Operating across both the FMCG and Shell lubricants sectors, Elgeka-Ferfelis manages two markets with distinct credit risk profiles. Yet the company follows one consistent strategy: safeguarding sales while creating opportunities for sustainable business growth. By identifying reliable trading partners, anticipating financial challenges and making informed decisions in real time without slowing operations, Elgeka-Ferfelis demonstrates how a proactive approach to trade credit risk management, supported by Coface’s trade credit insurance and Business Information solutions, helps unlock new growth potential.
FMCG and Lubricants: Two Industries, Different Risk Challenges
For more than 30 years, Elgeka-Ferfelis has been a leading distribution and brand-development partner in Romania, helping local and international brands achieve sustainable growth through integrated sales, marketing and logistics services. Headquartered in Bucharest with operations across the country, Elgeka-Ferfelis serves thousands of customers every day.
Its diverse portfolio includes nationwide FMCG distribution through both traditional and modern retail channels, as well as serving as the macro-distributor of Shell lubricants in Romania and Moldova for the automotive, transportation and industrial sectors.
Two business lines, two distinct risk environments, but one shared objective: keeping growth opportunities open while maintaining control over credit risk. This diversified structure requires a sophisticated approach to commercial risk assessment. In the FMCG sector, success depends on inventory turnover and customer liquidity. In the lubricants market, evaluating the long-term financial strength of business partners is essential.
For us, identifying a ‘good risk’ today means looking at client market adaptation, commercial transparency and, in the end, its future growth potential.
- Roxana Olteanu, Chief Financial Officer, Elgeka-Ferfelis
Two markets, thousands of customers and one key challenge: making fast, data-driven business decisions. Discover how Elgeka-Ferfelis uses a proactive trade credit risk management strategy to accelerate growth.
Driving Business Growth Through Smarter Risk Management
For Elgeka-Ferfelis, identifying and assessing a strong credit risk profile is only the beginning. The next step is confidently supporting growth. For more than a decade, the Romanian distributor has relied on Coface’s expertise and risk management solutions to navigate domestic and international trade risks. Together, they have built an open and strategic approach to credit risk management.
The results are significant: turnover has increased fourfold in just a few years, credit management processes have become more robust, claims have steadily declined, and stronger payment discipline has been established across its customer base.
Working along with Coface during so many years helped us to turn the credit risk management into growth driver rather than a constraint.
- Roxana Olteanu, Chief Financial Officer, Elgeka-Ferfelis
Making Real-Time Business Decisions with Confidence
Since 2022, Elgeka-Ferfelis has enhanced its trade risk management framework through Coface Business Information services. By leveraging business information reports and the Urba360 platform, the company continuously monitors the financial health, creditworthiness and payment behaviour of its commercial partners.
Rather than restricting business activity, this combination of trade credit protection, business intelligence and expert support has created new opportunities for growth. With greater visibility into customer risk, Elgeka-Ferfelis can confidently pursue opportunities that might otherwise be delayed or overlooked due to limited information.
An open approach to risk management, powered by our partnership with Coface, has transformed the way we operate across both divisions.
This helped us to engage with more new customers with direct impact also on strengthening the trust of our business partners.
- Roxana Olteanu, Chief Financial Officer, Elgeka-Ferfelis
Digitalisation and Predictive Analytics: Anticipating Risk Before It Happens
Today, commercial risk management at Elgeka-Ferfelis goes far beyond protecting the business against losses. It plays a strategic role in supporting expansion and enabling confident decision-making. As a result, the company increasingly focuses on digitalisation, instant risk assessment tools and predictive solutions capable of identifying emerging risks before they impact operations. This is especially important in the FMCG sector, where critical business decisions often need to be taken within hours.
“Today, we are we are interested in using predictive modeling using real time market data in order to anticipate trends and risks before they materialize, rather than having a post-factum reaction. That’s it, Keeping your World Open!” - Roxana Olteanu, Chief Financial Officer, Elgeka-Ferfelis
You too: Keep your world open!
- Evaluate your exposure to international credit risk for free: contact your local Coface experts today and request a personalised demonstration.
