segments is presented according to geographical classification as primary segments. statement on secondary segments is classified based on business segments. Geographical segments are groups of company and its subsidiaries distinguished based on products launched or services rendered at specific economic area. each economic area naturally runs different risks and garners different gains.
Business segment is components belonging to the company and subsidiary companies distinguished in providing individual product or service as well as a group of related products. And the component runs different risks and garners different gains compared to different business segment.
Net sales based on geography of customers a.
the net sales total in 2008 was Idr 2.70 trillion. the figure shows a 14.33% increase from the total sales in 2007 (Idr 2.37 trillion). Based on the geographical segments of the customers, Indonesia is still the biggest with the biggest percentage. the netherlands is in the second position with total consumption of Idr 22.21 billion, followed by India with total consumption of Idr
Tinjauan Usaha
Business statement
Penjualan Bersih Berdasarkan Segmen Produk b.
Berdasarkan segmentasi produk, penjualan tertinggi masih terjadi penjualan lokal khususnya pada produk obat, pil KB, alat kesehatan dan lain-lain dengan total omset rp2,65 triliun. Angka tersebut mengalami kenaikan 15,22% dari tahun sebelumnya yang sebesar rp2, 30 triliun.
sementara itu, garam kina merupakan penyumbang terbesar dari penjualan ekspor dengan total omset rp22,22 miliar. Angka tersebut meningkat 21,16% dari tahun 2007 yang sebesar rp18,34 miliar.
Net Sales based on Product Segmentation b.
Based on product segmentation, the highest sales is still in local sales especially medicines, contraceptives pills, medical equipments and others with total turnover of Idr 2.65 trillion. this shows a 15.22% increase from the previous year’s sales which booked Idr 2.30 trillion.
Quinine salt contributed the biggest from export with total turnover of Idr 22.22 billion, a 21.16% increase from last year’s Idr 18.34 billion.
Tabel Penjualan bersih berdasarkan geografi s pelanggan Table of Net Sales based on the geography of customers
Negara / Countries 2008 2007
rp / IDR % rp / IDR %
Indonesia
Indonesia 2.667.252.054.389 98,61 2.331.140.071.104 98,54 Belanda
The Netherlands 22.217.222.431 0,82 18.342.433.144 0,78 India
India 11.446.073.512 0,42 10.636.788.946 0,45 Selandia Baru
New Zealand 1.554.030.000 0,06 382.200.000 0,02 Afghanistan
Afghanistan 646.986.200 0,02 1.562.462.203 0,07 Jepang
Japan 442.030.971 0,02 1.081.600.000 0,05 Cambodia
Cambodia 423.000.000 0,02 - -Afrika
Africa 350.350.000 0,01 68.509.326 0,00 Malaysia
Malaysia 174.000.000 0,01 1.282.808.486 0,05 Singapura
Singapore 159.030.200 0,01 637.113.756 0,02 Korea
Korea 31.992.000 0,00 501.914.880 0,02 Cina
China 31.640.000 0,00 - -
Jumlah / Total 2.704.728.409.703 100,00 2.365.635.901.845 100,00
uraian 2008 2007 Explanation
Penjualan produksi Perusahaan:
Company’s product Sales : Obat Generik
Generic Medicines 383.589.296.003 273.356.340.779
Obat ethical, lisensi dan narkotika
Ethical, License and Narcotic Medicines 225.686.728.203 197.226.884.582 Obat Bebas
Over The Counter medicines (OTC) 94.941.502.782 95.544.940.675 Bahan baku (minyak nabati, yodium dan kina)
Raw materials (oil & fats, iodine & quinine) 54.279.472.141 58.903.591.207 Alat kesehatan, Pil KB dan lain-lain
Medical equipment, contraceptive, pills and others 36.135.665.800 64.547.969.641
sub total 794.632.664.929 689.579.726.884
Penjualan produksi Pihak Ketiga : Third party sales product:
rincian penjualan menurut lini produk dapat dilihat dari tabel berikut ini :
details of sales based on product line are shown in the tables below:
Tabel Penjualan Bersih Berdasarkan Segmen Produk Table of Net Sales based on Product Segmentation
Uraian 2008 2007 Explanation
Penjualan Lokal : Local Sales:
Obat, Pil KB, Alat kesehatan dan lain-lain
Medicines, contraceptive pills, medical equipment and others. 2.648.118.193.889 2.303.130.157.779 Minyak nabati
Vegetable oil 19.133.860.500 28.009.913.325
Penjualan Ekspor : Export Sales:
Garam kina
Quinine salt 22.217.222.431 18.342.433.144
Yodium dan derivate
Iodine, derivatives 12.928.389.210 12.551.244.738
Obat dan lain-lain
Medicines and others 2.330.743.673 3.602.152.859
Total 2.704.728.409.703 2.365.635.901.845
Tinjauan Usaha
Business statement
untuk tahun yang berakhir 31 desember 2008 penjualan yang melebihi 10%, dilakukan dengan Instansi Pemerintah republik Indonesia sebesar rp 647,65 miliar (24,10%) tahun 2008 dan rp 626,95 miliar (26,50%) tahun 2007.
