UnitedHealth Group Q3 2021 Earnings Report

UnitedHealth Group EPS Results

• Actual EPS: $4.52
• Consensus EPS: $4.41
• Beat/Miss: Beat by +$0.11
• One Year Ago EPS: $3.51

UnitedHealth Group Revenue Results

• Actual Revenue: $72.34 billion
• Expected Revenue: $71.24 billion
• Beat/Miss: Beat by +$1.10 billion
• YoY Revenue Growth: +11.10%

UnitedHealth Group Announcement Details

• Quarter: Q3 2021
• Date: 10/14/2021
• Time: Before Market Opens
• Conference Call Date: Wednesday, October 13, 2021
• Conference Call Time: 8:00PM ET

UnitedHealth Group (NYSE:UNH) Inc. is a diversified health care company headquartered in Minnetonka, Minnesota, that operates two primary business platforms: UnitedHealthcare and Optum. Founded in 1977, the company provides a broad range of health benefits and health care services to individuals, employers, governmental entities and other organizations. Its operations span commercial employer-sponsored plans, individual and Medicare and Medicaid programs, and services for customers and health systems in the United States and selected international markets.

UnitedHealthcare is the company’s benefits business, administering health plans and networks, managing provider relationships, and offering coverage products for employers, individuals, and government-sponsored programs. It delivers plan design, claims processing, care management and provider network services, and operates programs tailored to Medicare Advantage and Medicaid populations. The business emphasizes integrating clinical programs and care coordination to support member access to providers and manage utilization.

Optum provides health services and technology solutions across care delivery, pharmacy services and data analytics. Its units include care delivery and ambulatory services, pharmacy care services that manage prescription benefits and dispensing, and technology and information services that supply analytics, consulting and administrative platforms to health systems, payers and life sciences companies. Optum’s focus is on using clinical and operational data, care management capabilities and technology to improve outcomes, lower costs and support health system partners.

UnitedHealth Group serves primarily the U.S. market while extending capabilities and services globally through its enterprise businesses. The company has grown through a combination of internal development and strategic investments in care delivery, pharmacy and health technology. Andrew Witty has served as chief executive officer since 2021, leading the company’s efforts to integrate insurance products with health services and technology to address evolving provider, payer and consumer needs.

UnitedHealth Group Q3 2021 Earnings Call Transcript

Key Takeaways

• UnitedHealth raised its full-year 2021 adjusted EPS outlook to $18.65–$18.90, citing strong contributions from both Optum and UnitedHealthcare.
• For 2023, 95% of UnitedHealthcare’s Medicare Advantage members will be in plans rated 4 stars or higher—a new company high versus 78% for 2022.
• The employer and individual business added over 330,000 members year-to-date, driving 7% revenue growth, buoyed by innovations like the All Savers plan and new fitness partnerships.
• OptumHealth’s fully accountable care arrangements now cover more than 2.2 million people, with home-based clinical programs reducing hospital admissions by 14% and skilled nursing stays by 40%.
• UnitedHealth expects a smaller COVID-19 headwind in 2022, anticipates closing its Change Healthcare deal in early 2022 to enhance digital and administrative capabilities, and maintains a long-term EPS growth target of 13–16%.

Presentation

[Operator]

Good morning, everyone. Welcome to the UnitedHealth Group Third Quarter 2021 Earnings Conference Call. A question-and-answer session will follow UnitedHealth Group's prepared remarks. As a reminder, this call is being recorded. Here is some important introductory information. This call contains forward-looking statements under U.S. Federal Securities Laws. These statements are subject to risks and uncertainties that could cause actual results to differ materially from historical experience or present expectations. A description of some of the risks and uncertainties can be found in the reports that we file with the Securities and Exchange Commission, including the cautionary statements included in our current and periodic filings. This call will also reference non-GAAP amounts. A reconciliation of the non-GAAP to GAAP amounts is available on the Financial and Earnings Reports section of the company's Investor Relations page at www.unitedhealthgroup.com.

[Operator]

Information presented on this call is contained in the earnings release we issued this morning and in our Form 8-K dated October 14th, 2021, which may be accessed from the Investor Relations page of the company's website. I will now turn the conference over to the President and Chief Operating Officer for UnitedHealth Group, Dirk McMahon. Please go ahead, sir.

[Dirk McMahon, President and COO at UnitedHealth Group]

Good morning. Thank you for joining us today. Unfortunately, our CEO and colleague, Andrew, is not with us this morning since he had an urgent but straightforward procedure last night for a kidney stone. All went very well. We expect him fully back in just a few days. I'm quite confident he's listening now. I hope you're doing well, boss. John Rex and I will be subbing for Andrew this morning. We have our Management team with us as usual to help with your questions. We're here today to discuss third quarter results and the expanding opportunities we see looking ahead. As a result of the progress at both Optum and UnitedHealthcare, we have increased our 2021 adjusted earnings outlook to a range of $18.65-$18.90 per share.

[Dirk McMahon, President and COO at UnitedHealth Group]

We continue to prioritize three themes Andrew has discussed before which are foundational to the growth of our enterprise. First, unlocking the collaborative potential within Optum and UnitedHealthcare for the benefit of all. Second, further developing our technology and data science platform to aid patient care and experience and to help the system run better. Third, strengthening our consumer experience, capabilities, and value. I'll briefly highlight a couple of items for you. You likely have seen the CMS Medicare Advantage Star quality rating showing 95% of our UnitedHealthcare members will be in 4-star rated plans or better for 2023, up from 78% for 2022, and a new high for our company. Within OptumCare, on behalf of the many payers we serve, 99% of Medicare Advantage patients will be in 4-star plans or better for 2023.

