Winning the Profit Game: Smarter Pricing, Smarter Branding

Book Description

How to use pricing as a strategic tool to increase revenues and win the war for profit

One of the greatest pitfalls in the war for profits is corporate strategists' lack of a practical understanding of the link between overall revenues and overall costs. In Winning the Profit Game, the thought leaders at A. T. Kearney unveil a revolutionary new approach to establishing clear, strategic links between the top and bottom lines. No dry academic treatise, Winning the Profit Game is a guide to growing profits, in boom times and bust, using smart top-line strategies that optimize price, costs, customer behavior, and volumes. The authors clearly lay out the basic principles involved and also include:

Proven strategies for transforming added value into revenues and winning the war for profits
Prescriptive frameworks for putting the principles and strategies into action, immediately
Numerous success stories based on experiences of A. T. Kearney clients worldwide

Customer Reviews:

Insightful!.......2004-08-04

Re-engineering, downsizing TQM, CRM - you've seen them all. But businesses are still trying to find ways to lead their markets and beat their competition. The authors of this book suggest that pricing deserves the kind of attention that, a decade ago, your organization lavished upon procurement. They believe pricing strategy will be the important competitive differentiator in times to come. That is certainly plausible, and this book offers extensive guidance on how, when, why and according to what guiding principles businesses should change prices. Its copy editors should have been more diligent, because spelling and grammatical errors abound, but the book is nonetheless surprisingly readable. The book makes some valuable points, and we believe it merits marketing officers' scrutiny.

Newspaper and Electronic press comments on this book.......2004-03-01

Readers might find the the March 15, 2004 reviews of this book in the Miami Herald and the Ft. Worth Star-Telegram to be useful:

"[The Authors] have produced something analogous to an eagle in the realm of business books... Like an eagle, Winning the Profit Game is distinguished by its farsightedness. Its clear, precise prose soars above that of most business books."

"The opus opens with a musical metaphor, reminding readers that every era has its own music and its own signature instruments: the driving drums and multiple guitar riffs of rock n'roll, the thundering brass of the Swing Era's big bands and the virtuoso string sections of classical music. 'If we make the analogy with business, what skills is emerging even now as the lead instrument of the 2000s? What will be the key to success in an environment that's tougher, more competitive than ever before?' the authors write. Their answer is pricing-- not by itself but integrated with brand, cost management and product development."

The authors cover the waterfront on pricing comprehensively and lucidly [including]Quick Hits for management."

Readers might also wish to know that this book has been mentioned on yahoo.com's Finance website (2/20/04), and on Consultant News's consultant-news.com (2/24/04). Their comments were (respectively):

"... executives reading this book will learn tools to help them... develop an effective, integrated price and brand strategy, use price as a language which speaks to customers [and] optimize price to increase revenue."

"... by putting brand at the center of their framework, the authors challenge the conception of branding as a mysterious function separate from price. Rather, the two are inextricably connected and a superior price strategy cannot exist without a solid brand strategy."

Incidentally, I would not say we put brand at the center of our book. We do give it a lot more attention than any other book on pricing, however.

Hope this is helpful.

Rob Docters
(Co-author)

Maybe the best book yet on pricing and branding.......2004-01-20

In fact I was surprised at how good it really was. Most business books are nothing more a string of anecodotes and platitudes, whereas here the reader gets a combination of pragmatic detail and genuine insight into what pricing can accomplish if unleashed. A great book to bring to the meeting room since the emphasis is on upper managament getting involved. From a technical perspective, it would appear the authors have spent time in the trenches, not just on their fannies in academia somewhere, as the stategy and tactics they recommend are fresher than anything to be found in Nagle or Dolan. As an example of this check out the chapter on "price as a language" for starters, then go from there.

Book Description

Wireless technologies are changing the nature of organizational training, performance management, and collaboration. From smart cell phones and PDAs to webpads and wearable devices, one-time curiosities are now indispensable business tools. Featuring case studies and interviews, Learning Unplugged shows how to implement these technologies, and shows how applications can be adapted for use in different environments and situations.This comprehensive yet plain-English guide explains the function and application of a wide range of mobile devices for training, communications, and performance management.

