reach maximum capacity, an option to lease additional space adjacent to the Brewery must be exercised and additional brewing equipment, fermentation and conditioning tanks must be purchased and installed. The Company also has purchased a high-speed Krones bottling line and labeler and will purchase additional kegs, and other necessary equipment as demand for the Company's products increases. In addition to its principal facility, the Company has purchased a 1.3 acre parcel in the Woodinville Tourist District on which it intends to build the Planned Showcase Brewery, including a specialty draft-only brewhouse and pub/restaurant. The Company does not expect to develop this site until expansion of the principal production facility is complete and development can be funded with operating revenue or other available sources. However, the Company believes that a showcase retail facility in the heart of the Woodinville Tourist District will be valuable in two ways. First, it will feature the Company's products in a prominent location and attractive setting where consumers can enjoy the Company's products. The Company also believes that the location will lend to many tourists patronizing the Planned Showcase 32 Brewery. Moreover, such a setting will give the Company's brewers new and valuable insights into product development through meeting consumers and learning their tastes and preferences firsthand. Second, the smaller, more concentrated scale of the showcase facility will allow the Company to experiment with new beer styles and types with greater economy. For these reasons, the Company considers the Woodinville Tourist District site a valuable investment. Under its cooperative brewing agreement with Nor'Wester, Nor'Wester has provided at its expense, additional equipment at the Brewery, including fermenting and conditioning tanks, a yeast propagator and a Hop Jack, which will be dedicated to the production of Nor'Wester products. The addition of this Nor'Wester-owned equipment gives the Company the capacity to produce up to 23,000 barrels of Nor'Wester beer annually by the end of 1996. The cooperative brewing agreement may be terminated by the Company if its own production needs require use of the space occupied by Nor'Wester's equipment. See "Certain Transactions -- Strategic Alliance." The Company has executed a 20-year lease for the Brewery that runs until August 1, 2015, with the right to renew the lease for two additional terms of ten years each. The leased facility comprises approximately 19,000 square feet, and the Company also has an option on additional adjacent space of approximately 10,000 square feet that is exercisable between years 2 and 5 of the current lease. BREWING OPERATIONS INGREDIENTS. The Company uses four basic natural ingredients in brewing its beers: malted grains, hops, brewers' yeast and water filtered through activated charcoal filters. The Company uses malted wheat and barley grains to produce its beers. Wheat and barley malts are typically used in brewing because they germinate easily and provide fresh, distinctive flavors. All malts used by the Company are of high quality, including specialty malts selected to provide desired flavor and color characteristics. Top quality hops are carefully selected and used in varying combinations to add seasoning to the brew. Some varieties confer bitterness which imparts a crisp finish to beer, while others add herbal or spicy notes to the aroma. To ensure consistent product quality and flavor, the Company's brewers use yeasts which are specially selected for their unique ability to provide the distinctive character of the Company's products. The Company does not use rice, corn or stabilizers or water dilution used by industrial brewers to lighten beer for mass production. 33 The Company typically purchases all of its malted barley and wheat from one supplier, although it has several alternative suppliers. The Company purchases its hops through two major brokers. To achieve special hop character in certain of its beers, the Company augments its hops supply with small lots of hops from Bavaria and other European hop growing regions. The Company believes that alternative sources of malted grains and hops are available at competitive prices. The Company currently cultivates its own yeast supply. Multiple competitive sources of supply for most packaging materials, such as bottles, labels, six-pack carriers, crowns and shipping cases are available to the Company. The Company expects to achieve cost savings as a result of cooperative purchasing of certain raw materials through the Alliance. THE BREWING PROCESS. Prior to commencement of the brewing process, the malt supplier soaks the wheat or barley grain in water, thereby facilitating germination, and then dries and cures the grain through roasting. This "malting" process breaks down complex carbohydrates and proteins so they can be easily extracted. The malting process creates the color and distinctive flavor characteristics imparted by the grain to the beer. The cured grain, referred to as "malt," is then delivered to the brewery. Brewing typically consists of five steps or stages at the brewery: "milling," "lautering," "boiling," "fermenting" and "conditioning." The following graphic generally illustrates the process employed by the Company in brewing its craft beers: MILLING. In the milling process, the malted grain is cracked open and the kernels crushed into "grist." The grist is collected and measured in the grist case in preparation for lautering. LAUTERING. The grist is then mixed with hot water in the lauter tun. The hot water activates natural enzymes in the malt, converting starches in the grains into fermentable sugars, which in turn are dissolved in water forming a sugar solution called "wort" (pronounced wert). The wort is separated from the husks and insoluble particles in the lautering process. BOILING. The wort is then boiled and flavored with hops which are added to the brewkettle by hand. After boiling, the hops are strained from the wort and the wort is clarified in a "whirlpool" separator and cooled in preparation for fermentation. FERMENTATION. The cooled wort is aerated and a pre-determined amount of pure cultured yeast is added. The yeast metabolizes the fermentable sugars in the wort thereby producing alcohol and carbon dioxide while the non-fermentable or residual sugars impart "body" to the final product. The rate of fermentation is controlled by 34 accurately controlling the temperature in the fermenter and this rate, together with the strain of yeast, is critical in determining the quality and character of the final product. Fermentation typically takes five to seven days after which the "young" beer is further cooled to a lower temperature for "conditioning." CONDITIONING. Conditioning or "maturation" generally takes about seven days for ales and 21 days for lagers. During this period lower, near freezing temperatures are maintained resulting in clarification as well as full flavor and character development. FINISHING. Depending on the style of product, the fully conditioned beer may be filtered for clarity and/or carbonated in readiness for bottling or keg racking. KEGGING AND BOTTLING. The Company packages its craft beers in kegs and in 12 and 22-ounce bottles. The Company has installed a high-speed bottling line and labeler for this purpose. QUALITY CONTROL. The Company's lead brewer monitors all major parameters in brewing the Company's Ale to ensure compliance with the Company's specifications and to maintain consistent quality and taste from brew to brew. The brewery has an on-site laboratory where the lead brewer oversees on-site yeast propagation, monitors product quality, tests products, measures color and bitterness and tests for oxidation and unwanted bacteria. DISTRIBUTION The Company's products are purchased by consumers on draft and in bottles at restaurants, brewpubs, bars and taverns, as well as in bottles at supermarkets, warehouse clubs, convenience stores and liquor stores. The Company's products are currently delivered to these retail outlets through a network of 43 independent local distributors. Distributors selected to date include distributors whose primary products are produced by Anheuser-Busch as well as beers of other domestic and international brewers. See "RISK FACTORS -- Dependence on Third-Party Distributors." The Company spends considerable time and effort to establish, maintain and support its relationship with distributors. Management believes that product education, principally through brewery tours and on-site training and tastings, is a key element in building successful relationships with distributors. The Company also offers its products directly to consumers at the Company's brewery in Woodinville. The Company sells its products to distributors who serve the entire the state of Washington as well as portions of the states of Idaho, Montana, Oregon and Alaska. The Company's most significant 35 distributor, K & L Distributors, Inc., which is responsible for distribution in the Seattle area, accounted for approximately 54% of the Company's wholesale beer sales during 1995. The Company estimates that K & L Distributors will continue to account for a significant percent of its wholesale revenues in Washington in the near future. See "Risk Factors - Dependence on Third-Party Distributors." The Company is in the process of establishing relationships with distributors in California and Colorado. As the Company expands its distribution to other states, the Company expects the percentage of sales represented by K & L Distributors will decline. The Company demonstrates its commitment to its independent distributors in many ways, including its refusal to sell directly to retail accounts and, where permitted by law, involving sales representatives and drivers of each distributor in the Company's distributor incentive program whereby they each are "gifted" a nominal number of shares of the Company's Common Stock, are given personalized Company business cards and are included on the Company's mailing list. Each of the Company's distribution agreements covers a specific geographic area, and appoints the distributor as the exclusive distributor in that geographic area, subject in certain cases to the Company's rights to engage in certain limited retailing activities. The distribution agreements provide that payment shall be made in full not less than 30 days after the date of delivery. The distribution agreements also provide for general cooperation among the distributors and the Company in marketing, merchandising and promotional efforts. Each distribution agreement may be terminated by either party 60 days after written notice of dissatisfaction with performance specifying the grounds for such dissatisfaction if the specified deficiencies have not been cured by the end of the 60-day period. Microbrewed beers generally sell at a price premium relative to domestic industrial beers, with retail prices for microbrewed beers typically ranging from $4.99 to $7.99 per six pack of 12 ounce bottles versus approximately $2.99 to $3.99 for industrial beers. This price premium provides generally higher profit margins for the distributors and retailers that offer microbrewed beers. The Company believes that distributors and retailers are eager to increase their sales of higher margin craft beers, as industrial brewers continue to wage price wars to gain market share in this flat growth segment thereby decreasing distributor's and retailer's margins. To further increase retail product sales, the Company periodically offers "post-offs," or price discounts to its 36 distributors. Distributors and retailers often participate in these price discounts. The Company is in the process of finalizing a purchase order agreement with Beer Across America, Inc. ("BAA"), a nationwide mail-order subscription service for craft beer enthusiasts. Each month BAA subscribers receive a twelve-pack of beer that features the products of two specially selected craft breweries. The Company has tentatively agreed to supply BAA with a minimum of 15,000 cases of Aviator Ales for its July 1996 shipment. Product literature describing the Company and its brewing philosophy will also be included in each shipment of bottled product. This form of direct access to microbrewed beer consumers around the country will allow the Company to present its products not only in its target markets, but in other markets as well. MARKETING AND SALES The Company's promotional strategies are designed to create strong brand awareness built on quality products, service to its distributors and product imaging that reflects the quality and lifestyle of the Pacific Northwest. The "Aviator" name is well suited to the Puget Sound area. Special attention is given to the Company's labels and point of sale material to ensure that this promotional material is historically representative of the importance of aviation to the area. The Company believes that grass roots promotion and word-of-mouth reputation are the principal elements influencing consumer product selection. As a result, the Company devotes considerable effort, through tastings and brewery tours, to educating consumers and distributors as to the distinctive qualities of its products. For example, the Company has established a Brewer's Night Educational Program designed to inform shareholders and interested persons about the basics of brewing and how the Company's beer differs from that of many other microbreweries. The Company also participates in localized promotions designed to enhance its reputation. The Company has a sales and marketing staff whose efforts are focused principally on distributor training and assistance, local promotions, and programs for on-premises consumer and retailer education. To build brand recognition in its target markets, the Company sponsors or participates in cultural and community events, music and other entertainment performances and microbrewed beer festivals. Since distributors and retailers typically sell higher volumes of industrial and imported beer brands, and also sell other specialty and craft beer brands, and in some cases other alcoholic beverages, an important function of the Company's sales and 37 marketing staff is to elevate distributor and retailer awareness of the distinctive qualities of microbrewed beer and the Company's products in particular. This is accomplished primarily through educational tours and on- site training at the Company's brewery, direct contact with restaurants, pubs and taverns, and by supplying distributors with distinctive point-of-sale materials, including custom tap handles, neon signs, posters, table tents, coasters, glassware, and promotional flyers. The Company's sales staff meets frequently with the distributor's sales representatives and drivers to jointly visit retail accounts to educate retailers about the freshness and quality of its products. This, in turn, allows retailers to assist in educating consumers. The Company's brand name "Aviator" has strong ties to the local area. Specific attention is being paid to the historical accuracy of the Company's product imagery and its relationship to the Pacific Northwest. For example, the "F" series B-17 bomber depicted on the Company's Amber Ale is the type that was produced in Washington by Boeing Aircraft Industries. The Company uses distinctive graphics in its packaging