Competing on Analytics: The New Science of Winning

Book Description

You have more information at hand about your business environment than ever before. But are you using it to “out-think” your rivals? If not, you may be missing out on a potent competitive tool.

In Competing on Analytics: The New Science of Winning , Thomas H. Davenport and Jeanne G. Harris argue that the frontier for using data to make decisions has shifted dramatically. Certain high-performing enterprises are now building their competitive strategies around data-driven insights that in turn generate impressive business results. Their secret weapon? Analytics: sophisticated quantitative and statistical analysis and predictive modeling.

Exemplars of analytics are using new tools to identify their most profitable customers and offer them the right price, to accelerate product innovation, to optimize supply chains, and to identify the true drivers of financial performance. A wealth of examples—from organizations as diverse as Amazon, Barclay’s, Capital One, Harrah’s, Procter & Gamble, Wachovia, and the Boston Red Sox—illuminate how to leverage the power of analytics.

Customer Reviews:

Good primer and sales piece.......2007-10-12

This book is a good introduction to the applications and benefits of business analytics. It focuses on benefits and has minimal coverage of analysis methods.

I am somewhat put off by the subtitle "The New Science of Winning" which probably helps sell the book, and which reflects the extreme culture of winners and losers that dominates business culture these days. History shows that any culture without a better balance of competition with cooperation and ethics will be eclipsed.

Covers the basics of both the what-is and the how-to of fact-based decision making.......2007-10-04

Mark Twain once said something to the effect that it isn't what you don't know that gets you into trouble, it's what you know for certain that isn't so that will get you. Too many businesses are run on assumptions, guesses, and inertia. What we are doing now worked in the past so lets keep doing it. Shareholders lose a lot of money when their businesses are run with that kind of thinking.

This book is about fact-based decision making. It is really more of an introduction to the subject than a detailed text, but it is still quite useful for those wanting to learn the basics of the subject. The first five chapters discuss what analytics are, how you compete using them, and the growth path from wondering what an analytic competitor is through the fives steps to becoming one. They also discuss what it means when using internal data that you completely control, and what it means when you do it using data you control and supplier or customer data that you do not control.

The last four chapters take on the practical side of implementing a road map to becoming an analytic competitor. I particularly enjoyed the chapter emphasizing that all your plans will fail if you don't have the right people. Systems alone won't do it. The next chapter discusses the kinds of systems you need. The last chapter discusses the future of analytics.

For the right audience, this is a fascinating book. The stories about businesses succeeding by using analytics or getting themselves into serious trouble by ignoring them are all good and entertaining. Be careful, though. Some of the stories talk about instances (such as the Red Sox losing the World Series by letting the pitcher go beyond his statistical maximum pitching range) rather than trends and large numbers of events. Statistics don't work on instances. That is, at any given moment a coin might come up heads or tails. Just because there have been ten heads flips in a row does not mean you should take less than 50-50 odds on the next flip. It is still 50-50. That pitcher might have won, might have lost that game and it would have become part of the statistical information. However, for the stats to become powerful, you would have to be able to make a strong prediction over a series of games that he pitched. That is, if he goes beyond X pitches in 10 games he will lose about 8 of them. That means he still wins two (or one or three) and you don't know when in the series the wins will come.

The idea that very small observations can be exploited for big advantage is very important in today's ever more competitive business climate. For example Harrah's learned that moving the odds on slot machines one-tenth of one percent in their favor did not affect customer play at all, but netted them at extra $80 million (company wide). Marriott's hotel management system improves hotel performance by a couple percent. Remember that these improvements incur little cost, so most of the improvement flows quickly to the bottom line.

I thought that might get your attention. Read it so you can learn and profit from it.

Reviewed by Craig Matteson, Ann Arbor, MI

A limited introduction to business analytics.......2007-09-21

MY RATING SYSTEM:

* - if you have to chose between torture and reading this book, then you might want to consider reading the book - although it depends on just how severe the torture would be.

** - if you've lost your job and have quite a bit of free time on your hands, and don't have anything else better to do, then you might want to consider reading this book; don't expect to learn much or really be entertained. It will however, help you pass the time until your death.

*** - meh...I'm indifferent. Reading this book will not alter your life in any significant way, yet it is not so horrendously dreadful that your taking the time to read it will be a complete waste of time.

**** - Good book to great book zone here. You should probably read this book if you have some spare time. This book could be interesting, entertaining, or informative.

***** - Outstanding book! Make time to read this book - you'll learn or be entertained or intrigued. The book might even be good enough to provide original or helpful insights into the world that we live in.

REVIEW:

Competing on Analytics serves as an interesting, albeit limited, introduction to the concept of using complex data collection, management, and analysis techniques to gain a competitive edge in business.

For me, the book served as a useful introduction, but fell far short of satisfying the objectives I had in mind when I first came across it. What I was expecting was a book that provide a detailed guide to developing and implementing an analytical approach to business decision making. While early on the authors acknowledge the limitations of the book, I found what followed to be less than satisfying.

The book contained a variety of examples of companies that were using analytical techniques to improve the quality of business decision making, and discussed a variety of business areas in which companies might want to adopt such analytical techniques but failed to present comprehensive case studies that would provide real guidance to readers. I would have liked to have been led through a few cases, from a diverse set of industries, where the authors describe what information was collected and why, how the information was manipulated, analyzed and presented, and how the entire analytics process was influenced by and/or influenced the company's strategy and performance. Instead, the book left me with the impression that I need to go out an hire a consulting firm to lead me through the development of an analytics program.

One of the most ironic components of the book was that while it touted the use of analytical techniques and objective analysis to motivate business decision making, it's argument was largely based on anecdotal evidence of a handful of companies that have adopted analytical approaches.

Good Overview of Business Analytics.......2007-09-20

Technology & the easy with which information spreads has rendered many products and services easily replicable. Companies need to compete on the basis of something their competitors can't recreate. What companies don't have ready access to is each other's data, i.e., on customers, suppliers, & processes. What companies do with this data is what can set them apart from competitors.

