1. Health examination as a profitable service product by Pekka Roto MD PhD Suomen Terveystalo OY Tallinn 30.09.03

2. Health examinations in Occupational Health Services 1. Pre-employment examinations 2. Periodical health examinations - exposure - age 3. Other health examinations - work ability assessment - preventive programs e.g. health promotion Pekka Roto MD PhD Suomen Terveystalo OY Tallinn 30.9.03

3. Pre-employment examinations Purposes: - suitability to work -compliance with the demands of the work - reference values for future examinations Pekka Roto MD Suomen Terveystalo OY Tallinn 30. 09. 03

4. Periodical Health Examinations EU/national-requirements ( legislative) -exposure assessment ( biological monitoring) -assessment of health effects of exposure ”Added value examinations” -work community assessments -age related examinations -profession based examinations Pekka Roto MD Suomen Terveystalo OY Tallinn 30.09.03

5. Other examinations Work ability assessment -in connection of prolonged sickness absence -changes in work demands Health promotion ( programs) -anti-smoking -risks of life style e.g alcohol -sedentary life style Pekka Roto MD Suomen Terveystalo OY Tallinn 30.09.03

6. Principles of marketing private health services 1. Knowledge of the needs of the customer ( s ) MANAGEMENT EMPLOYEES SOCIETY ( LEGISLATIVE REQUIREMENTS ) 2. Providers´ ability to meet the needs of the customer -COMPETENCE -COMMUNICATING SKILLS -SELECTION OF SERVICES ( MULTI-POFESSIONALISM) Pekka Roto MD PhD Suomen Terveystalo OY Tallinn 30.09.03

7. Customers´needs Evaluation of the needs - interview of the decision maker(s) - a priori experience of the provider - assessment of the priorities with the customer -customer´s intention to buy Pekka Roto MD PhD Suomen Terveystalo OY Tallinn 30.09 03

8. Providers abilities 1. Quality of services ( ISO 9001/2000) 2. Quantity and selection of own services 3. Providers service net ( suppliers ) 4. Pricing 5. Evaluation of success - customer´s satisfaction measurements - financial follow-up - personnels satisfaction and skills Pekka Roto MD PhD Suomen Terveystalo OY Tallinn 30.09.03

9. Successful occupational health program Long term collaboration between management, employees and service provider ( concensus on common goals ) evidence based contents as often as possible both in preventive and curative medicine economically very profitable ( 1x3 profit rule) Pekka Roto MD Suomen Terveystalo OY Tallinn, 30.09.03