And, if I rewind a year ago, we were not thinking that we would have the level of robust employment growth over the course of calendar 22 that we actually did. And so we were — got, we were sort of trying to point that out to folks and I’d make the same comment this year, just starting from a slightly different point. And I think, and I think people are more on board with the idea that employment growth is going to have to moderate from here. The government seems to want to make that happen, but it’s, it’s kind of the same point,
Mark Marcon: Right? And then the second follow up question is basically was really nice to see the gross margins improve on the service line and on the interchange fee. I imagine a large part of that is due to the integrations. And I’m wondering if you can, talk at a high level in terms of what the implications are on a go forward basis, because that was that was really nice improvement.
Jon Kessler: Well, I’m going to focus on service and I think they’re, Mark, the truth is we have work to do. I’m not — I appreciate that, on a year-over-year basis, we boosted what you might call, service gross margin by 11%. That’s also because the year, the prior year just sucked. My life, I don’t have to say that. And in my view, we still have a ton of work to do here. What’s interesting and important and, and for those who are close observers of our hiring and so forth, what you’ll see is that that there’s some of that work that’s very, I’m going to call it, commercial and operational. So, as an example, there are some areas that now that the dust has settled from the pandemic, that there are fees that we have to look at and we have to be paid reasonable fees for reasonable work.
So, there are elements for example, the Cobra business that we’re looking at and working with our partners and saying, guys, here’s how this has kind of sorted out, right? Things are different than they were pre pandemic. Let’s address that. And obviously labor costs have risen too, right, but there also is a ton that we have done and can do with tech. And I’m going to give you one example, and like, I’m not going to I don’t have a chat GPT story to share with you, so you can be relieved in that regard. I’m not going to try and suggest that we ginned up some initiative in that area, but what is true is that if you look at our volumes during peak, our peak month, which is January, right? We, and the team just delivered an outstanding month. And part of the reason that they were able to do that is that chat handled, not chat GPT, but our chat functionality handled, I don’t know, 30% more calls than it had the prior year.
And part of the reason that makes things easier is because it turns out that chat is more effective at inserting, I’m not going to call it AI, I am going to call it computer generated answers. Then you can do in the context of an IVR or the light. And so it and there is a lot more juice to squeeze there and plus, which our, our members from the perspective of SAT have loved that stuff. And so, it does to some extent reflect the kind of changing demographics of the membership. The highest uptake rates of HSAs are among millennials and so, that’s a bigger part of our base. They want rapid answers, they get them, but I do think on the — we tend to talk about tech from a revenue growth perspective, but there’s also a ton of opportunity here. And, I guess, I really, I don’t want to convey in any way, shape or form genuinely like that we’ve accomplished much of anything other than we, we didn’t make the same mistakes that we made last year.
