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| SALES
AREA
"Customers, our most valuable asset"
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Our Sales Area is in charge of marketing LABORATORIOS INDAS’s products through our three main channels, pharmacies, hospital and consumer retailers, in Spain and Portugal, and of exporting them to more than 20 international markets.
LABORATORIOS INDAS’s successful history has had to do with the professional nature of our sales network and the team work of all the Area’s staff. Our most powerful tool –the value we always try to convey to health professionals– is the knowledge gained in the field we are experts: urinary incontinence.
Our sales network is comprised of 4 Divisions, Pharmacy, Hospital, Consumer and Exports. Its 94 professionals advise customers on the characteristics and advantages of our products.
- Pharmacy Division (114 customers; 55% of sales): it supplies pharmaceutical centres and cooperatives, as well as wholesale distributors of orthopedics and pharmacy products. It reaches 21,000 doctors, 8,200 nurses or health professionals, and 14,500 pharmacies, informing them of our products’ virtues, of their advantages for target groups. In addition, through Transferindas and our B2B online services, pharmacists can place their orders on the web and get information on special offers or new products.
- Hospital Division (1,168 customers; 30% of sales): it supplies public and private hospitals, primary healthcare units, and 1,720 retirement homes. In connection with this Division, in 2005, LABORATORIOS INDAS launched its new line of active incontinence pads, INDAFOAM. Also, a boost was given to our line of disposable medical scrubs, INDRAPE.
- Consumer Division (350 customers; 11% of sales): it supplies supermarkets, hypermarkets and food wholesalers, pharmaceutical wholesalers and perfumeries selling our brand products, INDASLIP, INDASEC, INDASBED, BAMBINO, CORAL, NENE, NUVENIA, LOTO. To our most important customers, however –HIPERCOR, EL CORTE INGLÉS, AUCHAN, COVIRÁN–, we offer distributor brand products. Recently, this Division has specialised in the slight to moderate incontinence market. This strategy proved successful, mainly due to INDASEC’s leadership and the growth of older population. Thus, consumers can find our products in their usual shopping places, considering LABORATORIOS INDAS as a prestigious and leading manufacturer.
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- Exports Division (4% of sales): it supplies our subsidiaries in Morocco and Argentina, as well as distributors in the UK, Ireland and Germany. 90% of our exports are incontinence care products. Geographically, European –especially Eurozone– markets account for 75% of our sales abroad. The other destination markets are located in America (12%), and Africa and the Middle East (13%).
For an effective management of sales, we have a Commercial Management Division, in charge of order tracking, invoicing, and payment collection tasks. This Division also prepares statistical and analytical sales reports, providing all the support information our department needs. Since 2003, EDI orders have been automatically integrated into our SAP management system. This has led to the suppression of print invoices, authorised by the Spanish Tax Agency. In 2005, we automated fax order reception, by digitalising orders as we receive them, thus making work easier and reducing the number of mistakes.
In the Sales Department, we believe customers change according to the channel. Every customer is special and unique; they are our most valuable asset.
Sales network representatives attending our 2006 Annual Meeting, in Pozuelo, Madrid
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