Impact Healthcare

In this episode of Impact Healthcare, host Lester Morales sits down with Phillip Holowka, COO of Complete Captive Management Services, to dive deep into the world of captive insurance. Together, they explore how captives empower employers to take control of their healthcare expenses, build equity, and improve employee benefits. Phillip shares his journey from EMS to the insurance industry, offering insights into why captives are a game-changer for businesses of all sizes. Whether you're a seasoned CFO or new to the concept, this episode provides a clear roadmap to understanding captives and their potential for revolutionizing your healthcare strategy. Key Takeaways:       Captive Insurance 101: Understand the difference between group captives, single-parent captives, and traditional insurance models. Control and Ownership: Learn why owning a captive puts you in charge of your healthcare dollars and policy language.        Risk Mitigation: Discover the importance of identifying and addressing high-cost claims to drive long-term savings.         Real-World Examples: Hear how employers, big and small, have leveraged captives to generate underwriting profits and reduce expenses.   Employee Impact: Learn how captives can align incentives, improve transparency, and enhance employee satisfaction. Actionable Insights: Captive insurance is more than a financial strateg it's a commitment to proactive risk management and long-term savings. Connect with Phillip Holowka: Visit completecaptive.com or connect with him on LinkedIn to explore if a captive is the right solution for your organization. Subscribe now and join the movement to disrupt the health benefits industry with innovative strategies and actionable insights!

In this episode of Impact Healthcare, host Lester Morales sits down with Daniel McCauley, founder of Mac Consulting Group, to discuss how his personal experiences have shaped his passion for transforming healthcare benefits.

In this episode of Impact Healthcare, Lester Morales sits down with Hugh O'Toole, CEO of Innovu, to discuss how data analytics and transparency are reshaping the healthcare benefits industry. Together, they dive into practical strategies that can help employers, advisors, and fiduciaries make smarter decisions, reduce costs, and improve healthcare outcomes. Hugh shares his journey into the benefits space, from managing school consortiums to optimizing healthcare costs through data-driven solutions. He explains how transparency and fiduciary responsibility empower businesses to lower healthcare expenses without sacrificing quality. Learn how small changes, like J-code analysis, can save millions and improve the lives of employees and their families. Key Takeaways: The importance of owning and utilizing healthcare data How fiduciary duty can protect employers and improve employee benefits Real-life examples of cost savings in healthcare and pharma Don't miss out on this insightful conversation that provides actionable steps to reduce your healthcare spend by 20% through total transparency. Subscribe to Impact Healthcare on iTunes, Spotify, or your favorite podcast platform.

Welcome to the Impact Healthcare Podcast, where we're revolutionizing the health benefits industry with innovative ideas and game-changing strategies! In our latest episode, host Lester J. Morales has an inspiring conversation with Patrick Staunton, a partner in the Employee Benefits Group at Thompson Flanagan. Patrick's journey from starting his career at Cigna to becoming an influential figure at Thompson Flanagan is a testament to his passion for transforming the way private equity firms approach insurance!  During their conversation, Patrick takes us through the pivotal moments that shaped this transformation, including his personal experience of stepping into the world of private equity and the challenges he faced along the way.  Patrick shares the story of a company on the brink of a 60% insurance premium increase—an unsustainable burden for the business. Through innovative strategies, including the use of an independent third-party administrator and a transparent PBM, Patrick and his team were able to save the company nearly $1M. The story doesn't end there, as we explore the crucial role of communication and education in ensuring the success of these alternative plans, especially for blue-collar employees!  Join us as Patrick and Lester break down the complex world of private equity insurance, revealing how Thompson Flanagan's hands-on approach not only provides value but also empowers employees to take control of their healthcare!   This episode is packed with insights, real-life examples, and a deep dive into the strategies that make a difference in the lives of employees and the bottom lines of businesses so whether you're in the healthcare industry or simply curious about the intersection of private equity and employee benefits, subscribe to the Impact Healthcare Podcast and don't miss this transformative episode! 

In this insightful solo episode, Lester Morales addresses the necessity for change within the health benefits industry, specifically targeting advisors. Drawing from his rich background in risk management and insurance, Lester recounts his journey from Sun Life to Willis, highlighting key lessons learned. This episode challenges advisors to step out of their comfort zones and rethink their approach to healthcare benefits. Lester emphasizes the importance of empathy, accountability, and innovation, urging advisors to prioritize the well-being of employees and drive meaningful change.   Key Takeaways: The negative impact of maintaining the status quo in healthbenefits. How empathy can enhance decision-making in healthcare strategies. Understanding the financial realities of healthcare costs for employees. The importance of exploring and implementing innovative solutions. Real-world examples of successful health benefits strategies.   Subscribe to "Impact Healthcare" on iTunes or your preferred podcast platform to stay updated on the latest episodes. Join us in our mission to achieve significant savings and better health benefits through transparency and innovation.

In this solo episode, Lester Morales tackles the theme of change within the health benefits landscape. Lester addresses common misconceptions and excuses that employers and advisors face, emphasizing the critical need for innovation and adaptability. By understanding the real impact of healthcare costs on both organizations and employees, Lester highlights the importance of empathy and proactive decision-making. This episode is divided into two parts: one focused on employers and the other on advisors, offering tailored insights and strategies for each audience. Lester also shares compelling statistics and personal anecdotes to illustrate the dire need for change in the industry. Tune in to discover how you can drive meaningful change and make a lasting impact on your organization and its employees. Key Takeaways: The significance of health benefits in employee recruitment and retention. Common barriers to change and how to overcome them. The financial and emotional impact of healthcare costs on employees. Strategies for making informed and empathetic decisions regarding health benefits. The role of transparency and innovation in the health benefits industry. Subscribe to "Impact Healthcare" on your favorite podcast platform to stay updated on the latest episodes and join us on the journey on your healthcare benefits through total transparency. For more information and resources, visit our website and explore our show notes for each episode. Be part of the change and help disrupt the health benefits industry for a better, more transparent future.

