SGVS: Marketing and Strategy in a Small B2B Enterprise 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 SGVS: Marketing and Strategy in a Small B2B Enterprise case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. SGVS: Marketing and Strategy in a Small B2B Enterprise case study is a Harvard Business School (HBR) case study written by Maitrayee Mukerji, Manab Chakraborty. The SGVS: Marketing and Strategy in a Small B2B Enterprise (referred as “Sgvs Kashipur” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, Manufacturing.

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 SGVS: Marketing and Strategy in a Small B2B Enterprise Case Study

In February 2016, a young intern was waiting to speak with the founder and chief executive officer of Surbhi Gramodyog Vikas Sansthan (SGVS), a producer and supplier of hand-made herbal cosmetic products. The founder was speaking on the phone with a potential reseller and turning down a new order due to the company being at full capacity. It was the third such request that he had declined in the past week. The young intern was puzzled. SGVS was located in Kashipur, a small town in the state of Uttarakhand in India. With a minimal Internet presence and marketing efforts, it had gained loyal customers in India and across the world, from the United States to Australia. However, SGVS was not willing to increase production capacity and expand the business, thereby forgoing a potential increase in profits. Was the company's reluctance to scale up the business sustainable over the long run? Maitrayee Mukerji is affiliated with Indian Institute of Management Kashipur. Manab Chakraborty is affiliated with Indian Institute of Management Kashipur.

Case Authors : Maitrayee Mukerji, Manab Chakraborty

Topic : Sales & Marketing

Related Areas : Manufacturing

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Calculating Net Present Value (NPV) at 6% for SGVS: Marketing and Strategy in a Small B2B Enterprise Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10005517)	-10005517	-	-
Year 1	3463791	-6541726	3463791	0.9434	3267727
Year 2	3961080	-2580646	7424871	0.89	3525347
Year 3	3973647	1393001	11398518	0.8396	3336351
Year 4	3243882	4636883	14642400	0.7921	2569458
TOTAL			14642400		12698883

The Net Present Value at 6% discount rate is 2693366

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. Profitability Index
2. Payback Period
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 Sgvs Kashipur 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. Sgvs Kashipur 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 SGVS: Marketing and Strategy in a Small B2B Enterprise

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 Sgvs Kashipur 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 Sgvs Kashipur 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	(10005517)	-10005517	-	-
Year 1	3463791	-6541726	3463791	0.8696	3011992
Year 2	3961080	-2580646	7424871	0.7561	2995146
Year 3	3973647	1393001	11398518	0.6575	2612737
Year 4	3243882	4636883	14642400	0.5718	1854700
TOTAL					10474575

The Net NPV after 4 years is 469058

(10474575 - 10005517 )

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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	(10005517)	-10005517	-	-
Year 1	3463791	-6541726	3463791	0.8333	2886493
Year 2	3961080	-2580646	7424871	0.6944	2750750
Year 3	3973647	1393001	11398518	0.5787	2299564
Year 4	3243882	4636883	14642400	0.4823	1564372
TOTAL					9501179

The Net NPV after 4 years is -504338

At 20% discount rate the NPV is negative (9501179 - 10005517 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Sgvs Kashipur 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 Sgvs Kashipur has a NPV value higher than Zero then finance managers at Sgvs Kashipur 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 Sgvs Kashipur, then the stock price of the Sgvs Kashipur 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 Sgvs Kashipur 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 uncertainties surrounding the project Initial Cash Outlay (ICO’s). ICO’s often have several different components such as land, machinery, building, and other equipment.

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

What can impact the cash flow of the project.

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

Understanding of risks involved in the project.

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 SGVS: Marketing and Strategy in a Small B2B Enterprise

References & Further Readings

Maitrayee Mukerji, Manab Chakraborty (2018), "SGVS: Marketing and Strategy in a Small B2B Enterprise Harvard Business Review Case Study. Published by HBR Publications.