Davenport & Harris describe how data is transformed into competitive advantage by discussing the types of information used in analytics, the stages of becoming a more analytic corporation, and many examples of companies who have applied analytics to successful operations. Problems encountered down the road to becoming more analytical were similar to those described in another recent book on the criticality of enterprise data, Information Revolution by Davis, Miller, & Russell.

This book contains no numeric formulas or specific procedures for using analytics, but it is an excellent as an overall survey of business analytics as used today.

Who Is The Audience.......2007-08-30

This book is meant for those who make things happen and need to gain a fresh perspective. It is not meant for those who know a lot but can't make things happen yet keep looking for more information, while criticizing a good effort, which without doubt could have been better.

Average customer rating:

Winning = Winner
Disappointed in the end
Winning Recipe
Guru to the MBAs, false prophet to the working grunt
Winning

Winning
Jack Welch , and Suzy Welch
Manufacturer: Collins
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Leadership | Management & Leadership | Business & Investing | Subjects | Books

Management | Management & Leadership | Business & Investing | Subjects | Books

Success | Self-Help | Health, Mind & Body | Subjects | Books

General | Reference | Subjects | Books
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Good to Great: Why Some Companies Make the Leap... and Others Don't
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First, Break All the Rules: What the World's Greatest Managers Do Differently

ASIN: 0060753943
Release Date: 2005-04-05

Amazon.com

If you judge books by their covers, Jack Welch's Winning certainly grabs your attention. Testimonials on the back come from none other than Warren Buffett, Bill Gates, Rudy Giuliani, and Tom Brokaw, and other praise comes from Fortune, Business Week, and Financial Times. As the legendary retired CEO of General Electric, Welch has won many friends and admirers in high places. In this latest book, he strives to show why. Winning describes the management wisdom that Welch built up through four and a half decades of work at GE, as he transformed the industrial giant from a sleepy "Old Economy" company with a market capitalization of $4 billion to a dynamic new one worth nearly half a trillion dollars.

Welch's first book, Jack: Straight from the Gut, was structured more as a conventional CEO memoir, with stories of early career adventures, deals won and lost, boardroom encounters, and Welch's process and philosophy that helped propel his success as a manager. In Winning, Welch focuses on his actual management techniques. He starts with an overview of cultural values such as candor, differentiation among employees, and inclusion of all voices in decision-making. In the second section he covers issues around one's own company or organization: the importance of hiring, firing, the people management in between, and a few other juicy topics like crisis management. From there, Welch moves into a discussion of competition, and the external factors that can influence a company's success: strategy, budgeting, and mergers and acquisitions. Welch takes a more personal turn later with a focus on individual career issues--how to find the right job, get promoted, and deal with a bad boss--and then a final section on what he calls "Tying Up Loose Ends." Those interested in the human side of great leaders will find this last section especially appealing. In it, Welch answers the most interesting questions that he's received in the last several years while traveling the globe addressing audiences of executives and business-school students. Perhaps the funniest question in this section comes at the very end, posed originally by a businessman in Frankfurt, who queried Welch on whether he thought he'd go to heaven (we won't give away the ending).

While different from the steadier stream of war stories and real-life examples of Welch's first book, Winning is a very worthwhile addition to any management bookshelf. It's not often that a CEO described as the century's best retires, and then chooses to expound on such a wide range of management topics. Also, aside from the commentary on always-relevant issues like employee performance reviews and quality control, Welch suffuses this book with his pugnacious spirit. The Massachusetts native who fought his way to the top of the world's most valuable company was in many ways the embodiment of "Winning," and this spirit alone will provide readers an enjoyable read. --Peter Han

Book Description

Jack Welch knows how to win. During his forty-year career at General Electric, he led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits.

Since Welch retired in 2001 as chairman and chief executive officer of GE, he has traveled the world, speaking to more than 250,000 people and answering their questions on dozens of wide-ranging topics.

Inspired by his audiences and their hunger for straightforward guidance, Welch has written both a philosophical and pragmatic book, which is destined to become the bible of business for generations to come. It clearly lays out the answers to the most difficult questions people face both on and off the job.

Welch's objective is to speak to people at every level of an organization, in companies large and small. His audience is everyone from line workers to MBAs, from project managers to senior executives. His goal is to help everyone who has a passion for success.

Welch begins Winning with an introductory section called "Underneath It All," which describes his business philosophy. He explores the importance of values, candor, differentiation, and voice and dignity for all.

The core of Winning is devoted to the real "stuff" of work. This main part of the book is split into three sections. The first looks inside the company, from leadership to picking winners to making change happen. The second section looks outside, at the competition, with chapters on strategy, mergers, and Six Sigma, to name just three. The next section of the book is about managing your career—from finding the right job to achieving work-life balance.

Welch's optimistic, no excuses, get-it-done mind-set is riveting. Packed with personal anecdotes and written in Jack's distinctive no b.s. voice, Winning offers deep insights, original thinking, and solutions to nuts-and-bolts problems that will change the way people think about work.

Download Description

Jack Welch knows how to win. During his forty-year career at General Electric, he led the company to year-after-year success around the globe, in multiple markets, against brutal competition. His honest, be-the-best style of management became the gold standard in business, with his relentless focus on people, teamwork, and profits.

Welch begins Winning with an introductory section called ""Underneath It All,"" which describes his business philosophy. He explores the importance of values, candor, differentiation, and voice and dignity for all.

The core of Winning is devoted to the real ""stuff"" of work. This main part of the book is split into three sections. The first looks inside the company, from leadership to picking winners to making change happen. The second section looks outside, at the competition, with chapters on strategy, mergers, and Six Sigma, to name just three. The next section of the book is about managing your career -- from finding the right job to achieving work-life balance.

Welch's optimistic, no excuses, get-it-done mind-set is riveting. Packed with personal anecdotes and written in Jack's distinctive no b.s. voice, Winning offers deep insights, original thinking, and solutions to nuts-and-bolts problems that will change the way people think about work.

Customer Reviews:

Winning = Winner.......2007-10-17

Not only do I think every person with any form of staff management in their job makeup should read this book... I also think anyone who works with anyone else (yes I mean you & him & all of them) should read the chapter on candor. Brilliant stuff.

