42fd6fbe-bde0-4841-a4f7-a25040e36129/55-0 00:00:03.641 --> 00:00:08.156 <v Jordan Cooper>Of Northwell direct for our listeners who may be familiar with Northwell Health,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/55-1 00:00:08.156 --> 00:00:12.393 <v Jordan Cooper>this is a different organization. Northwell Health is a healthcare delivery</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/55-2 00:00:12.393 --> 00:00:16.296 <v Jordan Cooper>system based in Melville, NY, which is Long Island has been expanding</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/55-3 00:00:16.296 --> 00:00:19.194 <v Jordan Cooper>into Connecticut as the healthcare delivery system.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/55-4 00:00:19.194 --> 00:00:20.811 <v Jordan Cooper>We're not here to talk about.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/67-0 00:00:20.811 --> 00:00:23.709 <v Jordan Cooper>North Wales health necessarily. Today we're here to talk about North</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/67-1 00:00:23.709 --> 00:00:23.961 <v Jordan Cooper>Wales.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/76-0 00:00:23.961 --> 00:00:28.241 <v Jordan Cooper>Direct Nick is the CEO of North Wales Direct and.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/86-0 00:00:29.011 --> 00:00:30.651 <v Jordan Cooper>Nick, I'd like to ask you for our listeners.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/92-0 00:00:30.651 --> 00:00:34.051 <v Jordan Cooper>Do you please define the history and the definition?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/100-0 00:00:34.601 --> 00:00:37.281 <v Jordan Cooper>Of what Northwell Direct is and how it came to be.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/103-0 00:00:38.001 --> 00:00:38.681 <v Stefanizzi, Nicholas>Sure thing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/109-0 00:00:38.681 --> 00:00:40.961 <v Stefanizzi, Nicholas>And first thanks Jordan for having me.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/127-0 00:00:40.961 --> 00:00:44.640 <v Stefanizzi, Nicholas>It's a pleasure to be able to chat with you and be able to share a little bit</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/127-1 00:00:44.640 --> 00:00:45.961 <v Stefanizzi, Nicholas>more about Northwell Direct.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/138-0 00:00:46.561 --> 00:00:50.228 <v Stefanizzi, Nicholas>So as you mentioned, Northwell Health is New York State's</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/138-1 00:00:50.228 --> 00:00:52.441 <v Stefanizzi, Nicholas>largest integrated delivery system.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/174-0 00:00:52.641 --> 00:00:57.291 <v Stefanizzi, Nicholas>We also happen to be the largest employer in the state of New York,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/174-1 00:00:57.291 --> 00:01:02.626 <v Stefanizzi, Nicholas>largest private employer and Northwell Direct is a wholly owned subsidiary of</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/174-2 00:01:02.626 --> 00:01:07.481 <v Stefanizzi, Nicholas>the health system that operates semi autonomously and that is focused.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/217-0 00:01:07.681 --> 00:01:14.227 <v Stefanizzi, Nicholas>Based on partnering with employers to solve the unique healthcare needs and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/217-1 00:01:14.227 --> 00:01:18.792 <v Stefanizzi, Nicholas>challenges of their workforce and of their families,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/217-2 00:01:18.792 --> 00:01:24.993 <v Stefanizzi, Nicholas>and we were launched in 2020, we've worked with over 200 employers over</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/217-3 00:01:24.993 --> 00:01:31.281 <v Stefanizzi, Nicholas>the course of the last five years in a variety of different ways. And I.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/232-0 00:01:31.281 --> 00:01:35.272 <v Stefanizzi, Nicholas>Sure. We'll talk as we go through this. More about the different ways that we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/232-1 00:01:35.272 --> 00:01:35.681 <v Stefanizzi, Nicholas>partner.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/235-0 00:01:36.651 --> 00:01:37.571 <v Stefanizzi, Nicholas>With employees.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/246-0 00:01:39.481 --> 00:01:45.561 <v Stefanizzi, Nicholas>But really, the the genesis of this was twofold, #1.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/252-0 00:01:47.011 --> 00:01:49.211 <v Stefanizzi, Nicholas>You know, we see ourselves.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/286-0 00:01:51.131 --> 00:01:56.011 <v Stefanizzi, Nicholas>As parts of the communities that we serve just the same as local employers are</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/286-1 00:01:56.011 --> 00:02:00.706 <v Stefanizzi, Nicholas>parts of the Community that we serve and we saw that they had real need and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/286-2 00:02:00.706 --> 00:02:03.980 <v Stefanizzi, Nicholas>challenge, particularly as it relates to the cost to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/286-3 00:02:03.980 --> 00:02:05.771 <v Stefanizzi, Nicholas>provide for health insurance.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/292-0 00:02:06.201 --> 00:02:07.281 <v Stefanizzi, Nicholas>For their employees.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/305-0 00:02:07.281 --> 00:02:13.083 <v Stefanizzi, Nicholas>And so we saw an opportunity as providers and as partners in the Community to help</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/305-1 00:02:13.083 --> 00:02:14.761 <v Stefanizzi, Nicholas>solve that challenge by.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/309-0 00:02:16.531 --> 00:02:18.091 <v Stefanizzi, Nicholas>By partnering directly.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/329-0 00:02:20.121 --> 00:02:23.027 <v Stefanizzi, Nicholas>And then you know, sort of secondary to that,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/329-1 00:02:23.027 --> 00:02:27.639 <v Stefanizzi, Nicholas>we knew we had the experience and perspective as the largest employer of</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/329-2 00:02:27.639 --> 00:02:29.281 <v Stefanizzi, Nicholas>how to effectively manage.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/365-0 00:02:30.731 --> 00:02:35.396 <v Stefanizzi, Nicholas>Spend on healthcare benefits without compromising access to the highest</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/365-1 00:02:35.396 --> 00:02:40.515 <v Stefanizzi, Nicholas>quality care for all of our members, and so that really was the genesis of why</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/365-2 00:02:40.515 --> 00:02:45.051 <v Stefanizzi, Nicholas>we made the decision to get involved in the direct to employer space.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/370-0 00:02:45.961 --> 00:02:46.921 <v Jordan Cooper>I love it, Nick.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/390-0 00:02:47.201 --> 00:02:52.555 <v Jordan Cooper>And the reason what I like to do on this episode today is touch upon a topic which</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/390-1 00:02:52.555 --> 00:02:56.361 <v Jordan Cooper>is affecting many health systems across the United States.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/425-0 00:02:56.361 --> 00:03:00.967 <v Jordan Cooper>And this is the concept of a pave, either the relationship between health</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/425-1 00:03:00.967 --> 00:03:04.266 <v Jordan Cooper>insurance companies, which we refer to as payers and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/425-2 00:03:04.266 --> 00:03:09.183 <v Jordan Cooper>healthcare delivery systems we refer to as providers of portmanteau would be a</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/425-3 00:03:09.183 --> 00:03:09.681 <v Jordan Cooper>paveder.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/427-0 00:03:09.681 --> 00:03:11.161 <v Jordan Cooper>That is something that's affecting.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/433-0 00:03:11.931 --> 00:03:14.731 <v Jordan Cooper>The entire United States, starting with policies that pass.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/480-0 00:03:15.281 --> 00:03:20.312 <v Jordan Cooper>In the Affordable Care Act in 2009 and have spread through CMS and and from the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/480-1 00:03:20.312 --> 00:03:23.080 <v Jordan Cooper>public payer into the private payer market,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/480-2 00:03:23.080 --> 00:03:26.413 <v Jordan Cooper>you've seen everything from one end of the Spectrum,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/480-3 00:03:26.413 --> 00:03:31.256 <v Jordan Cooper>Kaiser Permanente from fully implement integrated as with payer and provider</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/480-4 00:03:31.256 --> 00:03:32.891 <v Jordan Cooper>system. And then you have.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/510-0 00:03:32.921 --> 00:03:38.218 <v Jordan Cooper>The Ppo's and the strictly FIFA service based providers and then in the middle</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/510-1 00:03:38.218 --> 00:03:43.514 <v Jordan Cooper>you have these changing payment models with value based purchasing shared risk</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/510-2 00:03:43.514 --> 00:03:44.721 <v Jordan Cooper>and you're seeing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/550-0 00:03:45.241 --> 00:03:50.967 <v Jordan Cooper>Seeing provider organizations purchasing payers, you're seeing Optum is a payer,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/550-1 00:03:50.967 --> 00:03:55.844 <v Jordan Cooper>which is the largest employer of providers across the United States.