As an artist, you’re always looking for ways to increase the ways your work earns you money. While streaming your music and performing at gigs is the main source of income in the music industry, it’s important to have other ways to supplement these sources.
Selling merch at concerts is your ticket to passive income and higher profit margins on tours. So, what’s the best way to sell merch? Are there any common mistakes you should avoid?
We’re here to give you industry secrets on the top ways to make the most of your merchandise at your gigs. Read on for key tips and tricks in each section so you can pad those pockets.
What Is Concert Merchandise?
Concert merchandise is a term that refers to any item that a band sells that represents their brand. Hats, band tees, sweatshirts, necklaces, bags—you name it, it’s merchandise. Bands are smart to have merch at their concerts as it increases the overall revenue of a show.
How Do You Sell Merch?
Merch sellers will tell you it’s savvy to have an online store that you can promote on socials even when you aren’t touring. When you’re touring or playing a gig, it’s always wise to have an in-person table for merch sales in addition to your always-available online store. Here are a few things to think about before you show up at the venue.
Planning your inventory.
Do your research! Figure out what merch items your fans want. Is your fan base the kind of crowd that rocks beanies, or are they more into baseball caps? Do they want pins of your album cover for their jackets or wristbands? Do they love sweatshirts or tanks? Figure out what your fans will buy and then make enough of it. While we love a sell-out, there’s nothing worse than selling out too early into the show or tour and missing out on that money.
Choose a POS system.
You want to make sure that you have a POS system that can handle credit cards, cash, and even Apple Pay. Popular concert POS systems include Square, Shopify, and AtVenue. If you go the Venmo or Paypal route, make sure you have a band account!
4 Merch Table Set-Up Tips
The time has come; your concert day is here! It’s time to set up your merch table or section to get the maximum amount of sales possible. Here’s what you need to think about:
Tip #1: Have a killer merch display.
Create a display that is eye-catching and engaging. Think about the tablecloth, decorations, and lighting. Then, you want to think about how you’ll set up the actual merch. Are you using hanging racks, bins, or jewelry racks? Think about the best way to organize and display your merch on the table so fans can see and get excited about all the options.
Tip #2: Have a clear merch pricing system.
All pricing needs to be visible on your merch. You can group items by price or, if the pricing is individualized, use a tagging system that the buyer easily views. Remember, your fans might be in a crowded, time-crunch selling position, so make it easy for them!
Tip #3: Design an obvious sizing system.
Similar to pricing, you want to ensure that all items are labeled accurately with sizing. You don’t want your fans walking away with the wrong size because the item wasn’t clearly labeled! Group items by size to save time and frustration for your fans.
Tip #4: Have event-exclusive merch.
Have a separate area for your concert or tour exclusive merch. This is a great spot for signed merch, one-of-a-kind designs, and exclusive deals. Your fans will love that you made something special to mark their concert!
Closing Merch Table Check List
After the concert, it’s important to have a clear merch table closing checklist to keep your inventory organized and ready for the next time.
- Count and verify inventory: Take a few minutes to ensure all the merch is accounted for—better safe than sorry!
- Organize and pack with care: Keep everything neat and tidy as you pack to avoid any mix-ups or damage later.
- Wrap power cables: No one loves a tangled mess, so neatly coil and secure those cables. Future-you will much appreciate it.
- Re-count petty cash: Double-check the cash, note the totals, and ensure everything adds up.
- Pack display items: Take anything off hangers or display grates and pack it up nice and safe.
- Log out of POS systems: If you logged into the artist’s POS app on your device, don’t forget to log out before heading out.
Selling Merch at Concerts: Frequently Asked Questions
What type of merch is sold at concerts?
Concert merch includes fan favorites like T-shirts, hoodies, and hats featuring the artist’s name, logo, or tour design. You’ll also find items like posters, stickers, vinyl records, and sometimes unique collectibles like signed memorabilia or tour-exclusive items.
What percentage of people buy merch at a concert?
About 10-35% of concertgoers purchase merch, depending on the artist and the audience. Hardcore fans are more likely to grab something to remember the night, especially at exclusive events or when unique, tour-specific items are available.
What merch is sold the most?
The undisputed champ of concert merch is the T-shirt! Fans love rocking a wearable memory of their favorite show. Close contenders are hoodies (especially for cooler weather) and posters, which make great collectible keepsakes. But you definitely can’t go wrong with hats and vinyl.
How much does merch at concerts usually cost?
Concert merch prices vary, but here’s a rough idea:
T-shirts: $25–$50
Hoodies: $50–$100
Hats: $20–$40
Posters and small items: $10–$30
Special editions or signed items can go higher, but most merch is priced to match the artist’s fanbase and the event.
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