Armchair critic: What an overheard Pepsi chat taught me about inducements

Once, stopping at a motorway service station, I overheard a conversation at the next table between a chap from Pepsi and one from Granada. They were going through a huge document - the distribution agreement between their two organisations. Every aspect that might affect the sales of the soft drink was covered: comparative price and position, placing of promotional material, staff commitment to pushing the special offers and engaging with the tiered reward scheme, stock replenishment, overall store qualities, staff attitude, lighting, environment. Nothing was left to chance. All the a...