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/550-2 00:03:55.844 --> 00:04:01.217 <v Jordan Cooper>And I think Northwell Direct is a very interesting approach to the paveider</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/550-3 00:04:01.217 --> 00:04:01.641 <v Jordan Cooper>model.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/582-0 00:04:01.641 --> 00:04:05.788 <v Jordan Cooper>It's a very interesting blend and I think our listeners would say, look, you know,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/582-1 00:04:05.788 --> 00:04:09.884 <v Jordan Cooper>I'm not sure if we're in the same exact approach that Northwell Direct is taking.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/582-2 00:04:09.884 --> 00:04:13.582 <v Jordan Cooper>But I think all of our listeners from different health systems across the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/582-3 00:04:13.582 --> 00:04:14.281 <v Jordan Cooper>United States.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/600-0 00:04:14.481 --> 00:04:17.892 <v Jordan Cooper>Have a lot to learn from what is going on with Northwell Direct,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/600-1 00:04:17.892 --> 00:04:20.201 <v Jordan Cooper>and I think it's very interesting approach.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/625-0 00:04:20.201 --> 00:04:23.384 <v Jordan Cooper>So Nick, I'd like to invite you to tell us</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/625-1 00:04:23.384 --> 00:04:28.268 <v Jordan Cooper>particularly about what you're hearing, what has been the impact,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/625-2 00:04:28.268 --> 00:04:31.081 <v Jordan Cooper>what kind of patients are you serving?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/640-0 00:04:31.081 --> 00:04:35.085 <v Jordan Cooper>I think you said you're serving employers that may be self insured,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/640-1 00:04:35.085 --> 00:04:36.321 <v Jordan Cooper>like ERISA employers.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/645-0 00:04:36.321 --> 00:04:38.361 <v Jordan Cooper>How are payers reacting?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/651-0 00:04:38.361 --> 00:04:39.841 <v Jordan Cooper>Let's just dive right in.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/653-0 00:04:39.881 --> 00:04:41.841 <v Jordan Cooper>Show me the show us the landscape.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/656-0 00:04:42.651 --> 00:04:43.531 <v Jordan Cooper>And the impact?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/664-0 00:04:43.961 --> 00:04:47.441 <v Jordan Cooper>Financially, operationally, clinically, go, go for it.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/693-0 00:04:47.601 --> 00:04:50.465 <v Stefanizzi, Nicholas>Sure. The first thing that I want to do and I I</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/693-1 00:04:50.465 --> 00:04:55.418 <v Stefanizzi, Nicholas>was out at Beckers about a week ago and I I asked the group that I was speaking to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/693-2 00:04:55.418 --> 00:04:58.401 <v Stefanizzi, Nicholas>to raise their hand in response to this question.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/699-0 00:04:58.401 --> 00:05:00.521 <v Stefanizzi, Nicholas>So I won't do that here. 'cause it'd be a little hard, but.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/728-0 00:05:02.331 --> 00:05:08.127 <v Stefanizzi, Nicholas>The first thing we've got to do is challenge the status quo in our thinking</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/728-1 00:05:08.127 --> 00:05:12.931 <v Stefanizzi, Nicholas>about the word payer and who is the true payer for healthcare.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/720-0 00:05:09.251 --> 00:05:09.451 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/737-0 00:05:13.531 --> 00:05:17.925 <v Stefanizzi, Nicholas>And I think in a lot of ways, we've allowed ourselves to slip into this</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/737-1 00:05:17.925 --> 00:05:18.291 <v Stefanizzi, Nicholas>model.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/778-0 00:05:18.561 --> 00:05:25.198 <v Stefanizzi, Nicholas>Where we refer to the traditional large insurance company as payers and I want to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/778-1 00:05:25.198 --> 00:05:31.430 <v Stefanizzi, Nicholas>challenge that notion because in our view, the true payers of healthcare are</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/778-2 00:05:31.430 --> 00:05:37.986 <v Stefanizzi, Nicholas>employers and their employees who fund the cost for health insurance in employer</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/778-3 00:05:37.986 --> 00:05:39.281 <v Stefanizzi, Nicholas>sponsored plans.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/788-0 00:05:39.361 --> 00:05:44.401 <v Stefanizzi, Nicholas>And it's important to remember that over 50% / 160 million people in this country.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/797-0 00:05:45.131 --> 00:05:47.611 <v Stefanizzi, Nicholas>Have access to health insurance by virtue of participating.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/822-0 00:05:48.081 --> 00:05:54.374 <v Stefanizzi, Nicholas>In an employer sponsored health plan, so we view them as the true payers and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/822-1 00:05:54.374 --> 00:05:59.441 <v Stefanizzi, Nicholas>what we saw stepping into this paper space is an opportunity.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/857-0 00:06:00.851 --> 00:06:07.037 <v Stefanizzi, Nicholas>Not to disintermediate, not to cut out, but to reorient and restructure and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/857-1 00:06:07.037 --> 00:06:13.711 <v Stefanizzi, Nicholas>realign how the relationships exist and what role each of the parties has to play</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/857-2 00:06:13.711 --> 00:06:14.851 <v Stefanizzi, Nicholas>in the system.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/890-0 00:06:16.021 --> 00:06:22.259 <v Stefanizzi, Nicholas>And so our focus is on reorienting the relationship directly between us as the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/890-1 00:06:22.259 --> 00:06:28.339 <v Stefanizzi, Nicholas>provider organization and the employer, the self funded employer as the true</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/890-2 00:06:28.339 --> 00:06:31.261 <v Stefanizzi, Nicholas>payer connecting those relationships.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/908-0 00:06:31.261 --> 00:06:36.511 <v Stefanizzi, Nicholas>And then wrapping all of the services around it that are needed to ensure the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/908-1 00:06:36.511 --> 00:06:39.741 <v Stefanizzi, Nicholas>solution can be implemented without disruption.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/919-0 00:06:40.531 --> 00:06:43.971 <v Stefanizzi, Nicholas>To the workforce while maintaining access to high quality care.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/959-0 00:06:44.631 --> 00:06:50.144 <v Stefanizzi, Nicholas>And driving down costs, we have over 135, 000 members from 50 local regional,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/959-1 00:06:50.144 --> 00:06:55.586 <v Stefanizzi, Nicholas>national employers and labor unions that have adopted our model for employer</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/959-2 00:06:55.586 --> 00:06:59.191 <v Stefanizzi, Nicholas>sponsored health plans in the New York metro area.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/965-0 00:06:59.191 --> 00:07:04.111 <v Stefanizzi, Nicholas>And we're seeing on average that they save about 20%.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/979-0 00:07:05.491 --> 00:07:07.364 <v Stefanizzi, Nicholas>In their costs related to health insurance,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/979-1 00:07:07.364 --> 00:07:10.131 <v Stefanizzi, Nicholas>those are dollars that can be reinvested back into the business.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/988-0 00:07:10.331 --> 00:07:13.411 <v Stefanizzi, Nicholas>Those are dollars that can be reinvested back into the recruitment.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/996-0 00:07:13.841 --> 00:07:16.361 <v Stefanizzi, Nicholas>Retention of high erforming staff.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-0 00:07:16.681 --> 00:07:22.316 <v Stefanizzi, Nicholas>Those are dollars that ultimately have trickle down effect into the communities</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-1 00:07:22.316 --> 00:07:25.697 <v Stefanizzi, Nicholas>that we're all a part of. And at the same time,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-2 00:07:25.697 --> 00:07:30.981 <v Stefanizzi, Nicholas>we're seeing that our solution is improving the health of the Members that</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-3 00:07:30.981 --> 00:07:34.996 <v Stefanizzi, Nicholas>we're serving, how we wrap care management around all of</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-4 00:07:34.996 --> 00:07:35.841 <v Stefanizzi, Nicholas>the Members.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1056-0 00:07:37.211 --> 00:07:41.165 <v Stefanizzi, Nicholas>That participate in this model and what we're seeing are levels of engagement</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1056-1 00:07:41.165 --> 00:07:43.851 <v Stefanizzi, Nicholas>that are much higher than the traditional insurance.