PT Kimia Farma Trading & Distribution
Kegiatan distribusi dilaksanakan oleh Pt Kimia Farma trading & distribution (Pt KFtd), yang berperan penting dalam upaya peningkatan penjualan produk-produk per-seroan. Pt Kimia Farma trading & distribution memiliki jaringan 41 cabang operasional yang terbagi dalam 39 cabang regular yang melayani secara umum, 1 cabang institusi khusus melayani institusi pemerintah, dan 1 cabang di Gorontalo yang ditangani secara langsung oleh cabang dari Manado.
Pt KFtd memiliki tenaga salesman untuk tahun 2008 sejumlah 502 orang yang melayani 50.000 outlet di seluruh wilayah Indonesia. disamping mendistribusikan produk-produk perusahaan, KFtd juga bertindak sebagai distributor untuk produk-produk prinsipal.
until december 31, 2008 sales of more than 10% was with government’s institutions with the record of Idr 647.65 billion (24.10%) in 2008 and Idr 626,95 billion (26.50%) in 2007.
PT Kimia Farma Trading & Distribution
the distribution activities are executed by Pt Kimia Farma trading & distribution (Pt KFtd), a subsidiary company that holds the role in increasing the sales of Kimia Farma’s products. Pt KFtd has 41 operational branches which are divided into 39 regular branches, 1 institution branch (that is specialized to serve only government institutions) and 1 branch in Gorontalo (directly supervised by Manado’s branch).
the number of sales workforces is 502, all of whom serve 50,000 outlets throughout the archipelago. In addition to distributing the company’s products Pt KFtd also acts as the distributor for principals’ products.
Prinsipal yang produknya didistribusikan oleh Pt KFtd:
Principals whose products are being distributed by PT KFTD:
Pt Kimia Farma (Persero) tbk.
Pt Widatra Bakti (Infus) Pt duta Kaizar Pt Mahakam Betafarma
Pt Biofarma Pt reddis Papua Pt Meier Indonesia
Pt Aman Asri Pt Biofarma
Pt Brataco Pt Busana utama
Pt claris Pt erela-erlimpex
Pt Guardian Pt Kasa Husada
Pt Metrolis Pt novell Pharm Pt Orang tua Farma
Pt Otsuka Pt Garam lososa
Pt Pyridam Pt takeda Pt unilab Pt Youngindo
Pt eternair Water Indonesia (Purence) Pt Prima Alkesindo (Anios)
Pt tiga Puspa Pt Jansen cilag Pt toyo Hearing Aid sepanjang tahun 2008, iklim pasar farmasi Indonesia
cukup membawa angin segar terhadap kinerja perusahaan. Indikasinya terlihat dari pertumbuhan positif meliputi semua aspek Pt KFtd. Penjualan,
during 2008, the market climate for pharmaceutical industries in Indonesia increased business performance.
It has thus far been indicated by the positive growth that covers all aspects of Pt KFtd in ways that sales, profi t
Tinjauan Usaha
Business statement
strategi tersebut membuahkan naiknya penjualan dan laba perusahaan karena masing-masing cabang bisa lebih fokus terhadap koridor bisnisnya.
Pengelolaan distribusi
Aktivitas distribusi Pt.KFtd dilakukan dengan membagi pasar atas beberapa kategori pelanggan yaitu :
• Kategori Apotek yang terdiri atas - Apotek Kimia Farma dan - Apotek non Kimia Farma
• Pelanggan kategori rumahsakit (lebih dikhususkan kepada instalasi farmasi), yaitu:
- rumah sakit umum, rumah sakit Khusus, rumah Bersalin, Puskesmas, Balai Pengobatan serta klinik rawat inap dan rawat jalan.
• Kategori grosir (toko yang melakukan pembelian dalam jumlah besar untuk dijual lagi kepada toko kecil), yaitu :
- Grosir obat,Grosir kosmetik,Grosir jamu Grosir makanan-minuman dan PBF pihak III
• Kategori toko dan instansi, yaitu :
- toko obat, toko kosmetik, toko peralatan bayi dan Koperasi
• Kategori Health Care, yaitu :
- laboratorium klinik,dan Klinik kecantikan.
untuk yang belum tercantum di atas dikategorikan dalam Open trade (Perdagangan terbuka).
