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Sales, marketing, and logistics

Long-term, mutually trusting cooperation with our business partners and customers is an essential basis for sustainable growth. We strive to guarantee top quality and outstanding service, together with reliable logistics and product availability. Sales and research and development work closely together in order to integrate concepts and ideas developed by the sales force into new products. Fresenius generally has its own sales organizations with trained employees. However, we also use external distributors in countries where we do not have our own sales team.

At Fresenius Medical Care, Global Manufacturing Operations (GMO) manages procurement, sales, and logistics. In North America, GMO manages the entire supply chain – from allocating the raw materials through the manufacturing facilities to delivery of the finished products to the customers. Outside North America, GMO is responsible for delivering the finished products to central distribution centers. The onward distribution to customers and patients is managed locally.

Fresenius Medical Care’s most important customers are state-owned or public health insurers, private health insurers, and companies. In 2012, approximately 32% of the company’s consolidated revenues were attributable to U.S. federal health care benefit programs, such as Medicare and Medicaid reimbursement. The company’s largest private customer, which is also the world’s second-largest provider in the dialysis services sector after Fresenius Medical Care, is the U.S. company DaVita. Fresenius Medical Care generated around 1% of its revenue with DaVita in the last fiscal year.

Fresenius Kabi’s products are shipped from the production plants to central warehouses, wholesalers, or directly to hospitals or patients. Fresenius Kabi maintains an international hub, e. g. in Friedberg, Germany, for a significant proportion of its range of products. Its warehousing capacity has been expanded in recent years from approximately 40,000 to 75,000 pallet spaces. Fresenius Kabi’s customer base is broad. It includes hospitals, wholesalers, purchasing organizations, and health care facilities, as well as homecare patients. The company’s own homecare organization in Germany cares for more than 200,000 outpatients every year. In the United States, Fresenius Kabi mainly distributes its products through GPOs (Group Purchasing Organizations). Internationally there is a growing tendency for government entities to award contracts by public tender, in which Fresenius Kabi also participates.

An increasing concentration on the customer is augmenting. However, Fresenius Kabi has no significant dependency on any one source of revenue.

Procurement and the related internal processes are key non-medical elements regarding the treatment of patients and the proper operation of a hospital at Fresenius Helios. These extend from warehousing to storing medication and supplies in the wards, i. e. providing them with their required materials. Every HELIOS region has its own logistics center. In addition, the company’s own and third-party pharmacies deliver prescription drugs to hospitals. Thanks to these regional supply structures, HELIOS achieves substantial cost synergies within the hospital group. Customers include social security institutions, health insurers, and private patients.

Fresenius Vamed provides health care services on a global basis and plans and builds health care facilities. The clients of Fresenius Vamed are mainly public institutions, e. g. ministries and authorities, public and private hospitals, and other health care facilities.

The business segments offer after-sales services, training, technical support, servicing, and maintenance and warranty arrangements in every country in which Fresenius sells its products. They additionally provide product training and the operation of regional service centers, which are responsible for day-to-day international service support.

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