Kirsty Dunphey, author: Retired at 27, If I can do it anyone can

Disappointed in the end.......2007-10-10

Excellent book until I finished the work-life balance chapter... Please correct me if I am wrong, but what I read was, it is okay to lie to your people or trick them into coming to work for you... and that everyone knows company literature is not based on real culture, facts and beliefs...

Winning Recipe.......2007-09-16

Jack Welch gives a comprehensive guide to winning in business. He provides practical advice on a broad array of topics to include: Leadership, people management, change management, setting strategy, crisis management, and budgeting. He gets personal too, giving tips on how to find the right job and how to find the proper work life balance.

Jack's approach to budgeting is enlightening. He advocates setting targets, but compensating based on performance against last year and against the competition. This ensures energy is not wasted on efforts to come up with magic numbers and playing the common budgeting games. Rather, the focus is on finding opportunities for growth and eliminating obstacles. Wouldn't it be nice if your company followed a similar process?

There is much to learn in this one.

Nick McCormick - Author, Lead Well and Prosper: 15 Successful Strategies for Becoming a Good Manager

Guru to the MBAs, false prophet to the working grunt.......2007-09-16

He has his bits of general good advise, but nothing really wildly new except his enthusiam in regurgitating it. However, many of his philosophies seem like simplitic generalizations from the executive 30,000ft level. It's easy to come off like a fearless leader, full of direction, when it's other 'human resources' below you're squeezing like lemons for the needed juice of 'change', 'cost reductions', etc. He doesn't get into details of actually getting it done too much, which is typical of these high-power executive types. Doesn't sound like somebody who's really acquainted with the bloody, dirty nuts-and-bolts details of the low-level grunt world. His piece on dealing with Communist China is exemplary of this: why, we'll just re-invent ourselves perpetually to always be ahead of them... right! His point of view is that of Julius Cesar high up in his emperor's stand, whereas life looks a lot different if you're one of the gladiators or christians down in the sand waiting for his thumb signal!

Winning.......2007-09-15

This is the best business book on the shelf. Organizations should make this required reading for all managers and employees.

Get Rich With Options: Four Winning Strategies Straight from the Exchange Floor (Agora Series)

Average customer rating:

A little hype-y, but a very good introduction on how to use options...
easy to understand
great for more conservative investors interested in options
I loved this book!
Worth reading but lacks specifics

Get Rich With Options: Four Winning Strategies Straight from the Exchange Floor (Agora Series)
Lee Lowell
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

General | Popular Economics | Business & Investing | Subjects | Books

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General | Investing | Business & Investing | Subjects | Books

Introduction | Investing | Business & Investing | Subjects | Books

Options | Investing | Business & Investing | Subjects | Books

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All Titles | Qualifying Textbooks - Fall 2007 | Stores | Books

Business & Investing | Qualifying Textbooks - Fall 2007 | Stores | Books
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Trade Your Way to Financial Freedom

ASIN: 0470046619

Book Description

In order to survive and thrive in today's financial markets, you must seriously consider the use of options in your investment endeavors. Options allow you to reap the same benefits as an outright stock or commodity trade, but with less risk and less money on the line. The truth is, you can achieve everything with options that you would with stocks or commoditiesat less costwhile gaining a much higher percentage return on your invested dollars.

After numerous years as a market maker in the trenches of the New York Mercantile Exchange, few analysts know how to make money trading options like author Lee Lowell. In this well-rounded resource, Lowell shows both stock and commodity option traders exactly what works and what doesn't.

Filled with in-depth insight and expert advice, Get Rich with Options provides you with the knowledge and strategies needed to achieve optimal results within the options market. The book quickly covers the basicshow options are priced, strike price selection, the use of Delta, and using volatility to one's advantagebefore moving on to the four options trading strategies that have helped Lowell profit in this arena time and again: buying deep-in-the-money call options, selling naked puts, selling option credit spreads, and selling covered calls. Using these strategoes decisively, he says, is the fastest route to riches in the options trading game.

Get Rich with Options is packed with real-life examples of actual trades and detailed discussions of how options can be used as a hedging, speculating, or income-producing tool. You'll learn how to set up a home business with the best options trading software, tools, and Web sites. And you'll begin to see options in a whole new light and discover how to become part of a small group of investors who consistently win.

Customer Reviews:

A little hype-y, but a very good introduction on how to use options..........2007-08-29

The majority of books I've read on investing in the stock market are focused on buying and selling of actual shares of stock. I vaguely know of options, using puts and calls to leverage blocks of stock for small amounts of capital. But Get Rich With Options: Four Winning Strategies Straight from the Exchange Floor by Lee Lowell does a good job in explaining how that all works, and how best to structure your option trading to incur minimal risk and maximum gain. It just takes a little bit to get past the "over the top" title...

Contents:
Part 1 - The Option Basics: It's All About the Calls and Puts; How Options Are Priced; Option Volatility; Stocks versus Options; Why Option Selling Is Your Key to Success
Part 2 - The Strategies: Buy All the Stock You Want for Half the Price; Getting Paid to Buy Your Favorite Stock; Option Credit Spreads - The All-Star Strategy; A Day in the Life of the Market Maker; Put Your Stocks to Work - Sell Covered Calls; A Bonus Strategy - Ratio Option Spreads
Part 3 - Getting Ready to Trade: Tools of the Trade; Brokers and Commissions
Conclusion; Index

Lowell has experienced the option trading life as both a member of a brokerage firm and as an independent trader. His experience comes into play in the book, as there are detailed analyses of some of his trades that illustrate the different strategies. Part 1 was perfect for someone like me who has heard of options, and perhaps knows the bare basics, but doesn't understand why and how they are priced. Now all those things like volatility and deltas make sense. Part 2 is where he gets into the strategies he uses to buy and sell options. A couple of them are pretty easy to understand once you have the basics down (like the covered calls). In fact, it's hard to imagine why more people don't do that. A few seemed more complex and confusing, such as the ratio option spreads. Perhaps with a few more readings, it might have sunk in. But I'm not sure I was prepared by the end of the book to execute those strategies...

