How One Buyer Used Total Cost of Ownership to Cut 22 Percent

The Buyer's Side with Fexingo: Procurement, Sourcing, and B2B Purchasing Decisions · Jun 26, 2026 · 7m · transcript

Episode 75 of The Buyer's Side with Fexingo. Lucas and Luna unpack the story of a procurement director at a mid-size industrial manufacturer who shifted from purchase price to total cost of ownership (TCO). The buyer targeted a key hydraulic component, modeled every cost — freight, duty, storage, rework, downtime — and discovered that a seemingly cheaper supplier was actually 22 percent more expensive over the product's lifecycle. The episode walks through the TCO model, the negotiation that followed, and the internal pushback the buyer faced. Listeners walk away with a concrete…