Welcome to the Impact Healthcare Podcast, where we're revolutionizing the health benefits industry with innovative ideas and game-changing strategies! In our latest episode, host Lester J. Morales has an inspiring conversation with Ray Kober, CEO of Benefixa. If you're tired of hearing the same old promises and ready for some authentic, game-changing insights, this episode is for you!  Ray starts with a heartfelt introduction, emphasizing his dedication to putting people first. At Benefixa, it's all about balancing the needs of employers and employees, ensuring that healthcare isn't just a revenue-driving machine, but a service that truly benefits everyone involved. He shares the story behind their logo – a simple yet powerful symbol of an individual raising their hand, representing employers and employees in their quest for better healthcare solutions.   Growing up in the '70s and '80s, Ray draws inspiration from iconic underdog stories like Rocky. He resonates with the idea of competing against all odds and standing up for the little guy, a theme that drives his relentless pursuit of fairness in the healthcare industry. His disdain for a system that exploits the vulnerable fuels his mission to help organizations see that they don't have to settle for the status quo – there are better ways to achieve their goals.   Lester and Ray explore the complex relationship between insurance carriers and PBMs, revealing the financial incentives driving healthcare costs. They discuss the Medical Loss Ratio (MLR) and how it inadvertently encourages higher healthcare spending, benefiting insurance companies at the expense of employers and employees. Ray's insights provide a fresh perspective on why healthcare expenses continue to rise and what can be done to reverse this trend.   Throughout the episode, Ray's authenticity and passion shine through. He challenges listeners to rethink their approach to healthcare, urging them to take control and seek better solutions. Whether you're a CEO, CFO, or HR leader, this episode is packed with valuable insights and actionable advice to help you navigate the complex world of healthcare benefits.   Tune in to this thought-provoking episode of the Impact Healthcare Podcast and join Lester and Ray as they disrupt the status quo, challenge the biggest myths in healthcare, and inspire you to take bold steps towards a more sustainable, cost-effective future. 

Welcome to Impact Healthcare, where we're all about shaking up the health benefits industry with our fresh ideas and game-changing strategies! In this episode, our host, Lester J. Morales, has a super exciting chat with Ashley Bacot, President at RosenSure, and Kenneth Aldridge Jr., Director of Health Services at Rosen Medical Center.   Rosen Hotels, based in Orlando, FL, might not be a household name everywhere, but did you know it's the largest independent hotel chain in the Southeast? Pretty cool, right? On top of that, as they celebrate their 50th anniversary, Rosen Hotels goes beyond just hospitality – they're all about providing top-notch healthcare at a reasonable cost. Kenneth Aldridge, Director of Health Services at Rosen Medical, tells us about their amazing journey. Over 30 years ago, Rosen took a massive leap by pioneering self-funded healthcare to provide high-quality care directly to employees. They've come a long way since then, offering on-site services like physical therapy and even mobile dermatology and vision clinics, all tailored to meet their diverse workforce's needs.   Ashley and Kenneth want to make it clear: Rosen's approach isn't just about saving money – it's about boosting benefits in a major way. With zero deductibles and co-insurance, Rosen has achieved some seriously impressive results. They've slashed costs by a whopping 50% compared to traditional plans, all while making sure their employees are healthier and happier. Beyond the numbers, the impact is personal. Kenneth shares a really touching story about how early detection through Rosen's programs saved an employee's life, showing how their approach to healthcare goes way beyond just numbers.    Join us as we dive into how Rosen Hotels and RosenSure are changing the game in healthcare, proving that when care is proactive and personalized, everybody wins! Whether you're new to self-funding or looking to revamp your current strategy, this episode is jam-packed with valuable insights to help you navigate the ins and outs of healthcare benefits and get the most out of self-funding.    Don't miss out – be sure to subscribe to the Impact Healthcare Podcast and join us as we explore this innovative approach and take your healthcare strategy to the next level! 

Welcome to Impact Healthcare, the podcast that's all about shaking things up in the health benefits world with exciting ideas and strategies! In this episode, Lester J. Morales reconnects with Ben Conner, a trailblazer from Conner Insurance. Ben isn't just making his second appearance on the show; he's bringing a wealth of knowledge and a compelling story that spans decades and generations. Ben's journey with Conner Insurance, a third-generation family business based in Indianapolis, Indiana, is simply remarkable. Celebrating 75 years of service, Conner Insurance is a stalwart in employee benefits, commercial insurance, and personal insurance. Ben, who has been with the company for 18 years, leads with passion and a competitive spirit that traces back to his days on the basketball court, where his determination and innovative thinking set him apart. In this episode, Ben shares what fires him up about the insurance industry and his role as a change agent. He reflects on the underdog mindset that drives him to help frontline workers navigate a healthcare system that often feels like it's working against them. This drive has led Conner Insurance to not just talk the talk but walk the walk! Whether you're a broker, employer, or HR leader, this conversation promises to challenge the status quo and inspire you to take bold steps towards better healthcare solutions. Subscribe now to the Impact Healthcare Podcast and get ready to be informed, inspired, and empowered to make a difference!

Welcome to the Impact Healthcare Podcast, where we're shaking up the health benefits industry with fresh ideas and groundbreaking strategies! In our latest episode, our fantastic host, Lester J. Morales, chats with Peter Rowe, President at Arcwood, a relationship-based firm known for its custom employee benefits, human capital, and retirement plans. During this game-changing episode, Peter shares his incredible journey and the philosophy that drives Arcwood's success. With a deep understanding of the industry, Peter dives into how Arcwood tailors its services to align with a company's strategic goals, industry demands, and competitive landscape. He emphasizes building strong client relationships and creating unique solutions that address individual challenges. Tune in to hear Peter's passion for personalized service and his dedication to transforming how companies approach employee benefits. This episode offers valuable insights, engaging stories, and practical advice for brokers, employers, HR leaders, and anyone interested in the future of employee benefits. Whether you're eager to enhance your company's benefits strategy or just curious about the exciting changes in the industry, this episode promises to provide an enlightening and inspiring conversation. Subscribe to the Impact Healthcare Podcast and get ready to be informed, inspired, and empowered to make a difference!

Welcome to Impact Healthcare, where we are committed to making a significant impact on the health benefits industry with our innovative ideas and game-changing strategies! In this episode, Lester J. Morales sits down with Anthony Masotto, GM and Executive Vice President of Drexi, for an enlightening discussion. Anthony shares his fascinating journey from being a professional hockey player to making a significant impact in the healthcare industry. With his background in pharmacy consulting and stop-loss, Anthony brings a fresh perspective to Drexi, a mid-market PBM based in Phoenix, Arizona. Drexi is on a mission to lower drug costs and provide genuine value by working closely with consultants and plan sponsors. During the episode, Anthony reveals the inner workings of the PBM industry, uncovering the hidden practices of major players. He explains how contract manipulation can affect drug pricing and stresses the importance of transparency and fiduciary responsibility in today's healthcare landscape. Anthony also highlights how Drexi operates differently, focusing on fixed costs and delivering real savings for their clients. Tune in to hear Anthony's passion for transparency and his commitment to improving the industry. This episode offers valuable information, engaging stories, and insightful discussions. Whether you're a broker, employer, HR leader, or simply curious about the healthcare system, this episode promises to provide an eye-opening conversation that challenges the status quo and inspires action. Subscribe now to the Impact Healthcare Podcast and get ready to be informed, inspired, and empowered to make a difference!

