medical tourism 101 – renee marie stephano – medical tourism association opportunities in...

Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association

Opportunities in Medical Tourism & Health and Wellness for Las Vegas

Jonathan EdelheitCEO- Medical Tourism Association

MedicalTourismAssociation.com | MedicalTourismMag.com | HealthTourismMagazine.com


Medical Tourism Association

• The Medical Tourism Association advocates creating a transparency in the medical tourism industry in quality of care and pricing so patients know exactly what quality of care they are receiving and what they are paying for such care.

Transparency in Quality & Pricing

•The MTA creates a forum for communication amongst all of the players in the medical tourism industry, allowing competitors to work together for the first time to promote their country or region first as a medical tourism destination.

Communication

•The MTA provides education to patients, insurance companies, employers and new players in the medical tourism industry about all of the issues involved in medical tourism ~ legal, economic, accreditation, best practices, strategic marketing

Education


MTA Platforms & Activities

• MTA Membership• MTA Congress• Medical Tourism Magazine• Health Tourism Magazine• Webinars• Familiarization Trips• Quality of Care Projects• Certification programs• Promotional Programs• Research and Survey • Consultancy Programs


About the Medical Tourism Association

• Only Non Profit Association in Medical Tourism Industry

• Offices and Representatives in over 10 countries

• Working in over 90 countries• Approximately 300 members

across the globe• Over 120,000 Global Readers

of our Publications


MTA Platforms & Activities

• MTA Membership

• MTA Congress

• Medical Tourism Magazine

• Health Tourism Magazine

• Webinars

• Familiarization Trips

• Quality of Care Projects

• Certification programs

• Promotional Programs

• Research and Survey

• Consultancy Programs


Medical Tourism Magazine Through the Years


Medical Tourism Destination Guides

• The destination guides are an exclusive focus on a destination, country or city with detailed information about the quality of healthcare in the destination and the healthcare infrastructure found in that region. The guide will include information on hospitals, clinics, medical spas, wellness centers, hotels and tour operators for patients. It will also feature tourism information for patients with full color photos. This will help you pursue your expectations for a particular medical tourist destination.


Medical Tourism Definition

People traveling from one country to another for medical treatment based upon the perceived personal value.

Affordability,

Accessibility,

Availability Quality

Perception of Touris

m

Value


Terminology

Medical

Tourism

Health

Tourism

Healthcare Trav

el

Medical

Travel

Medical

Value Travel

Wellness Trav

el

Health & Spa

travel

• Patients traveling out of a countryOutbound

• Patients coming into a countryInbound

• Patients traveling within a country

Intrabound

• Organization / Agency providing support services to the patient

Facilitator


Global Struggling Healthcare

US• High Cost• Uninsured

Population

Canada• High waiting time• Shortage of

healthcare resources

Europe• Aging Population • Shrinking

Revenue

UK• Lack of Private

Participation• High waiting time

Japan• Baby Boomers• Over Hospital

Stay

Africa• Lack of Appropriate Healthcare

Services• Lack of Quality HealthCare

Services

GCC• Population Growth• Chronic and Affluent Disorder• Genetic Disorders


Key Factors for Global HealthCare Crises

High Cost of Services in Developed World

Lack of Availability of Healthcare Services in Under Developed World

Need of Better Healthcare Services in Developing World

Baby Boomers and Ageing Population

Lack of Healthcare Professionals Worldwide

High Pharmaceutical Cost ( Research and Trade Mark Expenses)

High Malpractice Cost

High Documentation and Accreditation cost

Lack of Preventive Measures Worldwide

http://www.sxc.hu/browse.phtml?f=download&id=670491&redirect=photo


Baby Boomers (US Study)

The number of Americans aged 65 or over will double by 2050

The number of people age 85 or over will quadruple by 2050

By 2030 over half of U.S. adults will be over age 50

The over 65 population will nearly triple as a result of the aging Boomers.

