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Breaking it Down:

Understanding Medical Care forRussian Speaking Patients

Dr. Paata Ratiani

Medical Tourism Expert

For Russian Speaking Market

Webcast on Medical Tourism in Russian Speaking Market30th July 2013



Russian Speaking Medical TourismMarket/ 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 Population (2007) GDP 2006 (USD) GDP 2007 (USD) GDP growth (2007) GDP per capita (2007)

Belarus 9,724,163 36,961,815,474 45,275,738,770 8.6% 4,656

Kazakhstan 15,408,161 81,003,864,916 104,849,915,344 8.7% 6,805

Kyrgyzstan 5,346,111 2,834,168,893 3,802,570,572 8.5% 711

Russia 141,941,200 989,427,936,676 1,294,381,844,081 8.5% 9,119

Tajikistan 6,727,377 2,142,328,846 2,265,340,888 3.0% 337

Uzbekistan 26,900,365 17,077,480,575 22,355,214,805 9.5% 831

EAEC total 207,033,990 1,125,634,333,117 1,465,256,182,498 30.17% 7,077

Azerbaijan 8,631,512 20,981,929,498 33,049,426,816 25.1% 3,829

Georgia 4,357,857 7,745,249,284 10,172,920,422 12.3% 2,334

Moldova 3,667,469 3,408,283,313 4,401,137,824 3.0% 1,200

Ukraine 46,289,475 107,753,069,307 142,719,009,901 7.9% 3,083

GUAM total 62,861,573 139,888,538,550 186,996,463,870 33.68% 2,975

Armenia 3,072,450 6,384,452,551 9,204,496,419 13.8% 2,996

Turkmenistan 4,977,386 6,928,560,446 7,940,143,236 11.6% 1,595

Grand total 277,863,109 1,278,421,583,732 1,668,683,151,661 30.53% 6,005

15 new independent States. In most of them Russian languagestill 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, notmuch 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 Tour

Medical Tourism Company

Non-

Medical

services

•

Diagnostics• Treatment

• Rehabilitation

• Distance

Consultation

(Second Opinion)

• Practice for

Medical Students

and doctors

• Recruitment

Medical

services

1. Selecting hospitals and doctorsaccording to patient’s 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 casemonitoring

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.



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

RegularProviders

Treatment Abroad Centers

(Country, region or city offices) – with broader services, check

ups and diagnostics, telemedicine, etc.



Medical Tourism Procedure Chain (description)

Inquiry

1. Question

2. Incomplete

Application3. Complete

Application

4. Urgent case

Medical

Offer

1. Document

(Offer/Invoice)2. E-mail Offer

Patient’s

decision

1. Immediate2. Late

Medical

Tour

Planning

1. Full

Prepayment

2. Partialprepayment

3. Without

prepayment



Medical Tourism Procedure Chain

(problems and difficulties)

Inquiry Medical

Offer

Patient’s

decision

Medical

Tour

Planning

1. Incomplete

2. Lack ofinformation

1. Incompleteness

2. Unclear3. Financial Risks

1. Immediate2. Late

1. Visa

Procedure

2. Flightconnections

3. Date change



What is the Success Formula for Russian

Speaking Medical Tourism market?Flexibility

3 major

Competences for

Medical Tourism

Company

Importance of

language and

mentality

Exclusivity and 24

hours rule

Patients’Interest – Your

Health is our

priority



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)

5530

15

Incoming call, email message, office visit

E-mail/massage

Phone call

Office visit

10

90

Executed applications

Inquiry

Free

consultation

Incoming call, email message, office visit and executed applications



Statistic overview (more than 5 years long)

5525

515

Nature of applications

Diagnostics

Treatment

Rehabilitation

Second opinion

26

74

implemented offers

Paid offers

Unpaid offers

Nature of applications and relation to implemented offers



Conclusions• Medical tourism business has huge and

increasing potential in Russian Speaking Market

•

This market has not been assimilated yet and iswaiting for big and strong players

• Medical Tourism – part of the future of GlobalHealthcare

• Our Challenge – to secure the next stage ofMedical Tourism development worldwide



Thank you!



Platform to Gain Connections

to Succeed in Medical & Wellness Tourism Industry

6th World Medical Tourism & Global Healthcare Congress

Las Vegas, Nov. 3-6, 2013



Up to 2,000 attendees 100 countries Over 100 expert speakers Thousands of one-on-one

networking meetings Executive Summits

Ministerial Summit Medical Director Summit

Event Highlights



Hosted VIP Buyer Pass The hosted buyer VIP incentive program will be offering a predetermined

number of discount registrations, free registrations, hotel room nights, and

flights to those buyers, which include companies, governments, employers

and insurance agents who send patients overseas or are interested in doingso, who complete the buyer incentive program application.

Only Qualified Buyer Program in the Industry

APPLY ONLINEhttp://www.medicaltourismcongress.com/vip-buyers-incentive/

http://www.medicaltourismcongress.com/vip-buyers-incentive/








http://www.medicaltourismcongress.com/vip-buyers-incentive









Roundtables & SummitsNovember 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 Attachés from all over the world

• Global Medical Network Summit – Medical Network Directors of the top insurance companies and employers in

charge of contracting with hospitals around the world

• 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 theworld.



Benefits of Certification

• Learn Medical Tourism Best-Practices

• Enjoy Two (2) years Medical Tourism Association® Membership.

• Access to patient leads by being featured in the most relevant

B2B and B2C communication channelsas a Certified Medical Tourism Specialist®.

• Gain access to global network of partners worldwide.

How to Get Certified?

1. Attend 6th World Medical Tourism Congress and get certified!2. Get comfortably certified online at your pace

Get Certified Today at: www.medicaltourismcongress.com

Certified Medical Tourism Specialist



• Increase Networking Opportunities

• Access Patient Leads

• List Your Contact Information, Corporate Profile &

Logo

on main B2B and B2C industry sites• Enjoy 2-for-1 Registration to the World Medical

Tourism Congress

• Recieve 20 Percent Discount on Advertising on

Medical Tourism Magazine™

• Access Market Research, Trends & Analyses

•

Use Medical Tourism Association™ Logo on YourWebsite

• Get Discounts at Medical Tourism Conferences

• Enjoy Educational Webinars

Learn more at: www.MedicalTourismAssociation.com

Benefits of Medical Tourism Membership



Thank youFor more information contact us at:

[email protected]

Or call

+1 – 561-791-2000

mailto:[email protected]

mailto:[email protected]

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