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1102-0 00:07:44.721 --> 00:07:48.672 <v Stefanizzi, Nicholas>Plans are able to offer, and we're also seeing great outcomes,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1102-1 00:07:48.672 --> 00:07:52.874 <v Stefanizzi, Nicholas>whether it's reduction in A1C levels for our diabetic populations,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1102-2 00:07:52.874 --> 00:07:57.891 <v Stefanizzi, Nicholas>whether it's better management of people with chronic kidney disease or keeping</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1102-3 00:07:57.891 --> 00:08:02.281 <v Stefanizzi, Nicholas>people from visiting the Ed multiple times over the period of months.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1091-0 00:07:57.921 --> 00:07:58.121 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1127-0 00:08:03.811 --> 00:08:08.165 <v Stefanizzi, Nicholas>Real improvements in clinical outcomes that translate into incremental hard</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1127-1 00:08:08.165 --> 00:08:12.691 <v Stefanizzi, Nicholas>dollar savings for the employers and the members. And we do that as a win win.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1139-0 00:08:13.501 --> 00:08:17.341 <v Jordan Cooper>Many of our listeners may be saying this sounds almost too good to be true.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1147-0 00:08:17.381 --> 00:08:20.221 <v Jordan Cooper>You're saying that I can get more for less?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1159-0 00:08:20.861 --> 00:08:23.494 <v Jordan Cooper>First of all, there's many questions that our listeners</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1159-1 00:08:23.494 --> 00:08:25.421 <v Jordan Cooper>are probably asking themselves right now.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1163-0 00:08:25.421 --> 00:08:28.181 <v Jordan Cooper>Let's just start with the basic enrollment process.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1186-0 00:08:29.651 --> 00:08:36.287 <v Jordan Cooper>Northwell Direct goes to employer a OK and employer A is a self insured employer</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1186-1 00:08:36.287 --> 00:08:38.171 <v Jordan Cooper>based in New York City.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1193-0 00:08:38.411 --> 00:08:42.371 <v Jordan Cooper>They have 1000 employees and they currently.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1206-0 00:08:42.681 --> 00:08:49.377 <v Jordan Cooper>Only receive coverage through Blue Cross Blue Shield and let's say they pay X.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1206-1 00:08:49.377 --> 00:08:49.801 <v Jordan Cooper>What?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1211-0 00:08:51.571 --> 00:08:52.611 <v Jordan Cooper>Is that conversation look like?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1229-0 00:08:52.611 --> 00:08:56.250 <v Jordan Cooper>What product do you offer? And then how does that actually affect</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1229-1 00:08:56.250 --> 00:09:00.275 <v Jordan Cooper>employees of company A as they seek to get care for themselves and their</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1229-2 00:09:00.275 --> 00:09:00.771 <v Jordan Cooper>families?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1231-0 00:09:00.961 --> 00:09:01.361 <v Jordan Cooper>Yes.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1245-0 00:09:02.201 --> 00:09:06.081 <v Stefanizzi, Nicholas>So a couple things that I think are really important, just context.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1253-0 00:09:06.081 --> 00:09:09.481 <v Stefanizzi, Nicholas>Number one, I want to be clear. We are not an insurance company.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1259-0 00:09:09.881 --> 00:09:12.081 <v Stefanizzi, Nicholas>We are not a licensed insurance company.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1284-0 00:09:12.081 --> 00:09:16.992 <v Stefanizzi, Nicholas>We don't sell an insurance product. What we offer is a network of providers,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1284-1 00:09:16.992 --> 00:09:21.393 <v Stefanizzi, Nicholas>a high performing network with pricing that we've negotiated that is</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1284-2 00:09:21.393 --> 00:09:23.881 <v Stefanizzi, Nicholas>advantageous to the rest of the market.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1287-0 00:09:24.081 --> 00:09:26.161 <v Stefanizzi, Nicholas>We offer care management services.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1294-0 00:09:26.971 --> 00:09:28.051 <v Stefanizzi, Nicholas>And then we bring that to life.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1297-0 00:09:28.051 --> 00:09:30.731 <v Stefanizzi, Nicholas>We bring the insurance program to life.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1336-0 00:09:31.161 --> 00:09:35.926 <v Stefanizzi, Nicholas>Through partnerships we've established with third party administrators,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1336-1 00:09:35.926 --> 00:09:40.691 <v Stefanizzi, Nicholas>Pbm's for the pharmacy benefit, stop loss carriers who can cap the risk</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1336-2 00:09:40.691 --> 00:09:45.721 <v Stefanizzi, Nicholas>exposure for a self funded employer, and we offer that integrated solution.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1358-0 00:09:47.091 --> 00:09:51.688 <v Stefanizzi, Nicholas>Wrapped with national carrier network so that we can ensure local choice and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1358-1 00:09:51.688 --> 00:09:54.971 <v Stefanizzi, Nicholas>national extension coverage. And so again what I what?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1369-0 00:09:54.971 --> 00:09:57.666 <v Stefanizzi, Nicholas>I'm describing to you is the full product stack,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1369-1 00:09:57.666 --> 00:09:59.811 <v Stefanizzi, Nicholas>so you understand how it's constructed.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1418-0 00:10:00.841 --> 00:10:05.189 <v Stefanizzi, Nicholas>And how it represents, again not a not a disintermediating,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1418-1 00:10:05.189 --> 00:10:10.915 <v Stefanizzi, Nicholas>a reorienting of the pieces and parts of the product stack so that we can be a</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1418-2 00:10:10.915 --> 00:10:16.713 <v Stefanizzi, Nicholas>full replacement to the current plan. The current platform that an employer has</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1418-3 00:10:16.713 --> 00:10:21.061 <v Stefanizzi, Nicholas>in place for their employer sponsored health plan, so that.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1442-0 00:10:22.111 --> 00:10:26.351 <v Stefanizzi, Nicholas>Number two, one of the things that's really critical</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1442-1 00:10:26.351 --> 00:10:31.311 <v Stefanizzi, Nicholas>like we go out, we market, we engage directly with employers.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1456-0 00:10:31.381 --> 00:10:35.721 <v Stefanizzi, Nicholas>But what I have said loud and clear to anybody that will listen is we want to be</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1456-1 00:10:35.721 --> 00:10:37.061 <v Stefanizzi, Nicholas>the most broker friendly.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1465-0 00:10:38.551 --> 00:10:40.431 <v Stefanizzi, Nicholas>Product and service offering out in the market.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1469-0 00:10:40.431 --> 00:10:43.471 <v Stefanizzi, Nicholas>The broker channel is critically important.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1479-0 00:10:43.471 --> 00:10:45.751 <v Stefanizzi, Nicholas>They are partners in this process.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1504-0 00:10:45.951 --> 00:10:50.890 <v Stefanizzi, Nicholas>Employers deserve the advice and counsel that they get from their brokers.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1504-1 00:10:50.890 --> 00:10:54.972 <v Stefanizzi, Nicholas>We partner closely with them to evaluate how this would work,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1504-2 00:10:54.972 --> 00:10:59.911 <v Stefanizzi, Nicholas>whether or not the product is a fit for the employers that they recommend.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1550-0 00:11:00.341 --> 00:11:05.405 <v Stefanizzi, Nicholas>And we have a series of steps in analytics that we will work through</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1550-1 00:11:05.405 --> 00:11:10.541 <v Stefanizzi, Nicholas>demonstrating the utilization of providers and any disruption usually</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1550-2 00:11:10.541 --> 00:11:13.770 <v Stefanizzi, Nicholas>minimal given the structure of our product.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1550-3 00:11:13.770 --> 00:11:19.421 <v Stefanizzi, Nicholas>We will look at and actually reprice their claims experience to demonstrate.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1557-0 00:11:19.861 --> 00:11:21.701 <v Stefanizzi, Nicholas>Here's what you paid in your model.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1564-0 00:11:21.701 --> 00:11:23.381 <v Stefanizzi, Nicholas>Here's what that would have looked like.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1572-0 00:11:23.381 --> 00:11:27.101 <v Stefanizzi, Nicholas>All things the same if it were incurred within our network product.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1576-0 00:11:27.581 --> 00:11:27.781 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1582-0 00:11:27.831 --> 00:11:30.951 <v Stefanizzi, Nicholas>So that we can demonstrate through real analytics.