1 00:00:00,080 --> 00:00:02,000 Hello, everyone. This is Jacob Emerson with the 2 00:00:02,000 --> 00:00:03,779 Becker's Pay Your Issues podcast. 3 00:00:04,160 --> 00:00:06,160 Thrilled today to be joined by Zach Myers, 4 00:00:06,160 --> 00:00:08,880 who is the national general manager at ScanHealth 5 00:00:08,880 --> 00:00:10,800 Plan. Zach, thanks so much for taking the 6 00:00:10,800 --> 00:00:12,240 time to be with me on the podcast 7 00:00:12,240 --> 00:00:12,740 today. 8 00:00:13,044 --> 00:00:14,105 Yeah. Thank you. 9 00:00:14,565 --> 00:00:16,405 So before we dive into everything we wanna 10 00:00:16,405 --> 00:00:17,925 talk with you about, Zach, and all the 11 00:00:17,925 --> 00:00:19,845 latest going on at SCAN, can you tell 12 00:00:19,845 --> 00:00:21,765 us a little bit more about yourself, your 13 00:00:21,765 --> 00:00:23,524 background in health care, and what it is 14 00:00:23,524 --> 00:00:24,664 that you do at the company? 15 00:00:25,179 --> 00:00:27,339 Yeah. Sure. Well, as you shared, I'm SCAN's 16 00:00:27,339 --> 00:00:30,220 national general manager. I'm responsible for the performance 17 00:00:30,220 --> 00:00:30,960 and operations 18 00:00:31,420 --> 00:00:33,740 of our markets across the country, and and 19 00:00:33,740 --> 00:00:35,899 we're a growing health plan. We're now in 20 00:00:35,899 --> 00:00:37,575 five states, soon to be six, 21 00:00:38,215 --> 00:00:40,695 across the country with over 300,000 lives that 22 00:00:40,695 --> 00:00:43,734 we are responsible for the care of. You 23 00:00:43,734 --> 00:00:46,215 know, I started my career in health care 24 00:00:46,215 --> 00:00:48,054 technology. I kind of grew up in it, 25 00:00:48,054 --> 00:00:50,615 Jacob. I my family owned a company back 26 00:00:50,615 --> 00:00:52,075 in the day called CECity, 27 00:00:53,439 --> 00:00:55,840 terribly named business. We could have used scans 28 00:00:55,840 --> 00:00:57,119 marketing team, but, 29 00:00:58,239 --> 00:00:59,219 we built 30 00:00:59,840 --> 00:01:02,640 interesting technology in the early days of healthcare 31 00:01:02,640 --> 00:01:06,479 tech that helped primary care physicians measure the 32 00:01:06,479 --> 00:01:06,979 way 33 00:01:07,284 --> 00:01:08,965 they delivered care and the quality of care 34 00:01:08,965 --> 00:01:10,644 they were delivering and then helped them to 35 00:01:10,644 --> 00:01:12,745 get paid under the earliest pay for performance 36 00:01:13,045 --> 00:01:14,265 programs that CMS, 37 00:01:15,284 --> 00:01:16,025 put out. 38 00:01:16,965 --> 00:01:18,905 I helped lead the sale of that business 39 00:01:19,284 --> 00:01:21,204 to premiere in 2014 40 00:01:21,204 --> 00:01:23,280 and then spent really the next decade of 41 00:01:23,280 --> 00:01:24,879 my career in the world of Southern California. 42 00:01:26,399 --> 00:01:27,219 Senior care. 43 00:01:28,239 --> 00:01:31,200 Really devoted to the mission of how to 44 00:01:31,200 --> 00:01:33,439 improve the quality of life for seniors. First 45 00:01:33,439 --> 00:01:34,500 first at a company 46 00:01:34,915 --> 00:01:37,715 called CareMore Health, where I ran their largest 47 00:01:37,715 --> 00:01:39,094 P and L for a number of years. 48 00:01:39,634 --> 00:01:42,114 And then here at SCAN. So excited to 49 00:01:42,114 --> 00:01:43,814 to chat with you about all things 50 00:01:44,194 --> 00:01:46,594 payers, providers and and how to improve care 51 00:01:46,594 --> 00:01:47,254 for seniors. 