Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) 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 Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) case study is a Harvard Business School (HBR) case study written by V. Kasturi Rangan, Sunru Yong. The Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) (referred as “Coracle Soren” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, Communication, Pricing.

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

Case Description of Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) Case Study

When students have the English-language PDF of this Brief Case in a coursepack, they will also have the option to purchase an audio version.Topics include distribution channels, pricing, and new product marketing. Jen Moritz, the marketing manager for Soren Chemical Co. is struggling with the poor sales performance of Coracle, a new clarifier for residential swimming pools. The performance is puzzling because Coracle is chemically similar to another Soren product that has sold well for treatment of larger pools. Soren distributes the other product B2B through "chemical formulators" serving the commercial pools market -- but Soren uses wholesale distributors to sell Coracle. Given the slow start in establishing Coracle as a consumer brand, Moritz suspects that the go-to-market strategy may be flawed, but she is unsure where the problem lies; she examines channel strategy, distribution partners, the Coracle pricing scheme, the threat of competitors' offerings, and other potential problem sources.

Case Authors : V. Kasturi Rangan, Sunru Yong

Topic : Sales & Marketing

Related Areas : Communication, Pricing

Calculating Net Present Value (NPV) at 6% for Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) Case Study

Years              Cash Flow     Net Cash Flow     Cumulative    
Cash Flow
Discount Rate
@ 6 %
Cash Flows
Year 0 (10028527) -10028527 - -
Year 1 3445718 -6582809 3445718 0.9434 3250677
Year 2 3956615 -2626194 7402333 0.89 3521373
Year 3 3937452 1311258 11339785 0.8396 3305961
Year 4 3251026 4562284 14590811 0.7921 2575117
TOTAL 14590811 12653128

The Net Present Value at 6% discount rate is 2624601

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.

Capital Budgeting Approaches

Methods of Capital Budgeting

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

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

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 Coracle Soren 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. Coracle Soren shareholders have preference for diversified projects investment rather than prospective high income from a single capital intensive project.

Formula and Steps to Calculate Net Present Value (NPV) of Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case)

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 Coracle Soren 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 Coracle Soren 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 %
Cash Flows
Year 0 (10028527) -10028527 - -
Year 1 3445718 -6582809 3445718 0.8696 2996277
Year 2 3956615 -2626194 7402333 0.7561 2991769
Year 3 3937452 1311258 11339785 0.6575 2588939
Year 4 3251026 4562284 14590811 0.5718 1858785
TOTAL 10435769

The Net NPV after 4 years is 407242

(10435769 - 10028527 )

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 %
Cash Flows
Year 0 (10028527) -10028527 - -
Year 1 3445718 -6582809 3445718 0.8333 2871432
Year 2 3956615 -2626194 7402333 0.6944 2747649
Year 3 3937452 1311258 11339785 0.5787 2278618
Year 4 3251026 4562284 14590811 0.4823 1567817
TOTAL 9465516

The Net NPV after 4 years is -563011

At 20% discount rate the NPV is negative (9465516 - 10028527 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Coracle Soren 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 Coracle Soren has a NPV value higher than Zero then finance managers at Coracle Soren 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 Coracle Soren, then the stock price of the Coracle Soren 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 Coracle Soren 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.

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.

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

What can impact the cash flow of 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.

References & Further Readings

V. Kasturi Rangan, Sunru Yong (2018), "Soren Chemical: Why is the New Swimming Pool Product Sinking? (Brief Case) Harvard Business Review Case Study. Published by HBR Publications.