Welcome to Impact Healthcare, where we are committed to significantly impacting the health benefits industry with our innovative ideas and game-changing strategies! In this episode, our host, Lester J. Morales, sits down with Zac Hart, a dynamic force at Hodge, Hart & Schleifer (HHS), who has turned his 20+ years in the insurance business into a journey of innovation and success. Zac shares his compelling story of following in his family's footsteps, from his early days of cold-calling for life insurance to becoming a trusted advisor for businesses across the spectrum. During the episode, you'll learn how Zac's firm navigates the complex landscape of risk management and employee benefits while staying fiercely independent amidst industry consolidation. In this engaging and insightful episode, you'll hear Zac's perspective on the evolving conversations around health benefits and risk management and how his firm brings value to clients by addressing their unique needs. Whether you're an industry insider or just curious about the world of insurance, this episode will inspire and inform you. Tune in to the Impact Healthcare Podcast to learn how passion and doing things differently can transform the insurance and healthcare industry!

Welcome to Impact Healthcare, the podcast that's all about shaking things up in the health benefits world with exciting ideas and strategies! In this episode, our host, Lester Morales, is joined by Braden Monaco, a seasoned expert from Blue Horizon Benefits, to dive into the world of self-funding solutions! Braden shares valuable insights into how self-funding can transform how businesses handle their healthcare benefits. Together, they explore the ins-and-outs of self-funding, discussing its benefits, potential challenges, and the positive impact it can have on employers and employees.  Braden breaks down the core principles behind self-funding, showing how it empowers companies to manage their healthcare costs, tailor plans to suit their employees better, and save money. He also shares real-world examples of how businesses have successfully used self-funding to improve their healthcare offerings while staying financially responsible. Lester and Braden also tackle common misconceptions and challenges about self-funding, offering practical solutions and advice to overcome these obstacles.  Together, they emphasize the importance of partnerships in the self-funding landscape and how working with experienced benefits consultants like Blue Horizon Benefits can ensure a smooth and successful transition! Whether you're new to self-funding or looking to enhance your current strategy, this episode is packed with valuable insights to help you navigate the complexities of healthcare benefits and maximize your business's potential through self-funding. Subscribe to the Impact Healthcare Podcast and join us to gain a deeper understanding of this innovative approach and take your healthcare strategy to the next level!

Welcome to the Impact Healthcare Podcast, where we're revolutionizing the health benefits industry with innovative ideas and game-changing strategies! In our latest episode, host Lester J. Morales has an inspiring conversation with Diana Miller, a benefits advisor at Conor Insurance and a proud Latina trailblazer in Dubuque, Iowa. Diana's story is a journey of remarkable resilience and triumph. From the bustling streets of Bogota to the heart of the Midwest, she navigates a path paved with determination and success. Raised in an all-girls school in Colombia by American nuns, Diana's education opened doors to unexpected opportunities in the United States. Her experience embodies the spirit of perseverance and the power of diversity. Lester and Diana explore the unique challenges and triumphs of being a Latina in the insurance industry. They delve into diversity and representation, emphasizing why these elements are crucial today. Diana's passion for transforming the benefits landscape shines through as she discusses her commitment to transparency and ethical practices. Their candid conversation covers the intricacies of negotiating renewals, and the ethical dilemmas advisors often face. Diana provides an insider's look into the hidden dynamics between carriers, brokers, and employers, highlighting the industry's pressing need for honesty and integrity. This groundbreaking episode of Impact Healthcare is not just informative; it's motivating and story-driven, challenging you to rethink the status quo and positively impact the world of healthcare benefits. Tune in, get inspired, and join us in transforming the industry!

Welcome to Impact Healthcare, where we are committed to making a significant impact on the health benefits industry with our innovative ideas and game-changing strategies. In this insightful episode, hosted by Lester J. Morales, CEO of Next Impact and Transparent Health Benefits, we'll explore the mindset that's needed to drive change in health benefits and its impact on our lives.  Lester shares his personal journey and the inspiration behind this podcast. Having lost both parents to cancer and witnessed the financial hardships they faced despite having health insurance, he's motivated to transform the healthcare landscape.   We understand that navigating the healthcare system can be challenging and overwhelming, especially when you're trying to balance your health needs with your financial resources. That's why Lester challenges the status quo by questioning the high compensation of insurance company CEOs, while everyday families struggle to afford healthcare. He likens the current system to giving out participation trophies, where everyone gets rewarded regardless of performance.  Health insurance isn't broken; it's designed to prioritize profits over people. Lester calls for demanding more, changing the system, and aligning incentives to improve outcomes. He urges employers, advisors, and anyone touched by the healthcare system to change their mindset, take control of their healthcare future, and stop waiting for someone else to fix things.   If this episode resonates with you, we encourage you to share it widely. Together, we can create a community of fighters striving to improve healthcare. Don't forget to subscribe to the Impact Healthcare podcast on your favorite platform to join the movement! 

Welcome to Impact Healthcare, the podcast that aims to revolutionize the health benefits industry with innovative ideas and strategies! In this episode, we are joined by Amanda Banner, from People's First Insurance, who brings a glimmer of hope to her clients in an era where healthcare costs can seem daunting. Our host, Lester J. Morales, delves into Amanda's journey from burnout to enlightenment in the insurance industry.   For over two decades, Amanda has been navigating the complexities of insurance. It wasn't until she met Lester that she discovered a new path that saved money and improved client benefits, instead of raising deductibles to save costs.   During the podcast, Amanda and Lester debunk the myths surrounding self-funding, proving that it can be beneficial for companies of all sizes. Amanda's approach emphasizes the importance of education and transparency, guiding employers away from fear of change and towards a more secure future.   Using personal anecdotes and real-world examples, Amanda provides a glimpse of hope and possibility, encouraging listeners to reconsider their approach to healthcare benefits.   Join us for this episode of Impact Healthcare and be part of the movement towards better health benefits! 

