Lessons on Healthcare Marketing

Dr. Balasubramanian is the M.D. of Sankar Eye Hospital, Bangalore. He is an MBA from IIM Ahmedabad and has 43 years of corporate experience.

Dr. Bala Subramanian talked in depth about healthcare marketing and the challenges such as synchronizing demand with supply and delivering consistent service quality. He explained all the Ps of Service Marketing namely Price, Product, Place, Promotion, People, Physical Evidence and Process with respect to day to day operations and marketing activities of Sankar Netralaya. He elucidated how marketing of services is drastically different from marketing tangible products. In Mr. Subramanian’s words “In healthcare marketing how to make the organization consumer focussed is the key to success”. Every communication, every process and every transaction, right from the time the consumer enters the hospital premises in his vehicle to the time he is billed and discharged, must be carefully planned and designed keeping customer at the centre stage.

He illustrated the five dimensions of Service Quality namely Reliability, Assurance, Tangibles, Empathy and Responsiveness citing the example of Sankar Netralaya. He emphasised that Service Quality, which has three aspects namely Interaction, Physical Evidence and Outcome, does not give customer satisfaction in isolation; it is just one part of customer satisfaction - the other two being situational and personal factors. These lead to certain expectations by the customers. Sankar Netralaya follows a Gap model where the focus is to bridge the provider gaps between the expected service and the perceived service received by the customer. He reiterated “How successful an organization is in bridging this gap between promise and delivery is the measure of its competitive advantage”

He explained that the reason of existence of Sankar Netralaya is to serve the community but since it understands that in order to survive it’s important to raise revenue and be self sustainable hence its business model is a mix of Corporate and Community Service. The hospitals need support in the form of donations only for trainings and equipments, in all other respects they are totally self sustainable.

He signed off with the message that though there was strong scepticism that a charitable hospital can never attract corporate clients and hence its business model will not be successful, but by carefully embedding customer focus in every activity for the chosen target market they were able to dispel the myth and carve a niche for themselves.

It was a great learning experience and gave a bird’s eye view on service marketing and specifically healthcare marketing.

Mr. Rajdeep Sardesai adresses students on 'Media & Governance'

The students of Institute of Management, Nirma University witnessed an exciting insight into 'Media and Governance' from Mr. Rajdeep Sardesai, Editor-in-Chief, IBN18 Network. Mr. Sardesai focused on the changing media forms, the ethical issues and the government’s role associated with it. "The primary job that journalism was expected to do was of a watchdog which has now turned into story telling". He also suggested as to how ‘journalism’ transformed into ‘media’ over the last decade. "More than 300 news channel are coming up with few of them waiting for licenses and media is becoming larger than life. In short, it can be called McDonaldization of media. Media is becoming clogged", said Mr. Sardesai.

Mr. Sardesai commented on the 3 C's on which the media is based on, namely crime, cricket and cinema. But the main concern echoed by him was the missing nature of the 2 C's which are conscience and creditability. He also spoke about the business models of media which according to him are still in nascent stage in India. He also pointed out that with Facebook and Twitter becoming so powerful, it is also, now a responsibility of the people to help create governance through media. The session concluded with a question answer round where Mr. Sardesai answered some queries of the young students. In all, the session was an exciting and informative way to catch a glimpse of the functioning of media in India.