52 00:01:47,939 --> 00:01:50,019 Yeah. Absolutely. So you've been in the industry 53 00:01:50,019 --> 00:01:51,539 for a long time, Zach. It sounds like 54 00:01:51,539 --> 00:01:54,180 it's personal for you as well. You've seen 55 00:01:54,180 --> 00:01:56,439 a lot of different trends and and different, 56 00:01:57,219 --> 00:01:59,859 directions the industry has gone over over the 57 00:01:59,859 --> 00:02:02,784 last decade or so. So you you mentioned 58 00:02:02,784 --> 00:02:05,265 Skin is going to be expanding into its 59 00:02:05,265 --> 00:02:07,504 sixth states. The the company continues to expand 60 00:02:07,504 --> 00:02:08,485 into new markets. 61 00:02:08,784 --> 00:02:10,865 Talk to us about some of the factors 62 00:02:10,865 --> 00:02:13,824 that you see driving future growth for Medicare 63 00:02:13,824 --> 00:02:16,305 Advantage right now. There's obviously so many headlines, 64 00:02:16,305 --> 00:02:18,519 so many changes we've been hearing about over 65 00:02:18,519 --> 00:02:20,299 the last few years within the program. 66 00:02:20,759 --> 00:02:23,239 So where do you see SCAN positioning itself 67 00:02:23,239 --> 00:02:24,840 to address some of the challenges and the 68 00:02:24,840 --> 00:02:27,400 opportunities in what what is, you know, is 69 00:02:27,400 --> 00:02:29,180 a very evolving market? 70 00:02:29,955 --> 00:02:31,254 Yeah. Yeah. Well, 71 00:02:31,555 --> 00:02:34,134 you know, despite all of the various headlines 72 00:02:34,194 --> 00:02:35,875 we've seen in the industry, I think the 73 00:02:35,875 --> 00:02:38,215 reality is that seniors have really 74 00:02:38,514 --> 00:02:41,314 voted for the MA program with their feet. 75 00:02:41,314 --> 00:02:43,379 Now we now have more than half of 76 00:02:43,379 --> 00:02:46,180 all seniors in the Medicare Advantage program in 77 00:02:46,180 --> 00:02:48,419 large part because they've seen the real value 78 00:02:48,419 --> 00:02:51,400 proposition right around having access to 79 00:02:51,780 --> 00:02:53,479 additional benefits, comprehensive 80 00:02:53,780 --> 00:02:54,280 coverage 81 00:02:54,739 --> 00:02:55,400 in particular 82 00:02:56,155 --> 00:02:58,735 for those seniors living on fixed incomes, 83 00:02:59,354 --> 00:03:01,995 who really depend on stable, affordable access to 84 00:03:01,995 --> 00:03:03,294 care that's not possible 85 00:03:03,834 --> 00:03:04,334 under 86 00:03:04,715 --> 00:03:07,275 a Medigap policy or Medicare fee for service 87 00:03:07,275 --> 00:03:07,775 alone. 88 00:03:08,555 --> 00:03:09,294 You know, 89 00:03:09,620 --> 00:03:11,780 I think even in the face of that 90 00:03:11,780 --> 00:03:13,859 growth, what we've seen is some real headwinds 91 00:03:13,859 --> 00:03:14,759 in the industry, 92 00:03:15,219 --> 00:03:16,120 margin compression, 93 00:03:16,419 --> 00:03:18,900 changes to the payment model in part because 94 00:03:18,900 --> 00:03:20,120 of v twenty eight, 95 00:03:20,739 --> 00:03:23,799 and a general decline in national stars ratings, 96 00:03:24,405 --> 00:03:25,705 across many plans. 97 00:03:27,044 --> 00:03:29,284 You know, most health plans have reacted to 98 00:03:29,284 --> 00:03:29,784 that 99 00:03:30,165 --> 00:03:31,925 by pulling out of the markets. I think 100 00:03:31,925 --> 00:03:33,685 we're going to see hundreds of thousands of 101 00:03:33,685 --> 00:03:34,185 seniors 102 00:03:34,564 --> 00:03:37,224 lose access to their health plan, this AEP, 103 00:03:38,000 --> 00:03:40,579 or really squeezing their provider partners. 