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1597-0 00:11:31.701 --> 00:11:36.565 <v Stefanizzi, Nicholas>How much of A savings opportunity they have available to them in adopting this</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1597-1 00:11:36.565 --> 00:11:37.181 <v Stefanizzi, Nicholas>solutions?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1622-0 00:11:37.181 --> 00:11:41.759 <v Stefanizzi, Nicholas>Because a lot of times when you talk about a new solution for employer</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1622-1 00:11:41.759 --> 00:11:45.629 <v Stefanizzi, Nicholas>sponsored Health plans, there are a couple of key themes of</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1622-2 00:11:45.629 --> 00:11:47.821 <v Stefanizzi, Nicholas>concern that come up that come up.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1623-0 00:11:47.861 --> 00:11:49.261 <v Stefanizzi, Nicholas>One this is new.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1631-0 00:11:49.261 --> 00:11:51.861 <v Stefanizzi, Nicholas>New is scary. Two, it's different.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1639-0 00:11:51.861 --> 00:11:56.581 <v Stefanizzi, Nicholas>Different can mean disruption. 3 You know, these claims of savings.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1648-0 00:11:57.351 --> 00:12:00.791 <v Stefanizzi, Nicholas>Maybe are not real and we try to dispel all of those perceptions.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1672-0 00:12:01.501 --> 00:12:06.221 <v Stefanizzi, Nicholas>About what a change like this represents using real data to demonstrate the use</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1672-1 00:12:06.221 --> 00:12:08.581 <v Stefanizzi, Nicholas>case based on their owns claims history.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1702-0 00:12:08.581 --> 00:12:12.841 <v Stefanizzi, Nicholas>So we work through a partner, a process in partnership with their</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1702-1 00:12:12.841 --> 00:12:18.134 <v Stefanizzi, Nicholas>broker in partnership with HR and Finance leadership at the employer to show them</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1702-2 00:12:18.134 --> 00:12:20.781 <v Stefanizzi, Nicholas>how this will work and what it will mean.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1722-0 00:12:21.061 --> 00:12:25.392 <v Stefanizzi, Nicholas>And we've seen, you know, in in all the employers that we're</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1722-1 00:12:25.392 --> 00:12:28.943 <v Stefanizzi, Nicholas>working with, again on average about 20% savings.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1722-2 00:12:28.943 --> 00:12:30.221 <v Stefanizzi, Nicholas>On the other side.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1726-0 00:12:31.121 --> 00:12:32.921 <v Stefanizzi, Nicholas>And we are seeing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1746-0 00:12:34.671 --> 00:12:40.075 <v Stefanizzi, Nicholas>Low single digit and in many instances flat renewals of stop loss policies year</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1746-1 00:12:40.075 --> 00:12:40.751 <v Stefanizzi, Nicholas>over year.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1785-0 00:12:40.791 --> 00:12:44.616 <v Stefanizzi, Nicholas>And so I share all that say the product is working,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1785-1 00:12:44.616 --> 00:12:50.427 <v Stefanizzi, Nicholas>it's having the intended impact that we demonstrate in the pre sale process to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1785-2 00:12:50.427 --> 00:12:56.311 <v Stefanizzi, Nicholas>the employers that we work with and it's seamless from the perspective of their</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1785-3 00:12:56.311 --> 00:12:58.591 <v Stefanizzi, Nicholas>employee open enrollment comes.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1788-0 00:12:59.711 --> 00:13:00.351 <v Stefanizzi, Nicholas>It's a replacement.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1792-0 00:13:00.941 --> 00:13:01.341 <v Stefanizzi, Nicholas>It's a.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1833-0 00:13:01.661 --> 00:13:06.929 <v Stefanizzi, Nicholas>New option that we've put in place and we partner super closely with the HR team to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1833-1 00:13:06.929 --> 00:13:11.319 <v Stefanizzi, Nicholas>make sure all the communication, education and change management that</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1833-2 00:13:11.319 --> 00:13:14.580 <v Stefanizzi, Nicholas>needs to happen with the employees is put in place.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1833-3 00:13:14.580 --> 00:13:16.901 <v Stefanizzi, Nicholas>So there's a high level of readiness.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1835-0 00:13:17.611 --> 00:13:18.091 <v Jordan Cooper>Got it.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1854-0 00:13:18.091 --> 00:13:21.160 <v Jordan Cooper>So I think one question that everyone's listening is, is,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1854-1 00:13:21.160 --> 00:13:24.811 <v Jordan Cooper>is asking themselves is where do these savings come from? Are there?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1862-0 00:13:24.811 --> 00:13:28.011 <v Jordan Cooper>Is there lower reimbursement rates to Northwell providers?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1869-0 00:13:28.171 --> 00:13:32.451 <v Jordan Cooper>Are there a lower I guess membership fees?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1887-0 00:13:34.621 --> 00:13:38.318 <v Jordan Cooper>Due I guess premiums to the health insurance companies that are actually</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1887-1 00:13:38.318 --> 00:13:39.381 <v Jordan Cooper>covering these lives.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1908-0 00:13:41.141 --> 00:13:45.240 <v Jordan Cooper>You mentioned care management and no doubt that may yield some savings,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1908-1 00:13:45.240 --> 00:13:47.461 <v Jordan Cooper>but they can't account for 20% savings.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1916-0 00:13:47.891 --> 00:13:51.051 <v Jordan Cooper>To the employer, where do the savings come from?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1938-0 00:13:51.081 --> 00:13:55.219 <v Stefanizzi, Nicholas>Yeah. So there's a couple of it. It really comes down to three buckets</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1938-1 00:13:55.219 --> 00:13:57.841 <v Stefanizzi, Nicholas>when you think about a self funded employer.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1939-0 00:13:57.841 --> 00:13:58.801 <v Stefanizzi, Nicholas>So first.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1971-0 00:14:00.231 --> 00:14:05.778 <v Stefanizzi, Nicholas>There are in a self funded arrangement. There are fixed administrative fees,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1971-1 00:14:05.778 --> 00:14:11.614 <v Stefanizzi, Nicholas>you know typically per employee per month cost for various services that make up</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1971-2 00:14:11.614 --> 00:14:12.911 <v Stefanizzi, Nicholas>the product stack.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1989-0 00:14:12.911 --> 00:14:17.770 <v Stefanizzi, Nicholas>It's not a premium per say, it's it's usually APE PM fee for the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1989-1 00:14:17.770 --> 00:14:20.311 <v Stefanizzi, Nicholas>various components of the service.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/1993-0 00:14:20.981 --> 00:14:22.301 <v Stefanizzi, Nicholas>What I would say is.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2024-0 00:14:24.231 --> 00:14:27.995 <v Stefanizzi, Nicholas>In in that bucket, the services that we make available in</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2024-1 00:14:27.995 --> 00:14:32.668 <v Stefanizzi, Nicholas>our product stack are comparable, if not slightly favorable compared to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2024-2 00:14:32.668 --> 00:14:36.951 <v Stefanizzi, Nicholas>market. The second bucket. And this is really the biggest driver.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2047-0 00:14:38.991 --> 00:14:42.792 <v Stefanizzi, Nicholas>Is the expense related to paying claims right?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2047-1 00:14:42.792 --> 00:14:49.423 <v Stefanizzi, Nicholas>Because self funded employers pay claims as they are incurred by as Healthcare is</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2047-2 00:14:49.423 --> 00:14:50.151 <v Stefanizzi, Nicholas>consumed?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2053-0 00:14:50.461 --> 00:14:51.981 <v Stefanizzi, Nicholas>By their team members.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2097-0 00:14:52.061 --> 00:14:58.666 <v Stefanizzi, Nicholas>And so we have negotiated rates that are favorable that are advantageous that yes,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2097-1 00:14:58.666 --> 00:15:04.555 <v Stefanizzi, Nicholas>are lower compared to the market. We are able to assess that and validate</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2097-2 00:15:04.555 --> 00:15:10.444 <v Stefanizzi, Nicholas>that leveraging the transparency tools that are available to us since the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2097-3 00:15:10.444 --> 00:15:14.821 <v Stefanizzi, Nicholas>implementation of that law. And so short term, yes it.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2100-0 00:15:14.821 --> 00:15:15.661 <v Stefanizzi, Nicholas>A lower cost.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2110-0 00:15:16.391 --> 00:15:20.111 <v Stefanizzi, Nicholas>For claims incurred for care received, and that really is.