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Building a Successful Pool and Spa Business

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Building a Successful Pool and Spa Business

Building a thriving business from scratch is just but the second most difficult task for some pool and spa business owners. The hardest task of all is successfully handing it over as you head for retirement. It’s a scary task, especially after sacrificing a lot and caring for it. It is without a doubt you’d like it to survive and continue growing.

Building a Successful Pool and Spa Business

There are many similarities between a family business and a child. A family business is like the birth of a child and its guidance to maturity. It is always a secret wish for every owner of a pool and spa business that one of their children will take over the business. This is to give the parent-owner a smooth, beneficial transition into retirement.

Most parent-owners have had this dream despite the various challenges like family conflicts, non-interested or even unable children.

Currently, a third-generation family-owned pool and spa business, Jet line Products, is one firm that has managed to undergo a successful transition. The results have been satisfying results for both generations. The retiring generation made away with good proceeds from their years of hard work. On the other hand, the new generation maintained important positions in a new era.

Warren Feder, an associate at Carl Marks Advisors, an investment bank that guides middle market companies, led the team on this successful sale. From his experience in facilitating sales of family owned businesses, he has valuable advice for family owners interested in a successful transition while maintaining family bonds and still enjoy the fruits of their efforts.

Family dimensions can complicate the operations of a family business. Based on statistics, most family business hardly makes it to the third generation and if they do they very few go beyond that. It is an uphill task to work through a family’s challenges and the challenges of a business both combined.

Many family business owners headed for retirement believe the best solution is to sell the business. The business should also operate separately from the family, even though this may not be their first instinct.

Jet Line is a pool equipment distributor established in 1971 by the Epstein family. By early last year, it was in its third generation of ownership.

There were different family groups with varying objectives. For the second generation, several siblings wanted to exit and cash out. On the other hand, for the third generation, three of them, Andy, Josh, and Brett Epstein, were seeking different opportunities the business could present. They wanted to grow the firm.

To reach an amicable solution, they held meetings and tried to keep the issue as confidential as possible. However, word leaked, and to their surprise, POOLCORP, their biggest competitor, reached out in response to the rumors.

After much persistence, POOLCORP eventually got to have a meeting with Jet Line. The meeting turned out to be a turning point for both companies. The meeting ended in a deal, and the company was finally closed at the end of September. The deal was satisfactory for both parties where Andy and Josh Epstein joined the new company holding senior positions, and the second generation siblings cashed out from the sale proceeds.

Helpful advice on a successful sale

From the successful Jet Line sale, Feder highlights some vital lessons to facilitate the sale of a pool and spa business, specifically a family business. The first point is to limit the players involved. One member is the most preferable. If you involve equal players with an equal say, it will make it difficult to get to a deal.

Secondly, get good advisors and allow them to do their work. Let’s face it; very few family business owners know how to sell their companies. You may need market experts and people who know how to structure deals.

The third element is the firm’s record keeping, and financial system as the buyer needs proof of its profits and revenue. Purchasers can send in their accountants to validate your figures. If you have good figures, it makes it easier to strike a deal; however, it makes the process a bit challenging if you have bad figures.

One of the biggest challenges in a pool and spa business sale is that expertise and experience lie with the management looking to cash out and leave the business. This makes it hard for the buyer to grow the business successfully. At this point, procedures, systems, organization, and having experienced people for management come in as an advantage. You need to know how the business will run after your exit unless you sell to an experienced buyer. In some cases, the owner can stay for a 2-3 year period to oversee a successful transition.

Covid Symptoms; Business Weariness

Covid has altered everything just like in every area of finance and economy, in business sales and acquisition. Feder reflects on 2020 events as increasing the pace of activity.

Many older people suffered from Covid, which may be a huge turning point in the pool and spa business industry. Even though a number of people escaped this harrowing experience alive, several people opt for their health and lives compared to business. As a result, according to Feder, it is an expectation that more families will be open to selling their businesses earlier and stay to facilitate a successful pool and spa business transition to avoid health risks when aged.

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Pool News coverage brought to you by Pool Magazine's own Marcus Packer. Marcus Packer is a 20 year pool industry veteran pool builder and pool service technician. In addition to being a swimming pool professional, Marcus has been a writer and long time contributor for Newsweek Magazine's home improvement section and more recently for Florida Travel + Life. Have a story idea or tip you'd like to share with Pool Magazine? Email [email protected] your story idea.

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Landmark Aquatic Brings Poolside Adventures Attractions Nationwide

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Landmark Aquatic and Poolside Adventures partnership featuring AquaZip’N pool attractions

Poolside Adventures and Landmark Aquatic have joined forces to bring big-impact attractions with a small footprint to aquatic facilities across the country. The partnership pairs Poolside Adventures’ AquaClimb®, AquaZip’N® and AquaNinja® FLX attractions with Landmark’s expansive nationwide reach and proven expertise in aquatic facility design, construction, renovation, and maintenance.