Welcome to Impact Healthcare, where we lead the charge in the health benefits industry with bold ideas and game-changing strategies! In our latest episode, join Lester J. Morales as he engages in a thought-provoking conversation with Chris Wolpert, CEO of Group Benefit Solutions (GBS) and a finalist for the 2024 Advisor of the Year. Dive into a story-driven conversation that unveils the journeys of two industry disruptors swimming upstream in the complex world of healthcare benefits!  Chris's journey started when he was a financial advisor, and he became even more determined to modernize healthcare after the Affordable Care Act passed in 2010. With GBS, Chris hopes to empower clients, eliminate out-of-pocket expenses, and guide employees to the best care possible. His decision to start from scratch, walking away from a lucrative business, was a bold move — an "all-in" bet on himself and his mission. His goal wasn't just to sell insurance; it was to educate and empower clients, to put them back at the center of the conversation.  Lester and Chris use storytelling techniques to provide insights into the complexities of healthcare benefits and the challenges employers face when navigating the healthcare landscape. They offer a unique perspective on the healthcare benefits sector, highlighting the importance of determination, innovation, and pursuing a better future for all.   We encourage you to share this episode with your colleagues and peers! Together, we can create a community of fighters striving to improve healthcare.   Ready to join the healthcare revolution? Subscribe now to the Impact Healthcare podcast on your favorite platform and be part of the change! 

Welcome to the Impact Healthcare Podcast, where we navigate the intricate landscapes of the healthcare industry. In today's episode, join us as we embark on a journey with special guest Patrick Moore to unravel the complexities of fiduciary responsibility.   With Patrick's expertise in corporate accountability and fiduciary obligations, we'll dissect the tangled web of big insurance companies and pharmacy benefit managers. Together, we'll shine a light on the crucial role of fiduciary duty in safeguarding our financial well-being and healthcare choices.      Throughout our conversation, we'll challenge the status quo and confront tough questions often overlooked. Delving deep into the intricacies of the Corporate Accountability Act, we'll explore its implications for consumers and corporations alike, using real-world examples such as the controversies surrounding Johnson & Johnson.      But our exploration doesn't end there. Are you unknowingly breaching your fiduciary responsibilities? Let's find out. And how much do you truly understand about your pharmacy benefit manager? Patrick Moore's insights will reveal the hidden costs lurking beneath the surface of your health insurance premiums, empowering you to take control of your financial future.      Yet, we can't do it alone. We need your help to spread the word, share these insights with your colleagues and friends, and hold your advisors accountable.   The time for complacency is over—it's time to take action. Tune in to Impact Healthcare Podcast and join us on this journey to better quality healthcare at a lower cost! 

Welcome to RosenHealth™, where innovation meets transformation in the healthcare industry.     In this episode, we delve into the pioneering strategies of Rosen Hotels & Resorts, led by visionary Harris Rosen, as they revolutionize healthcare solutions. Discover how RosenHealth™ is reshaping the landscape with groundbreaking approaches that prioritize associates' well-being while reducing costs. With no deductibles or co-insurance and comprehensive prescription coverage, associates experience unprecedented benefits that ensure their health and financial security.   Join in as insightful discussions with healthcare executives and HR decision-makers unveil the real-world impact of the Rosen model. Hear from leaders like Karen van Caulil, President and CEO of the Florida Alliance for Healthcare Value, and Dawn Koffarnus, Chief Health Systems, and Financial Officer for Second Harvest Food Bank Central Florida, as they share their journey of adopting the Rosen approach and witnessing remarkable results. From significant cost savings to heightened employee satisfaction, learn how organizations are reaping the rewards of a Rosen-like healthcare plan.     Whether you're a healthcare professional, business leader, or simply curious about the future of healthcare, RosenHealth™ is your guide to unlocking the potential of innovative healthcare solutions.     Subscribe now to RosenHealth™ and embark on a journey towards a healthier tomorrow. Don't miss out on the transformation – tune in and be inspired by the stories that redefine the future of healthcare, one organization at a time. 

In this podcast episode, we delve into the transformative journey of Health Rosetta and its co-founder, Dave Chase. Join us as we explore the personal reasons behind the creation of Health Rosetta, driven by a profound mission to change the healthcare narrative. In this episode, Dave shares the powerful motivation behind co-founding Health Rosetta, fueled by a series of impactful personal experiences. We uncover the innovative approach of Health Rosetta in redirecting the currently wasted $1.5 trillion in healthcare towards social determinants of health, such as income and better food. We delve into Health Rosetta's groundbreaking transformation of health plans, turning them from contributors to debt, poverty, and bankruptcy into catalysts for well-being and wealth.

In this episode, we are excited to have Stephanie Koch, an experienced Director of Human Resources and Senior HR Business Partner, join us for an insightful conversation. Stephanie shares her journey over the past few years, where she played a pivotal role in understanding and transforming employee health benefit plans. Notably, at Hendry Marine and in her previous roles, Stephanie was instrumental in transitioning employee health plans to a self-funded model. This move generated over $5 million in savings to the company's bottom line.   Stephanie is passionate about sharing her knowledge and experience. In this episode, she discusses the benefits of self-funded health plans for both companies and employees. Her insights into navigating the intricacies of HR, from mentoring to negotiating, make this episode a must-listen for HR professionals and executives alike.

Impact Healthcare showcases innovative, solutions-oriented trailblazers working to make healthcare more affordable for American workers. Employers and benefits advisers need to know Lester J. Morales' guest, Chris Labrecque, Chief Customer Officer at Paytient. Paytient serves as a cutting-edge company addressing a struggle so many functionally uninsured Americans face: the “pain to pay.” 1 in 10 adults endures significant medical debt, which causes 67% of personal bankruptcies. As a result, 80% of Americans have skipped or delayed healthcare due to unaffordability in the last year. For five years running, Paytient has enjoyed a 90+ Net Promoter Score (customer satisfaction metric) by alleviating patients' “pain to pay” through interest-free, no-fee credit cards that spread out-of-pocket healthcare expenses out over up to 36 months without a credit check. Don't miss this hope-inspiring episode — subscribe now to stay on the cutting edge of healthcare affordability solutions and the problem-solvers making healthcare accessible to all Americans. Time Stamps: 08:53 What too many brokers miss along the career journey 14:06 Why high-deductible plans fail 17:15 How the Paytient card works with an HSA 18:17 How employees get and use their Paytient card 19:23 How employers provide employees Paytient access 22:15 How Paytient benefits hospitals and health systems 24:15 Chris' message for advisers 25:55 How Paytient retains employees 28:45 Chris' message for employers 30:40 Real-life impact of Paytient Stay connected with cutting-edge health benefits strategies by joining the Impact Healthcare text community at 813.537.6992.

