The ROI of Gym Merch: How to Turn Every Apparel Drop into $1–2K

Predictable Profit for 100–300-Member Gyms

Gym apparel shouldn’t be a gamble. With the right launch timing, pricing, and preorder process, a typical community gym (100–300 members) can turn each drop into $1,000–$2,000 in profit—without carrying inventory, guessing sizes, or drowning in admin. This guide shows the math, the model, and the system to make that outcome repeatable.

What “ROI” Really Means for Merch

Get the terms straight so decisions stay sharp:

• Revenue = Units sold × Retail price

• COGS (cost of goods sold) = Blank garment + print/embroidery + any add-ons (bagging/labels) + inbound shipping

• Gross Profit = Revenue − COGS

• Operating Costs (optional) = Paid promo, platform fees, staff overtime

• Net Profit = Gross Profit − Operating Costs

• ROI = Net Profit ÷ COGS (or ÷ Total Costs if you include ops)

Your levers are simple: raise per-item margin and sell more units—without taking inventory risk.

Realistic Cost & Price Guardrails (So Your Math Works)

Use these planning bands that consistently work for community gyms:

• Tees (quality blanks + standard print):

  • All-in COGS: $15–$22

  • Retail: $28–$35

  • Margin target: $12–$18 per tee

   

• Fleece (crew/hoodie, simple decoration):

  • All-in COGS: $25–$45

  • Retail: $49–$65

  • Margin target: $20–$30+ per piece

Quick price formula:

Retail = COGS ÷ (1 − Target Margin).

Example: $15 tee cost at a 50% target margin → $15 ÷ 0.5 = $30 retail.

Keep designs clean (1–2 locations), SKUs tight (2–4 styles max), and you keep COGS down and conversion up.

Three Worked Scenarios to Hit $1–2K Profit

Plug your own numbers in, but these mirrors what 100–300-member gyms routinely achieve with a seven-day preorder and basic promotion.

Scenario A — Mixed Fall Drop(most common)

• Tees: 60 sold @ $30 retail, $14 margin → $840

• Hoodies/Crews: 40 sold @ $59 retail, $25 margin → $1,000

• Total Profit: $1,840

Why it works: One staple + one seasonal piece gives members an easy choice without decision fatigue.

Scenario B — 

Single-SKU Winter Fleece

• Hoodies/Crews: 60 sold @ $58 retail, $24 margin → $1,440

• Add a last-day push (+5 units) → +$120

• Total Profit: $1,560

Why it works: One hero product simplifies promotion and production, and cold weather boosts fleece demand.

Scenario C — Memorial Day

• Tees: 90 sold @ $29 retail, $14 margin → $1,260

• Offer a women’s cut (+20 units same margin) → +$280

• Total Profit: $1,540

Why it works: Low complexity + crowd-pleasing staple = fast volume.

Forecasting: Member Count → Buyers → Profit

Use this quick model before every launch:

1. Buyers = Member Count × Take Rate

    

   • Realistic take rate for community gyms: 20–40% (higher with event/seasonal timing and strong in-class mentions)

    

2. Units = Buyers × Avg Items per Buyer

   • Typical: 1.1–1.4 (tee + occasional fleece)

    

3. Profit = Σ (units × per-item margin)

Example (200 members):

• 30% take rate → 60 buyers

• 1.25 items/buyer → 75 units

• Mix: 50 tees @ $15 margin + 25 fleece @ $25 margin

• Profit = (50×15) + (25×25) = $750 + $625 = $1,375

To climb toward $2K, nudge take rate (better timing + promotion), items/buyer (add a second colorway or women’s cut), or margin (optimize COGS/retail).

Why Preorders Win (and Keep Risk at Zero)

Bulk inventory ties up cash and leaves you with dead sizes. A 5–7 day preorder:

• Prints only what’s already sold (no dead stock)

• Locks in perfect sizes (no guesswork)

• Naturally creates urgency with a firm close date

• Improves cash flow (collect before production)

Preorder is the single biggest factor separating predictable profit from expensive guesswork.