The main knock I have against this book is that everything's successful and works in his examples. He's pretty clear as to where the risk lies in each of the strategies. And it's easy to see how options *do* mitigate your potential loss risk while giving you a much better chance of walking away with some profit. But unless you're trading thousands of option contracts with plenty in your brokerage account to cover your exposure, the average trader is going to be walking away with a few hundred or so in profit from these techniques. Not quite "rich", but far better than watching your stock plummet or stagnate over the years. And I *really* would have liked to see him show some of the trades that *didn't* go well. He alludes to nothing being perfect or a sure bet, but you certainly won't see him dwell on the imperfections here...

Overall, this is a good book that covers a complex topic in an understandable fashion. I would have preferred a bit less hype and salesmanship, but it's not so bad as to detract from some good information and advice.

easy to understand.......2007-08-23

I recommend this book for anyone interested in learning about options. It is easy to read and understand and will give you a good foundation.

great for more conservative investors interested in options.......2007-08-12

I thought this book did an excellent job of explaining some more conservative option strategies - such as buying a deep in the money call instead of buying the stock outright. Covered calls and put-sells are also covered plus 2 other strategies I doubt I would ever use. This book does not go into exotic and very risky option techniques. By the way, the title just does not fit the book.

I loved this book!.......2007-07-27

I recently started trading options successfully. The book is right on the money! As it clearly states, you must be right on the time and direction of the market, guessing won't cut it, unless you opt for the delta neutral strategies. I've read many options books and this one is the one I like the most, I highly recomend it.

Worth reading but lacks specifics.......2007-07-12

Mr. Lowell presents useful discussions of option basics as well as his favorite option trading strategies. He gives many examples of profitable credit spread trades, although all involve options on futures rather than securities. There is no explanation as to why options on securities are not included. I was also left wanting for some specifics on how he selects spreads with the highest expectation for returns, and how the he determines when to exit the spread trades prior to expiration. The information on available internet data sources is very good.

The Peebles Principles: Tales and Tactics from an Entrepreneur's Life of Winning Deals, Succeeding in Business, and Creating a Fortune from Scratch

Average customer rating:

Basic reading for any Real Estate developer
Should Be Required Reading!
Must read for ANYONE aspiring to do big deals!
I love the Peebles Principles
Can this genius possibly have more fun?

The Peebles Principles: Tales and Tactics from an Entrepreneur's Life of Winning Deals, Succeeding in Business, and Creating a Fortune from Scratch
R. Donahue Peebles , and J. P. Faber
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

General | Business & Investing | Subjects | Books

Entrepreneurship | Small Business & Entrepreneurship | Business & Investing | Subjects | Books
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Reposition Yourself: Living Life Without Limits
Fearless Negotiating

ASIN: 0470099305

Book Description

Praise for The Peebles Principles

"Don Peebles is an example of what entrepreneurs are all about. In this engaging and witty book, Peebles shares insights from his own success in the world of high- powered real estate. What makes this book different is Peebles doesn't just focus on the positive, he discusses the failures too—something every entrepreneur can expect in his journey to success. This book should be on every aspiring business- person's bookshelf to be read again and again."
—Robert L. Johnson, Founder, BET and Owner, Charlotte Bobcats

"The Peebles Principles provides a fun read and a bird's-eye view of the ever- changing world of a real estate entrepreneur. It is a good gut check for would-be entrepreneurs to ask if they have what it takes."
—Dr. Peter D. Linnemann, Albert Sussman Professor of Real Estate, Wharton School of Business, University of Pennsylvania

"Wow! What magnificent inspiration The Peebles Principles is for anyone seeking to be involved in business. The ground rules found in each chapter are absolute gems, and those alone make the book worth buying."
—Cathy Hughes, Founder and Chairperson, Radio One, Inc.

"This book is a brilliant example of entrepreneurship, creativity, and principles. Peebles walks you through many of his successful deals, from their inception to their completion. Once you start the book you won't be able to put it down until you've finished the last page."
—Dr. Sanford L. Ziff, Founder and Chairman, Sunglass Hut International Inc.

Customer Reviews:

Basic reading for any Real Estate developer.......2007-10-11

I read this book in two days...it is amazing! I am a Real Estate developer (not so big as Mr Peebles, of course)and I did three projects in Miami Beach. Reading that book was like reading the story of my life! It is recomforting to read that bigger developers has the same struggles and experiences than the rest of us! It is very inspirational to see how he has coped with unfavorable situations, turning into positive ones. He is also a pro negotiating contracts and designing projects from scratch.
the most remarkable thing: not only he writes about his success projects, but also about his failed ones. He extracts his "Peebles principles" from the good and the bad ones.Gerat book, you cannot stop reading it (speacially when you have met several of the characters of these stories)

Should Be Required Reading!.......2007-09-24

I can't stop talking about this book! I first heard Mr. Peebles on the Steve Harvey morning show. I was impressed. Then, I had the pleasure of hearing him speak at a Michigan Minority Business Development Council/General Motors event. I was even more impressed. I took home my autographed copy of his book that day and began reading it. I was addicted! I could not put it down! Every spare moment I had, I was in this book! He literally becomes your mentor. This book is a practical application manual. He shares what went wrong and what went right, he names names and pulls no punches! Mr. Peebles has put to shame many other authors, claiming to want to teach us how to become rich in real estate or other industries, for holding out on us!

Must read for ANYONE aspiring to do big deals!.......2007-09-23

This is a very easy to read, step-by-step book of the anatomy of a deal. Often we say that we would like to be the lamp in the room of a big deal and Peebles puts us there time and time again! The candor and honesty expressed regarding the deal structure and his thoughts behind the decisions made was nothing short of generous! I have been in business for seven years. I could not figure out why my firm had not advanced to the next level... Now I understand! For a man, independently wealthy, he charitably gives the rest of us some insight to advancing our own goals and closing our own deals! I have recommended the book to at least 10 colleagues in two weeks!

I love the Peebles Principles.......2007-09-04

I read books all the time about very successful people, most happen to be in industries other than in the Real Estate industry that I am in. I have also read about a lot developers like Donald Trump, but until know this is one of the most successful Minority Developers I have the pleasure of studying. The ability to stand fast with no legs to stand on is a lesson in itself. You have to believe you are adding value in any relationship for all to feel a certain equality.

