How to increase profits on pool installations and renovations

by jason_cramp | March 2, 2016 9:30 am

By Kathryn Varden

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Today’s pool accessories give builders new design opportunities in the backyard—whether for installations or on renovation projects. In fact, the latter continues to provide key profit-making projects for builders and, in response, manufacturers are providing more accessory products to decorate in and around the pool.

More consumers are investing in accessories because they want to recreate the atmosphere and benefits of an aquatic resort in their backyard. Many pool accessories currently available were created to help pool professionals imitate the features consumers have either experienced at a hotel resort, or saw on a backyard living television program. As a result, it has become imperative for builders to not only be aware of all the potential accessories available, but also have knowledge on how to integrate these products into every pool installation or renovation.

To accessorize a pool correctly, it is important to understand how the client intends on using their backyard. For instance, will the pool be used mostly by children? Will it be the focal point of sophisticated soirees? Do parents want to be in the pool with children or sitting in a spa within arm’s reach? Perhaps the client wants to simply tan within the pool itself. Will the pool be used more often in the evenings where accessory lighting will become an important part of the landscape design? Taking all of this into account, it is necessary to have several options for the client to consider.

Slides and water features

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One mainstay accessory found at most resort and hotel pools is a slide or impressive water feature. Not every homeowner is interested in having a slide on their pool; however, rather than standing alone, these products can be incorporated into water features and/or grottos to give the pool a resort-style finish. That said, there is a wide variety of slide types and sizes that can be integrated into a rock water feature or custom-built into the backyard landscape to create a calming water feature—even if the slide is not used all of the time.

A custom slide or water feature is an excellent place to begin a pool renovation. Slides and water features become the visual focal point of the pool, so size and location must be determined carefully. Not only does a slide require a certain pool water depth, but it should also be located centrally on the pool to offer the greatest visual impact. Further, the orientation of the house, as well as that of neighbouring homes, should be considered. These accessories can also serve the purpose of creating a visual barrier between backyards. When a homeowner is looking for privacy, a slide—accented with plantings—is a great way to accomplish this, while at the same time, upgrading the overall look of the pool.

In terms of installation, today’s slides have become easier to install, giving builders more time to make additional profits within a short renovation season. Whether the homeowner has minimal space around the pool or wants the slide to extend from an elevated deck area and travel 6 m (20 ft) down to the pool, there are options to fit any size, space, and budget.

Finally, once the slide position and length have been determined, pool builders should also explain the various options that are available around the slide and/or water feature. For example, modular staircase kits can be visually complementing.

Stand-alone slides are popular among pool renovators and can be an even faster profit centre, as these accessories make the pool more fun and appealing to children. A typical resort-style slide takes less than five hours to install. At a retail price of approximately $3500, a pool builder/renovator can profit roughly $1400 on a typical installation.

Poolside spas

Many do not think of a spa/hot tub as an accessory; however, drop-in spas/hot tubs with spill-over water features can be considered a great upgrade item. Just like a slide, a new poolside spa/hot tub creates a new focal point, in addition to generating the soothing sounds of cascading water.

This accessory should always be considered as it makes the pool more functional for the client, giving them the option of soaking in the spa/hot tub while simultaneously watching their children play in the pool close by. Removable tables can also be added to house books or drinks.

Tanning ledges, tables, and stools

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Shallow (152.4- to 457.2-mm [6- to 18-in.]) tanning ledges are a popular pool design trend, which allows bathers to sit or lounge in the water. Maximizing the usefulness of a tanning ledge by adding an accessory not only makes pool owners happy, but is also another way to increase profits.

Another trend is incorporating tables within the pool. Manufacturers are offering tables that can be easily installed into existing umbrella anchors. They come in a range of sizes; some even incorporate pre-fabricated cup holders and the option to include high-quality umbrellas.

Adding a table on a tanning ledge increases the client’s options when it comes to resort-style pool enjoyment. In addition to tables, stools can also be included, which furthers the resort-like feel. From a design perspective, placing a number of stools together, rather than installing a single stool, creates a social hub in the pool thereby allowing various bathers to sit together and chat. Many builders like to install stools near an outdoor kitchen or barbecue so bathers can be served food and/or beverages at the edge of the pool.

Tables are also great within a spill-over spa/hot tub adjacent to the pool as parents can enjoy a drink in the spa/hot tub while their children are swimming.

Artificial rock waterfalls

Another accessory many pool builders find they are installing more often is artificial rock waterfalls—especially for empty-nesters looking to enhance their backyard relaxation. These products, in most cases, can be installed in less than two hours, with the pool builder profiting approximately $1000.

These accessories can drastically change the look of any pool, are realistic, and come in a wide range of colours to co-ordinate with any backyard décor. In addition to a waterfall, there are many new kits available which enable builders to include a poolside grotto. Grottos, like custom slides, also provide a great way to create a visual barrier between neighbours.

