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Don't be too sniffy about the humble t-shirt and souvenir sweat band. Iron Maiden's career is largely funded by sales of the image of Eddie!
Merchandise can make the difference between your tour making a profit or a loss.
When you're starting off playing small gigs you may be simply selling t-shirts and your own cd's. Keep a close eye on your costs otherwise you will end up making a loss. The venue you're playing will charge you the right to sell merchandise, these are known as Hall Fees or Venue Fees and these can vary greatly from a couple of t-shirts for the staff to 20-30% of the revenue 'so it is ALWAYS worth negotiating. When you're setting your sales prices make sure you do your sums right to take into account hall fees, staff to sell it and transportation.
Keep an eye on your stock levels, don't over order - we have learnt the hard way and have had lock-up's full of old tour t-shirts - but do check your supplier can supply more at short notice if you are running low. Make sure you order a variety of sizes that are appropriate to your audience, heavy metal fans are on the whole larger than indie fans!
When you get more successful you will definitely get offered a merchandising deal with an advance against a percentage of your merchandising income much like a record deal. You may well want to hang on to your merchandising rights as if successful they can make you a lot of money.
The practicalities of merchandise - Obviously you are going to need someone to look after the merchandise, sell it and keep account of the cash and the stocks. This will generally be one of your mates who will come along to help out but it is good if you can get someone who can be responsible for the merchandise, manning the stall and generally help out. It is a responsible job so look after your mate(s) doing it! If you haven't got a dedicated person doing merchandise all is not lost as you can usually find someone at the venue to sell it for you for a small fee but you will have to keep an eye on them and stock control and looking after the money.
Your merchandise stand can also be a good place to collect details about your audience, you can get them to fill out a mailing card for your fanbase.
Customs - Carrying merchandise across borders is not much a problem these days with Europe being all one but it is worth remembering that Switzerland is not part of the EU and if you carry merchandise across the border their and it is found you will be charged a lot of duty or it will be confiscated. So either leave it behind or make sure it is at the front of the van under a lot of equipment.
Likewise going from the US in to Canada best to leave it at a Motel near the Canadian border and pick it up on the way back.
NB: If you are successful enough then you would either import it legally or preferably have it manufactured in the country of sale.
Manufacturers - When you first start your t-shirts will no doubt be hand printed by you or via some dodgy cheap website deal.... When you go to have them manufactured shop around and remember good quality & design is important. If you get a reputation as a band with good quality merchandise it will stick with you.
Pirate Merchandise - You can sue – difficult - You can take the law in to your own hands – no, not violence, just getting your security or venue personnel to move them on... Call the police
....it has to be said that if you have risen to the giddy heights of your merchandise being copied you should be somewhat flattered!
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