His vision and tenacity to follow through, seems to be a trait a lot of Entrepreneurs lack. This is a real How To Book, most will try to cafeteria style it, and do it there way, bit it will not work. From the moment I finished reading it,I started trying to build political contacts. I will be giving my first campaign donation this year. I never understood the importance of who you know, not what it is that you know, until I read The Peebles Principles. I would just like to congratulate Mr. Pebbles on his massive success.

It seems as if Mr. Peebles is unstoppable know, I just recently read that he is constructing the most expensive Minority Owned hotel in Las Vegas as we speak. This just gives the average person that does not have a Harvard Degree the confidence that you can do it if you want it bad enough. In closing I would recommend this book to anyone that has ever wanted to pursue a career as a Real Estate Investor. It gives you a different path to the promised land.

Darrick H Scruggs

Can this genius possibly have more fun?.......2007-08-01

Read this book. It will force you to completely rethink just how you can operate within the free-market business world. My once forgotten career dreams of yesteryear have been rediscovered and are now being fulfilled with a renewed vigor. Mr. Peebles has an astute business mind coupled with a tireless desire to succeed with his ethics intact.

Average customer rating:

The Ultimate Step-by-Step Selling Guide
Better than the standard Spin Selling Book
Practice makes perfect.
Nice book, but too easy after reading SPIN Selling
Indispensable part of the salesman's library

The SPIN Selling Fieldbook
Neil Rackham
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

General | Popular Economics | Business & Investing | Subjects | Books

General | Business & Investing | Subjects | Books

Advertising | Marketing & Sales | Business & Investing | Subjects | Books

SPIN Selling
Major Account Sales Strategy
Solution Selling: Creating Buyers in Difficult Selling Markets
Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results
The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

ASIN: 0070522359

Book Description

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Customer Reviews:

The Ultimate Step-by-Step Selling Guide.......2007-06-25

I speak around the world on lead generation and marketing strategy. Neil did an outstanding job crafting "The SPIN Selling Fieldbook" to give you a roadmap on how to master complex sales strategy.

There is no other resource I can think of where you can "easily perfect" your approach and positioning sales strategy.

Neil gives you step-by-step plan that anyone can follow in their quest to excel at marketing their products or services.

The SPIN Selling Fieldbook gives you valuable "hands on" tools. I recommend the "SPIN Selling Fieldbook."

It is an invaluable resource that any salesperson or sales executive should have in their personal library.

Joe Heller, Trust Cycle Selling

Better than the standard Spin Selling Book.......2007-06-09

This field book is better than the original book was. If you are going to buy just one of the two you should probably just buy the field book. It allows you to apply the ideas very quickly.

Practice makes perfect........2006-11-14

Usually is not enough to read a book to have the knowledge, you need to practice, and that is what this book helps to, giving you ideas on how to put SPIN method into practice.

Nice book, but too easy after reading SPIN Selling.......2006-08-09

I bought this book together with SPIN Selling. I read the Fieldbook after reading SPIN Selling. If you've already read SPIN Selling, this book is not going to tell you much new things.

If you would read the Fieldbook instead of SPIN Selling, then I think the Fieldbook is not thorough enough, at least if you compare it to SPIN Selling.

In general I think the audience of this book is perhaps college students, or clever highschool students, but not really experienced salespeople. Maybe that's also because of the cartoons every now and then which make the book look like it's meant for younger people.

What I expected when I bought both books was that the Fieldbook offerd some transcriptions of salescalls, and an explanation of why certain aspects are wrong and how this could be improved using SPIN Selling. This was not really the case, it was more like a simple summary of SPIN Selling. So not really the Fieldbook I expected.

Anyway, the book is not bad, but I would not recommend to buy both SPIN Selling and the Fieldbook together. Also, if you're a serious and experienced salesperson I would recommend SPIN Selling. If you're new to sales or if you're still in college, I would recommend the Fieldbook.

Indispensable part of the salesman's library.......2006-07-19

This book is a practical guide for implementing the principles learned in the original book about 'Spin selling', however it is not necessary to have read the other book to make good use of this one. I think the SPIN methodology is a most valuable contribution from Mr. Rackham to the field of large sales and this book gives sound help to implement it.

The Four Pillars of Investing: Lessons for Building a Winning Portfolio

Average customer rating:

A Must Read!
Can't give this book enough stars
Essential Reading for Investors
Fabulous overview of investing fundamentals
Get this book NOW!

The Four Pillars of Investing: Lessons for Building a Winning Portfolio
William J. Bernstein
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Hardcover

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Similar Items:

The Intelligent Asset Allocator: How to Build Your Portfolio to Maximize Returns and Minimize Risk
The Bogleheads' Guide to Investing
The Only Guide to a Winning Investment Strategy You'll Ever Need: The Way Smart Money Preserves Wealth Today
A Random Walk Down Wall Street: Completely Revised and Updated Edition
All About Asset Allocation

ASIN: 0071385290

Book Description

Sound, sensible advice from a hero to frustrated investors everywhere

William Bernstein's The Four Pillars of Investing gives investors the tools they need to construct top-returning portfolios--without the help of a financial adviser. In a relaxed, nonthreatening style, Dr. Bernstein provides a distinctive blend of market history, investing theory, and behavioral finance, one designed to help every investor become more self-sufficient and make better-informed investment decisions. The 4 Pillars of Investing explains how any investor can build a solid foundation for investing by focusing on four essential lessons, each building upon the other. Containing all of the tools needed to achieve investing success, without the help of a financial advisor, it presents:

Practical investing advice based on fascinating history lessons from the market
Exercises to determine risk tolerance as an investor
An easy-to-understand explanation of risk and reward in the capital markets

Customer Reviews:

A Must Read!.......2007-09-24

One of the best books I have ever read on investing. I have been recommending it to everyone I know.

Can't give this book enough stars.......2007-08-23

I wish every investor would read this book. Well, maybe not because I feel like I have a leg up on every other investor who believes he can time the market, get rich quick, or knows where the market is heading (well, after reading this book you'll see where the market is heading over the long term, and long term does not mean 6 months). This is by far the best book I've ever read, I cannot express enough how this book has open my eyes to investing, trading, saving for retirement, planning for the future, etc. Anybody who is at all interested in any sorts of financials, saving money for retirement, day trading, investing in stocks, bonds, mutual funds, etc. this is the first book you should read. I would then recommend reading...

