Sanitization systems
Salt chlorine pools have become popular over the past five years so be sure to continue to offer this product in season. Installing one of these systems—for some—can improve the bathing experience.
“I was offering salt chlorine generators 15 years ago and it was a hard sell, but now everyone knows about them, so it’s an easy, in-season job,” says Kjelland.
Similarly, those who have already experienced the improved water quality a salt chlorine generator offers, there is a new group of consumers who want to continue to improve their water quality while reducing chemical usage in the water. This is where ozone and ultraviolet (UV) light systems come in to play. These are high-profit, add-on products that can be installed while the pool is in use.
“Our clients tend to be very affluent and are always looking for the best options for their pools,” says Mariano. “UV and ozone are the next step up for improving pool water quality.”
Indeed, consumers are very savvy with respect to acquiring information about sanitizers whether by attending home shows and/or performing research on the Internet. They are the perfect product to sell during the summer, as consumers can actually feel the difference in their water quality while using their swimming pool.
Automatic pool covers and pergolas
Automatic pool covers are another product that can be added to a finished pool in the summer. In most cases, an automatic pool cover can be installed in one day. Profits on these products can be high, depending on the model sold, and the pool owner gets immediate gratification from their purchase.
Similarly, the interest in pergolas continues to grow as outdoor kitchens and seating areas increase in demand. These can be custom-built or assembled in kit fashion. Either method looks great and provides another means to making more money on a project.
Looking to the future
Never stop looking at the various pool products that can be sold and installed throughout the summer; it does not have to be a new build, nor does the pool need to be closed to take advantage of these money-
making features. The opportunity to sell and install these products presents itself every time a pool contractor enters a homeowner’s backyard.
For example, Kjelland shows the customer everything they may want to include on their pool or in their backyard, including the furniture he sells at his retail stores.
“I always include the unique patio furniture we sell in my drawings,” he says. “As a result, many customers inquire about the furniture and they often comeback to purchase it.”
Kathryn Varden is the western regional sales manager for Inter-Fab Inc., in Tucson, Ariz. She has worked with pool builders for 17 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.