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2136-0 00:15:20.261 --> 00:15:25.250 <v Stefanizzi, Nicholas>Is those first two buckets really represent the short term financial</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2136-1 00:15:25.250 --> 00:15:29.661 <v Stefanizzi, Nicholas>opportunity for employers to save money in this arrangement?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2133-0 00:15:28.851 --> 00:15:29.051 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2171-0 00:15:29.861 --> 00:15:34.904 <v Stefanizzi, Nicholas>The third bucket care management in my view, that's the long term play.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2171-1 00:15:34.904 --> 00:15:40.157 <v Stefanizzi, Nicholas>That's the long term investment in the health of your employees and in the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2171-2 00:15:40.157 --> 00:15:43.379 <v Stefanizzi, Nicholas>health, the improved health of your employees</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2171-3 00:15:43.379 --> 00:15:46.741 <v Stefanizzi, Nicholas>translating to incremental savings opportunity.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2181-0 00:15:47.591 --> 00:15:50.751 <v Stefanizzi, Nicholas>So higher engagement, higher enrollment in those programs.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2206-0 00:15:51.941 --> 00:15:56.348 <v Stefanizzi, Nicholas>Leads to better clinical outcomes, which will translate over the long term</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2206-1 00:15:56.348 --> 00:16:00.461 <v Stefanizzi, Nicholas>to additional savings and bending that cost curve over the long term.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2211-0 00:16:00.581 --> 00:16:02.541 <v Stefanizzi, Nicholas>And so those are really the three buckets.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2222-0 00:16:04.191 --> 00:16:07.951 <v Stefanizzi, Nicholas>Of cost saving opportunity that we see them in the short and the long term.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2254-0 00:16:08.641 --> 00:16:12.774 <v Jordan Cooper>So on the second bucket, the expense related to paying claims,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2230-0 00:16:10.541 --> 00:16:10.781 <v Stefanizzi, Nicholas>Yeah.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2234-0 00:16:12.431 --> 00:16:12.951 <v Stefanizzi, Nicholas>Yeah.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2254-1 00:16:12.774 --> 00:16:17.891 <v Jordan Cooper>it sounds like the lower cost to employer comes at a reduced reimbursement to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2254-2 00:16:17.891 --> 00:16:20.121 <v Jordan Cooper>Northwell Health, is that correct?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2298-0 00:16:20.551 --> 00:16:23.801 <v Stefanizzi, Nicholas>Northwell as well as it's important to remember Jordan,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2298-1 00:16:23.801 --> 00:16:28.270 <v Stefanizzi, Nicholas>the network that we that we've built and that we offer to employers actually</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2298-2 00:16:28.270 --> 00:16:33.029 <v Stefanizzi, Nicholas>includes providers other than Northwell who have said we want to be a part of the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2278-0 00:16:28.471 --> 00:16:28.671 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2298-3 00:16:33.029 --> 00:16:33.551 <v Stefanizzi, Nicholas>solution.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2337-0 00:16:33.551 --> 00:16:38.157 <v Stefanizzi, Nicholas>So whether that's independent practices, whether it's other health systems like</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2308-0 00:16:36.841 --> 00:16:37.041 <v Jordan Cooper>It.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2337-1 00:16:38.157 --> 00:16:40.632 <v Stefanizzi, Nicholas>Rwj, Barnabas or Garnett that have said we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2337-2 00:16:40.632 --> 00:16:43.914 <v Stefanizzi, Nicholas>want to be a part of partnering directly with employers,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2337-3 00:16:43.914 --> 00:16:45.871 <v Stefanizzi, Nicholas>we're willing to sign up with you.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2346-0 00:16:46.631 --> 00:16:49.650 <v Stefanizzi, Nicholas>Yes, we've negotiated favorable discounted</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2346-1 00:16:49.650 --> 00:16:50.071 <v Stefanizzi, Nicholas>rates.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2350-0 00:16:50.621 --> 00:16:50.781 <v Stefanizzi, Nicholas>It's.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2375-0 00:16:51.111 --> 00:16:55.057 <v Jordan Cooper>And the reason why those different healthcare delivery systems are willing</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2375-1 00:16:55.057 --> 00:16:59.265 <v Jordan Cooper>to accept lower reimbursement rates is as a means of capturing market share and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2375-2 00:16:59.265 --> 00:17:00.791 <v Jordan Cooper>creating new revenue streams.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2377-0 00:17:00.791 --> 00:17:01.591 <v Jordan Cooper>Is that correct?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2414-0 00:17:01.901 --> 00:17:07.676 <v Stefanizzi, Nicholas>This is an opportunity for health systems to compete for commercially insured lives</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2414-1 00:17:07.676 --> 00:17:12.213 <v Stefanizzi, Nicholas>at the health plan level, and while we do not in the product that</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2414-2 00:17:12.213 --> 00:17:15.101 <v Stefanizzi, Nicholas>we offer, we do not restrict local choice.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2456-0 00:17:15.101 --> 00:17:18.985 <v Stefanizzi, Nicholas>As I mentioned, we wrap our network with the national</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2456-1 00:17:18.985 --> 00:17:24.739 <v Stefanizzi, Nicholas>Carrier Network Tier 1 Tier 2 so that we maintain access to care locally and we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2427-0 00:17:19.811 --> 00:17:20.011 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2456-2 00:17:24.739 --> 00:17:30.062 <v Stefanizzi, Nicholas>provide national extension coverage for the individual that's on the road</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2456-3 00:17:30.062 --> 00:17:30.781 <v Stefanizzi, Nicholas>traveling.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2477-0 00:17:30.901 --> 00:17:35.440 <v Stefanizzi, Nicholas>Or the person that has a dependent in college and another state so that none of</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2477-1 00:17:35.440 --> 00:17:36.461 <v Stefanizzi, Nicholas>that is disrupted.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2522-0 00:17:36.461 --> 00:17:42.662 <v Stefanizzi, Nicholas>But what we do is partner with the self funded employer who can control their own</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2522-1 00:17:42.662 --> 00:17:48.940 <v Stefanizzi, Nicholas>benefit design to put benefit design that encourages the Members not in a punitive</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2485-0 00:17:43.701 --> 00:17:43.901 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2522-2 00:17:48.940 --> 00:17:52.192 <v Stefanizzi, Nicholas>way, that encourages that incentivizes the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2522-3 00:17:52.192 --> 00:17:55.141 <v Stefanizzi, Nicholas>member to choose care when appropriate.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2531-0 00:17:55.951 --> 00:18:00.031 <v Stefanizzi, Nicholas>Within the Tier 1 Northwell Direct network, that is lowest cost.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2537-0 00:18:00.341 --> 00:18:03.061 <v Stefanizzi, Nicholas>And in our view, highest quality.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2559-0 00:18:04.551 --> 00:18:10.568 <v Stefanizzi, Nicholas>And and that is how we attempt to steer volume and compete for those lives at A</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2559-1 00:18:10.568 --> 00:18:13.351 <v Stefanizzi, Nicholas>at a commercially insured plan level.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2580-0 00:18:14.251 --> 00:18:18.438 <v Jordan Cooper>Just to be very concrete, can you walk our listeners through the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2580-1 00:18:18.438 --> 00:18:23.205 <v Jordan Cooper>membership card that employees are provided with for Northwell Direct and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2580-2 00:18:23.205 --> 00:18:24.171 <v Jordan Cooper>how that works?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2591-0 00:18:25.021 --> 00:18:29.145 <v Stefanizzi, Nicholas>I mean, in a lot of ways, it'll look and feel similar to what a</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2591-1 00:18:29.145 --> 00:18:29.661 <v Stefanizzi, Nicholas>typical.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2637-0 00:18:31.191 --> 00:18:36.352 <v Stefanizzi, Nicholas>A typical card looks like today. You'll have the employer logo on the card,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2600-0 00:18:33.251 --> 00:18:33.451 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2637-1 00:18:36.352 --> 00:18:41.852 <v Stefanizzi, Nicholas>but what we will do as it relates to the network that you are that you access is</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2622-0 00:18:41.281 --> 00:18:41.481 <v Jordan Cooper>Mm hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2637-2 00:18:41.852 --> 00:18:47.148 <v Stefanizzi, Nicholas>we will show your tier one network is Northwell Direct your Tier 2 network is</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2637-3 00:18:47.148 --> 00:18:48.031 <v Stefanizzi, Nicholas>you know one.