Readers can use its innovative, field-proven guidelines to: develop growth-focused learning and performance systems * move from teaching and telling to accepting input and allowing experimentation * adapt to the schedules and locations of a mobile workforce.

Learning Unplugged also provides in-depth comparisons of new technologies, and crucial information on creating media and content for new mobile devices.

Customer Reviews:

Deeply Dissapointing.......2002-09-24

If you are buying this book hoping to find worthwhile discussion and insight on strategy and techniques for creating and deploying mobile learning-solutions, look elsewhere.

If on the other hand you know nothing about MP3 players, GPS, PDAs and camcorders, and would like a light-weight technology primer heavily padded out with unnecessary screenshots and interviews, this book is definitely for you.

Average customer rating:
Unplugged: revenue slide, unpaid taxes shut down computer training school. (Monthly Feature on Technology).(New Horizons Computer Learning Center): An article from: Westchester County Business Journal
Alex Philippidis
Manufacturer: Westfair Communications, Inc.
ProductGroup: Book
Binding: Digital

General | Business & Investing | Subjects | Books
General | Business & Investing | HTML | Formats | e-Docs | Formats | Books
ASIN: B0008FL0CE
Release Date: 2005-07-30

Book Description

This digital document is an article from Westchester County Business Journal, published by Westfair Communications, Inc. on October 7, 2002. The length of the article is 717 words. The page length shown above is based on a typical 300-word page. The article is delivered in HTML format and is available in your Amazon.com Digital Locker immediately after purchase. You can view it with any web browser.

Citation Details
Title: Unplugged: revenue slide, unpaid taxes shut down computer training school. (Monthly Feature on Technology).(New Horizons Computer Learning Center)
Author: Alex Philippidis
Publication: Westchester County Business Journal (Magazine/Journal)
Date: October 7, 2002
Publisher: Westfair Communications, Inc.
Volume: 41 Issue: 40 Page: 21(2)

Distributed by Thomson Gale

Average customer rating:

Chemical Industry Point of View

Canaries and Thugs

Like a good Law & Order episode

Tragic book provides factually detailed and great read!

Libertarian Weighs In

The Cyanide Canary
Joseph Hilldorfer , and Robert Dugoni
Manufacturer: Free Press
ProductGroup: Book
Binding: Hardcover

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Damage Control

The Jury Master

Simple Genius

Turning to Earth: Stories of Ecological Conversion

Dead Center

ASIN: 0743246527

Book Description

The Cyanide Canary is the riveting true story of a horrific crime -- of a brave young man left for dead, an unscrupulous business mogul, and the relentless EPA investigator who fought to overcome injustice.

On a crisp summer morning in Soda Springs, Idaho, twenty-year-old Scott Dominguez kissed his fiancée goodbye and went to work for Allan Elias, the owner of Evergreen Resources, an enterprise Dominguez thought was in the business of producing fertilizer from mining waste. A former high school wrestler blessed with Tom Cruise-like good looks, Dominguez seemed to have unlimited potential, but by eleven o'clock that morning he was fighting for his life, pulled unconscious from a cyanide-laced storage tank and not expected to live through the night.

In Seattle, Special Agent Joseph Hilldorfer of the Environmental Protection Agency was given the job of finding out what happened to Dominguez and why. Initially Hilldorfer did not want the case, still frustrated by an intense two-year investigation that concluded with corporate polluters walking out of a federal courthouse free. But as he learned more, Hilldorfer, the son of a Pittsburgh cop with a blue-collar work ethic, was touched by Scott's suffering and outraged at Elias's callous disregard for his employees' well-being.

Hilldorfer and his partner, Special Agent Bob Wojnicz, joined forces with seasoned Boise Assistant U.S. Attorney George Breitsameter and an indefatigable, brilliant young attorney from the Department of Justice's Environmental Crimes Section named David Uhlmann. Together they would uncover the horrifying truths and build the criminal case against Elias.

A former New York whiz kid and Arizona realestate and business mogul, Elias owned businesses that had polluted Idaho with hazardous waste for nearly a decade. Yet Elias never spent a single day in jail, openly boasted of beating the environmental quality regulations, and avoided any significant fines. Would this case be any different?

