Fire, lights, and automation
Fire features continue to be popular. Placing fire features within, or flanking, a water feature is an excellent way to dress it up while simultaneously providing additional nighttime illumination.
Offering water bowls and fire/water bowls, for example, can be profitable, as they are not hard to install and provide a quick facelift to the pool area.
Further, adding lighting features can be a quick way to create visual impact in the backyard. When talking to the client about pool/landscape lighting, explain the benefits of light emitting diode (LED) products, which not only provide improved illumination over traditional incandescent lighting, but also reduce energy consumption.
Some pool accessories incorporate lighting, such as fire features or diving boards with waterfall features; however, should a pool accessory that does not incorporate lighting be installed, be sure
to place lights nearby to accentuate focal features such as slides, hot tubs/spas, and water features.
Landscaping lighting is also a profitable accessory. For instance, if a renovation project is estimated at $60,000 to $70,000, then an automation system for another $3000 may be an easy upsell. In fact, the digital/gadget experience is extremely popular; therefore, pool accessories using state-of-the-art technology are hot products. Homeowners love the ability to operate their pools, hot tubs/spas, and lighting via remote control—whether using their smartphone or the control hub.
These types of accessories not only help to make the pool area look better, but also make it more functional. Outdoor televisions, stereo systems, and heat lamps are additional examples of accessories that can make the client’s pool feel more like a private backyard resort.
In conclusion
Today’s renovation projects reflect the evolution of the pool and hot tub/spa industry. Twenty years ago, pools were installed for clients and their kids. Now these clients are calling because they want to update their pool to entice their grandchildren to come over.
In many cases, these renovation projects typically start with tile or vinyl liner replacement; however, it should not stop there. Showing the client some
of the products and accessories currently available, and explaining how they can be easily installed on their pool to ‘update’ its look and functionality is what gets them really excited.
That said, it is important to be aware of all the different accessories available and how they can be incorporated into every pool renovation project. Being knowledgeable about a wide range of accessory products—at varying price points—can be vital to winning a contract and keeping a customer.
Most importantly, using accessories to renovate pools ensures clients remain happy with their backyard—making them good for business and the industry.
Kathryn Varden is the western regional sales manager for Inter-Fab Inc., in Tucson, Ariz. She has worked with pool builders for 16 years providing them with tips on selling and installing rock water features, landscape slides, rails and diving boards for new construction and renovation projects. Varden has a master’s in landscape architecture and bachelors of science in regional development from the University of Arizona. She can be contacted via e-mail at kathryn@inter-fab.com.