Pemasaran
dalam tahun 2008 perusahaan telah melakukan launching produk baru sebanyak 13 produk baru dengan perincian produk kosmetik 3 item, produk obat generik 3 item produk dan produk ethical sebanyak 7 item produk. launching produk ini adalah merupakan inovasi perusahaan dalam merealisasikan pengembangan produknya.Aktivitas ini ditunjang oleh kegiatan riset dan pengembangan produk yang telah dilakukan oleh pemasaran, bekerjasama dengan bagian riset dan pengembangan untuk merealisasikan produk yang sesuai dengan kebutuhan masyarakat saat ini.
increased sales as well as the company’s profit within all the branches in Indonesia.
Distribution Management
the distribution activities in the market are categorized based on clientele definition:
• there are two categories for pharmacy:
- Kimia Farma Pharmacy - non-Kimia Farma Pharmacy
• For the hospital category (more focus on pharmacy installation):
- General Hospital, specialized Hospital, Mater-nity clinic, commuMater-nity Health center, Public clinic as well as In-patient and Out-patient clinic
• For the wholesaler category :
- Medical products wholesaler, cosmetics whole saler, Jamu (traditional herbal medicine) wholesaler, Food and Beverages wholesaler and the third party of pharmacy wholesaler
• Store and Institution category :
- Pharmacy, cosmetics store, Baby products and accessories and Koperasi (economic enterprise)
• Health Care category :
- clinical laboratory and Beauty clinic
those that have yet to be stated above are categorized as Open trade.
Marketing
during 2008, the company launched 13 new products, all of which were respectively categorized into 3 items for cosmetics, 3 for generic drugs and 7 for other ethical products. the launching of these products was a means of the company’s innovative realization in developing its products. this of course was supported by the research and development activitity by marketing in order to launch the products that fit the need of today’s society.
tabel perbandingan jumlah apotek
Comparison table of the number of pharmacies
Jenis apotek Types of pharmacy
Tahun / Year
2008 2007
Jumlah / Total Jumlah / Total Apotek sendiri
Corporate-owned pharmacy 100 89
Apotek KsO
Joint-venture operation pharmacy 91 90
Apotek sewa / kontrak
Rented pharmacy 118 118
Apotek rumahsakit (kerjasama)
In corporation with hospitals 42 45
Total 351 342
selain hal itu pada tahun 2008 Pemasaran telah melakukan beberapa event penting dalam rangka meningkatkan penjualan produk kimia farma dan peningkatan brand awareness terhadap produk-produk perusahaan dengan menjadi sponsor utama dibeberapa kegiatan seperti : Fituno Fun Bike, sahur Akbar – Magasida yang mendapat penghargaan dari Museum rekor Indonesia (MurI) sebagai jumlah peserta sahur terbanyak dan Jalan sehat dan cantik Venus, roadshow Mall to Mall di beberapa kota besar untuk memasarkan produk consumer’s Health.
PT Kimia Farma Apotek
Pt Kimia Farma Apotek adalah anak perusahaan yang mengelola kegiatan usaha ritel farmasi melalui pengoperasian apotek yang secara keseluruhan saat ini berjumlah 351 apotek yang terdiri dari 100 unit apotek sendiri, 118 unit apotek sewa, 91 apotek Kerja sama Operasi (KsO) dan 42 kerja sama dengan rumah sakit.
Apart from this, marketing division held a number of important events during 2008 as a means of boosting the sales of Kimia Farma’s products as well as increasing the brand awareness of the products. Among the activities were: becoming a main sponsor for Fituno Fun Bike, Healthy Walk and Beauty – Venus and
“sahur Akbar” gathering– Magasida which awarded the biggest number of sahur participants by MurI (Indonesian record Museum). In addition, the company had roadshows at malls in big cities aiming at marketing the consumer’s health products.
PT Kimia Farma Apotek
Pt Kimia Farma Apotek is a subsidiary that manages the Kimia Farma’s business activities in pharmacy retails na-tionwide. currently, there are 351 pharmacies consist-ing of 100 corporate-owned pharmacies, 118 rented pharmacies, 91 joint-venture operation pharmacies and 42 that are in corporation with hospitals.
Tinjauan Usaha
Business statement
dari sisi pendapatan, terbagi dalam dua sektor. Pertama, sektor tunai yaitu adalah pelanggan yang datang langsung membeli secara tunai. Kedua, sektor kredit yaitu pelanggan yang mengadakan kerjasama dengan perusahaan (umumnya instansi) dengan sistem pasca bayar. Perbandingan total omset perusahaan antara sektor tunai dan sektor kredit sekitar 75 : 25.