and marketing materials designed to set the Company's products apart and promote strong brand recognition. The Company also makes extensive use of direct mail advertising to market its products to its shareholders and consumers. See "Consumer Ownership." The Brewery also plays a significant role in increasing consumer awareness of the Company's products and enhancing its image as a local brewer. Visitors may tour the Brewery during business hours by appointment. The Company also sells various items of apparel and memorabilia bearing the Company's trademarks, which create further awareness of the Company's beers and reinforce the Company's quality image. When completed, the pub will serve the Company's products and a selection of light menu items and the Company believes that the pub will further increase its brand recognition in the greater Seattle area. COOPERATIVE BREWING The Company recently became party to the Alliance with Nor'Wester and the Affiliated Companies. For a description of the terms of the Alliance, see "Certain Transactions." Under the Alliance, the Company will cooperatively brew Nor'Wester beer principally for sale to distributors serving west coast markets. The expected increase in production related to cooperative brewing will more fully utilize the Company's production facility, resulting in lower overall production costs for the Company's own products. In the Company's markets, the Company and Nor'Wester will each have separate distribution agreements with the distributors. The Company believes that its beers are complementary to Nor'Wester's established beers, allowing the 38 Company's sales staff to present a book of complementary brands and beer styles to distributors and retailers. Multiple brands promote multiple images enabling the Company to appeal to a broader spectrum of consumers. Distributors will place orders for Nor'Wester products directly with Nor'Wester which will coordinate production and shipping. Alliance members are prohibited from using the Company's proprietary information or technology to produce beer under their own brand name which would have the same flavor profile or appearance as the Company's beer. Although there are some similarities in the styles of beer produced by each Alliance member, for example each member produces a Hefe Weizen style beer, no two Hefe Weizen products are exactly alike. Each member has its own unique, proprietary Hefe Weizen recipe which results in a Hefe Weizen that varies from those of other members with respect to taste (i.e. fullness, crispness and bitterness) and appearance (i.e. cloudiness). In brewing beer, the ingredients (e.g. the amount and types of hops) and brewing methods (e.g. the brewing temperatures and conditioning time) used by each Alliance member are uniquely formulated by its lead brewer, representing his distinctive and creative style of brewing. In addition, each Alliance member strives to achieve the flavor and appearance best suited to the member's local market as determined by distributor feedback and survey's and tastings performed by the member brewery. CONSUMER OWNERSHIP Broad-based consumer ownership has been and will continue to be an important part of the Company's marketing strategy. The Company has approximately 3,100 shareholders of record. The Company believes that many of its shareholders are microbrewed beer consumers and believes that this Offering will further increase the number of its consumer owners. In addition to serving as loyal consumers, the Company believes that its shareholders strengthen its marketing capabilities as they actively promote the Company's products to their friends, business acquaintances and favorite retail establishments. Through its shareholders, the Company has established a grass roots marketing campaign. Shareholders are encouraged to promote the Company's products by providing them with special privileges including: (1) admission to special events at the Brewery, such as special tastings; (2) priority in purchasing limited production or commemorative beers; (3) opportunities to help the lead manager/brewer, staff festivals and assist marketing efforts; 39 (4) discounts on all Company products and services below any prices offered by the Company to the general public; (5) admission to brewing seminars, competitions and training sessions hosted by the Company's brewing staff; (6) personalized brewery business cards; and (7) reports on Company developments seeking shareholder feedback and involvement. The value these special privileges may have to shareholders cannot be quantified and, in any event, will vary widely from shareholder to shareholder depending largely on an individual shareholder's circumstances. Accordingly, the availability of these privileges should not be considered as part of a prospective investor's decision to purchase shares of Common Stock. The Company's expectations regarding the benefits of broad-based consumer ownership are based on the experience of Nor'Wester. Nor'Wester was founded by James W. Bernau, the President of the Company and was initially financed through local public stock offerings similar to this Offering. Nor'Wester is a publicly-held company listed for trading on the Nasdaq Stock Market under the symbol "ALES." The Company's Groundbreaking Celebration in September 1994 was attended by over 800 shareholders, family and friends, and the Company's first Brewmaster's Reception in April 1995 attracted over 450 sshareholders. In October 1995, over 2000 people attended a Shareholder Kick-Off Party which, with the help of many shareholder volunteers, resulted in over $17,000 in retail sales. Since the Company's first survey of its shareholders, over 150 shareholders have volunteered to help with events, office work and marketing support. For example, shareholders have assisted in festivals and have participated in beer tastings, retail sales, product development, event organization, and other Company activities. Shareholders have also provided leads to over 50 retail accounts in Washington which the Company is now pursuing. Shareholders have been instrumental in staffing events giving the Company the ability to become involved in events that are held hundreds of miles from the Brewery. Shareholders also provide the majority of shipping labor to fill orders from the Company's retail catalog. 40 COMPETITION The beer industry is highly competitive and the Company expects competition in the craft beer segment of the industry to increase. The Company's microbrewery will compete with large domestic and foreign industrial breweries, as well as microbreweries (including those of the Affiliated Companies) that produce high quality ale and lager beers for distribution and sale in Washington. Domestic beer production is dominated by large American industrial breweries, all of which have greater financial, production, distribution and marketing resources than the Company. The major domestic breweries accounted for approximately 93% of the beer produced in the United States in 1994. In response to the significant growth in the craft beer industry, industrial brewers have begun producing and bottling products that are marketed as premium beer. The Company does not believe that these "look alike" beers will ultimately appeal to the knowledgeable and sophisticated consumer of microbrewed beer. The Company believes these consumers will be attracted to locally produced craft beers rather than industrial beers "dressed up" to look like local craft beers. Within the microbrewing industry, the Company believes that its principal competitors will be Washington breweries that produce high quality ales. Several Washington microbreweries are well established and have developed significant brand awareness. The Company expects that its other major competitors will also undertake expansion within the next year. In addition, the same network of distributors who market the Company's products will also distribute Nor'Wester-TM- ales produced by the Company's affiliate, Nor'Wester. At least for the foreseeable future, sales of the Company's products will comprise a small portion of the total beer market. The principal means of competition in the craft beer segment are product quality, taste, consistency and freshness, brand and product differentiation, distribution methods and area coverage, promotional methods, packaging, development of new products and, to a lesser extent, pricing. The Company believes that its competitive position is enhanced by its dedication to product quality, its flexible independent distribution, its grass roots marketing through consumer owners, its use of bold and innovative point-of-sale materials and its commitment to developing new beer styles. 41 REGULATION The Company's business is highly regulated at federal, state and local levels. Various permits, licenses and approvals necessary to the Company's brewery and planned pub operations and the sale of alcoholic beverages are required from various agencies, including the U.S. Treasury Department, Bureau of Alcohol, Tobacco and Firearms (the "BATF"); the United States Department of Agriculture; the United States Food and Drug Administration; state alcohol regulatory agencies in the states in which the Company sells its products; and state and local health, sanitation, safety, fire and environmental agencies. In addition, the beer industry is subject to substantial federal and state excise taxes. Management believes that the Company currently has all licenses, permits and approvals necessary for its current operations and is in material compliance with all applicable government regulations. However, existing permits or licenses could be revoked if the Company were to fail to comply with the terms of such permits or licenses, and additional permits or licenses could in the future be required for the Company's existing or expanded operations. If licenses, permits or approvals necessary for the Company's brewery or planned pub operations were unavailable or unduly delayed, or if any such permits or licenses were revoked, the Company's ability to conduct its business could be substantially and adversely affected. ALCOHOLIC BEVERAGE REGULATION AND TAXATION. The Company's brewery and planned pub are subject to licensing and regulation by a number of governmental authorities. The Company's brewery is operated under federal licensing requirements imposed by the BATF. The BATF requires the filing of a "Brewer's Notice" upon the establishment of a new commercial brewery. In addition, commercial brewers are required to file an amended Brewer's Notice every time there is a material change in the brewing process or brewing equipment, change in the brewery's location, change in the brewery's management or a material change in the brewery's ownership. The labels on all bottles and kegs of the Company's products must be approved by the BATF prior to sale. The operations of the Company are subject to audit and inspection by the BATF at any time. In addition to the regulations imposed by the BATF, the Company's brewery is subject to various regulations concerning retail sales, pub operations, deliveries and selling practices in states in which the Company sells its products. Failure to comply with applicable federal or state regulations could result in limitations on the Company's ability to conduct its business. The BATF's permits can be revoked for failure to pay taxes, to keep proper accounts, to pay fees, to bond premises, and to abide by 42 federal alcoholic beverage production and distribution regulations, or if holders of 10% or more of a corporation's equity securities are found to be of questionable character. Permits from state regulatory agencies can be revoked for many of the same reasons. Further, existing laws prohibit payments by brewers or distributors to their customers for certain slotting allowances and allocation of tap handles for beer products. Federal and state "tied-house" laws and regulations prevent or restrict, to varying degrees, ownership or partial ownership by brewers of beer retailers. If these laws or regulations were repealed or substantially modified, there would likely be a material adverse effect on the Company's business and operating results. The U.S. federal government currently imposes an excise tax of $18 per barrel on every barrel of beer produced for consumption in the United States. However, any brewer with production under 2 million barrels per year instead pays federal excise tax in the amount of $7 per barrel on the first 60,000 barrels it produces annually. While the Company is not aware of any plans by the federal government to reduce or eliminate this benefit to small brewers, any such reduction in a material amount could have an adverse effect on the Company. In addition, the Company will lose the benefit of this rate structure if it exceeds the 2 million barrel production threshold. Individual states also impose excise taxes on alcoholic beverages in varying amounts, which have also been subject to change. It is possible that excise taxes will be increased in the future by both the federal government and several states. In addition, increased excise taxes on alcoholic beverages have been considered in connection with various governmental budget-balancing or funding proposals. Any such increases in excise taxes, if enacted, could adversely affect the Company. STATE AND FEDERAL ENVIRONMENTAL REGULATION. The brewery operations of the Company are subject to environmental regulations and local permitting requirements regarding, among other things, air emissions, water discharges and the handling and disposal of wastes. While the Company has no reason to believe the operations of its facilities violate any such regulation or requirement, if such a violation were to occur, the Company's business, financial condition and results of operations may be adversely affected. In addition, if environmental regulations were to become more stringent in the future, the Company could be adversely affected. Certain states, including California and Oregon, and a small number of local jurisdictions, have adopted restrictive beverage packaging laws and regulations that require deposits on beverage containers. Congress and a number of additional state or local jurisdictions may adopt similar legislation in the future, and in such event, the Company may be required to incur significant expenditures in order to comply with such legislation. 