Pool Route Purchase

Before I even start, I need to clarify something. You have to think of a pool route purchase. In this context…you are buying a business. Does that bring a little more weight to the situation? But this is precisely what you’re thinking of doing. This subject is talked about very casually within the industry. And a lot of the time, there are more who are against it than for it. They claim, “I can take that same money and advertise to build my business for way cheaper.” And these people aren’t wrong. I have done this personally! But is it that much cheaper?

Let’s tell a hypothetical story and timeline of 2 pool pros. Their names will be Rudy and Joe. Rudy has decided to purchase a route of 40 customers while Joe has decided to build from the ground up by advertising only, but his goal is also 40 customers. In this story, I’ll use others’ real-life details in the pool industry while some made-up but realistic information. Like Rudy and Joe – excellent fake names 😊

Rudy goes online and searches for a pool route for sale. He gets “routed” to a pool broker. He finds the 40 pool route in the general area he wants to operate, and the price is $50,000. The broker provides the details, paperwork, notary, escrow, warranty (90-day pro-rated money-back guarantee if the customer is lost at no fault of Rudy), etc., and the broker makes a 10% fee for this service. (this usually comes out of the seller’s side) Rudy doesn’t need any training, and he’s fully knowledgeable in the pool industry. He starts working right away and has a monthly income of $4,000 for service. Repairs and additional services are extra per our industry standard. So let’s leave Rudy for the moment and meet Joe.

Pool Route Purchase

Joe is going to advertise and build from the ground up. He thinks he can do this for 1/10^th the cost and get just as many customers. Joe set’s aside $5,000 and begins to create his ad campaign. He spends two days getting everything in order, logo, wording on the ads, FB marketplace account, Google account, etc. He even creates a profile on a couple of other social media platforms to advertise for free! The ads launch, and the posts are made. One week passes, Joe has zero accounts. The second week goes by, and the traffic has started to come in.

The phone is ringing, and Joe is going out on bids and estimates. End of week 2, Joe has two clients on the books. Week 3 comes, and the traffic has dipped just a little bit, but Joe ended up getting two more customers for a total of 4. Week 4 is here. Joe continues to have the ads run every week. He is making posts almost every day on the free sites. The best week yet, Joe gets 3 for a new total of 7 at the end of one month. The monthly income on the books is $700 going into month 2.

Buying a Pool Route lll

At the end of the month, Rudy lost two customers. One was his fault, he left the gate open, and the dog got out. The other wasn’t his fault; the owner sold the house, and Rudy couldn’t keep the account. Rudy decides he will give a couple of customers an incentive; if they advertise word of mouth for him, he’ll compensate with a month of free service if he gets new accounts. So his monthly income is down to $3800, but he did get a credit back for the one customer. Joe did the same thing as Rudy, and he gave them an incentive to all his customers to help him grow and compensate with a month of free service.

Let’s move to month two now. Rudy ends up getting one new customer and ends the month with 39 total. Nothing else to report on Rudy; let’s visit Joe. That’s far more exciting!

Joe is hitting his stride! He tripled his business and now has 21 accounts. He decided to double down the amount on the ad spend each week, and he also doubled the amount of time he spends on social media. But, he has not increased his original amount of the $5,000 ad spend, just increased the weekly spend to speed things up. And a few customers referred him to new clients to have some free service coming once the new customers have stayed on for at least a couple of months. Joe is no fool. In a previous venture, he would promise free service before verifying an excellent new client. Not this time. End of month 2, Joe has $2100 incoming on the books. Half his ad spend is gone at this point.

Month 3 – Rudy is unchanged. He has 39 accounts and $3900 on the books. Back to Joe

Joe decided to keep the higher ad spend in place. He is confident he will get to 40 accounts this month but doesn’t hit the goal. He got a few new customers, but he also lost one because he left the gate open. These darn gates are hard to remember to close when you’re so busy. And that customer had also referred Joe to one of the new clients, so Joe lost that one too because they want to use the same pool service. Lame. But Joe stays positive, and he ends the month with 28 accounts and $2800 now on the books.

