XML 22 R7.htm IDEA: XBRL DOCUMENT v3.21.2
Revenue
 9 Months Ended
Sep. 30, 2021
Revenue from Contract with Customer [Abstract]  
Revenue Revenue
Disaggregation of Revenue – The table below depicts the disaggregation of revenue by product and is consistent with how we evaluate our financial performance (in thousands):

Three Months Ended September 30, Nine Months Ended September 30,
2021202020212020
Medicare
Medicare Advantage$36,557 $41,901 $209,224 $168,834 
Medicare Supplement3,214 7,321 15,357 32,384 
Medicare Part D1,338 329 (2,953)7,148 
Total Medicare41,109 49,551 221,628 208,366 
Individual and Family (1)
Non-Qualified Health Plans5,909 9,915 20,352 12,585 
Qualified Health Plans2,266 1,466 7,204 3,559 
Total Individual and Family8,175 11,381 27,556 16,144 
Ancillary
Short-term1,370 2,438 4,639 6,724 
Dental3,938 4,452 9,326 5,791 
Vision642 1,798 1,781 2,228 
Other845 847 1,901 2,693 
Total Ancillary6,795 9,535 17,647 17,436 
Small Business2,190 1,723 7,703 6,975 
Commission Bonus and Other922 1,354 1,532 5,065 
Total Commission Revenue59,191 73,544 276,066 253,986 
Other Revenue
Sponsorship and Advertising Revenue4,165 18,855 16,002 32,114 
Other558 1,885 2,617 3,358 
Total Other Revenue4,723 20,740 18,619 35,472 
Total Revenue$63,914 $94,284 $294,685 $289,458 
_____________

(1)We define our Individual and Family plan offerings as major medical individual and family health insurance plans, which does not include Medicare-related, small business or ancillary plans. Individual and family health insurance plans include both qualified and non-qualified plans. Qualified health plans are individual and family health insurance plans that meet the requirements of the Affordable Care Act and are offered through the government-run health insurance exchange in the relevant jurisdiction. Non-qualified health plans are Individual and Family plans that meet the requirements of the Affordable Care Act and are not offered through the exchange in the relevant jurisdiction. Individuals that purchase non-qualified health plans cannot receive a subsidy in connection with the purchase of those plans.
Commission revenue by segment is presented in the table below (in thousands):
Three Months Ended September 30, Nine Months Ended September 30,
2021202020212020
Medicare
Commission Revenue from Members Approved During the Period (1)
$42,698 $52,040 $235,974 $205,330 
Net Commission Revenue from Members Approved in Prior Periods (2)
(171)(698)(11,700)8,966 
Total Medicare Segment Commission Revenue$42,527 $51,342 $224,274 $214,296 
Individual, Family and Small Business
Commission Revenue from Members Approved During the Period (1)
$4,892 $4,012 $16,495 $14,170 
Commission Revenue from Renewals of Small Business Members During the Period (3)
1,744 1,122 6,154 5,005 
Net Commission Revenue from Members Approved in Prior Periods (2)
10,028 17,068 29,143 20,515 
Total IFP/SMB Segment Commission Revenue$16,664 $22,202 $51,792 $39,690 
Total Commission Revenue from Members Approved During the Period (1)
$47,590 $56,052 $252,469 $219,500 
Commission Revenue from Renewals of Small Business Members During the Period (3)
1,744 1,122 6,154 5,005 
Total Net Commission Revenue from Members Approved in Prior Periods (2)(4)
9,857 16,370 17,443 29,481 
Total Commission Revenue$59,191 $73,544 $276,066 $253,986 
_____________

(1)These amounts include commission bonus revenue.
(2)These amounts reflect our revised estimates of cash collections for certain members approved prior to the relevant reporting period that are recognized as adjustments to revenue within the relevant reporting period. The net adjustment revenue includes both increases in revenue for certain prior period cohorts as well as reductions in revenue for certain prior period cohorts.
(3)Commission revenue from renewals of small business members during the period was previously included in net commission revenue from members approved in prior periods. However, beginning in the first quarter of 2021, we enhanced our reporting by separately disclosing commission revenue from renewals of small business members during the period in a separate line item.
(4)The impacts of total net commission revenue from members approved in prior periods were $0.37 and $0.62 per basic and diluted share for the three months ended September 30, 2021 and 2020, respectively. The impacts of total net commission revenue from members approved in prior periods were $0.65 and $1.14 per basic and diluted share, for the nine months ended September 30, 2021 and 2020, respectively.
The total reductions to revenue from members approved in prior periods were $3.2 million and $3.7 million for the three months ended September 30, 2021 and 2020, respectively, and $22.6 million and $5.3 million for the nine months ended September 30, 2021 and 2020, respectively. These reductions to revenue primarily related to the Medicare segment.