so where do they see growth coming from next Trina
spear, she is co founder and co ceo of
scrubs. Maker Figs, she joins us now to
discuss figs is one of those dtC companies that went
public last year and Trina went public just about a
year ago and if I look at the stock's performance
since then down over 60% what do you think the
biggest weight on the stock prices right now? Sure
. I mean, I think to start off right
figs, we disrupted a$79 billion industry and you
know really did that through, you know, better
product and a better experience and you know, we've
proven that we've been able to execute over a very
long time through not only growth but also profitability and
it really built a company, I think the right
way over the long run and so you know,
stock stock is trading I think, you know,
not really on fundamentals right now and we are focused
on continuing to execute, continuing to focus on building
innovative products, continuing to focus on connecting with our
community and over time uh you know, the stock
will reflect the fundamentals of our business. Well,
you talk about the community, the community certainly being
not just people who work in hospitals but first responders
as well when it comes to those scrubs, Trina
, how are you thinking about growing the, growing
the product line beyond scrubs and really getting people to
know figs is more than just a direct to consumer
scrubs company. Sure, I mean, I think
prior to figs right scrubs, were a V neck
top and a drawstring pair of pants and we completely
changed the game bringing comfort and functionality and fit and
design and really focus on fabric technology. Uh and
you know, really, that's resonated with our community
and Now we outfit healthcare professionals beyond just scrubs,
right, what are they wearing to work at work
from work on shift off shift, head to toe
in our lifestyle offering, which includes our under scrubs
and our leases and our vests and our compression socks
and our shoe collaboration with new balance and kind of
everything that they're wearing throughout their 16 hour shifts.
Um you know, all of that is almost in
in Q1, of our revenue and and we see
that as a, as a huge growth lever going
forward. Well, Trina when you say lifestyle,
I mean, I think lulu lemon, I think
Athleta for example, those are sort of lifestyle Athleisure
brands that are really well entrenched, I mean how
do you take on brands like that that are established
in that space? You know, we're not looking
to compete with the lululemon's or Nikes of the world
. Those are great companies and great brands, I
think where we have focused and why the company has
been so successful and will continue to be, is
really around focusing on the health care community and building
products uh for them to help them perform in their
job. And so all of the products that we're
creating really fit into what we call our layering system
where they're layering up and layering down throughout their day
. Uh and you know, we are a lifestyle
brand for the healthcare professional and that that is what
makes our brand so authentic and will continue to show
up for them not only through our products but also
through delivering amazing experiences. Trina can you talk to
me about how you're thinking about marketing and the connection
that marketing has directly with sales? Because in the
last couple of years I saw figs ads everywhere around
new york city, not just on busses and billboards
and on subways, but anecdotally speaking, I haven't
seen them as much lately. Talk to us about
what you're doing with marketing right now and if you
have pulled back. Sure. And I think you
mentioned at the beginning of the call that D.
Two C brands are struggling. I think the reason
why we're not is really this dynamic. Uh and
it's a word of mouth dynamic where, you know
, health care professionals are coming to figs, they
learn about us through their colleagues, they're in close
proximity, getting their coffee in the lobby of the
hospital on their way to their next patient in the
break room. Right? And that word of mouth
dynamic Uh is driving our business and over 60% of
our traffic is through direct, right? People coming
to our website directly and that's really important. And
so yes we uh, you know, are on
busses and on subways and on and you know send
catalogs, and and do, uh, you know
, partner with Facebook and Google to continue to grow
our brands. But you know that word about dynamic
and the replenishment driven nature of our of our business
is really attractive and it's why our financial profile is
what it is, where we have incredible profitability coupled
with that growth. And you don't see that with
many DtC brands because they're so reliant on companies like
facebook and google And Trina. We only have about
30 seconds left with you. But I want to
hear your thoughts on the supply chain because if we
think back to a cut from Cohen last month,
they noted that supply chain challenges really affected figs.
Product launch calendar for example. Yeah, I mean
, I think supply chain, um specifically as it
relates to ocean freight has been a challenge. Right
, Are these times have gotten longer and you've seen
that across the consumer product space? I think for
us, we've navigated throughout the pandemic, uh,
you know, better than most. I think,
you know, by, we are a DtC companies
were able to move our launch color under around.
We're able to find alternative routes, alternative ports and
get our products to our health care professionals. I
think in the first quarter you saw, you know
, one of our launch moves out of the quarter
, but you know, we're not, we're not
operating this business quarter, quarter were operating over the
long run.