Our mission is to have every pool company work together to maximize profit, minimize travel time between stops and be kind to the planet. We do this by enabling the swapping of accounts to build efficient routes
Joe Wilmot, President/CEO of Pool Trader

20 Surprising Tips for New Pool Pros

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So you have chosen the Swimming Pool Industry for your livelihood. Or maybe, like a lot of us, you kinda just fell into it. I know I did. Maybe you are just starting out or maybe you are a seasoned vet. Either way, we are glad to call you a colleague. I know being new can be a bit overwhelming. Heck, I am still brand-spanking new with 4 years in. My biggest success has been looking to old-timers as mentors. This is a rare industry where we are eager to help our peers. Asking questions, being humble, and actually seeking and taking advice are the number one ways to get ahead. I asked all my pool pro friends what their greatest advice was for newbies. I am excited to share tips for new pool pros with you.

CPO Certification Class — Tips for New Pool Pros

Before You Get Going

“The very first item every day should check the truck before you leave the property; Even if it’s a pick-up: Oil Fluids, Fuel, Mirrors, Lights”- Tony Dix of Custom Pools Long Island INC.
“Keep chemical bucket lids, or anything loose in your truck bed secure.”- Ryan Johnson, Check it Out Pools
“Never assume that boxes won’t blow out [of the truck] or cardboard from pumps, filters, etc.”- Kevin Stege
“Bring extra socks/shoes/boots and a change of clothes. Invest in rain gear, avoid 100% cotton clothes. You won’t make it through the day if you’re not comfortable and dry.”- Jeremy Loizos
“Read the directions!”- Jody O’Grady
“Recognize upfront if you can handle working in the heat. If not, don’t waste your time”. -Mark Thompson

Be Safe

“Hold your breath when opening a container [containing] chemicals.”- Kevin Stempien
“Don’t grab the Hammer Head when you fall in”- Chad Deal
“Don’t breathe in the acid cloud”- Megan Abbott
“Always [be extra] cautious. Example: a gate was open when you arrived, close it, and lock it on your way out. It will be your word against the owners if Fido gets out or worse if a child enters the yard.”- Ryan Johnson
“Look into insurance- IPPSA, UPA, etc. Hopefully, you will never need it, but if you truly want to be a professional, you will provide for your client’s protection.”- David Penton
Water first, then add chemicals when mixing.
Measure everything.
“Make sure you always turn off the water hose before you leave the property!!! “-C&J Pool, Norman, Oklahoma.
“Safety first….always close the pool gate behind you every time.”- Keon Garcia

Have Integrity…Even Towards Yourself

“ The long way of doing a task is always the short way.
- Be courteous to customers , but don’t linger in conversations or it will become a weekly ritual
- If you don’t know the answer to the customer question, don’t fake it. Tell them the boss or the office will follow up and get them a straight answer”- Ryan Johnson of Check it Out Pools

“After you are done would you like to get into that pool? If not then why would your customer?”- Billy Bull
“Tell your boss ‘I am going to show up early, stay late, I am prepared to eat a shit sandwich every now and again, and I’ll be sitting in your chair in 2 years”. -Ronny Airin Barrett of Top-Notch Pool Management
“Know your worth. Don’t undervalue your time and services. Don’t let the customer treat you like ‘help’. Value your time and services and the customer will too.”- Rory Stringer with East Texas Pools
“Find stuff most people won’t do and then get really good at it.” Justin Dodson of All Clear Pools
“Always be honest with the customer. Your integrity is everything!”- The Pool Doc RN

Learn From the Big Dogs

“Take advantage of industry training opportunities, as many as you can. Most are at a nominal fee, some are even free. Check with local distribution to see what manufacturer training sessions are available; Trade associations are another good source; Wayne Ivusich (Taylor Technologies) has webinars on the reg; invest in an online certification course or two.” – Rudy Stankowitz of CPOclass.com
“There are a number of fantastic podcasts to listen to and educate yourself. Pool Pro Podcast, The Aquanaut Podcast, Pool Chasers, Chlorine King….Spend your days listening to these to grow yourself, and pick up tips and tricks from those who have gone before you.”- David Penton of Pool Pro Podcast
Subscribe to industry blog sites (like this one. Hint, hint ?) and trade magazines
“Don’t give a friend or family discount. It always comes back to bite.”- Joe Dal Monte of Liquid Motion Pool Service
“Get as many pool stores as you can to give you a business account.”- Justin Dodson of All Clear Pools
“Learn the importance of conditioner.
- Only backwash once every 6 months”- Ben Delaney of Mission Pool & Spa Supplies
Test from the decanter, don’t put the drops in the pool.

