Expanding Market Reach Through Strategic Partnership Enablement

Launching scrubXchange with Healthcare Laundries

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IPA delivers advanced automation solutions that help hospitals manage healthcare linen and specialty uniforms with greater efficiency, compliance, and cost control. With more than 1,000 installations worldwide, IPA’s technology is trusted by leading health systems to streamline distribution, reduce infection risks, and improve staff satisfaction.

When IPA prepared to launch scrubXchange, a next‑generation scrub dispensing system designed to modernize how hospitals access, track, and replenish medical scrubs, the company saw an opportunity to expand its reach through a new ecosystem: healthcare laundry providers. scrubXchange was designed to modernize how hospitals manage and distribute medical scrubs. Installed in high-traffic hospital areas, the dispenser allows clinicians to swipe their badge and receive the correct scrub size in seconds. The frame remains on-site while exchange carts are swapped out by offsite laundry providers with freshly laundered scrubs.

The solution delivered clear benefits across multiple dimensions:

• Secure: Controlled access ensures only authorized staff receive scrubs, supporting infection prevention and compliance with AORN Guidelines for Perioperative Practice.

• Efficient: Real-time alerts streamline scrub management while reducing loss and overuse associated with open carts.

• Proactive: Usage data and inventory insights allow for smarter replenishment and service planning.

For laundry providers, scrubXchange represented an opportunity to elevate their service model, reduce replacement and laundering costs, and differentiate their offering to hospital customers. What was needed was a clear, compelling way to enable laundry partners and IPA sales representatives to tell that story.

The Approach

To support this partner-led go-to-market motion, a comprehensive enablement kit was developed to help IPA sales teams introduce scrubXchange to laundry providers and equip those partners to sell confidently to hospitals. The strategy focused on three core principles:

• Make the product tangible

• Translate features into business value

• Enable partners to market and sell independently

At the center of the strategy was a highly visual, hands-on sales enablement kit designed to mirror the scrubXchange experience itself. The kit was housed in a custom, box-style asset modeled after the scrubXchange dispenser. A sliding door mechanism allowed sales reps to physically demonstrate how the system worked. Sliding the inner box out revealed an image of the exchange cart, reinforcing the product’s core functionality through interaction rather than explanation alone. Inside the kit, sales teams and partners were equipped with:

Two sales brochures

• A partner-facing brochure outlining the value of scrubXchange to laundry providers

• A customizable, co-branded brochure that partners could tailor with their logo and contact information for hospital customers

• Both brochures included technical specifications alongside clear benefit-driven messaging.

A branded thumb drive containing:

• A high-impact promotional video for sales and marketing use

• Professionally written website copy partners could use to promote the program

• High-resolution product imagery for digital and print applications

To further reinforce credibility and market awareness, scrubXchange was supported through external industry visibility. A joint article featuring IPA and Unitex was published in TRSA’s Textile Services magazine, alongside an advertisement in American Laundry News, helping position scrubXchange as an innovative, partner-ready solution within the healthcare laundry space.

scrubXchange Sales Kit

Impact

By shifting the focus from a traditional product launch to a partner enablement strategy, IPA successfully expanded scrubXchange’s reach through an extended sales ecosystem. Laundry providers were equipped with the tools, messaging, and confidence needed to position scrubXchange as a value-added service for hospitals. Sales conversations moved beyond features to focus on cost reduction, compliance, staff satisfaction, and operational efficiency.

The result was a scalable go-to-market model that aligned IPA, its partners, and hospital customers around shared outcomes, demonstrating how thoughtful enablement can accelerate adoption while strengthening strategic partnerships.

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