Backyard Vacations Pool & Equipment in Medicine Hat, Alta., is a construction company that also offers pool maintenance service to its customers and benefits from using automatic pool cleaners.
“We are so busy with construction projects we need all the extra time we can get,” says the company’s Russell Koch. “Using an automatic pool cleaner on maintenance calls is especially important when I’m working on several pools in the same geographic area. I put the vacuum into the pool and return four hours later. It only takes 20 minutes to drop it in the pool and take it out, but I still get my full base rate for an hour of work.
“It would take at least an hour of work if I had to remain on-site to vacuum the pool and clean it manually (not to mention the need to backwash and clean the cartridge filters),” says Koch, who also incorporates the use of hand-held battery-powered vacuums when opening and closing pools—especially when there is a need to remove large debris and leaves.
Dan Lenz of All Seasons Pools in Orland Park, Ill., agrees and says his service technicians can save at least 10 minutes per pool when using these vacuums. The extra time offers them the chance to talk with the pool owner about upgrading to a salt chlorinator or maybe installing a variable-speed pump (VSP). It also gives technicians more time to complete detailed notes about the maintenance call as well as list other products that may need to be replaced on the pool (e.g. old fibreoptic lights) and relay the message back to the shop.
“We service more than 6000 customers annually; saving 10 minutes per pool can yield incredible profits just from replacement products alone,” says Lenz. “The top three leads which come from our service technicians include replacing old fibreoptic lights with new LED lights; upgrading pumps to VSPs; and installing salt chlorine generators.”
Out with the old, in with the new
Replacing old equipment or parts is one of the top revenue streams for All Seasons Pools’ service department, which is the company’s largest division. When a service technician has time to inspect the pool and backyard and sees the fibreoptic lighting is not working properly, or that it is emitting a very faint glow, this opens the door with respect to contacting the pool owner and explaining the benefits of having an LED lighting system installed. This presents a multi-channel sales opportunity as the client can be sold not only on the benefits of energy efficiency, but also how the improved lighting will enhance the ambience around their pool at nighttime.
Further, once the pool lighting has been upgraded, it becomes easier to start other conversations with the client about automatic control systems and other automation devices that will improve their pool experience. Automation systems have become a huge revenue stream for most pool companies as the product simultaneously builds loyalty among customers, as it helps to simplify their pool maintenance responsibilities and allows them to enjoy their pool more.
Koch says the top replacement product his company sells is salt chlorine generators.
“I set the expectation with clients that this equipment is a convenience item, not a cost-savings product. It improves the swimming experience, but salt units need to be replaced fairly often which is a great revenue source for us,” he says. “Replacing salt generators yield much greater profits for our company than cleaning pools, but being in the backyard with an automatic cleaner allows us to check on equipment like this and/or install new units.
“By using an automatic cleaner, we can clean the pool while replacing the salt chlorine generator or even work on building a shed or gazebo. As a construction company, we have master carpenters who can do many other projects while the pool is being cleaned.”
