Webcast on Medical Tourism in Russian Speaking Market 30th July 2013

Breaking it Down:
Understanding Medical Care for Russian Speaking Patients
Dr. Paata Ratiani Medical Tourism Expert For Russian Speaking Market

Russian Speaking Medical Tourism Market/ Patients - prehistory

Soviet patient the healthiest patient in the world Centralized Healthcare system destroyed Post-soviet communities with respective mentality Medical Institutions changed to self-financing and gained a commercial character quality of medical services decreased. Middle class is weak and solvency of patients rather low Rich people elite emerged Highly competitive Market

Russian Speaking Patient now:

Looks for the best offers (optimal combination of High Medical Quality and Price) Looks for the fastest medical offers Looks for the most comfortable and convenient conditions Has a good opportunity for choice Is very demanding and pretentious

Country Belarus Kazakhstan Kyrgyzstan Russia Tajikistan Uzbekistan EAEC total Azerbaijan Georgia Moldova Ukraine

Population (2007) 9,724,163 15,408,161 5,346,111 141,941,200 6,727,377 26,900,365 207,033,990 8,631,512 4,357,857 3,667,469 46,289,475

GDP 2006 (USD) 36,961,815,474 81,003,864,916 2,834,168,893 989,427,936,676 2,142,328,846 17,077,480,575 1,125,634,333,117 20,981,929,498 7,745,249,284 3,408,283,313 107,753,069,307

GDP 2007 (USD) 45,275,738,770 104,849,915,344 3,802,570,572 1,294,381,844,081 2,265,340,888 22,355,214,805 1,465,256,182,498 33,049,426,816 10,172,920,422 4,401,137,824 142,719,009,901

GDP growth (2007) 8.6% 8.7% 8.5% 8.5% 3.0% 9.5% 30.17% 25.1% 12.3% 3.0% 7.9%

GDP per capita (2007) 4,656 6,805 711 9,119 337 831 7,077 3,829 2,334 1,200 3,083

GUAM total Armenia

Turkmenistan Grand total

62,861,573 3,072,450
4,977,386 277,863,109

139,888,538,550 6,384,452,551
6,928,560,446 1,278,421,583,732

186,996,463,870 9,204,496,419
7,940,143,236 1,668,683,151,661

33.68% 13.8%
11.6% 30.53%

2,975 2,996
1,595 6,005

15 new independent States. In most of them Russian language still keeps its leading position

Russian Market SWOT analysis

Strengths: big market (territory and population), stratum of rich people, great desire for travelling and learning new after Soviet isolation Weaknesses: absence of financially strong middle class, not much trust towards institutions and systems Opportunities: uncovered segments of the market, perspective for development and service improvement, strengthening of middle class financially Threats: increasing competition, corruption, autocracy and aspiration for society isolation

Medical Tourism Products and Services

Medical Tourism Company Medical Tour
1. Selecting hospitals and doctors according to patients medical needs and financial conditions (based on the application) 2. Visit planning (document preparation, booking of hotel, etc.) and visa support 3. Meeting in the airport 4. Transportation 5. Provision of translation services; 6. Medical program and financial case monitoring 7. Planning and organization of tourist programs, shopping and other activities for attendants and sometimes for patients as well 8. Closure and summing up medical part of the case (relevant financial and medical reports preparation) 9. Farewell in the airport.

Diagnostics Treatment Rehabilitation Distance Consultation (Second Opinion)

NonMedical services

Medical services

Practice for Medical Students and doctors Recruitment

How to Make a Successful Marketing Plan?

@ Internet Marketing:
Medical Portals, Social networks, Forums, etc.

Exclusive Partnership with Provider Sources:

Doctors, Ministries, Funds, Hospitals, Insurance Companies, etc.

VIP club:
Special benefits for Regular Providers

Treatment Abroad Centers (Country, region or city offices) with broader services, check ups and diagnostics, telemedicine, etc.

Medical Tourism Procedure Chain (description)

Medical Offer Patients decision Medical Tour Planning

Inquiry

1. 2. 3. 4.

Question Incomplete Application Complete Application Urgent case

1. 1. Document (Offer/Invoice) E-mail Offer 1. 2. Immediate Late 2. 3.

2.

Full Prepayment Partial prepayment Without prepayment

Medical Tourism Procedure Chain (problems and difficulties)

Inquiry Medical Offer Patients decision Medical Tour Planning

1. 2.

Incomplete Lack of information

1. 1. 2. 3. Incompleteness Unclear Financial Risks 1. 2. Immediate Late 2. 3.

Visa Procedure Flight connections Date change

What is the Success Formula for Russian Speaking Medical Tourism market?
Importance of language and mentality

Flexibility

Patients Interest Your Health is our priority

3 major Competences for Medical Tourism Company

Exclusivity and 24 hours rule

Main Destinations for Outbound Medical Tourism for Russian Speaking Market
Germany/Austria/Switzerland/France Israel Turkey India/China/Japan others

Statistic overview (more than 5 years long)

Incoming call, email message, office visit and executed applications
Incoming call, email message, office visit Executed applications

15 10
E-mail/massage Phone call Inquiry Free consultation

30

55

Office visit

90

Statistic overview (more than 5 years long)

Nature of applications and relation to implemented offers
Nature of applications implemented offers

15
Diagnostics Treatment

26
Paid offers Unpaid offers Rehabilitation Second opinion

25

55

74

Conclusions
Medical tourism business has huge and increasing potential in Russian Speaking Market This market has not been assimilated yet and is waiting for big and strong players Medical Tourism part of the future of Global Healthcare Our Challenge to secure the next stage of Medical Tourism development worldwide

Thank you!

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Roundtables & Summits

November 3rd 5th 2013 in Las Vegas
Medical Tourism Facilitator Roundtable
Facilitators from around the world will discuss best practices

Global Ministerial Summit

Ministers of Health, Tourism and Economic Development, Trade Commissioners and Health Attachs from all over the world
Medical Network Directors of the top insurance companies and employers in charge of contracting with hospitals around the world

Global Medical Network Summit

Bupa International Executive Summit

- The largest international insurer in the world is hosting a summit within
ours this year, bringing in top centers of excellence from around the world.

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