ABOUT THIS EPISODE
Guests: Jade Thompson (RecondOil / SKF), Nick Forster (CC Jensen), Jamie Shaw (OMS LubriTek)
Hosts: Steve Knapp & Rob Taylor
In this special Beyond the Blend Live episode, Steve and Rob sit down in Sheffield with three experienced voices from across the lubricant and reliability community. Recorded during Jade Thompson’s UK Lubricants Social, the conversation explores how the lubricant industry is evolving, from networking and knowledge sharing to changing buyer behaviour, digital engagement and the growing skills gap.
What begins as a discussion about the power of industry meet-ups quickly expands into a deeper conversation about how engineers, buyers and technical specialists are adapting to a rapidly changing environment.
The panel reflects on how buyers increasingly research and pre-qualify solutions before contacting suppliers, meaning conversations today often start much further along the decision journey. Yet this shift raises an important question: if buyers believe they already know the answer, how do technical experts still validate the right solution?
Jade, Nick and Jamie share real examples from the field where experience, application knowledge and on-site insight still prove essential, especially when pre-qualified solutions turn out not to be the right ones.
The conversation also explores the changing role of the lubricant professional. Technical credibility, storytelling and education are becoming more important as companies rely on suppliers not just for products, but for insight and validation.
A major theme throughout the discussion is the growing skills gap across industry. With experienced engineers retiring and younger professionals entering a more automated and digital workplace, knowledge transfer is becoming a real concern.
At the same time, new technologies, particularly AI, are starting to reshape how information is accessed and analysed. The panel reflects on where AI can support efficiency while emphasising that experience, context and judgement still matter.
Above all, this episode highlights the importance of community, education and collaboration within the lubricant sector. Events like the UK Lubricants Social demonstrate that even in an increasingly digital world, human connections remain central to solving technical problems and building trust.
Key Takeaways
* Many lubricant buyers now pre-qualify solutions digitally before speaking to suppliers.
* Technical professionals are increasingly acting as validators and educators rather than just product sellers.
* The industry faces a growing knowledge gap as experienced engineers retire and fewer young professionals enter the sector.
* AI and digital tools can accelerate analysis and decision-making, but experience and application knowledge remain critical.
* Building trust still relies heavily on real relationships, practical expertise and shared industry networks.
Why This Episode Matters
This conversation shines a light on how the lubricant industry is evolving, technically, commercially and culturally. As digital research, automation and AI reshape the landscape, the role of the experienced professional is becoming more valuable, not less.
Understanding how to combine technology, expertise and relationships will define the next generation of lubricant professionals.
🎧 Listen to the full episode to hear the discussion unfold.
And if you're interested in how lubricant selling is evolving in the modern buyer landscape…
Buy Selling Lubricants Smarter – A Lubricants Seller’s Journey from Crisis to Success
https://sellinglubricantssmarter.com/
Recorded at Three Ravens Studio, Sheffield city centre: https://www.threeravens.agency/podcast-studio
