Management Report Non-Financial Performance Indicators and other Success Factors Sales, Marketing and Logistics 
SALES, MARKETING AND LOGISTICS
Long-term, mutually trusting cooperation with our customers is an essential basis for sustainable growth. We strive to guarantee top quality and top service to our customers, together with reliable logistics and product availability. Thanks to its broad product portfolio and long experience, Fresenius has been able to build and maintain close relationships with its customers worldwide. Close cooperation between Sales and Research & Development enables the Company to integrate concepts and ideas generated by the sales force with regard to the development of products. Fresenius has its own sales organizations with trained sales personnel. The sales teams coordinate direct sales promotion measures, including visits to doctors, medical specialists, hospitals, and special clinics. The Company also employs external distributors in countries where we do not have our own sales force.
Fresenius’ products are shipped by the production plants to central warehouses, mostly located not far from the production sites. These central warehouses dispatch the products to the regional warehouses, which then distribute them to the clinics and other customers, or directly to a patient’s home. The business segments offer after sales services, training in the local language, technical support, servicing and maintenance, and warranty arrangements in every country in which Fresenius sells its products. Product training is also provided at the Company’s production sites. Regional service centers are operated that are responsible for day-to-day international service support.
The business segments have the following customer structure:
Dialysis clinics and hospitals are Fresenius Medical Care’s main customers for its products business. In dialysis care, approximately 36% of Fresenius Medical Care’s revenues are derived from the U.S. government’s Medicare/Medicaid programs, about 64% from private and other health care payors and hospitals.
Fresenius Kabi has a broadly diversified customer base. This includes hospitals, wholesalers, purchasing associations, medical and similar institutions, hospital operators, and home care patients. There is no significant dependence on one source of revenue.
The customers of Fresenius Helios include social security institutions, health insurers, and private patients.
The customers of Fresenius Vamed are public and private hospitals and other health care facilities.