104 00:03:41,280 --> 00:03:43,680 You know, we've seen real growth in claim 105 00:03:43,680 --> 00:03:44,180 denials, 106 00:03:44,560 --> 00:03:45,060 increasing 107 00:03:45,439 --> 00:03:47,139 use of burdensome prior authorization. 108 00:03:47,759 --> 00:03:50,099 And the result is really a vicious cycle. 109 00:03:50,159 --> 00:03:51,219 Right? You see 110 00:03:51,594 --> 00:03:54,155 a provider's less happy. You see plans pulling 111 00:03:54,155 --> 00:03:56,395 back on benefits. The result is those plans 112 00:03:56,395 --> 00:03:59,754 have worsening member experience, worsening star scores, and 113 00:03:59,754 --> 00:04:00,254 ultimately, 114 00:04:00,794 --> 00:04:01,375 you know, 115 00:04:02,074 --> 00:04:04,689 the the circle kind of continues. And I 116 00:04:04,689 --> 00:04:05,750 think where SCAN 117 00:04:06,129 --> 00:04:07,030 as a nonprofit 118 00:04:07,490 --> 00:04:09,569 health plan who's been in this industry for 119 00:04:09,569 --> 00:04:10,069 decades, 120 00:04:10,930 --> 00:04:13,270 we're positioned to take a different approach. 121 00:04:13,810 --> 00:04:16,949 We have the opportunity to reinvest our margin 122 00:04:17,250 --> 00:04:19,990 back into our members and our provider partners. 123 00:04:20,714 --> 00:04:23,034 And our vision is really to be the 124 00:04:23,034 --> 00:04:25,055 most preferred partner for providers, 125 00:04:25,914 --> 00:04:27,854 and health systems across the country. 126 00:04:28,154 --> 00:04:29,675 And what that allows us to do is 127 00:04:29,675 --> 00:04:32,414 create a virtuous cycle instead of 128 00:04:32,720 --> 00:04:34,800 the sort of downward spiral I was just 129 00:04:34,800 --> 00:04:37,680 describing. So so you see fair payment for 130 00:04:37,680 --> 00:04:38,180 providers 131 00:04:38,560 --> 00:04:41,120 not playing games with claim denials and prior 132 00:04:41,120 --> 00:04:43,759 auth, you know, creates better alignment with your 133 00:04:43,759 --> 00:04:44,259 groups. 134 00:04:44,560 --> 00:04:47,055 The result is a better member of experience 135 00:04:47,055 --> 00:04:48,754 and improved STARS performance. 136 00:04:49,694 --> 00:04:51,535 You know, at SCAN, we've seen that we've 137 00:04:51,535 --> 00:04:52,035 had, 138 00:04:52,495 --> 00:04:54,895 four plus star performance for for over a 139 00:04:54,895 --> 00:04:57,395 decade in in our core market in California 140 00:04:58,175 --> 00:04:58,915 and, ultimately, 141 00:04:59,240 --> 00:05:01,899 higher revenue that we can re invert reinvest 142 00:05:01,959 --> 00:05:04,379 in member experience and growth. And 143 00:05:04,839 --> 00:05:07,160 so we see a different way of approaching 144 00:05:07,160 --> 00:05:09,000 the market that will allow us to win 145 00:05:09,000 --> 00:05:11,160 in in the face of of all the 146 00:05:11,160 --> 00:05:12,220 change in the industry. 147 00:05:12,794 --> 00:05:14,714 Does does that make sense, Jake? It it 148 00:05:14,714 --> 00:05:16,634 does make sense, and it's it really aligns 149 00:05:16,634 --> 00:05:19,754 with everything that we consistently hear both from 150 00:05:19,754 --> 00:05:21,914 the hospital leaders and from the health plan 151 00:05:21,914 --> 00:05:23,914 leadership pretty much every day at this point, 152 00:05:23,914 --> 00:05:25,995 Zach, in terms of the squeezing of profit 153 00:05:25,995 --> 00:05:27,535 margins of of providers, 154 00:05:28,550 --> 00:05:31,269 the turmoil that everyone is expecting membership wise 155 00:05:31,269 --> 00:05:32,329 heading into AEP. 156 00:05:32,629 --> 00:05:34,310 But I know, you know, speaking from with 157 00:05:34,310 --> 00:05:36,629 SCAN leadership