Andrea Alfonso: Thanks so much.
Richard Barasch: Operator – excuse me, operator, is there another question?
Operator: Yes. There is. I apologize. We’ll take our question from Ben Hendrix with RBC Capital Markets.
Ben Hendrix: Hey, thanks, guys. I wanted to just get a little deeper into the Humana contract conversion. Just want to get an idea of where we are in that process. You said you’ve had some good success lately, and getting that ramped up. If you could quantify perhaps the PMPM contribution to that $77 million. And then again, just how that does – how you expect that portion of it to track through the year?
Jason Clemens: Hey, Ben. This is Jason. We won’t comment much on the economics of the arrangement, but to help out, I would tell you that we have committed to being substantially complete with patient transitions by the end of this quarter or the end of this first quarter. And if we are able to execute on that, you’ll see a fully loaded quarter that we’ve essentially removed those cap deductions. So it’s in other words, kind of a fully loaded quarter. And then you can run the math from there.
Ben Hendrix: Okay. Thank you. And then just to follow up on the diabetes and pharmacy channel shift commentary, if you could describe a little more detail about your efforts and the penetration into the pharmacy channel, what does that look like? And kind of where are we in that process and timing?
Richard Barasch: We should have something more significant to say about this in the first quarter. We’re working in first quarter call. We’re working diligently to identify appropriate partners to work with us on this. Entering the pharmacy channel is not a small enterprise for us. We’ve got a 50-state pharmacy, but we do need the backup tools and pipes in order to do this as efficiently as some of our competitors. So we are going to, we are, in fact, spending time and resources to get ramped up in this quarter and hope to have something to talk about in a couple of months.
Ben Hendrix: Thank you.
Operator: Thank you. We’ll take our next question from Joanna Gajuk with Bank of America. Your line is open.
Joanna Gajuk: Hi. Good morning. Thanks for taking the question. So I guess first to follow up on, excuse me, on the – questions around the Humana contract and the other revenue. So there was the $92 million, I guess, revenue in this quarter four [ph], but sounds like there’s still more ramp ups. So the question is, is this $92 million a good starting point or there’s more. And I guess when it comes to thinking about this being a strong quarter overall, was there some sort of pull forward of this revenue from Humana or some adjustments from 2024 into 2023 into Q4?
Jason Clemens: There were no adjustments or unusual items in the quarter. The $92 million you’re referencing the total other revenue, I think earlier we were talking about the other sales revenue at $77 million. But as we said, Joanna, we expect to be substantially complete with patient transitions before the end of the first quarter 2024. And if we’re able to execute on that, that should give you a good run rate within that sales other category of what we believe is our baseline, our new baseline.
Joanna Gajuk: Okay, great. Thank you. I appreciate it. And so I guess just coming back to the performance in the quarter. So you said – you came and EBITDA came in well above your higher end of your range. And you said your revenue that came with higher margin. And obviously the Humana contract and a couple of other things. Any way to quantify any of these things or you would say that they equally contributed to the outperformance?
Jason Clemens: Yes. A little bit here, a little bit there, a little everywhere. It adds up to some real numbers, I guess. I’d say if we look back at what we said in Q3, we had expected sleep and diabetes sequentially. Their resupply growth to be about $20 million. I mean, it was 40, right. And so you’ve got all the flow through on that. We had various other lines that beat. And like I said, it’s kind of a couple of million here, a couple of million there. Certainly on labor and OpEx, we put out conservative expectations and we beat them. So that was about another $5 million of sequential improvement across labor and OpEx.
Joanna Gajuk: Thank you. And another, I guess, follow-up, when it comes to the expiration of the 75/25 rule, which I guess product category will be hit the most. Would it be, I guess, respiratory and steep?
Jason Clemens: Yes. I mean it would generally fall in line with the size of those businesses, right. So sleep being almost about 40% of our revenue would arguably be impact most. But this is down at an MSA level and actually a product HCPC [ph] level. And so there’s a lot of detail and nuance there. But for a proxy, it’s safe to assume that it spreads across the business based on the size of the products.
Joanna Gajuk: All right. Thank you for that. And just talking about, I guess, the government exposure as it relates to diabetes business, right. So you talk about the census being almost 80% and I guess growing from here. So when you talk about these government payer exposure, how much I guess in that bucket is from Medicare fee-for-service versus Medicare Advantage, Managed Medicaid, and also when it comes to these payers, Managed Medicare and Managed Medicaid, are those payers largely in the pharmacy benefit or medical benefit? Is there, I guess, still potential for some movement in some of these payers that are actually in the government bucket, but they have more flexibility versus the fee-for-service? Thank you.
Jason Clemens: Joanna, I’d say that, I mean, we’re not going to provide a lot of detail of the components that kind of that you’re asking for to make up the total. The reason that we’re categorizing it as government sponsored payers is that we believe that this part of the business is fairly well insulated from the risks that you’re highlighting. And so that’s the reason we’re reporting it that way.
