Part One of our interview with Tracy Hahn Simons was featured in Issue 22 and can be viewed here.   Medical Travel Today (MTT): How are you currently marketing Global Protective Solutions^sm? Tracy Simons (TS): It’s actually a 1-2 approach. Most facilitators require patients to buy this insurance so they have two layers of coverage if something goes wrong. In addition, facilitators are now putting the policy in place on a group basis for their clients. There are, however, some parameters. For example, we don’t insure stem cell treatments and care in certain hospitals or facilities. Mostly those that aren’t JCI accredited or don’t have the country or region equivalent. But, if you’re working with reputable facilities, and you’re handling 150 patients per month, you get a very nice discount on the cost of the policy. Typically most facilitators will pass that savings along to the consumer. Without a doubt, the coverage and reduced cost makes them a better option in the consumer’s eye. MTT: How many facilitators do you currently work with? TS:  We currently work with 150 facilitators worldwide. Four of those clients are very large, and they provide group coverage for everybody they send abroad. The others don’t necessarily have a large enough base yet to offer group coverage, but that’s where the individual policy fits. MTT: What is your most successful channel for promoting your policies? TS: We found that partnerships with key players have brought the most success. We do a lot of speaking engagements and take advantage of educational opportunities at conventions and through presentations. And people are interested. We’ve been invited to present at conferences in Barcelona, Sao Paolo, D.C., Vegas, London, and so on, usually at medical tourism conferences or self-funded benefit conventions. In addition, we have found that hospitals and facilitators like to let people know about us by providing a link to us on their website. Key partners – listed on partner websites. Facilitators and hospitals. MTT: How has receptivity by employers changed in the past few years?  TS: Initially employers thought the notion of going abroad for care was so far-fetched that they just threw up objections and questions so they didn’t have to really address it. But now, as consumers become more educated, there’s a definite shift. Even so, we haven’t had an employer purchase a policy yet. We handle U.S. employers, and we have to be licensed in the state they’re domiciled in. MTT: What’s the nature of the care needed by most customers and from where are they coming? TS: The largest percent of procedures we’re seeing are in the area of CCSVI and cosmetic surgery. Most of our policy-holders are from Australia and Canada, and I’d say most often they’re headed to either Thailand or India for care. That’s been a pretty steady trend for some time. MTT: Are you looking to develop additional medical travel products?  TS: Every year we add an enhancement or feature to our accident policy. When someone brings up a need or concern related to it, we address it.  In that sense, it’s really an ever-changing policy. Beyond that, we’re just looking for continued growth.  Given what’s happening with care in the U.S. at this point, I’m pretty optimistic we’ll see it.   About Tracy Hahn Simons  Tracy H. Simons is president and principal of Custom Assurance Placements, Ltd. (CAP), a specialty program insurance broker. Tracy has a B.A. from the University of South Carolina’s school of business and international studies. Tracy is an owner and founder of two insurance operations. Tracy started an independent insurance agency, Caswell-Hahn Insurance Group in Hilton Head Island, S.C., in 1995 and sold the agency in 2000 to move to Columbia, S.C. There she founded, with partner Harold H Adams, Jr., Custom Assurance Placements, Ltd. (CAP), an insurance brokerage. CAP was formed in 2000, and brought international insurance expertise from partner Hal Adams, who had been insuring international organizations since 1980. CAP is tribunalized at Lloyds, London and is an MGU, MGA and broker for various insurance programs, both domestic and international. CAP has been working with the international medical travel industry to develop leading medical travel programs. CAP has worked with various innovators in the medical travel/tourism industry to meet insurance needs and has developed comprehensive solutions for facilitators, healthcare providers, individuals and employers.