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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/103-0
00:00:38.001 --> 00:00:38.681
Sure thing.

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/232-1
00:01:35.272 --> 00:01:35.681
partner.

42fd6fbe-bde0-4841-a4f7-a25040e36129/235-0
00:01:36.651 --> 00:01:37.571
With employees.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/737-1
00:05:17.925 --> 00:05:18.291
model.

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/778-3
00:05:37.986 --> 00:05:39.281
sponsored plans.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/1038-4
00:07:34.996 --> 00:07:35.841
the Members.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/1597-1
00:11:36.565 --> 00:11:37.181
solutions?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/1746-1
00:12:40.075 --> 00:12:40.751
over year.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/1939-0
00:13:57.841 --> 00:13:58.801
So first.

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2047-2
00:14:49.423 --> 00:14:50.151
consumed?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2230-0
00:16:10.541 --> 00:16:10.781
Yeah.

42fd6fbe-bde0-4841-a4f7-a25040e36129/2234-0
00:16:12.431 --> 00:16:12.951
Yeah.

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2298-3
00:16:33.029 --> 00:16:33.551
solution.

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2346-1
00:16:49.650 --> 00:16:50.071
rates.

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2456-3
00:17:30.062 --> 00:17:30.781
traveling.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2591-1
00:18:29.145 --> 00:18:29.661
typical.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2723-4
00:19:21.802 --> 00:19:22.141
plan.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2848-0
00:20:09.381 --> 00:20:09.501
Hmm.

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/2879-0
00:20:20.911 --> 00:20:21.711
Great question.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3022-1
00:21:26.941 --> 00:21:27.451
created.

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3044-2
00:21:35.539 --> 00:21:36.181
were doing.

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3139-4
00:22:15.800 --> 00:22:15.981
we.

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3255-2
00:22:59.683 --> 00:23:00.331
converted.

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3351-2
00:23:36.757 --> 00:23:37.851
business together.

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3454-2
00:24:14.634 --> 00:24:15.611
this strategy.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/3678-0
00:25:47.701 --> 00:25:48.421
The real.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

42fd6fbe-bde0-4841-a4f7-a25040e36129/4030-1
00:28:14.453 --> 00:28:14.941
do this.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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