Hilldorfer, Uhlmann, and the government trial team embarked on an epic courtroom battle that would stretch them to the limits. What began as a struggle for justice for one young man became a fight by the EPA for its very ability to enforce the nation's environmental laws and to bring environmental polluters to justice. In the balance was whether Allan Elias would ever spend a day in jail.

Gripping, powerful, and compulsively readable, The Cyanide Canary is a major achievement in the classic tradition of A Civil Action, a book that unfolds like fiction yet is alarmingly true.

Download Description

"The Cyanide Canary is the riveting true story of a horrific crime -- of a brave young man left for dead, an unscrupulous business mogul, and the relentless EPA investigator who fought to overcome injustice. On a crisp summer morning in Soda Springs, Idaho, twenty-year-old Scott Dominguez kissed his fiance goodbye and went to work for Allan Elias, the owner of Evergreen Resources, an enterprise Dominguez thought was in the business of producing fertilizer from mining waste. A former high school wrestler blessed with Tom Cruise-like good looks, Dominguez seemed to have unlimited potential, but by eleven o'clock that morning he was fighting for his life, pulled unconscious from a cyanide-laced storage tank and not expected to live through the night. In Seattle, Special Agent Joseph Hilldorfer of the Environmental Protection Agency was given the job of finding out what happened to Dominguez and why. Initially Hilldorfer did not want the case, still frustrated by an intense two-year investigation that concluded with corporate polluters walking out of a federal courthouse free. But as he learned more, Hilldorfer, the son of a Pittsburgh cop with a blue-collar work ethic, was touched by Scott's suffering and outraged at Elias's callous disregard for his employees' well-being. Hilldorfer and his partner, Special Agent Bob Wojnicz, joined forces with seasoned Boise Assistant U.S. Attorney George Breitsameter and an indefatigable, brilliant young attorney from the Department of Justice's Environmental Crimes Section named David Uhlmann. Together they would uncover the horrifying truths and build the criminal case against Elias. A former New York whiz kid and Arizona realestate and business mogul, Elias owned businesses that had polluted Idaho with hazardous waste for nearly a decade. Yet Elias never spent a single day in jail, openly boasted of beating the environmental quality regulations, and avoided any significant fines. Would this case be any different? Hilldorfer, Uhlmann, and the government trial team embarked on an epic courtroom battle that would stretch them to the limits. What began as a struggle for justice for one young man became a fight by the EPA for its very ability to enforce the nation's environmental laws and to bring environmental polluters to justice. In the balance was whether Allan Elias would ever spend a day in jail. Gripping, powerful, and compulsively readable, The Cyanide Canary is a major achievement in the classic tradition of A Civil Action, a book that unfolds like fiction yet is alarmingly true. "

Customer Reviews:

Chemical Industry Point of View.......2007-01-04

I was quite impressed with the detailed account of the trial and the events leading up to it !!!!

On the other hand I was sorely disappointed with the seeming total disregard for the workers safety !!!!

It is fly-by-nite outfits like this that give the rest of the chemical industry a bad name.

Many of us have spent our entire or large portion of our working life ensuring the workers safety !!!!

Thanks for a great book and being a voice for the worker.

Canaries and Thugs .......2006-07-30

Picking up a well-written book always scares me. It means everything on my carefully planned TO-DO list (except job and kitties, of course) will get reprioritized. Oh well.

I'm about halfway through a real page-turner of an exposé, `The Cyanide Canary,' by Joseph Hilldorfer and Robert Bugoni. This true account of an environmental waste cover-up brings to mind Jonathan Harr's "A Civil Action," with parallel themes of corruption and negligence. Here Hilldorfer is the primary EPA agent in charge of bringing hazardous materials transgressor Allan Elias to justice. Elias is described as an outrageously amoral con-artist whose in-your-face OSHA violations are breathtaking in their heedlessness. Working with larger chemical waste corporations such as Kerr-McGee, Elias' chicanery and unabashed stonewalling has allowed him in the past to slip through the net of the Environmental Protection Agency. Hilldorfer becomes personally vested in this case when he learns of the significant neurological damage sustained by one of the men Elias sent to clean out the `tank.'