over the years, it's it's really 158 00:05:36,629 --> 00:05:39,129 great to consistently hear how the company acknowledges 159 00:05:39,669 --> 00:05:42,264 these industry problems and then tackles them head 160 00:05:42,264 --> 00:05:42,664 on, 161 00:05:43,144 --> 00:05:45,625 and and wants to to fix them. I'll 162 00:05:45,625 --> 00:05:48,425 just mention, you know, we the proof point 163 00:05:48,425 --> 00:05:50,664 for that from a scam perspective is we're 164 00:05:50,664 --> 00:05:53,144 now not really pulling out of any markets. 165 00:05:53,144 --> 00:05:55,305 We're expanding into the markets as AEP. And 166 00:05:55,305 --> 00:05:57,389 so you're gonna see us sort of with 167 00:05:57,389 --> 00:05:59,649 with hopefully market leading benefits, 168 00:06:00,509 --> 00:06:03,310 expanding into our sixth state, continue to grow 169 00:06:03,310 --> 00:06:05,410 in the states that we operate in. And, 170 00:06:05,870 --> 00:06:07,949 so we're excited about that. Yeah. No. It's 171 00:06:07,949 --> 00:06:09,709 really great to hear, and it definitely is 172 00:06:09,709 --> 00:06:11,709 in contrast to, obviously, a lot of other 173 00:06:11,709 --> 00:06:13,685 big players out out there. I wonder you 174 00:06:13,685 --> 00:06:15,125 know, I know there's a lot going into 175 00:06:15,125 --> 00:06:17,045 just this enrollment period, but if you were 176 00:06:17,045 --> 00:06:19,125 looking at the health care landscape in terms 177 00:06:19,125 --> 00:06:20,964 of how it's been evolving and how it 178 00:06:20,964 --> 00:06:22,725 will evolve over the next three to five 179 00:06:22,725 --> 00:06:23,704 years or so, 180 00:06:24,324 --> 00:06:26,084 is there anything in particular that stands out 181 00:06:26,084 --> 00:06:27,827 when it comes to Medicare Advantage? Any predictions, 182 00:06:28,810 --> 00:06:33,110 that you would wanna share? It's 183 00:06:33,569 --> 00:06:34,689 hard to predict where this I know. This 184 00:06:34,849 --> 00:06:36,529 you know, is it there's so many you 185 00:06:36,529 --> 00:06:38,209 know, it's at the whims of CMS in 186 00:06:38,209 --> 00:06:40,709 many ways. But, you know, I think we're 187 00:06:40,769 --> 00:06:41,750 we're gonna see 188 00:06:42,485 --> 00:06:43,625 Medicare Advantage 189 00:06:43,925 --> 00:06:47,064 continue to play an important role for seniors 190 00:06:47,764 --> 00:06:48,745 and for the government. 191 00:06:49,444 --> 00:06:51,545 I think it will evolve in pretty significant 192 00:06:51,605 --> 00:06:54,004 ways. I think plans are gonna have to 193 00:06:54,004 --> 00:06:55,464 adapt to tighter margins, 194 00:06:56,600 --> 00:06:57,899 which is gonna require 195 00:06:58,600 --> 00:07:00,860 being very thoughtful about how do you deliver 196 00:07:00,920 --> 00:07:04,379 meaningful value to seniors through the right benefits, 197 00:07:04,520 --> 00:07:05,259 not gimmicks, 198 00:07:06,199 --> 00:07:08,460 and then build the kind of provider partnerships 199 00:07:08,520 --> 00:07:11,205 that can actually bend the cost curve and 200 00:07:11,205 --> 00:07:14,084 keep patients independent and and healthy, which is, 201 00:07:14,245 --> 00:07:15,464 you know, fundamentally 202 00:07:15,764 --> 00:07:16,425 our mission. 203 00:07:16,884 --> 00:07:18,904 And I think part of that's gonna be 204 00:07:19,205 --> 00:07:22,425 the reality of changing technology. Of course, AI, 205 00:07:22,909 --> 00:07:25,649 But also, you know, we're seeing real novel 206 00:07:25,789 --> 00:07:28,129 medications, therapies, testing modalities. 