How to Get Board and Staff Buy-In for Better Merchandise
You know your shop needs better merch — but getting leadership, finance, or the education team on the same page? Totally different battle. Better products help everyone, but you have to frame it in a way that makes sense to them, not just to retail.
Getting merchandise buy-in for museums isn’t always straightforward. Retail teams see the need for better products, but leadership, finance, and education departments often need a different kind of reasoning. Here’s how to bring everyone on board with better, mission-aligned merch.
Get Merchandise Buy-In by Leading with Mission
Boards and senior staff often think in terms of mission impact, not retail metrics. So instead of starting with “this will improve margin,” start with: “this will deepen the guest experience and extend our mission into their home.” Mission-driven merch reinforces learning, builds pride, and connects the visit to something guests will keep for years.
Pro move: Anchor each new product idea to a core value — education, conservation, preservation, accessibility. The more mission-aligned it feels, the more support you’ll get.
Show, Don’t Tell
You’ll win more people over with examples than spreadsheets. Bring sample pieces. Share photos from similar institutions. Show how premium designs look, feel, and perform compared to generic options. When people can see the difference, they understand why it matters.
Pro move: Build a small “lookbook” with visuals, pricing, and how each item connects to an exhibit or collection. It feels official — and gets taken seriously.
Reframe Cost as Investment
Higher-quality merchandise does cost more — but it also sells better, creates fewer issues, and improves guest satisfaction. A great $9 custom pin doesn’t compete with a $2 novelty; it outperforms it in every meaningful way. You’re not spending more… you’re avoiding waste and making more per square foot.
Pro move: Talk about “return per square foot.” That’s language boards and finance teams lean in for.
Involve Other Teams Early
People resist things they feel left out of. Bring education, marketing, and guest services into the process early so they understand how the merchandise supports what they care about. Once they see how custom pieces can enhance tours, programs, or fundraising, they start rooting for the project — not resisting it.
Pro move: Ask each department for one idea they’d love to see turned into a product. When they contribute, they become advocates.
Pilot Projects Make Merchandise Buy-In Easier
Make it simple to say yes. Start with a pilot run — maybe two or three items tied to a popular exhibit. Track data, gather feedback, and come back with results, not guesses. Small wins build trust and open the door to bigger product lines.
Pro move: Call the pilot a “test.” It removes pressure and lowers the perceived risk.
Want help building the pitch, the samples, or the lookbook?
FergusonAndrews helps cultural institutions move from basic merch to premium, mission-aligned product lines that drive pride, sales, and visitor loyalty. We’ll help you create a proposal your leadership can’t say no to.
