The Martec Minute

Welcome to the Martec Minute - All You Can Learn in 60 seconds
21st March 2024

Welcome to the Martec Minute - All You Can Learn in 60 seconds

Welcome to the Martec Minute. This is a weekly article (excluding holidays) on a topic of interest to those working in the retail and consumer...
Optimizing Selling Space with GMROI
27th June 2025

Optimizing Selling Space with GMROI

Occupancy costs are a significant share of retailers’ non-merchandise expenses. Costs need to be managed carefully, but with things like...
Analyzing the Variance
9th June 2025

Analyzing the Variance

The previous Martec Minute explained variances and where they can help improve business success. Now we look at what you do to analyze these...
Improving Employee Business Acumen
30th May 2025

Improving Employee Business Acumen

Over the years, I have had many requests from clients that boil down to how can we improve the business acumen of our leaders and managers. The...
Adapting Retail Displays to Real-Time Demand
16th May 2025

Adapting Retail Displays to Real-Time Demand

On another store visit, my wife and I stepped into a fashion store and she immediately saw a jacket that appealed to her right by the door. ...
If you are in retail, do you struggle to show an ROI on Upskilling training
9th May 2025

If you are in retail, do you struggle to show an ROI on Upskilling training

Many L&D executives struggle with the challenge of showing how training they are keen to implement will boost the company’s performance...
How can you run a store with only one staff member?
2nd May 2025

How can you run a store with only one staff member?

The answer is badly. I visited a store one Sunday this April during a school holiday period and it was closed. The town was busy. A sign...
Train Smart, Not Hard: A More Effective Induction Strategy for Retail
25th April 2025

Train Smart, Not Hard: A More Effective Induction Strategy for Retail

There are a growing number of training companies promoting 30-60-90 day induction training period for new hires and offering templates listing...
“Things You Learn Shopping”
14th April 2025

“Things You Learn Shopping”

My wife and I were recently in the Southwest of the UK and we went shopping. We went into a fashion store in one town attracted by the window...
Analysis Overs and Shorts Report
14th March 2025

Analysis Overs and Shorts Report

Overs and shorts in well run stores average between 0.1% and 0.3% of store sales. In less well run stores it can be 0.5% or more. Having done...
Familiar with “Overs and Shorts” in Retailing?
7th March 2025

Familiar with “Overs and Shorts” in Retailing?

“Overs and shorts” is an important process in stores at the end of the trading day. It starts with cashing up the registers when...
Improving Company Profitability by Optimizing Talent Planning
21st February 2025

Improving Company Profitability by Optimizing Talent Planning

Talent planning and management is the process of planning your staff training and development so that when you need to open three new stores,...
The Cease Fire in Gaza Is Great News But ……….
10th February 2025

The Cease Fire in Gaza Is Great News But ……….

According to a news item on Bloomberg on January 23rd, major ocean carriers have decided not to revert to using the Red Sea and Suez Canal, despite...
A Great Read for Anyone Serious About Retail
3rd February 2025

A Great Read for Anyone Serious About Retail

My best Christmas present this year was a book by John Hoerner called How to Sell - Recipes for Retail. John became CEO of Debenhams towards...
Using Lost Sales Information to Improve Availability
24th January 2025

Using Lost Sales Information to Improve Availability

Most non-food retailers don’t measure availability and don’t estimate lost sales. Yet in grocery (where lost sales are measured...
Happy New Year from Martec
10th January 2025

Happy New Year from Martec

As the calendar turns to 2025, we’re not just flipping a page—we’re gearing up for another year of innovation, growth, and...
Are Your Promotions Driving the Right Customer Behavior?
20th December 2024

Are Your Promotions Driving the Right Customer Behavior?

When planning promotions, where should you focus your efforts for the best results? It all comes down to the “Good, Better, Best”...
How Efficient Is Your Inventory Turnover?
13th December 2024

How Efficient Is Your Inventory Turnover?

We analyzed data from 28 UK-based fashion retailers, revealing some fascinating insights: Inventory Turn vs. Annual Sales Most fashion...
Using forecasting tools to keep up with the fast pace of fashion retail
6th December 2024

Using forecasting tools to keep up with the fast pace of fashion retail

In an industry where trends shift in the blink of an eye, weekly performance reviews are essential to stay ahead. By Monday morning, your sales,...
Today is the Day: How Did Black Friday Get Its Name?
29th November 2024

Today is the Day: How Did Black Friday Get Its Name?

It’s Black Friday, the shopping phenomenon that has people waking up at dawn, braving long queues, and scrambling to snag those unbeatable...
Are you Focusing on the Customers who Truly Matter?
22nd November 2024

Are you Focusing on the Customers who Truly Matter?

Did you know that the top 30% of your customers often account for 77% of your sales? While this example comes from grocery retail, it’s...
5 Easy (But Overlooked) Ways to Reduce Safety Stock in Retail
15th November 2024

5 Easy (But Overlooked) Ways to Reduce Safety Stock in Retail

Maintaining optimal safety stock levels is crucial for balancing customer satisfaction with cost efficiency. Drawing from our extensive experience...
Boost Your Sales with the Good Best Better Strategy
8th November 2024

Boost Your Sales with the Good Best Better Strategy

Crafting the ideal product assortment requires a strategic balance of various factors. A proven approach is the Good, Better, Best strategy –...
Maximizing Retail Allocation & Replenishment: 5 Tips for Staying Ahead
1st November 2024

Maximizing Retail Allocation & Replenishment: 5 Tips for Staying Ahead

Allocation and replenishment are crucial to meeting customer demand and avoiding stockouts—there’s still a lot you can do to optimize...
Why Nearshoring and Reshoring are on the rise?
25th October 2024

Why Nearshoring and Reshoring are on the rise?