Lester J. Morales interviews Attorney Julie S. Selesnick, Senior Counsel at Berger Montague. With a passion for justice amongst the imbalance of power between health insurers and American healthcare consumers, Julie serves as a member of the firm's Employee Benefits & ERISA practice group.  Don't miss this opportunity to learn: 3 myths that hamper employers' success as fiduciaries of their health plans  The top 3 action items for employers to jumpstart their fiduciary compliance How to eradicate gag clauses  Julie's top recommendations for employers, advisers, and American healthcare consumers You'll want to share this priceless podcast with your colleagues — be sure to subscribe! Time Stamps: 05:03 Myth 1 07:24 Myth 2 10:00 Myth 3 13:37 No. 1 Employer Action Item to jumpstart your fiduciary compliance 14:49 No. 2 Employer action item to jumpstart your fiduciary compliance 15;18 No. 3 Employer action item to jumpstart your fiduciary compliance 16:17 Julie explains the claims data access lawsuit filed against Anthem 18:04 The skinny on gag clauses 30:43 Julie's #1 recommendation to employers 36:59 Julie's #1 recommendation to advisers 41:14 Julie's #1 recommendation to healthcare consumers Stay connected with cutting-edge health benefits strategies by joining the Impact Healthcare text community at 813.537.6992.

Lester J. Morales talks with Dean Jargo, the chief executive officer of Fair Market Health, about how employers can make healthcare more affordable and accessible. Get a glimpse behind the scenes as Dean, a former CFO advising Fair Market Health, became its CEO after a personal experience with the marketplace platform transformed his drive and determination to bring affordable healthcare to the masses. Learn from the experts: Three common self-funded healthcare models employers utilize to manage their health benefits. Two things Dean wishes he had known earlier in his career The common misconception about cost vs. quality in healthcare How and why incentives pay off big Why big box carriers don't work harder to make healthcare affordable Affordable and accessible healthcare hinges on the cost vs. quality relationship — buying healthcare isn't like buying a luxury car. Higher prices don't equate to better care, and the undercurrent of misaligned incentives can crush forward progress if left unaddressed. This episode of Impact Healthcare covers all the bases to get your company on the road to higher-quality care for a much lower price. Impactful Quotes: “What clients call premium, health insurance companies call revenue.” “Not only does price transparency deliver better outcomes, but changing the site of service not only lowers cost but improves quality and patient satisfaction.” “Incentives absolutely matter.” “Less than 5% of healthcare interactions are truly emergent.” “Change is necessary.” “Independent and innovative advisers are critically important.” Time Stamps: 8:59 Fair Market Health: Who are they, and what do they do? 10:43 The 3 health benefits models 15:35 Two things Dean wishes he had known earlier in his career 19:15 The turning point in Dean's career story 26:00 The common misconception about cost vs. quality in healthcare 27:05 How Fair Market Health pairs patients with providers 35:10 Why incentives matter 37:29 How $0 copays and $0 deductibles pay off big 40:29 Why claims savings don't mean the doctor gets paid less 42:47 Why don't the big box carriers work harder to make healthcare affordable? 49:15 How are savings different between urban and rural populations? 50:48 Where you can find the most savings 54:39 What can employers do to take the best next step? Connect with Dean at dean@fairmarkethealth.com www.fairmarkethealth.com Reminder! Stay connected with cutting-edge health benefits strategies by joining the Impact Healthcare text community at 813.537.6992.

Description: One in 3 Americans has pre-diabetes, and over 80% don't know it. Left unaddressed diabetes is the leading cause of kidney failure. The cost of care is exorbitant, but it can be reigned in through capitated disease management.  Far too many patients wade through life with undetected kidney disease that ultimately demands dialysis seemingly overnight. And as patients advance through the disease stages, the claims just get pricier.  These costly cases raise premiums and out-of-pocket expenses for the affected member and the entire insured population at that organization. Employers can avoid unnecessary spending on chronic kidney disease by up to 80% through capitated disease management that often avoids or delays dialysis altogether. Find out today how personalized, capitated disease management detects the smoke so plan members' wellness doesn't burst into flames.  Listen as Lester J. Morales talks with Kimberlee Langford, the Vice President of Clinical Services for Specialty Care Management, to hear how employers and brokers prevent diabetes from igniting the fuse that leads to costly dialysis treatment.  Show Notes: 5:37 Impacting a life saves a significant amount of money. 6:33 Why dialysis is a preventable disease. 10:07 How preventable disease sneaks up on workers. 12:37 Cost of care goes up 57% as patients advance in disease stage. 16:39 How to improve member participation rates to 50-75%. 24:43 The proof is in the pudding: Case #1  26:18 Personal service is life-changing: Case #2 28:21 How to save up to 80% on dialysis claims with a capitated disease management program. 32:26 How to address misaligned incentives in disease management.  36:58 Be a superhero: Case #3 38:51 Nurses have a huge impact on patient outcomes: Case #4 Reminder! Stay connected with cutting-edge health benefits strategies by joining the Impact Healthcare text community at 813.537.6992.

