Display the technology
In-store displays are the best way to show a robotic cleaner in action. Retailers who have a display pool at their store should have a robotic cleaner continuously moving throughout the pool to demonstrate how it operates. This allows customers to see how well they work and how easy they are to use. For some retailers, this can make all the difference when selling these products.
“The demo pool at our store is equipped with a robotic cleaner so customers can not only touch and feel the product, but also see how easy it is for them to lift and pull out the filter to clean it,” says Belcourt. “It’s easier to open and clean out than a vacuum one would use inside their home.”
She suggests retailers keep these products readily available on their show floor as some customers get really excited about robotic cleaners once they learn more about them. By keeping them in-stock and easily accessible to the customer, they can seize their moment of excitement by picking one up from the display area, make the purchase, and take it home with them immediately. Belcourt’s store has a second robotic cleaner display, near the water testing station, that uses video to show customers how the cleaner works.
This is a strategic sales display as most customers come into the store to have their water tested because they think they are having issues with their chemistry. However, in many cases, the problems they are experiencing are often a result of a filtration or circulation issue. It can also be a result of the homeowner’s pool cleaning routine.
“Once we have the opportunity to educate the customer about filtration and circulation, we are able to start the conversation about pool cleaners,” says Belcourt. “In many cases, we often determine a robotic cleaner might fix the problem better than if the client were to use an aggressive chemical treatment.”
Embrace the surge in new pool ownership
Retailers should embrace the surge in pool ownership by selling today’s highly profitable robotic cleaners. Best practices show pool professionals should sell these products as a technological tool that provides the latest and greatest automation and the best and easiest solution for their clients when it comes to maintaining their pool.
John Rotundo is the group product manager at Pentair and has been in the pool and spa industry for 10 years. He has managed the company’s cleaning and sanitization categories for the last six years. With a MBA from Florida Atlantic University, Rotundo is passionate about innovation and reinventing product categories. He can be reached via email at john.rotundo@pentair.com.