43 DRAM SHOP LAWS. The serving of alcoholic beverages to a person known to be intoxicated may, under certain circumstances, result in the server's being held liable to third parties for injuries caused by the intoxicated customer. The Company plans to address this concern by establishing early closing hours at its pub and by implementing employee training and designated-driver programs. In addition, the Company has obtained host liquor and legal liquor liability insurance coverage and intends to continue such coverage if it remains available at a reasonable cost. Future increases in premiums could make it prohibitive for the Company to maintain adequate insurance coverage. Any large uninsured damage awards against the Company could have a material adverse affect on the Company's business and financial condition. TRADEMARKS The Company has obtained federal trademark registration of its brand name, "Aviator." In addition, the Company plans to obtain federal trademark registration for several of its specific product names which will generally relate to the Company's aviation brand theme. EMPLOYEES As of April 30, 1996, the Company had 13 employees, including 8 in production, 4 in sales and marketing, and one in administration. Of these employees, 2 are part-time. None of the Company's employees are represented by a labor union. The Company has experienced no work stoppages and believes its relations with its employees to be very good. The Company has entered into a Management Agreement with WVI. Under the Management Agreement, WVI will provide management services to the Company, including accounting (payroll, accounts receivable, accounts payable, financial statements and audit support), human resources, safety, purchasing, quality assurance, management oversight and regulatory reporting (primarily state and federal alcohol production requirements). WVI may also provide sales and marketing services. WVI provides these services to the Company at WVI's cost plus a reasonable mark-up, not in excess of 18%. The agreement may be terminated by either party on 90 days notice. Certain of the services provided under the Management Agreement, including accounting, sales and marketing and production management services will be provided by Nor'Wester personnel pursuant to a General Services Agreement between Nor'Wester and WVI. 44 LITIGATION There are no material legal proceedings pending to which the Company is a party or to which any of its property is subject, and the Company's management does not know of any such action being contemplated. QUALIFIED SMALL BUSINESS ISSUER -- CAPITAL GAINS TAX EXCLUSION IRC Section 1202 provides a 50% exclusion of any gain from the sale of "qualified small business stock." For the Shares to qualify for the exclusion, several tests must be met. For instance, the Shares must be purchased directly from the Company, not in any later trading market, and the Shares must be held for more than five years. A "qualified small business" must have not more than $50 million in assets at all times before issuance of stock and immediately thereafter. Further, at least 80% of the assets must be used "in the active conduct of one or more qualified trades or businesses" throughout the holding period. A "qualified trade or business" does not include "operating a hotel, motel, restaurant, or similar business." The Internal Revenue Services has not yet issued regulations or other interpretations of this law, and it is uncertain whether the Company's operation of its pub/restaurant will prevent it from meeting the definition of "qualified small business" during all or any part of a five-year holding period for the Shares. THERE ARE ALSO POTENTIAL LIMITATIONS ON THE PERSONS WHO MAY USE THE EXCLUSION AND THE AMOUNT OF THE EXCLUSION. PROSPECTIVE INVESTORS SHOULD CONSULT THEIR OWN TAX ADVISORS AS TO THE AVAILABILITY OF THE EXCLUSION. 45 MANAGEMENT DIRECTORS, OFFICERS, AND KEY EMPLOYEES The director, officers and key employees of the Company, and their ages are as follows: Name Positions Age ---- --------- --- James W. Bernau President, Secretary and Director 42 Brad Tuski Vice President 36 Dustin Wyant General Manager 26 Brendan Smith Lead Brewer 37 William Gates* Director 51 Jim Gregory** Director 46 Howard Lovering** Director 58 David McCray* Director 39 Bonnie Pladson* Director 54 - --------------------------- * Serves on Audit Committee which also reviews all transactions with Affiliated Companies ** Serves on Compensation Committee JAMES W. BERNAU. Mr. Bernau has served as the Company's President and Secretary as well as a director since its inception. Since its inception, Mr. Bernau has also served as President of WVI, the Company's parent corporation. Since 1992, Mr. Bernau has also served as the President, Secretary and Chairperson of the Board of Directors of Nor'Wester. In addition, since 1988, Mr. Bernau has served as President, Secretary and Chairperson of the Board of Directors of WVV. Mr. Bernau is also President and a director of Mile High Brewing Company, Bayhawk Ales and North Country Brewery, each of which is a majority owned subsidiary of WVI. From 1981 to September 1989, Mr. Bernau was Director of the Oregon Chapter of the National Federation of Independent Business (NFIB), an association of 13,500 independent businesses in Oregon. Mr. Bernau has been a member of the Institute for Brewing 46 Studies, a division of the Association of Brewers, Inc., a nonprofit organization in Boulder, Colorado, since 1992. BRAD TUSKI. Mr. Tuski serves as the Company's Vice President. Together with the Company's General Manager, Mr. Tuski oversees the production and sales operations of the Brewery. Since May 1994, Mr. Tuski has served as Chief Financial Officer of WVI, and in April 1995 he became WVI's Chief Operating Officer. As Chief Operating Officer, Mr. Tuski is responsible for overseeing the operations of each of WVI's subsidiary breweries, including the Company. From 1988 until joining WVI in May 1994, Mr. Tuski served as a certified public accountant with Price Waterhouse LLP in Portland, Oregon, most recently as an accounting manager. Mr. Tuski received his degree in accounting from Southern Oregon State College in 1987. DUSTIN WYANT. Mr. Wyant serves as the Company's General Manager. Mr. Wyant has been responsible for overseeing the design, construction and development of the Brewery. In his role as General Manager, he manages the Company's production, administration and sales. In addition, Mr. Wyant will act as issuer salesperson for the Company in connection with this Offering. From January 1994 to January 1995, Mr. Wyant served as Retail Manager for Nor'Wester and WVV. During 1993, Mr. Wyant was an independent sales representative for WVV. From 1990 to 1992, Mr. Wyant was obtaining his commerce degree at the University of Virginia and Bath University in England. BRENDAN SMITH. Mr. Smith serves as lead brewer for the Company. Mr. Smith is responsible for overseeing production of the Company's products. From 1994 to 1995, Mr. Smith was assistant brewmaster at Nor'Wester Brewing Company, Inc. From 1992 to 1994, Mr. Smith served as a brewer for Portland Brewing Company, and from 1986 to 1992 he served as a brewer for Yakima Brewing and Malting Company. WILLIAM GATES. Mr. Gates has served as a Director of the Company since June 1995. Since 1983, Mr. Gates has served as Assistant Vice President for Merrill Lynch. From 1969 to 1983 Mr. Gates worked for the Weyerhaeuser Company. He is currently serving on the King County Library Board of Directors, the Tacoma News Tribune Advisory Council, Federal Way Rotary Club and is a past president of the Federal Way Chamber of Commerce. JIM GREGORY. Mr. Gregory has served as a Director of the Company since June 1995. Since December 1995, Mr. Gregory has served as a manager of Contra Costa Newspapers, Inc., a group of San Francisco Bay Area newspapers owned by Knight-Ridder 47 Corporation. From January 1994 to December 1995, Mr. Gregory was senior partner of JG Associates, a business he established to provide marketing and management consulting services. From 1982 to January 1994, Mr. Gregory was Director of Marketing and Circulation for THE HERALD, a daily circulation newspaper in Everett, Washington. HOWARD LOVERING. Mr. Lovering has served as a Director of the Company since June 1995. Since January 1992, Mr. Lovering has been the owner and president of LOGIC Incorporated, a museum and visitor attraction consulting company. From 1977 to 1991, Mr. Lovering was the Executive Director of the Museum of Flight Foundation in Seattle. DAVID MCCRAY. Mr. McCray has served as a Director of the Company since June 1995. From 1984 through January 1996, Mr. McCray was Vice President and Chief Financial Officer of Larry's Markets, Inc. a Seattle based supermarket chain. His responsibilities have included budget management, bank relations, cash management, inventory control, and business negotiations. Currently, Mr. McCray is Director of Finance and Management Information Systems for West Coast Paper Corporation. Mr. McCray is a certified public accountant and a certified management accountant. BONNIE PLADSON. Ms. Pladson, a lawyer, has been a Senior Trust Officer with Safeco Trust Company in Seattle since August 1995. Prior to joining Safeco, she spent six years as a Vice President with Laird, Norton Trust Company. She is active as a Board Member of the Bellevue Community College Foundation, Chairperson of the Bellevue Arts Commission and a member of the Washington State Bar Association. Ms. Pladson has served as a Director of the Company since June 1995. The members of the Board of Directors were appointed by the Company's parent corporation, WVI, and hold office until the next annual shareholders meeting or until their successors have been elected and qualified. The Company expects to hold its first annual meeting of shareholders in July of 1996. Officers are appointed by, and serve at the pleasure of, the Board of Directors. DESCRIPTION OF MR. BERNAU'S AND MR. TUSKI'S ACTIVITIES Mr. Bernau, the Company's President, and Mr. Tuski, the Company's Vice President, are not employed on a full-time basis and are compensated based on the amount of time devoted to the Company's affairs each month. See "Director and Executive Compensation." Each of the Company's officers will have the same 48 fiduciary obligations to the Company and its shareholders as if employed on a full-time basis. As President of the Company and each of the Affiliated Companies (WVV, Nor'Wester, WVI, MHBC, Bayhawk Ales and North Country Brewery), Mr. Bernau generally assists in developing the strategic plan for each company and provides leadership and general management oversight to the company's operations. Mr. Bernau chairs each company's board of directors. He provides leadership principally by establishing goals and objectives and setting policies for each company in a collaborative process with the respective company's board of directors and lead managers. He communicates the goals, objectives and policies to the company's lead managers who are charged with developing and implementing efficient management systems designed to achieve the defined goals or support the stated policies as the case may be. Pursuant to the terms of his employment agreement with Nor'Wester, Mr. Bernau is required to spend at least 70% of business time and attention on the affairs of Nor'Wester. Much of Mr. Bernau's daily time, therefore, is spent overseeing the operations of Nor'Wester. In addition, he works with the General Managers of WVV and the lead managers at WVI on the specific issues they face. Mr. Tuski, who serves as Chief Operating Officer of WVI and Vice President of each of WVI's subsidiary breweries (including the Company, MHBC, Bayhawk Ales and North Country Brewery) is directly responsible for implementing the operating plan and overseeing the operations of each subsidiary brewery. Mr. Tuski reports and is directly responsible to Mr. Bernau. It is expected that Messrs. Bernau and Tuski will spend approximately 5% and 25%, respectively, of their time on matters directly related to the Company's business. Mr. Bernau is involved in the process of recruiting, hiring, evaluating and motivating the lead managers of each company. He reviews, approves and monitors budgets for each of the companies prepared by the companies' accounting staff and reviewed by Mr. Tuski and, together with Mr. Tuski, he sets financial performance goals for each company. Mr. Bernau reviews each companies' operations to determine the level and adequacy of performance with respect to production, financial, administrative and sales activities. He makes sales calls on distributors and retail accounts to learn firsthand of market conditions, works with the media and community groups to build brand recognition and increase sales, and reviews and approves government applications for licensing and label approval. He also works with each General Manager to develop brand imagery and point-of-sale materials. 49 DIRECTOR INDEMNIFICATION AND LIMITATION OF LIABILITY The Company has entered into an agreement with its directors and has included provisions in its Certificate of Incorporation providing for their indemnification by the Company to the maximum extent permitted under applicable law, including the advancement of expenses incurred by a director in any suit in which the directors are involved. In addition, the Company's Certificate of Incorporation contains provisions limiting a director's liability for monetary damages for breach of fiduciary duty, except in circumstances involving certain wrongful acts. The Company believes that such actions will assist it in attracting and retaining qualified individuals to serve as directors. Prospective investors should be aware, however, that the cost associated with indemnifying a director could be significant and, if not covered by insurance, could adversely affect the Company's projected performance. Furthermore, in situations where the Company has advanced litigation expenses to a director and the director is required to repay the expenses because it is ultimately adjudged that the director is not entitled to indemnification, the director may not have sufficient cash or assets to repay the expenses advanced. The Company does not currently maintain officers and directors liability insurance and does not intend to obtain such insurance in the foreseeable future. Insofar as indemnification for liabilities arising under the Securities Act of 1933 may be permitted to directors of the Company pursuant to the aforementioned agreements and provisions of the Company's Certificate of Incorporation, the Company has been informed that in the opinion of the Securities and Exchange Commission such indemnification is against public policy as expressed in the Act, and is therefore unenforceable. DIRECTOR AND EXECUTIVE COMPENSATION Members of the Company's Board of Directors are not presently compensated for their service to the Company. 50 The table below sets forth certain compensation paid or accrued by the Company and its affiliates to the Company's President, James W. Bernau (the "named executive officer"), for the fiscal year ending December 31, 1995. No other executive officer was paid more than $100,000 for the years shown. ANNUAL COMPENSATION NAME EMPLOYER YEAR SALARY BONUS ---- -------- ---- ------ ----- James W. Bernau Aviator Ales, Inc. 1995 $2,640 -0- James W. Bernau All affiliated companies except Aviator Ales, Inc.(1) 1995 $93,360 $10,882 (1) Consists of Nor'Wester, WVI, Mile High Brewing, Bayhawk Ales, North Country Brewery and WVV. Mr. Bernau serves as the President of each of the Company, Nor'Wester, WVI, Aviator Ales, Mile High Brewing, Bayhawk Ales and North Country Brewery and WVV. Each of these companies pays a pro rata portion of Mr. Bernau's monthly salary based on the amount of time which Mr. Bernau has devoted to the respective company's business in that month. In 1995, Mr. Bernau received a total annual combined salary and cash bonus of $106,882 as compensation for his services to these companies. Of this amount, the Company paid Mr. Bernau an aggregate of $2,640. Pursuant to his employment agreement with Nor'Wester, it is anticipated that Mr. Bernau will spend at least 70% of his time in service to Nor'Wester in future periods. See "Certain Transactions." In 1996, Mr. Bernau will receive a total combined annual salary of $96,000 as compensation for his services to the companies. In addition to his salary, Mr. Bernau may receive an annual bonus from each company based on the respective company's performance and Mr. Bernau's contribution to such company as determined solely by the company's board of directors. 