Attracting Patients from the Middle East/GCC
Region
Agenda • Introduction by Jonathan • Market Overview by Saif • Discussion Points • Countries/ Segments • Conclusions• Q&A• Closing Remarks
What do you know about the region?
What do you know about the region?
What do you know about the region?
What do you know about the region?
What do you know about the region?MENA
What do you know about the region?MENA
Cooperation Council for the Arab States of the Gulf - GCC
The Market
Patients
Both Providers
Patients
Segments
Segments
Segments
Segments
Segments
Learning Points OVERVIEW:
• Why Middle Eastern & GCC patients are travelling for medical care?
• Which destinations they are choosing and why?• How the rise in chronic health conditions and non
communicable diseases impact the outbound patient flow?• What the future holds for this trend?• How to access payor systems in these regions• What the best practices are for patient management?
Learning Points MEDICAL PROCEDURE:
• Why are they traveling? Is it because the country they live in doesn’t have the quality of medical care or something else?
• What medical procedures do they travel for?• What is the cost they typically pay for the
procedures?• How is that price different from the patients home
country?
Learning Points DESTINATIONS:
• What countries do they travel to for medical care? And why are they choosing these countries over others?
• What are emerging countries that they might be willing to travel to that they currently are not?
• Are there any countries that these patients have traveled to that they stopped?
Learning Points DECISION PROCESS:
• How do they find out about medical tourism, the countries, hospitals and doctors they choose? (word of mouth, internet, cultural preference for a specific country)
• What is the decision process of these patients?• How long does it take them to make a decision to
travel for medical care?
Learning Points ABOUT THE TRIP:
• Do they travel by themselves or with family members, and typically how many family members?
• Do they use a medical tourism facilitator or a doctor (a middle man) or communicate directly with the hospital?
• Is there any communication between the patient’s doctor at home and the international hospital or doctor, before, during or after their medical care they receive overseas?
• How do they transmit their medical records? Are there any challenges with transferring back and forth personal medical records?
• What type of services do these healthcare consumers require in the foreign/international hospital? How does the hospital have to accommodate for their culture and special requirements?
Learning Points PAYMENT:
• Do these patients pay in cash or does their insurance company pay or government pay? How long do they spend overseas?
• How are payments made, cash, check, credit card?
Learning Points HEALTH REFORMS
• Health Funding Modules • Mandatory Health Insurance • Health PPP• Licensing/ Regulation
Conclusion Think Long Term Build a Winning Strategy Choose Your Segment Collaborate to promote a destination rather
than a facility Consider local presence
Q&A
Platform to Gain Connectionsto Succeed in Medical & Wellness Tourism
Industry
6th World Medical Tourism & Global Healthcare Congress
Las Vegas, Nov. 3-6, 2013
Up to 2,000 participants Up 200 exhibitors 100 countries Over 100 expert speakers Thousands of one-on-one networking meetings
Event Highlights
Hosted VIP Buyer PassThe 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 doing so, who complete the buyer incentive program application.
Over 400 Preapproved BuyersOnly Qualified Buyer Program in the Industry
APPLY ONLINEhttp://www.medicaltourismcongress.com/vip-buyers-incentive/
http://www.medicaltourismcongress.com/vip-buyers-incentive
VIP Executive Summits• 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
• Medical Director Summit• Medical Directors from top hospitals and
insurance companies from around the world
• Bupa International Provider 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.
Industry ForumsNovember 3rd – 5th 2013 in Las Vegas
Industry leaders will gather to share best practices, work towards common goals, interests and deal as a
collaborative group on common obstacles and problems. 2013 Forums will include:
• Medical Tourism Facilitator Forum• Convention & Visitors Bureau (CVB) Forum• U.S. Hospital Forum• Hospitals in Emerging Regions Forum• Latin American Hospitals Forum• Pediatric Hospital Forum• Women’s Healthcare Leadership Forum• Emerging Trends in Europe Forum
Examples of Buyers of Healthcare TopicsMiddle Eastern Governments Sending Patients
Abroad
How to Attract Patients from Russia Using the Internet
Best Practices for Integrating Buyers of Healthcare into your Patient Acquisition Strategy
Yuri FedulovHead of the
branchAshmanov &
Partners, Russia
•Provide insight into the process Middle Eastern governments use to send patients abroad•Provide detailed analysis of the number of patients sent abroad by Middle East governments •Provide insight into the amount of money spent by Middle East governments sending patients abroad•The top reasons and destinations patients from the Middle East seek treatment abroad for and what are the main drivers behind their selection
•Learn about new online advertising channels that can be used to approach Russian clients.•How to allocate the budget for online advertising• How to evaluate the results of such campaigns•Case Studies of Successful Marketing Campaigns
•Describe the key information Buyers of Healthcare require in order to make a decision to use your hospital •Discuss what international patient services are expected by Buyers of Healthcare•Articulate the principal elements to include in a contract between hospitals and Buyers•Describe payment methods and commission structure.
Dr. Saif AlJaibeji
VP, Government Relations Middle
East & Africa
Aetna
Dr. Mussaad Al-Razouki
CEOKleos
Healthcare, Kuwait
Other Buyer of Healthcare Sessions
Celebrity Medical Tourism
Brett Hudson, 70s pop star, Medical Tourist & Cancer Survivor
Canada Kelly Meloche, Founder, International Health Care Providers
Russia/CIS• Dr. Vadim Meyl, Director, Esperanto Group Company
(Education & Medical Tourism Abroad)• Yuri Fedulov, Head of the branch, Ashmanov & Partners,
Russia
Africa Collins Onyango, Director, Globlinksolutions, Kenya
Engr. Mustafa Bello, FNSE, Executive Secretary, Nigeria Investment Promotion Commission
Middle East & GCC
Dr. Mussaad Al-Razouki, CEO Kleos Healthcare Corporation, Kuwait
Khalil Ahmad Mohmand, CEO, MAX Global Consulting, Afghanistan
Dr. Mays Al Saffar, VP – HR & Admin, Murdoch University, Dubai
Dr. Walid M Albakeli, Incharge of Gulf and Middle East, Apollo Hospital
2013 Business Development Speakers
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 channels as 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
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Certified Medical Tourism Specialist
• Increase Networking Opportunities • Access Patient Leads • List Your Contact Information, Corporate
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on Medical Tourism Magazine™• Access Market Research, Trends & Analyses• Use Medical Tourism Association™ Logo on
Your Website • Get Discounts at Medical Tourism
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Learn more at: www.MedicalTourismAssociation.com
Benefits of Medical Tourism Membership
Thank youFor more information contact us at:
Or call+1 – 561-791-2000
Closing Remarks