66 Company profileCommitted to health, helping the helpers.The HARTMANN GROUP is an international companyin the field of individual solutions for professionalcustomers in medicine and nursing. As a result of thedevelopment of medical competence and continuousdialog with customers over many years, HARTMANNhas become an internationally leading provider in woundcare, incontinence hygiene, and infection protection.With its subsidiaries, the HARTMANN GROUP has positioned itself close toits customers in strategically important sales markets. The Group has 9,982employees worldwide (as at December 31, 2010) and achieved sales revenuesof 1,633 billion euros in 2010. The main market of the HARTMANNGROUP is Europe. In addition, HARTMANN has operations in America and inAfrica, Asia, and Oceania.At the core of the HARTMANN GROUP’s portfolio are solutions for professionalusers in the medical segments of Wound Management, IncontinenceManagement, and Infection Management. Other Group activities includeproducts for consumers as well as the medical product trading business.The HARTMANN GROUP in figuresin million euros 2010 2009 2008 2007 2006Sales revenues 1) 1,633.0 1,560.5 1,377.0 1,281.4 1,216.9Foreign share in % 65.5 64.8 66.1 65.4 64.6Sales growth in % 4.6 13.3 7.5 5.3 0.2Consolidated operating profit 69.8 59.1 42.0 38.8 34.1Net return on sales in % 2) 4.3 3.8 3.0 3.0 2.8Operating EBIT 103.4 97.0 70.2 64.1 55.5Return on EBIT in % 2) 6.3 6.2 5.1 5.0 4.6Number of employees on December 31 3) 9,982 9,515 9,582 8,935 8,7521) Currency translation was effected at the average exchange rate for the year. 2) Return based on operating profit without extraordinary effects. 3) Excluding staff on parental leave and PAUL HARTMANN <strong>AG</strong> Management Board members.
HARTMANN GROUP 67Shares of business segmentsin total salesin million euros and percent; fiscal year 2010Wound Management 441.5 / 27.0Incontinence Management 599.9 / 36.7Infection Management 337.4 / 20.7Other Group Activities 254.2 / 15.6User-oriented wound careThe Wound Management segment includes traditional and modern wounddressings as well as bandages and dressings for compression and functionaltherapy or immobilization. The portfolio also consists of ready-to-use customprocedure sets. They are part of a therapy concept carefully tailored to userneeds for indication and phase compliant wound treatment. Over-thecounterconsumer products for pharmacies, including diagnostic devices,such as clinical thermometers and blood pressure monitors, complete therange in this segment.Sales revenues of the Wound Management segment increased by 6.0 percentto 441.5 million euros in 2010. Despite the intense price competition insales markets, HARTMANN is the leading provider of wound dressings inEurope, with a market share of about 14 percent.Comprehensive solutions for incontinence hygieneThe range in the Incontinence Management segment comprises absorbentincontinence products such as briefs, pads, and underpads. It also includespatient care products such as washcloths and bibs and a special care rangefor elderly skin affected by incontinence. HARTMANN offers users a widerange of services to complement these products, from training throughcontrolling software, logistics, and disposal to integrated solutions forelderly and nursing homes.With its strategy to provide high-quality products with cost-effective integratedsolutions, this segment grew in sales by 6.3 percent to 599.9 millioneuros in 2010. In Europe, HARTMANN continued to strengthen its positionas the number two, with a market share of 24 percent. With manufacturingfacilities in the USA (since 2008) and Russia (planned for 2012) HARTMANNalso wants to be close to the market in these countries.Infection protection from a single sourceThe Infection Management segment comprises all products that serve toprotect patients and staff from infections. It includes disposable surgicaldrapes, surgical clothing, surgical dressing materials as well as disposablesurgical instruments. Here, too, HARTMANN complements its products withadvanced integrated solutions such as the HARTMANN operating roomdelivery service or surgical sets. The segment also focuses on disinfectantsfor hands, skin, and body, and for instruments, surfaces and equipment,reflecting the growing importance of infection protection in the surgicalfield and in inpatient and outpatient care.In October 2008, we acquired the disinfection specialist BODE. This led tostrong growth in segment sales in 2009, with 337.4 million euros in 2010.Operating globally with subsidiaries and sales partnersThe HARTMANN GROUP has its geographic business focus in Europe. Toensure proximity to customers, the Group also has subsidiaries in importantmarkets in America, Africa, Asia, and Oceania, including not only sales butincreasingly also manufacturing companies. With operations around theworld, we pursue a specific expansion strategy with production facilitiesclose to the market, particularly in the BRIC countries of Brazil, Russia, India,and China. In this way we want to minimize the impact of transportation andalso support local social development by providing high quality medical andnursing products.Firmly rooted in GermanyIn Germany, where we generate more than one-third of our sales revenues,HARTMANN operates central production, development, and administrativesites. The HARTMANN GROUP includes, among others, BODE Chemie inHamburg, Karl Otto Braun in Wolfstein, SANIMED in Ibbenbüren, andKneipp in Würzburg.Shares of regions in total salesin million euros and percent; fiscal year 2010Germany 563.3 / 34.5Europe excluding Germany 888.1 / 54.4America 68.8 / 4.2Africa, Asia, Oceania 112.8 / 6.9