Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Net Present Value (NPV) / MBA Resources

Introduction to Net Present Value (NPV) - What is Net Present Value (NPV) ? How it impacts financial decisions regarding project management?

NPV solution for Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma case study is a Harvard Business School (HBR) case study written by Jin-Song Huang, Qing-Qing Deng, Li Zhuang. The Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma (referred as “Weikang Beihang” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, Marketing, Sales.

The net present value (NPV) of an investment proposal is the present value of the proposal’s net cash flows less the proposal’s initial cash outflow. If a project’s NPV is greater than or equal to zero, the project should be accepted.

NPV = Present Value of Future Cash Flows LESS Project’s Initial Investment

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Case Description of Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Case Study

In spring 2012, the issue of trans-boundary sales arose for China's Weikang Pharmaceutical Co., Ltd. (Weikang). Sales of the company's products were allocated to distributors in different regions, with each distributor enjoying a monopoly within that region. However, issues had been arising with such a rigid demarcation of sales territory. One question was whether introducing competition between sales agents would lead to higher sales, or whether regional teams could co-operate and share best practices. The sales director of Weikang pondered a conflict between two distributors that had aroused great controversy. With each party sticking to its own view, the conflict seemed intractable, and now distributors from different regions were looking for a reasonable solution. It was time for a meeting to discuss the company's channel management. Faced with such a great difficulty as a cross-border operation, how should the company proceed? Jin-Song Huang is affiliated with Beihang University. Qing-Qing Deng is affiliated with Beihang University. Li Zhuang is affiliated with Beihang University.

Case Authors : Jin-Song Huang, Qing-Qing Deng, Li Zhuang

Topic : Sales & Marketing

Related Areas : Marketing, Sales

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Calculating Net Present Value (NPV) at 6% for Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10017840)	-10017840	-	-
Year 1	3449937	-6567903	3449937	0.9434	3254658
Year 2	3958429	-2609474	7408366	0.89	3522988
Year 3	3941484	1332010	11349850	0.8396	3309346
Year 4	3238956	4570966	14588806	0.7921	2565557
TOTAL			14588806		12652548

The Net Present Value at 6% discount rate is 2634708

In isolation the NPV number doesn't mean much but put in right context then it is one of the best method to evaluate project returns. In this article we will cover -

Different methods of capital budgeting

What is NPV & Formula of NPV,
How it is calculated,
How to use NPV number for project evaluation, and
Scenario Planning given risks and management priorities.

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Capital Budgeting Approaches

Methods of Capital Budgeting

There are four types of capital budgeting techniques that are widely used in the corporate world –

1. Payback Period
2. Profitability Index
3. Internal Rate of Return
4. Net Present Value

Apart from the Payback period method which is an additive method, rest of the methods are based on Discounted Cash Flow technique. Even though cash flow can be calculated based on the nature of the project, for the simplicity of the article we are assuming that all the expected cash flows are realized at the end of the year.

Discounted Cash Flow approaches provide a more objective basis for evaluating and selecting investment projects. They take into consideration both –

1. Timing of the expected cash flows – stockholders of Weikang Beihang have higher preference for cash returns over 4-5 years rather than 10-15 years given the nature of the volatility in the industry.
2. Magnitude of both incoming and outgoing cash flows – Projects can be capital intensive, time intensive, or both. Weikang Beihang shareholders have preference for diversified projects investment rather than prospective high income from a single capital intensive project.

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Formula and Steps to Calculate Net Present Value (NPV) of Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma

NPV = Net Cash In Flowt1 / (1+r)t1 + Net Cash In Flowt2 / (1+r)t2 + … Net Cash In Flowtn / (1+r)tn
Less Net Cash Out Flowt0 / (1+r)t0

Where t = time period, in this case year 1, year 2 and so on.
r = discount rate or return that could be earned using other safe proposition such as fixed deposit or treasury bond rate. Net Cash In Flow – What the firm will get each year.
Net Cash Out Flow – What the firm needs to invest initially in the project.