The `EPA' is generally regarded as a behemoth greatly to be feared, but the agency as depicted here has few enforcement `teeth' and even fewer agents with a desire to sink those teeth into violators. While the public believes that pursuing environmental lawbreakers on criminal or civil levels is second-nature to the EPA, that's not evident in the book so far. The author suspects the EPA is picking and choosing its battles involving criminal prosecution.

`The Cyanide Canary' was inspired by that sine-qua-non of all good writing: passion and compassion. An issue is only as credible as how well it's expressed, and the articulation in this book is superb. Objectivity and balance --even understatement--pack a powerful punch with me. Writers Joseph Hilldorfer and Robert Dugoni manage to make their case dramatic and compelling through a wry Jack Webb `just-the-facts-ma'am' style that allows readers to easily tap into their own reserves of disgust and wonder, outrage and sympathy.

Like the author in `A Civil Action,' Joseph Hilldorfer finds this investigation leeching into his personal life, his thoughts, his sleep.

And so do I. I must find out how things end here. The cats are fed, but the bills, dishes and deadlines will wait. I can't resist the mesmerizing siren of a particular `canary' one minute more.

Therese Hercher

Like a good Law & Order episode.......2006-04-02

We lived and worked in eastern Washington State during the mid-1990s for environmental companies and both had to take safety classes where they explained the dangers of confined space entries and the precautions you have to take for working in those environments, not to mention all the other regulatory and safety requirements needed for working with hazardous chemicals. We were lucky: we were educated, well-paid, working for environmental clean-up companies with lucrative government contracts where safety was good business practice.

The circumstances detailed in The Cyanide Canary are 180 degrees different. Allen Elias, the owner of the Evergreen facility, was not engaged in environmental cleanup, but working on the cheap trying to develop a commercial means of reprocessing waste. His employees were high-school graduates desperate for a job, with no safety training or understanding of the requirements for confined space work, nor any clue, really, about the hazards of certain chemicals--things Elias did know. Which is why Elias was charged with criminal conduct after one of his workers was injured during a tank cleanout. The story of the accident, along with the resulting investigation, and trial, makes up this book, which reads like a long Law & Order episode, almost complete with the "Ka-Chung" sound at the end of each chapter. As such, it should appeal to L&O fans, or anyone with an interest in how environmental law is being developed.

The weakest part of the book is the beginning chapter, where the authors attempt to portray the events of the accident in an almost novelistic method, including trying for some suspense about whether the victim, Scott Dominguez, would survive or not. After they get that out of the way (more than likely, a suggestion from some bone-headed editor who felt the beginning needed some punch or a grab for the reader), the book settles down into its portrayal of Hilldorfer's investigation, bolstered by all the interviews and transcripts that were eventually used to indict Elias and bring the case to trial. The truly riveting part of the book is not the opening, but the trial, the question of whether Elias will be found guilty, and whether or not he will attempt to flee justice.

I enjoyed the book quite a bit, reading it in two sessions during a train ride to and from NYC. It's a revealing look into the legal world, and also an interesting case study between the kinds of murder cases usually seen on Law & Order and the "white collar" crime that usually does not end up in jail sentences for the convicted.

Tragic book provides factually detailed and great read!.......2004-12-18

I bought this book for a friend for Christmas and found I had to go back and buy two more copies (one for myself and as another gift), because I started reading it before wrapping it and couldn't put it down. I won't call this tragic "story"--because the word story implies it is a work of fiction. However, the detailed endnotes based on sworn affidavit, deposition and trial testimony, as well as numerous citations to witness interviews show it is well researched recital of shockingly true facts. Written in the third person, it reads as easily as a fiction novel (including simplified medical, chemical and legal jargon), but it clearly is not. Given the monstrosity of the events, it is easy to understand how witnesses involved in the investigation and trial would easily remembered what they said and saw at the time the events occurred. This is a definite read for anyone interested in a well written and researched compelling story of finding justice in a small Idaho-company based town. The only people who might not want to read it now would be those who don't want to have their holiday preparations waylaid (because it will pull you into the story), or those who are still denying the facts of what happened.

