Martec white papers

White Papers available for download

Retailers can reduce forecasting risks and improve margins by implementing speed sourcing and fast fashion techniques. The cycle times of extended supply chains to the Far East have hidden costs in terms of potential markdowns inventory carrying costs, obsolescence and lost sales.

This white paper looks at the main ways to reduce lead times, allow for more accuracy in follow on orders and enable the retailer to forecast need closer to the point of demand. Ways to divorce garment design and production from raw material planning and procurement, postpone some operations in the process to later stages to build in flexibility and to run as many activities in parallel as possible are explored.

The objective of this white paper is to review various aspects of retail financial management and to draw important lessons for small and mid-size retailers. The paper addresses a wide range of topics that impact a retailer's financial success. Many of these are common to retailers of all sizes, but some are specific to mid to small tier businesses and many cautionary notes are given.
The topics covered include:

  • Key financial metrics and their importance.
  • Budgeting and financial planning.
  • Relationship of financial plans to merchandise and Open-To-Buy plans.
  • Purchasing management.
  • Invoice matching.
  • Vendor management and its relationship to cash flow.
  • Co-op funds and vendor advertising support.
  • Operational monitoring.
  • Monday morning and end of month routines.
  • Financial danger signs and how to avoid pitfalls.
  • Managing the store at the Trading Statement level.
  • Adding new stores and the implications for profitability and cash flow.
  • Dealing with reverse premiums.
  • Balance sheet management.
  • Inventory-an asset or a liability?
  • The role of computer systems in modern financial management.
  • Compliance and the implications of Sarbanes-Oxley.


This paper introduces various supply chain concepts and explains their importance. It describes initiatives being undertaken by the largest retailers and reviews what small and mid-size firms need to do to compete. Very few small and mid-size retailers can compete with companies like Wal-Mart on price. However, while some go to the wall, many smaller retailers prosper alongside Wal-Mart exploiting the traffic that they generate and managing their own supply chains and customer propositions well.

A white paper designed for retailers looking at ways to make their training more effective. The benefits of e-learning vs. instructor led training are discussed. Different types of e-learning and their advantages and disadvantages are reviewed. The pros and cons of off the shelf vs. build your own are analyzed. Guidance on costs is given. A summary of current best practice is shown. 

This white paper outlines the challenges and opportunities that specialty retailers are facing today.  We identify the critical market forces that have created a trio of fundamental business challenges that specialty retailers must deal with immediately:

  • How to be more customer-centric in every aspect of your operation.
  • How to boost the productivity of your assets across the business.
  • How to harness the power of multi-channel retailing to increase sales and market share

Next, we propose how specialty retailers can act now to meet these challenges, citing the potential benefits of taking swift action. We'll close by offering solutions-the five strategic investments that specialty retailers can make now to accelerate their market share growth and boost their profitability.

The five investments are:

  • Unified core systems
  • Retail optimization
  • Online and multi-channel retailing
  • Rapid format deployment (overseas or domestic, via direct investment, joint venture, or franchise)
  • Customer relationship management

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