Join a Group on Facebook at Talking Pools

I couldn’t fit all the greatness into one article. Check back soon for even more great tips. Got a great tip? Leave in the comment section below. Thanks for being loyal readers and I will see you poolside.

Don’t Undercut the Market ✂

Value-Based Pricing

A service priced below market value is often perceived as a low quality service

This is Dick. Dick wanted to own his own business and decided he would start a pool service company. He was determined to do everything the right way.

He set up an account with the local distributor and purchased all the needed supplies. He made sure that he had insurance and would get the proper licensing. He got his first few customers quickly, but word of mouth would be slow to develop, and he did not think advertising would be a wise decision.

Dick had failed to establish a marketable point of difference that added worth to his brand. He did not have the experience or knowledge that his competitors possessed. Instead of investing in education and increasing his skill set, Dick came up with an idea.

related story: Common Pool Service Marketing Fails ?

Dick decided that the best way for him to compete with so many other pool companies would be to cut his prices drastically below what everyone else was charging.

His plan worked! Dick quickly amassed a large group of customers. He was very proud that his business had grown so quickly. Dick thought of himself as a marketing genius.

In competing on price instead of competing on value, Dick acquired quite a few customers that no one else wanted. He built a clientele that was only with him for price, and they nickel and dimed him every step of the way. These were not really Dick’s customers. They were customers of the lowest dollar. Building a clientele based on price would prove to be a dangerous strategy.

Dick’s schedule was full. He had pools to clean from dusk till dawn. Still, something didn’t seem right. Dick found his customers to be challenging and demanding. They were reluctant to approve items necessary to maintain their pools (O-rings, baskets, gauges, etc.). This made his job harder, and he was having trouble keeping up. He was going to need some help.

Dick ran an ad in the local paper, and the results were less than promising. He wasn’t able to offer a very high wage. Although Dick had many customers, he had undercut the market so drastically that he could not afford to pay much. He could not offer any benefits. No one wants to work for Dick.

Dick didn’t know what to do and was quickly becoming overwhelmed. His phone was constantly ringing, not a bad problem, but many of the calls were complaints. Unable to find help, he would start to cut corners to make his company profitable. This caused his pools to suffer. Some of the other Pool Service companies in the area gave Dick the nickname “Splash n Dash,” others called him “Dump n Run,” potential customers didn’t call…

related story: Afraid to Raise Your Price for Pool Service??

It wasn’t long before Dick began to avoid his phone calls from the customers he still had. He started skipping pools on his route to catch up. He was receiving bad reviews and was damaging his company’s name.

Dick was broke. His truck was in the shop, and he could not afford repairs. He owed the local suppliers money, and they began to refuse to fill his orders. Dick had run his company like an employee, not an entrepreneur. There was never much left after he paid himself.

Dick’s company eventually went out of business. He was deep in debt and unsure of how he would recover; phone calls from collection agents had now become the norm. The stress had taken a horrible toll on his family. The handful of good customers that Dick had on his route were now left with a bad taste in their mouths toward swimming pool service companies altogether. The pricing Dick had set for his company lowered the value of pool service in his area and severely damaged the market.

-The Moral of the Story-

When you charge a Fee for Service below the market value, you diminish your business’s worth and erode that service’s value for everyone in that area that offers it.

Don’t be like Dick. If you own a company or are considering starting one, do your due diligence and determine what the market will bear before you begin. Make sure that you allot for the necessary certifications, insurance, and licensure (where required). Ensure the profit margin is high enough on each job that it supports all the expenses necessary to be a business, plus unexpected vehicle repairs and maybe an employee down the road if needed.

If you do not have enough education in the field, there are many resources throughout the industry available to you. Many of the manufacturers offer training on their products at no cost. Trade organizations are a tremendous resource for educational opportunities. Invest in and attend a CPO Certification class for starters (That would be a good one!). If you still do not have the skillset you need, work for someone for a couple of years before venturing out. If you do not believe you bring enough to the table to compete on value, step back and wait until you do. If you are not valuable enough to charge the going rate (or more), the product you are offering is not of value.

⁉if the above is not the case, and you have the skills, why, for Pete’s sake, would you not charge what you are worth??