The Launch System That Moves Units (No Ads Required)

1) Time It With the Calendar

Member intent is seasonal. A simple cadence for 100–300-member gyms:

• January (Open/New Year): Tee + lightweight fleece

• March/April (Memorial Day prep): Event tee around your chosen Hero WOD

• September (first chill): Long sleeve + mid-weight fleece

• November (holiday): Warm fleece + gift-friendly design

2) Keep the Window Tight (5–7 Days)

Short windows focus attention. Announce the open/close dates early and stick to them.

3) In-Class Mentions= Your Highest-ROI “Ad”

Have coaches mention the preorder before and after every class during the window. Pair it with a whiteboard countdown and a QR code at check-in.

What to say (15 seconds):

“Quick heads-up—our preorder for the new hoodies is live until Friday. Samples are up front so you can get your size right. This is the only batch we’re running—scan the QR code to order.”

4) Samples for the Perfect Fit

A try-on rack near the front desk eliminates the #1 hesitation (“Will this fit me?”). It’s the easiest conversion lift you’ll get.

5) Launch Kit: Email + Social + Micro-Visuals

• Email x3: Launch / mid-week reminder / last-day “closes at midnight.”

• Social: Daily posts—design reveal, sizing tips, coach wear-test, countdown.

• In-gym visuals: Poster with deadline, QR code, and the product name.

Pricing Strategy That Protects Margin and Member Goodwill

• Start with the math: Target 50%+ gross margin on tees, 40–50%+ on fleece (your market may allow more).

• Price preorder lower than any future reorder price (reward early action).

• Limit SKUs (2–4 total). Every extra choice adds production complexity and splits demand.

• Don’t over-decorate. One or two print locations keep COGS sane and designs wearable.

Pro tip: If card processing surcharges would otherwise erode margin, bake your expected cost into retail pricing. (Our quotes don’t add CC processing fees on top—what you see is what you pay.)

Removing Profit Killers

• Guessing sizes / bulk inventory: Always preorder.

• Slow fulfillment: Aim for ~2-week delivery post-close; long waits kill excitement.

• Design sprawl: Keep it clean and wearable; busy art increases COGS and lowers conversion.

• Too many SKUs: Concentrate demand; a hero tee + a seasonal fleece is plenty.

• Weak promotion: If coaches aren’t talking about it daily, you’re leaving orders on the table.

Mini FAQ

How many units do I need to profit $1–2K?

• At $15 margin, you need ~67–133 units.

• At $25 margin, you need ~40–80 units.

  Hitting those ranges is common for 100–300-member gyms with a tight preorder and strong in-class mentions.

Can small gyms (≤150 members) hit $1–2K?

Yes—run one primary SKU (fleece in cold months, tee in warm months), add a women’s cut for lift, and push in-class mentions. Your take rate matters more than total headcount.

Should we keep inventory on hand?

Keep it minimal. Preorder is your engine; a few extras only if you know they’ll move.

What if our members are price-sensitive?

Keep blanks premium but not luxury, avoid multi-location prints, and emphasize fit (samples) and community (limited run, gym-first design). Members will pay for quality + pride in their gym.

Your 10-Point Checklist to Hit $1–2K Next Drop

1. Pick one hero design; cap at 2–4 SKUs.

2. Set a 5–7 day preorder with a hard close.

3. Put a sample rack at check-in for perfect sizing.

4. Coaches wear the merch during the window.

5. In-class mentions before/after every class.

6. Email x3 + daily social proof posts.

7. Price to your margin target (use the formula).

8. Track take rate, items/buyer, blended margin; adjust next time.

9. Fulfill in ~2 weeks to keep hype high.

10. Repeat on a seasonal calendar so launches feel expected, not random.

Conclusion: Engineer $1–2K, Don’t “Hope” for It

For 100–300-member gyms, $1–2K per drop is a realistic, repeatable outcome when you stack the fundamentals: seasonal timing, tight preorders, in-class mentions, fit samples, and simple pricing that protects margin. Do that, and apparel becomes a dependable revenue stream—and a brand amplifier your members will wear proudly.

When you want the system without the busywork, our Apparel Plan handles design, launch assets, production, and delivery—so your next drop isn’t just profitable, it’s easy.