HOW TO START A SWIMMING POOL BUSINESS
HOW TO START A
SWIMMING POOL
BUSINESS
Your Complete Guide
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Start Your Own Pool Service Company
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www.ASPFranchising.com.
Start Your Own Pool Service Company
Starting a successful pool service operation
takes careful planning. You may envision a small
operation with limited pool cleaning services. This
type of venture requires tighter controls than
larger pool maintenance and supply operations.
This book contains the information that you need
to plan, start, operate and manage a profitable
pool service business.
Table of Contents
PREFACE ............................................................................................. 1
INTRODUCTION .................................................................................. 2
CHAPTER ONE ..................................................................................... 3
GETTING STARTED .................................................................................. 3
The Business Plan ............................................................................ 3
Products and Services ...................................................................... 4
Determining Your Market .................................................................... 4
Financing ........................................................................................ 6
Choosing a Name............................................................................. 7
Choosing Your Location..................................................................... 8
Layout and Design ......................................................................... 14
Guidelines to Establishing Pricing ..................................................... 15
Target Customers and the Retailing Mix ......................................... 16
A Price Level Strategy ................................................................. 16
The Relationship between Product Prices and Costs .......................... 17
Licenses, Permits and Regulations .................................................... 17
Licenses .................................................................................... 18
Permits ..................................................................................... 19
Regulations ............................................................................... 19
Manufacturer's Links ...................................................................... 20
Equipment .................................................................................... 20
Wholesalers .................................................................................. 21
CHAPTER TWO .................................................................................. 23
MANAGING YOUR OPERATION ................................................................... 23
Getting Pools Ready for the Season .................................................. 23
Check List ................................................................................. 25
Chlorine and Bromine .................................................................. 26
Closing Pools for the Season .............................................................. 27
Cold Weather Climates ................................................................ 27
Warm Weather Climates .............................................................. 28
Spring Time Start-up Tips ............................................................... 28
Pool Care Tips ............................................................................... 30
Algae ........................................................................................... 32
Causes ...................................................................................... 32
Avoiding Algae ........................................................................... 32
ALL Pools ............................................................................... 32
Brominated Pools .................................................................... 32
PHMB Pools ............................................................................ 32
Copper Treated Pools ............................................................... 33
Pool Capacity ................................................................................ 33
Pool Maintenance Issues ................................................................. 34
Pool Light .................................................................................. 34
Pool Equipment .......................................................................... 35
Pump .................................................................................... 35
Filters .................................................................................... 36
DE Filters ............................................................................... 36
Sand Filters ............................................................................ 37
Cartridge Filters ...................................................................... 38
Pool Cleaners.......................................................................... 39
Water Leveler ......................................................................... 39
Heating.................................................................................. 40
Draining................................................................................. 41
Decking ................................................................................. 41
Pool Chemistry ....................................................................... 42
Chlorine ................................................................................. 42
Stabilizer ............................................................................... 42
Acid ...................................................................................... 42
Pool Alkalinity ......................................................................... 43
Hardness ............................................................................... 43
Safety Issues ................................................................................... 45
Above-Ground Pool ..................................................................... 45
In-Ground Pool........................................................................... 46
Technical Tips................................................................................ 47
Pump Trouble Shooting Guide .......................................................... 49
Automatic Pool Cleaner ................................................................... 49
Choosing The Right Pool Or Spa Filter ............................................... 51
Choosing The Right Pool Or Spa Heater ............................................. 51
Chemical Safety............................................................................. 52
Glossary ....................................................................................... 53
Ideal Factors for Pools .................................................................... 55
Pool Maintenance Checklist.............................................................. 56
Pool Product Reference Guide .......................................................... 57
Spa Start-Up and Maintenance......................................................... 58
Developing New Accounts and New Customers ................................... 59
Customer Development Program .................................................. 61
Computer Software ........................................................................ 61
Retail POS Software .................................................................... 61
Pool Service Software.................................................................. 65
Insurance ..................................................................................... 65
Marketing/Advertising .................................................................... 66
Internet/Website .............................................................................. 66
Signs and Your Business ................................................................. 66
Planning Your Advertising Budget ..................................................... 67
Market Analysis ................................................................................ 68
Market Analysis Components ........................................................ 70
Your Marketing Plan ....................................................................... 75
CHAPTER THREE ............................................................................... 83
ACCOUNTING/BOOKKEEPING..................................................................... 83
Cost Control .................................................................................. 84
Projecting Your Sales Potential ......................................................... 85
Cash Control Systems .................................................................... 86
CHAPTER FOUR ................................................................................. 95
INFORMATION PERTAINING TO INDEPENDENT CONTRACTORS ................................ 95
INFORMATION PERTAINING TO EMPLOYEES..................................................... 95
Position Your Image ....................................................................... 95
Planning ....................................................................................... 95
The Hiring Process ......................................................................... 96
Training........................................................................................ 97
How to Keep Your Employees .......................................................... 98
CHAPTER FIVE .................................................................................. 99
GOVERNMENT AND STATE WEBSITES ........................................................... 99
Preface
If you are serious about starting your pool service company, the information
in this book will help you plan, start, operate and manage your company.
This book is only one of many resources you should consult before starting
the company. The more information and knowledge that you have about
what it takes to start a successful, profitable pool service company, the better
prepared you will be to address all of the business challenges you will face in
your venture.
You probably have an idea of what you want your company to be; the image,
the layout and what you will offer your customers. Hopefully, the information
in this book will expand on your ideas. We hope that this book brings up new
interest in offering more to your customers and providing you more
opportunities to create revenue and profits.
We approached the task of presenting this information in a more factual style
than in a “do this, don’t do that” format. We also approached presenting the
information without assuming that you are an experienced pool service
owner/manager, pool supply retail operation, or that you have knowledge in
the swimming pool industry. We purposely designed the book for the new
entrepreneur; the first time business owner. If you have experience, some of
the information might seem elementary. Embrace this information as it will
never hurt to review the basics of business ownership.
Your pool service company will be unique. There will be no pool service
company exactly like your company. As we present the information pertaining
to the pool maintenance and potential pool supply products, we are attempting
to encompass all of the possibilities. For instance, in your company, you may
want to offer only basic pool maintenance services. Other company owners
may want to offer the maintenance services and a full line pool supply retail
store operation. You might decide to expand your operation; if not in the
beginning, maybe later. The information in this book can help you now and
later on in the business venture. So for now, you will find yourself picking
and choosing the information you will apply to your company operation.
Don’t be too quick to ignore or eliminate the possibilities of the products you
can offer in addition to your pool service company.
Introduction
The Assumptions Made
No book can tell you everything that you will need to know to successfully
start, operate and manage a pool service business.
You will have to decide all of the specific services that you will offer. The
types of services that you will offer will differ in several aspects from other
pool maintenance operations. You might also decide to offer retail type
products to your customers now. You might decide to expand your business
later and add these products to your line. For instance, you might decide to
offer a brochure with pool toys to your customers or maybe an entire retail
store to enhance your maintenance services. One of the assumptions that
are presented in this book is offering retail products to your customers.
You might also decide to operate your service from your home in the beginning
to cut down on office space expense. You might decide to operate out of a
leased office, but offer none of the retail type products we just discussed.
Or you might go all the way and open a retail type store to offer the products
and operate the service department from the back office. One of the
assumptions that we will make is that we will provide the full retail type location
information.
Chapter One
Getting Started
Contents of the Getting Started Section:
1. The Business Plan on page 3
2. Products and Services on page 4
3. Choosing Your Market on page 4
4. Financing Your Store on page 6
5. Choosing a Name for Your Pool Store on page 7
6. Choosing Your Location on page 8
7. Store Layout & Design on page 14
8. Guidelines to Establishing Product and Service Pricing on page 15
9. Licenses, Permits and Regulations on page 17
10. Manufacturers Links on page 20
11. Equipment on page 20
12. Wholesalers on page 21
1. The Business Plan
A business plan is often a requirement to getting bank loans, investor funds
and/or government money/grants. These entities need to know that you
have a well planned business model and a full understanding of the business
venture that you are undertaking.
If you don’t have a business plan for your pool store, you should immediately
consider doing the business plan before proceeding with your business. There
are many business plan products available today in retail office supply stores
and online. Beware of free business plan software programs. You get what
you pay for and these business plans are usually a waste of your time.