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2659-0 00:18:48.031 --> 00:18:50.524 <v Stefanizzi, Nicholas>Of the national carriers, whether that's Anthem,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2659-1 00:18:50.524 --> 00:18:53.730 <v Stefanizzi, Nicholas>whether that's Aetna, that we wrap around our network and that</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2659-2 00:18:53.730 --> 00:18:56.071 <v Stefanizzi, Nicholas>depends on a client by client basis based on.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2684-0 00:18:56.461 --> 00:18:59.725 <v Stefanizzi, Nicholas>On you know what set of solutions we've put into play.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2684-1 00:18:59.725 --> 00:19:03.701 <v Stefanizzi, Nicholas>We have some flexibility to mix and match based on employer needs.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-0 00:19:03.701 --> 00:19:07.362 <v Stefanizzi, Nicholas>So both of those networks will be listed on the card,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-1 00:19:07.362 --> 00:19:12.718 <v Stefanizzi, Nicholas>as will the third party administrator where the claims need to be directed and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-2 00:19:12.718 --> 00:19:16.989 <v Stefanizzi, Nicholas>then most importantly, and in a way that is compliant with all</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-3 00:19:16.989 --> 00:19:21.802 <v Stefanizzi, Nicholas>the appropriate regulations, we also provide the information about the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-4 00:19:21.802 --> 00:19:22.141 <v Stefanizzi, Nicholas>plan.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2730-0 00:19:22.831 --> 00:19:25.951 <v Stefanizzi, Nicholas>For the Members to very easily understand.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2738-0 00:19:26.101 --> 00:19:28.301 <v Stefanizzi, Nicholas>And digest and then make choices.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2744-0 00:19:28.341 --> 00:19:29.461 <v Stefanizzi, Nicholas>What am I talking about?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2780-0 00:19:29.461 --> 00:19:31.950 <v Stefanizzi, Nicholas>Well, if we put copay differentials or</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2780-1 00:19:31.950 --> 00:19:37.182 <v Stefanizzi, Nicholas>deductible differentials in place between the Tier 1 Northwell Direct network and</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2780-2 00:19:37.182 --> 00:19:40.691 <v Stefanizzi, Nicholas>the National Carrier network to incentivize behaviors,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2780-3 00:19:40.691 --> 00:19:42.861 <v Stefanizzi, Nicholas>those are very clearly delineated.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2791-0 00:19:42.861 --> 00:19:46.821 <v Stefanizzi, Nicholas>So that they can be understood by the member and understand.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2800-0 00:19:48.311 --> 00:19:50.471 <v Stefanizzi, Nicholas>Where the most cost effective choice lies.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2831-0 00:19:50.821 --> 00:19:54.653 <v Stefanizzi, Nicholas>And so again, all of the typical elements that you see</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2831-1 00:19:54.653 --> 00:19:58.206 <v Stefanizzi, Nicholas>on an ID card, just with some nuance in that we're</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2831-2 00:19:58.206 --> 00:20:03.501 <v Stefanizzi, Nicholas>talking about two networks that Members will have access to simultaneously.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2855-0 00:20:04.321 --> 00:20:09.270 <v Jordan Cooper>And I think our listeners would be very interested in reactions from payers,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2855-1 00:20:09.270 --> 00:20:11.841 <v Jordan Cooper>health systems, employers and employees.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2848-0 00:20:09.381 --> 00:20:09.501 <v Stefanizzi, Nicholas>Hmm.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2875-0 00:20:11.841 --> 00:20:17.108 <v Jordan Cooper>How over the last five years have those four different stakeholder groups been</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2875-1 00:20:17.108 --> 00:20:20.641 <v Jordan Cooper>reacting in general to Northwell Direct's offerings?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2879-0 00:20:20.911 --> 00:20:21.711 <v Stefanizzi, Nicholas>Great question.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2881-0 00:20:21.781 --> 00:20:22.661 <v Stefanizzi, Nicholas>I would say.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2898-0 00:20:24.411 --> 00:20:29.041 <v Stefanizzi, Nicholas>In each case, it's been an evolution and in some cases</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2898-1 00:20:29.041 --> 00:20:31.651 <v Stefanizzi, Nicholas>there's a spectrum of reaction.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2913-0 00:20:31.651 --> 00:20:36.747 <v Stefanizzi, Nicholas>And so let me try to explain to you there. I would say for employers,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2913-1 00:20:36.747 --> 00:20:38.931 <v Stefanizzi, Nicholas>it's been an evolution, right.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2922-0 00:20:38.931 --> 00:20:42.491 <v Stefanizzi, Nicholas>You come out into the market, you announce you've got this new product.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2934-0 00:20:44.261 --> 00:20:48.301 <v Stefanizzi, Nicholas>You know, employers, HR professionals, finance professionals.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2940-0 00:20:48.461 --> 00:20:52.221 <v Stefanizzi, Nicholas>You know, they take benefits, expense benefits programs.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2949-0 00:20:52.611 --> 00:20:54.491 <v Stefanizzi, Nicholas>Incredibly seriously, right?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2957-0 00:20:54.491 --> 00:21:00.851 <v Stefanizzi, Nicholas>It's typically in the top three line items of expense for an organization.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2975-0 00:21:02.261 --> 00:21:04.139 <v Stefanizzi, Nicholas>Some nuance, depending on the type of business,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2975-1 00:21:04.139 --> 00:21:06.996 <v Stefanizzi, Nicholas>but you know typically in the top three to five line items in a bug in a</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/2975-2 00:21:06.996 --> 00:21:07.661 <v Stefanizzi, Nicholas>company's budget.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3004-0 00:21:09.421 --> 00:21:12.894 <v Stefanizzi, Nicholas>Secondary to that, it's typically something that is core to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3004-1 00:21:12.894 --> 00:21:17.467 <v Stefanizzi, Nicholas>the employer value proposition core to their ability to recruit and retain the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3004-2 00:21:17.467 --> 00:21:18.741 <v Stefanizzi, Nicholas>talent that they need.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3009-0 00:21:18.741 --> 00:21:21.821 <v Stefanizzi, Nicholas>And so they're very leery of disruption.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3022-0 00:21:22.091 --> 00:21:26.941 <v Stefanizzi, Nicholas>And risk that can be created to the employee experience or risk that can be</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3022-1 00:21:26.941 --> 00:21:27.451 <v Stefanizzi, Nicholas>created.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3044-0 00:21:28.941 --> 00:21:32.736 <v Stefanizzi, Nicholas>From a financial perspective, and So what I would say is when we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3044-1 00:21:32.736 --> 00:21:35.539 <v Stefanizzi, Nicholas>launched, there was a newness factor to what we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3044-2 00:21:35.539 --> 00:21:36.181 <v Stefanizzi, Nicholas>were doing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3053-0 00:21:36.181 --> 00:21:40.021 <v Stefanizzi, Nicholas>There was a we don't know if we necessarily want to be the first one.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3057-0 00:21:40.021 --> 00:21:41.901 <v Stefanizzi, Nicholas>We want to see how this works.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3077-0 00:21:41.941 --> 00:21:47.704 <v Stefanizzi, Nicholas>Are they actually seeing and proving out what they're offering out into the market?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3077-1 00:21:47.704 --> 00:21:51.821 <v Stefanizzi, Nicholas>And as we've brought more and more employees, more members?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3092-0 00:21:52.251 --> 00:21:55.477 <v Stefanizzi, Nicholas>From employers onto this platform, and by the way,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3092-1 00:21:55.477 --> 00:21:57.691 <v Stefanizzi, Nicholas>we use it for our own team members.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3098-0 00:21:57.691 --> 00:21:59.451 <v Stefanizzi, Nicholas>We thought that it was important.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-0 00:21:59.571 --> 00:22:02.648 <v Stefanizzi, Nicholas>Number one, we saw the value that we could realize</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-1 00:22:02.648 --> 00:22:05.845 <v Stefanizzi, Nicholas>for ourselves, but we we thought it was important to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-2 00:22:05.845 --> 00:22:10.853 <v Stefanizzi, Nicholas>demonstrate to the market our commitment to this product offering that we believed</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-3 00:22:10.853 --> 00:22:15.800 <v Stefanizzi, Nicholas>it could work as we brought Northwell on as we brought more and more employers on</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-4 00:22:15.800 --> 00:22:15.981 <v Stefanizzi, Nicholas>we.