Live Music Merch Commission: What Artists Should Confirm Before the Show

The merch table can be busy while the settlement is still unclear. Before a show, confirm whether the venue or festival takes a commission, what that percentage applies to, who staffs the table, and when the remaining money reaches the artist.

Those answers can differ from one room to the next. A familiar practice at last week's show is not a term for tonight's date.

Separate the merch deal from the performance deal

A merchandise commission is not the same as a ticket split, guarantee, or merch-table rental fee. Ask which agreement covers each item and whether the promoter, venue, festival, or a concessionaire is handling the sale.

The Musicians' Union Fair Play Guide says most small venues allow artists to sell merchandise without commission and often provide space. That is practical guidance, not a promise that every room follows the same policy: The MU Fair Play Guide.

The MU and Association of Independent Festivals code describes a different context. For the emerging artists and independent AIF festivals covered by that code, a commission may be agreed in advance to cover temporary facilities and staffing. The code says no merchandise commission is charged when the artist is not receiving a performance fee: The MU and AIF festival code.

These examples show why artists should read the terms for the specific show. Neither document establishes one universal rule for every venue or country.

Confirm the arrangement before you accept

• Is merchandise sales allowed at this date, and which products are included?
• Is there a commission, flat fee, or third-party concession charge?
• What is the exact calculation base: gross sales, net receipts, or another figure?
• Are taxes, refunds, card fees, or other deductions handled separately?
• Who supplies the table, staff, payment terminal, power, and secure storage?
• When will sales be counted and settled, and by what payment method?
• Who receives unsold stock and the sales record after the show?
• What happens if the date moves, is cancelled, or the artist is not paid a fee?

Ask for the person responsible for settlement and a written answer you can keep with the show details. If a commission is proposed, request the percentage, the base it applies to, any other deductions, and the settlement timing in the same note.

Make "percentage" precise

A percentage is not a complete description by itself. A commission on gross sales can produce a different result from a percentage of a defined net amount after specified costs.

Ask whether merchandise sold by the artist's team is treated differently from merchandise sold by venue staff. Confirm whether the rate changes by product, by date, or by sales channel. Avoid relying on a verbal phrase such as "standard cut" without seeing how it is calculated.

The MU/AIF code is useful because it links a possible festival commission to advance agreement and specified facility costs. Its provisions apply within the scope of that code, not automatically to every festival booking.

Coordinate the table as part of the advance

Ask where the table will be placed, when it can be set up, whether there is a power outlet, and who can reach it during doors and after the set. Include the merch contact in the band's show-day message.

The MU recommends a written show advance sheet for details such as load-in, soundcheck, stage time, guest-list policy, and dressing-room information. Add merch location and settlement contact to that same operational thread: The MU Fair Play Guide.

For a broader packing and checkout plan, see the small-show merch table checklist and the tour day sheet guide.

Reconcile the sale after the show

Before leaving, compare the sales record with the remaining inventory and the payment receipts. Record cash, card, refunds, and any agreed commission separately so the artist can explain the final amount later.

If the venue settles later, confirm who will send the statement and when. Keep the contact name and message trail with the artist's own sales notes.

Treat current policy as a negotiation, not an entitlement

The Musicians' Union and Featured Artists Coalition have supported campaigns for fairer, commission-free venue terms. That advocacy explains why artists pay attention to unexpected cuts, but it is not a law forbidding commissions: the MU's coverage of the 100% Venues campaign.

A clear written agreement protects both sides from avoidable surprise. If the proposed terms are unclear, ask for clarification before confirming the date or seek advice from an artist organization or qualified professional.

The short version

Confirm the right to sell, the exact commission base, every deduction, the table and staffing plan, and the settlement timeline before show day. Keep the answer with the performance agreement and verify the final numbers after the set.

This checklist is for planning and is not legal or tax advice. Venue practices, local law, and membership-specific codes can differ.