Case study – Houghton International
The client
Houghton International, a global leader in metalworking fluids and specialty chemicals.
The issues
- Diverse team across Europe
- A truly global business following a number of acquisitions
- Competitive market place with margins under pressure
- Increasingly sophisticated buyers
- The need to adopt a value based approach to sales
The solution
Called HELIX, the initiative was both a consultative selling program and a management development program. Created through Frost & Sullivan in collaboration with Houghton, HELIX puts together all the key elements of a training initiative that is designed to change both the way people work (the processes) and their behaviour.
The Results
Within 12 months of completion, the programme delivered the adoption of standard sales processes, tools and systems. It increased customer intimacy and satisfaction based on greater appreciation of value and a partnership approach. Furthermore, it generated an increase in gross margin of four times the original target, through selling higher value products and services. It was described by the CEO as “the best consultative sales program I have ever seen”, and as a result became not just a European but a global initiative that is on-going.
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