2. Products and Services
Clean and Maintain Swimming Pools Prepare
Pools for Seasonal Opening/Closing Repair
Pools
Pool Services and Products
Above Ground Pool Supplies
Algae Eaters
Automatic Pool Cleaners
Chlorinators
Diatomaceous Earth (DE)
Aquabot
Bromine
Chlorine
Discount Pool Supplies
Diving Boards
Rafts and Pool Toys
Lighted Palm Trees
Pool Alarms
Pool CarePool Filters
Pool Fountains
Pool Heaters
Pool Maintenance
Pool Parts
Pool Vacuum
Pool Volleyball
Spa Chemicals
Spa Parts
Swimming Pool Accessories
Swimming Pool Chemicals
Swimming Pool Equipment
Swimming Pool Kits
Swimming Pool Liners
Swimming Pool Supplies
Thermometers
Hot Tub Covers Inflatable
Kreepy Krauly
Polaris Pool Cleaners
Pool Basketball
Pool Floats
Pool Games
Pool Lights
Pool Paint
Pool Pumps
Safety Pool Covers
Remote Control Boats
Spa Equipment
Spa Filters
Swimming Pool Covers
Swimming Pool Fencing
Swimming Pool Ladders
Swimming Pool Slides
Swimming Pool Toys
Water Testing Winter Pool Covers
(Back to Contents of the Getting Started Section on page 3)
3. Determining Your Market
Tools For Choosing Your Concept:
• Demographic Survey - This will help you to pinpoint a market that is
appropriate for your pool store. This would be obtaining information
concerning:
Ages of customers, ethnic groups, occupations, income levels, size of your
market (how many will be interested in your product or service), geographic
region (where your customers are located), interests and what products and
services does the market need? Is your concept for your pool store something
these people will use?
Some web sites for finding demographic information are:
US Census Bureau http://www.census.gov/
FedStats http://www.fedstats.gov/
Claritas http://www.clusterbigip1.claritas.com/claritas/
United States Bureau of Labor Statistics http://www.bls.gov
Demographics Now www.demographicsnow.com
• Target Market Analysis
This will show who your main projected customers are and where they are
located.
• Competitive Analysis
This will help you understand who your competition will be. You should
compare your product prices with your potential market competitors. Simply
perform some market research by visiting these competitors and taking note
of their product prices. Use this competitive pricing analysis as a test of
reasonableness to determine whether your products and prices are in line.
The search for information on your competitors should begin by finding their
names and locations. Online directories such as www.superpages.com and
www.qwestdex.com can help you find competitors in your area. Just choose
the category and the number of miles around a city you'd like to search.
Visiting the competitors' web sites will help you decide what marketing strategy
would be best for you.
Remember the concept of your store will affect:
1.
2.
3.
4.
The type of equipment you will need.
Employee attire
Interior building size
Amount of staff
5. The size and exterior of your building
6. Your signage
(Back to Contents of the Getting Started Section on page 3)
4. Financing
Financing Your Business
Most banks and lenders require you to put some of your own money into the
business. Experience is a major factor for lenders. So the more experience
you have, the better. If this is a new venture for you, you might consider
taking a job in a pool store and/or take some classes to help you succeed in
getting the funding you need.
Places you can get financing are
Small Business Association
http://www.sba.gov/financing/sbaloan
Personal resources - Savings, IRA accounts, credit cards, home
mortgages and personal assets (including family or friends).
Private investors - also known as "angel investors". Go to
angeldeals.com
(http://www.angeldeals.com/)
for
more
information. "Angel investors" are the largest pool of capital in
the United States. Typically entrepreneurs find "angel
investors" through net-working with people across the industry.
Commercial finance companies, such banks and equipment
leasing companies.
Friends and relatives (be careful to arrange the loan in a
business-like manner). Draw up papers stating the loan
repayment schedule and interest to be charged.
Real-Estate assets. You may have enough equity in your home
to finance your business.
Life Insurance - You may carry a life insurance policy that has a
loan value. You can borrow on the cash value at a low interest
rate.
Housing and Urban Development - Sometimes the Federal
Government's HUD will provide loans to restore and rehabilitate
buildings in certain areas. They won't finance your business,
but may provide renovation funds.
The basic loan application includes a written statement in which you describe
your business plan (see page 3). You will need to include how this business
will generate income, define at what points you will need an injection of cash
and explain how you will use the requested loan proceeds. Also, include an
explanation of how the loan will be repaid.
It is best to have the money in place about six months before you need it,
including in it enough cash to carry you through two months of business
operation of your pool store.
Financing Tips
1. Shop around for the best interest rate and terms.
2. Get your financing before you negotiate your lease.
3. Get your loan agreement in writing.
4. Hire an accountant or lawyer to review your agreement before signing.
5. Make sure there is no prepayment penalty.
6. If you choose a venture capitalist, make sure you maintain control running
your business.
7. If you get a construction loan, make sure you only pay interest on the
commitment as you use it.
(Back to Contents of the Getting Started Section on page 3)
5. Choosing a Name
Choosing the right name for your business is important. A good name can
help you attract more customers, so take your time. Discuss it with your
friends and family and do some research before deciding what to name your
pool store.
Your business name should fit the vision of what you want your store to be.
You will want your name to tie into your decor, concept and the market you
are targeting. Your name should be distinctive and easy to remember.
Choose a name that is easy to spell. Think of your customers writing checks
to your business or trying to find your business online or in the phone book.
Your name should represent the type of pool store products and any services
you will offer and should set you apart from your competitors.
Registering Your Name:
You will need to register your business name with your state. You can do this
by contacting the Secretary of State's office and requesting the forms that
you will need to fill out. Also, ask them how to search for state trade marks to
see if any part of your name is registered. You may also need to do this in
your county at your county clerk's office.
6. Choosing Your Location
Choosing the right location for your pool store is important. Considerations
include the needs of your store, where your customers and competitors are,
and such things as taxes, zoning restrictions, noise and the environment. For
most pool stores, an appropriate location is critical.
The choice of your location has a profound effect on the entire business life of
your pool store. A bad choice may all but guarantee failure while a good
choice can contribute to your success. This book takes up site selection
criteria, such as retail compatibility and zoning, which the pool store ownermanager must consider after making basic economic, demographic, and traffic
analyses. It offers questions that you must ask (and find answers to) before
making the all important choice of the store location.
The first step in choosing your business location takes place in your head.
Before you do anything else, define your type of pool store in the broadest
terms and determine your long term objective. Write them down. This exercise
will help you greatly later in choosing the best location possible for your store.
In picking the site, many store owners believe that it's enough to learn about
the demographics ("people information" like age, income, family size, etc.) of
the population, about the kind of competition they will be facing, and about
traffic patterns in the area they are considering. Beyond a doubt, these
factors are basic to all store location analysis.
Once you have spotted a tentative location using these factors, you have only
done half the job. Before you make a commitment to moving in and setting
up, you must carefully check several more aspects of the location to help
insure your satisfaction with -- and, most importantly, your success at -- the
site you've chosen.
Retail Compatibility
How important is retail compatibility?
For a pool store in its first year of operation, with limited funds for advertising
and promoting, retail compatibility can be the most important factor in the
survival of your business. Will you be located next to businesses that will
generate traffic for your store? Or will you be located near businesses that
may clash with yours?
Merchants Associations
Most first time pool store owners have no idea how effective a strong merchants
association can be in promoting and maintaining the retail stores in a given
area. Always find out about the merchants association. The presence of an
effective merchants association can strengthen your store business and
save you money through group advertising programs, group insurance plans
and collective security measures.
A strong merchants association can accomplish through group strength what
an individual retail store owner couldn't even dream of. Some merchant
associations have induced city planners to add highway exits near their retail
stores. Others have lobbied for -- and received -- funds from cities to
remodel their retail stores, including extension of parking lots, refacing of
buildings, and installation of better lighting.
Merchants associations can be particularly effective in the promotion of retail
stores using common themes or events and during holiday seasons. The
collective draw from these promotions is usually several times that which a
single merchant could have mustered.
How can you determine if the business location you are considering has the
benefit of an effective merchants association? Ask other retail store owners in
the area. Find out:
How many members the merchant association has?
Who the officers are?
How often the group meets?
