medical tourism 101 – renee marie stephano – medical tourism association opportunities in...
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Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Opportunities in Medical Tourism & Health and Wellness for Las Vegas
Jonathan EdelheitCEO- Medical Tourism Association
MedicalTourismAssociation.com | MedicalTourismMag.com | HealthTourismMagazine.com
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism Association
• The Medical Tourism Association advocates creating a transparency in the medical tourism industry in quality of care and pricing so patients know exactly what quality of care they are receiving and what they are paying for such care.
Transparency in Quality & Pricing
•The MTA creates a forum for communication amongst all of the players in the medical tourism industry, allowing competitors to work together for the first time to promote their country or region first as a medical tourism destination.
Communication
•The MTA provides education to patients, insurance companies, employers and new players in the medical tourism industry about all of the issues involved in medical tourism ~ legal, economic, accreditation, best practices, strategic marketing
Education
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
MTA Platforms & Activities
• MTA Membership• MTA Congress• Medical Tourism Magazine• Health Tourism Magazine• Webinars• Familiarization Trips• Quality of Care Projects• Certification programs• Promotional Programs• Research and Survey • Consultancy Programs
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
About the Medical Tourism Association
• Only Non Profit Association in Medical Tourism Industry
• Offices and Representatives in over 10 countries
• Working in over 90 countries• Approximately 300 members
across the globe• Over 120,000 Global Readers
of our Publications
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
MTA Platforms & Activities
• MTA Membership
• MTA Congress
• Medical Tourism Magazine
• Health Tourism Magazine
• Webinars
• Familiarization Trips
• Quality of Care Projects
• Certification programs
• Promotional Programs
• Research and Survey
• Consultancy Programs
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism Magazine Through the Years
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism Destination Guides
• The destination guides are an exclusive focus on a destination, country or city with detailed information about the quality of healthcare in the destination and the healthcare infrastructure found in that region. The guide will include information on hospitals, clinics, medical spas, wellness centers, hotels and tour operators for patients. It will also feature tourism information for patients with full color photos. This will help you pursue your expectations for a particular medical tourist destination.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism Definition
People traveling from one country to another for medical treatment based upon the perceived personal value.
Affordability,
Accessibility,
Availability Quality
Perception of Touris
m
Value
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Terminology
Medical
Tourism
Health
Tourism
Healthcare Trav
el
Medical
Travel
Medical
Value Travel
Wellness Trav
el
Health & Spa
travel
• Patients traveling out of a countryOutbound
• Patients coming into a countryInbound
• Patients traveling within a country
Intrabound
• Organization / Agency providing support services to the patient
Facilitator
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Global Struggling Healthcare
US• High Cost• Uninsured
Population
Canada• High waiting time• Shortage of
healthcare resources
Europe• Aging Population • Shrinking
Revenue
UK• Lack of Private
Participation• High waiting time
Japan• Baby Boomers• Over Hospital
Stay
Africa• Lack of Appropriate Healthcare
Services• Lack of Quality HealthCare
Services
GCC• Population Growth• Chronic and Affluent Disorder• Genetic Disorders
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Key Factors for Global HealthCare Crises
High Cost of Services in Developed World
Lack of Availability of Healthcare Services in Under Developed World
Need of Better Healthcare Services in Developing World
Baby Boomers and Ageing Population
Lack of Healthcare Professionals Worldwide
High Pharmaceutical Cost ( Research and Trade Mark Expenses)
High Malpractice Cost
High Documentation and Accreditation cost
Lack of Preventive Measures Worldwide
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Baby Boomers (US Study)
The number of Americans aged 65 or over will double by 2050
The number of people age 85 or over will quadruple by 2050
By 2030 over half of U.S. adults will be over age 50
The over 65 population will nearly triple as a result of the aging Boomers.
More than six of every 10 Boomers will be managing more than one chronic condition.
More than 1 out of every 3 Boomers – over 21 million – will be considered obese.
One out of every four Boomers – 14 million – will be living with diabetes.
Nearly one out of every two Boomers – more than 26 million – will be living with arthritis.
8x more knee replacements will be performed in 2030 than today.
Reference: ~ A joint report from First Consulting Group and the American Hospital Association, titled “When I'm 64: How Boomers Will Change Health Care.”
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
The Global Shortage of Healthcare Workers
Fifty-seven countries face a severe health workforce crisis.
WHO estimates that at least 2,360,000 health service providers and 1,890,000 management support workers, or a total of 4,250,000 health workers, are needed to fill the gap.
Without prompt action, the shortage will worsen.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism Drivers & Factors
Medical
Tourism
Increased Global Access,
Affordable Transport
Globalization of Workforces
Acceptance by Employers & Health Plans
Global Establishment of
Quality Standards
Increased Demand for
Cosmetic and Dental
Procedures
Increased Demand for Medical & Surgical
Procedures
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Who will use Medical Tourism?