Similar Article: Afraid to Raise Your Price for Pool Service? ?

The Pool Service Person Stigma

en·tre·pool·neur

I will never forget attending an event in town one night. A young woman (thirty-something) approached and introduced herself. She asked my name and then asked what I did for a living. I said hello, told her who I was, and stated that I owned a swimming pool service company (which I did at the time). The young woman paused for a moment and twisted her nose up. I knew the look. Her words that followed stick with me to this day “Oh that’s so nice.” She whispered, “Not everyone should go to college, should they.”

Obviously, I must have been some nincompoop who had to resort to skimming leaves from swimming pools due to what could only be the result of a string of poor life choices. The stigma associated with the “Pool Guy/Pool Gal” has always reminded me a bit of that 80s Music Television anthem Money for Nothing by Dire Straits. Okay, so not all pool people are millionaires with private jets, but we do make a pretty good living and get to spend most of the day poolside.

I was talking with my friend and former student, Erik Taylor of Chlorine King Pool Service, who had mentioned some similar experiences and asked if he would not mind jotting down his thoughts on the subject. Erik is one of APSP’s (Association of Pool & Spa Professionals) 2018 Young Professionals of the Year and his company has been listed as one of the Top 50 Service Companies in the U.S. (P&S News & Jandy).

Here is what Erik had to say:

Erik Taylor, CEO Chlorine King Pool Service

Can you make a solid living for your family in the pool business? I get asked this all the time and the resounding answer is yes, YES you can! The epitome of the broke pool professional is really, well, the very few that run their business totally wrong. They are a few and far between though. The reality is if you decide to get into the pool business, you’ll quickly find that you’re swimming in a pool of money, but please hold the chlorine and acid!

When you think of a pool guy or gal, what do you think of? I was guilty too of labeling the pool professional as a “broke and desperate” soul that is trying to earn bar money. I’ve talked about that countless amounts of times when telling people how I got into the pool industry. I remember when my friend introduced me to the pool industry and my first thought was a guy stumbling out of his rusted out truck, with bottles of whatever falling out, wearing stained and smelly clothes while having a cigarette hanging out of their mouth. Yes, some of those are still out there and more than likely the people who run their business wrong as I eluded to earlier. That, my friends, is a story for another time.

Grossing six figures in this career is not really hard to do ?

What I want to talk, or brag about, is how much you can make in this industry, but please hold the degree and student loan debt. I also tell people all the time how I wish I never went to college and got a five-year head start of where I am now (I double majored and did not flunk a year ha-ha). As that saying goes, “Time is money” which is a valuable statement not only for getting started in our industry but also for your day-to-day operations while in the industry. I remember when I first started my goal was to gross $75K per year and I would be happy. At that number I would be doubling my old salary (of 5 years) as a 9-5 worker. In my first six months of business I nearly hit that goal starting from ground zero. Grossing six figures in this career is not really hard to do, in fact I screamed past that goal in my first calendar year of business. Every year since I have seen consistent and quality growth to the point of having to turn tons of business away because I simply can’t handle it all.

Erik Taylor is creator of the Chlorine King Pool Service Show Podcast and an AQUA magazine columnist.

I quickly got over the “wow” factor of the money one can pull in from the pool business. The thing that cracks me up about all of this, almost on a day-to-day basis, is interacting with the public that has absolutely no clue about the goldmine that working in the pool industry truly is. I always giggle inside when you tell someone you own a pool business and they give you the reaction like the pool business is not a real job, or you aren’t on the same level they are. I also get a hysterical kick out of when people talk numbers with you and you deliver that “deer in the headlights” blow when you tell them what your business pulls in. What “jobs” out there can make anywhere from $100-$600 per hour like the pool industry can? Lawyers, doctors, surgeons, electricians and pool professionals all fall in that range. Imagine that, a pool professional being lumped in with those prestigious careers. Better yet, a pool professional that does not have to do years of schooling to earn a killer salary like the others mentioned.

A Pool Operator Certification class is a great first step if you are interested in starting your own swimming pool service company

At the end of the day as long as you’re covering your bills, making payroll, contributing to retirement and enjoying the fruits of your labor then I would consider your pool business a success. However, I think if you run your business correctly, you’ll achieve all of that while making the industry better and paying it forward to the next person, which in that case I consider you to be a legendary success! ?

