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How to Sell Variable Speed Pumps

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How to Sell Variable Speed Pumps

Variable speed pumps have been existent in the pool industry for quite some years now. These pool equipment are well known to help you boost your pool’s durability and save on energy. With these pumps, you can match the rate of water flow with the pool’s needs.

 How to Sell Variable Speed Pumps

As a pool expert, it is essential to know how different customers feel about purchasing a variable speed pump. Surprisingly, most customers know that variable speed pumps help you take care of the pool. Other than that, they may not be able to explain why you need to purchase a variable speed pump.

Therefore, if you are selling variable speed pumps, ensure that you can explain to your potential clients why a variable speed pump is worth the purchase. At the same time, take time to listen and address all the customer’s requirements, queries, and doubts. It would help if you asked your customer some questions to know what they are looking for. Afterward, you can outline specific benefits that go hand in hand with the requirements of the customer. This way, you will be able to win a sale at the end of the day.

Latest variable speed pumps

In some scenarios, the majority of pool owners simply want a variable speed pump to get the latest version. It’s like buying a phone. Some people buy the newest phone only because they want an upgrade. And this does not mean that there is something wrong with their old phone.

Some clients often replace their variable speed pumps just to get the latest version.” Winning a sale with such customers is very simple.

Owner of aquatic solutions in manteca, calif, jessica norton

Dan Hansen of JB Pools states, “Other customers are often looking for automated pool pump systems. Such customers always go for the latest programmable variable pump models.” A good percentage of clients with pool water features often require a variable speed pump upgrade. Hansen says, “One of the reasons we replace variable speed pumps is because the existing pump cannot work with several water features in the pool.”

The best speed pumps

On the flip side, some customers specifically want a high-quality product. They want the best variable speed pump they can find; the model and version do not matter, as long as it’s the best. So, when pitching your product, you have to ensure that the client is buying nothing but the best.

With the COVID-19 pandemic, more homeowners are now focused on upgrading and remodeling their backyard, James Roberts, aftermarket program manager for Pentair, says. Thus, aside from installing spectacular water features for their pool, they upgrade their pool pumps using the latest variable speed pumps.

Nonetheless, most customers often get intimidated by the price of variable speed pumps. Norton says, “Occasionally, we feel like addressing the cost factor from the start, since we get worried that the customer might disregard the product because of the price.” But you need not worry about this. In most instances, all the customer wants to hear is the specs of the pump. From there, most of them make the purchase regardless of the price.

As a pool professional, it is essential to familiarize yourself with numbers. So, identify how much the customer will save both in the long run and short run. Have actual figures to boost your sales pitch. Think about it; you will convince your clients that a variable speed pump is worth the purchase. Consider using an online calculator for this. And have an explanation behind each figure. You can explain to the customer how much they’ll be saving and how the variable speed pump will help them cut down their electricity bill. As you do this, ensure everything you say aligns with the requirements of the customer. In turn, you’ll be able to increase your sales and revenues.

Sales training

Usually, pool experts take their time to learn how to deal with customers. Nevertheless, Robert states that you should make it a habit to train your employees. Majority of employees who are professionally trained to win sales increase the company’s sales by approximately 7%. And this increases their revenues by about 25%. So, if you want your company to expand, it would help if you invested your time and money to train your staff members on sales and marketing sales. Through training, you will let all your staff members know what to say and what not to say during their sales pitch. So, look at it as an investment for your company. 

You have to keep in mind that you have to listen and understand the customer’s needs. Know the reason behind why they want to purchase the variable speed pump. From there, you’ll find yourself having a more intriguing sales pitch. In turn, you will portray professionalism and show the client that you value them. Consequently, you increase the satisfaction of your customers.

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 mpacker@poolmagazine.com your story idea.