In this episode, Lester J. Morales talks to Aaron Witwer, President of BenEngage, about health equity and how it impacts different communities. We'll discuss ways to innovate, address healthcare disparities, and explore ways to create a more equitable healthcare system.     Show Notes:   Aaron Witwer talks about his background and how he got involved in healthcare (5:00)   Lester and Aaron talk about how we can start a conversation with an employer about health equity to create a change (12:00)   The importance of education impacts different communities. (20:00)   Lester asks Aaron what the keywords and actions are to create health equity (26:00)   Aaron talks about what we need to do to get health equity and address disparities. (29:00)

Description: Benefits cost more and cover less; out-of-pocket costs are skyrocketing. The healthcare system is frustrating. Lester Morales sits down and talks with Reid Rasmussen Co-Founder and CEO of Freshbenies. They discuss how the combination of high costs and poor health outcomes is not a mistake. The system is built wrong and is working as supposed to. But, prioritizing quality healthcare outcomes addresses the core problems in the healthcare system and achieves lower costs as a positive consequence.   Show Notes:   Reid talks about why and discuss the healthcare system is getting more complicated and how difficult it is to be a patient (01:25)   Lester and Reid discuss the importance of Advocacy and how the wave of new ideas must be included. (13:23)     Reid infantizes the lack of quality information and how the system continues without us as a society. (18:00)   Lester and his guess Reid talk about how they need to strive to create an impact using more tools and how they must keep talking about approaching healthcare differently. (41:00)

Episode Description: Employee retention is central to the success of a business. We know that employers are aware of this, and it's a key priority to reduce the number of employees leaving their roles. But employee retention strategy falls short unless you take a truly inclusive approach. Lester Morales chats with Brandon Weber, Co-Founder & CEO NAVA Benefits, a modern brokerage that makes managing benefits easy for growing businesses. They discuss different ways to break the status quo and the traditional brokers system and how diversity is part of a greater impact. To keep up with the latest innovations and innovators changing the health benefits world, please subscribe to the Impact Healthcarepodcast. o become part of the Impact Healthcare Community, please text "IMPACT HEALTHCARE" to 813-537-6992.   Episode Show Notes:   Bradon introduces himself and his purpose for entering the health benefits space (1:55). Brandon explains how healthcare felt unsafe in his family environment (4:00). Lester and Brandon chat about process automation, so you focus on things that matter more (17:00). They discuss recruitment strategies and how diversity is a critical component that makes a business successful in healthcare and technology (33:00).

Description: On this episode,Lester sits downwith Ed Ligonde, Executive Vice President of Nielson Benefits Group, live from Coral Gables, Florida. Given his 14 years of experience as abenefits advisor, Ed gives adiverse view on the health benefits industry and details a fewexperiences that has shaped his perspective as an advisor. He also presents advisors andemployers with tips to better serve employees. Show Notes: Ed starts introduces himself and his purposefor entering the health benefitsspace (1:20). Lester touches on diversity in health benefits and asks Ed to share some tips fordiverse youth looking to get into the industry (4:00). Ed tells a story about his mother (7:28) andhow he helped save her life by transforming how he approached healthcare (16:02). He alsoshares another story about employee health benefits that most resonates with him (23:15). Lester asks Ed to share advice to both employers (25:30) and advisors (28:22)

Description: On this episode, Lester sits down LIVE with Spencer Smith, host and creator of the Self-Funded with Spencer podcast, to discuss the value of self-funding and why all organizations should be taking steps to gain control of their employee health benefits. Together, they touch on topics such as the importance of data, having honest conversations about compliance, and myths associated with self-funding. Spencer also presents a handful of stories highlighting clients that reaped the benefits of this strategy. Show Notes: Spencer starts off by introducing himself and his various professional endeavors (1:03). Lester asks Spencer to explain the value of self-funded insurance plans (3:40) and why employers and advisors tend to shy away from this strategy (6:50). Spencer lays out the perfect time for an employer to start thinking about self-funding (8:39) and myths associated with the practice (9:33). The two talk about the importance of data access, why employers aren't using it today, and common use cases for data (11:00). Spencer also discusses the importance of compliance conversations (16:45) and the difference between big and small employers (19:20). He lays out a failure and success story from his time working with self-funded plans and companies (25:00). Lastly, Spencer leaves the audience with an actionable case study from one of his clients who implemented a self-funded employee benefits plan (33:00).

Lester Morales dedicated this episode to his beloved mother, Maria Morales. After medical bills devastated his family with the financial ruin of bankruptcy at age 17 and losing both his parents to cancer, Lester is fueled by a very strong WHY. Lester saw the misalignment and started a new path led by a passion and change. This episode will ask critical questions for navigating healthcare and focus on attending the number one asset of every employer's by showing the pathway to a better healthcare. Let's ALWAYS SHOW LOVE by bringing better quality care at the lowest cost. To keep up with the latest innovations and innovators changing the health benefits world, please subscribe to the Impact Healthcare podcast. o become part of the Impact Healthcare Community, please text "IMPACT HEALTHCARE" to 813-537-6992.

Description: On this episode, Lester is joined by Ziad Rubaie, Chief Business Development Office at Consociate Healthcare, for an honest conversation about the importance of aligning directly with providers. Ziad gives helpful tips on how employers can cut out the middle man (insurance carriers) and turn healthcare into a performing asset rather than an expense. He also expounds upon these strategies with real, personified success stories from his time in the industry. Show Notes: Ziad starts the podcast by introducing himself and his company. (1:21) The pair discuss consumerism in healthcare. (16:34) Lester emphasizes the importance of staying active when it comes to employee health (20:19). Ziad breaks down the term “directing traffic” in employee health benefits (22:04) and describes the three different types of providers (24:40). He then discusses the financial results and the improvement of the member experience (30:15). Lester asks Ziad why all employers aren't implementing these strategies (32:08) and get him to tell a case study from one of his clients (36:02).

Description: In this episode, Lester sits down with Dr. Dickerson, CEO of Green Imaging, to discuss the rising prices of imaging services and how her programs save employers money with $0 out-of-pocket for the employee. Dr. Dickerson gives precise details on how much employers stand to save with programs like hers and offers helpful tips for those looking to implement similar solutions. She also shares success stories and actionable advice for both employers and advisors. Show Notes: Dr. Dickerson starts by explaining how she began Green Imaging to solve a problem in her community (1:10) and how her business model saves patients money (6:15). Lester asks how she can offer a lower price tag than other imaging services (8:27) and what the exact price difference would be (10:38). Lester asks if there are any quality differences between these imaging centers versus hospitals (14:45). Dr. Dickerson walks through what an employer should do to start saving money on imaging (19:55) and an example of how some imaging services can be free for the employee (23:55). The two discuss how fear of change prevents organizations from implementing this solution (28:53). Lastly, Dr. Dickerson gives a recent success story in her practice (31:00) and a call-to-action for employers and advisors (35:50).