207 00:07:28,829 --> 00:07:31,149 And at scan, we're thinking very creatively about 208 00:07:31,149 --> 00:07:32,909 how do you build sort of the care 209 00:07:32,909 --> 00:07:35,310 models of the future that can wrap around 210 00:07:35,310 --> 00:07:37,089 and support our provider partners 211 00:07:37,694 --> 00:07:40,834 to improve quality of life and create savings. 212 00:07:41,375 --> 00:07:43,055 But I think that's gonna be a really, 213 00:07:43,055 --> 00:07:43,875 like, narrow, 214 00:07:44,735 --> 00:07:46,975 line to to tiptoe here over the next 215 00:07:46,975 --> 00:07:49,774 few years. As a nonprofit, I think SCAN's 216 00:07:49,774 --> 00:07:51,555 pretty well positioned to 217 00:07:51,949 --> 00:07:52,610 to lead 218 00:07:52,990 --> 00:07:56,029 in in across all of those different changes 219 00:07:56,029 --> 00:07:57,889 that I that I just talked about. And, 220 00:07:58,509 --> 00:08:01,470 you know, we really wanna demonstrate how mission 221 00:08:01,470 --> 00:08:02,449 driven organizations 222 00:08:02,750 --> 00:08:03,250 can 223 00:08:04,334 --> 00:08:05,634 help set the standard 224 00:08:06,814 --> 00:08:08,194 for what Medicare 225 00:08:08,574 --> 00:08:10,115 becomes and looks like. 226 00:08:10,975 --> 00:08:12,735 Yeah. No. Absolutely. I mean and I appreciate 227 00:08:12,735 --> 00:08:15,134 your candidness around that topic as well there, 228 00:08:15,134 --> 00:08:16,735 Zach. And I I wonder if we're if 229 00:08:16,735 --> 00:08:18,939 we're sticking on the topic of caring for 230 00:08:18,939 --> 00:08:21,100 the most vulnerable, and certainly that applies to 231 00:08:21,100 --> 00:08:22,800 a big swath of the Medicare 232 00:08:23,180 --> 00:08:23,680 population. 233 00:08:24,620 --> 00:08:26,939 One area we've really seen a lot of 234 00:08:26,939 --> 00:08:30,459 growth, more than traditional Medicare Advantage, in terms 235 00:08:30,459 --> 00:08:32,220 of growth over the last few years is 236 00:08:32,220 --> 00:08:33,840 within special needs plans. 237 00:08:34,514 --> 00:08:36,855 And so can you talk to us about 238 00:08:36,914 --> 00:08:40,115 institutional special needs plans specifically? Because that's another 239 00:08:40,115 --> 00:08:41,794 segment, like I mentioned. We've seen a lot 240 00:08:41,794 --> 00:08:44,294 of growth there higher than normal MA. 241 00:08:44,754 --> 00:08:46,995 Where do you think is the opportunity there 242 00:08:46,995 --> 00:08:49,154 in terms of its continued expansion in that 243 00:08:49,154 --> 00:08:51,279 segment, continuing to see some of the growth 244 00:08:51,279 --> 00:08:52,580 margins we've seen there. 245 00:08:53,200 --> 00:08:55,039 What what happens there in the next few 246 00:08:55,039 --> 00:08:55,539 years? 247 00:08:56,240 --> 00:08:58,799 Yeah. I'm I I'm really excited to talk 248 00:08:58,799 --> 00:09:01,460 about the iSNP world because we view iSNP 249 00:09:01,519 --> 00:09:05,034 as the real maybe the best embodiment of 250 00:09:05,034 --> 00:09:07,534 SCAN's mission to keep seniors healthy 251 00:09:08,235 --> 00:09:09,054 and independent. 