Breaking it Down:Understanding Medical Care for

Russian Speaking PatientsDr. Paata Ratiani

Medical Tourism ExpertFor Russian Speaking Market

Webcast on Medical Tourism in Russian Speaking Market30th July 2013

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 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 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 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 doctors according to patient’s medical needs and financial conditions (based on the application)2. Visit planning (document preparation, booking of hotel, etc.) and visa support3. Meeting in the airport4. Transportation5. Provision of translation services;6. Medical program and financial case monitoring7. Planning and organization of tourist programs, shopping and other activities for attendants and sometimes for patients as well8. 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

Regular Providers

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

ups and diagnostics, telemedicine, etc.

Medical Tourism Procedure Chain (description)

Inquiry

1. Question2. Incomplete

Application3. Complete

Application4. 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. Partial prepayment

3. Without prepayment

Medical Tourism Procedure Chain (problems and difficulties)

Inquiry Medical Offer

Patient’s decision

Medical Tour

Planning

1. Incomplete2. Lack of

information

1. Incompleteness2. Unclear3. Financial Risks

1. Immediate2. Late

1. Visa Procedure

2. Flight connections

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)

55

30

15

Incoming call, email message, office visit

E-mail/massagePhone callOffice visit

10

90

Executed applications

InquiryFree consulta-tion

Incoming call, email message, office visit and executed applications

Statistic overview (more than 5 years long)

5525

5

15

Nature of applications

DiagnosticsTreatmentRehabilitationSecond opinion

26

74

implemented offers

Paid offersUnpaid 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 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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Industry

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Event Highlights

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+1 – 561-791-2000