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Automatic Spa Covers

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Automatic Spa Covers

Over the years, automatic pool coves have increasingly become popular among most homeowners. These safety features protect pools from dirt and help pool owners save energy. At present, there is an increased demand for automatic covers, especially among spa owners. Indisputably, spa owners are also looking to protect their investments. Automatic spa covers are therefore becoming popular in the pool industry. The best thing about these features is that they are user-friendly; you can operate them with the simple touch of a button. Ultimately, homeowners don’t mind spending on these features.

Automatic Spa Covers

The increased demand for automatic spa covers

Several states make it compulsory for all pool owners to have safety covers. Consequently, almost every pool owner is familiar with automatic pool covers. Once spa owners see how this feature works well, they’ll always want to purchase one for their spa. Allan Horwood of Pool Patrol in British Columbia concurs, and he states, “Before, using safety covers in spas was quite odd. However, it is now common to protect your spa using a cover.”

“There has been a steady rise in demand for automatic pool and spa covers in the United States.”

VP of sales for Automatic Pool Covers, Mike Shadoan

Nonetheless, Shadoan says that automatic pool and spa covers are costly. But people are always willing to buy products that offer value for money. There’s, therefore, a golden opportunity for pool professionals who wish to sell these safety features.

Is selling automatic spa covers a good idea?

A good percentage of pool owners love automatic spa covers because they are simple to use. I mean, no one wants to struggle to remove the automatic pool/spa cover after a grueling day. With auto covers, you can open and close the pool using a remote.

A unique opportunity for pool contractors

Last year, the industry experienced a surge in demand for pool services. Homeowners were looking for ways to upgrade their backyards. Consequently, they installed swimming pools, among other outdoor features. Automatic pool and spa covers were therefore in high demand. Pool contractors who sell these safety features are often privileged. When they go onsite to provide installation services, they will most likely sell other pool products and water features. For example, high-end customers may request an additional water feature like a spa. And this helps pool contractors to increase their revenue. Ultimately, there are so many golden opportunities that come with selling automatic pool covers.

Installing automatic spa covers

Is there a difference between automatic pool covers and automatic spa covers? Well, yes. The major difference between these features is space and aesthetics. Automatic spa covers are more versatile since they are smaller. Thus, they tend to provide more aesthetics. Pool contractors can install auto covers on spas that are above the deck or flush with the deck.

Suppose the spa is above the ground; you’ll have to raise it by approximately 20 inches above the deck. It would help if you also placed the cover box above the deck. Nevertheless, note that the installation process is different for existing spas. In such instances, there’s usually limited space to work with. Consequently, there might be insufficient space to install the housing for the cover mechanism.

Dealing with such projects requires you to be innovative. You may decide to flush mount the safety cover on the paver. Doing this helps you create a nice, clean look. You can also add a storage space along the edge of the spa; here, you can store your cleaning equipment, among other products. Subsequently, you end up making the most out of your space.

Balancing between functionality and aesthetics

You have to find the perfect balance between aesthetics and functionality when installing an automatic spa cover. Most clients prefer using concrete lids on their pool covers so that they can walk around the cover. Also, concrete lids are more popular because they provide more aesthetics. Meeting the customer’s requirements will require you to use a heavy-duty bracket. This way, it can handle the weight of the concrete lid. Even so, always tell your clients to minimize their movement on the cover. At times, the stone can move, and this can lead to serious accidents.

Shadoan says, “Pool contractors should explain how these features work. They should inform their clients that lifting the stone from time to time is important. Also, let them know that walking, standing, or sitting on the lid can lead to serious accidents.”

Are automatic spa covers worth the purchase?

Currently, there is a broad spectrum of automatic spa cover designs. Therefore, every spa owner can find something that caters to their needs. Needless to say, automatic spa covers are not for everyone. They are ideal for pool owners who want to match their pool cover and spa cover more often than not. Ultimately, automatic spa covers offer excellent functionality and aesthetics.

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Industry News

Large Format Pool and Spa Tiles: Installation, Advantages, and Disadvantages

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Large Format Pool and Spa Tiles: Installation, Advantages, and Disadvantages

Large-Format tiles have increasingly become popular among most homeowners. They come in different shapes and sizes. Besides, these tiles offer exceptional aesthetics. Nonetheless, installing large-format pool and spa tiles is relatively complex. This article outlines a few tips that help with large-format tile installation.

