URA 2014 Scrub Surveys Report Health Care Staff …c.ymcdn.com/sites/ 2014 Scrub Surveys Report 7 Health Care Staff Scrub Survey Results Overview 1. What are your nursing or other

URA 2014 Scrub Surveys Repor t

Heal th Care Staf f Scrub Survey

Scrub Reta i le r Survey

July 22, 2014

Copyright © 2014 by the Uniform Retailers Association (URA), www.UniformRetailers.org.

All rights reserved. Study independently produced by Hart Business Research,

www.HartBusinessResearch.com.

http://www.uniformretailers.org/

http://www.hartbusinessresearch.com/

URA 2014 Scrub Surveys Report 2

Contents

Key Findings ................................................................................................................................... 3

Background ..................................................................................................................................... 5

Health Care Staff Scrub Survey Results ......................................................................................... 7

Overview ..................................................................................................................................... 7

About Your Workplace ............................................................................................................... 8

What You Wear to Work ............................................................................................................ 9

Spending on Scrubs, Shoes, and Accessories for Work ........................................................... 12

Scrub Shop Feedback ................................................................................................................ 15

Your Most Recent Scrub Purchase ........................................................................................... 17

About You ................................................................................................................................. 20

Scrub Retailer Survey Results ...................................................................................................... 22

Overview ................................................................................................................................... 22

Sales Data and Trends ............................................................................................................... 22

Marketing .................................................................................................................................. 26

Local Business Environment .................................................................................................... 27

Business Statistics ..................................................................................................................... 28

Business Practices ..................................................................................................................... 32

Suppliers ................................................................................................................................... 33

Region ....................................................................................................................................... 34


Key Findings Question #

Health Care Staff

I. 55% of RNs said they have to follow a color-coded dress code. #4

42% of RNs said the dress code requires solid colors only and 13% said solids or prints.

II. The most important scrub features are comfort, fit, pockets, and color. #9

Comfort is by far what health care staff members like the most about their favorite set of

scrubs.

III. A bad fit will sink a set of scrubs. #10

Health care staff members dislike specific scrubs mainly if the fit is wrong: boxy,

unflattering, too tight, or too short. Staff members also dislike scrubs with pockets that

are in the wrong place, are the wrong size, or aren’t enough of them.

IV. One-third of staff spending is on footwear and socks. #13

About half of spending is on scrub tops and bottoms and one-third on footwear and socks

for work. RNs typically spend $390 a year on scrubs, footwear, and accessories.

V. Retailers should consider being open in the evenings. #18

After lower prices and sales, the #3 factor that health care staff members want their local

scrub shop to change is being open past 6 p.m.

VI. Health care staff prefers retailer e-newsletters. #19

RNs prefer to keep up with their favorite scrub retailer primarily via e-newsletters and

secondarily via a Web site or blog, printed catalog, or Facebook.

VII. LPNs and CNAs are twice as likely as RNs to buy print tops. #21

28% of RNs bought print scrub tops on their most recent shopping trip compared with

51% of LPNs and 56% of CNAs.

VIII. Worn-out scrubs motivate shopping. #22

More than one-third of RNs said they went shopping for scrubs most recently because

their old scrubs were faded, worn, or stained. They needed more to wear to work.

IX. Comfortable fit decides the purchase. #23

Two-thirds of RNs purchased a particular set of scrubs because they were comfortable.

They liked the soft feel and attractive fit.

X. Store staff helps make the sale. #24

31% of RNs said the scrub store staff helped them pick out their scrubs. 29% picked out a

particular scrub because they saw someone wearing something similar.


Question #

Scrub Retailers

I. About half of retailers also sold online. #3

Nearly all retailers had a storefront. 47% also had a Web site with an online shopping

cart.

II. Two-thirds of retailers’ sales are from scrub tops and bottoms. #7

Solid scrub tops contributed 24% of sales; print tops, 13%; and bottoms, 30% in 2013.

III. Sales growth was mainly from solid scrub tops and bottoms. #8

The solid scrub tops category increased for 68% of retailers and scrub bottoms for 51%.

Print tops increased for only 13% of retailers and decreased for 54% in 2013.

IV. Hospitals most often provided growth. #9

The customer segments that provided growth for each retailer varied. 27% of retailers

said hospitals provided sales growth; 19%, dental offices; and 15%, medical clinics.

V. Special store events, e-newsletters, and mobile units have the biggest sales impact. #11

Two-thirds of retailers said these three promotional methods were worth the time and

money. About 45% of retailers currently do not use e-newsletters or mobile units.

VI. Three-fourths of retailers are profitable and provided owner income. #16/18

72% of retailers said they were profitable in 2013. About half knew what their profit

margin was and reported it (typically 10% profit).

VII. Typical inventory: $75,000. Markup: 1.9. Discount: 10%. #20-22

Inventory value is an approximate 12-month average. Markup includes a standard cost

multiple and any dollar amount added per item.

VIII. Significant business obstacles are weak staff and competition. #27

Retailers described obstacles including weak staff (11% mentioned), local competition

(11%), Internet competition (9%), bad location (9%), or owner lack of time (8%).

IX. Retailers would like suppliers to address back orders, discounts, and promotions. #28

Retailers typically checked off four changes they would like suppliers to make that would

help them grow their retail businesses: fewer back orders, better discounts, more co-op

advertising, and better promotional materials and sales aids.

X. Retailers consult sales reps, customers, and catalogs for product information. #29

Two-thirds or more of retailers used sales reps, customer input, and printed supplier

catalogs when deciding what to order.


Background

Introduction

The Uniform Retailers Association (URA) engaged Hart Business Research (Hart) to produce a

study of the U.S. health care scrub market. This study included surveys of health care staff and

specialty scrub retailers. This report provides the results of those surveys. Hart will present key

findings and scrub market size at the October 2014 URA trade show in Charleston, S.C.

Please give special thanks to the volunteer URA board, which provided survey question ideas,

feedback, contacts, and industry expertise to Hart during the project. Board members were Jason

Paulsgrove, Melanie Imlay, Steve Land, and Suzanne Duck.

