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As a sea kayak guide based in Gustavus I have paddled most of the northern routes described in Jim Howard's book over the past 20 years and I can report that his descriptions and advice are current and accurate.
Something that really bothers me about some guidebooks I have seen is that they name specific campsites and suggest day-by-day itineraries for a few selected routes; they are like a journal of the author's trip. This approach leads to over-use of a few areas and sites and diminishes the sense of discovery that is one of this wild area's greatest attractions; following one of those guidebooks is more like taking someone else's trip than one's own. Not only that, but many of the best sites along a route are (thankfully) NOT named in those guidebooks, so kayakers can have a better trip by ignoring those authors' detailed suggestions.
Jim Howard took a different approach. His routes cover most of the region and for each he gives a description of the area and an assessment of the difficulty of the trip. He names the hazards and gives helpful logistical advice and a general description of the route. This is just what I look for when visiting a new area. I want to know whether I am getting in over my head and how to get to the area. I don't want to know exactly where someone else paddled and camped and what they saw. Finding my own campsites, wildlife viewing areas, and special places is what sea kayaking in a wild place is all about.
Because Southeast Alaska is a wild place with plenty of hazards far from help, it's wise to have solid sea kayaking skills if you are alone or leading less experienced paddlers here. Therefore, this book doesn't cover basic sea kayaking and navigation. Beginners will need to find this information in one of the many other general sea kayaking books and by going with experienced paddlers.
Jim Howard does an excellent job of giving helpful area-specific information while preserving opportunities for wilderness self-discovery. I can tell he's explored the area thoroughly and talked to lots of local folks. Get this book if you're coming here.
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The premise for this fable is based on a character named Max inventing the wheel in ancient Egypt, and then quickly adapting to the evolving market place with different product focus, marketing, and sales efforts.
With the help of his wife and the Oracle, Max finds different sales people to create demand for the wheel. Initially, no one can see a purpose for the wheel. Soon there is lots of competition, and Max has to adjust.
Based on research by Howard Stevens, a coauthor, there are four types of customers: gateswingers who want to be first with the new, progressive customers who want advanced products, relationship customers who want relatively acceptable products from a company they can trust, and world customers who want a standard product that is reliable at a good price.
Each type of customer needs a different type of salesperson: closers work best with gateswingers; wizards (technically competent people) do well with progressive customers; relationship salespeople do well with relationship customers; and the reliable captain and his crew (solving the customer's problem) are best for the world customer.
The key point is to choose customers for whom you can deliver the most value.
There is also lots of information about sales planning, the marketing and sales process, and how to measure your effectivenss. All of this information is solid and valuable, especially to those who are just learning about sales and marketing.
The beauty of using the wheel as the basis for the fable is to make the point about developing a product into a mass industry is easier to understand. Everyone knows about wheels. But the point is that every product was once a breakthrough and will at some point become a low-price, undifferentiated commodity. This allows you to understand how that life cycle affects what will make you most successful.
This book will help you overcome your stalled thinking that there is only one way to sell products. If you are in sales, you can apply this to getting a sales job that fits your preferred sales style. If you are a customer, it will help you know which kind of a sales person will best meet your needs. If you are running a business, it will help you plan your business and monitor your effectiveness. That's quite a lot of stalled thinking to overcome from one book.
The authors point out in a note that few sales forces are measured for effectiveness, and little hiring is done to match sales style to customer need. Be sure to focus on improving over that set of practices if you want to become more successful.
Enjoy faster and more profitable growth as your 2,000 percent solution from this wonderful tale!
Donald Mitchell
Coauthor of The Irresistible Growth Enterprise (available in September 2000) and The 2,000 Percent Solution
(donmitch@fastforward400.com)
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Increasingly we live in an age when more and more people--especially young people--think cooking is something only their parents do, and when they grow tired of warming up take-out Chinese in the microwave, they start inviting themselves to dinner. Partly it's the fault of parents who didn't involved kids in the kitchen in the first place, so consider this book the make-up course.
Anyone who hasn't cooked, doesn't cook or thinks he can't cook can and should take this book of clear, simple, easily followed recipes and go to school on it. OK, there are lots of simple and simple-minded recipes like hot-salsa cheese dip and sloppy joes, but there's lots of other stuff they should have learnt about much earlier: tapenade, for example, Indian chicken, pork tenderloin. In short, dishes originating in actual civilizations, not marketing campaigns. In not too much time the user of this book will become competent at the very least, and he'll save a bundle over the cost of take-out. Whether he actually finds himself awakening to the delights of serious cooking and eating--that's another story. For now I'll be happy if my kids--who'll be getting their copies pronto--will progress to the point that I am at least once in a while able to dine at their apartments because they're not ashamed to invite me and I'm not afraid to accept. (Bill Marsano is an award-winning magazine writer on wines/spirits, travel and food.)
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