252 00:09:09,595 --> 00:09:12,414 You know, our our Embrace product is 253 00:09:13,034 --> 00:09:16,394 now the largest and fastest growing iSNP in 254 00:09:16,394 --> 00:09:16,894 California, 255 00:09:17,809 --> 00:09:18,309 and 256 00:09:18,690 --> 00:09:21,750 it's delivering markedly better patient experience 257 00:09:22,850 --> 00:09:25,110 to the members who it serves. Right? Facility's 258 00:09:25,409 --> 00:09:25,909 instinct 259 00:09:26,450 --> 00:09:28,769 often is to to call 911 at the 260 00:09:28,769 --> 00:09:31,054 first sign of any any trouble for their 261 00:09:31,054 --> 00:09:31,554 patients, 262 00:09:32,254 --> 00:09:34,894 because it's impossible for them to get the 263 00:09:34,894 --> 00:09:37,215 kind of rapid response they need to keep 264 00:09:37,215 --> 00:09:37,715 their, 265 00:09:38,335 --> 00:09:40,095 you know, the the folks living in their 266 00:09:40,095 --> 00:09:40,595 communities, 267 00:09:41,375 --> 00:09:42,115 at home. 268 00:09:42,654 --> 00:09:43,795 And our ISP 269 00:09:44,429 --> 00:09:45,970 program, which we call embrace 270 00:09:46,350 --> 00:09:48,610 has really developed a better model 271 00:09:48,990 --> 00:09:52,110 delivering care directly into the community available 20 272 00:09:52,110 --> 00:09:52,610 fourseven 273 00:09:53,309 --> 00:09:54,289 there to deliver, 274 00:09:54,669 --> 00:09:56,769 you know, higher level urgent care. 275 00:09:57,735 --> 00:09:59,894 And and even before it gets there to 276 00:09:59,894 --> 00:10:00,394 prevent 277 00:10:00,774 --> 00:10:03,514 exacerbations of chronic illness before they ever happen. 278 00:10:04,054 --> 00:10:05,894 You know, part of the reason we're seeing 279 00:10:05,894 --> 00:10:07,115 that level of growth 280 00:10:07,894 --> 00:10:08,955 is because there's 281 00:10:09,335 --> 00:10:09,575 been, 282 00:10:10,889 --> 00:10:14,110 an increasing recognition from community operators, 283 00:10:15,370 --> 00:10:18,570 that there's an important intersection between health care 284 00:10:18,570 --> 00:10:19,470 and the community, 285 00:10:20,410 --> 00:10:22,029 that keeping folks healthy, 286 00:10:23,050 --> 00:10:24,269 and in their building 287 00:10:24,785 --> 00:10:27,504 is both right for the for those members 288 00:10:27,504 --> 00:10:28,245 and also 289 00:10:28,785 --> 00:10:30,805 important for the economics of their, 290 00:10:31,585 --> 00:10:32,085 operations. 291 00:10:32,705 --> 00:10:35,264 And so we we think where ISNIP will 292 00:10:35,264 --> 00:10:37,184 go in the next number of years is 293 00:10:37,184 --> 00:10:38,965 is continued growth around 294 00:10:40,110 --> 00:10:42,210 community operators who see 295 00:10:42,590 --> 00:10:44,110 who see this vision and want to build 296 00:10:44,110 --> 00:10:46,850 the kind of transformational partnerships with SCAN, 297 00:10:47,710 --> 00:10:49,790 that can that can bring this to their 298 00:10:49,790 --> 00:10:51,970 community. So, you know, for example, 299 00:10:52,975 --> 00:10:53,794 we recently 300 00:10:54,335 --> 00:10:54,835 announced 301 00:10:55,215 --> 00:10:58,174 a partnership with Brookdale Senior Living, where we're 302 00:10:58,174 --> 00:10:58,674 expanding, 303 00:10:59,774 --> 00:11:03,315 across their 33 communities in California and Arizona 304 00:11:03,774 --> 00:11:04,595 and partnering 305 00:11:04,975 --> 00:11:06,674 around how can we keep 306 00:11:07,139 --> 00:11:10,580 their communities healthy in in our iSNP product. 307 00:11:10,580 --> 00:11:12,740 So we hope to replicate that model with 308 00:11:12,740 --> 00:11:14,840 many other operators in the years to come. 309 00:11:14,980 --> 00:11:17,779 Understood. So you foresee continued growth in this 310 00:11:17,779 --> 00:11:20,340 segment. You're partnering and want to continue partnering 311 00:11:20,340 --> 00:11:21,800 with these senior living facilities. 