Research Methods

Hart conducted the U.S. health care staff survey online in April and May of 2014. The health

care staff survey link was sent out via email and Facebook mainly by scrub retailers but also by

scrub suppliers and Web sites for nurses. No one source provided more than 15% of respondents.

The survey incentive was a drawing for five $100 gift certificates to scrub stores and a fundraiser

for nursing school scholarships.

Hart conducted the U.S. scrub retailer survey online in May of 2014. URA and scrub suppliers

sent the scrub retailer survey link via email and Facebook. The retailer survey incentive was a

drawing for three $100 gift cards and two nights at the URA trade show hotel.

Health Care Staff: Who was Surveyed?

This study surveyed health care staff members who wear and buy scrubs. Most of those surveyed

are the customers of specialty scrub retailers, as most of the links to the survey were sent out by

these retailers. Demographically the respondent median age was mid-30s; nearly all female; and

most often from Texas, Ohio, Virginia, and North Carolina. The table below summarizes the

number of respondents in each of four health care staff segments, as defined by the health care

credential each respondent checked off in question 1. The tables on the following pages provide

the full survey results for these four health care staff segments.

RNs and APRNs

LPNs and LVNs

CNAs and STNAs

Other Health Care Staff

Number of respondents 600 200 249 396

“Other health care staff” included a wide range of qualifications, including medical assistants

(8%), dental assistants or hygienists (5%), radiologic technologists (4%), CMA (3%), RT/RRT

(3%), dietary aides (2%), and pharmacy technicians (2%). Also, 82 nursing students responded

to the survey, however student data is not included in this report due to the small sample.


Retailers: Who was Surveyed?

Retailers qualified for the survey if at least half of their sales were from scrubs, shoes, and

accessories for nurses and other health care staff. 186 qualified retailers completed the survey.

74% had one location; 26% had two or more. The typical retail respondent had annual sales of

$325,000; a 2,000-square-foot sales floor; and four staff.

Suggestions for Reading the Data

How do I read the percentages?

All percentages in this report are as a percentage of each segment or column. For example, in

question 2 (on page 7), 46% of RNs and APRNs worked at a large hospital.

What percentage differences are significant?

Each table shows some level of differences between the columns. Pay attention to differences of

about 5 percentage points or more; less than 5% is a possible real difference but could be due to

data noise (natural variation in the samples). In many cases, there may be less difference between

the segments than expected because online unpaid surveys tend to attract the most active and

enthusiastic people in each segment, making the segment respondent samples more similar than

the actual segment populations.

Why do some columns total more than 100%?

A column totals more than 100% when respondents could choose more than one answer. For

example in the table for question 5 (on page 9), the RNs and APRNs column totals 174%

because most of them wore more than one kind of top. If they wore just one kind, the total would

be 100%. Note also that each cell is rounded to the nearest whole percentage; the totals at the

bottoms of columns are the Excel-calculated totals for the un-rounded percentages above them,

so a total may differ by a percentage or two from a sum of the displayed rounded percentages.

What does the color coding mean?

Many of the health care staff segment tables are color-coded, with dark orange indicating the

highest values and yellow the lowest. This provides a visual indicator of relative importance

within each segment and across segments.


Health Care Staff Scrub Survey Results

Overview

► 1. What are your nursing or other health care credentials?

Number of respondents per segment:

Segment Number

APRN 22

RN 578

LPN/LVN 200

CNA or STNA 249

Nursing student 82

Other health care credential 396

Total 1,527 “Other health care credentials” were wide ranging, including medical assistants (8% of other), dental assistants or hygienists (5%), radiologic technologists (4%), CMA (3%), RT/RRT (3%), dietary aides (2%), and pharmacy technicians (2%).

► 2. Where do you work? Percentage of respondents per segment indicating each workplace:

Workplace RNs and APRNs

LPNs and LVNs

CNAs and STNAs

Other health care staff

Large hospital (more than 200 beds) 46% 8% 20% 19%

Medium hospital (50-200 beds) 15% 3% 3% 10%

Small hospital (fewer than 50 beds) 6% 3% 2% 3%

Nursing home/extended care 12% 48% 61% 14%

Ambulatory care (doctor’s offices, clinics, etc.) 9% 14% 2% 22%

Public/community health 2% 6% 1% 4%

Home health 3% 8% 5% 2%

Other (please specify) 7% 10% 6% 27%

Total 100% 100% 100% 100% Darker orange highlights higher percentages. “Other” workplaces were mainly dental office, veterinary hospital, or doctor's office. Percentages in each column may not total 100% due to rounding of each number.


About Your Workplace

► 3. What is your primary practice area? Percentage of respondents per practice area noting each primary practice, sorted by RN/APRN percentages:

Practice area RNs and APRNs

LPNs and LVNs

CNAs and STNAs



General medical/surgical 13% 6% 8% 4%

Geriatrics 12% 46% 53% 7%

Critical care 11% 1% 2% 1%

Emergency (ER) 7% 2% 2% 3%

Pediatrics/neonatal 7% 12% 1% 4%

Surgery 7% 1% 2% 3%

Obstetrics and gynecology 7% 1% 2% 2%

Cardiology 6% 1% 1% 4%

Oncology 4% 1% 2% 2%

Primary care or family or general practice 4% 9% 7% 9%

Orthopedics 3% 3% 3% 3%

Mental health/psychiatry 2% 4% 3% 2%

Internal medicine 1% 2% 0% 2%

Total 100% 100% 100% 100% Notes on “Other”: For RNs and APRNs, “Other” varied widely but most often was rehabilitation, hospice, education, or outpatient surgery. For “Other health care staff,” “other” was most often laboratory, dental, imaging or radiology, and ophthalmology/optometry.

