Rob Carnaroli, Sutter Health Plus Vice President of Sales, was recently interviewed for an article published in the April 2020 issue of California Broker. The following are his responses.
What are the most important trends affecting large groups in California?
There are three main trends to watch in 2020 and beyond. The first is technology and innovation. There are a myriad of start-up companies seeking to improve traditional healthcare delivery, uncover new access points, make the member experience more seamless, and aggregate data for better decision making. Second, there is a wave of attention on mental health services and the partnerships needed with traditional medical providers to coordinate care. Finally, we cannot ignore the upward trend in pharmacy spend which continues to be a significant cost component of the healthcare dollar.
What are the most effective ways to sell to large groups in California right now?
Access to care is top of mind with large employers in today’s marketplace. Healthcare organizations that can offer new front doors to providers and clinicians is a great way to provide tremendous value to employers and their employees. Integrated delivery systems, such as Sutter Health, are best suited to deliver on this transformation with the ability to offer access points like walk-in clinics, video visits, virtual primary care and “fast passes” to availability. Wrap all of these with a shared electronic health record under the same delivery system, and the patient experience is unparalleled.
Are you concerned about how self-insurance or direct contracting may impact large group?
Over the past five years, we have seen a growth in value-based care and a slow decline away from PPO and fee-for-service models. Direct contracting in large group is still a niche market, with some notable Fortune 500 companies. Organizations like Pacific Business Group on Health and large regional employers are exploring these solutions. However, for the majority of large employers in California, it isn’t currently a viable option.
What do you want agents/brokers to know about large group? (i.e. changes in compliance issues or other issues.)
Successful brokers and consultants thriving in today’s marketplace have figured out that the key to being relevant is to be a trusted advisor to clients. Just as stockbrokers of old morphed into financial advisors, the large group market demands the same transformation in brokers—from transactional duties to a more consultative position. In addition, within the employee benefits space there is tremendous pressure for affordability which is challenging the status quo around commission payments. It is important for large employers to feel the full-service brokerage/consulting house is providing a strong return on investment.
Do you have any books you’re reading that you’d like to recommend to California Broker readers? It can be any book of any sort. Just let us know why you like it.
“Elon Musk” by Ashlee Vance is an incredible story of the most public entrepreneur of our time who is driving radical change across three different industries. His vision, perseverance, and belief that these industries must change in order to survive parallels what is happening in the healthcare space today. Small, incremental changes don’t work in healthcare; radical and bold innovations are the catalysts that will result in any meaningful progress. Those progressive companies willing to push existing boundaries will be in a great position for the future.
You can read the full article here.
Rob Carnaroli
Vice President of Sales, Sutter Health Plus | LinkedIn