Developed WorldTravel for
AffordabilityTravel for
Accessibility
Developing World Better Healthcare or High end Healthcare
Affluent will Travel for Better and
Privileged Healthcare
Under Develop World
Travel Because of Lack of Healthcare
Affluent will Travel for Better Healthcare
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Cost Saving in Medical Tourism
USA
India
Thailand
Singapore
Costa Rica
Mexico
Korea
Turkey
0 5 10 15 20 25 30 35 40
Knee Replacement
Knee Replacement (2009 survey) USA India Thailand Singapore Costa Rica Mexico Korea Turkey$50,000 $7,000 $10,000 $11,100 $11,000 $12,000 $24,100
$13,000
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Cost Saving in Medical Tourism
USA
India
Thailand
Singapore
Costa Rica
Mexico
Korea
Turkey
0 20 40 60 80 100 120 140
Heart ByPass
Heart Bypass (2009 Survey)
USA India Thailand Singapore Costa Rica Mexico Korea Turkey $130,000 $9,000 $11,000 $16,500 $24,000 $22,000 $34,150 $17,000
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
What Services they seek?
• Hips, Knees, Back and SpineOrthopedics
• Diagnostics, Cyberknife, Stem CellCancer Treatment• Angioplasty, Bypasses, Valve Replacements,
Stem Cell Heart Procedures
• Liver, Kidney, LungTransplants
• Implants, Veneers, CrownsDental Treatment
• Lap Band, Gastric Bypass, Gastric SleeveBariatric Surgery• Acupuncture, Preventative, Homeopathy,
IndigenousAlternative
• Annual Comprehensive TestingExecutive Health
Checkups• Face Lifts, Breast Implants, CorrectiveCosmetic Surgery
• IVF, Fertility, Hormonal Disorders Infertility Treatments
• Acute and Chronic Conditions, Geriatric CareRehabilitation &
Geriatric
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Medical Tourism a Growing Phenomena Worldwide
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
US Medical Tourism Trend & Forecast
Deloitte Study 2009 ~ Recession Adjusted Forecast
2007 2008 2009 2010 2011 2012Number of Patients 750,000 540,000 648,000 878,000 1,283,000 1,621,000
Forward -20% -10% 20% +35% +35% +35%Growth Rate
USA Today puts Medical Tourism as one of the Top Ten Growing Trends
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
29% Americans will travel for Medical Tourism
Gallup Poll May, 2009
5050 Americans Polled
Up to 29% of Americans would consider traveling abroad for medical procedures such as heart bypass surgery, hip or knee replacement, plastic surgery, cancer diagnosis and treatment.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
62% of Canadians will travel for Medical Tourism
Deloitte 2009 Poll
Canadians Polled
Up 59% of Canadians would travel outside of Canada for an elective surgery if it was paid for, 62% would travel outside of Canada if it was paid for and necessary.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Gallup Poll ~ Quality Assumption
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Gallup Poll ~ Insurance
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
How a Patient Decides upon Medical Tourism
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Quality of Care Circle
Quality of Care
Recovery & Long Term Outcome
Monitoring
Communication of Risk & Informed Consent
Transfer of Medical Records
Diagnostic Assessment & Pre Op Testing
Confirmation of Nature & Scope of Treatment
Continuum of Care Post-Operative
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Role of Facilitator
Travel• Airline • Local
Transport
Healthcare• Identification• Price Negotiation• Monitoring
Quality of Care
Tourism / Concierge• Translators• Personalized
Services• Representative• Tourism related
arrangements
Documentation• Legal Documents• Patient Records• Reports • Claim
Submission and Reimbursements
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Role of Hotels
Package• Transparent
Pricing • Services
Modifications• Dietary / Menu• Privacy• Nursing Support• Entertainment
Tourism / Concierge• Translators• Personalized
Services• Appropriate
Tourism• Transportation
Communication• Sensitizing Staff• Communication
Training• Coordinated
Emergency Response
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Why Las Vegas Can Play an Important role in the growth of
Medical Tourism
High Quality
Healthcare
Perception of The
Destination
Tourism Benefits
Affordable Healthcare
Las Vegas Medical Tourism Opportunity
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Brand •Challenge to Establish a strong Brand among other well known Destinations
Language •The perception of Las Vegas and being able to accommodate other languages
Healthcare Quality •Demonstrating and Exposing Healthcare , Wellness and Spa advances
Marketing •Developing Marketing Strategies in target Market
Unified Approach •Bringing Public & Private Sector together for unified approach
Key Challenges for Las Vegas
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
How Las Vegas can establish Brand name in Medical Tourism
& Health and Wellness• Focus on Quality Healthcare• Implementation of Accreditation or
certification Quality
• Developing Value for Money Strategies• Developing Competitive Price StrategiesPrice
• Develop Sound Support System with the help of government bodies
Support System
• To develop International and Domestic Patient Departments in Healthcare Facilities
International Patient Care
• Affiliation with Reputed International AssociationAffiliation
• By developing and implementing a unified marketing plan at the national level and working towards one objective
Unified Marketing
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Advantages of Las Vegas
• Already has a focus on hospitality and customer service
• Already has a brand for tourism• Has Reputation for spas• Wellness, Spas, Checkups, Dental• Is Major Conference location• International Destination for Foreigners• Now just need to turn that into:
• Partnering with travel agencies for health and wellness
• Building the brand for healthcare
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Definition of Healthcare Cluster
“A healthcare cluster is an association of leading hospitals, clinics, providers, hotels, tourism operators and government officials who are working together to promote their services and location to medical tourists.”