► 4. Do you have to follow a color-coded dress code at work? Percentage of respondents per segment checking off each dress code:

Dress code RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Yes, solid colors only 42% 22% 22% 35%

Yes, solids or prints 13% 8% 15% 6%

No 39% 60% 56% 55%


Total 100% 100% 100% 100%


What You Wear to Work

► 5. What kinds of tops have you worn to work in the past month? Percentage of respondents per segment wearing each kind of top, sorted by RN/APRN percentages:

Kinds of tops RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Scrubs 95% 96% 96% 91%

Scrub jacket or lab coat 36% 25% 15% 29%

T-shirt underneath scrubs 25% 24% 13% 17%

T-shirt, polo shirt, etc. 15% 18% 13% 14%

Scrub dress 0% 1% 2% 0%

Other 2% 1% 0% 2%

Total 174% 164% 139% 154% The totals are more than 100% because nearly all staff wore scrubs and about half of them wore another kind of top as well. Totals for each column are for the Excel non-rounded percentages and may differ from the sum.

► 6. What did the design of these scrub tops include? Percentage of respondents per segment wearing each design, sorted by RN/APRN percentages:

Design RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Solid color 85% 75% 63% 79%

Prints/patterns 42% 64% 65% 46%

Contrasting trim color 21% 26% 22% 23%

Embroidered name of hospital, unit, or your name 10% 7% 4% 9%

Contrasting panels 10% 9% 10% 9%

Decorative embroidery 7% 13% 10% 7%

Not applicable 1% 1% 1% 2%

Total 176% 195% 175% 176%

► 7. What kinds of bottoms have you worn to work in the past month? Percentage of respondents per segment wearing each kind of bottom:

Bottom type RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Scrubs 98% 98% 97% 95%

Pants other than scrubs 9% 8% 8% 9%


Total 107% 109% 106% 106%


► 8. How many scrub tops have you worn to work in the past month? Percentage of respondents per segment wearing various quantities:

Number worn per month

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


10 or more 29% 43% 45% 37%

7-9 19% 17% 13% 15%

4-6 34% 30% 25% 30%

1-3 16% 11% 15% 13%

0 3% 1% 2% 4%

Total 100% 100% 100% 100%

Median 5.7 7.4 7.8 6.4

► 9. What do you like about your favorite set of scrubs? Percentage of respondents per segment writing these likes, sorted by RN/APRN percentages:

Likes RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Comfortable 44% 42% 37% 39%

Fits me (flattering, not too tight) 21% 26% 23% 24%

Pockets (correct depth and placement, lots of them) 14% 12% 13% 8%

Soft material 14% 9% 5% 9%

Stretchy 10% 5% 4% 6%

Color 9% 16% 10% 11%

Wrinkle-free 3% 1% 0% 3%

Easy to wash 2% 2% 0% 1%

Lightweight 2% 1% 2% 1%

Design 2% 2% 4% 1%

Loose fit 2% 3% 1% 1%

Flattering 2% 1% 0% 2%

Professional-looking 2% 0% 0% 1%

Bright colors 1% 3% 3% 1%

Cute 1% 0% 1% 1%

Shape (fits me, not shapeless) 1% 1% 0% 0%

Total 131% 121% 104% 110% This was an open-field question rather than multiple choice. These are the most frequently mentioned likes. Visit the URA Web site’s Resources area to download an Excel file of all responses regarding scrub likes and dislikes. Totals are more than 100% because some respondents mentioned more than one like.


► 10. What makes you really dislike a particular set of scrubs? Percentage of respondents per segment, sorted by RN/APRN percentages:

Dislikes RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Fit (wrong, boxy, and unflattering) 20% 20% 21% 21%

Pockets (not enough, wrong size or location) 10% 10% 12% 5%

Short (pants or tops too short) 9% 6% 3% 8%

Tight fit 7% 10% 6% 6%

Stiff fabric 6% 3% 4% 7%

Color fades 5% 2% 1% 2%

Scrubs shrink 4% 1% 3% 2%

Wrinkle easily 4% 3% 1% 3%

Fabric too thin 3% 4% 3% 3%

Pants too long 2% 2% 2% 3%

Uncomfortable 3% 6% 4% 2%

Boxy fit 2% 1% 0% 2%

Rough fabric 2% 3% 2% 1%

Elastic waist 2% 2% 2% 4%

Total 80% 74% 63% 67% This was an open-field question rather than multiple choice. These are the most frequently mentioned dislikes. Visit the URA Web site’s Resources area to download an Excel spreadsheet of all responses regarding scrub likes and dislikes. Totals are less than 100% because this table does not include responses that fewer than 2% mentioned and most respondents mentioned just one dislike.

► 11. Did your workplace provide scrubs to you in the past year (without charge)? Percentage of respondents per segment:

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Yes 11% 7% 12% 14%

No 89% 93% 88% 86%

Total 100% 100% 100% 100%

► 12. Did you purchase scrubs in the past year? Percentage of respondents per segment:

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Yes 95% 95% 96% 96%

No 6% 5% 4% 4%

Total 100% 100% 100% 100%

Note: Only those who answered “yes” to question 12 answered questions 13 and 14.


Spending on Scrubs, Shoes, and Accessories for Work

► 13. How much did you spend in the past 12 months on scrubs, footwear, and accessories for work? Estimates are fine.

Percentage of total spending per category:

Product category RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Scrub tops and bottoms 50% 52% 58% 57%

Scrub jackets and lab coats 7% 6% 4% 6%

Footwear and socks 32% 30% 30% 33%

Accessories (stethoscope, scissors, organizers, etc.) 11% 11% 7% 4%

Other 1% 2% 1% 0%

Total 100% 100% 100% 100% For example, 11% of RN and APRN spending was on accessories.

Percentage of respondents who spent money on each product category:


LPNs and LVNs

CNAs and STNAs


Scrub tops and bottoms 99% 99% 100% 99%

Scrub jackets and lab coats 45% 34% 24% 33%

Footwear and socks 88% 86% 86% 78%

Accessories (stethoscope, scissors, organizers, etc.) 47% 54% 33% 16%

Other 3% 4% 4% 1%

Total 282% 278% 246% 228% For example, 54% of LPNs and LVNs spent money on accessories. Totals are more than 100% because most respondents spent money on multiple categories, mainly tops and footwear.

