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cal establishments across the country is reaching out to many. Please tell us about Indus Health Plus operations in India. Headquartered in Pune, Indus Health Plus has presence in a number of regions including Maharashtra, Delhi, Bhilai and Goa. Indus has offices in Mumbai, Delhi, Nagpur, Nasik and Goa and it has tie-ups with reputed delivery partners that are spread all over Maharashtra. We have reached out to more than 2,70,000 clients across the country during the operation period of almost 11 years and currently we are present in 14 cities with 36 delivery partners. As more and more people are waking up to the concept of preventive healthcare with us, our association with reputed medi-


november / 2011

What are the services that you are currently offering? Our services are our products — preventive healthcare packages and Healthfriend card. Preventive healthcare packages include Essential Care Health Checkup Package (EsCP); Early Care Health Checkup Package (ECP); Exclusive Health Checkup Package (EHC); Exclusive and Comprehensive Health Checkup Package (ECHC). A part of our drive is to make quality healthcare ‘accessible, available and affordable’ to all. Our Healthfriend cards enable ‘Indusites’ (those associated with Indus Plus) and their families to access quality medical treatment at highly discounted rates.


What are your views on advances in the field of preventive healthcare over the last few decades? Which technologies have mostly benefited this sector? The Indian healthcare industry, unlike other industries, stands untouched by recession. There has been a steady growth in this sector, revenues from the healthcare sector account for 5.2 percent of the GDP, making it the third fastest growing sector in India. Additionally, the preventive healthcare market is growing at the rate of 25 percent per annum. According to the WHO, India is increasingly becoming the capital for various diseases like cancer, heart and various other lifestyle diseases. A CII report indicates that 8 percent of households are pushed below the poverty line each year due to health expenditure. Technopak reports indicate that 40 percent of the low and middle income population borrow money or sell assets to pay for hospitalisation. Most of these unexpected expenses are medical expenses, due to which many people bankrupt. Hence, it is time for one and all to wake up to the concept of preventive healthcare. Technologies such as CT Angiogram and other non invasive forms of testing such as 2D Echo Cardiogram have been great use in the field of preventive healthcare. We incorporate the latest available technology, such as CT Angiogram, as soon as they are launched in

How do you foresee the transformation in healthcare delivery through preventive health checks? A recent ICRA report emphasises the role of prevention, especially in battling chronic diseases rampant in India, and so there is an immense scope of work. There is a need for an awakening in the thought process of Indians. As prevention becomes a culture in India, the impact will be phenomenal. Planned surgeries can be undertaken instead of last minute critical operations. The mortality rate due to lifestyle diseases can also be minimised. Overall, the losses can be reduced and it would help in the effective use of India’s GDP. Hence preventive healthcare is the need of the hour and there is tremendous scope of the same in India as well as at the global level. What is your perspective on the preventive healthcare check-ups market in India? The Indian healthcare industry, unlike other industries, stands untouched by recession. The preventive healthcare market is growing at a rate of 25 percent annually. As awareness about the need and importance of preventive healthcare grows amongst the middle class segment, our sector is bound to grow further.

What has been your marketing and business strategy? The preventive healthcare industry, on the whole, relies strongly on word of mouth publicity. As a brand, we want to expose as much Technopak reports indicate that 40 percent of the of the society to preventive health solutions and their benefits as possible. Our strategy low and middle income population borrow money involves initially exposing the society to this or sell assets to pay for hospitalisation. Most of type of solution and then increasing the share these unexpected expenses are medical expenses, of voice within the societies we are present, due to which many people bankrupt. Hence, it is within the discussions on health and within the time for one and all to wake up to the concept of media. preventive healthcare Our marketing plan involves a 360 degree approach which involves public relations, advertising, online, as well as non media events the market to ensure higher customer satisfaction through unto reach the society directly. We have been concentrating on paralleled quality. making sure all this communication is properly integrated to make sure our entire target market understands the same What are the key equipments and technologies installed message regardless of the media they consumed the mesat your centres? sage from. We use different marketing channels like exhibiIndus delivers quality healthcare through trusted delivery parttions, seminars etc to reach out to the audience. ners across 36 centres. According to Time magazine, cardiac CT scan is the most comprehensive scan available for the What do you predict will happen within preventive heart. We have evolved from the basic preventive health packhealthcare in the next 5-10 years in India? What are your ages to the high-end packages. This scan involves a huge sum future plans? of money but Indus offers this service along with a bouquet of The Indian preventive healthcare market is growing at a treother services at a very nominal rate. Indus believes in adding mendous rate, though it is still a relatively new concept for value for consumers, as we know that in India almost 80 percent most Indians. We foresee strong demand for hospital serhealthcare expenses are paid out of pocket. We have invested vices in tier-II and tier-III cities and thus have a targeted efand developed ERP software, in order to give a better experifort to reach out to these customers. Indus Health Plus is the ence to our clients. At Indus, in a bid to provide our clients with only company in India to have such an extensive network of the packages, we work in close conjunction with our delivery preventive healthcare delivery partners across most tier-II and partners. tier-III cities across Maharashtra as well as pan India. november / 2011


eHEALTH-Nov-2011-[46-47]-Preventive Healthcare is the Need of the Hour-Amol Naikawadi