51 The Company has entered into an employment agreement with its General Manager of the Brewery, Dustin Wyant, under which the Company pays Mr. Wyant an annual salary of $60,000 with possible performance bonuses to be awarded by the Board of Directors. The agreement creates an at-will employment relationship, accordingly, it may be terminated by either party at any time. The Company has adopted a 1995 Stock Incentive Plan and reserved 250,000 shares of the Company's common stock for issuance thereunder (the "Plan"). The Plan provides for the grant of incentive stock options to employees of the Company and nonqualified stock options, stock sales and stock grants to employees, directors and consultants of the Company. The Plan is administered by the Board of Directors subject to limitations set forth in the Plan. As of the date of this Prospectus, the Company had granted options covering 144,000 shares under the Plan. 52 CERTAIN TRANSACTIONS TRANSACTIONS WITH WVI On March 4, 1996, WVI, by resolution of its Board of Directors, elected to reduce its ownership percentage in the Company, from approximately 65% to approximately 51%, by returning 2,129,871 shares of the Company's Common Stock as an additional capital contribution to the Company. In February 1996, WVI, the Company's parent corporation, loaned the Company $240,000 to fund its working capital needs until sufficient proceeds from the Offering are raised. The loan, which initially carries no interest and is unsecured, is evidenced by a Loan Agreement between the Company and WVI. The Loan Agreement provides that the loan shall be repaid as follows. As soon as the Minimum of $650,000 in gross proceeds are raised in the Offering, the Company will repay $50,000 of the loan. When the Maximum of $1,517,000 in gross proceeds are raised in the Offering, the Company will repay the remaining $190,000 of the loan. If, upon completion of the Offering, the Company has failed to raise $1,517,000 in gross proceeds, any amount of the loan which is then unpaid shall be evidenced by the terms of an 18-month installment note of the Company payable to WVI under the terms described below. Regardless of the amount of the loan that is unpaid, the principal amount of the installment note will bear interest at 10% per annum from the date of completion of the Offering until paid. All principal and accrued interest will be secured by all of the Company's assets. The Loan Agreement provides that note installment payments, in an amount to be negotiated between the parties following completion of the Offering, will be paid monthly with any remaining unpaid principal and accrued interest due at the end of the 18th month following issuance of the note. In June 1994, the Company and WVI, entered into two agreements, a Management Agreement and a Licensing Agreement. Under the Management Agreement, WVI provides management services to the Company, including accounting (payroll, accounts receivable, accounts payable, financial statements, securities law reporting and audit support), human resources, safety, purchasing, quality assurance, management oversight and regulatory reporting (primarily state and federal alcohol production requirements). WVI also provides sales and marketing services to the Company. 53 WVI provides these services to the Company at WVI's cost plus a reasonable mark-up not in excess of 18%. For this purpose WVI's cost includes all direct labor and other direct costs as well as a portion of WVI's general and administrative costs based on the portion of WVI's total labor cost attributable to services provided under the Agreement. For the year ended December 31, 1995, the Company paid WVI approximately $169,000 for services provided under the Management Agreement. Although there has been no independent determination of the fairness and reasonableness of the terms of the Management Agreement, the Company believes that the terms of the Agreement are no less favorable to the Company than could be obtained from an unaffiliated third party. The agreement may be terminated by either party on 90 days notice. Certain of the services provided under the Management Agreement, including accounting, sales and marketing and production management services are provided by Nor'Wester personnel pursuant to a General Services Agreement between Nor'Wester and WVI. The Licensing Agreement gives the Company rights to use certain strategies developed by WVI for capitalizing consumer-owned businesses. These proprietary strategies include sales and marketing methods, mailing lists, professional affiliations and the like. WVI licensed the use of these strategies to the Company for this Offering. The only consideration being given for the use of these strategies is that WVI can retain and use any additional strategies or enhancements to its existing strategies and mailing lists which result from this Offering. STRATEGIC ALLIANCE In January 1996, the Company became party to a strategic alliance among Nor'Wester, MHBC, Bayhawk Ales, North Country Brewery and WVI. The Alliance is created through a Strategic Alliance Agreement among the Alliance members, a General Services Agreement between the Company and WVI and separate Cooperative Brewing Agreements between Nor'Wester and each of the Company, MHBC and Bayhawk Ales (the "Cooperative Brewers"). The purpose of the Alliance is to promote and support the growth of the Company and each of the Alliance members. To achieve this goal each Cooperative Brewer has agreed to cooperatively brew Nor'Wester's products, and to support the entry of these products into new markets by facilitating Nor'Wester's access to the Cooperative Brewer's network of distributors. By increasing production at each Cooperative Brewer's facility and supporting the entry of Nor'Wester's products into new markets, the Alliance is designed to enable Nor'Wester and each Cooperative Brewer to (i) produce high quality craft beer for local distribution, thereby increasing product freshness and reducing shipping costs; (ii) 54 strengthen their respective brand positions with distributors by allowing them to offer multiple brands and complementary product styles; (iii) capitalize on consumer affinity for locally produced products; and (iv) increase operating efficiencies through a sharing of certain resources. The terms of the Strategic Alliance Agreement, the Cooperative Brewing Agreements and the General Services Agreement are four years, unless earlier terminated under limited circumstances, which include material breach in the case of the Cooperative Brewing Agreements. STRATEGIC ALLIANCE AGREEMENT. Under the terms of the Strategic Alliance Agreement, the Company has agreed to (i) support the further expansion of Nor'Wester products into the Company's market by cooperatively brewing Nor'Wester's beer and facilitating Nor'Wester's access to the Company's distributors; (ii) employ at least one Nor'Wester trained brewer at all times during the term of the Agreement; and (iii) use the services, expertise and personnel available within the Alliance before obtaining such resources from outside sources. The Strategic Alliance Agreement does not preclude an Alliance member, including the Company, from promoting its products in markets served by other Alliance members. The Agreement provides that no Alliance member will use the proprietary information or technology of another Alliance member to produce any beer with a flavor profile or appearance of such other Alliance member's beer. With the consent of all Alliance members, additional entities owning and/or operating brewing facilities may be added as parties to the Alliance. COOPERATIVE BREWING AGREEMENTS. Under the terms of the Cooperative Brewing Agreement, the Company produces Nor'Wester's beer, in the amounts and packaged as specified in firm orders submitted by Nor'Wester to the Company on a periodic basis. All orders made by Nor'Wester are subject to certain volume limits. The Company's production of Nor'Wester beer must comply with Nor'Wester's specifications concerning recipes, quality control procedures, flavor profile and appearance. Nor'Wester has a right to reject beer not meeting its specifications. Nor'Wester has advanced $250,000 to the Company for it to purchase the ingredients and packaging for the initial production of Nor'Wester beer under the agreement. All advanced funds must be repaid to Nor'Wester upon termination of the Cooperative Brewing Agreement. Pricing for Nor'Wester's purchase of each type of beer produced by the Company under the Cooperative Brewing Agreement for the first six months of production is based on Nor'Wester's average cost of production for such type at the Nor'Wester Brewery, plus a mark-up of 10%. Initial pricing of beer for which Nor'Wester has no cost-of-production data will be as agreed by the Company and 55 Nor'Wester. Pricing for subsequent production periods is based on the lesser of Nor'Wester's average cost of production at the Nor'Wester Brewery for the then preceding calendar quarter, or the Company's average cost of production for the then preceding calendar quarter, plus a mark-up of 10%. If the Company's average production cost for any product style exceeds 110% of Nor'Wester's average production cost for such product style over any three-month period, then Nor'Wester will have the option of increasing the price for such product to equal the Company's average cost and, if Nor'Wester elects not to increase the price, then the Company may elect to discontinue production of that product style on 60-day's notice. All pricing will be adjusted quarterly. Under the terms of the Cooperative Brewing, Nor'Wester has installed at the Company's brewery certain specified Nor'Wester-owned brewing equipment for the Company's use in producing Nor'Wester's beer. To the extent that this equipment is not needed for the production of Nor'Wester beers, the Company may, upon notice to Nor'Wester, use this equipment to produce its own beer subject to paying the Company an agreed upon fee. Nor'Wester may, at its cost, remove or replace its equipment at any time if market conditions or other circumstances make such action desirable. The Cooperative Brewing Agreement requires that the Company maintain Nor'Wester's equipment and that Nor'Wester insure this equipment. The agreement may be terminated by the Company upon 120 days' notice if the Company's own production needs require use of the space occupied by Nor'Wester's equipment. The Company does not believe that it will require this space in the foreseeable future. Under the terms of all of the Cooperative Brewing Agreement, the Company and Nor'Wester are each subject to requirements regarding the maintenance of confidential information, and restrictions on the use of tradenames, trademarks and trade secrets. The agreement requires that the Company and Nor'Wester each indemnify the other for damages and losses in connection with the agreement. The agreement may be terminated for material breach. Management believes that the terms of the transactions described herein are at least as fair as could have been obtained from unaffiliated third parties. On December 26, 1995, Nor'Wester entered into an Employment Agreement with James W. Bernau, the Company's President as well as the President of Nor'Wester. Under the Employment Agreement, Mr. Bernau must spend not less than 70% of his business time and attention on the affairs of the Nor'Wester and in consideration therefor, he will receive a salary of $67,200 per year. The initial term of the Employment Agreement extends through December 56 26, 1996, however the agreement will automatically be extended each year for an additional one year period unless notice of termination is provided by either party within 60 days prior to the anniversary date. In addition, the agreement may be terminated at any time by the Nor'Wester's Board of Directors upon 120 days prior written notice thereof. FUTURE TRANSACTIONS Under applicable Delaware law, a contract or transaction between a corporation and one or more of its directors or officers, or between a corporation and any other corporation in which one or more of its directors or officers are directors or officers or have a financial interest is not void or voidable solely for that reason or solely because the director or officer is present or participates in the meeting of the board or committee which authorizes the contract or transaction or solely because his or their votes are counted for such purpose if: (i) the material facts of the relationship or interest were disclosed or known to the board of directors or a committee of the board of directors and the board of directors or committee authorized, approved or ratified the transaction by the affirmative vote of a majority of the disinterested directors; (ii) the material facts of the relationship or interest were disclosed or known to the shareholders entitled to vote thereon and the contract or transaction is specifically approved in good faith by vote of the shareholders; or (iii) the contract or transaction is fair to the corporation as of the time it is authorized, approved or ratified, by the board of directors, a committee thereof, or the shareholders. The Company and Mr. Bernau intend to comply with the requirements of Delaware law as to the consideration of all interested transactions. With respect to future material transactions with affiliates, including transactions with Alliance members, which the Company expects to continue to occur in the foreseeable future, the Company intends to establish procedures for the review and approval of such transactions by a committee of disinterested members of the Company's Board of Directors. The Company's Board of Directors have reviewed and approved the Alliance agreements. The Company has been advised that the other Alliance member companies have established or intend to establish similar procedures and committees. 57 PRINCIPAL SHAREHOLDERS The following table sets forth certain information with respect to beneficial ownership of the Company's Common Stock as of December 31, 1995, after the retiring of 2,129,871 shares contributed from WVI, by (i) each person who beneficially owns more than 5% of the Company's Common Stock, (ii) the named executive officer, (iii) each director of the Company and (iv) all directors and executive officers as a group. Percent After Stock Offering Percent -------- Number of Before Stock Beneficial Owner Shares Offering Minimum Maximum - ---------------- --------- ------------ --------------------- Willamette Valley, Inc. Microbreweries across America 66 S.E. Morrison Portland, OR 97214 . . . 2,715,584(1) 51% 48% 44% James W. Bernau (2) 66 S.E. Morrison Portland, OR 97214 . . . 2,715,584 51% 48% 44% William T. Gates, III 514 S.W. 331 Street Federal Way, WA 98023. . . . . . . . . . 1,925 * * * James G. Gregory 18944 Mount Lassen DriveCastro Valley, CA 94552. . . . . . . . . . 3,000 * * * Howard Lovering 4615 N.E. 54th St. Seattle, WA 98105. . . . 1,000 * * * David M. McCray 6815 Ripley Lane North Renton, WA 98056. . . . 1,000 * * * Bonnie A. Pladson 15429 S.E. 47th Place Bellevue, WA 98006. . . 