[Dirk McMahon, President and COO at UnitedHealth Group]

A second important highlight in the quarter, we were encouraged by the ongoing strength in our employer and individual business, which has now grown by over 330,000 people this year, with revenue up 7% year-over-year. We continue to see active interest in our product innovations, such as our All Savers level-funded offering, and are encouraged by our competitiveness in the market and momentum heading into 2022. We also elevated consumer connectivity by incorporating fitness offerings from industry-leading partners. Optum Health continues to build momentum as well. Entering the open enrollment period for Medicare Advantage, we have more than 2.2 million people served under physician-led, fully accountable arrangements and expect 2022 to be another year of record expansion in this key part of our portfolio.

[Dirk McMahon, President and COO at UnitedHealth Group]

Our broad home-based clinical care initiatives at Optum and UnitedHealthcare are central to improving near and longer-term health outcomes for people with medical, behavioral, and social needs. These efforts include Optum at Home, which delivers high-quality primary care services in the convenience of the home setting and supports recovery after hospitalizations. Seniors served by our home and community offering experience a 14% lower rate of hospital admissions and about a 4% higher rate of physician encounters. In addition to caring for people in their homes, we continue to expand capabilities in other optimal sites of care, including via digital means. Optum is distinctively enabling virtual care for patients using their own primary care physicians and with behavioral clinicians. For example, a physician engaging in a virtual visit with a patient can easily bring in a behavioral health professional for a real-time consultation.

[Dirk McMahon, President and COO at UnitedHealth Group]

UnitedHealthcare is using Optum's virtual capabilities to introduce a new suite of digital-first products, offering a near seamless experience between virtual and traditional primary, specialty, and urgent care. We expect during 2022 and beyond to further build on these opportunities to connect and integrate multiple channels of care, simplify the experience for patients and providers, and deliver quality care that is affordable and in the optimal setting. Let me now go a little deeper in a few areas to give you an assessment of how we're doing on the themes I mentioned at the outset. Optum Insight continues to drive better clinical and operational performance at the health system level. Last week, we reached a new multi-year partnership with a leading and innovative health system, SSM Health, whose 40,000 employees, 33 hospitals and post-acute facilities, and 300 physician clinics serve the people of Missouri, Oklahoma, Wisconsin, and Illinois.

[Dirk McMahon, President and COO at UnitedHealth Group]

Optum Insight brings real value in helping systems strengthen and scale essential functions such as care coordination, revenue cycle management, and digital modernization, all to improve health outcomes and patients' care experiences. These similar efforts to simplify processes, reduce administrative burdens, and help our partners focus more attention on their care, on their core missions of patient care. Optum Rx continues to deliver to health system partners, such as its new multi-year agreement with Point32Health, which serves more than 2 million people in New England through its founding organizations, Harvard Pilgrim Health Care and Tufts Health Plan. Optum Rx will provide integrated pharmacy benefit and specialty offerings that will enhance services and deliver improved affordability for their plan members.

[Dirk McMahon, President and COO at UnitedHealth Group]

Optum Rx is having a substantial impact through its community behavioral health pharmacies, which now serve nearly 700,000 people with mental health, addiction, and other conditions through more than 600 dispensaries across 47 states. The pharmacies deliver a high-touch approach to care that contributes to a more than 90% medication adherence rate and lowers emergency room visits and hospitalizations by 18% and 40% respectively, driving better health outcomes and a lower total cost of care. Within our UnitedHealthcare government businesses, we have increased processing efficiency by 25% over the last year by using Optum technology to improve auto adjudication rates and intelligent work distribution to appropriately skilled channels. We have many such initiatives underway across the enterprise in affordability, provider experience, and product development as we employ advanced technology and data analytics to drive even greater value for the people we serve and the health system.

[Dirk McMahon, President and COO at UnitedHealth Group]

Before turning over the call to John, a quick word on our pending combination with Change Healthcare. We continue to work diligently to satisfy regulatory requests and now believe, based on our experience so far, the transaction should close in the first part of 2022. We are highly energized about the positive impact we can have working together with the exceptional Change team, a team aligned with our mission and values, and focused on delivering substantial benefits for the healthcare system. These benefits will include helping clinicians by simplifying access to real-time evidence-based guidance as they are serving patients, closing gaps in care more rapidly to improve health outcomes and lower costs, reducing unnecessary complexity by removing administrative waste and obstruction to make the care process simpler, more cost-effective, and more transparent.

[Dirk McMahon, President and COO at UnitedHealth Group]

Bringing greater convenience and simplicity to managing consumer health finances while ensuring care providers get paid more quickly and accurately. Optum and Change Healthcare's capabilities fundamentally are complementary and distinct. Because both companies already successfully serve health plans and state governments, care providers, and consumers in a highly competitive market, we believe this combination will make the healthcare system work better for everyone and bring exceptional value to those we serve. With that, I'll turn it over to our Chief Financial Officer, John Rex.

