Thermoset composites don’t just sit on shelves waiting to be picked—they solve problems, often in places where thermoplastics fall short. But knowing how to match a customer’s challenge to the right material? That’s where distributors of advanced materials come in.
For many distributors, the opportunity isn’t just in stocking materials—it’s in steering customers to smarter choices. Here’s a quick guide to doing just that.
Step 1: Start with the Right Questions
Your customer’s application might seem simple at first glance – but dig deeper.
Ask about:
- Mechanical Requirements: Does it need to handle impact? Flex without breaking? Stay stiff under load?
- Thermal & Chemical Exposure: Will it bake near a motor? Soak in solvents? Thermosets like epoxies or silicones shine here.
- Cost Sensitivity: Is it a performance-first project, or are margins tight?
These questions unlock the real constraints—and make you more than just a supplier. You become a problem-solver.
Step 2: Break Down the Material Options
Not all thermosets are created equal—and that’s the point. Educating your customer helps them choose better.
Start with the resin system:
- Epoxy: High strength, excellent adhesion, chemical resistance.
- Phenolic: Flame retardant and great under heat.
- Polyester: Lower cost, good for general-purpose needs.
- Silicone: Flexible, with extreme heat tolerance.
Next: Reinforcement fibers.
- Glass fiber: Affordable, well-rounded.
- Carbon fiber: High-performance, lightweight—but comes at a price.
- Aramid (Kevlar): Strong and impact-resistant, but tricky to machine.
And don’t forget form:
Prepregs, sheets, rods, tubes, or bulk molding compounds—the format should match their manufacturing method, whether that’s hand lay-up or high-pressure molding.
Step 3: Collaborate on the Design
Thermosets open the door to design possibilities—but only if customers know how to use them.
Encourage collaborative design reviews:
- Can the design be simplified if we switch from thermoplastic to thermoset?
- Would resin transfer molding or filament winding improve production?
And be upfront about trade-offs. For instance:
- Want high strength and low weight? Expect to pay more.
- Need chemical resistance and flame retardance? You might sacrifice flexibility.
Customers appreciate when you talk shop, not just specs.
Step 4: Equip Them with Tools, Not Just Data
Sometimes, what your customer really needs is a decision framework.
Sometimes, what your customer really needs is a decision framework:
- Checklists: “Is this material exposed to heat over 150°C? Does it need to pass UL94?”
- Comparison charts: Epoxy vs. polyester vs. phenolic at-a-glance, with key specs and best-use applications.
- Mini-guides: 2-page cheat sheets on thermoset behavior in various environments.
The easier you make the decision, the more confidence they’ll have—in you, and in the sale.
Step 5: Sell the Why, Not Just the What
Distributors who thrive know how to frame materials in terms of benefits, not just specs.
Thermosets offer:
- Incredible dimensional stability
- Resistance to creep under long-term stress
- Reliable performance in moisture, heat, or corrosive conditions
Point to real-world wins:
- HVAC: Thermosets reduce vibration and maintenance.
- Electrical: Outstanding dielectric strength in harsh environments.
- Automotive: Components hold up under hood temps and fluid exposure.
Customers don’t just want a material—they want peace of mind.
The Takeaway
Being a trusted advisor in the thermoset world isn’t about knowing every resin offhand. It’s about asking the right questions, translating technical needs into material recommendations, and making the selection process simple and clear.
That’s how you go from distributor… to indispensable.