More than six of every 10 Boomers will be managing more than one chronic condition.

More than 1 out of every 3 Boomers – over 21 million – will be considered obese.

One out of every four Boomers – 14 million – will be living with diabetes.

Nearly one out of every two Boomers – more than 26 million – will be living with arthritis.

8x more knee replacements will be performed in 2030 than today.

Reference: ~ A joint report from First Consulting Group and the American Hospital Association, titled “When I'm 64: How Boomers Will Change Health Care.”


The Global Shortage of Healthcare Workers

Fifty-seven countries face a severe health workforce crisis.

WHO estimates that at least 2,360,000 health service providers and 1,890,000 management support workers, or a total of 4,250,000 health workers, are needed to fill the gap.

Without prompt action, the shortage will worsen.


Medical Tourism Drivers & Factors

Medical

Tourism

Increased Global Access,

Affordable Transport

Globalization of Workforces

Acceptance by Employers & Health Plans

Global Establishment of

Quality Standards

Increased Demand for

Cosmetic and Dental

Procedures

Increased Demand for Medical & Surgical

Procedures


Who will use Medical Tourism?

Developed WorldTravel for

AffordabilityTravel for

Accessibility

Developing World Better Healthcare or High end Healthcare

Affluent will Travel for Better and

Privileged Healthcare

Under Develop World

Travel Because of Lack of Healthcare

Affluent will Travel for Better Healthcare


Cost Saving in Medical Tourism

USA

India

Thailand

Singapore

Costa Rica

Mexico

Korea

Turkey

0 5 10 15 20 25 30 35 40

Knee Replacement

Knee Replacement (2009 survey) USA India Thailand Singapore Costa Rica Mexico Korea Turkey$50,000 $7,000 $10,000 $11,100 $11,000 $12,000 $24,100

$13,000


Cost Saving in Medical Tourism

USA

India

Thailand

Singapore

Costa Rica

Mexico

Korea

Turkey

0 20 40 60 80 100 120 140

Heart ByPass

Heart Bypass (2009 Survey)

USA India Thailand Singapore Costa Rica Mexico Korea Turkey $130,000 $9,000 $11,000 $16,500 $24,000 $22,000 $34,150 $17,000


What Services they seek?

• Hips, Knees, Back and SpineOrthopedics

• Diagnostics, Cyberknife, Stem CellCancer Treatment• Angioplasty, Bypasses, Valve Replacements,

Stem Cell Heart Procedures

• Liver, Kidney, LungTransplants

• Implants, Veneers, CrownsDental Treatment

• Lap Band, Gastric Bypass, Gastric SleeveBariatric Surgery• Acupuncture, Preventative, Homeopathy,

IndigenousAlternative

• Annual Comprehensive TestingExecutive Health

Checkups• Face Lifts, Breast Implants, CorrectiveCosmetic Surgery

• IVF, Fertility, Hormonal Disorders Infertility Treatments

• Acute and Chronic Conditions, Geriatric CareRehabilitation &

Geriatric


Medical Tourism a Growing Phenomena Worldwide


US Medical Tourism Trend & Forecast

Deloitte Study 2009 ~ Recession Adjusted Forecast

2007 2008 2009 2010 2011 2012Number of Patients 750,000 540,000 648,000 878,000 1,283,000 1,621,000

Forward -20% -10% 20% +35% +35% +35%Growth Rate

USA Today puts Medical Tourism as one of the Top Ten Growing Trends


29% Americans will travel for Medical Tourism

Gallup Poll May, 2009

5050 Americans Polled

Up to 29% of Americans would consider traveling abroad for medical procedures such as heart bypass surgery, hip or knee replacement, plastic surgery, cancer diagnosis and treatment.


62% of Canadians will travel for Medical Tourism

Deloitte 2009 Poll

Canadians Polled

Up 59% of Canadians would travel outside of Canada for an elective surgery if it was paid for, 62% would travel outside of Canada if it was paid for and necessary.


