Transcript Generated by AI 00:00 Mark Parkinson back with Park Place and we're here in studio with one of my 00:04 favorite topics, which is Incite. 00:06 And the reason I love talking about Incite is that it's a GPO that's not only 00:10 selling really good products and services to providers at a lower price than they 00:15 can normally get, it's then contributing millions of 00:18 dollars back into the state association for the national associations for 00:22 lobbying efforts. 00:23 It's a true win win. 00:25 That's been a real success and I'm thrilled today to be joined by Michael 00:28 Dragone and Jeff Richards. 00:30 Michael is the Co-Founder and the President of Incite. 00:34 Michael, welcome to the studio. 00:35 Thank you. 00:36 Thank you for having us, and and what a great success Incite's 00:39 been, I know you're now in almost 3000 00:41 buildings across the country. 00:43 We are we are. 00:44 It's been an amazing success story. 00:46 Been terrific and thanks for bringing Jeff and who I know is on the insight 00:49 platform with with SnapCare, which is a workforce solution. 00:53 And Michael, when I think about a GPO, I think about you know you selling food 00:57 and incontinence products and gloves and stuff like that. 01:00 I don't really think about workforce solutions. 01:02 What is it that led you in this direction? 01:04 The goal of Incite is to address our members challenges in the marketplace and 01:09 there hasn't been a bigger challenge in the marketplace over the last five years 01:14 than workforce. 01:15 And we took the time to find a partner like SnapCare that had a proving track 01:21 record in staffing and it has just clicked in the marketplace. 01:27 It really has worked out far exceeded our expectations. 01:30 That's super. Well, Jeff 01:31 congratulations for being elected as the Incite partner of workforce for solutions. 01:35 Tell us about SnapCare and what you do. 01:37 Yeah, Thanks, Mark. 01:38 Thanks for having us as well. 01:39 So SnapCare was founded in 2017 in Atlanta, GA imagining a a smarter, 01:43 better way to provide contingent staffing for healthcare, 01:47 healthcare institutions of any kind. 01:50 Three years into our journey, the pandemic hit, 01:52 which obviously disrupted everything in every space. 01:55 But I do think disproportionately that senior care and skilled nursing 01:58 facilities suffered during that period. 02:00 And there was a necessary utilization of contingent labor. 02:04 Greater than ever before. 02:07 It was required by the pandemic, but post pandemic, 02:09 that was out of balance. 02:10 And so we're very grateful to get selected by Incite to be the workforce 02:15 partner and also leverage the ecosystem of trust with AHCA, 02:19 the state association and then bring a smarter strategic workforce solutions to 02:24 those providers that then require suppliers who participate to abide by a 02:29 different way of providing contingent staff. 02:32 So when you come into a building, tell us what are some of the things that 02:35 you do? 02:35 I know one of them is just narrowing down the number of agencies that are being 02:39 used. 02:39 Yeah, that's right. 02:40 So often times, as you know, the PBJ data is off, it's it back, 02:44 it's off by 1/4. 02:45 So you're looking backwards no matter what. 02:47 And then the way they categorize labor spend many times it does not correctly 02:52 show or demonstrate how labor is being used in the building. 02:55 So we do an analysis with them, a consultation on total workforce 02:59 management, that's all the internal staff you might 03:01 have overtime, how they recruit, retain staff and then how they're 03:05 managing agencies. 03:06 And to your point, sometimes they think they're using 5 or 6 03:09 agencies. 03:10 And when we talked to all the building operators, 03:12 it turns out it can be as high as 30 or 40. 03:14 So a lot of that is to consolidate that spend and bring those suppliers, 03:18 the best in class suppliers onto the platform. 03:20 So often you'll take somebody who has 20, 30, 40 agency groups out there, 03:24 you can narrow it down to 5 or 6. 03:25 And one of the things I love about your program is that any of the folks that 03:29 agency folks that come in the provider can then hire for free. 03:33 There's not like a big fee to do it. 03:34 That's exactly right. 03:35 The, the agencies often have a kind of 03:36 adversarial relationship with the provider and they're competing with each 03:39 other. 03:39 And we want to reimagine that so that they are in a strategic partnership. 03:44 And that includes the ability to hire those staff in if they're working well 03:48 and if they're working well within the building and they fit within the culture 03:51 well, then they can become their employee. 03:53 And any supplier that participates with us will abide by that or they can't 03:56 participate in the program. 03:58 That's right. 03:58 So, Michael, I know we have a joint friend in Phil 04:01 Fogg who has one of the very best nursing home companies in the country, Marquis. 04:05 And it's not just, you know, me puffing him up. 04:07 We wrote a book about about his company and how great it was and he's adopted 04:11 this and you've developed a white paper around it. 04:14 What are some of the results that you saw with Phil and Marquis? 04:17 Marquis was just a great partner in all of this. 04:19 They helped us at the at the very beginning of this program and it's been a 04:25 fantastic success. 04:26 They've reduced their staffing usage, their contingent staffing usage by 39%. 04:32 They've increased their permanent staffing there and they've saved 04:36 themselves $2,000,000 along the way. 04:38 So it just the ability for them to minimize that staffing piece, 04:43 have their own people in there and continue to deliver the great service 04:48 that Marquis is known for. 04:50 That's terrific, Jeff, I assume like if a company like Marquis 04:54 can save a couple $1,000, 000 a year and reduce agency 39%, 04:57 like an average provider can probably even do better than that. 05:01 Absolutely. 05:01 And it's not just the reduction to spend that is wonderful and needed and helps, 05:05 you know, their margins and care delivery. 05:07 It's putting them in a position of control and greater visibility of the 05:11 utilization of the whole workforce, which enhances the culture. 05:14 It's a virtuous circle back into the optimized care delivery for the residents. 05:18 So it's a win, win. 05:20 So Michael, I can't end a conversation with about 05:22 Incite without talking about the revenue share with the states. 05:25 One of the things I love about the Incite program is that you're generating 05:29 millions of dollars, but you're giving millions of dollars 05:31 back to the state associations and to the American Health Care Association. 05:35 Tell us about that. 05:36 So to date, where we have 27 state affiliates that 05:40 are buying on our programs and generating this year almost $3,000,000. 05:46 That will go back to AHCA NCAL and the states that are participating in the 05:50 program. 05:50 That's terrific. 05:51 And I remember when we talked to the board about doing this five or six years 05:54 ago, I said there will be a point in time 05:56 where AHCA itself will get over $1,000, 000. 05:58 And people were like rolling their eyes at me. 06:00 But I think you're going to prove that to be true. 06:01 I might have been one of those people rolling my eyes at you, 06:04 but I do think you're going to be correct at the end of the day. 06:06 That's true. 06:07 I really do. 06:07 That's terrific. 06:08 Well, congratulations on the success of Incite. 06:11 Thanks for all the support you're giving the sector. 06:13 Congrats for the progress that SnapCare has made. 06:15 And thank you for coming to New Jersey today. 06:17 And tell us about thank you for having us. 06:18 Thanks for having us and thank all of you for your continued support of Park Place.
