Debts were sorted into niches – Newspaper Kommersant No. 30 (7475) dated 02/17/2023

In 2022, the offer of overdue debts under the cession scheme increased significantly on electronic trading platforms (ETPs). At the same time, the volume of transactions decreases against the backdrop of falling prices. At the same time, niche products, such as debts of bankrupts and deceased citizens, are being actively sold. This allows specialized players to rely on high margins in the absence of competition.

As follows from the study “Activebusinessconsult” (ABK, a collection agency and an auction service for the sale of debts, is part of the Sberbank ecosystem), which Kommersant got acquainted with, in 2022 the volume of supply in the debt market increased by 34–35%, to 206, 7 billion rubles (on the principal) or 292.8 billion rubles. (including interest and penalties). At the same time, only 201.5 billion rubles worth of debts were actually sold. (including interest and penalties), or 68.9%. In 2021, the share exceeded 96%.

Part of the situation is due to a decrease in the cost of debt. So, in 2021, the overdue portfolio was sold on average for 17.2% of the total debt, in 2022 – for only 11.4%, follows from the materials of the ABC.

Traditionally, the largest category of delinquency offered at EPT has been unsecured cash and POS loans. Thus, in 2022, the volume of supply of such products amounted to 284.8 billion rubles, twice as much as a year earlier. Less than 70% were implemented. The sale price in the segment decreased by a third, to 11.5%.

The debts of cession portfolios (consumer loans, overdrafts) remain the most relevant today, followed by car loan packages, the Russian Auction House (RAD) confirms.

But the largest players prefer to work with such debts, who “actively buy debts not individual, but packaged, as they know the process and efficiency of collection of assignable portfolios,” explains Konstantin Raev, Executive Director of the RAD. Marginality is achieved through large volumes.

In 2023, a significant improvement in the situation with the cost of debts should not be expected, they believe in the ABC. “There is no cheap borrowing money and investment financing on the market. Financial models are reconfigured for longer-term work with debt. Buyers evaluate the portfolios being sold in more detail, take into account the increase in the cost of the collection process and additional unforeseen risks,” explains Denis Belkin, head of the Debt Market ETP.

However, the situation on the market is not uniform – in particular, one can see a significant increase in the sale of debts of deceased citizens and bankrupts, although they account for a small market share.

So, in 2022, the debts of bankrupts on the ETP were offered for 3.8 billion rubles, 7.4 times more than in 2021, the debts of deceased citizens – for 145.6 million rubles. (20 times more).

In the context of falling prices in the NPL market and high competition for profitable portfolios, this is a completely justified strategy. Accounts receivable in relation to insured events is very popular today, adds Konstantin Raev. “Sellers have begun to allocate niche portfolios for certain groups of claimants who are directly interested in such unattractive segments for the majority of the market,” explains ABC. In 2023, they expect there, the growth of supply in these niches will continue, and “accordingly, the retraining of buyers who want to work in sectors with less competition, greater risk, but also with greater potential marginality.”

Polina Trifonova