Description: On this episode, Lester sits down with John Troutman, National Director of Marketing at M&S EAP, for a candid conversation about employee assistance programs and how they can improve employee mental health. John shares several stories during his time in the industry and helpful tips for employers and advisors regarding properly utilizing EAPs. Show Notes: John starts by explaining who he is and what he hopes the audience gains during this episode (1:17). He then describes an EAP and how it helps employees (2:55). Lester asks about trends John sees in the industry (15:37). John and Lester discuss the importance of caring about employee outcomes (17:40). The two discuss employers and employees John has positively impacted in the past (24:25). John advises HR and leadership on signs they should look out for when identifying poor mental health in employees (30:00) and why accessibility is essential for employee healthcare(34:15). Lastly, John leaves the audience with some advice (36:00).

Description: Welcome to the Impact Healthcare Podcast! On this episode, Nancy Giacolone, President and Owner of Olympic Crest Insurance, sits down with host Lester Morales to discuss her experience finding alternative insurance solutions for smaller employers. They break down the “return on value” of self-insurance and also touch on the importance of consumerism in healthcare. Lastly, Nancy shares several pieces of advice for both employers and advisors in her space. Show Notes: Lester begins the episode by asking Nancy what makes her passionate about the industry (1:30). The two of them dig into the options available for smaller employers looking to insure their workforce (3:30) and why these solutions are as easy to implement than the plans they are used to (14:05). Lester asks about the cost increase about these types of strategies (19:45), as well as how Nancy is able to educate her clients on the importance of consumerism in healthcare (22:00). Nancy describes the characteristics of a ‘brave' employer (29:20) and leaves both advisors and employers with some words of advice (38:00).

Description: Welcome to the relaunch of the Impact Healthcare Podcast! In this episode, Rob Gelb, CEO of Valenz, joins Lester J. Morales. Together they discuss the misaligned incentives between employers and carriers and the importance of engaging early. They also break down statistics surrounding the state of US healthcare today. Rob also leaves the audience with several case studies for employers looking to take health benefits into their own hands. Episode Notes: Rob kicks the podcast off the podcast by describing his passion for the health benefits industry (2:15) and the premise behind his philosophy of 'engage early and often. (3:40). Lester and Rob discuss employers' hesitations about having their workforce advocate for their care (10:30) and discuss statistics surrounding Americans and healthcare. (14:35). Rob explains what a well-designed healthcare plan looks like for employers (21:00) and how to implement incentives to create lower-cost and higher-quality healthcare benefits plans for employees (25:06). Lastly, Rob breaks down case studies of employers who were able to achieve success by restructuring their health benefits plan and the members who benefitted (35:40).

On this episode, Lester Morales interviews Marshall Allen, author of “Never Pay the First Bill: And Other Ways to Fight the Health Care System and Win”. The two discuss healthcare literacy and how the industry continues to take advantage of employers and patients. He also shares several examples on how he's helped Americans fight the ever-rising cost of medical expenses successfully. Finally, Marshall provides both employers and patients with actionable advice on how they can ensure they are receiving fair prices for their healthcare.

On this episode of Impact Healthcare, Lester is joined by Ben Conner, CEO of Conner Insurance. Together, they discuss Ben's start in the industry and how he developed into the leader he is today. He also touches on ‘mission-driven benefits' and shares an impactful story about one of his client's self-funded journeys. Ben also leaves a word of advice for both employers and advisors looking to achieve similar results. Show Notes: Welcome to Impact Healthcare! Ben begins by explaining what got him into the insurance business (1:05) and highlights a few key individuals that played a part in his success as a leader (3:52). He speaks about ‘mission-driven benefit' and how it applies to his business everyday (7:50). Ben also tells a story about a small firm that has achieved significant cost savings with their health plan, showing that all companies are eligible for self-funded insurance. (14:22). Together, the pair discuss the importance of employee buy-in throughout the self-funding process and how it affects recruitment and retention. (26:00). Lastly, Ben shares some advice with advisors and employers in the industry (32:08).

Welcome to Season 2 of Impact Healthcare! On this episode, Lester sits down with John Quinn, CEO of Wellnecity. Together, they discuss his transition from management consulting to health insurance. John explains how healthcare cost are more controllable then ever and the importance of data in reducing expenditure. He also provides employers with actionable strategies they can implement to improve quality of care at a fraction of the cost of their current health plan. Lastly, he leaves listeners with a few words of wisdom for employers and advisers based on his experience in the industry. Show Notes: John kicks off the episode by discussing his company (1:09), as well his past role as a management consultant. (2:40) They then dive right into how healthcare costs are now more controllable than ever (5:08) and how carriers are not incentivized to help employers save money. (13:55) John walks through exactly how he helps organizations optimize their health benefits (16:00) and how certain employers were able to positively impact their employees healthcare during the COVID pandemic. (22:00) They then discuss the importance of having access to data and how it impacts decision making and business strategy. (26:50) Lastly, John leaves the audience with a few proactive strategies employers can implement to impact healthcare (34:35) and a few words of wisdom (41:15).

Description: In this episode, Lester is solo to close out the season and thanks all the listeners for their continued support of the Impact Healthcare podcast, He also gives a full recap of the first season and gives listeners a preview for what they can expect in the second season. Be on the look out for the Impact Healthcare Podcast: Season 2 in the coming weeks! Show Notes: Welcome to Impact Healthcare! On this final episode of the season, Lester starts off by giving a brief history of the podcast to date and his mission for starting it (00:45). He then recaps a few important and recurring themes throughout season one (4:25) and provides a sneak peek of what to expect in season two (13:38). Lastly, he thanks the audience and leaves listeners with a few words of encouragement. (16:30) Have a topic suggestion or guest recommendation? Contact us at theimpacthealthcarepodcast@gmail.com. We're also available via text! (813) 537 6992

Description: On this episode of Impact Healthcare, Lester sits down with Nick Williams, Director of Business Development at TrueRx. Together, the pair discuss how Nick started his career as a fifth-generation pharmacist and transitioned into the benefits industry. Nick also walks through the impact the innovative programs that can be developed when pharmacists and PBM's unite. Lastly, he leaves the audience with a relevant case study and a bit of advice to listeners looking to impact their Rx spend. Show Notes: Welcome to Impact Healthcare! Nick starts the podcast with a story of how he got into the industry (1:12) and how disruptive benefit managers and carriers can be to patient care (4:00). The pair discuss the problems with rebate chasing (7:00) and how TrueRx helps patients save money on prescription drugs over traditional methods (15:00). Nick explains how he's able to save employers up to 80% and patients up to $8,000 per year (21:00) what his team does to avoid disruption (23:30). Lester asks Nick to describe the innovation that is fostered when clinicians and PBM combine (26:40) and share a case study from one of his clinical programs (34:00).

