The retailers’ role
The implementation of this enormous regulatory change will ultimately come down to the retailer, builder, or service professional being able to explain to their customers how much better it is to have a new, efficient, VSP, despite the higher cost.
So, what makes a VSP or VSFP that much better than a single-speed pump, besides compliance with the new regulations? To help educate and empower pool owners to make the right decision when purchasing a new pool pump, dealers and retailers should learn as much as possible about the options available and how to communicate the full benefits to their customers, including energy cost savings and improved pool conditions.
Customers want better performance, which means selling them energy and cost savings, cleaner, clearer water, quiet operation, and environmentally friendly products will be key. By helping customers choose the right pump for the job, retailers can help make the most of their customers’ investment.
Not all pumps are created equal
VSFPs take effortless pool performance to the next level with auto-regulated flow technology. They automatically adjust their speed to keep flow constant and performance optimized. Homeowners can simply set it and forget it. Like a homeowner’s thermostat, it is easy to manage and adjusts to maintain a consistent temperature (or flow, in a pool’s case).
The pool pump keeps water moving through the circulation system. The rate of water flowing through (flow) is important because pool equipment, such as filters and water features, need a certain amount of flow to perform. As the filter loads, some VSFPs can sense a change in flow and will automatically adjust to maintain optimal performance. These pumps can offer a pool owner peace of mind due to benefits such as cleaner and clearer water, and the effortless pool experience homeowners expect.
VSFPs are also quieter than traditional single-speed pumps and are longer-lasting as there is less minor wear and tear on the equipment.
Dealers need to cater their approach based on their customer demographic and highlight the benefits that matter most to them. Depending on the region and, in some cases even the homeowner, the environmental argument for VSPs is enough to make the sale. In some neighbourhoods where homes are built closer together, the case for a quieter pump is another selling feature.
Some feel the cost is the biggest argument against VSPs and VSFPs, but it is one of the biggest arguments for them. Using online cost calculators, dealers can show customers the potential long-term savings in black and white.
Starting the conversation
Pool retailers need to have the pump conversation with pool owners but opening the door to this conversation can be challenging if a customer is not familiar with the benefits VSPs and VSFPs have to offer.
To better understand the customer, retailers should ask the following questions up front. The answers will help better understand the customer’s needs and what will help them feel comfortable about investing in an energy-efficient pump.
1. First, what size is the installed pump? For many sizes, VSP technology is required, and the larger the pump, the more savings.
2. Will the pump support additional features such as a spa or water feature? It may require a larger pump, and a VSPF offers more flow control options.
3. Where will the equipment be located? If it is close to the house, the quiet operation of the pump will be a key selling point.
4. Are energy savings important?
If a pool owner insists on not upgrading their pump or does not have the money to do so, the best approach a retailer can take is to highlight the cost savings the customer will see over time. A VSP could save homeowners up to 90 per cent on their energy costs compared to conventional single- or two-speed pool pumps.
VSPs consume less power and pay for themselves over time; typically, in two years or less. Depending on the region and/or municipality, reminding homeowners they may qualify to receive public utility rebates when switching to a VSP is also important to remember.
