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From Cost Center to Growth Lever: Why CFOs Should Prioritize Direct Spend

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From Cost Center To Growth Lever: Why Cfos Should Prioritize Direct Spend

For many Chief Financial Officers, direct spend – the money spent on direct materials and services that go into a company’s products – remains an underappreciated lever. Historically, direct spend has been viewed as a cost of goods sold to control, largely managed by procurement and operations. Yet this perspective is changing, and for good reason. In product-centric industries, direct materials can represent the largest portion of total expendituresoften up to 80% of overall spend. Ignoring such a substantial cost driver is a missed opportunity. By elevating direct spend from a mere cost center to a strategic focus, CFOs can unlock new margin improvements, optimize cash flow, and strengthen supply chain resilience.

Direct Spend: The CFO’s Overlooked Priority

CFOs are increasingly recognizing that direct spend deserves more attention at the executive level. According to a recent Coupa Strategic CFO survey, 39% of CFOs still view direct spend as a challenge or basic cost center, while about 60% acknowledge it as strategic but in need of better alignment with business goals. In other words, virtually all finance leaders know there is untapped value in this area, but many have yet to actively seize it. This gap in focus represents a critical blind spot. Direct spend is the largest and most influential cost driver on the income statement, impacting gross margins, cost of goods sold (COGS), and ultimately the bottom line. Treating it with a “blind eye” or leaving it solely to the operational side means leaving money on the table and exposing the company to avoidable risks.

Why has direct spend historically been overlooked by CFOs?

One reason is organizational silos: procurement and supply chain teams traditionally manage supplier negotiations, bills of materials, and production inputs, while Finance tracks financial outcomes. CFOs have tended to focus on indirect spend (SG&A and overhead costs) where they have more direct control and visibility. Indirect procurement improvements (e.g. cutting discretionary spend or automating procure-to-pay) have been championed by Finance in many firms. Meanwhile, direct spend processes often run on legacy ERP systems or spreadsheets, with CFO involvement limited to approving budgets or reviewing variances. This separation can make direct spend feel “out of sight, out of mind” for finance leaders.

However, the volatility of recent years – from supply disruptions to commodity price swings – has underscored that direct spend is far from a fixed cost of doing business. CFOs who prioritize direct spend management can transform it from an operational necessity into a strategic performance lever. The potential upsides are significant: even a few percentage points reduction in direct material costs can translate into substantial margin expansion. Improved procurement of direct inputs can free up cash, reduce balance sheet inventory, and avert expensive production delays. In short, direct spend isn’t just about cost control – it’s about value creation and risk mitigation at an enterprise level.

From Blind Spot to Strategic Driver: The Business Case for Focus

Leading organizations are now turning their attention to direct spend as a frontier for financial improvement. What can CFOs gain by shining a spotlight here? In Coupa’s recent CFO Direct Spend Masterclass, experts outlined how refocusing on direct spend can turn this area from a “blind spot” into a strategic growth driver. Key benefits include:

Visibility & Cost Control: Gaining end-to-end visibility into direct spend helps find hidden costs – from procurement process inefficiencies to unexpected freight charges or supplier price hikes – before they hit the financials. With better data, CFOs can identify and eliminate waste, ensuring that every dollar spent on raw materials or components is competitive and justified. This proactive cost management directly protects profit margins.
Working Capital Optimization: Tight oversight of direct spend can reduce the cash-to-cash cycle. Often, lack of coordination in purchasing and production leads to overstocked inventory or obsolete materials, which tie up cash and increase holding costs. By aligning procurement with demand and eliminating excess stock, companies reclaim trapped working capital and free up cash for strategic initiatives. In financial terms, this means lower Days Inventory Outstanding and a stronger liquidity position – outcomes any CFO can applaud.
Supply Continuity & Risk Reduction: Direct spend focus goes hand-in-hand with supply chain resilience. CFOs who engage in direct procurement strategy push for stronger supplier relationships and diversification of sources for critical materials. This ensures supply continuity and reduces the risk of costly disruptions (like line shutdowns or expedited shipping fees due to shortages). The financial translation is fewer surprise expenses and more stable revenue delivery. In an unpredictable global environment, such resilience planning is a strategic asset.
Improved Forecasting & Predictability: When Finance works closely with procurement on direct spend, it enhances forecasting accuracy for COGS and margins. CFOs can get ahead of commodity price fluctuations or foreign exchange impacts on input costs. With integrated data and scenario planning, leaders make more confident, data-driven decisions about pricing, sourcing, and inventory. The result is greater predictability in financial outcomes, which translates to more reliable earnings forecasts and reduced volatility – a key concern for boards and investors.