Common Sense on Mutual Funds
A Random Walk Down Wallstreet
The Future for Investors
The Intelligent Investor
The Smartest Investment Book You'll Ever Read
The Boglehead's Guide to Investing

Essential Reading for Investors.......2007-06-14

The title led me to believe this recommended book would be a boring waste of time, but I found it to be a summary of many books I'd already read.

Many of the books it recommends as further reading I've already digested and I'll say this book does a good job of summarizing the major points of those books.

I'm a believer that it is hard to beat the indicies over time and don't try anymore.

Fabulous overview of investing fundamentals.......2007-04-13

I'm a beginning investor who was tired of piecemeal advice. This book saved me a lot of headaches. It taught me the basic fundamentals of investing, so I was able to reconcile the often conflicting advice I received from other people. Bernstein uses many fascinating historical examples to illustrate these basic principles. Although there's no formula for becoming rich, he shows the average investor how to make wise decisions for strategic portfolio growth. Overall, I found this book very useful.

Get this book NOW!.......2007-03-24

If you are even slightly considering purchasing this book, get it NOW. It was a very fast read (I finished it in 3 days) due to the writer's natural style, and it will open your eyes to things like actively managed funds vs. index funds, fees associated with mutual funds, and the importance of asset allocation and diversification. I completely changed my long-term investment strategy after reading this book and I already feel like I am doing better than I had been for the past few years as far as increasing my portfolio's return while lowering its risk. Like I said, get this book now. I am getting a few copies for friends that deserve to make more money over the long term and I don't want to see make the same mistakes I did like paying for actively managed mutual funds with high fees that don't even perform well as the market!

How To Make Money In Stocks: A Winning System in Good Times or Bad, 3rd Edition

Average customer rating:

Championship Stock Trading Methods Revealed
Interesting but not great
Study This Book
Hybrid Investing 101
Wish I read this 10 years ago

How To Make Money In Stocks: A Winning System in Good Times or Bad, 3rd Edition
William J. O'Neil
Manufacturer: McGraw-Hill
ProductGroup: Book
Binding: Paperback

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The Successful Investor: What 80 Million People Need to Know to Invest Profitably and Avoid Big Losses
24 Essential Lessons for Investment Success: Learn the Most Important Investment Techniques from the Founder of Investor's Business Daily
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How I Made $2,000,000 In The Stock Market
How to Make Money Selling Stocks Short (Wiley Trading)

ASIN: 0071373616

Amazon.com

From the school of unemotional investing comes the classic How to Make Money in Stocks, by Wall Street analyst and publisher William O'Neil. Readers new to securities will find it an excellent primer, one that relies on time-honored indicators such as quarterly earnings, market capitalization, and daily indexes. O'Neil's study of winning stocks stretches back to the 1960s, and he shares his insights here, describing what characterizes a growth stock, when to cut your losses (at 7 or 8 percent, no more), and how to spot a market top.

The techniques in How to Make Money in Stocks are hardly revolutionary, but therein lies their strength, as O'Neil claims his is "a winning system in good times or bad." Investors interested in Net stocks might be disappointed--the author's first rule is that a company must show a pattern of growing profits, which disqualifies many dot coms. (Try Rule Breakers, Rule Makers for a different take.) O'Neil's approach to stocks is, above all, rational, and he pays little heed to market hype.

Those new to investing would do well to read this book before embarking, and even more seasoned traders may find How to Make Money in Stocks a refreshing return to basics. Markets may swing bull and bear, but O'Neil promises to stand firm. --Demian McLean

Book Description

THE BUSINESSWEEK, USA TODAY, AND WALL STREET JOURNAL BUSINESS BESTSELLER!

The bestselling guide to buying stocks, from the founder of Investor's Business Dailynow completely revised and updated

When it was first published, How to Make Money in Stocks hit the investing world like a jolt, providing readers with the first in-depth explanation of William J. O'Neil's innovative CAN SLIM investing method. Five years later, O'Neil, founder for the industry icon Investor's Business Daily, revised his classic text and provided readers with a newer glimpse on how the average investor can make money in the equities market.

This third edition of How to Make Money in Stocks has been revised and updated with new chapters designed to help investors increase their performance. New discussions include:

Greater clarification of the key CAN SLIM investment strategy
Expanded analysis of the general market from the top of year 2000 to the market bottom of 2001
New models of the greatest stock market winners that provide more basis for the ongoing effectiveness and superior performance of the CAN SLIM strategy
Fresh stock charts featured in two colors for easier analysis of trends
And an invaluable guide on how to maximize both Investor's Business Daily and www.investors.com to find winning stocks

Like his international bestselling 24 Essential Lessons for Investment Success, which stayed on international business bestseller lists for close to 6 months in 2000, How to Make Money in Stocks is the best reference for the individual investor in how to stay afloat and ahead in the rocky and volatile equities markets of the 21st century.

Customer Reviews:

Championship Stock Trading Methods Revealed.......2007-10-17

I'll heard about this book years ago, but dismissed it because of it's title. But, I learned that someone named David Ryan won three investing championships with real money using the methods revealed in this book. And I wanted to start trading in the stock market again, but this time I wanted to learn a method that will help me be successful for a change.

I think that if you are new to investing in the stock market and would like to learn a good way to get started, then this book "How To Make Money In Stocks," by William O'Neil is a good guide.

You will learn all about the CANSLIM rules for selecting stocks that are about to make the big price moves. Also included is advice on buying only when a stock is making new highs or breaking out on big volume and cutting your loses short to protect your funds if you're wrong.

It shows you the five basic chart patterns that you should look for in a stock that is about to take off. And these patterns will help you buy at the right price.

The last few chapters are devoted to the features of Investor's Business Daily, which will help you find and track stocks that match the characteristics of the CANSLIM method.

I actually order this book at a local Borders -- paying full price -- because I didn't want to wait for the mail. I was in a hurry to learn how to use Investors.com -- one of the websites of Investors' Business Daily which I have subscribed too.

