Merch tables used to be a side hustle, an easy way to make some extra cash at a few farmers markets or arts festivals.

These days, a well-run merch table can be so much more. It can become a steady revenue stream, a way to grow your brand, and a chance to connect with your customers face to face. If you are looking for small business merch tips that will help you stand out, these strategies can turn your table into a true money-maker.

Here is how to set up your merch table for success, especially if you are selling custom t-shirts, hats, and other branded gear that people actually want to wear.

1. Lead with Your Best Sellers (Front and Center)

People go to markets to stroll, browse, and spend money. In these busy environments, people make snap decisions. Put your most popular or eye-catching apparel where you will catch your customer’s eye, easy to see and easy to touch.

• Use tiered displays or mannequin busts to show off your best shirt and hat designs.
• Create bundles, like a t-shirt and hat combo, to increase the average sale.
• Give a little extra. You can add in a free tote bag with every t-shirt purchase.
• Offer seasonal or limited-edition colors to create urgency.
• And, last, have at least one low-cost impulse buy item, like a logo cap or tote, so even budget-conscious browsers are more likely to make a purchase. Target does this with their dollar bins, and they are quite popular.

2. Make It Interactive (and Connect)

People do not just remember what they bought — they remember how they felt when they bought it. The more you can create a genuine moment with someone at your table, the more likely they are to walk away with your merch and a positive memory of your brand.

• Offer a quick “spin the wheel” discount game to break the ice and spark a smile.
• Have a mirror handy so customers can hold shirts up to themselves, and encourage them to try on hats. Use that moment to compliment them or suggest a color that suits them.
• Share the story behind your business and your merch. Why is it special? How do you choose your designs? How did your business get started? When they buy your product, who or what are they supporting?
• Give customers a reason to take a picture at your table — a fun display, a branded backdrop, or a giant version of your logo. Use the holidays and seasons to your advantage.
• Ask them a question about their favorite design, where they will wear it, or what event brought them to you. This turns the conversation into a two-way exchange.
• And last, add QR codes to your table signage so people can stay connected to you online, whether they buy today or next week. You are making an impression.

3. Turn Customers into Walking Billboards

Every apparel sale is a chance to advertise your brand long after the event ends. This is one of those small business merch tips that pays off well beyond the day of the event.

• Include a free sticker or small branded accessory with each apparel purchase.
• Take photos of happy customers wearing your merch, with permission, and share them online.
• Offer a discount to anyone who posts a photo in your merch and tags your business.
• And last, keep your branding consistent across your apparel, signage, and online presence so customers recognize you instantly.

4. Create Event-Only Exclusives

Scarcity drives urgency, and shoppers love feeling like they scored something special.

• Design a color, style, or bundle that is only available at a specific event.
• Make it obvious with signage that says “Only Available Here Today.”
• And last, pair exclusives with bundle pricing for even more incentive to buy.

5. Make Shopping Easy

A cluttered or confusing table can cost you sales. Keep everything simple, clear, and customer-friendly.

• Use large, readable signs with prices and product names.
• Organize apparel by size and color so customers do not have to dig.
• Restock throughout the day so your table always looks full and inviting.

And last, include at least one sign that spells out the story or mission behind your merch. It makes your items more memorable, and everyone loves a story. Did you start your business to honor someone? Do you donate a portion of your sales to a cause? What brought you to this business? Find the intrigue point of your business and share it.

6. Offer Multiple Payment Options

If you only take cash or have to Venmo back change, these create little disruptions in the sales process. You do not want to lose a sale because you only take cash.

• A simple card reader or mobile payment app can capture impulse buys, so definitely offer multiple payment options.
• Clearly display the payment methods you accept so customers know before they walk away.

Keep your checkout process quick and simple. Every second counts when there is a crowd.

All in all, a merch table is not just about making sales on event day.

It is about creating an experience that draws people in, gets them talking, and turns them into loyal customers.

With these small business merch tips, a smart presentation, a few marketing tools, and your personality, your table can pay for itself many times over.