Description: On this episode of Impact Healthcare, Lester connects with James Stines, President and Managing Partner at HAUSER. Over the past 15 years, HAUSER has grown into the largest independent broker exclusively serving private equity firms and their subsidiaries. James describes his experience in the private equity space and provides several examples of the cost savings his clients have realized using his strategies. He also gives actionable tips to both employers and advisors looking to achieve similar success.   Show Notes: Welcome to Impact Healthcare! James starts with a brief introduction of himself, his experience, as well as his current business (1:05). He begins describing his unique experience in combining self-funded health benefits with the private equity space (4:22) and detail some of his strategies with clients (9:30). Lester and James discuss how the highest quality of care usually amounts to the lowest cost (14:18) and how that improves employee recruitment and retention (16:20). They also touch on the increasing price of prescription drugs and James' strategies for mitigating rising costs (21:31), as well as the importance of data to any employer's health plan. Lastly, James shares a bit of advice for employers looking to save on their healthcare expense (36:30).

Description: On this episode of Impact Healthcare, Lester is joined by Bill Miller, CEO of Drexi. Together, they discuss the intricacies of the pharmacy benefits industry and how Bill transitioned from a serial entrepreneur to an honest, transparent PBM. In the episode, he breaks down a real-life example of claims data and shares powerful analogies to help listeners understand the difference between transparent pharmacy benefits and traditional pharmacy benefits. Bill also shares several words of advice for employers and advisors when choosing PBMs. Show Notes: Welcome to Impact Healthcare! Bill kicks the podcast off the podcast by describing how he got into the industry as an ‘honest' Pharmacy Benefits Manager (PBM) (1:00) and describes how a traditional PBM operates (4:00). He also explains how this affects fully insured employers (14:55) and how PBM's are compensated under a self-insured model (17:20). Bill shares a real-life example of claims data and breaks it down (20:45) and why employers shouldn't chase rebates (33:00). Lastly, Bill shares advice and questions that, if answered incorrectly by a PBM, should raise red flags for any employer or advisor (40:15).

Description: Sovereign Health Advantages: Impacting the health benefits offering for Tribal Groups and their business entities. On this episode of Impact Healthcare, Lester sits down with Cameron Cummins, Managing Partner at Transparent by Design. Together, the pair discuss his experience working primarily with tribal entities and discusses how he's able to impact their second largest expense – healthcare. They also look at a few key provisions that allow Cameron to lead tribal nations towards financial savings while delivering better health outcomes for their community. Show Notes: Welcome to Impact Healthcare! Lester stars off by introducing Cameron and asking what led him towards healthcare insurance (1:15). The two dive deeper into the intricacies of servicing tribal nations and casinos (4:55) and how self-funded plans also help non-tribal employees as well (15:26). Cameron discusses the Catastrophic Health Emergency Fund and other provisions for tribal entities (17:12). He also discusses how easy it is for employers to implement a self-funded plan and achieve cost savings (36:25).

Description: On this episode of Impact Healthcare, Lester sits down with Emma Fox, COO and Partner of E-Powered Benefits, to discuss healthcare debt and the effect it can have on families. Emma shares some deeply personal stories that drove her motivation to change the industry she has decades of experience in. She also discusses her passion for mentoring and leaves several pieces of advice for employers, advisors, and parents as well. Show Notes: Welcome to Impact Healthcare! Emma Fox begins with a story on her own personal experience with healthcare (1:25), provides a story about her own struggle with bankruptcy and offers advice to those in a similar position (3:38). She also explains how she helps people alleviate their struggle with debt (5:45). The pair discuss direct primary care and its benefits (9:05). Emma breaks down how she helps clients' lower costs with a few words of advice (18:00). Lester then asks her to explain the genesis of a ‘win, win, win' for employers, members, and providers (21:51) and talk a bit about her course on self-funding (26:28). Finally, Emma leaves listeners with a piece of advice (30:54).

Description: In this episode, Lester Morales connects with Allison De Paoli, a long-time benefits advisor and advocate for improved employer health benefits plans. She details a powerful story about her mother that sparked the passion for her career and highlights important distinctions about physicians who operate under hospital systems and integrated health networks. Together, Lester and Allison also break down why data is the key to helping employers achieve better outcomes for their workforce. Show Notes: Welcome to Impact Healthcare! Allison De Paoli starts the podcast off by telling a personal story that defines her approach as an advisor (1:55) then proceeds to explain the downsides of physicians that accept network contracts, (8:50) and how their operation changes as a result (11:00). Lester and Allison dive deeper into how this also affects both employers and their employees (16:50). Our guest explains how she helps companies provide better healthcare packages for their workforce (21:35), why data should always come first (24:00), and how patients can achieve the highest quality of care (25:45). The pair close out the episode with guidance for employers looking to offer more cost-efficient healthcare with better outcomes for their employees (32:15).

Description: Happy 2022! In this episode, Lester Morales is solo while he recaps the amazing first year of the Impact Healthcare podcast. He shares a few changes viewers can expect to see over the next year and highlights some of his plans for the show moving forward, such as providing listeners with extra content to put what they hear on the podcast into action. Lastly, he emphasizes the importance of embracing change in order to witness tangible results. Show Notes: Welcome to Impact Healthcare! Lester starts the podcast off by thanking all the listeners for their continued support (00:42) and addresses a few changes to the program in the coming year (1:00). He also discusses how he plans to meet employees, employers, and consumers where they are (3:15), as well as how successes will be highlighted moving forward (6:50). Lester closes out the episode talking about the importance of change (9:27) and his primary mission for the Impact Healthcare podcast in 2022 (10:12).

Lester sits down with Dutch Rojas, Founder of Sano Surgery and Everyone Health, to have a candid conversation on his mission to break down barriers to care by removing copays and deductibles. The two discuss the importance of direct contracts in saving both employers and plan members money. Finally, Dutch also dispels several myths surrounding the relationship between quality and care in the industry and provides several pieces of advice to employers looking to save substantially on their health benefits plan.

Lester interviews Gary Becker, CEO of ScriptSourcing – a brand that helps self-funded employers dramatically reduce pharmacy spend while providing plan members with a $0 copay for name brand and specialty medications. He breaks down exactly how his company is able achieve this through alternative reimbursement methods that many may not be aware of. The two also discuss how incentives between PBMs and employers can oftentimes be misaligned and review some of his successes working in the industry.