[John Rex, CFO at UnitedHealth Group]

Thank you, Dirk. This morning, we reported third quarter and year-to-date revenues of $72 billion and $214 billion respectively, growth of 11% and 12% over last year. This growth was led by Optum Health, primarily our care businesses. In the third quarter, the Optum platform comprised 54% of enterprise operating earnings and continues to show strong growth momentum. Our performance reflects the diverse and complementary strengths of our business, setting the stage for growth in the years ahead. Our updated full-year 2021 outlook includes unfavorable COVID impacts consistent with the expectations we have discussed throughout the year. During the third quarter, while direct COVID care and testing costs ran above the expectations we had nearly a year ago, we again saw elective care offsetting the impacts of higher case rates, much like previous cycles in the pandemic.

[John Rex, CFO at UnitedHealth Group]

This quarter, there were approximately 60,000 COVID hospitalizations, meaningfully above the second quarter, with the month of August peaking at nearly 30,000 and then declining in September. Looking at specific business performance, Optum Health's third quarter revenue and earnings increased 32% and 37% respectively year-over-year. Revenue per consumer grew by 30%. This reflects the increasing impact and number of value-based relationships within Optum Care, the expansion of our in-home and community health platform, as well as the growing acuity of the needs we can serve. Optum Insight's revenue grew 13% in the quarter, and earnings grew 15%, as the revenue backlog increased by 12% to $22.3 billion. We see overall business development sourcing and activity levels increasing, particularly with care provider customers and for our software and analytics offerings. Optum Rx revenue and scripts grew 6% year-over-year, and earnings 5%.

[John Rex, CFO at UnitedHealth Group]

Optum Rx has seen both strong customer retention levels and sales success for the largely completed 2022 selling season, and early activity for 2023. Turning to UnitedHealthcare, the third quarter showed increasing member growth in our commercial offerings, particularly in employer-sponsored benefits. Increased employment is a broad underlying contributor, but we are particularly encouraged by the growth we are achieving in our affordable consumer-centric offerings. Medicare Advantage membership has grown 745,000 this year. Inclusive of plans which serve Dual Special Needs members, we expect to add a total of over 900,000 Medicare Advantage members. The number of people served through managed Medicaid grew by more than 1 million members over last year, as we began to serve people in new regions such as North Carolina, Kentucky, and Indiana, and as state-based redetermination activities remained paused. We were honored to begin serving people in the Missouri Medicaid expansion this month.

[John Rex, CFO at UnitedHealth Group]

Our liquidity and capital positions remain strong, with third quarter cash flows from operations at $7.6 billion or 1.8x net income, and we ended the quarter with a debt-to-capital ratio of 39%. As noted earlier, given the strength of our business performance, this morning we updated our 2021 adjusted earnings outlook to a range of $18.65 to $18.90 per share. With the close of the third quarter, your attention understandably turns to next year. As is our custom, we will offer a few early observations here while reserving the majority of this conversation for our November 30 Investor Conference, which we hope will be held in person in New York. Our businesses are both growing and operating well, with strong momentum heading into next year.

[John Rex, CFO at UnitedHealth Group]

While the pandemic-related impacts remain difficult to predict, given the current trends, we would expect a lower unfavorable COVID impact than experienced in 2021. As the dramatic variation over the last 20 months has demonstrated to all, prudent management suggests we should offer an outlook respectful of the fact that the current situation is without precedent. Taking all elements together at this distance, we see current analyst consensus as reasonably beginning to calibrate a 2022 outlook. Envisioning that consensus as being toward the upper end of our initial adjusted earnings per share outlook range, with the range being similar to that offered initially for 2021. The still untapped collaborative potential between UnitedHealthcare and Optum to benefit individuals in the system, the power of applied technology to advance care and service, improved opportunities in consumer health and experience, and the passion of our people.

[John Rex, CFO at UnitedHealth Group]

These and so many other elements lead us to believe our performance expectations for the years ahead remain fully supportive of our long-term 13%-16% earnings per share growth outlook. We look forward to going into more detail on both our view of 2022 and the many years of growth beyond at our investor conference. With that operator, let's open it up for questions. One per caller, please.

[Operator]

Thank you, sir. The floor is now open for questions. We ask that you limit yourselves to 1 question. If you ask multiple questions, we'll only be answering the first question so we can respond to everyone in the queue this morning. We'll go ahead and take our first caller, Matt Borsch with BMO Capital Markets. Please go ahead.

[Matt Borsch, Analyst at BMO Capital Markets]

All right. Thank you. Squeaky clean quarter. I was hoping maybe you could just talk about how United, and to the extent you have visibility on others, are approaching group commercial fully insured rate increases for 2022?

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah. Why don't we let Brian Thompson take that question? Go ahead, BT.

[Brian Thompson, CEO at UnitedHealthcare]

Yeah. Thanks for the question, Matt. Certainly, as we look forward to 2022, the picture is a lot more clear than as we look at the past 20 months. I would say that we feel optimistic not only about our pricing and the rationality of the market, but most importantly, the value that we're bringing to customers. We're optimistic as we look forward.

[Dirk McMahon, President and COO at UnitedHealth Group]

Thank you, Matt. Next question, please.

[Operator]

Yes, we'll go to Josh Raskin with Nephron Research.