Sadly, women in the pool industry face greater stigma than men… Read More

Swimming Bugs In My Swimming Pool

What are these Swimming Bugs, and how do I make them go away?

The Fishing Spider is not a swimming bug, it is an arachnid. Due to appearance, is often confused with the Wolf Spider. This diurnal hunter can often be seen skating across the tops of swimming pools and, at times, diving beneath the surface. This aquatic arachnid feeds upon insects, tadpoles, and fish. It is not uncommon for the Pool Operator to find one submersed in a skimmer basket. But, how can you tell if it’s a Wolf or a Six-spotted Fishing? That’s as easy as telling the difference between a “Happy Face” and a “Sad Face”:

According to Spyderbytes, a blog dedicated to spiders, these predatory scuba divers (The six-spotted fishing spider) can “breath underwater” due to fine hairs upon their abdomens use to collect bubbles of air.

The backswimmer, as its name suggests, swims on its back. This predatory Hemiptera uses its long paddle-like rear legs to propel it through the water after prey. Its diet includes other aquatic insects, tadpoles, and fish. Sometimes referred to as a “water wasp,” this frequent visitor to swimming pools packs a painful sting. The backswimmer can breathe underwater by carrying an air bubble, which replenishes from the surface from time to time, on its body.

The Toe-biter (giant water bug) is the largest of the Hemiptera. This predator feeds on fish, frogs, small turtles, and snakes at over two inches long. According to Scientific American, Once they seize their prey, they inject their poisonous digestive juices. Occasionally, these aquatic giants will grab hold of a human toe and unleash a powerful bite. The Toe-biter can breathe underwater by carrying an air bubble, which replenishes from the surface from time to time, on its body.

Water Boatmen primarily live off of algae and other aquatic vegetation, though some will feed upon mosquito larva. In an interview with Dailymail.com, James Windmill of the University of Strathclyde called the Boatman “the loudest animals on Earth” when referring to the sound they made compared to their small size.

They are often confused with Backswimmers but have no fear – these bugs do not bite people. The Water Boatman can breathe underwater by carrying an air bubble, which replenishes from the surface from time to time, on its body.

Belostomatidae (AKA: Eastern Toe Biters); In Florida, we call ’em “Alligator Fleas.”

A little dish soap goes a long way. Hydrogen atoms have a bit of a positive charge that makes water “sticky.” The hydrophobic portion of the dish soap forces these H₂O molecules apart, reducing surface tension. By reducing surface tension, we actually make the water “wetter.” Bugs that normally scurry across the surface suddenly find that they no longer have the ability to float. Bugs that come to the surface for air suddenly can not breach the very surface.

A couple of squirts will do. Dishwashing soaps are phosphate-free nowadays, so you’ll not create a whole other problem in the process as long as you don’t overdo it (stay away from the antibacterial stuff). You’ll find quite a few commercially made products available for this purpose; I suppose putting “Water Bug Repellant” on a label vs. “Palmolive®” has more appeal in a pool store, but the supermarket dish soaps do come at a much lower cost. The dish soaps also make a great degreaser for cleaning your filter elements (though you could opt to kick it old school with some TSP for your filter cleaning).

All diagrams used are with written permission from Sheri Amsel, www.exploringnature.org:

Missouri Department of Conservation

Video credit – Adventures of a Pool Girl

Lose Weight Quick

Workout Like a Pool Girl, Work it Like a Pool Boy

Andrea Lynne of Adventures of the Pool Girl

Why are pool technicians always in such great shape?

It is more than just a coincidence. These Backyard Water Warriors’ burn calories and work muscles almost non-stop. It’s “just another day at the office.” The Pool Operator Fitness program works nearly every major muscle group. It is no wonder why the pool pro is usually thin, tan, and cut. With an average pool route of fifteen pools per day, there is continuous physical repetition. This five to six-day workweek workout involves lifting, cardio, isometric, and both concentric and eccentric contractions. Lose weight quick ?