What the early dues are?
What specifically, has it accomplished in the last 12 months?
Ask to see a copy of the last meeting minutes. Determine what percentage of
the members were in attendance.
What if there is no merchants association? Generally, a shopping area or
center without a merchants association (or an ineffective one) is on the
decline. You'll probably see extensive litter or debris in the area, vacant
stores, a parking lot in need of repairs, and similar symptoms. You should
shun locations with these warning signs. With a little on-site investigation,
they are easy to avoid.
Responsiveness of the Landlord
Directly related to the appearance of a retail location is the responsiveness of
the landlord to the individual merchant's needs. Unfortunately, some
landlords of retail business properties actually hinder the operation of their
tenants' businesses. They are often, in fact, responsible for the demise of
their properties.
By restricting the placement and size of your signs, by forgoing or ignoring
needed maintenance and repairs, by renting adjacent retail spaces to
incompatible businesses -- or worse, other businesses offering pool products
similar to what you offer in your store--, landlords may cripple your attempts
to increase business.
Sometimes landlords lack the funds to maintain their properties. Rather than
continuing to "invest" in their holdings by maintaining a proper appearance
for their buildings and supporting their tenants, they try to "squeeze" the
property for whatever they can get.
To find out if a landlord is responsive to the needs of the retail tenants, talk to
other tenants before you commit to moving in yourself. Ask them:
Does the landlord return calls in a reasonable period and send service
people quickly?
Is it necessary to nag the landlord just to get routine maintenance
taken care of?
Does the landlord just collect the rent and disappear, or is he or she
sympathetic to the needs of the tenants?
Does the landlord have any policies that hamper marketing
innovations?
Zoning and Planning
Your town's zoning commission will be happy to provide you with the latest
"mapping" of the retail location and surrounding areas that you are
considering. Here are some questions to consider:
Are there restrictions that will limit or hamper your store operations?
Will construction or changes in city traffic or new highways present barriers to
your store?
Will any competitive advantages you currently find at the location you're
considering be diminished by zoning changes that will be advantageous for
competitors or even allow new competitors to enter your trade area?
Most zoning boards, along with economic/regional development committees,
plan several years in advance. They can provide you with valuable insights to
help you decide among tentative pool store locations.
Leases
Directly related to zoning is your intended length of stay and your lease
agreement. Before you enter into any rigid lease agreement, you must get
information on future zoning plans. Then you will be able to decide how long
you wish to remain at the location under consideration. To help you, ask
yourself:
Do you plan to operate the pool store in your first location indefinitely
or have you set a given number of years as a limit?
If your store is successful, will you be able to expand at this location?
Is your lease flexible, so that you have an option to renew after a
specified number of years? (On the other hand, is the lease of limited
duration so, if need be, you may seek another location?)
Study the proposed lease agreement carefully. Get advice from your lawyer
or other experts. Does the agreement:
Peg rent to sales volume (with a definite scaling) or is rent merely
fixed?
Protect you as well as the property owner?
Put in writing the promises the property owner has made about repairs,
construction
and
reconstruction, decorating,
alterations,
and
maintenance?
Contain prohibitions against subleasing?
There are other factors that you should take into consideration before selecting
your location. The following questions may help you decide on your business
location:
How much retail, office, and storage or workroom space do you need?
Is parking space available and is it adequate?
Do you want special lighting, heating or cooling, or other installations?
Will your advertising expenses be much higher if you choose a
relatively remote location?
Is the area served by public transportation?
Can the area serve as a source of supply of employees?
Is there adequate fire and police protection?
Will sanitation or utility supply be a problem?
Is exterior lighting in the area adequate to attract evening customers
and make them feel safe?
Are customer restroom facilities available?
Is the store easily accessible?
Will crime insurance be prohibitively expensive?
Do you plan to provide pick up or delivery?
Is the trade area heavily dependent on seasonal business?
Is the location convenient to where you live?
Do the people you want for customers live nearby?
Is the population density of the area sufficient?
Help in Choosing the Location
Choosing your location can be a risky undertaking. Considering the
consequences of choosing a location that proves to be unsuitable, it pays to
get as much assistance as possible. You may wish to hire a consultant to
analyze two or three locations that you have selected. It costs less if you
provide the consultant with pre-selected potential locations than to have him
or her initiate an open-ended search for the business location. The business
school of a nearby college or university may also be able to provide help.
Other sources of information on potential business locations include bankers
and lawyers, who may have been in position to have observed over an
extended period of time many pool store locations where other clients
previously did business.
Realtors can also provide information on location. Remember, though, their
compensation is based upon commissions for renting property.
Take Your Time in Selecting the Location
Selection of a retail location requires time and careful consideration. It should
not be done in haste just to coincide, say, with a loan approval. If you haven't
found a suitable location, don't plan to open your store until you are sure you
have what you want. Put your plans on hold and don't just settle for a
location you hope might work out. A few months delay is only a minor
setback compared to the massive -- often fatal -- problems that occur from
operating a pool store in a poor location.
Characteristics of a Good Location
The characteristics of a good location are:
Traffic: Drivers passing your store will become familiar with your location.
You can get traffic counts from a real estate firm, demographic firm, planning
commission, or highway department. You will want to pick a location that has
high traffic counts during peak business hours. One inexpensive way to do
this is to park at the site at different times of the day, including week-ends,
and count the traffic yourself.
If you are in a downtown area, you will need to access the foot traffic. The
type of foot traffic will also have a bearing on the business concept you
choose.
Visibility - If potential customers can't see you, they may not stop. A corner
location is great. And even better is a free-standing building on a corner lot! If
you choose a strip mall, a location at the end is best.
Signage also increases visibility; especially a sign with a read-a-board that
allows you to advertise your products. If you are in a downtown location, a
curb site gives you more visibility.
Readily Accessible Parking - This is a must. Customers need to be able to
find a place to park or they may consider it to be more hassle than it's worth,
especially if they are in a hurry.
Strong Population Back-Up – These are areas near a high school, college,
university, office buildings, dense residential areas or high traffic commercial
areas.
Accessibility - Customers need to be able to get to your store with ease.
Median strips that don't allow for a left-hand turn make it hard for your
customers to get to your store. Highly congested traffic areas may also
discourage your customers.
Size - Will the site handle the projected amount of customers you are
planning on having?
Price - Make sure the price of the site or lease amount fits your projected
break-even or you may just be buying a lot of work with no pay.
Condition of the Site – If land is available, how much money will it take to
build? If it is an existing building, how much money will it take to remodel or
repair? Always check with the highway department and local agencies to see
what improvements or changes are planned for the areas.
Another thing to consider is whether or not this is a high crime area. People
may not stop if they don't feel safe. Destruction of property, robbery and
employee safety are other considerations to take into account.
(Back to Contents of the Getting Started Section on page 3)
7. Store Layout and Design
Practical and Useful Layout Features
Aim for a practical, useful layout, while setting the mood. Make sure you
have:
good retail space traffic flow in the store for products, cashier area,
rest rooms;
one or more areas from which you can view the entire store;
lighting, signs and obstacle-free traffic flow;
Designing your layout will include the items above and décor design, store
displays, fixtures and designing visual merchandising appeal.
(Back to Contents of the Getting Started Section on page 3)
8. Guidelines to Establishing Pricing
To establish pricing:
estimate your revenue - counter-balance higher cost items tagged with
lower markup, with higher markups on lower cost items;
maintain a desired overall net profit percentage, usually 33-40% of
gross sales, and a normal margin of profit;
balance items ranging in popularity - monitor high demand items
which can determine your success.
Setting the right price can influence the quantities of various product and
service that your customers will buy, which in turn affects the total revenue
and the profit in the your pool store. In the end, the right price for the
product is the price that the consumer is willing to pay for it. Hence, correct
pricing decisions are a key to successful store management. Systematic and
informed decisions regarding pricing strategies must be made while
considering a wide range of issues.
A major step toward making a profit with your pool store is selling the pool
products and providing whatever services you decide to offer for more than it
has cost you. The difference between the wholesale cost of the pool products
and the retail price of those products is called the mark-up. These are the
dollars that are now available to pay the operating expenses of your pool
store. When establishing the markup on a product, two points should be
noted:
1. The cost of the product used in calculating markup consists of the
wholesale cost for the product plus any other indirect cost of providing
the product minus any quantity or cash discounts given by the seller.