450 * * * All Directors and Executive Officers as a Group (7 persons) (1). . . . . . . . . . . 2,722,959 51% 48% 44% - ----------------------------- * Less than 1.0% (1) Reflects the return in February 1996 of 80 shares of Common Stock previously granted to distributors, and the return in March 1996 of 2,129,871 shares of Common Stock previously issued to WVI. See "Certain Transactions." (2) Under the rules of the Securities and Exchange Commission relating to the presentation of information in this table, Mr. Bernau is deemed to be the beneficial owner of all of the 2,715,584 shares of the Company's Common Stock owned by WVI as a result of his ownership of approximately 62% of the outstanding common stock of WVI. Mr. Bernau does not own any shares of the Company's Common Stock directly. 58 DESCRIPTION OF COMMON STOCK COMMON STOCK The Company is authorized to issue 10,000,000 shares of Common Stock, of which 5,330,295 shares were issued and outstanding at March 31, 1996. Each shareholder is entitled to one vote per share on all matters to be voted on by shareholders, without any right to cumulate their votes. Shareholders have no preemptive rights and have no liability for further calls or assessments on their shares. The shares of Common Stock are not subject to repurchase by the Company or conversion into any other securities. All outstanding shares of Common Stock are, and those to be outstanding upon completion of the Offering, will be fully paid and nonassessable. Shareholders are entitled to receive such dividends as may be declared by the Board of Directors of the Company out of funds legally available therefor and, upon the liquidation, dissolution or winding up of the Company, are entitled to share ratably in all net assets available for distribution to such holders after satisfaction of all obligations of the Company. It is not anticipated that any dividends will be paid by the Company in the foreseeable future since the Company intends to follow the policy of retaining its earnings to finance the growth of its business. Future dividend policies will depend upon the Company's earnings, financial needs and other pertinent factors. The Certificate of Incorporation limits the purpose of the Company to construct and operate a brewery in the Seattle, Washington Metropolitan area. This purpose could later be expanded by a vote of the shareholders of the Company. Following the completion of this Offering, WVI will own approximately 44% of the outstanding common stock, assuming all of the Shares are sold. The Bylaws acknowledge that the officers and directors of the Company may have other interests in similar and/or competing businesses, and authorize the officers and directors to pursue such other interests without violating applicable corporate opportunity doctrines, so long as such interests do not relate to the construction of a brewery in Woodinville, Washington. LIMITATIONS ON TRANSFER OF SHARES There is currently no public market for the Company's Common Stock and there can be no assurance that a public market will develop in the future. The Registration Statement of which this Prospectus is a part has been declared effective by the United 59 States Securities and Exchange Commission pursuant to the Securities Act of 1933 and, as such, the Shares are freely tradeable under the Federal securities laws. The Shares, however, have been registered in only a limited number of states, and may not be sold or otherwise transferred to persons who are residents of any state in which the Shares have not been registered unless they are subsequently registered or there exists an exemption from the applicable state's registration requirements with respect to such sale or transfer. The Company intends to apply for listing of its Common Stock on the Nasdaq SmallCap Market if and when the Company grows and meets the listing requirements of the Nasdaq SmallCap Market. One of the primary requirements is that the Company must have $4 million in assets and $2 million in equity. Although the Company will have approximately $2 million in equity, it will not have $4 million in assets until it grows and accumulates additional capital assets and/or retains earnings from operations. The principle requirements for listing on the Nasdaq SmallCap Market are that the Company must have $4 million in assets, $2 million in stockholders' equity, a minimum bid price for its common stock of $3.00 and two brokers who will serve as market makers for its common stock. At December 31, 1995, the Company had total assets of $2,747,668 and stockholders' equity of $2,139,742. Accordingly, the Company does not meet the Nasdaq listing requirements and no assurance can be given as to when or whether the Company's Common Stock will be listed on the Nasdaq SmallCap Market. 60 DELAWARE BUSINESS COMBINATION STATUTE The Company is subject to the provisions of Section 203 of the Delaware General Corporation Law. In general, Section 203 provides that if a person (an "Interested Shareholder") acquires voting stock of a Delaware corporation in a transaction resulting in such person owning 15% or more of the total voting stock of such corporation (a "Share Acquisition"), then the corporation and the Interested Shareholder (or any affiliated entity) may not engage in certain business combination transactions for a period of three years following the date of the Share Acquisition. "Business combination transactions" for this purpose include certain mergers, consolidations, asset sales, transfers, loans and other transactions resulting in a financial benefit to the Interested Shareholder. These restrictions do not apply if (i) the Interested Shareholder, as a result of the Share Acquisition, owns at least 85% of the outstanding voting stock of the corporation (excluding shares owned by directors who are also officers, and certain employee benefit plans), (ii) prior to completion of the Share Acquisition the Board of Directors approves either the business combination transaction or the Share Acquisition, or (iii) after completion of the Share Acquisition the Board of Directors and the holders of at least two-thirds of the outstanding voting stock of the corporation (excluding shares owned by the Interested Shareholder) approve the business combination transaction. A corporation may provide in its articles of incorporation or bylaws that Section 203 does not apply to its shares. The Company has not adopted such a provision and does not currently intend to do so. The law may make the Company less attractive for takeover, and thus shareholders may not benefit from a rise in the price of the Common Stock that a takeover could cause. TRANSFER AGENT AND ANNUAL REPORT The Company will serve as its own transfer agent for its Common Stock. Each year the Company will prepare and distribute to Shareholders an Annual Report which will describe the nature and scope of the Company's business and operations for the prior year and contain a copy of the Company's audited financial statements for its most recent fiscal year. 61 PLAN OF DISTRIBUTION The Shares will be sold at $1.85 per share. The minimum subscription is 300 shares. The maximum subscription, subject to waiver by the Company, is 30,000 shares. The Company reserves the right to reject any order for the purchase of Shares in whole or in part for any reason. This Offering is a best efforts, self-underwritten offering. The Shares will be offered and sold solely by the Company primarily through direct mail solicitation. No broker or dealer has been or will be retained to sell the Shares, nor is any broker or dealer under any obligation to purchase any Shares. Subject to applicable federal and state securities laws, the Company's officers and employees may participate in the selling effort. In this regard, Dustin Wyant, the Company's General Manager, may engage in oral solicitations of prospective investors at meetings or events organized by the Company. The Company's officers will not receive any underwriting discounts, commissions or other compensation from the Company in connection with the offering of the Shares. Shares may be purchased by completing and delivering a Subscription Agreement along with the purchase price by check or VISA or Mastercard charge to the Company. Checks should be made payable to "First Interstate Bank/Aviator Ales, Inc." Shares purchased by VISA or Mastercard charge represent lawful final sales once accepted by the Company and may not be cancelled by the purchaser. All subscription proceeds received before the Minimum is reached will be deposited by the Escrow Agent into an interest bearing account at First Interstate Bank (the "Escrow Account"). If the Minimum is not sold by May , 1997, all proceeds held in the Escrow Account, without deduction for expenses of establishing and maintaining the Escrow Account, will be returned to the investors. If the Minimum is sold and proceeds 62 thereon are received into the Escrow Account, the Escrow Account will be closed and all proceeds thereof will be delivered to the Company. At that time, investors will receive stock certificates representing the number of Shares they have purchased. After the Escrow Account is closed, the Company may continue the Offering for the remaining term and all proceeds from the sale of Shares will be paid directly to the Company and will be immediately available for use by the Company for the purposes described herein. There is no public trading market for the Company's Common Stock. See "Description of Common Stock -- Limitations on Transfer of Shares." The offering price of the Shares was determined arbitrarily by management of the Company, and should not be considered as an indication of the actual value of the Company. In determining the offering price, the Company considered, among other things, the Company's limited operating history, its limited financial resources, its growth and profit potential, the amount of dilution to investors in this Offering, and the risk of investing in the Company. LEGAL MATTERS The validity of the Common Stock offered hereby will be passed upon for the Company by Ater Wynne Hewitt Dodson & Skerritt, 222 S.W. Columbia, Suite 1800, Portland, Oregon 97201. EXPERTS The financial statements of the Company as of December 31, 1995 and 1994 and for the period from inception (February 14, 1994) through December 31, 1995 included in this Prospectus have been so included in reliance upon the report of Price Waterhouse LLP, independent accountants, given on the authority of said firm as experts in auditing and accounting. 63 ADDITIONAL INFORMATION A Registration Statement on Form SB-2 (the "Registration Statement"), under the Securities Act of 1933, as amended (the "Securities Act"), relating to the securities offered hereby has been filed by the Company with the principal offices of the Securities and Exchange Commission (the "Commission"). This Prospectus does not contain all of the information set forth in the Registration Statement and the exhibits and schedules thereto. For further information with respect to the Company and the securities offered hereby, reference is made to such Registration Statement, exhibits and schedules. Statements contained in this Prospectus as to the contents of any contract or other document referred to are complete in material terms. In each instance, reference is made to the copy of such contract or other document filed as exhibits to the Registration Statement, each such statement being qualified in all respects by such reference. A copy of the Registration Statement may be inspected without charge at the Commission's principal offices in Washington, D.C. at 450 Fifth Street, N.W., Room 1024, Washington, D.C. 20549, and copies of all or any part thereof may be obtained from the Commission upon the payment of certain fees prescribed by the Commission. Following the Offering, the Company will be subject to the informational requirements of the Securities Exchange Act of 1934, as amended (the "Exchange Act"), and in accordance therewith will file periodic reports, proxy statements and other information with the Commission. Such reports, proxy statements and other information concerning the Company may be inspected or copied at the public reference facilities of the Commission located at 450 Fifth Street, N.W., Room 1024, Washington, D.C. 20549. Copies of such documents can be obtained at the public reference section of the Commission at 450 Fifth Street N.W., Washington, D.C. 20549, at prescribed rates. The Company intends to furnish its shareholders with annual reports containing audited financial statements certified by an independent public accounting firm. In connection with this Offering, no person has been authorized to give any information or to make any representations other than those contained in this Prospectus and, if given or made, such other information or representations should not be relied upon as having been authorized by the Company. This Prospectus does not constitute an offer to sell, or a solicitation of an offer to buy, Shares in any state where the offer and sale of the Shares is not lawful. Until completion of this Offering, the Company will update this Prospectus for any material changes to the information contained herein. 64 GLOSSARY Ale: The traditional European beer, characterized by fragrance, occasional cloudiness, and fruity and malty flavors that are the result of warm fermentation using a fast-working, top- fermenting yeast. Common ale styles include Bitter, Porter, Stout and Weizen. Ales are rarely pasteurized and are most flavorful when served fresh and at cellar temperature. Barrel: A unit of measurement - precisely 31 gallons - used in discussing brewing capacity. A barrel is equivalent to approximately two American Kegs or 13.8 cases of twenty-four 12-ounce bottles of beer. Beer: Any fermented beverage made primarily from malted grain and seasoned with hops. Bitter: A traditional English-pub style of ale. The characteristic dry flavor derives from the resins and essential oils in the hops. Brewhouse: The location within a brewery where the brewing takes place. It often consists of vessels called the mash tun, the lauter tun and the brew kettle. Brewpub: A combination restaurant and brewery for on-site consumption. Annual production is usually under 2,500 barrels. Contract Brewer: A company that formulates and markets products brewed by third-party mass-production breweries. Craft Beer: Full-flavored ales and lagers in the European style that are brewed using the highest-quality hops, malted barley and yeast, without adjuncts such as rice, corn or other sweeteners. G-1 Craft Brewer: A brewer that uses traditional European methods and styles. This category consists of Regional Specialty Brewers, Contract Brewers, Microbreweries and Brewpubs. Hop Jack: A processing machine that strains the hops from the wort. Hops: An aromatic vine whose female flowers have been used since the 15th century to season and clarify beer. Washington and Oregon are second and third, respectively, in world hops production. Germany is the world's leading producer of hops. Lager: A bottom-fermented beer. This is the style of beer brewed by most American industrial mass-producers. Malted Barley: Barley grain that has been sprouted, kiln-roasted and perhaps even caramelized, thereby facilitating the release of enzymes that break starches down into sugars in a lautering process. Malted barley determines a beer's body, color, sweetness, fruitiness and strength. Microbrewery: A craft brewery that produces under 15,000 barrels a year, principally for off-site consumption. Products are usually distributed locally by third party distributors. Porter: Porter is made with highly roasted malt and possesses a less pronounced hop flavor with a slightly sweet taste. Regional Specialty A craft brewer that produces between 15,000 Brewer: and 1,000,000 barrels a year principally for off-site consumption. Products are usually distributed to both local and distant regional markets by third-party distributors. Stout: Stout is an ale with a dark color due to the highly roasted malt and a rich malt flavor combined with a strong, bitter hops taste. G-2 Yeast: Used in the fermentation process to convert sugars to alcohol and carbon dioxide. Top-fermenting yeast, used in brewing ales, rises to the top of the vessel during fermentation. Weizen: A famous Bavarian unfiltered wheat beer that retains a natural cloudiness, such as the Company's Hefeweizen. Wheat Malt Grist: Crushed wheat malt. G-3 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) INDEX TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- Report of Independent Accountants. . . . . . . . . . . . . . . . . . . . F-2 Balance Sheet. