You know, if you're a business, how do you purchase benefits? So employers, 80, 81% of employers purchase benefits through benefits brokers. These are some of the bigger benefits brokers in the country. And 81% of employees leverage them because, let's face it, they don't have the in house expertise to know how to finance, procure, and manage these programs effectively. Well, some of them use professional employer organizations, right?

They use companies like ADP or paychecks who have this turnkey back office HR payroll benefit solution. Okay, so if you think you're bypassing the broker layer by using a PEo, you're actually not. You're just adding another layer. so basically, employers are trying to purchase health care for their employees, but they have to go through all these layers to actually get to what they want, which is, hey, we want a good price from the local hospitals, we want a good price on prescription drugs, et cetera. So if we look at a premium dollar, right, a health insurance premium dollar, let's say this is 100 life group.

A premium dollar can be divided into what we call variable costs or fixed costs. We've lumped that into the variable cost because some years those costs are going to be through the roof, depending on what people need, and other years they'll be kind of low.