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Most traditional SFA systems fail to identify these peaks, which in turn leads to a 10-
20% loss of potential revenue simply because the right SKU was
not available on the shelf at the right time. Similarly, rural outlets in Africa's emerging markets also suffer from unreliable supply chains.
If the forecast is not accurate, the fresh products will go bad
even before the consumers get them, and the distributors will have
to face the return rates of more than 15%. These are not mere mistakes related to logistics; in fact,
they are severe impacts on the financial performance of fast-moving consumer goods (FMCG) distributors who already
work with very small margins. In a manual SFA scenario, sales reps typically waste 12 to 15 minutes per store just arguing with the shopkeeper about the size of
the order. This "negotiation phase" is most of the time influenced by subjective memory rather than objective
data. Distraction: Instead of focusing on developing relationships or merchandising, the reps get carried away with doing the maths.

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