In sum, by treating direct spend as a strategic driver, CFOs can cut inefficiencies, boost cash flow, and safeguard the business’s profitability. The conversation shifts from “How do we minimize this cost?” to “How do we leverage this spend for competitive advantage?” This is the essence of turning direct spend from a mere cost center into a growth lever.

Speaking the CFO’s Language: Translating Procurement Value into Financial Impact

A crucial element in bringing focus to direct spend is financial translation – the ability of procurement leaders to frame their initiatives in terms that resonate with CFOs and finance teams. Procurement may inherently understand the operational value of, say, qualifying a second-source supplier or negotiating longer payment terms. But to get full C-suite buy-in, those efforts must be expressed in financial outcomes like margin improvement, risk reduction, or cash flow enhancement. In other words, procurement needs to speak the CFO’s language.

Consider the following examples of how procurement initiatives around direct spend can be translated into finance-centric metrics:

Procurement Initiative (Direct Spend)
Financial Impact (CFO Lens)

Negotiated 5% cost reduction on key raw materials
Lower Cost of Goods Sold, boosting gross margin and EBITDA.

Consolidated suppliers for volume advantages
Improved pricing and reduced vendor management overhead, directly improving profitability.

Improved on-time delivery with key suppliers
Fewer production delays and expedite costs, protecting revenue and avoiding unexpected expenses.

Optimized inventory levels through better planning
Freed-up cash from inventory (lower working capital requirements), improving cash flow and liquidity.

Extended payment terms (or dynamic discounting)
Better cash conversion cycle – either by holding cash longer or earning early pay discounts, contributing to interest savings and higher free cash flow.

In each case, the procurement action is mapped to a tangible financial result. This kind of translation is powerful. It not only helps the CFO understand the value of direct spend initiatives, but also ensures that procurement and finance are aligned on common goals. For instance, a procurement team’s success in negotiating savings should visibly move the needle on gross margin or EBITDA – and if it doesn’t, both sides can investigate why (e.g. leakage, demand changes, etc.). By establishing this shared language, CFOs are more likely to support investment in procurement tools or process improvements, because the ROI is clear in financial terms.

Procurement leaders can facilitate this by developing dashboards and reports that bridge operational metrics with financial KPIs. Instead of reporting “savings achieved” in procurement terms, they can report impact on COGS or working capital in finance terms. Likewise, risk mitigation efforts (like qualifying backup suppliers for a sole-sourced component) can be translated into avoided revenue loss or quantified risk reduction. The more procurement can illustrate direct spend management as driving business outcomes – not just procurement department outcomes – the more attention and resources CFOs will devote to it.

A Path Forward: Aligning Finance and Procurement (the S2P Framework)

How can CFOs and procurement leaders put these ideas into practice? It requires a collaborative approach and often, enabling technology. One strategic move is adopting an integrated Source-to-Pay (S2P) framework that unifies processes from sourcing all the way through procurement and payment. In the past, direct procurement activities (like supplier selection, contract management, purchase planning) often lived in separate systems from the financial side (purchase orders, invoices, payments). Today, modern S2P platforms are breaking down these silos. For example, Coupa’s unified design-to-pay platform provides one place to manage all spend – direct and indirect – with end-to-end visibility. Such a system connects the dots: sourcing events, contracts, and purchase orders for direct materials flow seamlessly into the accounts payable and spend analysis process.

The S2P approach means CFOs can finally get a comprehensive view of total spend. With guided workflows and real-time data, finance and procurement teams are literally on the same page – seeing the same numbers, trends, and risks. An integrated platform enables prescriptive insights: for instance, AI-driven analytics might flag that a spike in commodity price is driving up costs in a certain category, prompting procurement to act before it impacts the P&L. Or it could show that inventory on hand for a critical item is above optimal levels, prompting a strategic review of purchasing frequency. In short, S2P tools help translate operational data into the financial impact quickly, which aligns everyone on priorities.

