The pricing task force organized by Tom Jordan in the (A) case, UVA-OB-0925, recognized the opportunity to adopt a new price strategy and become the price leader. It decides to use ABC SKU categorization to manage pricing. Many executives in his office-products company thought it was an insane strategy and would destroy the business. But within six months, the company met its profit objective, every competitor matched the higher prices, and the company retained all its business.
Darden Business Publishing – University of Virginia