Sales Know-How: Product Specifications

When it comes to selling products, sometimes you may need to explain technical specifications to your customers. Educating customers about material parameters can help them understand how to choose the best product for each application.

In this new series, Sales Know-How, we’ll give you information about the technical specifications and testing criteria for our industrial textiles. The more you know about how these fabrics work and which applications they’re best suited for, the better you can sell them and inform your customers!

The many characteristics of fabrics are typically described by their specifications. From the fabric’s weight and strength, to the amount of shade it will produce, specifications tell how the fabric will behave in different circumstances. The specifications are based on test procedures from the American Society for Testing Materials International (ASTM International) or the International Organization for Standardization (ISO).

There are many different test procedures, and they can be confusing at times. Some procedures may have similar names, but they use different methods and produce different information. It’s critical to make sure the same test procedures are used when comparing fabric from various suppliers and mills. Otherwise, the values can vary widely and won’t be an accurate comparison.

In the end, test results are most valuable to compare one fabric to another and show which results will have the bigger impact on your application. In our Sales Know-How series, we’ll discuss common test procedures for woven and knitted industrial fabrics. We’ll also highlight which of these specifications are the most important to be familiar with for your business.

If you’d like more information about a particular material’s specifications, call us at 866-206-1188 or email We’re always happy to answer questions and help you find the right products for your customers.