To Increase Sales, Change the Way You Sell 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 To Increase Sales, Change the Way You Sell case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. To Increase Sales, Change the Way You Sell case study is a Harvard Business School (HBR) case study written by Neil Rackham. The To Increase Sales, Change the Way You Sell (referred as “Selling Sales” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, 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 To Increase Sales, Change the Way You Sell Case Study

Many people think selling is about extolling product features, acting like some kind of talking brochure. Yet a survey of buyers reveals that approach to be the least convincing. Customers want value, so salespeople need to start creating it rather than merely communicating it. Solving problems for the customer and giving them strategic-level advice afford the most possibilities to create value, argues the author, an expert on successful, effective selling. This article draws upon his research and experiences to suggest where the selling profession is headed and what individuals and organizations must do to distinguish themselves from the competition. It starts by understanding that customers are becoming increasingly polarized, buying either transactionally or consultatively. Companies must take these two opposite customer types and buying patterns into account when devising their sales strategies. It may mean migrating the transactional business to the marketing team, so the sales force can concentrate on lucrative consultative sales and winning bids.

Case Authors : Neil Rackham

Topic : Sales & Marketing

Related Areas : Sales

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Calculating Net Present Value (NPV) at 6% for To Increase Sales, Change the Way You Sell Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10000536)	-10000536	-	-
Year 1	3471923	-6528613	3471923	0.9434	3275399
Year 2	3967652	-2560961	7439575	0.89	3531196
Year 3	3959434	1398473	11399009	0.8396	3324417
Year 4	3250102	4648575	14649111	0.7921	2574385
TOTAL			14649111		12705398

The Net Present Value at 6% discount rate is 2704862

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

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Formula and Steps to Calculate Net Present Value (NPV) of To Increase Sales, Change the Way You Sell

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 Selling Sales 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 Selling Sales 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	(10000536)	-10000536	-	-
Year 1	3471923	-6528613	3471923	0.8696	3019063
Year 2	3967652	-2560961	7439575	0.7561	3000115
Year 3	3959434	1398473	11399009	0.6575	2603392
Year 4	3250102	4648575	14649111	0.5718	1858256
TOTAL					10480827

The Net NPV after 4 years is 480291

(10480827 - 10000536 )

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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	(10000536)	-10000536	-	-
Year 1	3471923	-6528613	3471923	0.8333	2893269
Year 2	3967652	-2560961	7439575	0.6944	2755314
Year 3	3959434	1398473	11399009	0.5787	2291339
Year 4	3250102	4648575	14649111	0.4823	1567372
TOTAL					9507294

The Net NPV after 4 years is -493242

At 20% discount rate the NPV is negative (9507294 - 10000536 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Selling Sales 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 Selling Sales has a NPV value higher than Zero then finance managers at Selling Sales 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 Selling Sales, then the stock price of the Selling Sales 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 Selling Sales 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 –

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

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.

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Negotiation Strategy of To Increase Sales, Change the Way You Sell

References & Further Readings

Neil Rackham (2018), "To Increase Sales, Change the Way You Sell Harvard Business Review Case Study. Published by HBR Publications.