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Benefits of Healthcare Clusters
Creating Credibility Budget Power in Numbers High Standards and
Qualifications (Putting Rules in place on who participates)
Control over Reputation International Organization
Support Assistance in Marketing Alternative Funding
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Cluster Examples
Houston, TexasMiami, Florida
Jacksonville, FloridaMonterrey, MexicoChihuahua, Mexico
Sonora, MexicoBaja, MexicoCosta RicaEl SalvadorGuatemala
KoreaSingaporeGermanyMalaysiaTurkeyJordon
Recife BrazilPorto Alegre BrazilMedellin Colombia
Many other countries to come (Egypt, Israell)
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Global Health Insurance Policies
• Most have multiple different levels, with rich plans allowing for coverage outside the country and in the US
• Many patients want to come to US because of reputation
• International insurers in future will figure out ways to encourage patients not to come to the US – centers of excellence
• International Insurers all renting major insurers networks, ie Green Crescent Insurance Company – UAE – renting UHI network
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
First Starters in Medical Tourism
Medical Tourism
Aetna
WellpointBCBS
Swiss Re
Employers
US Now
BCBS - SC
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
How Employers/Insurance Co’s Provide Incentives for Medical Tourism
• Waiving Deductibles/Coinsurance
• Example - $2,500 Deductible for Surgery and 20% coinsurance up to maximum out of pocket of $7,000.
• Paying for all expenses (travel, hotel, etc) for an employee and a loved one.
• In some cases giving cash incentives or extra vacation days.
• Employee saves thousands of dollars, in some cases make a profit.
• Even with employers providing an incentive to employees there is still potentially over 80% in savings.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Domestic Medical Tourism
• Growing Segment of industry
• Patients Traveling within the US to other cities/regions for healthcare
• Doing on Individual Basis, but also Corporate
• Lowes-Cleveland Clinic
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
How to Increase Your Patients
• Cost, Quality and ability to speak the patient language
• Need to listen to the patients• Follow up consistently via phone, email,
and more. Be aggressive with your communication. Many clinics/hospitals fail with this.
• Assist with travel arrangements.• Quote in the patients home currency if
you can.• Have a great website.• Be transparent with your quality and
pricing• Referrals and Word of mouth
advertising is extremely important.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Marketing Myths & Failure
Many Hospitals/Clinics fail when it comes to marketing to patients.
Create a pretty glossy brochure
Can’t just open your door and think patients will come.
Can’t just build a website and think patients will come.
Can’t just partner with one company for referrals and think the patients will start to come.
Can’t just attend one conference and think people will come.
Can’t think people will come.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Actively Marketing
Need to actively market aggressively and have a strategic marketing plan.
Need to know what region/patients you want to attract and how you will market to those patients.
Need to make sure for every patient that comes they have an amazing experience, - word of mouth marketing. If they don’t you won’t get patients.
Need to create tie-ups, business relationships with medical tourism companies/facilitators, Travel Agents, and insurance companies.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Don’t Wait – It can take years to build a brand
• Marketing, Marketing, Marketing
• You have to get aggressive to start promoting and branding Las Vegas and Nevada
• Cannot wait until you have all the “pieces” of the puzzle fitting together perfectly.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Value of Medical Tourism/Health and Wellness for Las Vegas
• Costa Rica found that Medical Tourists Spend 5 X the amount of normal tourists in the local economy.
• Almost 85% Medical Tourists travel with a companion and both will stay on average 2 -3 weeks in Las Vegas
• Both will spend a lot in Las Vegas but Companion will be spending even more.
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
Las Vegas Health and Wellness Destination Guide
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
The Las Vegas Health and Wellness destination guides will have an exclusive focus on a Las Vegas with detailed information about the quality of healthcare in the destination and the health and wellness available in Las Vegas. The guide will include:
• Information on hospitals, clinics, medical spas, wellness centers, hotels and tour operators for patients. It will also feature tourism information for patients with full color photos. This will help you pursue your expectations for a particular medical tourist destination.
• Tourism Information for Patients and their Companions during their medical stay
• Expectations of patients and companions when traveling to specific countries and cities
• Full Color photos of the hospitals and tourism opportunities unlike other industry guides
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
• Almost 90% of patients gather information on healthcare online
• People will travel to where they are “comfortable” traveling to – Where they can get information
• People need to be comfortable about Las Vegas Healthcare Quality and Commitment.
• Las Vegas Health and Wellness Guide will be available for patients to view online at www.medicaltourism.com for free.
Why is the Healthcare Guide to Las Vegas so Important?
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
MTA Annual Convention
Medical Tourism 101 – Renee Marie Stephano – Medical Tourism Association
MedicalTourismAssociation.com | MedicalTourismMag.com | HealthTourismMagazine.com
Thank You
Renee-Marie Stephano, EsquirePresident - Medical Tourism Association
Editor - Medical Tourism MagazineEditor - Health Tourism Magazine
Jonathan EdelheitCEO - Medical Tourism Association