[Josh Raskin, Analyst at Nephron Research]

Hi. Thanks. Good morning. My question relates to the value-based care, but more from the UnitedHealthcare side. How does UnitedHealthcare think about the use of value-based care providers, and maybe some expectations on the movement of membership into fully capped arrangements in 2022? I think you said 250,000 lives this year, so curious how you're thinking about next year, and then maybe as part of that, what advantages you see of using Optum Care as a partner over some of the others, and how you evaluate partners in the markets.

[Brian Thompson, CEO at UnitedHealthcare]

Yeah, appreciate the question. Brian Thompson here again. I would say we certainly are encouraged by continuing our advanced care penetration with partners, Optum Care certainly being one of several. When we partner with Optum Care, we see not only our highest satisfaction, but our best benefits and overall performance, and you heard that in our star quality results as well. We're encouraged not only by what we have done, but also by what's on the horizon. Historically, you've looked at our combinations largely in a traditional Medicare Advantage space, and you're seeing us expand into complex populations and duals, and we're also really encouraged with what we're doing in the commercial marketplace as well. We've got some new offerings coming in that space. I would say the key takeaway here is breadth and impact. We continue to scale and expand in that space, and it's important.

[Brian Thompson, CEO at UnitedHealthcare]

We really see this value-based aligned care, as a way to drive good value for those that we support and serve.

[Wyatt Decker, CEO at Optum Health]

Thanks, BT. Josh, thanks for the question. This is Wyatt Decker. I would just add that at Optum Health and Care, we are very pleased to be playing a role in reinventing the U.S. healthcare system, focused around patients as consumers and value-based care as a major pillar. As you mentioned, we've grown by 250,000 fully capitated lives this year, and we're excited through our partnership with UHC, as well as collaboration partnership with over 90 payers in total to continue to grow our value-based care delivery construct. The other point I'd make is you'll see us increasingly weaving together all of our assets in a comprehensive care delivery paradigm that we feel is unique and differentiated in the marketplace. Thank you.

[Dirk McMahon, President and COO at UnitedHealth Group]

Thank you for that, BT and Wyatt. Let's go to the next question, operator, please.

[Operator]

Yes, sir. Next, we'll go to Ralph Giacobbe with Citi.

[Ralph Giacobbe, Analyst at Citi]

Great, thanks. Just wanted to go to the guidance commentary, I guess just clarify, John, is it inclusive or exclusive of the $1.80 headwind from this year? When you talked about reasonable relative to consensus, maybe at the higher end, do you factor in the $1.80, or can you just provide some guardrails around how you're thinking about that $1.80? Thanks.

[John Rex, CFO at UnitedHealth Group]

Yeah, Ralph, good morning. Yes, as it relates to this year's $1.80, look, our expectation is that we'll clearly be lower than it was in 2021 as we think about it. We also don't think it'll be nothing. I can't imagine we hit January 1 and everything ceases immediately. We don't think that will be the case at all. Inclusive of that, when you think about going to that, I think inclusive, and as we look at where the analyst consensus currently centers, it seems like kind of a reasonable starting point in terms of how we think about that and how we would anticipate and be respectful of the fact that we don't know exactly how this will progress as we move into the New year. Thanks, Ralph.

[Dirk McMahon, President and COO at UnitedHealth Group]

Next question, please.

[Operator]

Next, we'll go to Dave Windley with Jefferies.

[Dave Windley, Analyst at Jefferies]

Hi, good morning. Thanks for taking my question. Coming back to the topic that Josh touched on in value-based care, but perhaps more Optum Care focused, I'm wondering if you could talk about, one, the providers within the 53,000 that are responsible for the 2.2 million fully capped lives. How does that interweave? Secondly, if you could talk about the, I'll call it the margin on the global cap revenue. How capable or how much impact are those providers having on consumption of downstream care such that Optum Care makes a margin on the capitated revenue? Thanks.

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah, we'll go to Wyatt on that, but let me first start by saying, of course, all of the providers within Optum Care, they are responsible for managing the downstream spend, whether it be at specialists, whether it be at hospitals. Global capitation is that. One of the key things that we do within Optum Care is we've made investments in our systems to absorb, take, and manage risk, right? It's just not a paper transfer. It's actually a system where the providers are fully aware of the capitated arrangements, and they're managing accordingly. Wyatt, why don't you add on top of that? You're more in the details.

[Wyatt Decker, CEO at Optum Health]

Yeah. Thanks for the question. As Dirk mentioned, we focus relentlessly on the Quadruple Aim, including lowering total cost of care, providing better outcomes and outstanding patient experiences. We are relentless in monitoring specific data points that help deliver those outcomes. Specifically, what we see is the members that are in fully capitated arrangements overall have about a 30% lower hospitalization rate and about a 40% lower skilled nursing facility occupation rate than their counterparts in fee-for-service Medicare, as an example.

[Wyatt Decker, CEO at Optum Health]

We'll continue to drive that value proposition, and as I touched on in the previous question, but I'll go a little deeper, as you think about us with our home and community assets, increasingly meeting people in their terms, in their homes to deliver components of value-based care and primary care, preventive care, and wellness care, and identify early conditions that otherwise might have led to an ER visit or hospitalization. You'll also see us continuing to bring on board very innovative behavioral healthcare delivery solutions that are integrated with the primary care providers that, again, identify and treat mental health and substance use disorders.

[Wyatt Decker, CEO at Optum Health]

By identifying them early and treating them in lower acuity settings when that's appropriate. Those are just a couple of examples of how we're creating value for those that we serve. Thank you.