Poolside Adventures attractions add excitement to aquatic facilities without a major renovation because they anchor directly to an existing pool deck with no water hookups, special tools or added concrete and reinforcement. In fact, the modular AquaClimb® walls can start with one section and grow with budgets. The AquaZip’N® is rapidly becoming a new, safer alternative to diving boards as it only requires four feet of water depth, can be installed in just a few hours, and has a throughput of six riders a minute.

“Some municipalities can’t afford a new water park or perhaps cannot renovate their pool this year,” said Cherie Moy, VP of Marketing and Strategic Partnerships for Poolside Adventures. “Our products are an easy answer: a big impact with a small footprint, adding an ‘active attraction’ that makes the pool more exciting.”

“Landmark has a large footprint across the country, and we’re especially excited about their reach into HOA communities, a growing market where our partnership has already led to multiple installations,” said Moy. “Together, we will help clients find the right fit for their space, their budget and to add action and adventure to their pool experience.”

Matt Cappello, Vice President of Design at Landmark Aquatic agrees saying, “We’re excited to collaborate with Poolside Adventures to promote the versatility, ease of installation and entertainment value their products will bring to more pools across the country.”

About Landmark
Since 1967, Landmark Aquatic has helped communities and organizations bring complex aquatic facilities to life and keep them performing. Today, we are the nation’s largest integrated commercial aquatics platform, providing design, construction, renovation, restoration, and maintenance services nationwide. Our construction-led expertise and long-term service capabilities give customers one trusted partner across every stage of a facility’s lifecycle. For the life of your pool. Learn more at www.landmarkaquatic.com.

About Poolside Adventures
For more than 20 years, Poolside Adventures’ flagship AquaClimb® has led the market for poolside climbing walls. Its full line, including the AquaClimb® Luxe, AquaZip’N® and AquaNinja® FLX, delivers challenging, safe fun for swimmers of all ages. For more about Poolside Adventures visit www.aquaclimb.com
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Shasta Pools Hires 30-Year Builder to Head Residential Construction

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Shasta Pools 60th anniversary logo over a custom swimming pool

Vic Harshman brings extensive pool building experience to key leadership role

  • Decades of proven pool construction experience across Nevada, Arizona and Texas
  • Previously served as Shasta Pools’ exclusive excavation contractor
  • Predecessor handpicked Harshman to grow position under new leadership team

SCOTTSDALE, Arizona (October 5, 2026) – Shasta Pools, Phoenix Metro’s most recognized pool builder, named Vic Harshman as Head of Residential Construction. Harshman joins the new leadership team with more than three decades of hands-on industry experience and a long-standing relationship with the company to one of its most critical leadership roles.

Harshman has held senior construction leadership positions in Arizona and Texas, and worked closely with Shasta Pools, developing firsthand knowledge about the company’s standards, culture and customers. The appointment reflects the momentum Shasta Pools has built since its August 6 acquisition by Dansons Capital Group, Accrual Equity Partners, and Hydro Construction, and positions the full-service 60-year old pool company for continued growth.

Leadership Perspective
“Vic brings exactly the kind of no-nonsense, customer-first leadership our residential construction division needs,” said Jeff Thiessen, President, Dansons Capital Group. “His philosophy is deeply aligned with ours. Keeping customers’ needs as the foremost priority at every stage of the build process is at the center of everything we do, and Vic lives that every day.”

Harshman’s career in pool construction began at age 19, when he purchased a backhoe and launched a business digging plumbing trenches and footings. When the housing market declined in the late 1980s, he relocated to Las Vegas and began excavating swimming pools, a move that led to the creation of Harshman Excavating.

Harshman built and operated excavation businesses in Nevada, Arizona and Texas, primarily serving the pool industry, and served for a period as Shasta’s exclusive excavation contractor.

In 2012, Harshman joined A&A Manufacturing, serving pool builders across an eight-state region and growing annual sales by 10x. In 2020, he joined Keith Zars Pools in Texas as Director of Construction, where he brought together decades of ownership, leadership and industry knowledge.

A Return Rooted in Relationships
“I have always believed that strong relationships, hard work, accountability and taking care of people are the foundation of a successful business,” said Vic Harshman, Head of Residential Construction, Shasta Pools. “Shasta has been a meaningful part of my career for many years. I am genuinely excited to come back and help lead this team into a very exciting future.”

Harshman steps into the role with the full support of Dan Thiessen, Chairman of the new ownership team, and John Mortensen, the outgoing head of residential construction. Mortensen recommended Harshman for the position and will now serve as the company’s lead trainer. That transition reflects Shasta Pools’ commitment to investing in its people and preserving institutional knowledge as the organization continues to grow.