Interesting but not great.......2007-09-13

I'm new to investing but have read 7 books in the last couple of months on investing and financial statement analysis. These other books (the intelligent investor etc.) are more focused on value investing and tend to dissuade from considering stocks at all time highs. So it was interesting to read a different approach and this book would certainly make me consider looking at more growth stocks. It was also good to get some basics on chart interpretation which I think will prove useful. The downside is that the book (like all his books from looking at other reviews) focuses too much on IBD his website/newspaper, also the explanations for interpreting the charts was not really thorough enough, also a lot of the charts that he advised not to buy on did not look all that dissimilar in places to charts that he advised were good buys - its easy to go back in hindsight on the ones that didn't take off in price and pick holes into why they didn't.
Also his guide to selling at 7% to 8% below your buy price seems a bit extreme - maybe this is just for high risk growth stock buys but in general given the nature of the market most stock fluctuate far more and could be down 8% over a week to recover to the same of higher level the following week. If you sold every time as he suggests you'd constantly be selling and trying to find new stocks to buy.
He seemingly derides the value investing concept which is odd as some of the best investors of all time followed this approach - Buffett & Graham and their disciples being the obvious ones. Overall an interesting read for a different perspective and introduction to chart interpretation.

Study This Book.......2007-09-08

This book is very easy and most interesting to read. The author, Wm. O'Neil is the founder of Investor Business Daily newspaper, which I have always considered the best financial newspaper.
If you are willing to "study" and learn rather than just read this book, You will make money in stocks.
I use this book and Jim Cramer's 'Real money' and 'Mad Money' books daily (almost like text books) to study, learn and apply what I learn.

Hybrid Investing 101.......2007-07-27

An excellent book on how to use both fundamental and technical analysis together to produce big profits. William J O neal is a great author.

Wish I read this 10 years ago.......2007-06-08

Great book. Sound concepts that work. Yes, I subscribe to the paper (IBD) and use his rules. I'm up over 30% in a solid bull market over the last 4 months without being fully invested. When the market pulls back, my stocks also pull back, but when the market is up, my stocks tend to go up hard.

I find that I do better when I pyramid up after a bounce off the 50-day rather than every 2% or round number like promoted by Darvas. It's a good book worth underlining and scribbling all over the margins.

J.K. Lasser's Your Winning Retirement Plan

Average customer rating:

Lasser Let Me down
Financial Realism in Retirement
Good stuff
Thinking of retirement
Sage advice that will keep you on track

J.K. Lasser's Your Winning Retirement Plan
Henry K. Hebeler
Manufacturer: Wiley
ProductGroup: Book
Binding: Paperback

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ASIN: 0471411248

Book Description

AT LAST, SOUND, INFORMED, REALISTIC ANSWERS FOR RETIREMENT FINANCE

Use the simple, step-by-step guidance in J.K. Lasser's Your Winning Retirement Plan to double your money for your golden years. Whether you're forecasting how much you need to be saving for retirement or are deciding how much you should be spending once you're there, acclaimed planning expert Henry K. Hebeler can get you the results you need. You'll analyze your investments and start getting the highest possible returns--with the least amount of risk; take a real-world look at your total financial picture, without inappropriate planning assumptions; and make use of a new concept called the Retirement Autopilot, which can help you budget more wisely today and ensure that your investments will last a lifetime.

Key coverage will help you:

Beat reverse dollar-cost averaging so your money will continue to grow
Make use of modern feedback theory to secure your finances today--as well as tomorrow
Find solutions to different retirement scenarios, including early retirement and when only one spouse is retired

Customer Reviews:

Lasser Let Me down.......2007-08-26

Lasser is a known name in the consumer 'financial' publishing business. This book about retirement planning is very outdated and even misleading in some areas. The calculations it asks the reader to do are with pencil and paper. As my daughter used to say "A,DUUh!" There are a myriad of easy PC based tools in the market that are far superior. I would have returned the book the next day if I bought it at a local book store.

Financial Realism in Retirement.......2007-05-10

This is what happens when a highly qualified person writes a book to help others understand their retirement finances so that they can realistically plan and feel as comfortable as is possible with their present and future financial well-being.
It is based on realistic historical and mathematical facts. The planning methodology is as good as it gets. I can't say enough about how useful this book has been to me to say nothing of the confidence I now have in my personal finances. It's not enough to say that Mr. Hebeler is to be congratulated!

Good stuff.......2007-01-11

This book is different that others I have read and makes much more sense. Just wish I had it 30 years ago.

Thinking of retirement .......2006-06-28

JK Lasser's Your Winning Retirement Plan was very informative. If you are thinking of retirement you may want to read this book first. I found it helpful, and more than ever realize that I need to hire a Financial Advisor, because this is a big step. My money is going to have to get me through my golden years, hopefully for a long time.

Sage advice that will keep you on track.......2003-03-26

Hebeler's approach answered for me my most challenging questions: 1] Will my retirement assets allow me to spend what I need (want) to spend each year during my years in retirement? 2] Can I grow my assets at my desired rate while simultaneously lowering the risk of my portfolio? 3] How can I evaluate my financial health each year in a meaningful and action-oriented manner?

All your family members should read it. And if after reading Hebeler's book you still feel the need for professional financial planning, insist that he/she read it as well.

Key Performance Indicators: Developing, Implementing,and Using Winning KPIs
Average customer rating:

Prepare to be converted

Everything it promised to be

KPI Usability Review

A rational methodology to implement KPIs

Great Framework for Developing and Implementing KPI's

Key Performance Indicators: Developing, Implementing,and Using Winning KPIs
David Parmenter
Manufacturer: Wiley
ProductGroup: Book
Binding: Hardcover

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Similar Items:

Performance Dashboards: Measuring, Monitoring, and Managing Your Business

Performance Dashboards and Analysis for Value Creation (Wiley Finance)

Information Dashboard Design: The Effective Visual Communication of Data

Measuring Performance : Using the new metrics to deploy strategy and improve performance

: Business Process Management and the Balanced Scorecard : Focusing Processes on Strategic Drivers

ASIN: 0470095881

Book Description

Breathtaking in its simplicity and profound in its impact, Key Performance Indicators (KPI) distills the balanced scorecard process into twelve logical steps, equipping users with an implementation resource kit that includes questionnaires, worksheets, workshop outlines, and a list of over 500 performance measures. Author David Parmenter provides you with everything you need to master and implement a KPI-driven strategy.