Median amount spent per category (only for those who spent in that category):


LPNs and LVNs

CNAs and STNAs


Scrub tops and bottoms $200 $200 $200 $200

Scrub jackets and lab coats $50 $50 $55 $50

Footwear and socks $150 $150 $100 $125

Accessories (stethoscope, scissors, organizers, etc.) $75 $75 $50 $50

Other $50 $150 $100 $100

Median spending across all categories $390 $408 $350 $300

For example, 45% of RNs and APRNs bought scrub jackets or lab coats in the past year; these nurses spent a median of $50 each on scrub jackets and lab coats. A median is a typical amount versus an average, which is a mathematical average. (Averages are not used in this report because they are overly affected by any very high numbers a respondent may have entered.) Note that median spending across all categories is not a sum of each category median because each category median is calculated separately for the people who spent money in that category but perhaps not on another category.


► 14. Approximately what percentages of this spending were at various kinds of stores in the past year?

Percentage of total spending per retail type:

Retail type RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Scrub shop (brick and mortar) 60% 49% 38% 56%

Online scrub shop 15% 13% 7% 11%

Mass merchandiser (Wal-Mart, JC Penney, etc.) 5% 6% 10% 8%

Mobile scrubs store/truck at hospital 9% 18% 33%* 12%

Shoe store 10% 10% 11% 11%

Other 2% 4% 1% 3%

Total 100% 100% 100% 100% For example, 60% of RN and APRN respondent total spending was at brick-and-mortar scrub shops.

Percentage of respondents who spent money at each retail type:


LPNs and LVNs

CNAs and STNAs

Other health care staff f




Mobile scrubs store/truck at hospital 16% 34% 49%* 21%

Shoe store 41% 38% 37% 37%

Other 6% 13% 5% 7%

Total 199% 220% 207% 194% For example, 29% of RN and APRN respondents spent money at an online scrub shop in the past year.

Median amount spent per retail type (only for those who spent at that retail type):


LPNs and LVNs

CNAs and STNAs


Scrub shop (brick and mortar) $250 $256 $225 $202

Online scrub shop $159 $119 $93 $125

Mass merchandiser (Wal-Mart, JC Penney, etc.) $75 $61 $82 $60

Mobile scrubs store/truck at hospital $170 $188 $250* $152

Shoe store $82 $94 $90 $86

Other $57 $88 $72 $125 For example, 49% of CNA and STNA respondents spent money at a mobile scrubs store in the past year; these nurses spent a median of $250 at mobile scrubs stores.

Use the results of this question as an indicator of where respondents came from and NOT an indicator of market share by retail type. The data for this question is less reliable than for others because the results of this question are partly driven by which types of retailers (shop, online, mobile, mass) promoted the survey to their customers. *For example, the relatively high percentage of spending at mobile stores for CNAs and STNAs (33%) may be due to a particular mobile scrub retailer promoting the survey to its customers. The data shows a spike in mobile


store spending respondents on May 9-10, indicating a particular emailed link caused it; without that particular link and respondents, the mobile store percentage would be closer to 10%.

► 15. How close is the nearest scrub shop to your work or home? Percentage of respondents at various distances from the closest scrub shop:

Distance RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Less than 15 minutes 47% 37% 36% 51%

16-30 minutes 33% 30% 25% 31%

31-45 minutes 10% 18% 17% 8%

46 minutes to an hour 7% 11% 10% 4%

More than an hour 4% 4% 5% 4%

Unsure 1% 0% 8% 3%

Total 100% 100% 100% 100%

► 16. Did you shop at a scrub shop in the past year? Percentage of respondents:

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Yes 90% 77% 72% 86%

No 10% 23% 28% 14%

Total 100% 100% 100% 100%

Note: Only those who answered “yes” to question 16 answered questions 17-25.


Scrub Shop Feedback

► 17. How important are these local scrub shop features to you? (Rate on a scale of 1 to 5, with 5 being “very important” and 1 “not important.”) Percentage of respondents rating a feature a 4 or 5, sorted by RN/APRN rating:

Feature RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Carry my size 98% 98% 95% 97%

High-quality products 98% 97% 93% 96%

Wide selection of brands and colors 96% 97% 92% 94%

Store is clean 96% 94% 99% 94%

Store is well-organized; easy to find things 95% 94% 98% 93%

Staff is friendly 94% 94% 99% 95%

Staff available when needed 92% 90% 96% 92%

Good sale prices and promotions 91% 95% 94% 91%

Checkout process is quick, no waiting 91% 87% 89% 89%

Dressing rooms are comfortable and private 90% 94% 96% 94%

Prices are always low 88% 88% 88% 89%

Staff knowledgeable about clothing fit and brands 87% 89% 94% 88%

Store willing to place special orders if not in stock 87% 87% 89% 90%

Store is conveniently located 86% 87% 87% 85%

Always something new 82% 83% 83% 80%

Convenient parking 78% 72% 74% 76%

Store is open in evenings (past 6 p.m.) 77% 77% 79% 76%

Store feels like part of the nursing community 73% 77% 80% 57%

The 57% at bottom right probably indicates most non-nurses have no interest in whether a store feels like part of the nursing community. They likely would have answered much more positively if the question had been “store feels like part of the health care community.”