Large Format Pool and Spa Tiles: Installation, Advantages, and Disadvantages

Choose non-slip pool and spa tiles

Large-format tiles should be slip-resistant. Keep in mind that a slippery pool surface can lead to severe accidents. Swimmers can fall and break their body parts. Even worse, they could die. The most recent award-winning poolscape by Chafey incorporated large dark tiles that had a blend of various surface materials. Some were textured, glossy, and matter. Chafey used the glossy finish on the vertical pool surfaces. He did, however, use the matte for the horizontal surface to add extra safety.

Come up with a solid plan before installation

Every pool contractor should have a solid plan of how the pool and spa tiles should fit the surface. It would be best to know all the surface measurements since you’ll be dealing with bigger tiles. Plan how you want to layer the corners and steps. Doing this helps you know if you have enough material.

Select a flexible material for easy installation

Another thing to consider is the adaptability of the material. At times, you won’t be able to fit full-sized tiles across the whole pool. Some sections might require you to cut the large tile into two. For example, if you are using a 12 by 24-inch material, you would have to cut it into a six by 24-inch material to fit the waterline areas. On the flip side, areas like the back of a vanishing edge wall would need full-sized tiles.

Use a blend of large-format tiles and mosaic for best results

Incorporating a blend of mosaic and large-format pool and spa tiles makes the pool more appealing. The mosaic design is often meant to underscore water features or any other breathtaking areas of the pool. Co-owner of Alpentile, Amy Denny, says that they usually combine large format with mosaic in a variety of numerous projects. Doing this is also cost-effective since you get to balance your costs.

Through-body tiles are the best

Selecting a through-body tile is also essential. These pieces often have a consistent color. And this makes it less challenging to surface the pool, unlike glazed tiles. Subsequently, through-body tiles simplify the installation process.

How do you install large-format tiles?

The process of installing large-format pool and spa tiles is more or less the same for different designs. Co-founder of National Tile and Stone Authority, Greg Andrews, states, “It would be wrong to think that installing larger tiles takes a shorter time.”

Allow sufficient time for proper curing

During installation, you should always give large-format pool and spa tiles enough time to cure. Ensure the thin-set cures properly before you proceed to the next step. Typically, thinset needs air to cure Thinset typically requires air to cure. While the area between the separate tiles can quickly cure, the area behind the tiles will need more time. Dealing with larger pieces is actually worse because they need more time to cure. Pool experts report that the back center of the tile can take months to cure. Even so, experts don’t give it as much curing time. On average, large-format tiles will need 21 to 28 days to cure. “It would be best to inform the pool owner that they will have to wait 3 to 4 weeks for the tiles to cure,” says Amy Deny.

Prevent the formation of voids

Large-format tiles are more vulnerable to getting voids. So, be careful when applying the thinset. Use the correct troweling methods. Installers should not use the spot bonding method. This technique can form a lot of voids beneath the material. Voids often act as a travel medium for water, among other fluids. In turn, they affect the pool’s structure.

Reduce lippage and work with the warpage

Large-format tiles are more susceptible to warping. Luckily, you can use spacers to protect the tiles. Spacers regulate the elevation of each tile; in such a way, one tile piece is higher than another. This helps in preventing lippage. Pool pros advise offsetting the pool tiles by not more than a third of the tile. Remember, you don’t want the end of the tile to connect with the highest point of the crown.

Pool and SpaTiles

Large-format pool and spa tiles offer excellent aesthetics, functionality, and durability. As a result, they are becoming a popular tile option among most pool owners. However, before purchasing these tiles, there are several factors to consider. Also, during installation, ensure you prevent voids, control lippage, and allow proper curing.