? Mary Prettyman of A Grande Choice Pool Spa

Workout Like a Pool Girl, Work it Like a Pool Boy

If you have ever watched the pool guy/gal service a pool, you have probably noticed that they are always moving. These Backyard Water Warriors’ burn calories and work muscles almost non-stop. Back and forth to the route truck, to the filter, skimming, vacuuming, etc. The exception being the five minutes spent on the water test and short drive in-between accounts. There is no part of pool cleaning where a person is standing still. According to LIVESTRONG.COM, A moderate walking pace of about 2 to 3 mph is intense enough to put the average person in the fat-burning zone during a walk. Lose weight quick ?

With fifteen pools a day at an average of twenty-five walking minutes per pool (30 minutes – 5-minute water test), our pool operator is on his/her feet and moving for 6.25 hours per day. In that time they cover a distance of nearly 12.5 miles (Verified by my personal Fitbit). Then consider the added weight of chemicals and supplies. According to SparkPeople, that alone would have a 175 lb. Service person burning 1,228 calories per day. I know personally, I had difficulty keeping weight on.

FACT: At 10 lbs per gallon, a 2 1/2 gallon carboy holds 25 lbs of liquid chlorine (sodium hypochlorite)

Constant Lifting

The job involves near-continuous heavy lifting. Everything from chemical buckets to safety covers. Then there is the repeated lifting lighter weight. MENSFITNESS reports that lifting relatively light weights (about 50% of your one-rep max) for about 20–25 reps is just as efficient at building both strength and muscle size as lifting heavier weights (up to 90% of one-rep max) for eight to 12 reps. This is according to their study, which is the latest in a series done at McMaster University in Ontario.

Fact: A Mesh Safety Cover for a 20′ x 40′ pool can weigh up to 70 lbs

Lose weight quick ? Keith Jig Courvelle of Legacy Pools

Plenty of Torque

Skimming the surface of a pool sounds like an easy task, but it does involve holding a sixteen-foot pole extended across the pool’s surface for long periods. Can this static hold of 1.8 lbs of aluminum with a 1.5 lb net attached actually benefit an individual? According to Blueprint Fitness of Atlanta, a great advantage to static holds is their ability to increase your muscular strength without lifting heavy objects.

WAIT! This is not just 3.3 lbs of net and pole we have to consider, there is also this thing that physicists refer to as torque. Torque is the amount of force it will take to hold that 17 foot of net and pole horizontally from one end. If we do the math, we can see that our pool operator would need to exert 14.4 ft-lbs of force to hold that 1.8 lb. Pole when extended and that’s without the net. To intensify the “skimming for shredded shoulders” workout, try using the heavy-duty 3.5 lb commercial fiberglass pole instead.

? Rudy Stankowitz of Aquatic Facility Training & Consultants

4800 reps per week

Brushing the walls of a pool, again with light resistance as discussed above, will require similar movements as completing sets of chest dips with resistance on the downward push. Consequently, we would expect to work for those same muscle groups. According to ExRx.net, the target muscle of the exercise would be the pectoralis major chest muscle, along with the following supporting muscle groups: deltoid anterior, triceps brachii, pectoralis minor, rhomboids, levator scapulae, latissimus dorsi, and teres major. With a brush width of eighteen inches, which would be sixty-four strokes per pool (16 x 32 avg.). This multiplied by our 15 pools per day would equal 4,800 strokes per week (excluding brushing the tile).

Lose Weight Quick ? Kyle David Acevedo of Aloha Pool Service & Repair

Resistance Pulling

Vacuuming a pool utilizes a motion similar to a seated cable row and decline bench. Resistance is on both pulling and pushing. “Seated Cable Rows emphasis is the trapezius muscles, latissimus dorsi, the erector spinae, rear deltoids, biceps, biceps brachialis, and forearm flexors,” says Curtis Schultz of BODYBUILDING.com.

Lose Weight Quick ? Darrel Barnett of Pineapple Pool Service

Resistance Pushing

“The decline bench press, either with a barbell or two dumbbells, you target your pectoralis major’s sternal heads. These muscles are more commonly known as your chest or lower pecs and assist in many upper-body movements. The other muscles that help you execute the decline bench press exercise are the clavicular head of your pectorals, anterior deltoids, triceps, and biceps.” explains William McCoy of LIVESTRONG.com. Using a self-contained vacuum with a twenty-one-inch head and a pool floor surface area of slightly more significant than 512 sq. Ft. it would take 19 reps to vacuum the floor thoroughly, 75 sets per week for a total of 1,425 reps.

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