ABOUT SHASTA POOLS:
Shasta Pools is Arizona’s trusted name in custom pool building, proudly serving the Valley since 1966. For 60 years, Shasta has transformed backyards into beautiful, functional spaces where families relax, entertain and enjoy life. The company specializes in new pool construction, remodeling, pool service and landscape design with plans for expansion into the home services market to provide customers with complete home care solutions. Learn more at ShastaPools.com.

ABOUT DANSONS CAPITAL GROUP:
Dansons Capital Group, headquartered in Scottsdale, Arizona, is a family-owned and family-managed investment firm built on shared values, integrity and long-term vision. The firm was established by the founders of Dansons, Inc., the company that launched and sold Pit Boss Grills. The company takes a hands-on approach, actively seeking opportunities across global markets and multiple asset classes. Its growing portfolio includes strategic real estate development holdings across multiple countries, oil drilling technologies, and limited partnership investments. Guided by a deep commitment to quality and the communities they serve, the Thiessen family leads with gratefulness for the blessings God has given them and in turn supports those less fortunate. Dansons Capital Group continues to identify and cultivate opportunities that reflect their family’s values and generational vision.

ABOUT ACCRUAL EQUITY PARTNERS:
Accrual Equity Partners (AEP) is a founder-led, privately funded private equity group built on the belief that every person, every percentage, and every product matters. This commitment, known as the “Power of One,” drives AEP’s mission to empower businesses and secure legacies across fragmented, service-based industries. AEP partners with founder-led and family-owned businesses to overcome barriers and unlock their full potential through strategic investment, operational performance enhancement, and advisory services. For more information, visit AccrualEquityPartners.com.

ABOUT HYDRO CONSTRUCTION:
Hydro Construction, LLC (HydroCon) was founded in 1986 to serve Arizona’s commercial pool construction and renovation market. Under the leadership of Curt Lonsdale, the company’s commercial pool construction division now manages some of the largest and most complex projects in the country.

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NTCA Welcomes Jennifer Ibe and Rachel Smith to the Team

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Jennifer Ibe and Rachel Smith join the NTCA team

Flowood, MS, October 1 – The National Tile Contractors Association (NTCA) is pleased to announce the addition of Jennifer Ibe as Membership and Sponsorship Sales Manager and Rachel Smith as Membership Marketing Manager. The two new positions strengthen NTCA’s focus on membership growth, retention, engagement, and delivering greater value to members.

“Growing and strengthening our membership is a key priority for the NTCA, and Jennifer and Rachel bring the experience and expertise to help us do that,” said Jeremy Sax, Deputy Director of NTCA. “Their complementary skills will allow us to take a more strategic approach to both membership development and the overall member experience.”

Jennifer Ibe, Membership and Sponsorship Sales Manager

Ibe brings more than 10 years of experience in association events, sales, sponsorships, relationship management, and strategic growth. Most recently, she served as Director of Sponsorship and Sales for the Global Workspace Association, where she led major conferences, sponsorship development, budgets, and initiatives that increased attendance by 33% and profitability by 30%.

At the NTCA, Ibe will lead membership recruitment, retention, re-engagement, and relationship development while supporting sponsorship and partner revenue opportunities. She will also represent the NTCA at major industry events and help strengthen relationships with members and prospective members.

Ibe holds a B.A. in Communications from the University of Illinois at Chicago.

Rachel Smith, Membership Marketing Manager

Smith brings extensive association experience in membership, communications, digital engagement, and member programming. Most recently, she served as Digital Communications Manager for the Association of Electric Companies of Texas. Previously, as Director of Membership for the Texas Economic Development Council, she managed more than 1,000 members and developed programs to increase member engagement and networking. She also served as Membership Coordinator for the Texas Association of Community Health Centers, where she managed more than 5,000 members and led new-member onboarding and retention initiatives.

At NTCA, Smith will focus on member onboarding, retention campaigns, communications, digital engagement, webinars, events, and community development. She will also support membership analytics and digital initiatives aimed at strengthening the member experience.

Smith holds a B.A. in Communications with a minor in Social Justice from West Virginia Wesleyan College.

“Jennifer’s focus on relationship-building and membership development, combined with Rachel’s experience in member communications and engagement, gives us a strong team focused on every stage of the member journey,” Sax added. “We’re excited about what this means for our members and for the future growth of NTCA.”

About NTCA
Established in 1947, the National Tile Contractors Association (NTCA) is a nonprofit trade association dedicated to the professional installation of ceramic tile and natural stone. It is widely recognized as the largest and most respected tile contractors’ association in the world. For those seeking to improve their tile business, NTCA provides unparalleled educational experiences, supportive peer interaction, unique cost-savings programs, and a commitment to help develop the skills needed to improve your work, recruit, train, and manage your employees, and ultimately, make your business more profitable. Find out more at www.tile-assn.com.

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