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Trichlor Shortage in the Pool Industry

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trichlor shortage

Trichlor is essential for maintaining clean pools. Unfortunately, trichlor is in short supply in the industry. The main reason for this trichlor shortage was the factory fire in Lake Charles that happened a while back. The fire damaged the only primary source of trichlor production. But does this affect the pool industry?

Trichlor Shortage in the Pool Industry

Fortunately, most pool companies will remain unaffected. The majority of pool owners use other pool sanitizing options, like sodium hypochlorite and baquacil. However, some pool owners will be affected by this shortage. As we speak, manufacturers are increasing the prices of chlorine tablets. And this poses a considerable challenge to commercial pool owners since the peak season is approaching.

How to deal with trichlor shortage

Pool supply companies and service providers came up with several strategies to help them deal with the situation. President of Patio Pleasures Pools & Spas, Rene Huston, began piling up on tabs. She says, “Immediately we heard about the tragedy, we bought tabs in excess, and we continue to do so. At some point, everyone is going to need chlorine, and the supply will probably be limited.” Well, piling your stock is not such a bad idea. However, you have to find a safe storage space for the stock. Moreover, you need a lot of cash to pay your suppliers.

The first sign of trichlor shortage

Before the global pandemic, trichlor used to cost about $70 to $75 per bucket. The prices started increasing gradually from 2019 to 2020. At this time, pool service techs bought this chemical for about $85. However, all this changed from around year August. The market prices rose to $125 per bucket. And this was frustrating for most pool owners. Trichlor prices are still expected to increase this summer. On the flip side, suppliers are placing a limit on all their purchases.

Preparation for the upcoming swimming peak season

The owner of Richard’s Pool Service, Richard Garnai, says that trichlor shortage is not a major problem for them. He has a solution to the problem. He states, “Based on my supplier’s report, I’m sure there will be enough tabs to make it through summer.” And even if things go south, Richard is not worried. He plans to make his mix manually. “If the shortage becomes too much, I’ll use chlorine and cyanuric acid to achieve the same results.” He also recommends limiting tab use during this period so that you can have enough during summer. Although bromine can be an alternative, this chemical is susceptible to degradation when exposed to sunlight.

Keeping it real with customers

All pool service techs need to educate their clients. By now, most pool owners are already bothered by the surge in trichlor prices. Be honest with your customers and explain to them exactly what’s happening in the industry. But don’t stop there. Tell them how you plan to handle the situation. Also, assure them that you will do your best to support them this summer. Most customers will respond well to this.

Customers are starting to stock up as early as now. Pool experts advise that it would be better to purchase the tabs as early as now because there’s a possibility they won’t be available from July. The same goes for pool equipment. Pool companies are now encouraging pool owners to conduct all their replacements and repairs before the peak season.

Consider using non-chlorine pool systems

Aside from stockpiling, there are other ways to deal with trichlor shortage. Consider using chlorine alternatives. Fortunately, you don’t have to use chlorine to keep your pool clean at all times. Furthermore, by maintaining balanced water chemistry and using preventative algaecides, you can reduce your use of chlorine. Keeping all your pool equipment in good condition also helps you reduce the pool’s dependence on chlorine.

Moreover, consider using UV light systems to operate swimming pools. This helps you lower the demand for chlorine in pools. Salt chlorinator systems also enable you to reduce the use of chlorine tablets.

Luckily, most pool owners are embracing these systems positively. All you need to do is explain to them the benefits offered by these systems. Some companies send email campaigns to inform clients about salt and UV systems. Installing these pool systems helps pool owners save on energy and provide a safe swimming environment. As a result, putting up UV and salt systems is a great way to deal with the trichlor shortage.

Trichlor Shortage

Nobody knows how long the trichlor shortage is going to last. But pool professionals report that the shortage is likely to increase this summer. Generally, 2021 will be no different from 2020. Nonetheless, things should start getting better next year. Industry veterans say that there won’t be any shortages in supply and labor in 2022. Things will start going back to normal gradually. Even so, everyone in the pool industry should prepare themselves for the 2021 summer.

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