In this episode of Beyond the Blend, Steve sits down with Simon Campbell, Managing Director of Pure Lubrication, to trace a career that, like many in our industry, didn’t begin with a childhood dream of selling lubricants.
From hospitality management and retail, to fuel sales at Highland Fuels, through many years at The Lubricant Company, and now leading Pure Lubrication, Simon’s journey is one of growth through learning, culture, and people.
Based in Inverness, Simon shares how he evolved from a commodity-based seller “winging it” on price-driven calls across the Highlands, to a leader focused on reliability, partnership, and purposeful growth.
This is a conversation about:
• Learning the hard way
• The power of mentorship
• Building culture over corporate process
• And why lubrication is a far bigger opportunity than most people realise
Key Takeaways
1️⃣ You Don’t Have to Start With a Plan
Simon didn’t leave school with a lubrication career mapped out. In fact, he “fell into” the industry, like so many do.
What stands out is not the lack of direction at the start, but the willingness to:
• Take opportunities
• Learn quickly
• Stay curious
• Keep evolving
From selling fuel add-ons to leading a reliability-focused business, growth came through experience, not a perfect plan.
2️⃣ From Price Seller to Value Partner
Early on, sales was simple: compete on price.
But exposure to Mobil’s technical approach and strong mentorship at The Lubricant Company shifted Simon’s perspective.
He learned:
• Relationships outlast transactions
• Nurturing existing customers drives real growth
• Listening uncovers opportunity
• Service creates stickiness
That move from “2p cheaper” to long-term partnership became foundational to his leadership philosophy.
3️⃣ Culture Beats Corporate
Following acquisition by a global corporate, Simon experienced both worlds: entrepreneurial agility and structured corporate scale.
The key learning?
Culture matters more than structure.
When Pure Lubrication was formed, it wasn’t just about selling oil again, it was about rebuilding:
• A team-first environment
• Trust-based customer relationships
• A business driven by purpose, not just margin
Simon describes the culture as natural, evolved, not forced. And that authenticity shows.
4️⃣ Leadership Is Not Knowing It All
Simon is clear: he didn’t step into Managing Director as “the expert.”
Instead, he:
• Learned from mentors like Andrew Samuel
• Invested in formal leadership development
• Relied on the expertise of his team
• Built around people, not hierarchy
His leadership style is collaborative, grounded, and team-centred, not top-down.
5️⃣ Growth - But the Right Way
Pure’s ambition is clear: grow significantly.
But not at any cost.
Simon speaks openly about:
• Balancing people, planet, and profit
• Creating opportunity for the team
• Contributing positively to industry and community
• Building something lasting
The growth roadmap isn’t just financial, it’s cultural and purposeful.
Connect with Simon
🔗 Follow Simon Campbell on LinkedIn
🔗 Learn more about Pure Lubrication via their website and LinkedIn presence
If this episode resonated, particularly the shift from price selling to partnership and value, then you’ll enjoy:
👉 Selling Lubricants Smarter – A Lubricant Seller’s Journey from Crisis to Success
A practical, story-led guide to modern lubricant selling, built around real industry experience.
Buy your copy here:
🌐 https://sellinglubricantssmarter.com/