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . F-3 Statement of Operations. . . . . . . . . . . . . . . . . . . . . . . . . F-4 Statement of Shareholders' Equity. . . . . . . . . . . . . . . . . . . . F-5 Statement of Cash Flows. . . . . . . . . . . . . . . . . . . . . . . . . F-6 Notes to Financial Statements. . . . . . . . . . . . . . . . . . . . . . F-7 F-1 REPORT OF INDEPENDENT ACCOUNTANTS To the Board of Directors and Shareholders of Aviator Ales, Inc. (A Development Stage Company) In our opinion, the accompanying balance sheet and the related statements of operations, of shareholders' equity and of cash flows present fairly, in all material respects, the financial position of Aviator Ales, Inc. (formerly Seattle Brewing Company and a development stage company) at December 31, 1995 and 1994, and the results of its operations and its cash flows for the year ended December 31, 1995, for the period from inception (February 14, 1994) to December 31, 1994 and for the period from inception (February 14, 1994) to December 31, 1995, in conformity with generally accepted accounting principles. These financial statements are the responsibility of the Company's management; our responsibility is to express an opinion on these financial statements based on our audits. We conducted our audits of these statements in accordance with generally accepted auditing standards which require that we plan and perform the audit to obtain reasonable assurance about whether the financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting the amounts and disclosures in the financial statements, assessing the accounting principles used and significant estimates made by management, and evaluating the overall financial statement presentation. We believe that our audits provide a reasonable basis for the opinion expressed above. The accompanying financial statements have been prepared assuming the Company will continue as a going concern. As discussed in Note 1 to the financial statements, the Company is a development stage enterprise which has only a limited and unprofitable operating history. Such factors, among others, raise substantial doubt about its ability to continue as a going concern. Management's plans in regard to these matters are also described in Note 1. The financial statements do not include any adjustments that might result from the outcome of this uncertainty. Aviator Ales, Inc. is a member of a group of affiliated companies and, as disclosed in the financial statements, has extensive transactions and relationships with members of the group. Because of these relationships, it is possible that the terms of these transactions are not the same as those that would result from transactions among wholly unrelated parties. PRICE WATERHOUSE LLP Portland, Oregon March 6, 1996 F-2 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) BALANCE SHEET - -------------------------------------------------------------------------------- DECEMBER 31, MARCH 31, 1994 1995 1996 ------------ ------------ ------------ (Unaudited) ASSETS Current assets: Cash and cash equivalents $ 2,490,777 $ 226,401 $ 8,746 Accounts receivable, trade - 48,870 120,852 Inventories (Note 2) 10,485 244,273 252,858 Prepaid and other current assets 32,770 57,912 44,311 ------------ ------------ ------------ Total current assets 2,534,032 577,456 426,767 Property and equipment (Notes 3 and 4) 102,637 2,153,851 2,229,258 Deferred stock offering costs - - 10,513 Other non-current assets 1,009 16,361 15,828 ------------ ------------ ------------ $ 2,637,678 $ 2,747,668 $ 2,682,366 ------------ ------------ ------------ ------------ ------------ ------------ LIABILITIES AND SHAREHOLDERS' EQUITY Current liabilities: Accounts payable $ 22,554 $ 202,312 $ 93,360 Accrued liabilities - 29,552 48,078 Payables to parent and affiliated companies (Note 8) 41,612 28,111 271,835 ------------ ------------ ------------ Total current liabilities 64,166 259,975 413,273 Mortgage note payable (Note 4) 50,000 50,000 50,000 Advance from affiliate (Note 8) - 250,000 250,000 Deferred rent (Note 10) - 47,951 56,453 ------------ ------------ ------------ 114,166 607,926 769,726 ------------ ------------ ------------ Commitments and contingencies (Note 10) Shareholders' equity (Notes 6, 7 and 8): Common stock, $.001 par value, 10,000,000 shares authorized, 7,454,546, 7,460,226 and 5,330,355 shares issued and outstanding 7,455 7,461 5,331 Additional paid-in capital 2,566,785 2,577,649 2,579,779 Deficit accumulated during development stage (50,728) (445,368) (672,470) ------------ ------------ ------------ Total shareholders' equity 2,523,512 2,139,742 1,912,640 ------------ ------------ ------------ Total liabilities and shareholders' equity $ 2,637,678 $ 2,747,668 $ 2,682,366 ------------ ------------ ------------ ------------ ------------ ------------ The accompanying notes are an integral part of this statement. F-3 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) STATEMENT OF OPERATIONS - -------------------------------------------------------------------------------- CUMULATIVE AMOUNTS PERIOD FROM FROM INCEPTION THREE INCEPTION (FEBRUARY 14, MONTHS (FEBRUARY 14, 1994) TO YEAR ENDED ENDED 1994) TO DECEMBER 31, DECEMBER 31, MARCH 31, MARCH 31, 1994 1995 1996 1996 ------------ ------------ ----------- ----------- (Unaudited) (Unaudited) Gross sales (Note 9) $ 43,698 $ 186,818 $ 274,105 $ 504,621 Less excise taxes - (4,852) (15,355) (20,207) ------------ ------------ ----------- ----------- Net sales 43,698 181,966 258,750 484,414 Cost of goods sold 23,487 165,006 329,640 518,133 ------------ ------------ ----------- ----------- Gross margin 20,211 16,960 (70,890) (33,719) Selling, general and administrative expenses (Notes 6 and 8) 110,230 490,646 157,019 757,895 ------------ ------------ ----------- ----------- Loss from operations (90,019) (473,686) (227,909) (791,614) Other income (expense): Interest income 41,541 83,546 1,932 127,019 Interest expense (2,250) (4,500) (1,125) (7,875) ------------ ------------ ----------- ----------- Loss before income taxes (50,728) (394,640) (227,102) (672,470) Income taxes (Note 5) - - - - ------------ ------------ ----------- ----------- Net loss $ (50,728) $ (394,640) (227,102) $ (672,470) ------------ ------------ ----------- ----------- ------------ ------------ ----------- ----------- Pro forma net loss per common share (Note 1) $ (0.07) (0.04) Pro forma weighted average number of common shares outstanding (Note 1) 5,326,209 5,330,275 The accompanying notes are an integral part of this statement. F-4 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) STATEMENT OF SHAREHOLDERS' EQUITY PERIOD FROM INCEPTION (FEBRUARY 14, 1994) TO MARCH 31, 1996 (UNAUDITED) - -------------------------------------------------------------------------------- DEFICIT ACCUMULATED ADDITIONAL DURING THE COMMON STOCK PAID-IN DEVELOPMENT SHARES AMOUNT CAPITAL STAGE TOTAL ----------- ------------ ------------ ------------ ------------ Balances, February 14, 1994 - $ - $ - $ - $ - Stock issued to Willamette Valley, Inc. 4,845,455 4,846 95,154 - 100,000 Proceeds from stock offering 2,609,091 2,609 2,471,631 - 2,474,240 Net loss - - - (50,728) (50,728) ----------- ------------ ------------ ------------ ------------ Balances, December 31, 1994 7,454,546 7,455 2,566,785 (50,728) 2,523,512 Shares granted to distributors (Note 6) 5,680 6 10,864 - 10,870 Net loss - - - (394,640) (394,640) ----------- ------------ ------------ ------------ ------------ Balances, December 31, 1995 7,460,226 7,461 2,577,649 (445,368) 2,139,742 Shares retired (Note 6) (2,129,871) (2,130) 2,130 - - Net loss - - - (227,102) (227,102) ----------- ------------ ------------ ------------ ------------ ----------- ------------ ------------ ------------ ------------ Balances, March 31, 1996 (Unaudited) 5,330,355 $ 5,331 $ 2,579,779 $ (672,470) $ 1,912,640 ----------- ------------ ------------ ------------ ------------ ----------- ------------ ------------ ------------ ------------ The accompanying notes are an integral part of this statement. F-5 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) STATEMENT OF CASH FLOWS - -------------------------------------------------------------------------------- Cumulative amounts PERIOD FROM FROM INCEPTION THREE INCEPTION (FEBRUARY 14, MONTHS (FEBRUARY 14, 1994) TO YEAR ENDED ENDED 1994) TO DECEMBER 31, DECEMBER 31, MARCH 31, MARCH 31, 1994 1995 1996 1996 ------------ ------------ ----------- ----------- (Unaudited) (Unaudited) Cash flows from operating activities: Net loss $ (50,728) $ (394,640) $ (227,102) $ (672,470) Reconciliation of net loss to cash used by operating activities: Shares granted to distributors - 10,870 - 10,870 Depreciation and amortization - 45,580 39,099 84,679 Deferred rent - 47,951 8,502 56,453 Increases in current assets and current liabilities: Accounts receivable - (48,870) (71,982) (120,852) Inventories (10,485) (233,788) (8,585) (252,858) Prepaid and other assets (32,770) (25,142) 13,601 (44,311) Accounts payable 22,554 179,758 (108,952) 93,360 Accrued liabilities - 29,552 18,526 48,078 ------------ ------------ ----------- ----------- Net cash used by operating activities (71,429) (388,729) (336,893) (797,051) ------------ ------------ ----------- ----------- Cash flows from investing activities: Capital expenditures (52,637) (2,096,559) (113,973) (2,263,169) Increase in other non-current assets (1,009) (15,587) - (16,596) ------------ ------------ ----------- ----------- Net cash used by investing activities (53,646) (2,112,146) (113,973) (2,279,765) ------------ ------------ ----------- ----------- Cash flows from financing activities: Sale of common stock to parent company 100,000 - - 100,000 Net proceeds from common stock offering 2,474,240 - - 2,474,240 Net borrowings and advances from parent and affiliated companies 41,612 236,499 243,724 521,835 Increase in deferred stock offering costs - - (10,513) (10,513) ------------ ------------ ----------- ----------- Net cash provided by financing activities 2,615,852 236,499 233,211 3,085,562 ------------ ------------ ----------- ----------- Net increase (decrease) in cash 2,490,777 (2,264,376) (217,655) 8,746 Cash and cash equivalents, beginning of period - 2,490,777 226,401 - ------------ ------------ ----------- ----------- Cash and cash equivalents, end of period $ 2,490,777 $ 226,401 $ 8,746 $ 8,746 ------------ ------------ ----------- ----------- ------------ ------------ ----------- ----------- The accompanying notes are an integral part of this statement. F-6 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 1. SUMMARY OF OPERATIONS AND SIGNIFICANT ACCOUNTING POLICIES ORGANIZATION, OPERATIONS AND BASIS OF PRESENTATION Aviator Ales, Inc. (the Company) was formed on February 14, 1994 to produce and sell hand-crafted ales in the state of Washington. Prior to January 1996, the Company's name was Seattle Brewing Company. The Company has built and is currently operating a brewery in a leased facility in Woodinville, Washington. The Company is one of four majority or wholly owned subsidiaries of Willamette Valley, Inc. Microbreweries across America (WVI), a company located in Oregon, organized to establish microbreweries throughout the United States. At December 31, 1994 and 1995, WVI owned approximately 65% of the Company's common stock; see also Note 6. The accompanying financial statements have been prepared in accordance with generally accepted accounting principles which require management to make certain estimates and assumptions. These estimates and assumptions affect the reported amounts of assets and liabilities, the disclosure of contingent assets and liabilities as of the date of the financial statements and the reported amounts of revenues and expenses during the reporting period. Actual results could differ from those estimates. The Company is a development stage company that was organized under the laws of the state of Delaware. From the date of inception (February 14, 1994) through March 31, 1996, the Company's efforts have been directed primarily toward organizing and issuing public offerings of shares of its common stock and building and equipping its brewery. The brewery began producing and selling beer in September 1995. The Company has only a limited and unprofitable operating history but believes that it will continue as a going concern as it has successfully raised capital in a 1994 public stock offering of 2,609,091 shares and is currently attempting to raise additional capital in a second public offering (see Note 6). There can be no assurance that the Company will successfully raise proceeds in its second public offering or that it will produce and sell its products on a profitable basis to sustain operations. INVENTORIES Inventories are stated at the lower of cost (first-in, first-out basis) or market. INTERIM FINANCIAL DATA The interim financial data for the three months ended March 31, 1996 is unaudited; however, in the opinion of the Company, the interim data includes all adjustments consisting only of normal recurring adjustments, necessary for a fair statement of the results for the interim period. Operating results and cash flows for the three months ended March 31, 1996 are not necessarily indicative of the results to be achieved for the full year. PROPERTY AND EQUIPMENT Property and equipment are stated at cost and are depreciated over their estimated useful lives using the straight-line method, beginning at the time the assets are placed in operation, as follows: Leasehold improvements 5-15 years Equipment, furniture and vehicles 5-15 years Expenditures for repairs and maintenance are charged to expense as incurred, and expenditures for additions and betterments are capitalized. Leasehold improvements are depreciated over the shorter of the life of the asset or the lease. F-7 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 1. SUMMARY OF OPERATIONS AND SIGNIFICANT ACCOUNTING POLICIES (CONTINUED) PROPERTY AND EQUIPMENT (CONTINUED) In March 1995, the Financial Accounting Standards Board issued the Statement of Financial Accounting Standards No. 121, "Accounting for the