► 18. Think of the scrub shop you go to most often. What improvements would you like the store to make? Percentage of respondents checking off each desired improvement, sorted by RN/APRN percentages:

Improvement RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Lower prices 51% 59% 64% 60%

Better or more frequent sale prices and promotions 48% 41% 48% 39%

Store open more in evenings (past 6 p.m.) 34% 38% 30% 32%

Carry more in my size 32% 38% 33% 37%

Wider selection of brands and colors 22% 23% 27% 22%

More convenient location 17% 15% 22% 19%

More new items 12% 14% 22% 11%

Better or more parking 11% 9% 13% 11%

Dressing rooms more comfortable and private 8% 10% 9% 7%

Store better organized 6% 8% 7% 3%

Checkout process quicker, no waiting 5% 2% 4% 4%

Staff more knowledgeable about clothing fit and brands 4% 3% 8% 4%

Staff friendlier 4% 7% 4% 4%

Staff more available when needed 3% 4% 2% 3%

Store feels more like a part of the nursing community 3% 3% 4% 1%

Higher-quality products 3% 2% 6% 3%

Store cleaner 2% 3% 2% 1%

Store more willing to place special orders if product not in stock 2% 4% 7% 2%

Total 276% 287% 319% 268%


► 19. How do you prefer to keep up with your favorite scrub retailers? Percentage of respondents with each communication preference, sorted by RN/APRN percentages:

Communication method RNs and APRNs

LPNs and LVNs

CNAs and STNAs


E-newsletters 46% 53% 43% 53%

Retailer’s Web site or blog 27% 29% 31% 25%

Printed catalog 24% 34% 31% 20%

Facebook postings 23% 27% 35% 25%

Mailed newsletters or postcards 16% 26% 21% 18%

None of the above 13% 9% 9% 12%

Pinterest 2% 4% 4% 2%

Other 3% 3% 3% 2%

Total 151% 185% 176% 154%

Your Most Recent Scrub Purchase

► 20. Where did you buy scrubs most recently? Percentage of respondents who bought at that retail type, sorted by RN/APRN percentages:


LPNs and LVNs

CNAs and STNAs




Mobile scrub store/truck at hospital 10% 26% 43% 15%


Other (usually a uniform store) 5% 6% 8% 5%

Total 100% 100% 100% 100%

► 21. What scrubs did you buy on that shopping trip? Percentage of respondents who bought each category, sorted by RN/APRN percentages:

Scrub category RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Solid scrub tops 68% 62% 52% 68%

Scrub bottoms 68% 67% 73% 71%

Print scrub tops 28% 51% 56% 31%

Scrub jacket or lab coat 17% 11% 10% 14%


Total 186% 196% 200% 187%


► 22. What made you go shopping for scrubs that day? Percentage of respondents checking off that motivation, sorted by RN/APRN percentages:

Motivation RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Old scrubs were faded, worn or stained 36% 35% 30% 38%

Did not have enough to wear to work 26% 23% 27% 24%

Old scrubs no longer fit well 15% 15% 17% 12%

Wanted something more comfortable 15% 10% 16% 16%

Special sale or offer 14% 24% 12% 19%

Nothing, I was just shopping and decided to stop in 12% 12% 13% 12%

New job 11% 12% 8% 11%

New requirements at work 8% 7% 9% 8%


Saw a posting or ad from the store 5% 8% 9% 5%

Saw someone wearing new scrubs I liked 5% 7% 4% 4%

Special occasion, wanted to look better 2% 1% 1% 2%

Total 155% 159% 155% 156%

► 23. What made you buy these particular scrubs? Percentage of respondents using that criterion, sorted by RN/APRN percentages:

Criterion RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Comfortable fit 65% 54% 65% 62%

Soft feel of the fabric 46% 39% 37% 41%

Attractive fit 41% 32% 29% 36%

Color 33% 32% 33% 41%

Enough pockets 33% 33% 31% 20%

Brand I like 31% 31% 28% 34%

Durable, well-made 30% 34% 35% 34%

Stylish look 29% 32% 29% 34%

Well-designed pockets 24% 18% 19% 20%

Low price 20% 21% 27% 22%

New style or look 17% 19% 22% 18%

Pattern/print 16% 29% 31% 18%


Total 390% 383% 390% 384%


► 24. Who or what helped you pick them out? Percentage of respondents with each influencer, sorted by RN/APRN percentages:

Influencer RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Other (just liked them, saw them, familiar) 36% 36% 32% 30%

Store staff suggested the scrubs 31% 35% 29% 29%

Saw someone wearing similar scrubs 29% 28% 23% 26%

Saw or tried on similar scrubs in a brick-and-mortar store 24% 20% 10% 23%

Saw similar scrubs online 8% 12% 9% 8%

Saw similar scrubs in a magazine 8% 2% 6% 5%

Friend who was shopping with me said to get them 8% 15% 27% 14%

Sent photo or link to a friend for advice 1% 1% 3% 1%

Saw similar scrubs on a TV show or movie 1% 0% 3% 2%

Total 145% 147% 141% 137%

► 25. Which brands of scrubs did you buy? Top seven brands mentioned by each segment, in alphabetical order:

RNs and APRNs LPNs and LVNs CNAs and STNAs Other health care staff

Cherokee Cherokee Cherokee Cherokee

Dickies Dickies Dickies Dickies

Grey's Anatomy Grey's Anatomy Grey's Anatomy Grey's Anatomy

Jockey Koi Koi Jockey

Koi Landau Landau Koi

Landau Urbane Peaches Landau

Urbane Wink or WonderWink White Cross Urbane

Wink or WonderWink

Wink or WonderWink

Wink or WonderWink

This was an open-field question, not a checklist. Brands are listed as respondents wrote them. There are eight listed for three segments because of a close tie in rankings. Respondents listed about 26 brands per segment.