2. The price, rather than cost, is ordinarily used in calculating
percentage markup. The reason for this is that when other operating
figures such as wages, advertising and profits are expressed as a
percentage, all are based on retail price rather than on the cost of the
product and service being sold.
The following points will highlight issues that should be considered:
Target Customers and the Retailing Mix
In this section, your attention is directed to price as it relates to your potential
store customers.
Is the price of this particular product very important to your target
consumers? You need to know your customers' desires for different products
and whether price is an important issue in their purchasing decision?
Have you established a price range that people will pay for your products and
services? What is the high and low price that the products and services will
have to fall within for someone to buy?
Have you considered what price strategies would be compatible with your
store’s total retailing mix that includes merchandise, location, promotion and
services?
Competitor Considerations
This set of questions looks outside your pool store operation to the
competitive factors that you cannot directly control.
Do you know what your direct competitors are doing price wise?
Do you regularly review competitors' ads to obtain information on their prices?
Do you do comparison shopping of competitors to obtain information on their
pricing strategy?
Have you considered how your competition will react when you enter the
market place, and how will you deal with their reactions?
A Price Level Strategy
Selecting a general level of prices, while considering the competition, is a key
strategic decision. Should your overall strategy be to price at the prevailing
market prices or do you want to work at an above-the-market or below-themarket strategy? Should competitors' temporary price reductions ever be
matched?
Pricing Policies
In this section, overall pricing policy and the message that you want to
convey will be considered. Setting the price must be compatible with your
established pricing policies and your store concept.
Will odd-ending prices such as $1.98 and $44.95, be more appealing to your
customers than even-ending prices?
Will consumers buy more if multiple pricing, such as 2 for $8.50 is used?
Should any loss leader product pricing be used?
Will coupons be used in newspaper ads or mailed to selected consumers on
any occasion?
Will holiday season be a major advertising and sale opportunity for you?
Would periodic specials, combining reduced prices and heavier advertising, be
consistent with the store image you are seeking?
Has the impact of various sale items on profit been considered?
Are these product and service at the peak of its popularity?
Will customer services such as delivery, gift certificates and other business
services be free of charge to customers?
The Relationship between Product Prices and Costs
To keep costs in line, it is important to have consistently in pricing control.
Factoring Method Pricing - Multiply the cost of the product by three (this
method does not include labor or other costs)
Gross Margin Pricing - The formula is gross profit minus cost of goods sold
divided by net sales. A gross profit margin of 0.33:1 means that for every
dollar in sales, you have 33 cents to cover your basic operating costs and
profit.
Prime Cost Pricing - The formula is to add the cost of labor and cost of your
products and services. Then you add a percentage for profit.
Competitive Pricing - Competitive pricing seeks to match what others charge
for the same product or service. Conduct a market study and compare the
prices to similar ones that you intend to offer in your pool store. That means
pricing your products and services are neither above nor below what others
charge.
Combination Pricing -This method considers all methods, factoring, gross
margin, prime costs and competition. It then tries to balance the prices of
the competition with your costs and needs.
(Back to Contents of the Getting Started Section on page 3)
9. Licenses, Permits and Regulations
One area of rules and regulations that all new businesses must comply with
are licenses, permits and regulations. When creating a business, the
entrepreneur must contact the municipality involved, along with the state and
federal governments.
Each municipal government has the authority to issue its own business licenses
within its jurisdiction. Since there is no uniformity throughout the country
regarding municipal licenses for businesses, you should consult with the
appropriate local officials to determine whether your business will be
affected by local regulations and licensing requirements. Businesses (including
home-based businesses) must also meet the zoning by-laws that control
property uses in their municipalities.
There may be various licenses and permits required for your store. Business
licensing requirements vary from city to city, county to county and state to
state. Some require all businesses to register and they collect annual business
licensing fees. Others don't require licenses or registration for
unincorporated businesses unless you are doing business under a fictitious
name (also known as a DBA or "doing business as").
You may need a license or permit for occupancy, sanitation, and fire safety.
Your first step should be to check with your city or town clerk for any local
requirements. You should also check on zoning and sign regulations that may
apply to your business and location.
Examples of licenses, permits and regulations that could apply to you when
starting your store may include, but are not limited to:
Licenses
contractor’s license
municipal business license
occupancy
sanitation
fire safety
The first thing you need to apply for is Federal Employer Identification Number
(EIN) Application. You can access the information at the following link:
http://www.irs.gov/pub/irs-pdf/fss4.pdf
Business Licenses - Some cities charge a percentage of your gross sales
and some only charge a fee to operate your business in their city.
Sign Permit- Before investing in a sign, contact your local municipality to
find out if there are any restrictions on the size, location, lighting and type of
sign you can use. Also get written approval from your landlord.
Music License - Any business that plays copyrighted music whether you
have live music, music on hold for your phone or play CDs in your business
that is copyrighted without a license, you can be fined from $5,000 to
$20,000 dollars. Fees for these licenses are collected by the American Society
of Composers, Authors and Publishers, Broadcast Music, Inc.
(http://www.ascap.com/index.html)
and Broadcast Music, Inc. (http://www.bmi.com/).
Fire Certificates - You may be required to be inspected by the fire
department before you can open for business. Your local fire department
should be able to inform you of the regulations you need to follow.
SBA Link for Where to Obtain Business Licenses
The SBA has a page titled, WHERE TO OBTAIN BUSINESS LICENSES for your
state and you can access the information at the following website link:
http://www.sba.gov/hot list/license.html
Permits
vendor permit
building permit
Police Permit - Your business may require police clearance or a permit.
Sellers Permit - This is also known as a resale permit. It allows you to avoid
paying sales tax on merchandise when you purchase it from wholesalers.
This permit is issued through the state entity that is responsible for taxes.
You can go to the following link for a list of states and the required permits:
http://www.irs.gov/businesses/small/article/0,,id=99021,00.html
Building Permits And Zoning Permits - These permits are regulated by
your local city or county planning department. Call your local building
department and ask them what is required.
Regulations
health regulations and requirements
fire safety standards or regulations
retail sales tax
zoning by-laws
You can get permit, license and regulation information by contacting your
local city hall, town or village office or rural municipal office. Contacts for
Federal and US State Governments can be found in the Government and
State Website Listings, found in this book on page 99.
(Back to Contents of the Getting Started Section on page 3)
10. Manufacturer's Links
Company Web Site Products
Air Energy www.air-energy.com (Heat Pumps)
Amerilite www.pentairpool.com (Pool Lighting)
AquaCal www.aquacal.com (Heat Pumps)
Autopilot www.autopilot.com (Automatic Chlorinator Systems)
Blue Wave www.bluewave.com (Chemicals)
Baracuda www.baracuda.com (Pool Cleaners)
Cantar www.cantar.com (Solar Pool Covers)
Hayward www.haywardnet.com (Pumps, Filters, Heaters, Chlorinators &
Cleaners)
INTER-FAB www.interfab.com (Pool Slides)
Kreepy Krauly www.kreepykrauly.com (Automatic Pool Cleaners)
Nature2 www.nature2.com (Pool & Spa Purifier)
Pentair www.pentairpool.com (Pumps, Filters, Heat Pumps, Heaters,
Chlorinators, Lighting)
Purex Triton www.pentairpool.com (Pool Filters)
Raypak www.raypak.com (Pool Heaters)
STA-RITE www.staritepool.com (Pool Pumps)
Teledyne Laars www.jandy.com (Pool Heaters)
(Back to Contents of the Getting Started Section on page 3)
11. Equipment
Best Buy Pool Supply
http://www.bestbuypoolsupply.com/maintenance-tools.htm
11285 Sunrise Gold Circle Ste. E, Rancho Cordova, CA 95742
Phone: 916-861-0012 or Toll Free: 800-877-1268 Fax: 916-861-0822
Poolcenter.com
http://www.poolcenter.com/poolcare.htm
7101 Wimsatt Road, Springfield, VA 22151
Phone: 877-766-5287 Fax: 703-778-2585
Advance Solar
http://www.advancesolar.com/
2431 Crystal Drive, Ft. Myers, FL 33907 Phone:
239-939-7446 Fax: 239.939.2946
Anthony & Sylvan Pools
http://www.anthonysylvan.com/service.asp
8955 Henkels Lane, #507, Annapolis Junction, MD 20701
Phone: 410-792-0674
(Back to Contents of the Getting Started Section on page 3)
12. Wholesalers
Pool Pride
http://www.poolpride.co.nz/3step_maintenance.cfm Phone:
0800 33 44 75 Fax: 0800 33 44 76
PoolCenter
http://www.poolcenter.com/
7101 Winsatt Road, Springfield, VA 22151
Phone: 877-766-5287
Specialty Pool Products
http://www.poolproducts.com
54 Newberry Road, East Windsor, CT 06088
Phone: 860-627-6090 or Toll Free 800-627-6090 Fax: 860-627-0579
National Pool Wholesalers
http://www.nationalpoolwholesalers.com/ Phone:
888-277-7665
Horner Xpress
http://www.hornerxpress.com/
5755 Powerline Road, Fort Lauderdale, FL 33309 Phone:
800-432-6966
At ASP – America’s Swimming Pool Company, we have already
refined these items and have completed them for you. If you are
interested in joining our system, visit our website at
www.ASPFranchising.com.