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3156-0 00:22:15.981 --> 00:22:20.931 <v Stefanizzi, Nicholas>Moved employers sort of along the spectrum of this is this is really new.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3159-0 00:22:20.931 --> 00:22:22.211 <v Stefanizzi, Nicholas>I'm a little bit skeptical.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3189-0 00:22:22.571 --> 00:22:25.643 <v Stefanizzi, Nicholas>To saying wow, I'm seeing other employers that I talked</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3189-1 00:22:25.643 --> 00:22:29.976 <v Stefanizzi, Nicholas>to in the community that I know saying that it is working for them and getting</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3189-2 00:22:29.976 --> 00:22:33.651 <v Stefanizzi, Nicholas>more comfortable. And by the way, we've brought the brokers along.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3211-0 00:22:33.651 --> 00:22:37.384 <v Stefanizzi, Nicholas>They've seen the value for the clients that they're advising and they're saying</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3211-1 00:22:37.384 --> 00:22:39.484 <v Stefanizzi, Nicholas>to their clients now to their other clients.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3211-2 00:22:39.484 --> 00:22:42.051 <v Stefanizzi, Nicholas>Now you know what it worked for my other client there.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3223-0 00:22:42.131 --> 00:22:45.061 <v Stefanizzi, Nicholas>I think it could be a good potential fit for you.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3223-1 00:22:45.061 --> 00:22:47.171 <v Stefanizzi, Nicholas>So to us as it relates to employers.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3233-0 00:22:47.941 --> 00:22:50.941 <v Stefanizzi, Nicholas>This is a long term investment in a relationship.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3255-0 00:22:51.451 --> 00:22:54.627 <v Stefanizzi, Nicholas>You know, we have a number of customers where it</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3255-1 00:22:54.627 --> 00:22:59.683 <v Stefanizzi, Nicholas>took two or three cycles of pitching to them during their renewal before they</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3255-2 00:22:59.683 --> 00:23:00.331 <v Stefanizzi, Nicholas>converted.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3294-0 00:23:00.331 --> 00:23:03.671 <v Stefanizzi, Nicholas>That's OK. We want them to be really comfortable,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3294-1 00:23:03.671 --> 00:23:08.549 <v Stefanizzi, Nicholas>really ready at the point that they finally make that decision and we're</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3294-2 00:23:08.549 --> 00:23:12.223 <v Stefanizzi, Nicholas>invested in this over the long term on the payer side,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3294-3 00:23:12.223 --> 00:23:17.501 <v Stefanizzi, Nicholas>I would say we've had some that have had the reaction to say how dare you get.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3298-0 00:23:17.501 --> 00:23:18.251 <v Stefanizzi, Nicholas>Into this space.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3305-0 00:23:18.981 --> 00:23:20.021 <v Stefanizzi, Nicholas>Why would you want to do this?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3307-0 00:23:20.141 --> 00:23:21.181 <v Stefanizzi, Nicholas>You know, this is our lane.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3330-0 00:23:22.491 --> 00:23:26.698 <v Stefanizzi, Nicholas>And we've had others on the other side of this spectrum that have said, wow,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3330-1 00:23:26.698 --> 00:23:28.611 <v Stefanizzi, Nicholas>this is actually pretty intriguing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3351-0 00:23:28.611 --> 00:23:32.258 <v Stefanizzi, Nicholas>We could see, you know, the value proposition if we partner</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3351-1 00:23:32.258 --> 00:23:36.757 <v Stefanizzi, Nicholas>together both in adding value to our existing client base and winning new</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3351-2 00:23:36.757 --> 00:23:37.851 <v Stefanizzi, Nicholas>business together.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3365-0 00:23:37.851 --> 00:23:42.251 <v Stefanizzi, Nicholas>We're willing to partner and so we've seen the range of those reactions.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3389-0 00:23:42.331 --> 00:23:47.155 <v Stefanizzi, Nicholas>We haven't let that range of reactions in any way detract from our commitment to we</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3389-1 00:23:47.155 --> 00:23:50.371 <v Stefanizzi, Nicholas>think this is the right strategy for our health system.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3392-0 00:23:50.371 --> 00:23:51.571 <v Stefanizzi, Nicholas>We think this is the right thing.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3430-0 00:23:51.891 --> 00:23:56.829 <v Stefanizzi, Nicholas>For the employers and the communities that we serve and ultimately we think</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3430-1 00:23:56.829 --> 00:24:01.442 <v Stefanizzi, Nicholas>there is a role for all of us to play in this ecosystem. And so again,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3430-2 00:24:01.442 --> 00:24:04.171 <v Stefanizzi, Nicholas>it's been a kind of spectrum of reactions.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3454-0 00:24:04.171 --> 00:24:09.124 <v Stefanizzi, Nicholas>It's been an evolution of reactions from the payers and the employers,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3454-1 00:24:09.124 --> 00:24:14.634 <v Stefanizzi, Nicholas>but one thing that stayed true and that stayed consistent is our commitment to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3454-2 00:24:14.634 --> 00:24:15.611 <v Stefanizzi, Nicholas>this strategy.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3462-0 00:24:16.381 --> 00:24:19.701 <v Jordan Cooper>So Nick, that's an excellent explanation.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3505-0 00:24:19.741 --> 00:24:22.518 <v Jordan Cooper>Unfortunately, we are approaching the end of this</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3505-1 00:24:22.518 --> 00:24:25.740 <v Jordan Cooper>podcast episode. I normally like to end a lot of episodes</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3505-2 00:24:25.740 --> 00:24:30.351 <v Jordan Cooper>asking you to provide advice to somebody listening what they should be considering</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3505-3 00:24:30.351 --> 00:24:34.850 <v Jordan Cooper>if they're in an organization that is, that is moving towards more of a paved or</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3505-4 00:24:34.850 --> 00:24:35.461 <v Jordan Cooper>model. But.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3507-0 00:24:35.461 --> 00:24:35.821 <v Jordan Cooper>Also.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3512-0 00:24:37.311 --> 00:24:37.951 <v Jordan Cooper>They're the topics.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3531-0 00:24:37.951 --> 00:24:41.860 <v Jordan Cooper>This is healthy data, podcasts, and I think many of my listeners would be</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3531-1 00:24:41.860 --> 00:24:44.765 <v Jordan Cooper>wondering what kind of data's driving those analytics.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3531-2 00:24:44.765 --> 00:24:46.191 <v Jordan Cooper>It seems like a lot of the.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3565-0 00:24:46.741 --> 00:24:51.635 <v Jordan Cooper>Value proposition is in demonstrating to different employers and to payers and to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3565-1 00:24:51.635 --> 00:24:56.528 <v Jordan Cooper>all involved parties that this is a cost savings measure that is going to deliver</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3565-2 00:24:56.528 --> 00:24:57.901 <v Jordan Cooper>value in the long term.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3574-0 00:24:57.901 --> 00:25:03.581 <v Jordan Cooper>So perhaps I might ask if you could, as a final kind of.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3594-0 00:25:05.431 --> 00:25:07.647 <v Jordan Cooper>If you could offer at the end of this episode,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3594-1 00:25:07.647 --> 00:25:11.231 <v Jordan Cooper>one final sentiment are your thoughts about what's driving those analytics?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3606-0 00:25:11.231 --> 00:25:14.009 <v Jordan Cooper>What kind of data is making all of this possible?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3606-1 00:25:14.009 --> 00:25:16.231 <v Jordan Cooper>Since it seems that real time analytics?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3623-0 00:25:16.581 --> 00:25:20.969 <v Jordan Cooper>Based on real data from claims, history is kind of what's allowing you to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3623-1 00:25:20.969 --> 00:25:23.341 <v Jordan Cooper>sell this and make it even make it work.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3675-0 00:25:24.061 --> 00:25:30.242 <v Stefanizzi, Nicholas>Data is absolutely critical to this in in every step of the lifecycle of the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3675-1 00:25:30.242 --> 00:25:34.737 <v Stefanizzi, Nicholas>customers that we work with, whether that's in presale,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3675-2 00:25:34.737 --> 00:25:40.838 <v Stefanizzi, Nicholas>demonstrating the ways in which our product will minimize disruption to the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3675-3 00:25:40.838 --> 00:25:47.661 <v Stefanizzi, Nicholas>providers that are utilized to looking at the actual claims data to understand what.