Libertarian Weighs In.......2004-12-16

I'm a long time Idaho resident and libertarian. I am pretty cynical about help from the Federal government, but...

In Idaho, someone tried to get ahead by cutting corners in ways that impacted others. We have a perfect role for government to step in. This is a true tragedy. The story is almost over and then takes another twist that really had me sprinting to the end of the book.

As I promote free markets, people always ask what will keep big business from destroying the world. This is a great story about the difficulties, and ultimate triumph of the government's effort to make one citizen accountable for his actions.

Nitrogen Fertilization in the Environment (Books in Soils, Plants, and the Environment)

Average customer rating:

Nitrogen Fertilization in the Environment (Books in Soils, Plants, and the Environment)

Manufacturer: CRC
ProductGroup: Book
Binding: Hardcover

Soil Science | Agricultural Sciences | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

General | Science | Subjects | Books

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ASIN: 0824789946

Book Description

This study examines the interactions between nitrogen and the ecosystem and discusses nitrogen fertilization practices around the world. Simulation models that play an important role in determining the dynamics of source-sink relationships are presented, helping to pinpoint inefficiencies and develop strategies to synchronize nitrogen supply and demand.

Handbook of Soil Conditioners (Books in Soils, Plants, and the Environment)

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Handbook of Soil Conditioners (Books in Soils, Plants, and the Environment)
Wallace
Manufacturer: CRC
ProductGroup: Book
Binding: Hardcover

Biochemistry | Biological Sciences | Science | Subjects | Books

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ASIN: 0824701178

Book Description

This work features scientific, technical and practical information on mineral, organic and synthetic conditioners, as well as their beneficial effects on the soil's physical properties that promote optimal plant growth, maximize soil fertility, and enhance biomediation processes. It promotes the synergistic use of various agricultural technologies to manage global concerns of decreasing arable land.

Agriculture and the Nitrogen Cycle: Assessing the Impacts of Fertilizer Use on Food Production and the Environment (Scientific Committee on Problems of the Environment (SCOPE) Series)

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Agriculture and the Nitrogen Cycle: Assessing the Impacts of Fertilizer Use on Food Production and the Environment (Scientific Committee on Problems of the Environment (SCOPE) Series)

Manufacturer: Island Press
ProductGroup: Book
Binding: Paperback

Environmental Science | Earth Sciences | Science | Subjects | Books

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General | Agricultural Sciences | Science | Subjects | Books

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ASIN: 1559637102

Book Description

Nitrogen is an essential element for plant growth and development and a key agricultural input-but in excess it can lead to a host of problems for human and ecological health. Across the globe, distribution of fertilizer nitrogen is very uneven, with some areas subject to nitrogen pollution and others suffering from reduced soil fertility, diminished crop production, and other consequences of inadequate supply.

Agriculture and the Nitrogen Cycle provides a global assessment of the role of nitrogen fertilizer in the nitrogen cycle. The focus of the book is regional, emphasizing the need to maintain food and fiber production while minimizing environmental impacts where fertilizer is abundant, and the need to enhance fertilizer utilization in systems where nitrogen is limited. The book is derived from a workshop held by the Scientific Committee on Problems of the Environment (SCOPE) in Kampala, Uganda, that brought together the world's leading scientists to examine and discuss the nitrogen cycle and related problems. It contains an overview chapter that summarizes the group's findings, four chapters on cross-cutting issues, and thirteen background chapters.

The book offers a unique synthesis and provides an up-to-date, broad perspective on the issues of nitrogen fertilizer in food production and the interaction of nitrogen and the environment.