The world of manufacturing is changing. Amongst others, consumer packaged goods companies and retailers are starting to bring production back...
Data-Driven Talent Planning & Personalized Training
18th October 2024

Data-Driven Talent Planning & Personalized Training

Let's see how data and personalized training can take your talent strategy to the next level! The foundation of a successful talent plan...
Planning Your Future Talent Needs
11th October 2024

Planning Your Future Talent Needs

As a retailer, have you ever found yourself scrambling to fill key roles due to unexpected turnover? It's a common challenge, but one that...
Tackling Social Commerce Challenges in Retail
4th October 2024

Tackling Social Commerce Challenges in Retail

Last week, we explored how social commerce is taking the retail world by storm, making it easier than ever to shop with just a few taps. But...
Sales Growth through Social Media
27th September 2024

Sales Growth through Social Media

My colleague was just scrolling through Facebook the other day, and it hit me—shopping has become so effortless on social media. From...
The Marketplace Revolution is Here
13th September 2024

The Marketplace Revolution is Here

Marketplaces have taken the e-commerce world by storm, and consumer goods companies and retailers are joining the revolution. Did you know that...
Eye Level is Buy Level
6th September 2024

Eye Level is Buy Level

Making life easy for shoppers is one of the most effective ways to encourage sales and grow store gross profit. Most shoppers will often not...
The Power of Planning & Forecasting in Retail
30th August 2024

The Power of Planning & Forecasting in Retail

"No plan survives first contact with the enemy," said military strategist Helmuth von Moltke. So why bother planning at all? Here's...
Omni-Channel Retail Strategies
23rd August 2024

Omni-Channel Retail Strategies

In today's digital age, you might think online shopping dominates. But here's a revelation that challenges this assumption: Up to...
Real-Time Isn’t Always Necessary: Rethink Your Retail Needs
16th August 2024

Real-Time Isn’t Always Necessary: Rethink Your Retail Needs

We often hear about the "need" to migrate to real-time processes for better business outcomes. But is real-time always the best move?...
The Power of Inspiration to Drive In-Store Sales
12th August 2024

The Power of Inspiration to Drive In-Store Sales

While many predicted the demise of physical stores in the face of e-commerce, a fascinating trend is emerging post-pandemic: stores are making...
Loyalty Programs: Retention vs True Customer Loyalty
2nd August 2024

Loyalty Programs: Retention vs True Customer Loyalty

In the world of retail, we have long celebrated the power of loyalty programs. But it's time we face an uncomfortable truth: these programs...
Consumer Goods Companies - Do You Want To Grow Your Retail Business ?
26th July 2024

Consumer Goods Companies - Do You Want To Grow Your Retail Business ?

Are your Consumer Goods Account Managers (AMs) struggling to close deals with retail buyers? Let's uncover the hidden barriers: Positioning...
Will Supply Chain Challenges Worsen Over Time ?
19th July 2024

Will Supply Chain Challenges Worsen Over Time ?

Recent news paints a bleaker picture for supply chains. This week the Houthi rebels released a video of a ship being hit in the Red Sea again...
Optimizing Selling Space for New Retail Stores
12th July 2024

Optimizing Selling Space for New Retail Stores

Optimizing selling space deployment is especially critical in new stores to get them off to a good start, but it’s more difficult because...
Upskilling The Business for Better Merchandising Decisions
5th July 2024

Upskilling The Business for Better Merchandising Decisions

Let’s imagine you are a retail merchandiser. Your buyer is introducing a new flavoured pink gin. Calculate the quantity the buyer needs...
If in Doubt, Go Back to Basics
28th June 2024

If in Doubt, Go Back to Basics

My wife and I spent some time in a store of a well-known brand. My wife found two dresses that she really liked. The store stock included the...
Customer Segmentation: Essential for Retail Success
21st June 2024

Customer Segmentation: Essential for Retail Success

Very few retailers understand how to fully use customer segmentation to improve trading. Martec recommends lifestyle segmentation over demographic...
Generative AI - a Costly Process?
14th June 2024

Generative AI - a Costly Process?

I read two articles recently that are eye opening. If you are interested in AI and how it is progressing, you should be aware of these. You...
All Retail Management Should Know This
7th June 2024

All Retail Management Should Know This

A recent white paper from Robling gave some very good advice on how to improve retail management in a recession, it’s worth a read. However,...
Are Retailers Getting the Customer Service Message?
31st May 2024

Are Retailers Getting the Customer Service Message?

Several studies published recently by organisations like RSR (Retail Systems Research) and the IGD (Institute of Grocery Distribution) highlight...
Sourcing Diversification
24th May 2024

Sourcing Diversification

In a recent survey, 53% of retailers were looking at expanding their supplier base to mitigate risks associated with supply chain disruption....
AI & Investment Priorities in Retail and Consumer Goods
17th May 2024

AI & Investment Priorities in Retail and Consumer Goods

A recent survey of retailers and consumer goods companies by Relex, and reported by Chain Store Age this April, showed 57% of these companies...
AI in Retail: Trends, Challenges & Applications
13th May 2024

AI in Retail: Trends, Challenges & Applications

AI is increasingly deployed in the retail industry in 8 main areas, namely: Personalized marketing Customer service Inventory management Dynamic...
Upskill People to Drive Selling Space Productivity
3rd May 2024

Upskill People to Drive Selling Space Productivity

The cost of selling space, also known as occupancy cost, is a major cost factor in retailing, second only to people costs in most companies....
Optimizing Selling Space: Boost Retail Profits
26th April 2024

Optimizing Selling Space: Boost Retail Profits

Selling space is one of the most expensive assets retailers have after payroll. Hence it is vital to optimize space productivity as much as...