About You

► 26. Are you: Percentage of respondents per segment:

Gender

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Female 97% 97% 96% 95%

Male 3% 4% 4% 5%

Total 100% 100% 100% 100%

► 27. What is your age? Percentage of respondents per segment:

Age bracket

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


Under 25 5% 6% 21% 10%

25-29 15% 14% 16% 14%

30-34 15% 12% 21% 15%

35-39 15% 18% 15% 13%

40-44 12% 18% 9% 11%

45-49 11% 8% 7% 13%

50-54 13% 12% 6% 12%

55-59 10% 9% 5% 6%

60-64 5% 4% 2% 4%

65 and over 1% 1% 1% 2%

Total 100% 100% 100% 100%

Median 35 39 32 38


► 28. If you live in the USA, what state do you live in? Percentage of respondents per segment, sorted by RN/APRN percentages:

State

RNs and APRNs

LPNs and LVNs

CNAs and STNAs


TX 24% 19% 9% 19%

OH 14% 19% 21% 10%

VA 8% 5% 1% 10%

NC 7% 5% 5% 14%

NE 6% 3% 4% 6%

ND 5% 6% 7% 6%

KY 4% 2% 2% 3%

MI 3% 6% 11% 4%

IL 3% 3% 2% 1%

IN 2% 4% 7% 5%

MO 2% 9% 10% 2%

FL 2% 2% 3% 3%

MN 2% 2% 2% 1%

TN 1% 2% 1% 1%

PA 1% 3% 1% 0%

UT 1% 1% 3% 3%

All other states 16% 8% 6% 11%

Total 100% 100% 100% 100% “All other states” had 2% or less of respondents per state.


Scrub Retailer Survey Results

Overview

► 1. About how much of your 2013 retail sales were from scrubs, shoes, and accessories for nurses and other health care staff? Percentage of retailers:

Sales from scrubs, etc. 1/4 or less (exit survey) 3%

About 1/2 13%

About 3/4 21%

All or nearly all 63%

Total (219 respondents) 100%

The following survey data includes only those retailers with sales that were about half or more from scrubs, shoes, and accessories for nurses and other health care staff.

Sales Data and Trends

► 2. How many store locations did your business have at the end of 2013? Percentage of retailers:

Number of stores per retailer 4 or more 6%

3 3%

2 17%

1 74%

Total 100% For example, 91% of retailers surveyed had one or two stores.


► 3. How did your business conduct its overall sales in 2013? Percentage of all scrub retailers’ sales via these channels:

Sales channel In the store 71%

Web site (using online shopping cart) 12%

Mobile units/hospital sales 14%

Other (mainly contract or group sales) 3%

Total 100% For example, 12% of sales by all reporting retailers were from a Web site.

Percentage of scrub retailers using these channels:

Sales channel In the store 97%

Web site (using online shopping cart) 47%

Mobile units/hospital sales 46%

Other (mainly contract or group sales) 13%

Total 204% For example, 47% of scrub retailers surveyed sold via a Web site.

► 4. What were your business’s gross sales in 2013? Percentage of retailers:

Gross sales More than $800,000 26%

$300,001 to $800,000 26%

$150,001 to $300,000 23%

$150,000 or less 25%

Total 100%

Median $325,000

For example, 26% of retailers reported gross sales of more than $800,000.

► 5. Did your business’s gross sales increase or decrease each year versus the previous year? Percentage of retailers per year:

Increase No change Decrease

2013 67% 9% 23%

2012 70% 14% 17%

2011 69% 14% 17%

2010 67% 18% 14%

2009 70% 14% 15% For example, gross sales decreased in 2013 for 23% of retailers surveyed. Each row totals 100%. The results for “NA” are not included here; NA indicates they were not in business then (a new store) or are unsure if they grew.


► 6. How did your sales in the first quarter (Jan.-Mar.) of 2014 compare with the first quarter of 2013? Percentage of retailers:

Sales change Increased 62%

No change 12%

Decreased 23%

Total 100%

► 7. What percentage of your 2013 retail sales came from each product category? Percentage of total retailer sales:

Product category Scrub tops — solids 24%

Scrub tops — prints 13%

Scrub bottoms 30%

Scrub jackets, lab coats, and warm-ups 11%

Footwear (shoes and socks) 12%

Accessories 5%

Other 5%

Total 100% For example, 13% of the total sales by all scrub retailers surveyed were from print scrub tops.

► 8. Which categories increased or decreased in your business, in terms of sales revenues, from 2012 to 2013?

Percentage of retailers indicating each category increased, stayed the same, decreased, or NA:

Product category Increased Same Decreased NA

Scrub tops — solids 68% 15% 6% 11%

Scrub tops — prints 13% 20% 54% 13%

Scrub bottoms 51% 32% 6% 11%

Scrub jackets, lab coats, and warm-ups 27% 44% 17% 12%

Footwear (shoes and socks) 37% 35% 14% 14%

Accessories 26% 52% 6% 15% For example, sales of print scrub tops decreased for 54% of retailers. NA indicates they were not in business then (a new store) or are unsure if they grew. All rows total 100%.


► 9. What customer segments or sales channels provided growth for your business in 2013? This could be mobile stores, online customers, nurses, hospitals, clinics, dental offices, etc. Percentage of retailers reporting growth in these areas:

Customer segment or sales channel Hospitals 27%

Dental offices 19%

Medical clinics 15%

Nurses 13%

Mobile sales 12%

Online 9%

Group sales 8%

Nursing homes 5%

Total 108% For example, 19% of retailers said dental offices provided growth in 2013.This was an open-field question. Total is more than 100% because some retailers noted growth in more than one area.

► 10. About what percentage of your business’s sales were to staff at various types of employers?

Percentage of total retailer sales:

Employer type Hospitals 42%

Ambulatory care (doctor’s offices, clinics, etc.) 25%

Nursing homes/extended care 24%

Other 9%

Total 100%

For example, 24% of the total sales by all scrub retailers (those that responded to the survey) were to staff at nursing homes or extended care facilities. Keep in mind many retailers may not know who they are selling to, so the above table may or may not be accurate.


Marketing

► 11. Was the sales impact from these promotional methods in 2013 worth the time and money you spent on them?