Farming, Fertilizers and the Nitrate Problem

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Farming, Fertilizers and the Nitrate Problem
T. M. Addiscott , A. P. Whitmore , and D. S. Powlson
Manufacturer: CABI
ProductGroup: Book
Binding: Paperback

Soil Science | Agricultural Sciences | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

General | Science | Subjects | Books

Book Description

The excessive use of fertilizers in agriculture is generally assumed to be a major cause of nitrate pollution. Nitrates may leak through the soil and occur in excess levels in drinking water. The authors of this book provide a detailed scientific analysis of this controversial issue. They
review the evidence which shows that many other features of contemporary farming practices have contributed to the problem and that limiting fertilizer use is an over-simplistic solution to the problem. Changing crop production practices to 'mop up' excess nitrate from soil microbes may be a better
response. The book will have a wide audience among students, scientists and the lay person concerned with agriculture and land use, pollution and the environment.

Handbook of Plant Nutrition (Books in Soils, Plants, and the Environment)

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Handbook of Plant Nutrition (Books in Soils, Plants, and the Environment)

Manufacturer: CRC
ProductGroup: Book
Binding: Hardcover

Soil Science | Agricultural Sciences | Science | Subjects | Books

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Mineral Nutrition of Plants: Principles and Perspectives

ASIN: 0824759044

Book Description

The Handbook of Plant Nutrition provides a readily accessible source of current information on the nutritional requirements of significant crops. The editors provide an overview of plant nutrients and beneficial elements, explaining the diagnostic criteria and research approaches currently being applied by investigators. What then follows are twenty chapters, each one dedicated to an essential nutrient, or beneficial element. Written by eminent researchers, each chapter offers historical information on the specific nutrient, explains how a plant's appearance and composition can be used to assess nutritional status, discusses the value of soil tests, and recommends remedial fertilizers.

Agriculture, Fertilizers and the Environment (Cabi Publishing)

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Agriculture, Fertilizers and the Environment (Cabi Publishing)
M. Laegreid , O. C. Bockman , and O. Kaarstad
Manufacturer: CABI
ProductGroup: Book
Binding: Paperback

Environmental Science | Earth Sciences | Science | Subjects | Books

Soil Science | Agricultural Sciences | Science | Subjects | Books

General | Agricultural Sciences | Science | Subjects | Books

Conservation | Environment | Outdoors & Nature | Subjects | Books

General | Arts & Photography | Subjects | Books
ASIN: 0851993583

Book Description

No other book in this field covers such a wide range of topics and can be applied to as many geographic areas as Agriculture, Fertilizers, and the Environment. The book is divided into three sections: the first dealing with sustainability in agriculture and the challenges to produce enough food while caring for the environment, the second with the benefits and problems of fertilizer use, and the third covers the possibilities and challenges for increased food production in the future. These provide a balanced scientific review of the issues relating to fertilizer use and how its impact can be minimized. Anyone interested in the environment will find this book helpful, as well as those studying soil, crop and environmental science.

Agrochemicals from Natural Products (Books in Soils, Plants, and the Environment)

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Agrochemicals from Natural Products (Books in Soils, Plants, and the Environment)
C.R.A. Godfrey
Manufacturer: CRC
ProductGroup: Book
Binding: Hardcover

General | Gardening & Horticulture | Home & Garden | Subjects | Books

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Insecticides & Pesticides | Agricultural Sciences | Science | Subjects | Books

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ASIN: 0824795539

Book Description

Offers a thorough overview of the important agricultural applications of both natural products and synthetic compounds derived from natural products, presenting detailed information on the isolation, structural studies, biological activity and toxicology of these compounds. The expanding area of insecticidal natural products is highlighted.

Agrochemicals: Fate in Food and the Environment (Proceedings Series (International Atomic Energy Agency).)

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Agrochemicals: Fate in Food and the Environment (Proceedings Series (International Atomic Energy Agency).)
Italy) International Symposium on Agrochemicals: Fate in Food and the Environment Using Isotope Techniques (1982 : Rome
Manufacturer: Intl Atomic Energy Agency
ProductGroup: Book
Binding: Paperback

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ASIN: 9200103820

Beneficial Use Programs for Biosolids Management: A Special Publication (Special Publication (Water Environment Federation).)

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Beneficial Use Programs for Biosolids Management: A Special Publication (Special Publication (Water Environment Federation).)

Manufacturer: Water Environment Federation
ProductGroup: Book
Binding: Paperback

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Recycling | Environment | Outdoors & Nature | Subjects | Books
ASIN: 1881369900

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