International Consultants and Trainers
 to Retailers, Manufacturers and
Technology Vendors Who Sell to Retailers

Increase sales, drive down costs and create success
This is why retailers, manufacturers and IT vendors around the world consult and train with Martec International

Sales Tools and Job Aid Development


The Sales Accelerator is a web-based series of tools to assist an account manager analyze the business potential of a retail account. Most of the tools also exist as MS Excel spreadsheets.

The current set of tools includes:

  • Key Performance Indicator Evaluator
  • Store Visit Analyzer
  • Intelligent "Interview Questions" Tool
  • Retail Glossary
  • Just In Time Learning

Key Performance Indicator (KPI) Evaluator

The KPI evaluator tool allows an account manager to enter a limited selection of data from the annual reports of a target account and two competitors. Up to 3 years information may be entered. The tool then calculates a series of key metrics in a target account's operations enabling weaknesses to be identified.

The Store Visit Analyzer

An invaluable aid for identifying business opportunities by analyzing weaknesses in the client's stores.

This checklist, compiled by Martec's experts, provides you with a comprehensive list of over 100 areas to examine in the store. Organized into sections, the list will enable you to build a complete picture of the operation of the store, and the supporting functions. This review will assist in analyzing and identifying operational weaknesses that need to be addressed.

This detailed checklist covers every key area of the store including:

  • External impression
  • Entry to the stores
  • Checkout positions
  • Customer returns area
  • Store personnel
  • Hanging garment fixtures
  • Chiller and freezer cabinets
  • Customer service desk
  • Back of store
  • Technology
  • Boxed / canned goods fixtures
  • Merchandise tags

The user prints the checklist, takes it on a store visit and scores the various items. The resulting scores are entered into the tool and the tool recommends areas in the business where there may be opportunities to improve performance.

Intelligent Questions Tool (IQ)

The IQ tool asks you to enter a company name (or select from a list) and then click on an executive responsibility, eg EVP, Store Operations, CFO, etc.

It then provides a list of interview questions to ask in initial and subsequent meetings with that executive.

The Intelligent Questions Tool is best integrated after the KPI analyzer has been run for a target account. This allows the questions to incorporate the KPI values.

After a meeting the answers to the questions can be entered into the IQ tool and a manager, or retail expert, can review your answers and reply with coaching tips or additional questions to ask. In this way you can proceed through a number of sales meetings making better progress using the e-coaching capability.

The Retail Glossary

Confused by retail terminology?

The Martec Retail Glossary is a comprehensive listing and explanation of all the key retail terms. Comprising over 550 terms, the retail glossary is invaluable to those new to retail and those who sell products or services to retail businesses. Also available as an on-line tool.

Just In Time Learning

Throughout the Sales Accelerator, there are various points where a link can be clicked to provide just in time learning on an important topic. For example, clicking on any KPI term will cause its glossary definition to be displayed. Clicking on a job function in the Intelligent Questions Tool will bring up a tutorial on that person's role and their hot buttons or pains.

Enquire Further