Be a Winner

For 2023
November 2022, Jakarta
Billy Irawan
Current Situation
Billy Irawan
What the current situation is ?

30% lower of Increase Weak funnel Low market

business plan 30% cost quality penetration
on sales

Less focus on Lack of share Low visibility and coverage from

private sector entitlement on channel partners and Draeger
team Number of clicks on e-
Monitoring and IT
catalogue down 45% versus 2019
Market Size
Indonesia

3112 Hospital 2514 General Hospital 758 Private Hospital

https://dataindonesia.id (2021)
Market Size
West Java

Count of Hospital Name by Hospital

Type

D 70

C 222

Belum Ditetapkan 3

B 69

A 7

Total Hospital 371

• Private Hospital 290
• Government Hospital 81
E- Catalogue transaction 2021-2022
Decreases

E-Catalogue Transaction (PMA)

600
ECat Transaction (West Java)
41.5 507
500
41
41
Anesthesia
400
40.5 HCA
MSIT
Total RC
40 300
Linear (Total) TNV
WPI
39.5
200
39
39

100
38.5 50
23 20
7 8 11 8 6 2 6
38 0
2021 2022 2021 2022
Market Size

Draeger IB

31
We still have more than 300 hospital didn’t
have Drager devices

Private hospitals are a weak area which means

we need to increase our activities to be closer to
the private sectors

340

Draeger Instal base Non Draeger

Strategic Goals and Positioning
Billy Irawan
Intended effects
of our strategy

1
Becoming first
2
Generating profitable
3
Acting fast, getting
choice in Acute growth by focusing on things done and
Care for hospital comprehensive, collaborating as a
around the country customer-centric network of
objectives specialists.
Strategic Positioning -
Dräger within the healthcare ecosystem
We focus our activities on the acute care delivery
pathway inside and affiliated to the hospital.
short-term stabilization long-term chronical disease therapy
pre-hospital care critical care

urgent care trauma care & acute care surgery rehabilitation

preventive care emergency care

Rehab Center
Pharmacy Doctor

healthy living prevention diagnosis treatment recovery home care

Strategic Positioning - Dräger in the Hospital

Intensive
Care

Peri-operative Our focus Hospital

Care Customer Areas Operations
and associated
stakeholders

Neonatal Hospital
Care Management
 Strictly Confidential

Our customers are facing significant challenges

The number of acute care Medical treatment is becoming

patients increases. more and more complex.

The availability of qualified The cost of care are

personnel is shrinking. continuously increasing.

© Drägerwerk AG & Co. KGaA, 2019

 Today's challenges
Billy Irawan

© Drägerwerk AG & Co. KGaA, 2019

 Fast movement
from competitor

Government Over
regulation Stock

Budget's Delayed
focus Delivery Date
Sales Plan
Billy Irawan
Sales Penetration

Prospect’s fiscal Measuring SCP’s

calendar engagement and
In healthcare, everything breaks down
by budgets. Knowing and being processes.
The data we got from CRM should be
ahead of each organization is
well-finished with a good result and
important to effective prioritization
trying to involved for every execution
and make sure our products is
on e-Cat or PO letter.
accounted for.

Leverage our team Offer a solution not a

and SCP’s network product
When we don’t have an “in” via our
Useful to know the paths we have
network, outbound email marketing,
into the organizations or hospital
with strong messaging, can be a
through existing connections (ie.,
highly successful strategy and talking
user, management, colleagues and
about a solution rather than a product
friends).
Area Focus
and how to implement
Type A Hospital and Teaching Hospital
Type C Hospital and Private Hospital
• Clinical and Sales Approach
• Update product knowledge
• Clinical local event
• Maximazing after sales service
• IT System Draeger
Connectivity
• Clinical and sales Approach
• Update product knowledge
• Clinical local event
• Maximazing after sales service
• IT System Draeger Connectivity
• Best Price for every package
• Variant low to middle configuration
Sales plan activities
Weekly Monthly Quarterly
• Visiting every new or • Reporting funnel • Gathering relevant
existing hospital on update to sales area sales data from e-Cat
area (in detail). manager or non e-Cat.
• Evaluate funnels on • Evaluate the plans, • Meeting with HoS
CRM. progress and about the Plan,
• Identify new project problem with sales Progress and
from MoH or another area manager. Problem
resources. • Evaluate funnels on • Discuss with SAM
• Doing clinical and CRM with SCPs for and Marketing Team
sales approaching any updated about event or
with users • Scheduling join visit product updates that
• Doing product with SCP’s for are relevant to
updates on social presentation or customers needs
media to the anything we can
customers support
• Helping users in
terms of product
application and the
problem that faced
by customers
Collaboration needed
SAM Marketing SCPs Head of Sales
• Consult about the • Clinical Event, • Build a strong • Discuss for big
best price we can • Round Table relationship with projects and the
give to costumers, Discussion, User and KOL on condition that we
• Product Packages • Build Awareness each Hospital, need to support more
price Product Update, • Update weighted from Draeger for the
• Reporting monthly • Competitor Analysis, funnel every 2 weeks next level.
Activity and • New Variant • Find the Budget
opportunity updates. (Customers need) Resources
• Product Packages Information,
configuration • Monthly schedule for
• E-Catalogue join visite.
products • Supporting for every
• Discussion about presentation and
local content training products (if
(TKDN, AKD) needed)
• Customer Evaluation
data e-form
Many thanks
Billy Irawan
Billy.Irawan@draeger.com
Jakarta, Indonesia