[Dirk McMahon, President and COO at UnitedHealth Group]

Perfect. That's great, Wyatt. Thank you very much for the question. Can we have the next question, operator, please?

[Operator]

Sure. Next, we'll go to Kevin Fischbeck with Bank of America.

[Kevin Fischbeck, Analyst at Bank of America]

All right, great. Thanks. I was wondering if you could provide just a little bit more color about utilization trends in the quarter, maybe do that by product line, breaking it out by COVID and non-COVID utilization, where you are versus baseline. Thanks.

[John Rex, CFO at UnitedHealth Group]

Kevin, this is John. Good morning. Yes, a few perspectives on that as we think about utilization trends in the quarter. I gave some broad indications just in terms of where we were with COVID inpatient stays and such for our members. Maybe to give a little kind of further commentary, so as we sit here today, about 5,000 of our members are in an inpatient setting for a COVID-related condition right now. I'd say versus the peak that we experienced during the quarter, that's probably just a little more than 50% of the peak in that zone, probably a little of that we experienced over the course of the period. That fell across categories, probably categories much like you would have observed in the reports coming out nationally in terms of the types of individuals who were in these settings.

[John Rex, CFO at UnitedHealth Group]

An average age that was considerably younger than we saw in prior periods for COVID. Similar to what you have noticed across the board. In terms of broad utilization trends, similar to what we would have described in 2Q, or what we did describe, where we continue to see commercial members be more active in elective care and public sector or government program members a little bit less active. Kind of similar, just trending at different levels given the prevalence of COVID. It's been interesting over the course of the 20 months, there has been a consistent, fairly rapid reaction when COVID cases go up nationally in terms of the preference of patients to whether or not to seek elective care. That, again, happened this quarter, where it comes in fairly quickly in terms of the hesitation in the system to access.

[John Rex, CFO at UnitedHealth Group]

Broadly, kind of similar along those ranges. Hopefully that provides a little additional color for you in what we are seeing across the full book of business. Thanks for your Kevin question. Operator, next question, please.

[Operator]

Yes, sir. Next, we'll go to Justin Lake with Wolfe Research.

[Justin Lake, Analyst at Wolfe Research]

Thanks. Good morning. First, let me just follow up there. John, you've talked about, I think, on the previous calls, your guidance assumed about 101%-102% of normal in the back half of this year. If you could run that by. It sounds like you're saying commercial might have been a little higher and Medicare, Medicaid a little lower. If you can give us those numbers specifically, just so we have kind of a read-through to the rest of the industry, that might be helpful in what you saw in the quarter. Would it be fair for you to share what you priced for next year in terms of trend? Did you price to 101%-102% for next year, kind of similar conservatism versus this year? Thanks.

[John Rex, CFO at UnitedHealth Group]

Good morning, Justin. A few other elements on that. Similar broad trends to what we observed in 2Q, just shifting because of the COVID prevalence. Downshifting a bit in terms of COVID prevalence, but then really fully offset by COVID. That is elective downshifting because of COVID prevalence, and then fully offset as we saw COVID care become a more important part of the business. That really flowed across the businesses with those trends across the book like I described in terms of the general outlook on that. Let me turn to Dirk here to talk about some implications of how we would have anticipated that in our forward pricing.

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah, Justin, we, of course, are going to always price to our best estimates of forward trend, and we're going to take into consideration all the variables that we talked about, that toggle that John just talked about between COVID and what we expect with abatement. I don't want to get into the specific details. Clearly, that's competitive. At the end of the day, just be aware that we've considered all factors as we priced our forward business within our books. Thanks. Next question.

[Operator]

Next, we'll go to Lance Wilkes with Bernstein.

[Lance Wilkes, Analyst at Bernstein]

Yeah. Wanted to ask a little bit about employer growth, and was interested in, for the third quarter, how much of that was new wins versus in-account. Then as you're looking at 2022, and you're getting visibility on national accounts and middle market, if you can just give a little color on those individual segments and what's driving wins in 2022 in particular. Is it product features or is it the All Savers product? Maybe just a little more color on kind of why you're getting wins. Thanks.

[Dirk McMahon, President and COO at UnitedHealth Group]

Okay. Why don't we send that question to Bill Golden, who'll talk about all three of those, not only the third quarter, but also why we think we're having some success.

[Bill Golden, CEO of the Employer and Individual Business at UnitedHealthcare]

Yeah. Thank you for the question. We're excited about the traction we're seeing in our third quarter enrollment. Membership growth for the quarter was really attributed to what I would say are three main components. One is in-group growth was net positive for the quarter. Our wins versus losses was also positive for the third consecutive quarter, and obviously the PreferredOne acquisition contributed to our overall growth.

[Bill Golden, CEO of the Employer and Individual Business at UnitedHealthcare]

We're expecting continued commercial growth in 2022 across both our fully insured and self-funded segments. We're confident in the value story is resonating in the market, and we're getting good traction with our broad product portfolio. Products like Bind and Care Cash, and Harmony, and Motion, and All Savers are all contributing to that growth. 1/1/2022 for middle market is obviously a little early to predict exactly how all those products will perform in the market. We're very confident in our ability to continue to perform well in the commercial market for 2022.

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah. I would just add on to what Bill said, the new products are important, but one of the fundamental things within the commercial group is clearly affordability. As we sit back, we have a good program where we manage utilization, we manage medical cost initiatives, we work hard on our network contracts. A lot of things contribute to success in commercial, and some product, and a lot affordability. Thanks for your question.

