If you’re looking to enter the construction sealant market, having a high-quality product is just the beginning. The real key? Understanding what your customers truly need.
At Jointas, we’ve worked with hundreds of clients across the globe—from contractors to distributors. Over time, we’ve identified five common customer types in this industry. Knowing how to serve each one will give you a competitive edge and help you close more deals.
What they care about:
Reliable performance on site
Easy application
Compliance with standards and testing
Typical pain points:
Sealant cures too slowly or inconsistently
Poor bonding strength or weather resistance
Fail to pass third-party inspections
Our suggestion:
Provide ASTM/ISO test reports
Recommend neutral weatherproof silicone like antas 193 weather silicone sealant
Offer clear construction guides or demo videos
What they care about:
Competitive pricing
Attractive packaging
Fast-selling SKUs
Typical pain points:
Too many similar SKUs, hard to choose
Lack of clear product guidance for retail customers
Weak brand recognition
Our suggestion:
Offer private label/OEM packaging
Suggest best-selling product bundles (e.g. general-purpose + bathroom + windows)
Provide printed product selection guides
What they care about:
Compatibility with glass, aluminum, PVC
Long-term stability
Consistent supply and technical support
Typical pain points:
Sealant compatibility issues
Aging, yellowing, or cracking after installation
Quality inconsistency between batches
Our suggestion:
Recommend structural + sealant pairing systems
Provide long-term sample testing and tech consultation
Offer stable lead times and supply contracts
What they care about:
Unique product positioning
Brand value and packaging
Competitive pricing for online channels
Typical pain points:
No technical background
Don’t know where to start with branding or formulation
Our suggestion:
Share “hot product” trends in local markets
Offer support on branding, packaging, and marketing content
Provide low-MOQ options for testing the market
What they care about:
Easy to use
Safe and odor-free
Multiple color options
Typical pain points:
Confused by technical terms
Don’t know which product to use for which purpose
Our suggestion:
Provide color charts, step-by-step video tutorials
Recommend alcohol-based neutral silicone for low odor
Offer small tubes (e.g., 150ml) for home use
Whether you're selling to professionals or DIY customers, the key to success in the sealant market is knowing what your buyers need before they ask.
At Jointas, we help partners worldwide find the right products, packaging, and solutions to grow their market. Want to get started? Contact us!