Mary Kay Inc.: Direct Selling and the Challenge of Online Channels 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 Mary Kay Inc.: Direct Selling and the Challenge of Online Channels case study

At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Mary Kay Inc.: Direct Selling and the Challenge of Online Channels case study is a Harvard Business School (HBR) case study written by Anne Coughlan, Erica Goldman. The Mary Kay Inc.: Direct Selling and the Challenge of Online Channels (referred as “Distributors Kay” from here on) case study provides evaluation & decision scenario in field of Technology & Operations. It also touches upon business topics such as - Value proposition, Marketing, Sales, Supply chain.

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 Mary Kay Inc.: Direct Selling and the Challenge of Online Channels Case Study

Mary Kay is one of the best-known direct sellers of women's cosmetics in the world. Its channel strategy is to use independent beauty consultants, who are independent distributors, to sell directly to consumers. Its compensation plan is multilevel, providing commissions to distributors on their own sales as well as the sales of the distributors they recruit. At the time of the case, the company is grappling with a well-established change in consumer behavior--the decline of the stay-at-home mom as she returns to the workforce--combined with the opportunities offered by Internet selling. Focuses on the company's efforts to move with consumer demand and behavior, while remaining true to its core goal of "Improving Women's Lives." Discusses ways Internet technology can be used throughout the company's channel and supply chain structure, not just as a route to market.

Case Authors : Anne Coughlan, Erica Goldman

Topic : Technology & Operations

Related Areas : Marketing, Sales, Supply chain

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Calculating Net Present Value (NPV) at 6% for Mary Kay Inc.: Direct Selling and the Challenge of Online Channels Case Study

Years	Cash Flow	Net Cash Flow	Cumulative     Cash Flow	Discount Rate @ 6 %	Discounted Cash Flows
Year 0	(10012046)	-10012046	-	-
Year 1	3446479	-6565567	3446479	0.9434	3251395
Year 2	3954047	-2611520	7400526	0.89	3519088
Year 3	3973826	1362306	11374352	0.8396	3336501
Year 4	3244506	4606812	14618858	0.7921	2569953
TOTAL			14618858		12676937

The Net Present Value at 6% discount rate is 2664891

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. Net Present Value
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. Magnitude of both incoming and outgoing cash flows – Projects can be capital intensive, time intensive, or both. Distributors Kay 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 Distributors Kay 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 Mary Kay Inc.: Direct Selling and the Challenge of Online Channels

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 Technology & Operations 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 Distributors Kay 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 Distributors Kay 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	(10012046)	-10012046	-	-
Year 1	3446479	-6565567	3446479	0.8696	2996938
Year 2	3954047	-2611520	7400526	0.7561	2989828
Year 3	3973826	1362306	11374352	0.6575	2612855
Year 4	3244506	4606812	14618858	0.5718	1855057
TOTAL					10454678

The Net NPV after 4 years is 442632

(10454678 - 10012046 )

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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	(10012046)	-10012046	-	-
Year 1	3446479	-6565567	3446479	0.8333	2872066
Year 2	3954047	-2611520	7400526	0.6944	2745866
Year 3	3973826	1362306	11374352	0.5787	2299668
Year 4	3244506	4606812	14618858	0.4823	1564673
TOTAL					9482273

The Net NPV after 4 years is -529773

At 20% discount rate the NPV is negative (9482273 - 10012046 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Distributors Kay 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 Distributors Kay has a NPV value higher than Zero then finance managers at Distributors Kay 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 Distributors Kay, then the stock price of the Distributors Kay 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 Distributors Kay 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.

Understanding of risks involved in the project.

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

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 Mary Kay Inc.: Direct Selling and the Challenge of Online Channels

References & Further Readings

Anne Coughlan, Erica Goldman (2018), "Mary Kay Inc.: Direct Selling and the Challenge of Online Channels Harvard Business Review Case Study. Published by HBR Publications.