Menjangan Sakti is an important subsidiary of Mensa Group, handling the raw materials aspect of the business. Can you describe the progression of your career leading up to your current role as the company’s Managing Director?

Certainly. I started my career in the pharmaceutical sector 11 years ago as a medical sales representative. This role provided me with a solid foundation and in-depth knowledge of the industry. After receiving extensive training, I gradually climbed the corporate ladder, eventually becoming a business development manager. Following some unforeseen industry-wide corporate changes, I was offered the position of general manager of commercial operations at Landson. During my tenure there, Landson significantly improved its ranking within IMS, achieving two consecutive years of 40 percent growth. This success propelled me to the role of commercial head of pharmaceuticals and ultimately led me to my current position as the Managing Director of Raw Materials at Menjangan Sakti.

As Mensa Group is a prominent player in Indonesia’s pharmaceutical sector, could you elaborate on how the company has transformed since its establishment?

Mensa Group was founded by my father, Jimmy Sudharta, in 1975. Initially, the company focused on trading raw materials for the pharmaceutical industry, quickly becoming a preferred agent for many pharmaceutical manufacturers in Indonesia. In the 1980s, Mensa Group embarked on a series of acquisitions, including Otto Pharmaceuticals and Landson, which allowed us to establish ourselves as a vertically integrated company. By 1986, we expanded into distribution, enabling further growth through horizontal integration. Diversification across various business units has contributed to Mensa Group’s current status as one of Indonesia’s leading pharmaceutical companies.

What are the primary areas of focus for Mensa Group’s operations at present?

Mensa Group operates across four pillars: distribution, raw materials, and two manufacturing facilities. Each business unit holds equal importance in our overall operations, ensuring diversification and sustainability. We continuously evolve our business model, recently venturing into the digital space by entering online pharmacy markets and engaging with doctors through social media platforms.

The raw materials sector formed the foundation of Mensa Group’s establishment 40 years ago. How does this aspect of the business stand today?

Mensa Group has expanded its raw materials business to include APIs, materials for food, cosmetics, feed, and other industrial applications. We now offer a portfolio of over 5,000 raw materials products, with an even greater range of finished products available in the market. While our early focus was on sourcing materials from American and European principals, our supplier base has expanded to include over 150 suppliers from around the world. Approximately 45% of our suppliers are from America and Europe, with the remaining 55% from China and India. This comprehensive portfolio positions Mensa Group as the leading supplier of raw materials for the pharmaceutical industry in Indonesia.

How would you describe the competitive landscape for raw materials suppliers?

In recent years, the Indonesian government has placed a strong emphasis on promoting best practices within the pharmaceutical industry. This includes adherence to good manufacturing practices (GMP) by manufacturers and good distribution practices (GDP) by distributors. As GMP companies can only be as effective as the GDP companies that serve them, it highlights the importance of maintaining high standards throughout the supply chain.

The implementation of national healthcare reforms will significantly impact Indonesia’s pharmaceutical sector. How does Mensa Group plan to navigate this evolving environment?

To assess the opportunities in Indonesia, it’s crucial to consider the country’s demographics. Indonesia has the highest distribution costs globally. Mensa Group’s core competency lies in bridging this gap. We have the capabilities to distribute a wide range of products, including pharmaceuticals and medical devices, to the entire Indonesian population, aligning with the demands of the national healthcare program. Our first growth focus is on channeling affordable medicines. Secondly, we have invested significantly in advanced and globally competitive manufacturing facilities, ensuring uncompromising quality. The third growth area is in raw materials, as the industry will require more with the implementation of BPJS. Mensa Group is prepared to accommodate this growth by providing the necessary raw materials.