Selling merchandise is a great way to increase brand loyalty for participants outside race day, and, of course, a very good way to increase revenue from your event. So, how do you get started selling race merchandise, both online, on packet pickup and on race day? How do you pick and test merchandise items that sell? And, very importantly, how do you manage inventory well to maximize sales while minimizing the risk of costly leftover items? That’s what we’re going to be discussing today with my guest, Greelayer apparel President, and merchandising expert, Kim Bilancio. Kim has spent decades in the race apparel industry, where, among other things, she has been running the race merchandise programs for Hood to Coast and other prestigious events up and down the country.  And today Kim will be helping us get a feel for what race merchandising is, how it works, what types of events it is (and isn’t) best suited for, and how, when implemented right, it can help increase your race’s revenue, while giving your participants a piece of your race to keep, cherish and showcase year-round.  In this episode: What race merchandising can do for your eventOn-site (race day, packet pickup) vs online (registration flow, website) merchandise salesStarting out selling race merchandise as part of your registration flowOutsourcing merchandise sales to an apparel vendor vs doing it in-houseHow small things like weather can affect merchandise salesGuesstimating apparel sizes to order from past data and registration trendsWhat types of races merchandising is (and isn't) well suited forWorking on a commission vs flat-rate basis with merchandise vendorsChoosing where to set up your merch store on packet pickup and race dayChoosing products to sell in your merch storePicking shirt styles and qualities for your store that work alongside your finisher shirtThe tech shirt vs tri blend debateIncluding non-wearables in your merch offeringIncluding cycling kits and other specialized merch for multisport eventsPrinting items on-demand for registration flow merch storesShipping merch to participants pre-race dayThanks to RunSignup for supporting quality content for race directors by sponsoring this episode. More than 28,000 in-person, virtual, and hybrid events use RunSignup's free and integrated solution to save time, grow their events, and raise more. If you'd like to learn more about RunSignup's all-in-one technology solution for endurance and fundraising events visit runsignup.com. You can find more resources on anything and everything related to race directing on our website RaceDirectorsHQ.com. You can also share your questions about race merchandising, growing your race's revenue or anything else in our Facebook group, Race Directors Hub.