Of course, technology alone isn’t a silver bullet. CFOs should also foster a culture of partnership with procurement. This means involving procurement leaders in strategic planning and budgeting discussions, and vice versa – letting finance have insight into procurement’s supplier strategies and challenges. Joint KPI setting is useful: for example, target a certain reduction in COGS % or a boost in inventory turns, and make it a shared objective for both finance and procurement. Regular executive reviews of direct spend performance (just as many companies do for indirect spend or SG&A budgets) can keep the focus sharp.

Ultimately, making direct spend a CFO priority is about connecting the dots between the shop floor and the balance sheet. When CFOs treat direct expenditures not as a black box to be managed by others, but as a strategic domain where they can apply financial leadership, the business stands to gain. The biggest cost line item becomes a source of competitive advantage – driving cost efficiency, supporting growth, and insulating the company from shocks.

These insights are drawn from Coupa’s Source-to-Pay framework and a recent CFO Direct Spend Masterclass session (available here). By translating operational improvements into financial outcomes, CFOs and procurement leaders together can turn direct spend from a blind spot into a bright spot on the executive agenda – one that delivers real dollars-and-cents value to the enterprise.

The post From Cost Center to Growth Lever: Why CFOs Should Prioritize Direct Spend appeared first on Logistics Viewpoints.

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BMW’s Job Cuts Reveal the Real Battle Over Europe’s Automotive Supply Chain

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BMW has spent the past several years looking like the most composed member of Germany’s increasingly unsettled automotive industry.

Volkswagen has been trying to shrink a cost structure built for a larger European market. Porsche has struggled with falling demand in China. Mercedes-Benz has been cutting costs and reconsidering the breadth of its vehicle portfolio.

BMW appeared to have given itself more room to maneuver.

It continued investing in electric vehicles without committing its entire future to a single propulsion technology. Its factories retained the flexibility to build combustion, plug-in hybrid, and electric models. Its premium positioning also offered some protection from the price competition consuming the lower end of the market.

That strategy has not failed. But it has not insulated BMW from the forces now reshaping the European automotive industry.

BMW said in late July that it would eliminate several thousand positions in Germany by the end of 2027 through a voluntary severance program. The cuts are aimed at administrative and development functions, not production workers. Reuters, citing a person familiar with the plan, reported that BMW’s global workforce could eventually decline by roughly 8,000 positions. BMW has not publicly confirmed that figure.

The distinction matters.

This is not simply another automaker cutting factory employment because demand weakened. BMW is taking a harder look at how the company is managed, how decisions move through the organization, and how much overhead is required to develop and sell a vehicle.

At nearly the same time, France, Germany, and the European Commission are moving toward a more deliberate effort to keep automotive production and component value inside Europe.

The two developments belong together.

BMW is trying to become leaner and faster. Europe is preparing to make automotive sourcing more regional, more traceable, and more closely tied to public policy.

The first effort may simplify BMW. The second could make its supply chain considerably more complicated.

BMW’s Margins Leave Little Room for Delay

BMW’s second-quarter results explain why management is prepared to revisit structures that once appeared permanent.

Group profit before tax fell 35.1% from the previous year to €1.697 billion. Revenue declined 7.9% to €31.259 billion. Within the automotive segment, earnings before interest and taxes fell 60.7% to €629 million. The automotive operating margin dropped from 5.4% to 2.3%.

BMW attributed the pressure to lower volumes, intense competition in China, currency movements, higher depreciation, commodity costs, and additional U.S. tariffs. Tariffs alone reduced the automotive margin by approximately 1.25 percentage points during the second quarter and first half.

The company has already been cutting spending. Selling and administrative expenses in the automotive business fell 8.3% during the quarter. But those reductions were not enough to offset the deterioration in the market.

China remains the most immediate problem.

BMW Group deliveries in China fell 30.2% during the second quarter, from 168,959 vehicles to 117,927. Deliveries were down 20.4% for the first half. Global second-quarter deliveries declined 4.9%, despite growth in Europe and the United States.

China once provided German premium automakers with a powerful source of volume, profit, and confidence. Those earnings helped finance large engineering organizations, broad vehicle portfolios, and the enormous cost of developing the next generation of vehicles.

That economic engine is becoming less dependable.

Chinese automakers are no longer simply lower-cost competitors. They are developing new vehicles quickly, integrating software effectively, and competing most aggressively in the electric-vehicle segments where much of the industry’s investment is now concentrated.

BMW has reduced its expected 2026 automotive margin from 4%–6% to 1%–3%. It now expects deliveries to decline slightly and group profit before tax to fall significantly from the previous year.

