Promote additional savings
Homeowners whose swimming pools are equipped with a safety cover will not only save money on pool openings, but also save on maintenance expenses, as fewer chemicals are required and less time is spent vacuuming to get the water ready for swimming. This reduces the length of service calls and passes the savings along directly to the homeowner.
For example, Jeff Simons with Sandollar Pool & Spa in Brewer, Maine, says he sells safety covers based on the cost savings associated with a covered pool.
“I explain to the pool owner a safety cover will last approximately 10 years and are easy to install and remove, but more importantly, they significantly reduce the time required to open the pool,” says Simons. “We charge $150 an hour to open a pool, and with the old tarp-type covers, it can take at least 30 minutes to simply pump the water off.
“Further, water bags used to hold these tarp covers in place often need to be replaced. So in the end, the annual savings passed onto a homeowner whose pool is equipped with a safety cover can be significant.”
Safety should not be overlooked
Selling safety is still important to consumers; therefore, when onsite, look around the backyard and neighbouring properties to take into account any signs that would support the sale of a safety cover. For example, are there signs of children or pets (e.g. toys or strollers)? Does the backyard have a low fence or no fence at all? Being able to raise the issue of child and pet safety can help start the conversation with the homeowner regarding the importance of safety covers.
“Offering an American Society for Testing and Materials (ASTM) safety cover to a pool owner to protect not only their family but also any neighbouring kids and pets is important,” says Dan Rookard of Rookard Custom Pools in Tri-Cities and Spokane, Wash.
Lisa Newton of Splash Pools in Wenatchee, Wash., agrees and says safety is still central to their selling program as well.
“I remind customers traditional winter covers not only collect water and debris but also present a safety hazard for children and pets,” says Newton. “In fact, I recently had a customer ask me to install a safety cover on her 2.1- x 2.7-m (7- x 9-ft) swim spa to ensure her cat would not fall in during the winter as it often walks around the area.”