Step 1 – Understand the nature of the project and calculate cash flow for each year.
Step 2 – Discount those cash flow based on the discount rate.
Step 3 – Add all the discounted cash flow.
Step 4 – Selection of the project

Why Sales & Marketing Managers need to know Financial Tools such as Net Present Value (NPV)?

In our daily workplace we often come across people and colleagues who are just focused on their core competency and targets they have to deliver. For example marketing managers at Weikang Beihang often design programs whose objective is to drive brand awareness and customer reach. But how that 30 point increase in brand awareness or 10 point increase in customer touch points will result into shareholders’ value is not specified.

To overcome such scenarios managers at Weikang Beihang needs to not only know the financial aspect of project management but also needs to have tools to integrate them into part of the project development and monitoring plan.

Calculating Net Present Value (NPV) at 15%

After working through various assumptions we reached a conclusion that risk is far higher than 6%. In a reasonably stable industry with weak competition - 15% discount rate can be a good benchmark.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 15 %	Discounted Cash Flows
Year 0	(10017840)	-10017840	-	-
Year 1	3449937	-6567903	3449937	0.8696	2999945
Year 2	3958429	-2609474	7408366	0.7561	2993141
Year 3	3941484	1332010	11349850	0.6575	2591590
Year 4	3238956	4570966	14588806	0.5718	1851884
TOTAL					10436560

The Net NPV after 4 years is 418720

(10436560 - 10017840 )

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Calculating Net Present Value (NPV) at 20%

If the risk component is high in the industry then we should go for a higher hurdle rate / discount rate of 20%.

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 20 %	Discounted Cash Flows
Year 0	(10017840)	-10017840	-	-
Year 1	3449937	-6567903	3449937	0.8333	2874948
Year 2	3958429	-2609474	7408366	0.6944	2748909
Year 3	3941484	1332010	11349850	0.5787	2280951
Year 4	3238956	4570966	14588806	0.4823	1561997
TOTAL					9466804

The Net NPV after 4 years is -551036

At 20% discount rate the NPV is negative (9466804 - 10017840 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Weikang Beihang to discount cash flow at lower discount rates such as 15%.

Acceptance Criteria of a Project based on NPV

Simplest Approach – If the investment project of Weikang Beihang has a NPV value higher than Zero then finance managers at Weikang Beihang can ACCEPT the project, otherwise they can reject the project. This means that project will deliver higher returns over the period of time than any alternate investment strategy.

In theory if the required rate of return or discount rate is chosen correctly by finance managers at Weikang Beihang, then the stock price of the Weikang Beihang should change by same amount of the NPV. In real world we know that share price also reflects various other factors that can be related to both macro and micro environment.

In the same vein – accepting the project with zero NPV should result in stagnant share price. Finance managers use discount rates as a measure of risk components in the project execution process.

Sensitivity Analysis

Project selection is often a far more complex decision than just choosing it based on the NPV number. Finance managers at Weikang Beihang should conduct a sensitivity analysis to better understand not only the inherent risk of the projects but also how those risks can be either factored in or mitigated during the project execution. Sensitivity analysis helps in –

What are the key aspects of the projects that need to be monitored, refined, and retuned for continuous delivery of projected cash flows.

What can impact the cash flow of the project.

What will be a multi year spillover effect of various taxation regulations.

Understanding of risks involved in the project.

What are the uncertainties surrounding the project Initial Cash Outlay (ICO’s). ICO’s often have several different components such as land, machinery, building, and other equipment.

Some of the assumptions while using the Discounted Cash Flow Methods –

Projects are assumed to be Mutually Exclusive – This is seldom the came in modern day giant organizations where projects are often inter-related and rejecting a project solely based on NPV can result in sunk cost from a related project.

Independent projects have independent cash flows – As explained in the marketing project – though the project may look independent but in reality it is not as the brand awareness project can be closely associated with the spending on sales promotions and product specific advertising.

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Negotiation Strategy of Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma

References & Further Readings

Jin-Song Huang, Qing-Qing Deng, Li Zhuang (2018), "Weikang Pharmaceutical Co., Ltd.: Channel Management Dilemma Harvard Business Review Case Study. Published by HBR Publications.