312 00:11:22,404 --> 00:11:25,044 And what was that, statistic you cited, Zach, 313 00:11:25,044 --> 00:11:26,965 about I SNP at the beginning being one 314 00:11:26,965 --> 00:11:29,205 of or the fastest growing for you in 315 00:11:29,205 --> 00:11:29,705 California? 316 00:11:30,884 --> 00:11:33,845 Embrace is the largest and fastest growing I 317 00:11:33,845 --> 00:11:34,345 SNP, 318 00:11:34,725 --> 00:11:35,465 in California. 319 00:11:36,450 --> 00:11:39,649 Fantastic. Well, Zach, as we, wind down on 320 00:11:39,649 --> 00:11:41,490 on time here, you've got the ears of 321 00:11:41,490 --> 00:11:43,350 of a lot of other health plan leaders 322 00:11:43,490 --> 00:11:45,110 listening in from all over the country. 323 00:11:45,570 --> 00:11:47,570 Everyone's, I think, feeling a little bit, 324 00:11:48,050 --> 00:11:48,550 nervous, 325 00:11:48,855 --> 00:11:50,714 excited going into AEP. 326 00:11:51,174 --> 00:11:51,674 So 327 00:11:52,134 --> 00:11:53,834 if you're speaking to them all directly, 328 00:11:54,214 --> 00:11:56,534 any final thoughts, final bits of advice as 329 00:11:56,534 --> 00:11:59,095 we we enter this, this period of the 330 00:11:59,095 --> 00:11:59,595 year? 331 00:12:00,294 --> 00:12:01,195 You know, I think, 332 00:12:01,840 --> 00:12:05,059 historically, plans and and providers have often 333 00:12:05,679 --> 00:12:06,179 seen 334 00:12:07,200 --> 00:12:11,059 ourselves as in competition that that that this 335 00:12:11,360 --> 00:12:13,279 health plan industry is a bit of a 336 00:12:13,279 --> 00:12:15,059 zero sum game. And and we 337 00:12:15,365 --> 00:12:17,524 take a different approach, and I personally believe 338 00:12:17,524 --> 00:12:18,184 that there's 339 00:12:18,644 --> 00:12:21,464 an opportunity to build the kinds of deep 340 00:12:21,605 --> 00:12:25,125 long term partnerships with providers that ultimately result 341 00:12:25,125 --> 00:12:27,924 in better health care and better economics for 342 00:12:27,924 --> 00:12:29,144 everyone. And 343 00:12:29,605 --> 00:12:30,105 that's 344 00:12:30,809 --> 00:12:33,149 the kind of partnerships that we're building 345 00:12:33,610 --> 00:12:36,169 now. We we recently announced our partnership with 346 00:12:36,169 --> 00:12:38,649 Sutter to do just that and think about 347 00:12:38,649 --> 00:12:40,110 how can we co design 348 00:12:40,410 --> 00:12:42,970 health plans and benefits that improve the life 349 00:12:42,970 --> 00:12:43,710 of providers 350 00:12:44,169 --> 00:12:45,309 as well as patients, 351 00:12:46,355 --> 00:12:48,195 and then get really deep into the way 352 00:12:48,195 --> 00:12:51,554 we deliver care to improve outcomes fundamentally for 353 00:12:51,554 --> 00:12:54,115 everyone. And so I would just say that 354 00:12:54,115 --> 00:12:56,674 there's an opportunity to do that for anyone 355 00:12:56,674 --> 00:12:58,214 who operates in this industry 356 00:12:59,460 --> 00:13:01,059 and to think about how we can make 357 00:13:01,059 --> 00:13:02,980 the system stronger as a whole by working 358 00:13:02,980 --> 00:13:03,480 together. 359 00:13:03,940 --> 00:13:06,019 Wonderful. Well, Zach, I really appreciate you taking 360 00:13:06,019 --> 00:13:08,019 the time to chat with us and for 361 00:13:08,019 --> 00:13:09,860 sharing your insights with our listeners. We really 362 00:13:09,860 --> 00:13:12,679 appreciate it. Thank you. I enjoyed the conversation. 363 00:13:13,284 --> 00:13:15,205 Yeah. Likewise. And and to our listeners, if 364 00:13:15,205 --> 00:13:16,884 you'd like to listen to more podcasts from 365 00:13:16,884 --> 00:13:20,264 Becker's, you can visit beckershospitalreview.com.