Chapter Two
Managing Your Pool Operation
Getting Pools Ready for the Season
Now, optimally, the first thing is to get all that horrible, decaying and soggy
mess off the pool cover. This is best accomplished by the use of a submersible
pump. They run about $25.00-80.00, depending on the size and features. You
start pumping water off around Easter. It takes a few days and you'll have
to go out and shake off the decaying leaves a few times. When the level
is low enough, get out the skimmer pole and scoop out the leaves. You may
have to cycle through pumping and scooping to get rid of all of them. The
leaves are great for the compost, but slogging them there is grunt work.
Before it warms up reliably, check the pump and filter. Make sure the leaf
basket in the pump is cleaned out. You should have drained the filter last
year at the end of the season. If not, then some things may have grown in
there. If you haven't changed the filter media, or cleaned it in a few years, or
you don't know when it was last changed, or you have no idea what type of
filter you have, then the best bet is to take the top of the filter off and have a
peek. If you are going to replace the filter media, arm yourself with a ratchet
set, pliers, hammer, screwdriver, pen and paper, and plenty of patience.
There should be a drain at the bottom of the filter - open it and let the water
drain out. The top of the filter may or may not have the multi-port valve on
it, depending on the size and make. Be sure the lines to the filter are shut,
otherwise add your bathing suit to the list above. Remove the top and inside
should either be the sand, diatomaceous earth (DE) or a cartridge. Sand can
be scooped out (kitchen ladle works well), the DE can be rinsed out and off
the filter support, and cartridge can just be removed. Write down the make
and model number of the filter and set it aside (remember where you put it!).
Clean the filter out as best you can. For sand filters, remove the center tube
and unscrew the vanes at the bottom, clean those and inspect them for
damage. Set aside any that are broken (put them with the paper you wrote
the filter model number on). For DE filters, remove the support and make
sure it is not ripped or torn. Rinse the support off and reinstall it. For a
cartridge filter, just remove the cartridge and take it with you to the pool
store when you go.
Even if it is weeks away from swimming weather, you can fill the pool and
test the lines and get the water balanced so when it warms up you'll be ready
to go. Fill the pool with water so that water just enters the skimmer if you
have one. This is probably 3-6 inches from the top of the pool. Depending
on how much you lowered the water in the fall and how big the pool is, and
the water pressure, this may take 1-3 days. While the pool is filling, let's
consider what chemicals you'll need for the season, so you'll only need to
make one trip to the pool store.
Most people use chlorine to sanitize the pool. It's widely available, relatively
cheap, and available in a number of different forms. Bromine is also used for
people who can't tolerate chlorine. Chlorine is a good place to start. You can
convert later as you know more about pool care. For above ground pools, a
good figure to start with is about 25 lbs of stabilized chlorine. For in-ground
pools, which are usually larger, plan on about 50 lbs. You'll need some shock
also, to start up the pool with, and after heavy use or if you start to see an
algae problem, plan on 6 bags for an in-ground or 12 for above ground,
bearing in mind that one bag treats about 10,000 gallons of water. You only
shock at the beginning of the season, maybe once, twice tops during the
season, then when you close. A non chlorine shock is also available. It will
depend on how balanced the water is, the pool usage, and how well you are
filtering. Algaecide is almost essential. You need to use a copper based
product, it goes by a variety of names, and it is a bit more expensive than
others. Plan on one quart for above ground pools and 2 quarts for in-ground.
Clarifier, a polymer, is great for polishing the water after opening the pool.
One quart will last one season and maybe two, depending on the particulate
matter in the pool. The above products should run you between $100.00200.00. You may need some stabilizer or something to adjust the pH of the
water once the pool is up and running, but you should take the water a pool
supply store and have it analyzed to determine that.
Finally, if the water is still cloudy and the filter is clean, then it is possible that
the particulates are too small to be trapped by the filter. A coagulating agent,
usually a polymer, can be used. This will aggregate the particles and allow
them to be trapped by the filter. This will usually work within a day, but you
need to watch the pressure gauge on the filter, and clean it as the pressure
rises.
Lay the cover somewhere and hose it off, sweep any leaves off and let it dry.
Later, sprinkle some talc powder on it and fold it up for the season. Store it
in a dry place. If you have a leaf bagger, attach it to the garden hose and get
rid of all the leaves and debris on the bottom of the pool. Now, add the
chlorine shock. It really is a good time to scrub the walls and bottom of the
pool. That way you expose the maximum amount of algae to the chlorine.
The next day, check the chlorine level, have a look at the water clarity. If the
water was bad to start with, you may need to scrub and shock again, but if
you are opening a pretty well cared for pool, the water should be clear at
start up. After a few days the chlorine levels should come down and you
should add the stabilized chlorine, either in the skimmer or in the floater. If
you had some algae in the pool, you may need to shut the pump off overnight
and vacuum the next day. Once the chlorine usage stabilizes, and the water
is pretty clear, you can add the clarifier. That should really make the water
sparkle within 24 hours. Now you can add the algaecide.
The rest is fine tuning, and most problems can be easily diagnosed by the
pool store. Once the water is clear and balanced, check the chlorine every
few days to get an idea of how fast the pool uses up chlorine and how the pH
is doing. Then just bring in the water and test it. If the pH is above 7.6, then
you may need to add Muriatic acid (follow directions on package) or Sodium
Bisulfite (4-6oz/10,000). If it is below 7.2 then you will need to add some
Soda Ash (1lb/10,000 gal). If you are using up too much chlorine then a
stabilizer, cyanurinc acid, can be added right through the skimmer at 1-2 lbs
per 10,000 gal. All of this should only take a few days to sort itself out.
Check List for Opening Pools for the Season
1.
Here is a quick reference list for opening the pool:
2,
Drain water and remove leaves from top of pool cover
3.
Inspect filter and pump for damaged/worn parts
4.
Change or clean filter media if needed
5.
Fill pool (cover on)
6.
Purchase new parts for filter and chemicals for the season
7.
Take cover off, hose off and dry, store.
8.
Leaf bag debris from bottom of pool
9.
Shock pool, scrub sides and bottom
10.
Filter continuously for a few days, backwashing as needed to keep
filter media clean. Scrub daily if algae was present at opening.
11.
Shut pump off to allow dead algae to settle overnight. Vacuum the
next day and begin filtering again. Vacuum waste to avoid reintroducing
algae into the pool. (If you are opening a pool that is really green or yellow,
repeat steps 8-10 until water clears)
12.
Adjust chlorine levels to maintain 1.0ppm and pH to 7.2-7.6. Add
clarifier. Keep filtering another 24 hrs.
13.
Add algaecide and monitor pool every few days for chlorine use, pH
and clarity.
14.
Add chlorine at night. Adjust filtering times to keep pool clear. You
may only need to filter 8-10 hrs a day for the rest of the summer.
Pool Maintenance
Keeping the pools clean and clear is all a matter of balance. Just enough
sanitizer, enough water movement, the right pH and temperature, and regular
brushing and vacuuming.
Two Important Rules
The two most important things to consider are sanitizer and water movement.
Stagnant water breeds bacteria and other micro-organisms, which is fine if
you are a pond, but not so desirable if you happen to be a swimming pool.