[Dirk McMahon, President and COO at UnitedHealth Group]

Operator, next question, please.

[Operator]

Certainly. Next we'll go to Scott Fidel with Stephens.

[Scott Fidel, Analyst at Stephens]

Hi, thanks. Good morning. I'm interested if you can maybe talk a bit about the labor and staffing environment right now in healthcare, one, how that's impacting the Optum Care provider businesses, whether you're seeing an impact as the vaccine mandates are going into effect as well. Just more broadly, as we look at just some of the tightness around labor and staffing in the system, how is that influencing your thoughts in terms of where overall health system capacity is right now? It feels like we're pretty much maxed out, right. We sort of just shift between COVID and non-COVID, but seems like the system itself is running pretty much at full capacity right now in terms of just the staffing dynamics. Thanks.

[Wyatt Decker, CEO at Optum Health]

Scott, this is Wyatt Decker. A very key question. As you point out, the U.S. healthcare market is very tight right now. For us, in our care delivery assets, we are seeing good both retention, engagement, and recruitment of physicians and care providers. A couple of examples I'll give you. We mentioned at the start of the year our intent to bring on board 10,000 additional physicians to our ranks. We've already brought on board about 8,000 year to date. Just as a high level indicator. Why? What do we attribute this to? I would say in partnership with Patricia Lewis and our human capital team, we're relentlessly focused on supporting our frontline care provider teams throughout the pandemic, and they know this, and have been deeply appreciative of it.

[Wyatt Decker, CEO at Optum Health]

We work very hard, and this precedes the pandemic, but has yielded dividends during the pandemic, to support them in an environment that decreases clerical burden and allows them to focus on the work they love, which is actually taking care of patients, which is what we all want. Overall, we're managing through this. I won't kid you, it's tight, and we're keeping a close eye on it throughout all of our operations in our 43 states where we provide care. Thank you.

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah, I would just say, as Wyatt said, we're managing through this. From an environmental standpoint, it's not just clinicians, it's all workers. One thing I would say is we had a fairly significant work at home presence before the pandemic even started, our employee value proposition sort of was we had a good value proposition before it started, that sort of carried through. I think, like all employers, what we're trying to do is take care of our people, do the right things from a reasonableness standpoint, and continue to focus on our mission, and that's what we're continuing to do. I'm optimistic that we're going to continue to be able to staff our operation and provide the services that we need to all of our patients and members across the country.

[Dirk McMahon, President and COO at UnitedHealth Group]

Operator, next question, please.

[Operator]

Certainly. We'll go to Ricky Goldwasser with Morgan Stanley.

[Ricky Goldwasser, Analyst at Morgan Stanley]

Yeah, hi. Good morning. Just a quick follow-up question on the 2022 early comments. A couple of variables there. One is we think about the Change transaction. I think you said you expect it to close in the first half of the year. If you can give us an updated Change accretion number, I think it was $0.20 to $0.50 previously, at least for 2021. How should we think about for 2022? I understand that there are a lot of uncertainties around COVID, and that $1.80 in net COVID headwinds, but I think previously you quantified about $0.70 as coming from risk adjustments. Should we think that these at least are going to reverse next year? Maybe, how are you tracking with the annual wellness visits completion versus where you were last year or where you were in 2019?

[John Rex, CFO at UnitedHealth Group]

Thanks for the question, Ricky. I think a few components there, and we'll try to get at all those. Just in terms of relates to Change and impact, I'd just point out that we don't bring in acquisitions into our outlook until those close. My commentary doesn't anticipate Change in there, and we wouldn't look to bring that in until it closes. When that does complete, we've no reason to expect that we wouldn't be trending along the same levels that we talked about prior, when that does come in, and it's just a question of when it comes in year, and how the benefits play. There's just timing impacts in terms of that, when it would actually close during the year. Not incorporated in that outlook.

[John Rex, CFO at UnitedHealth Group]

As it relates to kind of the $1.80 that we articulated last year, yeah, we broke out a number of different components that were important in that element.

[John Rex, CFO at UnitedHealth Group]

Frankly, my hope would be we're not talking about a COVID number by the time we get into 2022, that we move beyond that, and we can just move on to business as normal as we can, while being always ready to address the environment that's at hand. That would be certainly our intent as we step out here, that we'd be moving beyond that view. In terms of elements such as annual wellness visits and things, I'll ask BT to comment, Brian Thompson, to comment a moment on that also.

[Brian Thompson, CEO at UnitedHealthcare]

Sure, John. As you laid out at the beginning, while both our Medicaid and Medicare businesses are running still below baseline on a net basis, we are encouraged by the encounters with the physicians, the primary care visits, and annual wellness visits, as well as in-home clinical visits. Those have been encouraging. I certainly expect less of a headwind in 2022 due to those encounters certainly getting traction, certainly compared to 2021.

[Dirk McMahon, President and COO at UnitedHealth Group]

Excellent. Thank you, Ricky. Operator, next question, please.

[Operator]

Certainly. Next we'll go to Kevin Caliendo with UBS.

[Kevin Caliendo, Analyst at UBS]

Hi, good morning. Thanks for taking my call. Can you talk a little bit about elective trends in September and as they've moved into October, how that's changed at all, if you've seen any uptick? Also, just on your commercial market growth, your membership growth in the quarter, can you break it out between small group versus large group? Thank you.

