The Russian speaking market generates a tremendous opportunity for healthcare and travel providers all over the world representing not only those patients traveling from Russian speaking countries, but the large Russian diaspora found worldwide. Understanding the needs of these prospective health and wellness seekers and the cultural and linguistic competency necessary to ensure a good experience is essential to the development of one of the most competitive markets in the world.

1. Breaking it Down:
Understanding Medical Care for
Russian Speaking Patients
Dr. Paata Ratiani
Medical Tourism Expert
For Russian Speaking Market
Webcast on Medical Tourism in Russian Speaking Market
30th July 2013

2. 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

3. 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

4. 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

5. 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

6. 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 support
3. Meeting in the airport
4. Transportation
5. Provision of translation services;
6. Medical program and financial case
monitoring
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.

7. 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.

8. Medical Tourism Procedure Chain (description)
Inquiry
1. Question
2. Incomplete
Application
3. Complete
Application
4. Urgent case
Medical
Offer
1. Document
(Offer/Invoice)
2. E-mail Offer
Patient’s
decision
1. Immediate
2. Late
Medical
Tour
Planning
1. Full
Prepayment
2. Partial
prepayment
3. Without
prepayment

9. Medical Tourism Procedure Chain
(problems and difficulties)
Inquiry Medical
Offer
Patient’s
decision
Medical
Tour
Planning
1. Incomplete
2. Lack of
information
1. Incompleteness
2. Unclear
3. Financial Risks
1. Immediate
2. Late
1. Visa
Procedure
2. Flight
connections
3. Date change

10. 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

11. Main Destinations for Outbound Medical
Tourism for Russian Speaking Market
• Germany/Austria/Switzerland/France
• Israel
• Turkey
• India/China/Japan
• others

12. 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

13. Statistic overview (more than 5 years long)
55
25
5
15
Nature of applications
Diagnostics
Treatment
Rehabilitation
Second opinion
26
74
implemented offers
Paid offers
Unpaid offers
Nature of applications and relation to implemented offers

14. 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

15. Thank you!

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Event Highlights

18. 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 doing
so, who complete the buyer incentive program application.
Only Qualified Buyer Program in the Industry
APPLY ONLINE
http://www.medicaltourismcongress.com/vip-buyers-incentive/

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

20. Roundtables & Summits
November 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 the
world.

21. •
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Certified Medical Tourism Specialist

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Benefits of Medical Tourism Membership

23. Thank you
For more information contact us at:
Info@MedicalTourismAssociaiton.com
Or call
+1 – 561-791-2000