Skip to content
Toggle menu
SportsTravel SportsTravel

Breaking News, Podcasts and Analysis Serving People who Organize, Manage and Host Sports Events

Primary Menu
  • News
    • Hosts & Suppliers
    • Recently Awarded
    • Sports Organizations
    • Sports Venues
    • Sponsors & Media
  • IN DEPTH
    • Editor’s Picks
    • On Assignment
    • Perspectives
    • Technology in Sports
  • Podcasts
  • Sports
    • CATEGORY
      • Amateur Sports
      • Youth Sports
      • Collegiate Sports
      • Professional Sports
      • Olympic Sports
      • Paralympic Sports
      • National Governing Body
      • Adaptive Sports
      • Sustainability
      • Water Sports
      • Winter Sports
      • Women’s Sports
    • INDIVIDUAL SPORTS
      • Baseball
      • Basketball
      • Bowling
      • Cycling
      • Football
      • Golf
      • Gymnastics
      • Hockey
      • Lacrosse
      • Motorsports
      • Pickleball
      • Rugby
      • Running
      • Soccer
      • Softball
      • Swimming
      • Tennis
      • Track & Field
      • Triathlon
      • Volleyball
      • Wrestling
  • Esports
    • Esports News
    • Esports Guide
    • EsportsTravel Summit
  • Resources
    • Bid Bowl
    • Submission Form
      • About Bid Bowl
    • Destination Spotlight
    • Destination Guides
    • Downloadable Guides
    • Venue Guides
    • Media Kit
      • Media Kit
      • 2023 Editorial Calendar
    • Digital Edition
  • Subscribe
    • Subscribe to E-Newsletter
  • EVENTS
    • TEAMS CONFERENCE & EXPO
    • TEAMS Europe
    • EsportsTravel Summit
    • SportsTravel Road Trip
  • Facebook
  • Twitter
  • Linkedin
  • Instagram


Home > Perspectives >
Posted On : March 8, 2016 By : Staff
Frank Supovitz Headshot ret_v2

ST_Blog_emailHeader_Supovitz

Dear Event Doctor: Selling merchandise at our events has been hit or miss. Sometimes we’re left with a significant inventory at the end, other times we’ve run out. What advice do you have on how to manage our merchandise? Just as important, how should we select a vendor when we don’t have a track record with them? —Worn Out

Dear Worn: The first question is why your merchandising results seem to vary. If it’s because your attendance varies widely from event to event, the answer is obvious. What will reveal the most is whether your per capita spend (the gross amount of revenue generated by merchandise divided by the number of attendees) is variable as well. It is important that the available products match the buying interests of the attendees. If your selection and price points meet the needs of the audience, it is likely that you will sell through most of your merchandise. Event organizers and their merchandising partners often set prices on the high side to cover the costs of unsold goods, logo licenses, outfitting points of sale and covering commissions. After all, once an event is over, there is little opportunity to sell remaining inventory. For this reason, products sold at events are often offered at prices well beyond those of a typical T-shirt, polo or windbreaker.

To read the rest of this article in the digital edition of SportsTravel, please click here. 
 


The Event Doctor is sports-event veteran Frank Supovitz, president and chief experience officer of Fast Traffic Events & Entertainment, an event management and consulting firm. From 1992 to 2014, Supovitz served as the senior event executive for the National Football League and National Hockey League. He is also the author of “The Sports Event Management and Marketing Playbook.” Questions for The Event Doctor can be emailed to Frank Supovitz at eventdoctor@schneiderpublishing.com.

Share this:

  • Twitter
  • Facebook
  • Print
  • LinkedIn
  • Reddit
  • Email
Posted in: Perspectives Tagged : Ask the Event Doctor,SportsTravel

Post navigation

Previous Post
Next Post

Follow us on Twitter

My Tweets

Follow on Instagram

Recent Podcasts

Lisa Motley: Bringing the World’s Biggest Sports Events to Las Vegas

Lisa Motley: Bringing the World’s Biggest Sports Events to Las Vegas

Posted On: March 20, 2023
Brent Nowicki: The World Aquatics Rebrand and World Championships Pivot

Brent Nowicki: The World Aquatics Rebrand and World Championships Pivot

Posted On: February 27, 2023
Gary Hernbroth: Sports as Group Travel and How to Motivate Sales Professionals

Gary Hernbroth: Sports as Group Travel and How to Motivate Sales Professionals

Posted On: January 31, 2023
Bob Dunlop: Two Decades of Organizing Events for U.S. Figure Skating

Bob Dunlop: Two Decades of Organizing Events for U.S. Figure Skating

Posted On: January 23, 2023
Sports Travel Magazine

About Us

Since 1997, SportsTravel magazine has served the sports‐related travel and event industry. It is the only publication written and designed to serve the people who organize, manage and host sporting events of all types at all levels.

  • Subscribe to E-Newsletter
  • Contact Us
  • Advertise With Us
  • Editorial Calendar
  • SportsTravel Foundation
  • Supplied Content
  • Privacy
  • Terms

NORTHSTAR TRAVEL MEDIA SITES

  • Northstar Meetings Group
  • Meetings & Conventions
  • Meetings & Conventions Asia
  • Meetings & Conventions China
  • Successful Meetings
  • Incentive
  • Meeting News
  • Retail Travel
  • Travel Technology
  • Corporate Travel
  • Hotel Investment
  • Data Products
  • See All Northstar Brands

INDUSTRY PARTNERS

Sports ETA

Destinations International
Northstar Travel Media LLC Copyright © 2023 by Northstar Travel Media LLC. All Rights Reserved. 301 Route 17 N, Suite 1150, Rutherford, NJ 07070 USA | Telephone: (201) 902-2000
scroll to top