Sean Saint

If we sell a pump to somebody in the pharmacy channel and a month later they don't like it, then we're gonna lose out on that patient.

But that's okay because we believe in our product and we think that's not gonna happen very often.

Yeah, that's a great question.

You know, a couple of things.

The first is that...

Look, I mean, if a user attrits or, you know, stops using our product after a month or two months or three months because they don't like it, they would have stopped in the DME channel too.

I mean, we certainly don't want people using our product solely because they're forced to by their insurance company.

or they would have returned it within our 90-day warranty period.

So we would have been dead anyway.

So we always have believed in our product.

We have to believe in our product.

And for that reason, we're willing to take, you know, to formally transfer the risk and effect to us with the pay-as-you-go model.

And it's one of the great reasons that the providers like it and excuse me, the payers like it as well, because, you know, with this, they don't have to police what system they're on.

They don't have to worry about, you know, OK, I bought them a system six months ago and now they say they don't like it and they want another one and they're trying to get a medical justification for it.

You know, there's all these things that just go away when we all agree on a pay-as-you-go model.

So, you know, it takes us about a year, give or take, to sort of pay back that upfront payment.

But again, that's a risk we're willing to take because we believe in our product.

They're eating that cost.

And what what's important to remember is I don't remember the exact number, but the average person stays on an insurance plan, I don't know, a year or 18 months or something like that.

So, you know, you get somebody six months into being on your plan and then they get an insulin pump and then a year later they're gone.