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3678-0 00:25:47.701 --> 00:25:48.421 <v Stefanizzi, Nicholas>The real.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3686-0 00:25:50.021 --> 00:25:52.861 <v Stefanizzi, Nicholas>What the real opportunities for savings are?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3713-0 00:25:53.611 --> 00:25:58.496 <v Stefanizzi, Nicholas>Two using claims as they're encouraged to identify what Members would benefit from</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3713-1 00:25:58.496 --> 00:26:02.851 <v Stefanizzi, Nicholas>a clinical intervention that we could deploy through our care management.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3753-0 00:26:02.891 --> 00:26:08.398 <v Stefanizzi, Nicholas>There is such a richness of data that is available within these employer sponsored</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3753-1 00:26:08.398 --> 00:26:13.839 <v Stefanizzi, Nicholas>health plans and we are partnering with the employers to maximize how much we can</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3753-2 00:26:13.839 --> 00:26:17.820 <v Stefanizzi, Nicholas>get out of that data. And then we're marrying that with the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3753-3 00:26:17.820 --> 00:26:19.811 <v Stefanizzi, Nicholas>insights we are able to glean.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3762-0 00:26:20.541 --> 00:26:23.661 <v Stefanizzi, Nicholas>Through our HIE through the state health information.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3803-0 00:26:24.211 --> 00:26:28.830 <v Stefanizzi, Nicholas>Exchanges as a provider so that we can get ahead of claims so that we can</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3803-1 00:26:28.830 --> 00:26:33.574 <v Stefanizzi, Nicholas>trigger alerts when a Member is admitted to an emergency department that is</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3803-2 00:26:33.574 --> 00:26:38.693 <v Stefanizzi, Nicholas>enrolled in in our program so that we can get to them at the bedside and start to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3803-3 00:26:38.693 --> 00:26:39.941 <v Stefanizzi, Nicholas>support them, right.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3823-0 00:26:40.011 --> 00:26:43.983 <v Stefanizzi, Nicholas>Away in a way, the traditional insurance carriers aren't</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3823-1 00:26:43.983 --> 00:26:47.118 <v Stefanizzi, Nicholas>able to, and so data is absolutely critical.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3823-2 00:26:47.118 --> 00:26:48.651 <v Stefanizzi, Nicholas>We live and die by it.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3831-0 00:26:50.221 --> 00:26:53.501 <v Stefanizzi, Nicholas>We I would highly encourage all employers if you.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3854-0 00:26:53.851 --> 00:26:59.370 <v Stefanizzi, Nicholas>You are not getting your your claims data and you are not having rich discussions</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3854-1 00:26:59.370 --> 00:27:02.331 <v Stefanizzi, Nicholas>about what that data says about your plans.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3867-0 00:27:02.691 --> 00:27:07.271 <v Stefanizzi, Nicholas>Please ask your current carrier, your current provider for your employer</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3867-1 00:27:07.271 --> 00:27:08.651 <v Stefanizzi, Nicholas>sponsored health plan.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3898-0 00:27:08.651 --> 00:27:12.418 <v Stefanizzi, Nicholas>Please demand that they start to share that data with you,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3898-1 00:27:12.418 --> 00:27:17.589 <v Stefanizzi, Nicholas>that they start to share that data with your broker so that you can start to dig</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3898-2 00:27:17.589 --> 00:27:21.611 <v Stefanizzi, Nicholas>into it in a DE identified HIPAA and employer appropriate way.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3909-0 00:27:22.381 --> 00:27:25.501 <v Stefanizzi, Nicholas>There is so, so much opportunity and and and.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3944-0 00:27:26.971 --> 00:27:31.029 <v Stefanizzi, Nicholas>Intervention that can be done based on the insights from that data,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3944-1 00:27:31.029 --> 00:27:35.385 <v Stefanizzi, Nicholas>even in the absence of making a truly transformational change and to the</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3944-2 00:27:35.385 --> 00:27:40.039 <v Stefanizzi, Nicholas>provider organizations to answer your other question about what it what piece</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3944-3 00:27:40.039 --> 00:27:41.531 <v Stefanizzi, Nicholas>of advice would you have?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3953-0 00:27:42.131 --> 00:27:45.331 <v Stefanizzi, Nicholas>What I would just say to my my fellow provider organizations out there.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3961-0 00:27:47.181 --> 00:27:50.501 <v Stefanizzi, Nicholas>What I've described can sound daunting.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3971-0 00:27:51.581 --> 00:27:53.831 <v Stefanizzi, Nicholas>It's a. This is a big challenge that employers</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3971-1 00:27:53.831 --> 00:27:54.741 <v Stefanizzi, Nicholas>are grappling with.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3999-0 00:27:55.131 --> 00:27:57.577 <v Stefanizzi, Nicholas>And employers need a lot of different help,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3999-1 00:27:57.577 --> 00:28:01.968 <v Stefanizzi, Nicholas>and I think a lot of times providers can get stuck trying to figure out, well,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/3999-2 00:28:01.968 --> 00:28:03.691 <v Stefanizzi, Nicholas>how do I meet all of the needs?</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4002-0 00:28:03.731 --> 00:28:05.211 <v Stefanizzi, Nicholas>This is a lot to take on.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4008-0 00:28:06.821 --> 00:28:08.261 <v Stefanizzi, Nicholas>Two things that I would say.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4020-0 00:28:08.261 --> 00:28:11.301 <v Stefanizzi, Nicholas>Number one, you don't have to boil the ocean.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4030-0 00:28:11.341 --> 00:28:14.453 <v Stefanizzi, Nicholas>As I said, we've not built an insurance company to</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4030-1 00:28:14.453 --> 00:28:14.941 <v Stefanizzi, Nicholas>do this.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4047-0 00:28:14.941 --> 00:28:20.247 <v Stefanizzi, Nicholas>We've found great partners that bring best in class capabilities to help enable</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4047-1 00:28:20.247 --> 00:28:22.701 <v Stefanizzi, Nicholas>the parts that we bring to the table.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4052-0 00:28:22.781 --> 00:28:25.541 <v Stefanizzi, Nicholas>You don't have to do this all on your own.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4082-0 00:28:25.931 --> 00:28:30.755 <v Stefanizzi, Nicholas>There are partners that can support you moving into this space and having impact</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4082-1 00:28:30.755 --> 00:28:35.401 <v Stefanizzi, Nicholas>on the employers in your Community and secondary to that you don't have to do</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4082-2 00:28:35.401 --> 00:28:36.771 <v Stefanizzi, Nicholas>everything all at once.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4086-0 00:28:36.811 --> 00:28:38.051 <v Stefanizzi, Nicholas>Pick one space.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4097-0 00:28:38.091 --> 00:28:42.571 <v Stefanizzi, Nicholas>Start with one conversation with an employer to understand what they need.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4118-0 00:28:42.611 --> 00:28:47.243 <v Stefanizzi, Nicholas>Start with one program that you think could add value to an employer to get</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4118-1 00:28:47.243 --> 00:28:50.291 <v Stefanizzi, Nicholas>your foot in the door and start the relationship.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4132-0 00:28:50.371 --> 00:28:53.917 <v Stefanizzi, Nicholas>Because if you look at these things as an investment over the long term,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4132-1 00:28:53.917 --> 00:28:55.811 <v Stefanizzi, Nicholas>you will find that there are ways that.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4143-0 00:28:55.891 --> 00:28:59.971 <v Stefanizzi, Nicholas>You can build over time to get into this space and have an impact.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4172-0 00:29:00.541 --> 00:29:03.412 <v Jordan Cooper>Well, Nick, I'd like to thank you for joining us for</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4172-1 00:29:03.412 --> 00:29:05.904 <v Jordan Cooper>our listeners. This has been Nick Stefanizzi,</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4172-2 00:29:05.904 --> 00:29:07.421 <v Jordan Cooper>the CEO of Northwell Direct.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4175-0 00:29:07.421 --> 00:29:09.261 <v Jordan Cooper>Nick, thank you so much for joining us today.</v>

42fd6fbe-bde0-4841-a4f7-a25040e36129/4179-0 00:29:09.361 --> 00:29:10.241 <v Stefanizzi, Nicholas>Thanks so much, Jordan.</v>