Those numbers turn the discussion from incremental improvement to structural change.

The Next Restructuring Will Reach the Office

BMW’s decision to focus voluntary departures on administration and development says a great deal about where management believes the company has become too heavy.

Automotive complexity accumulated over decades. New regions, brands, technologies, regulations, and vehicle programs created new processes. Those processes created committees, specialists, interfaces, and layers of management.

That structure was easier to support when margins were higher and China was growing. It becomes much harder to justify when an automaker must simultaneously fund combustion engines, plug-in hybrids, battery-electric vehicles, software platforms, batteries, and autonomous-driving systems.

BMW’s new CEO, Milan Nedeljkovic, has said the company will revisit processes and structures that were previously considered untouchable. The review will extend across sales, procurement, production, and development. BMW also plans to reduce some model variants where demand no longer justifies the complexity.

That may matter more than the final number of job cuts.

A company can remove thousands of positions and still leave the underlying work untouched. The remaining employees simply inherit the same reports, approvals, meetings, and handoffs.

BMW’s real challenge is to remove work from the system.

That may mean fewer model combinations, fewer approval layers, tighter engineering priorities, and a more direct connection between product decisions and supplier execution.

Artificial intelligence will have a role in document-heavy areas such as procurement, engineering support, finance, and compliance. But the technology is not the central story.

The real test is whether BMW uses it to eliminate steps and shorten decision cycles, or merely asks a smaller workforce to operate the same complicated organization.

Germany’s Supplier Base Faces the Harder Transition

BMW’s restructuring will attract attention because of the company’s size. The more severe adjustment may occur among suppliers.

The German Association of the Automotive Industry estimates that the country lost roughly 100,000 automotive jobs between 2019 and 2025. It projects that another 125,000 could disappear by 2035 under current conditions.

Suppliers are caught between two technology systems.

They must continue supporting combustion vehicles that still generate substantial volume and cash flow. At the same time, they must invest in electric drivetrains, battery systems, power electronics, sensors, software, and thermal management.

The old business is expected to decline. The new business often lacks the scale or margins to replace it.

Automakers also continue pushing suppliers for cost reductions while those suppliers face higher European energy, labor, financing, and regulatory costs.

This is why European suppliers are pressing for a meaningful definition of “Made in Europe.”

Their concern is not simply where final assembly occurs. A vehicle can be assembled in Europe while much of its battery, electronics, materials, software, and component value comes from elsewhere.

Europe retains the assembly jobs but gradually loses the industrial capabilities that determine where engineering expertise, intellectual property, and future investment reside.

“Made in Europe” Becomes a Supply-Chain Rule

The European Commission’s proposed Industrial Accelerator Act is an attempt to reverse that drift.

Introduced in March, the proposal would increase demand for European-made, low-carbon industrial products and strengthen capacity in strategic sectors. For the automotive industry, it would connect selected public support and procurement programs to European assembly, regional content, and critical-component requirements.

The proposal has not yet completed the EU legislative process.

According to the framework described by the European automotive supplier association CLEPA, a qualifying vehicle would need to be assembled in the EU and meet a 70% regional-content threshold. A separate 50% threshold for designated critical components would take effect three years after the final regulation is published.

The political logic is straightforward. Europe does not want public money intended to support European industry flowing primarily into imported batteries, electronics, and other technologies.

The supply-chain implications are much less simple.

A 70% threshold turns the nationality of a vehicle into a data problem.

Automakers will need to know not only where final assembly occurred, but where the value inside the vehicle originated. That may require tracing battery cells, power electronics, semiconductors, magnets, software, castings, and raw-material processing across multiple supplier tiers.

Most automakers have strong visibility into tier-one suppliers. Visibility further upstream is far less consistent.

A battery pack may be assembled in Europe using cells produced elsewhere, materials processed in another country, and electronic controls from a third. A semiconductor may be designed in Europe, fabricated in Asia, and packaged in another region.

Regional-content rules will turn those relationships into eligibility decisions.

Procurement teams will have to consider whether a sourcing choice moves a vehicle above or below the threshold and whether that affects access to public incentives or government purchasing programs.

The least expensive component may no longer produce the lowest total cost.

Europe Can Buy Time, Not Competitiveness

There is a legitimate case for protecting critical European industrial capabilities.

