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Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth 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 Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth case study


At Oak Spring University, we provide corporate level professional Net Present Value (NPV) case study solution. Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth case study is a Harvard Business School (HBR) case study written by Joerg Niessing, Brian Henry. The Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth (referred as “Customer Jaguar” from here on) case study provides evaluation & decision scenario in field of Sales & Marketing. It also touches upon business topics such as - Value proposition, Marketing.

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 Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth Case Study


The case looks at the enormous disruption affecting the entire automotive industry through the eyes of a recently hired CRM expert at the British premium car maker Jaguar Land Rover who keeps the marketing team grounded by taking a customer-centric approach. The case provides a clear sense of purpose about the typical customer journey and the touchpoints where the car maker can reach out to the customer with relevant and timely information. The case reveals the way in which JLR collects data and customer intelligence during the product lifecycle in clear and easy-to-understand terms. One of the highlights of the case is the use of ethnographic research to strengthen the relationship between the target customer and the brand. The case also examines the creative use of smart-data analytics for decision making and the innovative deployment of conjoint analysis for simulating output volumes against price points.


Case Authors : Joerg Niessing, Brian Henry

Topic : Sales & Marketing

Related Areas : Marketing




Calculating Net Present Value (NPV) at 6% for Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth Case Study


Years              Cash Flow     Net Cash Flow     Cumulative    
Cash Flow
Discount Rate
@ 6 %
Discounted
Cash Flows
Year 0 (10002505) -10002505 - -
Year 1 3448566 -6553939 3448566 0.9434 3253364
Year 2 3965164 -2588775 7413730 0.89 3528982
Year 3 3940421 1351646 11354151 0.8396 3308453
Year 4 3243462 4595108 14597613 0.7921 2569126
TOTAL 14597613 12659925


The Net Present Value at 6% discount rate is 2657420

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. Profitability Index
2. Internal Rate of Return
3. Payback Period
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. Customer Jaguar 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 Customer Jaguar have higher preference for cash returns over 4-5 years rather than 10-15 years given the nature of the volatility in the industry.




Formula and Steps to Calculate Net Present Value (NPV) of Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth

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 Customer Jaguar 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 Customer Jaguar 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 (10002505) -10002505 - -
Year 1 3448566 -6553939 3448566 0.8696 2998753
Year 2 3965164 -2588775 7413730 0.7561 2998234
Year 3 3940421 1351646 11354151 0.6575 2590891
Year 4 3243462 4595108 14597613 0.5718 1854460
TOTAL 10442337


The Net NPV after 4 years is 439832

(10442337 - 10002505 )






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 (10002505) -10002505 - -
Year 1 3448566 -6553939 3448566 0.8333 2873805
Year 2 3965164 -2588775 7413730 0.6944 2753586
Year 3 3940421 1351646 11354151 0.5787 2280336
Year 4 3243462 4595108 14597613 0.4823 1564170
TOTAL 9471897


The Net NPV after 4 years is -530608

At 20% discount rate the NPV is negative (9471897 - 10002505 ) so ideally we can't select the project if macro and micro factors don't allow financial managers of Customer Jaguar 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 Customer Jaguar has a NPV value higher than Zero then finance managers at Customer Jaguar 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 Customer Jaguar, then the stock price of the Customer Jaguar 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 Customer Jaguar 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 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.

What can impact the cash flow of the project.

Understanding of risks involved in 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.

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

Joerg Niessing, Brian Henry (2018), "Jaguar Land Rover: Towards a Customer-centric Organisation - Leveraging Customer Intelligence and Data Analytics for Sustainable Growth Harvard Business Review Case Study. Published by HBR Publications.