Benefit #4: Easy to sell designs and maintenance
Fibreglass designs have come a long way and now includes various options that consumers are looking for in a pool.
“These pools are easy to sell because the features consumers want are already designed into the pool and there are not any additional charges to include them—it is all a part of the price,” said Branco. “Typically, features such as large steps and tanning ledges are all extra. In many cases, these projects require custom work and, as a result, adds more time to the job and ultimately to the installation.”
Often, promoting fibreglass models comes down to reminding customers of the maintenance costs that come along with other pool types.
“I remind the customer of the investment in the pool—both initial upfront cost and long-term maintenance expenses—over a 20-year period,” said Branco. “When you factor in at least one to two liner changes, the possibility of tears from bad winters, and the amount of time you will have to wait to get the liner repaired or replaced, the cost of the fibreglass pool is not all that expensive, relatively.”
In addition to the many resort-style configurations that are pre-designed, fibreglass pools also have a coping system that is particularly well-suited for the installation of automatic pool covers.
Benefit #5: Pool builders can set themselves apart from their competitors
Many pool professionals say they are adding fibreglass pools to their product line up not only to give homeowners more choices, but also offer something different.
“I really started to get serious about selling fibreglass pools once I realized they would give my business a unique product that my competitors weren’t selling,” said Branco. “Fibreglass pools are more expensive than vinyl liner models, especially because of the large number of builders doing vinyl liner installations in my area. That said, the price has never really been an issue because of all the other benefits I’m able to offer my clients.”
Burton Pools in Arkansas has been in the industry for more than 40 years, offering gunite, vinyl liner, and fibreglass pools.
“We have found our customers are choosing fibreglass pools at a rapid rate, and our sales of these pools are growing steadily,” said the company’s owner, David Burton. “I believe resort-style, beach-entry fibreglass pools and new sunken-living room features are unique options that help our business stand out from our competitors.”
Competition will be fierce this summer after COVID-19 restrictions are lifted, so it will be important to provide customers different options to maximize profits and avoid competing on price.
Jonathan Hendrick, owner of Hendrick Pool & Lawn in Indiana has been building pools for more than 35 years and also installs vinyl liner and fibreglass models.
“Consumers always want to have something different than their neighbours,” he said. “Fibreglass pools have these high-end, resort-style features built into their designs. The surface is quite resilient, too, so homeowners don’t need to worry about their dog hopping into the pool or what furniture is being used inside the pool.”
Making up for lost time
Many pool professionals agree being lean, mean, and efficient this summer is one of the best ways the industry will be able to adjust their scheduling to make up for any lost time and profits as a result of the pandemic. Those builders offering their customers a fibreglass pool option can make the most of this year’s shorter, post-COVID-19 installation season.
William Khamis is co-owner and chief financial officer of Thursday Pools LLC, a manufacturer that that specializes in one-piece fibreglass pools. He has held this position since 2010. Khamis earned his bachelor’s degree from Indiana University in 1985, certified public accountant (CPA) in 1985, and a master of business administration (MBA) from the University of Notre Dame in 2001. He can be reached via email at b.khamis@thursdaypools.com.