Gallup Poll ~ Quality Assumption


Gallup Poll ~ Insurance


How a Patient Decides upon Medical Tourism


Quality of Care Circle

Quality of Care

Recovery & Long Term Outcome

Monitoring

Communication of Risk & Informed Consent

Transfer of Medical Records

Diagnostic Assessment & Pre Op Testing

Confirmation of Nature & Scope of Treatment

Continuum of Care Post-Operative


Role of Facilitator

Travel• Airline • Local

Transport

Healthcare• Identification• Price Negotiation• Monitoring

Quality of Care

Tourism / Concierge• Translators• Personalized

Services• Representative• Tourism related

arrangements

Documentation• Legal Documents• Patient Records• Reports • Claim

Submission and Reimbursements


Role of Hotels

Package• Transparent

Pricing • Services

Modifications• Dietary / Menu• Privacy• Nursing Support• Entertainment

Tourism / Concierge• Translators• Personalized

Services• Appropriate

Tourism• Transportation

Communication• Sensitizing Staff• Communication

Training• Coordinated

Emergency Response


Why Las Vegas Can Play an Important role in the growth of

Medical Tourism

High Quality

Healthcare

Perception of The

Destination

Tourism Benefits

Affordable Healthcare

Las Vegas Medical Tourism Opportunity


Brand •Challenge to Establish a strong Brand among other well known Destinations

Language •The perception of Las Vegas and being able to accommodate other languages

Healthcare Quality •Demonstrating and Exposing Healthcare , Wellness and Spa advances

Marketing •Developing Marketing Strategies in target Market

Unified Approach •Bringing Public & Private Sector together for unified approach

Key Challenges for Las Vegas


How Las Vegas can establish Brand name in Medical Tourism

& Health and Wellness• Focus on Quality Healthcare• Implementation of Accreditation or

certification Quality

• Developing Value for Money Strategies• Developing Competitive Price StrategiesPrice

• Develop Sound Support System with the help of government bodies

Support System

• To develop International and Domestic Patient Departments in Healthcare Facilities

International Patient Care

• Affiliation with Reputed International AssociationAffiliation

• By developing and implementing a unified marketing plan at the national level and working towards one objective

Unified Marketing


Advantages of Las Vegas

• Already has a focus on hospitality and customer service

• Already has a brand for tourism• Has Reputation for spas• Wellness, Spas, Checkups, Dental• Is Major Conference location• International Destination for Foreigners• Now just need to turn that into:

• Partnering with travel agencies for health and wellness

• Building the brand for healthcare


Definition of Healthcare Cluster

“A healthcare cluster is an association of leading hospitals, clinics, providers, hotels, tourism operators and government officials who are working together to promote their services and location to medical tourists.”


Benefits of Healthcare Clusters

Creating Credibility Budget Power in Numbers High Standards and

Qualifications (Putting Rules in place on who participates)

Control over Reputation International Organization

Support Assistance in Marketing Alternative Funding


Cluster Examples

Houston, TexasMiami, Florida

Jacksonville, FloridaMonterrey, MexicoChihuahua, Mexico

Sonora, MexicoBaja, MexicoCosta RicaEl SalvadorGuatemala

KoreaSingaporeGermanyMalaysiaTurkeyJordon

Recife BrazilPorto Alegre BrazilMedellin Colombia

Many other countries to come (Egypt, Israell)


Global Health Insurance Policies

• Most have multiple different levels, with rich plans allowing for coverage outside the country and in the US

• Many patients want to come to US because of reputation

• International insurers in future will figure out ways to encourage patients not to come to the US – centers of excellence

• International Insurers all renting major insurers networks, ie Green Crescent Insurance Company – UAE – renting UHI network


First Starters in Medical Tourism

Medical Tourism

Aetna

WellpointBCBS

Swiss Re

Employers

US Now

BCBS - SC


How Employers/Insurance Co’s Provide Incentives for Medical Tourism

• Waiving Deductibles/Coinsurance

• Example - $2,500 Deductible for Surgery and 20% coinsurance up to maximum out of pocket of $7,000.

