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

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

Your Website • 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:

Info@MedicalTourismAssociaiton.com

Or call+1 – 561-791-2000

Closing Remarks