[Dirk McMahon, President and COO at UnitedHealth Group]

Thanks, Kevin. Let's let Brian Thompson address a couple of those.

[Brian Thompson, CEO at UnitedHealthcare]

Sure. Hey, Kevin. Brian here. I think about elective care, what we've really seen is a pretty steady return to normal. We don't really see what I'll call as an unnatural suppression, nor have we seen a significant bounce back suggesting a big catch-up. When you think about scheduled care, what we have found is that most of that cycles through in about four to six months. We look at things like colonoscopies and joint replacements as good leading indicators, those are running pretty close to baseline. With the spike that we saw in September, there's a little bit of that that we would expect to flow through in the fourth quarter, that's fully accounted for in our outlook.

[Brian Thompson, CEO at UnitedHealthcare]

I would just say, from a commercial perspective, maybe echoing what Bill said, feeling really balanced, really across our fully insured growth for the quarter. Just optimistic that that was across not only our group business, but we also saw a return of our non-exchange individual growth. A really good quarter from a fully insured perspective.

[Kevin Caliendo, Analyst at UBS]

Thank you, Dirk.

[Dirk McMahon, President and COO at UnitedHealth Group]

Thank you. Operator, next question, please.

[Operator]

Yes, next we'll go to A.J. Rice with Credit Suisse.

[A.J. Rice, Analyst at Credit Suisse]

Hi, everybody. Maybe just to drill down a little bit on the Optum Rx and what's incorporated in the 2022 outlook, headwinds and tailwinds. I know we had the vaccine this year, probably helped script trends a little bit. Obviously, what was the dynamic around renewing contracts and so forth. What are you thinking about for 2022 for Optum Rx?

[Heather Cianfrocco, CEO at Optum Rx]

Sure. Hey, Heather Cianfrocco here. Thanks, A.J., for the question. You mentioned, we talked in the second quarter a bit about vaccine. We saw a little bit of that this quarter in growth, but it's proportionately down. The last quarter, I think, was about a third of the growth. This quarter, it's down to about call it between 20%-25%. You're seeing really our growth, first of all, in this quarter as a result of modest PBM growth together with continued, and membership growth together with continued pharmacy services growth. When we look at 2022, we're going to see that continue. Our pharmacy services growth, remember, that's our home delivery, specialty, infusion, the multi-dose, as well as our direct-to-consumer community businesses. Those will continue to grow in 2022. We see those sort of outpacing growth of the rest of Optum Rx pharmacy.

[Heather Cianfrocco, CEO at Optum Rx]

I guess I'd call out a few things when I think about 2022. First of all, we've made those investments, we're seeing that. We talked about Genoa and our community pharmacies, Dirk talked about those this morning, how they're growing, not just in expanded sites, but our existing sites are continuing to show really strong growth as they expand services to existing members and expand in different types of health centers. We'll continue to see that in 2022. We think the solutions we're bringing in an integrated way, together with our consumer experience and our real push to make therapeutics affordable and easy to access for our members, we'll continue to see that.

[Heather Cianfrocco, CEO at Optum Rx]

I just point you back to our long-range growth, where we'll continue to be, I think, stable with our revenue and our earnings growth in 2022 as we work towards our long-range plan. Thanks for the question.

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah, that was great. I think, A.J., what that points out, clearly a broad pharmacy portfolio with clearly a laser focus on affordability, a laser focus on serving people, getting the medications in people's hands where they need them, and basically servicing the entire sort of what I'll call pharmacy landscape with effective products and services. Thank you very much for the question. Next question, please.

[Operator]

Next, we'll go to Lisa Gill with JPMorgan.

[Lisa Gill, Analyst at JPMorgan]

Thanks very much, and good morning. I just wanted to go back to your comments around virtual care and a digital-first product in 2022. Can you talk about what that'll entail, first off? Then secondly, when you talk about connecting multiple channels of care in 2022, I would assume that's primarily keeping the patient in the home, but can you maybe just give a little more detail around what those programs would look like and what the potential cost savings could be?

[Dirk McMahon, President and COO at UnitedHealth Group]

Yeah. First of all, let me hit on the virtual products that we have. I talked about it before. We're sort of getting into from version 1 to version 2. The second version is really not telehealth as a standalone service, but really effectively integrated into physical delivery and total courses of care. As I think about how we're organizing our products, what we would have is a virtual PCP available to some people, and many people across the country don't have relationships with PCPs. A product based on having virtual PCP, having that PCP managed like a brick-and-mortar PCP, and then manage the downstream expenses, being able to refer to digital properties, be able to, as I said, bring in a behavioral specialist where needed.

[Dirk McMahon, President and COO at UnitedHealth Group]

As we sit and we look at some of the products that we have and we're designing, we're expecting probably about a 15% price advantage to other sort of similar products in the market. We're kind of excited about the efficiency of virtual in that context. Yeah. Give me your second question again, Lisa. I was focused on virtual.

[Lisa Gill, Analyst at JPMorgan]

Just more around when you talk about connecting multiple channels of care in 2022, should I assume that that's primarily connecting care in the home, or is there something that I'm not thinking about?