China has used coordinated investment, financing, infrastructure, procurement, and industrial policy to build strong positions in batteries, electric vehicles, critical-material processing, and solar technology. The United States has also become more willing to connect public incentives to domestic production.

Europe is responding to a world in which its competitors are already managing industrial outcomes.

But regional-content rules cannot solve BMW’s core operating problems.

They cannot shorten vehicle-development programs, improve software, eliminate unnecessary approvals, restore Chinese demand, or guarantee that a European supplier is globally competitive.

Industrial policy may create time, demand, and investment incentives. BMW still has to use that time well.

That is the tension at the center of the story.

Europe is trying to preserve the automotive supply chain from the outside. BMW is trying to rebuild its competitiveness from the inside.

Both efforts may be necessary. Neither is sufficient on its own.

The future of Europe’s automotive industry will not be determined simply by how many vehicles are assembled in Munich, Stuttgart, Wolfsburg, or elsewhere in the EU.

The more important question is how much of the vehicle’s value is created there.

Europe could retain assembly plants while losing batteries, electronics, software, semiconductors, materials processing, and engineering. Cars would still leave European factories, but a smaller share of the economic and technological value would remain in Europe.

BMW’s cuts are therefore more than another automotive cost program. They are evidence that the next restructuring will extend through management, development, procurement, supplier networks, and the rules used to determine where a vehicle truly comes from.

Europe is preparing to defend its automotive industrial base.

BMW is preparing for the possibility that defense will only buy time.

The post BMW’s Job Cuts Reveal the Real Battle Over Europe’s Automotive Supply Chain appeared first on Logistics Viewpoints.

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Master Tendering Season: Combining Rates, Complex Data & Forecasts for Smarter Procurement

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Don’t React to the Market—Lead It.

Procurement season is here, and navigating seasonal shifts requires more than isolated bidding tools or standalone market data. To make confident decisions, you need your rates, market intelligence, complex data, and internal systems working as one connected engine.

In this concise, 20-minute live product tour, you’ll discover how bringing rate management, forecasting, and seamless TMS/ERP integration together gives you full control over every procurement event.

What You’ll Learn in 20 Minutes:

Run Smarter Procurement Events
Combine active rate management with forward-looking market trends to know precisely when to lock in long-term contracts, leverage spot-bidding, or trigger BAF update procedures.
Forecast with Confidence Across Modes
Translate seasonal shifts, rate predictions, and market trends across Ocean and Air into clear, actionable decision points before you enter negotiations.
Streamline Complex Data & API Integrations
Stop fighting fragmented data sets. See how easily complex freight data syncs across your existing TMS and ERP solutions via flexible, connected APIs.

Plus, Judah Levine, Head of Research at Freightos will share what the latest market signals mean for your lanes right now.

Have questions? Bring them to the session for a live Q&A.
If you´re busy that day, save your spot anyway, we’ll send you the full recording after.

Your Expert Hosts

Judah Levine

Head of Research, Freightos Group

Judah is an experienced market research manager, using data-driven analytics to deliver market-based insights. Judah produces the Freightos Group’s FBX Weekly Freight Update and other research on what’s happening in the industry from shipper behaviors to the latest in logistics technology and digitization.

Oliver Esch

VP Commercial, Enterprise Shippers

Oliver brings 15+ years of experience helping Fortune 500 companies optimize their freight strategies. He’s guided enterprise shippers through multiple market cycles and will share battle-tested insights from the frontlines of ocean procurement.

The post Master Tendering Season: Combining Rates, Complex Data & Forecasts for Smarter Procurement appeared first on Freightos.

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Freightos Global Freight Outlook – August 2026

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You’re invited to join us for our upcoming July Freightos Global Freight Outlook market update webinar, on August 13th at 10:00am ET.

We’ll take a data-driven look at the latest in the international ocean and air freight markets, focusing on ocean implications from the latest in the Strait of Hormuz, indications for an early end to peak season on some lanes but signs of a rally for the transpacific, and the latest in tariffs and the trade war.

Speakers

Judah Levine

Head of Research, Freightos Group

Judah is an experienced market research manager, using data-driven analytics to deliver market-based insights. Judah produces the Freightos Group’s FBX Weekly Freight Update and other research on what’s happening in the industry from shipper behaviors to the latest in logistics technology and digitization.

Connect

The post Freightos Global Freight Outlook – August 2026 appeared first on Freightos.

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