Channel Chat

The Official Voice Of ETAA

Successful synergy requires quid pro quo

Sangeetha Neeraja - Chennai

Sources in the industry feel the need to narrow down and focus only on those patients who would be able to travel when they come into India on health grounds. Says Nandagopal of Medi Travels, "Tour operators have to realise that the size of the target group as far as health tourism is concerned is not as big as they think it is. The real target group as of now is only the 25 per cent of total arrivals who come to India for secondary and primary healthcare reasons."

According to the industry, 75 per cent of those who come on medical grounds require tertiary healthcare like heart surgery, knee replacement and other complex procedures where the post-surgical period is most crucial. Hence, patients are not in a position to take time out to travel around the country.

A general complaint from hospitals is that travel agents insist on sending patients for tour packages. "Some of our patients are in intensive care during the post-surgical period and cannot travel. Travel agents do not realise this and blame us for not co-operating," laments a hospital source. Travel agents, on the other hand, complain that hospitals do not want to pay commissions for referrals made by agents. "The hospitals generally do not like to pay commission to us. They accept any referrals we send across but do not pay for the referrals," says an agent.

Nandagopal feels that the trend of agents looking at hospitals to make referrals for their packages should change. "The agent or tour operator knows the target traveller. As part of the itinerary, agents can also offer a complete medical check-up or an ECG either free of charge or at a fee of US$ 100 which most tourists would be able to afford." According to him, the long waiting time to get appointments with specialists abroad combined with the high costs involved remain the primary reason why people come to India on medical grounds. "If the medical tests indicate complications which require attention, the patient can be treated in the hospital. The hospital can pay a commission to the agent for bringing in people," explains Nandagopal.