Percentage of retailers indicating various levels of sales impact per method, sorted by “Yes, worth it”:

Promotional method Yes,

worth it Unsure No, not worth it

Used this

method

Special events in your store 68% 25% 7% 87%

E-newsletters 68% 23% 9% 59%

Mobile units/hospital sales 67% 17% 17% 52%

Facebook, Pinterest, other social media 62% 29% 9% 81%

Mailings to customers 55% 29% 16% 55%

Store blog/Web site 52% 38% 10% 64%

Promotional events such as hospital employee benefit fairs 41% 27% 33% 44%

Printed newsletters 38% 35% 27% 34%

Online ads via Google 38% 46% 16% 28%

Radio ads 35% 22% 43% 36%

Shopping directories (Yelp.com, Yellowpages.com, Foursquare.com, etc.) 34% 52% 14% 53%

Yellow Pages listings 24% 43% 33% 64%

Television ads 24% 31% 45% 15%

Newspaper ads 22% 32% 46% 51%

Ads in magazines or nursing association publications 21% 37% 42% 37%

For example, 51% of scrub retailers used newspaper ads; of those, almost half (46%) said the ads were not worth the time and money. 22% of those that used newspaper ads said they were worth it. The first three cells in each row total 100%. These are all as a percentage of respondents who used each method.

► 12. What kinds of price-based promotional programs did your store offer in 2013? Percentage of retailers offering these promotional programs:

Price-based program Sales — sale area in the store 73%

Everyday discount for hospital staff, clinics, students, etc. 73%

Sales — inventory reduction 60%

Sales — particular item, brand, product category, new product 55%

Sales — calendar-based (seasonal, monthly, event) 53%

Payroll deduction program 52%

Frequent buyer discount program 37%

Membership program 9%

Total 409% For example, 52% of retailers offered a payroll deduction program. Total is more than 100% because retailers typically used four price-based promotional methods.


Local Business Environment

► 13. How many other retailers sell scrubs within a 45-minute drive from your store? (Include scrub stores, Wal-Mart, etc.)

Percentage of retailers:

Number of nearby retailers selling scrubs

5 or more 48%

4 15%

3 15%

2 12%

1 7%

0 1%

Unsure 3%

Total 100% For example, 48% of retailers said they had five or more stores that sold scrubs within 45 minutes of their store.

► 14. How many hospitals are within a 45-minute drive from your store?


Number of hospitals nearby 5 or more 57%

4 18%

3 11%

2 10%

1 4%

0 1%

Total 100% For example, 57% of retailers had at least five hospitals within 45 minutes of their store.

► 15. About what portion of the above hospitals require color-coded scrubs for nurses?


Portion of hospitals All 34%

About 3/4 27%

About 1/2 21%

1/4 or less 15%

None 3%

Total 100% Important note: Question 14 represents about 833 hospitals. If each retail respondent’s response to question 14 is multiplied by question 15, this indicates 70% of those 833 hospitals require color-coded scrubs for nurses.


Business Statistics

► 16. Did your business make a profit (before taxes) in 2013? Profit equals total revenue

minus total expenses.


Profitable Yes 72%

No 19%

Unsure 9%

Total 100%

► 17. If you answered “yes,” that your business made a profit, what was the profit margin? Profit margin equals profit divided by gross sales. Make sure your response is phrased as

%, for example, 2%. If you have no idea, put “unsure.”

Percentage of retailers that were profitable:

Knew their profit margin Yes (gave a specific %) 49%

Unsure 51%

Total 100%

Percentage of retailers that were profitable and reported their profit margins:

Profit margin More than 20% 21%

11% to 20% 28%

8% to 10% 25%

7% or less 26%

Total 100%

Median 10% For example, 49% of profitable retailers knew their profit margin. Of those, 21% had profit margins greater than 20%. 61 retailers reported their profit margins. This was an open-field question.

► 18. Did the owner of this business receive any income from the business in 2013? This could be in the form of salary, distribution, or dividend.


Income from business Yes 76%

No 24%

Total 100%


► 19. How much did you spend with suppliers in 2013? Please approximate. Put “unsure” if

you are unsure.

Percentage of retailers that knew what they spent:

Knew spending amount Yes (gave a specific $) 53%

Unsure 47%

Total 100%

Percentage of retailers with reported spending in these ranges:

Amount spent More than $400,000 25%

$200,000 to $400,000 24%

$100,000 to $199,999 29%

Less than $100,000 23%

Total 100%

Median $180,000 For example, 53% of retailers knew how much they spent with suppliers. Of those, 25% spent more than $400,000. 80 retailers reported their supplier spending. This was an open-field question.

► 20. What was the average value (at your cost) of your business’s inventory in 2013? This should be an approximate 12-month average. We will use this to calculate inventory turn. Put “unsure” if you don't know.

Percentage of retailers that knew their inventory value:

Knew inventory value Yes (gave a specific $) 52%

Unsure 48%

Total 100%

Percentage of retailers with reported spending in these ranges:

Inventory value More than $125,000 27%

$75,000 to $125,000 25%

$50,000 to $74,999 24%

Less than $50,000 24%

Total 100%

Median $75,000 For example, 52% of retailers knew their inventory value. Of those, 27% had an average inventory value of more than $125,000. 85 retailers reported their inventory values. This was an open-field question.


► 21. What was the average markup in your business in 2013? This should reflect a

standard cost multiple and any dollar amount added per item.

Percentage of retailers reporting these markups:

Average markup More than 2.5x cost 5%

About 2.5x cost 3%

About 2.25x cost 22%

About 2x cost 45%

About 1.75x cost 12%

Less than 1.75x cost 14%

Total 100%

Median 1.9 For example, 30% of retailers reported a markup of 2.25 or more. 179 retailers reported their markups.

► 22. About what was your average discount in 2013?

Percentage of retailers reporting these discounts:

Average discount More than 20% 4%

20% 17%

15% 26%

10% 43%

5% 7%

0% 3%

Total 100%

Median 10% For example, 21% of retailers reported an average discount of 20% or more.

► 23. What was the total square footage of your sales floors at the end of 2013? Include

all of your retail locations. Please approximate.

Percentage of retailers reporting these square feet for their sales floor(s):

Total square feet More than 3,500 26%

2,001 to 3,500 22%

1,500 to 2,000 26%

Less than 1,500 27%

Total 100%

Median 2,000 For example, 26% of retailers indicated their sales floor(s) totaled more than 3,500 square feet.