Impairment of Long-Lived Assets and for Long-Lived Assets to Be Disposed Of." The Company will adopt the statement in fiscal 1996; however, the adoption is not expected to have a significant impact on the Company's financial statements. OTHER NONCURRENT ASSETS The Company has capitalized the fees and related legal costs of organization which are included in other noncurrent assets in the accompanying balance sheet. The Company is amortizing such costs on the straight-line basis over a two year period. INCOME TAXES The Company accounts for income taxes using the asset and liability approach prescribed by Statement of Financial Accounting Standards No. 109, "Accounting for Income Taxes." Under this approach, deferred income taxes are calculated for the expected future tax consequences of temporary differences between the book basis and tax basis of the Company's assets and liabilities. The Company files a stand-alone federal income tax return. REVENUE RECOGNITION The Company recognizes revenue upon the delivery of its products to its customers. Sales are recorded as trade accounts receivable and no collateral is required. PRO FORMA NET LOSS PER COMMON SHARE Pro forma net loss per common share is calculated based on the weighted average number of common shares outstanding after giving retroactive effect to the shares retired in March 1996, as if such shares were retired on January 1, 1995; see Note 6. No common stock equivalents with a dilutive effect were outstanding during 1995 or for the three months ended March 31, 1996. Shares held in escrow are included in the weighted average number of common shares outstanding. STATEMENT OF CASH FLOWS The Company considers short-term investments which are highly liquid, are readily convertible into cash, and have original maturities of fewer than three months to be cash equivalents for the purposes of cash flows. For the period from inception (February 14, 1994) to December 31, 1994, the Company paid no income taxes and paid interest of $2,250. During 1994, the Company acquired land by issuing long-term debt of $50,000; this non-cash transaction has been excluded from the accompanying statement of cash flows. For the year ended December 31, 1995, the Company paid no income taxes and paid interest of $4,500. For the three months ended March 31, 1996, the Company paid no income taxes and paid interest of $1,125. FAIR MARKET VALUE OF FINANCIAL INSTRUMENTS Except as discussed in Note 8 under advances from affiliates, the fair market value of the Company's recorded financial instruments materially approximate their respective recorded balances, as the recorded assets and liabilities are stated at amounts expected to be realized or paid, or carry interest rates commensurate with current rates for instruments with a similar duration and degree of risk. F-8 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 1. SUMMARY OF OPERATIONS AND SIGNIFICANT ACCOUNTING POLICIES (CONTINUED) STATEMENT OF FINANCIAL ACCOUNTING STANDARDS NO. 123 The Company plans to adopt Statement of Financial Accounting Standards No. 123 (SFAS 123) "Accounting for Stock-Based Compensation," for its year ending December 31, 1996. SFAS 123 was issued by the Financial Accounting Standards Board in October 1995, and allows companies to choose whether to account for stock-based compensation under the current method as prescribed in Accounting Principles Board Opinion Number 25 (APB 25) or use the fair value method prescribed in SFAS 123. The Company continues to follow the provisions of APB 25. Therefore, management believes that the impact of adoption will not have a significant effect on the Company's financial position or results of operations. RECLASSIFICATIONS Certain reclassifications have been made to the 1994 financial statements to conform with 1995 presentation. These reclassifications have no impact on previously reported results of operations or common shareholders' equity. 2. INVENTORIES Inventories consisted of: DECEMBER 31, MARCH 31, 1994 1995 1996 ---------- ---------- ----------- (Unaudited) Raw materials $ - $ 48,589 $ 39,240 Work-in-process - 30,100 58,625 Finished goods - 147,992 131,405 Retail inventory 10,485 17,592 23,588 ---------- ---------- ----------- $ 10,485 $ 244,273 $ 252,858 ---------- ---------- ----------- ---------- ---------- ----------- F-9 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 3. PROPERTY AND EQUIPMENT Property and equipment consist of: DECEMBER 31, MARCH 31, 1994 1995 1996 --------- ----------- ----------- (Unaudited) Land and improvements $ 83,633 $ 642,275 $ 668,714 Brewery equipment 2,700 1,527,269 1,612,379 Office furniture and equipment - 10,162 12,586 Vehicles - 19,490 19,490 Construction in progress 16,304 - - --------- ----------- ----------- 102,637 2,199,196 2,313,169 Less accumulated depreciation - (45,345) (83,911) --------- ----------- ----------- $ 102,637 $ 2,153,851 $ 2,229,258 --------- ----------- ----------- --------- ----------- ----------- 4. LONG-TERM DEBT Long-term debt consists of a note payable to an individual, issued in connection with the purchase of land. The note bears interest at 9.0% and requires quarterly interest payments. The note is secured by the land and is payable in a lump sum in June 1999. 5. INCOME TAXES Pre-tax loss was attributable to operations entirely within the United States. For the periods ended December 31, 1994 and 1995 and March 31, 1996, there was no current or deferred provision for income taxes. The benefit for income taxes differs from the amount of income taxes determined by applying the U.S. statutory graduated federal rate due to the following: PERIOD FROM INCEPTION THREE (FEBRUARY 14, MONTHS 1994) TO YEAR ENDED ENDED DECEMBER 31, DECEMBER 31, MARCH 31, 1994 1995 1996 ------------ ----------- ------------ (Unaudited) Statutory graduated federal rate 15.0% 34.0% 34.0% Reserve of net operating loss carryforward assets (15.0) (34.0) (34.0) ------------ ----------- ------------ -% -% -% ------------ ----------- ------------ F-10 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 5. INCOME TAXES (CONTINUED) Deferred tax assets (liabilities) consist of: DECEMBER 31, MARCH 31, 1994 1995 1996 --------- ---------- ----------- (Unaudited) Federal net operating loss carryforwards $ 15,000 $ 175,000 $ 240,000 Expenses not currently deductible - 15,000 17,000 Fixed assets - (60,000) (55,000) Deferred tax asset valuation allowance (15,000) (130,000) (202,000) --------- ---------- ----------- $ - $ - $ - --------- ---------- ----------- --------- ---------- ----------- As of March 31, 1996, the Company had a net operating loss carryforward aggregating approximately $800,000 for federal purposes, which may be used to offset future taxable income, if any. The annual utilization of this carryforward may be limited if the Company undergoes an ownership change or fails to meet the continuity of business requirements defined by the Internal Revenue Code. If the planned stock offering discussed in Note 6 is successful, the Company will be deemed to have undergone an ownership change and the Company's utilization of its net operating losses would be limited to approximately $500,000 on an annual basis. The Company's net operating loss carryforward expires in 2011. 6. SHAREHOLDERS' EQUITY The Company is authorized to issue 10,000,000 shares of its common stock. Each share of common stock entitles the holder to one vote. In February 1994, the Company received $100,000 cash from WVI in exchange for 4,845,455 shares of unregistered common stock. In connection with the Company's initial stock offering under Oregon securities laws, WVI agreed to place in escrow its 4,845,455 shares of the Company's common stock. These shares will be released from escrow to WVI when the Company satisfies one or more certain earnings requirements or establishes a bona fide over-the-counter trading market for its common stock and maintains a bid price equal to or greater than a stipulated benchmark price for 26 or more consecutive weeks. Unless released pursuant to these conditions, the 4,845,455 shares shall remain in escrow until unconditionally released in 25% increments on April 5, 2001, 2002, 2003 and 2004. The shares, while in escrow, entitle WVI to the same rights and privileges as all other shareholders of common stock, except for certain rights relating to transferability and liquidation. During 1994, the Company sold 2,609,091 shares of its common stock at $1.10 per share pursuant to a Form SB-2 public offering filed with the S.E.C. Cash proceeds from this offering, net of offering expenses of $395,760, aggregated $2,474,240. F-11 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 6. SHAREHOLDERS' EQUITY (CONTINUED) During 1995, the Company granted a total of 5,680 shares to third-party distributors of the Company's products. The Company recorded $10,870 of expense related to these grants which is included in selling, general and administrative expenses in the accompanying financial statements. On March 4, 1996, the board of directors of WVI authorized WVI to contribute 2,129,871 of its 4,845,455 shares in the Company to the Company for no consideration in contemplation of the stock offering discussed in the following paragraph; the Company has retired these shares. This transaction reduced WVI's ownership in the Company from approximately 65% to approximately 51%. The Company plans to file a registration statement with the S.E.C. in May 1996 in an effort to sell an additional 820,000 shares of its common stock at a proposed offering price of $1.85 per share. 7. STOCK INCENTIVE PLAN The Company adopted a 1994 Stock Incentive Plan (the "Plan") and has reserved 250,000 shares of the Company's common stock thereunder. The Plan provides for the grant of incentive stock options to employees of the Company and non-qualified stock options, stock sales and stock grants to employees, directors and consultants of the Company. In January 1995, the Company granted 55,000 options to employees under the Plan. The options are exercisable over a ten-year period at an exercise price of $1.10 per share, which approximated fair market value at the date of grant. The options vest ratably over the ten-year term beginning one year from the date of grant. In January 1996, the Company granted 89,000 options to employees under the Plan. Of these, 81,000 options vest over a ten-year term and 9,000 vest over a five-year term. These options have an exercise price of $1.85 per share, which approximated the fair market value at the date of grant. No options have been exercised to date. 8. RELATED PARTIES NATURE OF RELATED PARTIES The Company's president partially owns and controls Willamette Valley Vineyards (WVV), a winery in Oregon, and Nor'Wester Brewing Company Inc. (Nor'Wester) a microbrewery in Oregon, as well as WVI. Additionally, WVI is the majority owner of Mile High Brewing Company (MHBC) and Bayhawk Ales, Inc. (BAI), and fully owns North Country Brewing Company, Inc. (NCBCI), development stage companies located in Colorado, California and New York, respectively. As a result of certain arrangements between the Company and its affiliates, as well as the Company president's positions with and/or ownership interests in each of these companies, inherent conflicts of interest exist with respect to the pricing of services, the sharing of resources and the allocation of the Company president's time. To mitigate the inherent conflicts between affiliated companies, the board of directors of each company have appointed (or will appoint) two board members from each respective board, and who do not own stock in any of the other affiliated companies, to serve on an affiliated transactions committee for their respective company. The affiliated transaction committees review all material arrangements between companies to approve related costs. F-12 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 8. RELATED PARTIES (CONTINUED) RELATED PARTY TRANSACTIONS For the period from inception through December 31, 1994, WVI and WVV provided secretarial, accounting, marketing and administrative services related to the Company's initial stock offering and for general and administrative purposes. The cost of these services aggregated approximately $185,000, of which approximately $48,000 is included in selling, general and administrative expenses in the accompanying financial statements and of which approximately $137,000 was charged directly to additional paid-in capital as a component of stock offering costs. During 1995 and for the three months ended March 31, 1996, the Company purchased these services from WVI at an approximate cost of $169,000 and $20,000, respectively, which is included in selling, general and administrative expenses in the accompanying financial statements. Additionally, WVI has allowed the Company to utilize certain proprietary concepts for no cash consideration. As a result of these and certain other transactions, the Company owed approximately $42,000, $28,000 and $270,000, at December 31, 1994 and 1995 and March 31, 1996, respectively to affiliated companies. The Company continues to purchase management and administrative services from WVI. In 1996, WVI began to contract for certain of these services under a general services agreement between WVI and Nor'Wester. Additionally, in 1996, WVI advanced the Company $240,000 to be used for short-term financing purposes. This advance bears no interest and is payable upon demand. STRATEGIC ALLIANCE AND COOPERATIVE BREWING AGREEMENTS The Company has entered into a Strategic Alliance (the "Alliance") with Nor'Wester, MHBC, BAI, NCBI, and WVI. The Company, Nor'Wester, MHBC, BAI, NCBCI, and WVI are collectively referred to as "Alliance members," and the Company, MHBC, and BAI are collectively referred to as the "Cooperative Brewers" and individually referred to as a "Cooperative Brewer." The purpose of the Alliance is to promote and support the growth of all of the Alliance members by increasing production at each Cooperative Brewer's facility and supporting the entry of Nor'Wester products into new markets. To achieve this goal, each Cooperative Brewer has agreed to cooperatively brew Nor'Wester's products, and to support the entry of these products into new markets by facilitating Nor'Wester's access to the Cooperative Brewer's network of distributors. The Alliance is created through a Strategic Alliance Agreement between Nor'Wester and each of the Company, MHBC, and BAI. The terms of the Strategic Alliance Agreement and the Cooperative Brewing Agreements are four years, unless earlier terminated under limited circumstances, which include material breach in the case of the Cooperative Brewing Agreements. The Agreements are subject to renewal. Pricing for the purchase of beer produced under the Cooperative Brewing Agreement is at the lesser of cost plus 10% or Nor'Wester's average cost of production at its Nor'Wester Brewery, plus a mark-up of 10%. The Agreement provides that no Alliance member will use the proprietary information or technology of another Alliance member to produce any beer with a flavor profile or appearance that is substantially similar to such Alliance member's beer. With the consent of all Alliance members, additional parties may be added to the Alliance. Under the terms of the Cooperative Brewing Agreements, the Company will produce Nor'Wester beer, in the amounts and packaging as specified in firm orders submitted by Nor'Wester on a periodic basis. The Company's production of Nor'Wester beer must comply with specifications concerning recipes, quality control procedures, flavor profile and appearance. Nor'Wester has a right to reject beer not meeting its specifications. F-13 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 8. RELATED PARTIES (CONTINUED) STRATEGIC ALLIANCE AND COOPERATIVE BREWING AGREEMENTS (CONTINUED) Nor'Wester has acquired certain specified brewing equipment for Aviator's use in producing Nor'Wester's beer. To the extent that this equipment is not needed for the production of Nor'Wester beers, Aviator may, upon notice to Nor'Wester, use this equipment to produce its own beer subject to the payment of an agreed upon lease fee. The Cooperative Brewing Agreement requires that the Cooperative Brewer maintain the equipment supplied by Nor'Wester, that Nor'Wester insure this equipment, and that the Cooperative Brewer and Nor'Wester each indemnify the other for damages and losses in connection with the Agreement. Nor'Wester may at its cost remove or replace its equipment at any time if market conditions or other circumstances make such action desirable to Nor'Wester. ADVANCE FROM AFFILIATE In connection with the Cooperative Brewing Agreement with Nor'Wester described above, Nor'Wester advanced $250,000 to the Company in December 1995 for the purchase of ingredients and packaging materials for the Company's initial production of Nor'Wester's products. This advance is unsecured, does not bear interest and is not due as long as the terms of the Cooperative Brewing Agreement with Nor'Wester are in effect. The estimated fair value of this advance, calculated using estimated current borrowing rates and a repayment term of four years, is approximately $170,000. 