Humans also introduce bacteria into the pool, as well as oils.
Chlorine and Bromine
To combat such assaults, a sanitizer is used which kills the bacteria and helps
control algae growth. The most common sanitizers are chlorine and bromine
based compounds. Bromine tends to be easier on the skin and mucous
membranes. These compounds must be added routinely to the pool during
the course of the summer to maintain high enough levels to prevent bacterial
growth. The levels are measured in parts per million (ppm). If the sanitizer
level drops below recommended levels for more than a few days the pool may
turn cloudy. Routine super chlorinating or "shocking" the pools burns out any
residual algae or bacteria.
Now, all the sanitizer in the world won't keep the pools clear without some
method of circulating the sanitizer and filtering out the debris that
accumulates. That is where the pumps and filters come in.
Ideally, the pumps should run for about 10 hrs a day. If you have problems
keeping the sanitizer level high enough, run it more. Be aware that problems
keeping the sanitizer level up may be caused by high bather load or poor
circulation due to pump malfunction. To some extent, lots of activity in the
pool will help circulate the water.
Sometimes though, even if the sanitizer level is high enough, the water is still
cloudy. This can be caused by a few factors and is usually easy to remedy.
The filter is what removes particulate matter from the pool water; this is
called polishing the water. If the filter is dirty or clogged, it can't do its job.
Watch the pressure gauge on the filter, if it jumps 10psi or higher than
normal it is time to backwash, "bump" or clean the filter media, depending on
whether you have a sand, cartridge or DE filter. There are also filter cleaning
products available which extend the life of the media.
Finally, if the water is still cloudy and the filter is clean, then it is possible that
the particulates are too small to be trapped by the filter. A coagulating agent,
usually a polymer, can be used. This will aggregate the particles and allow
them to be trapped by the filter. This will usually work within a day, but you
need to watch the pressure gauge on the filter, and clean it as the pressure
rises.
Closing Pools for the Season
Whether you are in a cold or warm climate you will need to do a few things
before you close the pools. In the week prior to closing the pools you need to:
Balance Water (bring to pH 7.2-7.6, make any
necessary adjustments in calcium hardness, etc)
Brush and Vacuum
Shock the pool
Re-adjust the sanitizer, then add long lasting algaecide
Turn heater off
Reduce filtering times gradually over a week
Drag cover out and inspect and clean if necessary
Remove any ladders, ropes, clean and store
Clean around pool area
Clean and store pool furniture
Cold Weather Climates
Try and close the pools before the leaves start blowing around. Plan to close
the pools when the night time temps start to dip reliably into the 40's and the
daytime temps range in the 60's - low 70's. Much sooner than that and you
risk an algae bloom. Much later and you could be fishing out a ton of leaves
(and then deal with an algae bloom in the spring).
Drain pool water to below skimmer and blow out the
lines with a shop vac
Plug return with stopper
Add special RV/pool antifreeze to skimmer lines, and
return lines, if below ground, and shut them down
Drain filter of water
Inspect filter unit for wear and tear, remove multi-port
valve and have a peek at the filtering media, replace
with new media every three years, or when you find you
can't keep the pool clean
Disconnect pump/filter unit if possible and store where
they will not freeze. If not possible, then securely cover
unit
Drag out and inspect water bags, sand bags or milk
jugs, and fill them.
For vinyl lined pools, reduce the chance of ice damage to
the liner by floating several large pieces of Styrofoam in
the pool
Roll the cover out over the pool and weight it down
securely. During the fall season and before the winter
hits, it is a good idea to pump off excess water from the
cover. The cover will collect leaves and water and
generally be a mess in the spring regardless, but you
will reduce the time spent opening the pool and extend
the life of the cover by keeping the leaves off of it.
Warm Weather Climates
If your customers will not be using their pools during the winter months and
you can't really close it, you just reduce your maintenance schedule, since the
temperature will still be high enough to promote bacteria and algae growth.
Follow the same preliminary steps as above, and gradually reduce the filtering
times.
It is still a good idea to have your customers buy a winter cover for it. Why?
It will reduce the maintenance greatly since algae growth will be retarded in
the dark, and it will keep a lot of junk out of the pool. PLUS, it makes the
pool area A LOT safer. Plan to run the filters a few hours a week to keep the
sanitizer level high enough to keep the bacteria and algae at bay. Check the
sanitizer level once a week and adjust the filter run time and sanitizer levels
accordingly.
Spring Time Swimming Pool Start-up Tips
A List of Pool Start-up Tasks
There's no universal guide to opening swimming pools. There are too many
different kinds of swimming pools, in different kinds of places, using different
kinds of chemicals, and used by different kinds of swimmers. It seems like
each pool demands at least one thing different from all the rest. Still there
are some tasks that are necessary, or at least a good idea, on almost all
pools.
1. Test the pool water, before you uncover the pool. Then, make sure
you have the chemicals you'll need on hand.
2. Make sure you've got all those little plugs that came out of the multiport valve, filter, and pump. Folks often lose one or two over the
winter and then discover it's impossible to start up their pool without
having all of them. Check first, and get what you need from the
dealer, before you try to open the pool. (Want a possible place to keep
them safe, next year? After removing them, put them all in the pump
strainer basket, and then put the lid back on the pump.)
3. Check the filter pressure gage. If you've allowed it to freeze, it won't
read accurately. How do you check it? It's easy: just take a look, and
see if it reads "0". Usually, if it is, it's OK. But, if the needle is
pointing somewhere else, replace it.
4. If you are converting from Baquacil, Softswim or another form of
PHMB to chlorine, have replacement filter media on hand before you
start, but don't use it, till after the PHMB is gone. The conversion
process is likely to further damage filter media that is already gummed
up.
5. Inventory the chemicals left over from last year, and plan to use them
first. Failing that, if you are going to drain the pool, you may be able
to add the chemicals to the pool before you drain. (Do not do this with
copper algaecides)
6. When you open any stored chlorine chemicals for the first time, do so
outside, and stand upwind when you do! Stored chlorine chemicals
often have some noxious chlorine based gases present. (This also
applies to old bromine tabs.)
7. Try to avoid using a bunch of foamy algaecides or foamy tile line
cleaners. These can create a chlorine demand in the pool that won't
quit. This means you'll add chlorine, and add chlorine, and nothing
will seem to happen.
8. Check your test kits. You need a reliable accurate one and no test
strips. If you don't know how to use them, sit at your kitchen table,
and practice on your tap water, now. You can even call your local
water company, and get fairly accurate reports on what readings you
are likely to find. You can then compare your results, with the range
they report.
9. Unless you are using an ionizer, or a copper based system like Pristine
Blue, your very first act on uncovering the pool should be to shock it.
If you've got a chlorinated pool, use cal hypo or bleach to shock; if
you've got a PHMB pool, use peroxide. (Remember, the pump must be
running when you add chemicals.)
10. Your next act should be to get the pH somewhere between 7.2 and
8.0, if it's not already there. If it's way off, do not try to fix it in one
dose. Adjust gradually, but quickly, instead. Dose, circulate for 4
hours, retest, and re-dose as needed.
11. Do NOT try to adjust the pH, the alkalinity, and the calcium levels on
the same day. Do pH, then calcium (if needed), then alkalinity. Trying
to do it all at once is a recipe for cloudy water from precipitated
calcium carbonate; do this, and you can end up with an underwater
visibility of about 4 inches.
12. If you've got a bunch of leaves in the pool, unless you are going to
drain the pool, the best way to get them out is with a Leaf Master type
device. It's still slow, but it's much better than vacuuming them, or
using a leaf net. We recommend getting either the Rainbow or Jandy
unit. There are some crummy knock-off's out there, that you want to
avoid. There are some that are OK, too, but you won't be able to tell
the difference till you get them home. The real deal is usually around
$35 - $45, unless it's being sold as a "loss leader" which does happen.
Filtering, shocking, brushing, vacuuming . . . repeated again and again,
will work in almost all cases. But, it's expensive and tedious.
Using the chloramines generating systems, such as Yellow Out, Yellow
Rid and other ammonia based products, to produce high levels of
monochloramine may work. But this is a tricky method, and its
success depends not just on WHAT chemicals you use, but also on
HOW you use them. For example, if you don't get the pH right first,
you can produce bunches of useless and obnoxious dichloramine, or
even nitrogen trichloride. (Be careful not to confuse the AMMONIA
based products with the BROMIDE based products, such as Yellow
Treat and Yellow Free. They are sold for the same purpose, but are
completely different in chemistry.)
