Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers 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 Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers case study is a Harvard Business School (HBR) case study written by Richard E. Wilson. The Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers (referred as “Stihl Stihl's” from here on) case study provides evaluation & decision scenario in field of Strategy & Execution. It also touches upon business topics such as - Value proposition, International business, Manufacturing, Marketing, Strategy.

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 Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers Case Study

Andreas Stihl AG is the world's leading manufacturer of chain saws and other outdoor handheld power equipment. Based on marketing challenges in its high-volume retail channel-mass merchants such as The Home Depot and Lowe's-Stihl's U.S. unit has narrowed its distribution system to a single channel: independent retail dealers specializing in yard maintenance equipment. This risky and highly publicized decision has proved extremely successful, raising profits, attracting more dealers into exclusive relationships with Stihl, and strengthening the brand's top-quality positioning. But Stihl management are concerned that this channel system may not fit tomorrow's demographics, dominated by homeowners from the so-called Generation X and Generation Y. The case outlines Stihl's business and channel systems and customer needs, then poses a series of questions that management believes must be answered to determine whether to maintain or move away from reliance on its specialty retailers and how to adapt its system.

Case Authors : Richard E. Wilson

Topic : Strategy & Execution

Related Areas : International business, Manufacturing, Marketing, Strategy

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Calculating Net Present Value (NPV) at 6% for Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10025589)	-10025589	-	-
Year 1	3464973	-6560616	3464973	0.9434	3268842
Year 2	3956440	-2604176	7421413	0.89	3521218
Year 3	3967897	1363721	11389310	0.8396	3331523
Year 4	3251087	4614808	14640397	0.7921	2575165
TOTAL			14640397		12696748

The Net Present Value at 6% discount rate is 2671159

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. Magnitude of both incoming and outgoing cash flows – Projects can be capital intensive, time intensive, or both. Stihl Stihl's 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 Stihl Stihl's 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 Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers

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 Strategy & Execution 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 Stihl Stihl's 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 Stihl Stihl's 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	(10025589)	-10025589	-	-
Year 1	3464973	-6560616	3464973	0.8696	3013020
Year 2	3956440	-2604176	7421413	0.7561	2991637
Year 3	3967897	1363721	11389310	0.6575	2608957
Year 4	3251087	4614808	14640397	0.5718	1858820
TOTAL					10472433

The Net NPV after 4 years is 446844

(10472433 - 10025589 )

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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	(10025589)	-10025589	-	-
Year 1	3464973	-6560616	3464973	0.8333	2887478
Year 2	3956440	-2604176	7421413	0.6944	2747528
Year 3	3967897	1363721	11389310	0.5787	2296237
Year 4	3251087	4614808	14640397	0.4823	1567847
TOTAL					9499089

The Net NPV after 4 years is -526500

At 20% discount rate the NPV is negative (9499089 - 10025589 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Stihl Stihl's 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 Stihl Stihl's has a NPV value higher than Zero then finance managers at Stihl Stihl's 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 Stihl Stihl's, then the stock price of the Stihl Stihl's 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 Stihl Stihl's 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 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.

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 Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers

References & Further Readings

Richard E. Wilson (2018), "Stihl Incorporated: Go-to-Market Strategy for Next-Generation Consumers Harvard Business Review Case Study. Published by HBR Publications.