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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 the entire supply chain in North America – from allocating the raw materials 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. The main customers are dialysis clinics and hospitals.

Fresenius Medical Care’s most important customers in dialysis care are state-owned or public health insurers, private health insurers, and corporations. In 2013, approximately 32% of the company’s consolidated revenues were attributable to U.S. federal health care benefit programs. The company’s largest private customer, which is also the world’s second-largest provider of dialysis services after Fresenius Medical Care, is the U.S. company DaVita. Fresenius Medical Care generated approximately 1% of its revenue with DaVita in 2013.

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. The company’s own homecare organization in Germany cares for about 185,000 outpatients every year. In the United States, Fresenius Kabi mainly distributes IV drugs through GPOs (Group Purchasing Organizations). The main customers in the area of transfusion technology are plasma companies and blood centers.

Generally, there is a growing tendency for government entities to award contracts by public tenders, in which Fresenius Kabi usually participates. An increasing concentration on the customer is augmenting, raising the relevance of individual customers. However, Fresenius Kabi has no significant dependency on any one source of revenue.

At Fresenius Helios, patient-related services, such as collection and delivery services within hospitals as well as logistics and related internal processes, are key elements in the care of patients and the proper operation of hospitals. These extend from warehousing to storing medication and supplies in the wards, i. e., providing them with their required materials. Every HELIOS region has at least one 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 its hospital network. Customers include social security institutions, health insurers, and private patients.

The clients of Fresenius Vamed are mainly public institutions, e. g., ministries and authorities, public and private hospitals, and other health care facilities.

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