Draining and refilling can be dangerous for the pool. It can destroy
liner pools and empty concrete pools really can float out of the ground.
This is even more likely with fiberglass pools. But, done right, draining
and refilling is usually the quickest solution. It can also allow access to
the pool's surface, if there are stains that need to be removed.
5 Pool Care Tips
The 5 essentials of pool maintenance described here will give you a basic
understanding of how the pool functions.
Pool care can be simple when you have a plan for routine maintenance and
use the right products.
KEEP IN MIND ...
Each pool maintenance key is very important.
Consider each key as a simple, preventive maintenance step.
1. Circulation
Pool water must be circulated for maximum sanitizer effectiveness.
The more the water is in motion, the harder it is for bacteria and algae
to take hold. Debris is captured by the filter, too. The best time to
circulate the water is during the day, for 10 hours or more.
2. Filtration
The filter is one of the most important pieces of equipment. It removes
both visible debris and most microscopic matter. Generally, a filter
should be backwashed (the removal of material trapped on or in the
filter media) when the water pressure in the filter reaches 8 to 10
pounds above normal. (Check manufacturer's guidelines.) Because
backwashing does not remove oils and deeply imbedded debris, every
filter needs to be chemically cleaned regularly.
3. Cleaning
Some swimming pools have areas with little or no circulation. This is
where algae and bacteria can begin to grow. At least once a week, the
walls and floor should be brushed and vacuumed to remove debris that
the filter misses. Brushing is a must, even if you use an automatic
pool cleaner or retain a weekly service.
4. Testing
Every pool has characteristics that must be regularly measured and
adjusted. Most important are the pH and the level of active sanitizer.
By testing these two factors at regular intervals, you'll understand how
bather load, weather and product application affect the water.
Test the pool water two or three times per week.
Take a sample to an Authorized Dealer when you open and close the
pool, and every four to six weeks during the season. This will help you
maintain proper water balance and greatly reduce the potential for
problems.
5. Apply the Right Products.
The last step in a total pool maintenance program is applying the right
products to the pool water at the right time.
This will help you:
•
•
•
•
Provide a sanitary swimming environment.
Balance the water to protect the equipment and pool
surfaces.
Unbalanced water can permanently damage both.
Provide brilliant, sparkling water that's inviting.
Avoiding Algae in Swimming Pools
Many pool owners frequently fight algae; this guide may help you to stay
ahead of the algae growth!
The Primary Causes of Swimming Pool Algae
All sorts of possible causes of algae are detailed here, and in the connected
pages. But, the most problems with algae can be related to a few things.
(This discussion relates primarily to chlorine pools). Failure to maintain
adequate levels of chlorine. Stabilizer buildup from use of dichloride, combo
shocks, trichlor based shocks and the like. Nitrogen buildup or other chlorine
consuming/defeating build up from combo shocks, cheap algaecides, clarifiers
and the like.
Steps Toward Avoiding Swimming Pool Algae
Swimming Pool Algae Avoidance Steps for ALL Pools:
Maintain adequate basic chemical levels (chlorine/bromine or PHMB or
copper).
Never use a chemical product you don't really need.
Purchase and use a test kit for the sanitizer/oxidizer/algaecide you are
using.
Shock appropriately, in the evening, not in the morning.
Run the pump at least 6 hours per day in two different periods.
Brush the entire pool at least once every two weeks during the swim
season.
Do not use the cheap foamy algaecides (gallon jugs!).
Keep the pH between 7 and 8.
Swimming Pool Algae Avoidance Steps for Brominated Pools:
Drain and replace 1/4 to 1/3 of the pool's water every spring, to lower
built up levels of dimethyl hydantoin, the chemical carrier used in solid
forms of bromine.
Shocking with chlorine is not especially effective on brominated pools:
you just raise the bromine levels. Instead, consider the weekly use of
a polyquat algicide.
Steps for PHMB Pools
Buy and use a good test kit. You can't maintain a pool unless you
know what's in it.
Drain and replace as much as possible of the pool's water every spring
to lower built up levels of PHMB residue.
Inspect the sand filter, DE filter internals, or cartridge every single
year! PHMB is notorious for ruining filter media. While the special
PHMB compatible filter cleaner can help, it doesn't solve the problem.
In most cases, you'll need to replace filter media every year. Poorly
functioning filters are a common cause of insoluble pool problems on
PHMB pools.
Test and maintain adequate hydrogen peroxide shock levels. Hydrogen
peroxide is removed by sunlight, just like chlorine is.
Steps for Copper Treated Pools (Nature2, Ionizers, Pristine Blue, etc.)
Buy and USE a good copper test kit, and maintain appropriate levels of
copper.
Keep the alkalinity and calcium as low as possible. Both inhibit copper's
algaecidal effects.
Using stain control agents tend to prevent copper from being effective.
Algae is what copper is good at killing. If you have algae on a copper
treated pool, the copper treatment may not be working.
If you get algae anyway, make sure the copper level is below 300ppb
(0.3ppm) before shocking. Otherwise, you may get staining.
Pool Capacity
To determine how much of each chemical you will need, the first step is to
determine the volume of the pool.
The following form represents an easy method to calculate pool volume:
Rectangular Pools:
Length x Width x Average Depth x 7.5 = Total Gallons
ft. x ft. x ft. x 7.5 =
Round Pools:
Diameter x Diameter x Average Depth x 5.9 = Total Gallons
ft. x ft. x ft. x 5.9 =
Oval Pools:
Long Diameter x Short Diameter x Average Depth x 6.7 = Total Gallons
ft. x ft. x ft. x 6.7 =
The second step is to enter the number of weeks you will be running the pool
in the box below to determine the estimated amount of each Sustain System
Product the pool requires for one season.
The product needs will vary depending upon where you live. Northern regions
are defined as states above the Mason-Dixon line.
Capacity in Gallons:
Number of Weeks:
Location: North or South
Pool Maintenance Issues
1. The Pool Light Won't Turn On:
o
o
o
o
Check the GFI on the plug outlet at the pool equipment. Push
the reset button in. Nearby lighting or static charges can trip
this button. There is a plastic piece under the button called a
slide bar. Make sure it is all the way over to the right.
Make sure the batteries in the remote control are in correctly
and charged.
Turn the light on at the manual switch at the equipment. This
switch has a square push button.
Check the breaker in the electric panel.
2. The Pool Light Turns Itself On And/Or Off By Itself:
The remote control is subject to interference from a variety of sources.
Garage door openers, household appliances, house intercoms, phone
company microwaves and neighbors with their own remotes can
interfere with the remote. Usually, changing the frequency of the
remote will correct this interference.
Turn the dial on the face of the hand remote to another letter. Make
sure the dial on the plug in remote (if you have one) matches the
same setting. Also, change the dial on the light module at the pool
equipment location to match the settings on the remotes. To locate
the module, look for the electrical device that has the square button
that manually turns the light off and on.
If you cannot see the red dial (matching the one on the remote) on
the face of the module you will have to remove the cover plate that is
concealing it. Change the dial so the letter matches the one you
selected on the remote. You may have to try a number of different
settings if the first attempt isn't successful.
Example: if you set the dial on the remote to point to the letter "C",
then the dial on the module also must point to "C".
3. Pool Equipment:
Pump:
How to clean the basket inside the pump?
Turn the equipment off. Unscrew the clear plastic lid on top of the
pump, you will hear the water draining out of the system when you do
this. Lift the plastic basket out of the pump and empty it. You may
tap it gently against a pipe to dislodge debris or use a hose to spray it
out. Make sure it is put back into the pump the same way you took it
out. You must now re-prime the pump. See the next paragraph on
re-priming the pump.
How to prime the pump?
Make sure the rubber "O" ring that fits on the pump lid, and the lid
itself, are clean of dirt and debris. Use dish detergent to clean them if
necessary. Also clean out the groove on top of the pump where the
"O" ring will fit. Use a little "Aqua-lube" or, if you don't have that,
salad oil to wet the "O" ring before you slip it back on the lid (do not
use Vaseline or other petroleum product). Have about 2 gallons of
water in a pail, or the hose, ready and fill the pump with water before
you put the lid on. Don't be shy here, dump it in as fast as you can.