• Paying for all expenses (travel, hotel, etc) for an employee and a loved one.

• In some cases giving cash incentives or extra vacation days.

• Employee saves thousands of dollars, in some cases make a profit.

• Even with employers providing an incentive to employees there is still potentially over 80% in savings.


Domestic Medical Tourism

• Growing Segment of industry

• Patients Traveling within the US to other cities/regions for healthcare

• Doing on Individual Basis, but also Corporate

• Lowes-Cleveland Clinic


How to Increase Your Patients

• Cost, Quality and ability to speak the patient language

• Need to listen to the patients• Follow up consistently via phone, email,

and more. Be aggressive with your communication. Many clinics/hospitals fail with this.

• Assist with travel arrangements.• Quote in the patients home currency if

you can.• Have a great website.• Be transparent with your quality and

pricing• Referrals and Word of mouth

advertising is extremely important.


Marketing Myths & Failure

Many Hospitals/Clinics fail when it comes to marketing to patients.

Create a pretty glossy brochure

Can’t just open your door and think patients will come.

Can’t just build a website and think patients will come.

Can’t just partner with one company for referrals and think the patients will start to come.

Can’t just attend one conference and think people will come.

Can’t think people will come.


Actively Marketing

Need to actively market aggressively and have a strategic marketing plan.

Need to know what region/patients you want to attract and how you will market to those patients.

Need to make sure for every patient that comes they have an amazing experience, - word of mouth marketing. If they don’t you won’t get patients.

Need to create tie-ups, business relationships with medical tourism companies/facilitators, Travel Agents, and insurance companies.


Don’t Wait – It can take years to build a brand

• Marketing, Marketing, Marketing

• You have to get aggressive to start promoting and branding Las Vegas and Nevada

• Cannot wait until you have all the “pieces” of the puzzle fitting together perfectly.


Value of Medical Tourism/Health and Wellness for Las Vegas

• Costa Rica found that Medical Tourists Spend 5 X the amount of normal tourists in the local economy.

• Almost 85% Medical Tourists travel with a companion and both will stay on average 2 -3 weeks in Las Vegas

• Both will spend a lot in Las Vegas but Companion will be spending even more.


Las Vegas Health and Wellness Destination Guide


The Las Vegas Health and Wellness destination guides will have an exclusive focus on a Las Vegas with detailed information about the quality of healthcare in the destination and the health and wellness available in Las Vegas. The guide will include:

• Information on hospitals, clinics, medical spas, wellness centers, hotels and tour operators for patients. It will also feature tourism information for patients with full color photos. This will help you pursue your expectations for a particular medical tourist destination.

• Tourism Information for Patients and their Companions during their medical stay

• Expectations of patients and companions when traveling to specific countries and cities

• Full Color photos of the hospitals and tourism opportunities unlike other industry guides


• Almost 90% of patients gather information on healthcare online

• People will travel to where they are “comfortable” traveling to – Where they can get information

• People need to be comfortable about Las Vegas Healthcare Quality and Commitment.

• Las Vegas Health and Wellness Guide will be available for patients to view online at www.medicaltourism.com for free.

Why is the Healthcare Guide to Las Vegas so Important?

http://www.medicaltourism.com/


MTA Annual Convention


MedicalTourismAssociation.com | MedicalTourismMag.com | HealthTourismMagazine.com

Thank You

Renee-Marie Stephano, EsquirePresident - Medical Tourism Association

Editor - Medical Tourism MagazineEditor - Health Tourism Magazine

Jonathan EdelheitCEO - Medical Tourism Association

medical tourism 101 – renee marie stephano – medical tourism association opportunities in...

Documents

medical tourism health

tourism information

medical spas

medical treatment

profit association

quality of healthcare

quality pricing

destination guides