Customer Reviews:

Prepare to be converted.......2007-08-14

This is a must for every accounts dept. It gives you a fresh and concise look at developing your accounts dept and company as a whole.
Lots of ideas to think about, easy to read and understand. Even step by step lists that you can follow.
I would recommend this book to anyone from a trainee accoutant to FCO's it throws out the old way of looking at things and brings in a new and exciting way of thinking about the bigger picture.
As accountants we are very happy to plod along with our wonderful spreadsheets, this helps you look at better ways of working.

Everything it promised to be.......2007-07-24

It promised key performance indicators and it actually provided them. Easy to read, good format.

KPI Usability Review.......2007-07-05

I found this book to be reasonably helpful. There are lists and lists of key performance indicators in the back of the book. There was one story in particular (won't give it away for all of you who want the book) that was particularly good and I have started sharing that example in my work (Six Sigma). All in all, I think I am looking for more of the "how to do it," which I found this book to be a little light on. . . . . .

A rational methodology to implement KPIs.......2007-07-03

The main purpose of this book is to be a practical methodology to implement KPIs, and it does this reasonably well.

I would say that many recommendations throughout the book will be of good use, although there are several concepts that are applicable in a cultural environment that is more common to multinational companies or very large local companies.

The best chapter of this book is the first, where David Parmenter discusses the concept of a KPI, from a practical point of view. He divides indicators in three basic types, that makes sense and help understand them :
. KRI - Key Results Indicator
. PI - Performance Indicator
. KPI - Key Performance Indicator

In this chapter, he emphasizes the fact that KPIs are just the few main indicators that management of a business must identify, so that they focus on the right things... Something to remember all the time when you are implementing BSCs, Dashboards and the like.

The proposed approach behind this methodology is a practical one. It is for those that want faster results. The final phrase of the book could be: "roll up your sleeves and put KPIs to work as fast as you can".

Great Framework for Developing and Implementing KPI's.......2007-04-10

This was a very easy concise yet comprehensive framework and structure for developing and implementing KPI's. It distinguishes true KPI's from performance indicators or results indicators which people gravitate to as they think they are KPI's. This laid out a logical framework to follow. It is an easy read and provides many checklists as well as sample KPI's.

Trading Day by Day: Winning the Zero Sum Game of Futures Trading

Average customer rating:

certainly not automated
One of the best futures books I have ever read
Beyond belief
Best Book on Futures Trading
Quality Trading Book

Trading Day by Day: Winning the Zero Sum Game of Futures Trading
F. H. Chick Goslin
Manufacturer: California Pub
ProductGroup: Book
Binding: Hardcover

General | Personal Finance | Business & Investing | Subjects | Books
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Intelligent Futures Trading
Mastering the Trade (McGraw-Hill Trader's Edge)
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High Probability trading

ASIN: 0974092118

Book Description

Trading Day by Day is overflowing with the fundamental truths and reliable trading rules every trader needs to be competitive in any market, at any time. The three natural laws of trading, an intelligent approach and method, a sound mathematical system, the spike rule, the mistake rule, divergences, relative strength, the truth about options, businesslike money management, over a hundred "real time," day-by-day chart examples, and much more.

While specifically about futures trading, its approach and method are equally applicable to forex, stocks and any other market.

Customer Reviews:

certainly not automated.......2007-09-07

This book is basically about using moving averages. The author at times does not recommend using stop loss. Books by Elder + study guide I found to be more useful in money management area. The method is discretionary and is difficult to program into any computer for backtesting to see performance statistics.

One of the best futures books I have ever read.......2007-07-26

This book turned my trading around. It took me about 5 reads and I switched back and forth between his other book Intelligent Futures Trading, as they are two different presentations of the same subject, with this book being the more detailed.....(the way the IFT book is written appeals to the left brain-the analytical side, and TDBD is more of the in depth version the right brain would appreciate-if that makes sense). Now that everyone thinks I am sufficiently crazy, I will continue: This book will make alot of people gloss right over it without realizing the true power behind the information presented....the info seems so basic that alot of "experienced traders" will go right past it like it is some kind of cliche book....WHAT A MISTAKE THAT WOULD BE! The problem with most traders is that they want to outcomplicate other traders, or find the secret method or whatever you want to call it. Chick explains in a realistic format that we as individual traders must bring the other competitors down to our level if we wish to succeed. Many people will read this book and not appreciate the information- but that is their problem. This book, along with Chuck Dukas' book and Stan Kroll's books are the best books I have ever read.

However, If I had to pick only one book- this would be the one. Chick is a man of integrity and one would do well to listen to everything he has to say.

It took me almost two years to write this review because I wasn't sure if I even wanted anyone else to know about it! But hey, Chick deserves some recognition for outstanding and extremely generous work he has done.

P.S. I still read his book over and over again-being 375 pages and a large textbook size, there is alot to grasp.....very hard to do all at once.....I suggest to read it, read it again, and then repeat often. I learn something new every single time. But maybe I am just dense.

Beyond belief.......2006-11-10

What Chick teaches in this book has taken me from being a new trader to a profitable trader in less then one month. Check out his website and review his newsletter. This IS that one way of trading that you have been looking for.
It very well could change your life. It did mine.
Talk to Chick and tell him Steve Peters of FL says HI.

Best Book on Futures Trading.......2005-10-08

I have been trading for more than 10 years, and have read more than 200 trading books. This book is at the very top of the list for a complete approach that really works. Trading is an individual endeavor, and each trader must find his/her own way. This book will guide you with PRINCIPLES (examined, amplified, and applied) while you practice and learn.

Quality Trading Book.......2005-09-14

I have successfully traded with the method described in the book for over 10 years . Daytrading or position trading ---the three line method as described in the book will work. This a no joke type of book. This is not a get rich quick method without any work. If you want to learn trading as a craft and are willing to put in the effort this book is for you. [...]

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