9. SIGNIFICANT CUSTOMERS Approximately 58% and 99% of the Company's sales were to wholesale distributors located in the Pacific Northwest for the year ended December 31, 1995 and for the three months ended March 31, 1996, respectively. Sales to the Company's largest customer represented approximately 30% and 57% of gross sales for the year ended December 31, 1995 and for the three months ended March 31, 1996, respectively. 10. COMMITMENTS AND CONTINGENCIES COMMITMENTS The Company has entered into agreements with several independent distributors for the distribution of the Company's products in Washington. These agreements contain normal distribution provisions and are cancelable by either the Company or the distributors. F-14 AVIATOR ALES, INC. (A DEVELOPMENT STAGE COMPANY) NOTES TO FINANCIAL STATEMENTS - -------------------------------------------------------------------------------- 10. COMMITMENTS AND CONTINGENCIES (CONTINUED) COMMITMENTS (CONTINUED) During 1995, the Company entered into a twenty-year operating lease arrangement with optional renewal terms for its production facility in Woodinville, Washington. Approximate minimum lease payments are as follows: YEAR ENDING DECEMBER 31, ------------ 1996 (nine months) $ 87,750 1997 117,000 1998 117,000 1999 117,000 2000 119,000 Thereafter 2,195,000 ----------- $ 2,752,750 ----------- ----------- The terms of this lease allowed for no lease payments to be made during the initial five months of the lease term, and contain escalating payments beginning in 2000. The Company is recording lease expense on the straight-line method over the lease term; accordingly, deferred rent has been recorded in the accompanying balance sheet. Rent expense during 1995 and for the three months ended March 31, 1996 related to this lease aggregated approximately $67,000 and $38,000, respectively, and is allocated between cost of sales and selling, general and administrative expenses in the accompanying statement of operations. CONTINGENCIES In connection with maintaining an informal trading market for the Company's shares following completion of the Company's first public common stock offering qualified for sale under the Securities Act of 1933, the prospectus for such offering included the following statement: "The Company intends to facilitate trading (of its shares) by making available to existing and potential shareholders the names and addresses of persons interested in buying and selling the shares" (the "Prospectus Statement"). The Company is unable to conclude with certainty that the Prospectus Statement is not a solicitation of an offer to sell a security requiring registration under Section 5 of the Securities Act of 1933. If the Prospectus Statement constitutes a solicitation of a nonregistered offer to sell the Company's shares, the Company could be liable to purchasers who bought shares in the informal trading market as a result of the Prospectus Statement. Management does not believe that the liability, if any, resulting from this matter will have a material adverse affect on the Company's financial position or results of operations. F-15 PART II INFORMATION NOT REQUIRED IN PROSPECTUS Item 24. Indemnification of Directors and Officers. Section 145 of the General Corporation law of the State of Delaware (the "GCL") provides that a corporation may indemnify its officers and directors (or persons who have served, at the corporation's request, as officers and directors of another corporation) against the expenses, including attorney's fees, actually and reasonably incurred by them in connection with the defense of any action by reason of being or having been directors or officers, if such person shall have acted in good faith and in a manner he reasonably believed to be in or not opposed to the best interests of the corporation, and, with respect to any criminal action or proceedings, had no reason to believe his conduct was unlawful, except that if such action shall be in the right of the corporation, no such indemnification shall be provided as to any claim, issue or matter as to which such person shall have been adjudged to have been liable to the corporation unless and to the extent that the Court of Chancery of the State of Delaware, or any other court in which the suit was brought, shall determine that, in view of all the circumstances of the case, such person is fairly and reasonably entitled to indemnity for such expenses which the Court of Chancery or such other court shall deem proper. The Certificate of Incorporation and Bylaws of the Company provide that it shall indemnify all officers and directors of the Company to the fullest extent permitted by applicable law. The Certificate of Incorporation of the Company provides for the elimination of the personal liability of a director to the Company or its stockholders for monetary damages for breach of a fiduciary duty as a director, except for liability for: 1. any breach of the director's duty of loyalty to such corporation or its respective stockholders; 2. any acts or omissions not in good faith or which involve intentional misconduct or a knowing violation of law; 3. any action under Section 174 of the GCL, including paying a dividend or approving an illegal dividend; and 4. any transaction from which the director derived an improper personal benefit. II-1 The Company has also entered into an agreement with its director providing for his indemnification by the Company to the maximum extent permitted under applicable law, including the advancement of expenses incurred by a director in any suit in which the director is involved. Item 25. Other Expenses of Issuance and Distribution. The following table sets forth the costs and expenses expected to be incurred by the Registrant in connection with the offering described in this Registration Statement and assuming all Shares are sold. All amounts, except the SEC registration fee, are estimates. SEC Registration Fees. . . . . . . . . . . . . . $ 546 Printing and Engraving . . . . . . . . . . . . . 41,437 Accounting Fees and Expenses . . . . . . . . . . 6,000 Legal Fees and Expenses. . . . . . . . . . . . . 50,000 Marketing Expenses . . . . . . . . . . . . . . . 114,591 Miscellaneous. . . . . . . . . . . . . . . . . . 14,976 -------- Total. . . . . . . . . . . . . . . . . . . . . . $227,550 -------- -------- Item 26. Recent Sales of Unregistered Securities. Within the last three years, the Company sold securities without registration under the Securities Act of 1933, as amended (the "Act") in the transaction described below in reliance on Section 4(2) of the Act as not involving any public offering. On July 27, 1994, the Company issued to WVI 4,845,455 shares of Common Stock for aggregate consideration of $100,000 as part of the initial capitalization of the Company. Item 27. Exhibits. 3.1 Certificate of Incorporation of the Company and all amendments thereto.* 3.2 Bylaws of the Company.* II-2 5.0 Opinion of Ater Wynne Hewitt Dodson & Skerritt as to legality of securities being registered.* 10.1 Lease Agreement between the Company and Intrawest Properties Partnership, dated May 10, 1995.* 10.2 Form of Management Agreement between the Company and Willamette Valley, Inc. Microbreweries across America dated June 25, 1994.* 10.3 Form of Licensing Agreement between the Company and Willamette Valley, Inc. Microbreweries across America dated June 25, 1994.* 10.4 Form of Director Indemnity Agreement between the Company and its Directors.* 10.5 Copy of the Company's 1994 Stock Incentive Plan.* 10.6 Revised Employment Agreement between the Company and Dustin Wyant dated July 5, 1995. 10.7 Form of Distribution Agreement between the Company and various distributors.* 10.8 Form of Distribution Agreement between the Company and various distributors.* 10.9 Strategic Alliance Agreement dated January 1, 1996, between the Company, Nor'Wester Brewing Company, Willamette Valley, Inc. Microbreweries across America, Mile High Brewing Company, Bayhawk Ales and North Country Brewery, Inc.* 10.10 Cooperative Brewing Agreement dated January 1, 1996, between the Company and Nor'Wester Brewing Company.* 10.11 Loan Agreement between the Company and Willamette Valley, Inc. Microbreweries across America dated February 28, 1996. 23.1 Consent of Price Waterhouse LLP. 23.2 Consent of Ater Wynne Hewitt Dodson & Skerritt (included in Exhibit 5.0). 99.1 Copy of Impound Escrow Agreement between the Company and First Interstate Bank of California. II-3 99.2 Form of Subscription Agreement. 99.3 Founder's Escrow Agreement among the Company, Willamette Valley, Inc. Microbreweries across America and First Interstate Bank of Oregon, N.A. dated June 25, 1994.* * Previously filed ** To be filed by amendment Item 28. Undertakings. 1. The undersigned, Company, hereby undertakes: (a) To file, during any period in which the Company offers or sells securities, a post-effective amendment(s) to this registration statement: (1) To include any prospectus required by Section 10(a)(3) of the Securities Act; (2) To reflect in the prospectus any facts or events which, individually or together, represent a fundamental change in the information in the registration statement; and (3) To include any additional or changed material information with respect to the plan of distribution not previously disclosed in the registration statement or any material change to such information in the registration statement; (b) That, for the purpose of determining any liability under the Securities Act of 1933, each such post-effective amendment shall be deemed to be a new registration statement relating to the securities offering therein, and the offering of such securities at that time shall be deemed to be the initial bona fide offering thereof; and (c) To file a post-effective amendment to remove from registration any of the securities being registered which remain unsold at the termination of the offering. 2. Insofar as indemnification for liabilities arising under the Securities Act of 1933 (the "Act") may be permitted to directors, officers and controlling persons of the Company pursuant II-4 to the foregoing provisions, or otherwise, the Company has been advised that in the opinion of the Securities and Exchange Commission (the "Commission") such indemnification is against public policy as expressed in the Act and is, therefore, unenforceable. In the event that a claim for indemnification against such liabilities (other than the payment by the Company of expenses incurred or paid by a director, officer or controlling person of the Company in the successful defense of any action, suit or proceeding) is asserted by such director, officer or controlling person in connection with the securities being registered, the Company will, unless in the opinion of its counsel the matter has been settled by controlling precedent, submit to a court of appropriate jurisdiction the question of whether such indemnification by it is against public policy as expressed in the Act and will be governed by the final adjudication of such issue. 3. If the Company relies on Rule 430A under the Act, the Company will: (a) For determining any liability under the Act, treat the information omitted from the form of prospectus filed as part of this registration statement in reliance upon Rule 430A and contained in a form of prospectus filed by the Company under Rule 424(b)(1), or (4), or 497(h) under the Act as part of this registration statement as of the time the Commission declared it effective; and (b) For determining any liability under the Act, treat each post effective amendment that contains a form of prospectus as a new registration statement for the securities offered in the registration statement, and that offering of the securities at that time as the initial bona fide offering of those securities. II-5 SIGNATURES In accordance with the requirements of the Securities Act of 1933, the Registrant certifies that it has reasonable grounds to believe that it meets all of the requirements for filing Form SB-2 and has authorized this Amendment No. 2 to the Registration Statement to be signed on its behalf by the undersigned, thereunder duly authorized, in the City of Portland, State of Oregon on the day of May, 1996. AVIATOR ALES, INC. /s/ James W. Bernau ----------------------------------- James W. Bernau, President In accordance with the requirements of the Securities Act of 1933, this Amendment No. 1 to the Registration Statement was signed by the following persons in the capacities and on the dates indicated: Signature Title Date /s/ James W. Bernau May __, 1996 - ------------------------------ James W. Bernau President, Secretary, Director (Principal Executive, Financial /s/ Dustin Wyant General Manager May __, 1996 - ------------------------------ Dustin Wyant and Accounting Officer) * Director May __, 1996 - ------------------------------ William Gates * Director May __, 1996 - ------------------------------ Jim Gregory * Director May __, 1996 - ------------------------------ Howard Lovering * Director May __, 1996 - ------------------------------ David McCray Director May __, 1996 - ------------------------------ Bonnie Pladson *By: /s/ James W. Bernau - ------------------------------------------- James W. Bernau, Attorney-in-Fact II-6 EXHIBIT INDEX NUMBER DESCRIPTION PAGE - ------ ----------- ---- 10.6 Revised Employment Agreement between the Company and Dustin Wyant dated July 5, 1995. 10.11 Loan Agreement between the Company and Willamette Valley, Inc. Microbreweries across America dated February 28, 1996. 99.1 Copy of Impound Escrow Agreement between the Company and First Interstate Bank of California. 99.2 Form of Subscription Agreement.