The aim of the paper is to identify the factors of intellectual capital which influence on the competitiveness of retail company. To reach this goal the quantitative survey was conducted under the example of retail company Lenta Ltd. The results of the survey include the factors of IC related to firm's competitiveness: sales staff training program, supplier relationships, product management. The findings were based on the results of empirical research whose data were analyzed by descriptive statistics, cluster analysis and analysis of variance. © 2019 International Business Information Management Association (IBIMA).