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Last Update: Saturday April 29, 2017

Simply Comfortable, Really Unique, Basics Scrubs (S.C.R.U.B.S.)

Tell Your Story and tell it well.


Sue Calloway, founder, S.C.R.U.B.S.

San Diego County, California:  Sue Callaway became a nurse back when the uniform was a cap and a crisp white dress. She remembers wearing street clothes to the hospital then changing for duty into a clean uniform. Find out how she invented a business when the hospital she worked for started requiring nurses to purchase their own uniforms.

Since we taped this story, Sue and her partner opened too many retail stores too fast and found themselves in big trouble. S.C.R.U.B.S. was bought by SmartPractice in July of 2000 and has restructured with Sue serving as President of the SCRUBS. The amazing part of this story is we studied Naomi and Jim Rhode's company, SmartPractice, back in 1994 so we know both companies well and now they are one family.

All the Key Ideas and Videos of this episode...

Please Yourself

5:23 | Play Now   |  Founder Sue Callaway jumped on the chance to dump her white nursing uniform.

Partner With Experience

3:54 | Play Now   |  The founder took on a partner to speed her into mass production.

Pick the Right Time

2:39 | Play Now   |  The founder's husband encouraged her to grow out of her home-based sewing room.

Use a Story to Sell

2:30 | Play Now   |   Research shows that S.C.R.U.B.S. catalog recipients don't just look at the pictures, they read the copy too.  Catalog sales are dependent upon great images and compelling stories about the products.

Test and Track

4:25 | Play Now   |   To mitigate risk, test an idea on a small mailing or email list before you unleash it on your entire database.

Wow Your Customers

4:03 | Play Now   |   Find ways to reduce hassle and save time for your customers.

 "Small business is the most important institution for a civil society."

In this episode, Michael Novak says,"Small business is the best hope of democracy. Building your own businesses teaches a set of virtues...it's the only hope of the poor."


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