Frost & Sullivan Shortlisted for Second Industry Award

Consultative selling skills development programme recognised for delivering exceptional results for Houghton, world leader in industrial fluids and fluid management

Nov 19, 2013, 02:00 ET from Frost & Sullivan

LONDON, Nov. 19, 2013 /PRNewswire/ -- The Learning and Performance Institute announced Frost & Sullivan amongst the finalists for the 'External Learning Solution of the Year' in the 2014 Learning Awards.  This is the second prestigious award Frost & Sullivan has been shortlisted for, for the work undertaken with Houghton, a world leader in industrial fluids and fluid management, on the HELIX programme. 

HELIX is a consultative selling and management development programme - created by Frost & Sullivan in collaboration with Houghton - that brought together a disparate European sales team to sell consultatively in alignment with the company's Customer Intimacy strategy. Within 12 months of completion, the programme delivered adoption of standard sales processes, tools and systems. It also increased customer intimacy and satisfaction based on greater appreciation of value and a partnership approach. Furthermore, it generated an increase in gross margin by four times the original target, from selling higher value products and services.

"We are extremely proud to be a finalist for these prestigious awards," commented Emlyn Middleton, Business Unit Leader for GIL University at Frost & Sullivan.  "It is a great benchmark for us to ensure that the solutions we deliver are leading the way in performance improvement. The team who made this happen put in a phenomenal amount of work.  I am proud of each and every person that worked on HELIX to make it the success that it has become."

"It is not just about great sales figures, although they help!" as Steve Taylor, President - Houghton Europe, Middle East & Africa pointed out. "It is about where we are going as a company. We are extremely ambitious for growth. Working with Frost & Sullivan to create and deliver HELIX has given us the platform to enable those ambitions – we are now ready for blast off!"

Frost & Sullivan has also been selected as finalists for this year's Training Journal Awards in two categories: Best Sales Programme and Best Practice in Learning Transfer.

The Learning Awards winners will be announced in February next year, at a banquet in London.

For more information about the HELIX programme, or to find out about targeted training and management solutions Frost & Sullivan can provide companies with, please contact Chiara Carella, Corporate Communications, at

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, works in collaboration with clients to leverage visionary innovation that addresses the global challenges and related growth opportunities that will make or break today's market participants. For more than 50 years, we have been developing growth strategies for the global 1000, emerging businesses, the public sector and the investment community. Is your organization prepared for the next profound wave of industry convergence, disruptive technologies, increasing competitive intensity, Mega Trends, breakthrough best practices, changing customer dynamics and emerging economies? Contact us: Start the discussion

Frost & Sullivan's GIL University practice specialises in delivering performance improvement through people.  Contact: or call +44(0)20 7915 7878 for more details.

About Houghton
Houghton is the world's largest and one of the longest established suppliers of specialist industrial metalworking fluids, fluid management systems and services.

About the Learning & Performance Institute
The Learning and Performance Institute is a global institute for learning and development professionals. Through an unrivalled range of membership, certification, accreditation, events and bespoke consultancy services, the Institute focuses on enhancing and recognising the skills and professional status of individuals and organisations engaged in learning activities, and assessing the quality of learning services. Established in 1995, the Learning and Performance Institute consists of over 3,000 individual members and 400 accredited organisations. For information, visit

About the Learning Awards
The Learning and Performance Institute hosts the annual Learning Awards to recognise outstanding examples of high standards, best practice, innovation and excellence within the Learning & Development industry. The awards are presented at The Dorchester, Park Lane, London, at the Institute's prestigious Awards Dinner, held in February each year. 

Media Contact:
Chiara Carella
Corporate Communications – Europe
P: +44 (0) 20 7343 8314
M: +44 (0) 753 3017689

SOURCE Frost & Sullivan