► 24. How many staff did your business employ at the end of 2013? Please indicate the

number of staff in each category. Include yourself.

Percentage of retailers reporting these total numbers of staff:

Total number of staff 7 or more 27%

4 to 6 29%

2 or 3 31%

1 13%

Total 100% For example, 56% of retailers had at least four staff members.

Percentage of retailers that had these types of staff and the median number:

Staff category Had these

staff Median number

Full-time paid 78% 2

Full-time unpaid 21% 1

Part-time paid* 72% 2

Part-time unpaid 9% 1

All staff 100% 4 *Part-time paid consists of staff and contractors working less than 30 hours a week. “Median number” is for those retailers that had each category of staff. For example, 72% of retailers had part-time paid staff; they typically had two part-time paid staff.

► 25. How would you describe your business’s life stage?

Percentage of retailers checking each:

Stage New/startup 12%

Expanding 39%

Mature (steady-state) 46%

Declining, selling store, or closing 4%

Total 100% For example, 39% of retailers described their business as expanding.


Business Practices

► 26. What has made your retail business successful over the years? What three things would you tell other scrub retailers they absolutely have to do?

Percentage of retailers mentioning these success factors:

Success factor Give great customer service 66%

Offer great product selection, in stock, all sizes 39%

Offer competitive pricing 13%

Give personal service; know customers and community 12%

Offer discounts and sales 11%

Provide friendly and knowledgeable staff 10%

Use outside sales (mobile stores, events, shows) 8%

Manage inventory well 7%

Market your store 7%

Carry brand names 6%

Seek customer feedback 6%

Be honest with customers 6%

Be in a good location 5%

Total 195% For example, 66% of retailers said great customer service was why they have been successful. Retailers did not give more detail than this. The total is more than 100% because most retailers listed two or three factors that varied widely. This was an open-field question asking for three responses, so percentages for common responses are relatively high. Only factors mentioned by 5% or more of respondents are listed here.

► 27. What is keeping your business from doing as well as you would like?

Percentage of retailers reporting these challenges:

Challenge Weak staff, can’t find good staff 11%

Competition from other scrub stores 11%

Internet competition 9%

Poor location or store too small 9%

Owner lack of time 8%

Cash flow 6%

Not enough advertising 6%

The economy 6%

Not enough inventory or wrong inventory 6%

Color-coded scrubs 3%

Total 75% For example, staff problems kept 11% of retailers from doing as well as they would like. The total is less than 100% because retailers usually mentioned one challenge, but it varied widely; only the most common ones are listed here. This was an open-field question. Only factors mentioned by 3% or more of respondents are listed.


Suppliers

► 28. What four things would you like your suppliers to do that would most help you grow your business?

Percentage of retailers checking off these desired supplier changes:

Supplier action Keep products in stock (fewer back orders) 58%

Offer better frequent buyer or bulk discounts 50%

Offer more co-op advertising opportunities 48%

Offer other ways for my store to qualify for higher discounts 46%

Provide better promotional materials, sales aids 41%

Be more flexible about payments 25%

Offer lower-cost products 23%

Send orders faster 22%

Offer styles and colors that my customers actually want 22%

Use MAP pricing 22%

Advertise nationally more often 21%

Send more complete orders 17%

Offer higher quality products 11%

Hire more knowledgeable sales reps and employees 8%

Accept smaller orders 7%

Other (mainly fair pricing, open fewer accounts in area, communicate back orders ) 18%

Total 438% For example, 58% of retailers said fewer back orders would really help them grow their businesses.

► 29. What information sources did you use when deciding which products to order in 2013?

Percentage of retailers checking off these desired supplier changes:

Supplier action Sales reps 75%

Customer input in-store 71%

Supplier catalogs 64%

Supplier Web sites/online catalogs 34%

Booths at trade shows 22%

Supplier emails 16%

Visits to other retailers’ stores or Web sites 15%

Other retailers’ recommendations 14%

Web stats (page views, click-throughs, etc.) from your own Web site or promotional emails 5%

Facebook or other social media postings by consumers 4%

Supplier Facebook pages 2%

Total 329% For example, 22% of retailers used trade show booths to decide which products to order.


► 30. How often did you consider these factors when deciding which scrubs to order in 2013?

Percentage of retailers checking off these frequencies of use:

Purchase decision factor 5 always 4 3 2

1 never

How well I think the scrub will sell 62% 27% 10% 1% 1%

Local hospital dress code 59% 27% 10% 2% 2%

Colors 59% 29% 7% 4% 1%

Brand trust/reputation 51% 35% 13% 0% 1%

Style 46% 37% 14% 2% 1%

New and different 45% 34% 16% 4% 1%

Customer input or request 43% 37% 16% 3% 1%

Features 35% 34% 23% 7% 1%

Price 30% 34% 25% 5% 6%

Supplier special offer or sale 28% 28% 24% 14% 6%

Just always order this 21% 23% 26% 16% 14%

Supplier had in stock 18% 29% 31% 13% 9% For example, 62% of retailers always consider color when deciding which scrubs to order. Each row totals 100%. Darker orange indicates a higher percentage.

Region

► 31. What region is your business located in?

Percentage of retailers checking off each:

Region South Atlantic (DE, DC, FL, GA, MD, NC, SC, VA, WV) 23%

Midwest (IL, IN, IA, KS, MI, MN, MO, NE, ND, OH, SD, WI) 23%

South (AL, AR, KY, LA, MS, OK, TN, TX) 23%

Pacific (AK, CA, HI, OR, WA) 11%

Middle Atlantic (NJ, NY, PA) 8%

Mountain West (AZ, CO, ID, MT, NV, NM, UT, WY) 8%

New England (CT, ME, MA, NH, RI, VT) 2%

Elsewhere 3%

Total 100%

Documents

URA 2014 Scrub Surveys Report Health Care Staff …c.ymcdn.com/sites/ 2014 Scrub Surveys Report 7 Health Care Staff Scrub Survey Results Overview 1. What are your nursing or other