[Dirk McMahon, President and COO at UnitedHealth Group]

No, you're thinking of this multimodality, right. It's home, it's digital, it's what we do in the office. That's one of the things that we're trying to do, and I'm glad you hit on that. Our ability to serve people where they want to be served is something we're really focused on across all three of our lines of business. It's very important. Clearly, people have different care needs, and they have different preferences for care, and we want to provide that access across the board.

[John Rex, CFO at UnitedHealth Group]

Yeah, Lisa, within Optum Health or Optum Care, the build-out of the home and community platform is one of the more important areas that Wyatt and his team are focused on, and there's been lots of development there. Wyatt, maybe you could add a little color.

[Wyatt Decker, CEO at Optum Health]

Absolutely. We're very excited about bringing virtual care, as Dirk said, in a differentiated way into people's homes so that they can access care. We can help triage them and onboard them. We can provide primary care, and when needed, we can provide care delivery, [inappropriate] in some instances, in the home. We're leveraging, particularly our urgent care platform, to provide nearby physical care. We blended in our virtual and physical behavioral care deliveries as well. We're now live in all 50 states. We're serving over 7 million members today, and we look forward to continuing to expand these offerings. Thank you.

[John Rex, CFO at UnitedHealth Group]

Thank you. Operator, next question, please. I think we have time for about two more questions here as we approach the bottom of the hour.

[Operator]

Okay, next we'll go to Steven Valiquette with Barclays.

[Steven Valiquette, Analyst at Barclays]

Great. Thanks. Good morning, everybody. You touched on the topic of Medicare risk adjuster payments earlier. This was also a little bit more topical about a month ago with The Wall Street Journal putting a spotlight on it. I guess I'm just curious if you have any updated high-level thoughts on MRA payments conceptually for the managed care industry overall, and do you see any potential reform of MRA near term, or do you expect status quo going forward? Thanks.

[Tim Noel, CEO at UnitedHealthcare Medicare and Retirement]

Thank you very much for the question. First, let me point to the value proposition that Medicare Advantage provides. I think that's important context. MA serves 27 million Americans with very high-quality care, compared to fee-for-service Medicare, MA costs less, is more equitable, has better quality access and outcomes, and greater coverage and benefits with nearly 100% consumer satisfaction. Very important to the care that seniors receive, and it's important that we preserve the stability of this program that so many people rely on. When we think about the risk adjustment model in the payment system, the model has been critical to providing broad and equitable access to MA. Risk adjustment levels the playing field and ensures that there's no disincentives to care for the most vulnerable.

[Tim Noel, CEO at UnitedHealthcare Medicare and Retirement]

We really feel that it's an essential part of encouraging the right incentives in the program and think that it's something to build on and broadly support that we need to think about how to build on these positive elements and aspects of the program, for which this is one of them.

[John Rex, CFO at UnitedHealth Group]

Thanks, Tim. Operator, next question, please. Next and final question.

[Operator]

All right. We'll take our last question from Stephen Baxter with Wells Fargo.

[Stephen Baxter, Analyst at Wells Fargo]

Yeah, hi. Thanks. Wanted to come back to the labor market and some of the things that we're reading about provider financials. Was wondering what you're hearing from your network partners on this issue and how you think it will or will not influence rate negotiations over the next couple of years. Thanks.

[Dirk McMahon, President and COO at UnitedHealth Group]

Thanks for the question. What we're hearing from network partners is that their cost of labor is higher. That comes up in the negotiations, and like anything else, it's part of what we negotiate and how we try to work with our network partners on coming up with the right pricing and negotiating accordingly. Yes, we're hearing that obviously there's staffing shortages, and obviously many of the hospitals and other providers have to pay more for their input, and that's going to be reflected in the economics as we go forward. Of course, all that is reflected in how we price going forward. Yes, that occurs. Thank you for the question. With that, what I would like to close with is as follows. Thanks, everybody, for your time and your questions today.

[Dirk McMahon, President and COO at UnitedHealth Group]

We hope you're taking away the impression of a company that's confident in its opportunities and ability to grow. We're deeply aware of where and how we need to improve, and we're fully committed to our mission of helping people live healthier lives and helping make the health system work better for everyone. We look forward to sharing with you more at our November 30th investor conference, hopefully in person in New York. Thanks for your time today.

[Operator]

That does conclude today's conference. We thank everyone again for their participation.

Participants

Executives

• Dirk McMahon, President and COO
• John Rex, CFO

Analysts

• A.J. Rice, Analyst at Credit Suisse
• Bill Golden, CEO of the Employer and Individual Business at UnitedHealthcare
• Brian Thompson, CEO at UnitedHealthcare
• Dave Windley, Analyst at Jefferies
• Heather Cianfrocco, CEO at Optum Rx
• Josh Raskin, Analyst at Nephron Research
• Justin Lake, Analyst at Wolfe Research
• Kevin Caliendo, Analyst at UBS
• Kevin Fischbeck, Analyst at Bank of America
• Lance Wilkes, Analyst at Bernstein
• Lisa Gill, Analyst at JPMorgan
• Matt Borsch, Analyst at BMO Capital Markets
• Ralph Giacobbe, Analyst at Citi
• Ricky Goldwasser, Analyst at Morgan Stanley
• Scott Fidel, Analyst at Stephens
• Stephen Baxter, Analyst at Wells Fargo
• Steven Valiquette, Analyst at Barclays
• Tim Noel, CEO at UnitedHealthcare Medicare and Retirement
• Wyatt Decker, CEO at Optum Health