Case studies

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.

Testimonials – Don’t take my word for it!

I believe that one of the most powerful forms of marketing is referral, or ‘word of mouth’ as it is often known.  I also believe that every business should have a ‘word of mouth marketing plan and part of this should be a ‘testimonial plan’.  

I could write and tell you about how my training, mentoring and coaching will help you grow your business, but it is probably far more believable if you hear it from over 100 other people; people who are 100% authentic and who have got measurable results from my services – including many who have doubled their business in the toughest recession since the 1930s.

Steve Mills