Operating across both FMCG and Shell lubricants, Elgeka-Ferfelis navigates two markets with very different risk profiles. But with one clear strategy: protect sales while preserving its ability to grow. Identifying reliable partners, anticipating difficulties and making the right decisions in real time without slowing down business operations: Elgeka-Ferfelis demonstrates how an open approach to trade risk management, powered by Coface's trade credit insurance and Business Information solutions, is opening up new avenues for growth.
FMCG and lubricants: two markets, two faces of risk
A leading distribution and brand-building partner in Romania for more than 30 years, Elgeka-Ferfelis supports the sustainable growth of local and international brands through integrated sales, marketing and logistics services. From its headquarters in Bucharest and regional operations across Romania, Elgeka-Ferfelis serves thousands of customers every day.
The company operates across distinct business sectors, with a portfolio that includes FMCG distribution throughout Romania, covering both traditional and modern trade channels, as well as the macro-distributor of Shell lubricants in Romania and Moldova, serving the automotive, transport, and industrial sectors.
Two businesses, two faces of risk, but one shared imperative: keeping its world open to growth without ever losing control of risk. For Elgeka-Ferfelis, this diversity requires a nuanced understanding of commercial risk. In the FMCG sector, everything moves quickly: inventory turnover and client liquidity are key. In the lubricants business, the focus is instead on assessing the long-term financial stability of commercial partners.
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 challenge: making fast, informed decisions. Watch how Elgeka-Ferfelis leverages an open approach to trade risk management to support its growth.
Risk supporting growth: a tailored approach
For Elgeka-Ferfelis, being able to identify and assess a good risk is only the first step. The next stage is being able to support it. For more than ten years, the Romanian distributor has relied on Coface’s expertise and solutions to navigate trade risks both in its domestic market and internationally. Its guiding principle is an open approach to risk management, built step by step alongside Coface.
The results speak for themselves: turnover has quadrupled in just a few years, credit management procedures have become more rigorous, claims have steadily decreased over time, and stronger payment discipline has been encouraged among its buyers.
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 decisions without flying blind
Since 2022, Elgeka-Ferfelis has strengthened its trade risk management ecosystem through Business Information services. The company uses business information reports and the Urba360 platform to continuously monitor the financial health of its commercial partners, including their creditworthiness and payment behaviour.
Rather than limiting business activity, this combination of protection, information and human expertise has unlocked new growth opportunities. With a clearer view of risk, Elgeka-Ferfelis has been able to move forward with confidence in situations where a lack of information might otherwise have led to caution or missed opportunities.
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 models: anticipating risks before they materialise
Today, commercial risk management at Elgeka-Ferfelis no longer plays a purely defensive role. It provides the company with the means to support its development and move forward with greater confidence. As a result, its needs have evolved towards increased digitalisation, instant assessment capabilities and solutions that can anticipate risks before they affect operations, particularly in the FMCG sector, where decisions often need to be made 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
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