FIGS already pays $25 (off a $100+ order) for old scrubs of any brand, in any condition. That makes it a ready-made switching offer for nurses who wear another brand. But the only way to claim it is to walk into one of five Community Hubs (Los Angeles, Chicago, New York, Philadelphia, Houston), while FIGS has 3.1 million active customers and international revenue grew 67%. The two pages also describe it differently: the events page says "non-FIGS scrubs" and the recycling page says any brand, "including FIGS".
First action
Make the events and recycling pages say the same thing, then ask the recycling partner whether it can take mailed bundles.
How to measure it
Trade-in-led first orders
- Now
- –
- Target
- 3% of new customers
- By
- 90 days
Steps
Align the wording
One rule (any brand, any condition) on the recycling, events and hub pages.
Content Lead 1 day
Check processing
Confirm the recycling partner can receive mailed bundles, or route them to a hub or the returns warehouse.
Director of Sustainability & Impact 1 week
Reuse the return label
A recycling option in the returns portal and the app that issues a prepaid label.
Senior Product Manager, Ecommerce 2 weeks
Issue credit on scan
Send the $25-off-$100 code when the carrier scans the parcel, with the same terms as in the hubs.
Lifecycle Marketing Manager 1 week
Promote to switchers
Product page and cart message, and paid social aimed at people who wear other brands.
Growth Marketing Lead 1 week
Measure
New against returning customers, brands received, cost per label and credit redemption.
Ecommerce Analytics Lead monthly
Extend
Canada and the UK if the cost per new customer beats paid channels.
International Ecommerce Manager 1 quarter
Why it works
Add a mail-in route next to hub drop-off. From the recycling page or the app, a customer requests a prepaid recycling label (reusing the free-returns label flow), packs their old scrubs and gets the same $25-off-$100 code when the parcel is scanned. Promote it to switchers on product pages, in the cart and in paid social ("Wearing another brand? Send us your old scrubs, get $25 toward FIGS"), and use the same wording on every page. Pilot in US states with no hub, then extend to Canada and the UK if the numbers work.
A credit that needs a trip to a store in five cities reaches a few thousand people; the same credit by mail reaches everyone. Because it accepts any brand, it lowers the cost of trying FIGS for people who already own a drawer of other scrubs, and it ties the first order to a $100 basket, close to the $127 average order.
Ready to use
ChecklistMail-in trade-in launch list
[ ] Same rule on recycling, events and hub pages (any brand, any condition) [ ] Partner confirms mailed bundles [ ] Recycling option in returns portal and app [ ] Prepaid label, one per account per month [ ] Code sent on carrier scan, same terms as hubs [ ] Switcher message on product pages and cart [ ] Tracking: new vs returning, brand received, cost per label
Risks and how to handle them
Shipping cost of heavy bundles
Cap one label per account per month and set a size limit per parcel.
People claim credit for rags
Keep "any condition" (that is the point) but limit one code per label, as in the hubs.
The partner cannot handle the volume
Pilot with a capped number of labels before promoting it widely.
Evidence
- Your websiteRecycle Your Scrubs ("Scrubs That Don't Suck", run with SuperCircle): bring laundered scrubs of any brand, in any condition, including FIGS, to a FIGS Community Hub and get a code for $25 off a FIGS purchase of $100 or more; one drop-off a day; the code expires after six months and excludes collaborations, embroidery and gift cards. Drop-off is in person at a hub, with no mail-in option.Source
- Your websiteCommunity Hubs: five locations (Century City, Los Angeles; West Loop, Chicago; Upper East Side, New York; Rittenhouse Square, Philadelphia; Rice Village, Houston), described as "shared spaces for epic events, meaningful connections". Each hub page lists address, phone and hours but not the services offered there (in-person embroidery, recycling drop-off, fit consults), and shows no structured local-business data.Source
- Your websiteEvents page: every event is at a Community Hub, with no RSVP; "Go Green IRL" says "Recycle non-FIGS scrubs for $25", while the recycling page accepts scrubs of any brand, including FIGS.Source
- Financial resultsQ2 2026 (published August 6, 2026): net revenues about $196.6M, up 28.8%; 3.1M active customers, up 13.2%; average order value $127, up 8.5%; net revenues per active customer $229; international $37.9M, up 67.0%, and US $158.7M, up 22.2%; scrubwear $161.2M (+26.5%), non-scrubwear $35.4M (+40.3%); full-year growth guided to about 20%. The release gives no TEAMS figures.Source