Understanding the various pre-fabricated and pre-plumbed waterfalls and kits available from different manufacturers can help builders provide different options to suit their client’s needs and budget.

Diving boards

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Thanks to the increased popularity of salt-chlorine pools in the last five years, a large number of pool professionals get calls for renovations related to the corrosion caused by the salt—namely deteriorated coping and rusted diving boards and rails.

In these cases, it is easy to remove an old, corroded diving board and install a new one without having to tear up the pool deck by using an epoxy kit. That said, in less than two hours, a pool builder can not only update the look of their client’s pool, but also make roughly $500 by simply replacing the diving board.

There are even new diving board options that incorporate waterfalls off the end of the board with coloured lighting to create a nice nighttime effect. Therefore, pool professionals should look at an old diving board as the perfect place to start adding accessories to the client’s pool.

Rail goods and games

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If the client does not have the budget or space, or is looking for a simpler, more modern update to their pool, there are a myriad of options to suggest. One of these is rail goods. Today, manufacturers offer everything from ‘designer rails’ to ladders and handrails that can be powder-coated in colours to match the pool and overall backyard design. Therefore, should the client’s pool have rusted rails, it is a good idea to consider installing powder-coated or salt-safe rails.

Installing chic designer rails can be one of the fastest ways to transform the look of a pool. Not only do they provide a modern appearance, they are just as functional and safe as traditional rails, and fit into the existing anchors.

In fact, many pool builders usually carry these products in their service vans and offer them to clients when they open their pool. In some cases it can be an easy sale and a quick update for the pool. A typical rail system can be replaced in less than an hour and earn the pool builder a profit of approximately $200 per rail. Similarly, ladders may take as little as an hour to replace with a profit between $300 and $400.

Basketball sets are another prime example, as many pool owners think the plastic products available at big-box stores, which are simply filled with water and, in most cases, thrown out at the end of each season, are their only option.

Therefore, selling built-in basketball and volleyball nets can be another profit centre for builders. These in-deck games look much more attractive than the typical plastic versions and setting the anchors is easy. These products generally retail for approximately $900 to $1000 and can be installed in roughly one hour. As a result, most pool builders can expect
a profit of $350 per unit installed.

Colour co-ordination

Keep in mind, when adding any of the aforementioned accessories they should match when grouped together to create a classic, custom look. For this reason, pool accessories are available in a variety of colours (e.g. brown, tan, light or dark grey, granite finishes, taupe and reddish tones) to ensure everything co-ordinates around the pool. Using a mishmash of colours will only make the pool and deck area look disjointed.

When presenting accessory options to the client, make sure everything is colour co-ordinated. To accomplish this, base the colour scheme off of the main focal point (e.g. a slide, grotto, or diving board). The overall colour scheme for the pool and backyard can also be taken from the deck, pavers, the pool’s interior finish (e.g. vinyl liner or tiles, etc.), or coping stone.

Once a colour scheme has been established, make sure to use it throughout the project. Style should be consistent as well. Does the client want a contemporary look with clean lines, or a more rustic or natural appearance? Knowing which style the client has in mind will also affect the colour scheme and the type of pool accessories presented in the design.

Additional ways to accessorize pools

[6] Hardscaping is another product that might not always be considered an accessory, but can play an essential role in making the backyard look and feel like a hotel/resort pool. Therefore, it is important to consider the hardscaping as it can determine the colour scheme of the pool. On the other hand, if the hardscaping has not been upgraded, be sure to colour co-ordinate any new pavers with the colour scheme of the pool’s accessories (e.g. slides, diving boards, rail goods, grottos, or water features). In the past, many pool professionals would tell their clients to call a landscaper to handle the hardscaping (paver work). However, pavers can be a big upsell and, as a result, an increasing number of pool builders are getting involved in hardscaping because the profit margins (depending on the project) can hover around 40 per cent versus 28 to 30 per cent on a typical vinyl pool installation. In terms of renovation/repair projects, such as replacing a pool’s drop-in plastic steps, which requires breaking up the concrete behind and around the steps to dig it out, rather than patching the deck with concrete, pool builders can use pavers instead, making the repair look intentional. This provides the opportunity to suggest installing new rail goods near the steps as well. Plants and vegetation Once the accessories have been selected, it is important to soften the environment around the pool using plants. This can be accomplished by creating ‘plant pockets’ around the pool, giving the backyard a finished look. Small trees, shrubs, and other ground-covering plants can be used to soften the pool’s edges—especially around larger accessories like slides and water features. Whether it is under-slide plants like ivy or jasmine, or a complete herb garden in mini-planter pockets on the backside of a water feature, installing these pool accessories is only the starting point when creating a luxurious outdoor retreat.

Fire, lights, and automation

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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.

[8]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[9].

Source URL: https://www.poolspamarketing.com/trade/how-to-increase-profits-on-pool-installations-and-renovations/

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