The water will drain out about as fast as you pour it in.
Quickly screw the lid back on the pump and turn the pump on right
away. All of the water will disappear from inside the pump but it will
gradually fill up again.
After you turn the pump back on, make sure the lid is firmly screwed
down (it is not necessary to make it as tight as possible), and open the
air relief valve on top of the filter. Air will gradually begin to squirt out.
Wait until water starts squirting out, more or less in a steady stream,
and close the air valve. Check the filter gauge to make sure it is
showing pressure.
The pump won't prime:
Check that the pool is full enough, 1/2 way up the skimmer opening to
the pool (mid tile). Check that the skimmer flap between the pool and
skimmer easily swings down and up. Check that the skimmer basket
is clean and sits down inside the skimmer.
Check that the pool cleaner valve is not set to 100% pool cleaner. Put
it to 100% pool until the pump primes and then reset the valve to its
correct position.
Check the pump lid to insure it is screwed on firmly.
Open the air valve on top of the filter. If air is squirting out, the pump
is working; it's just taking time to get all of the air out of the system.
After you have done all of the above, turn the pump off. Check to
insure there is no dirt or debris in the "O" ring groove and that the "O"
ring is clean and lubed. Re-prime the pump with water, screw the lid
on and turn the pump back on.
4. Filters:
What pressure should the filter pressure gauge read?
There is no single pressure for every pool. Pressures on clean filters
should run between 10psi and 20psi. The length of the plumbing, type
of pool cleaner and number of valves will determine the clean filter
pressure. Turn the pool cleaner off and turn the pump on.
Bleed the air out of the filter with the air bleed on top of the filter
(when water squirts out in a steady stream the air is out), close the air
valve and read the pressure. This is the clean filter pressure. Turn
the pool cleaner on. Depending on the type of pool cleaner you have,
the pressure will either go up or down. This is the clean filter pressure
with the pool cleaner operating.
When should I backwash or clean the filter?
Backwash the filter (cartridge filters - remove and clean the cartridge)
when the pressure is 10 psi higher than the "clean filter/clean filter
with pool cleaner on" pressure (see "What pressure should the filter
pressure gauge read") or every 90 days, whichever is first.
DE Filters:
Note: You should take the DE filter apart, remove the grids and clean
out the caked-on DE once a year. A high pressure hose will usually do
the job. To avoid injury, always turn pump off and open the air valve
before disassembly of a filter.
How do I back wash the DE filter?
Do in the following order:
1. Turn the pump off.
2. Stretch the backwash hose out to where you want to
discharge the water.
3. Rotate the handle on the front of the filter to the open
position and pull it down until it stops.
4. Turn the pump on and run until the water coming out of
the hose turns clear (approx. 2-3 minutes).
5. Turn the pump off, wait 60 seconds and turn the pump
back on for another 10 to 15 seconds.
6. Turn the pump off.
7. Return the valve on front of the filter to the up and
locked position.
Turn the pump back on:
Recharge the filter with DE (see below).
How much DE should I put in the DE filter and how do I add it?
36DE = 4.5 lbs., 48DE = 6 lbs. and 60DE = 7.5 lbs.
Fill a small bucket about 3/4 full of DE (or less if that's too
much DE for the filter).
Add water until it is a thick slurry. Turn the pool pump on and
the pool cleaner off.
Remove the basket from the skimmer and slowly pour the DE
slurry into the skimmer. If you need to add more DE, repeat
this process until you have added the correct amount.
Replace the skimmer basket and turn the pool cleaner back on.
Note: Pouring the DE directly into the skimmer without mixing
it with water first can cause excessive caking of DE on the
grids.
Sand Filters:
Note: The sand in the filter should last at least 7 years. If the
pressure stays high after proper backwashing, the sand could
be clogged with suntan oil or other like substances. Servicing
or changing the sand should be done by a professional.
How do I backwash the sand filter?
Do in the following order:
1. Turn the pump off.
2. Turn the pool cleaner valve to the off position.
3. Stretch the backwash hose out to where you want to
discharge the water.
4. Rotate the handle on the front of the filter to the open
position and pull it up until it stops.
5. Turn the pump on and run until the water coming out of
the hose turns clear (approx. 30-60 seconds).
6. Turn the pump off.
7. Return the valve on front of the filter to the down and
locked position.
8. Turn the pump back on and reset the pool cleaner valve
to its operating position.
9. Observe the filter pressure. If it is higher than it should
be, repeat the backwash procedure.
Cartridge Filters:
How do I clean the cartridge filter?
1. First turn the pump off and open the air valve! Note:
Failure to turn the pump off and open the air valve
before unscrewing the lid could result in serious injury.
2. After you have turned the pump off and opened the air
valve to relieve pressure, unscrew the hand nut on top
of the filter. Lift the filter cover off and lift the cartridge
filter out off the filter housing. Be careful, the filter can
be heavy. Use correct lifting techniques to avoid injury.
3. Use a pressure nozzle on the water hose (or take the
filter to a quarter car wash) to clean the filter inside and
out. If you use suntan oil, we recommend using a mild
dish detergent to break up the oil (car wash detergent
will work).
4. Return the cartridge to the filter housing, clean the lid,
"O" ring and filter housing of debris and put some
"Aqualube" or equivalent on the "O" ring. Place the lid
on the filter housing, screw the hand nut down firmly,
open the air valve, prime the pump (see "How do I
prime the pump?") and turn it on. When water squirts
out in a steady stream from the air valve, close the
valve.
2. Pool Cleaners
How do I set the valve for the Hayward pool cleaner?
While the pump is operating, turn the pool cleaner valve until the pool
cleaner stops moving. If the cleaner moves faster and the pump
starts making more noise, you are turning the valve the wrong way.
After the pool cleaner has stopped, watch inside the clear plastic lid of
the pump and start slowly turning the valve back.
When you see bubbles start to form inside the pump and the sound of
the pump starts to raise in pitch, stop turning the valve. Back the
valve up just a little until the bubbles are at the point that they are
just starting to form. This is the optimal setting for the pool cleaner at
that moment. There is no single perfect valve setting. As the filter
gets more dirty, water flow is decreased and you may have to readjust
pool cleaner valve to compensate.
The Arneson pool cleaner just sits in one spot and doesn't move:
First check the valve setting as described above. If that doesn't work,
turn the valve to "pool cleaner off", turn the pump off and remove the
Arneson from the pool. Usually there is a rock or other debris too big
for the Arneson to "eat" stuck inside. Remove the hose and check
inside the top. There is a small paddle wheel like thing inside the top
just out of reach of your finger. Try using a pencil or screwdriver and
gently prod it to see if it will turn. Often, turning it will fix the
problem. Either try the cleaner out now or try the next step. Look
inside the hole in the bottom of the cleaner to see if you can see
blockage. If not, unscrew and remove the bottom plate and clean out
the debris that are clogging the inside. Put the hose back on the
Arneson. Put the cleaner back into the pool until it sinks and slowly
push all of the hose (starting with the hose closest to the cleaner and
working your way to the open end) down under water so it fills before
hooking it back into the wall. Turn on the pump and reset the valve.
Note: When returning the Arneson pool cleaner to the pool, insure the
hose is completely full of water or you will lose prime on the pump
3. Water Leveler
The pool either over fills or under fills:
The water leveler is in the deck, in a cement crock under a lid that
looks like the skimmer lid. It operates in the same way as the
standard toilet float. The float is "rough set" by the startup person but
usually will require fine tuning by you. Place the thumb on top of the
bar (to raise the water) or your finger on the bottom of the bar (to
lower the water). With your other hand, gently grasp the float and
bend the bar up (to raise the water) or down (to lower the water).
You shouldn't need to bend it much. Bend just a little and give the pool
24 hours to reach its new water level. If needed, do another minor
adjustment.
The water leveler won't shut off:
Many areas have high water pressure that can force the water leveler
open when it tries to close. Attached to a faucet (usually at the back
or side of the house) there is a valve shaped like a flat bar. When the
bar is parallel to the pipe it is all the way open, when 90 degrees (like
a "T") it is closed. Close the valve completely and then barely open it
until you can just hear the water flowing. This is usually enough to
maintain proper water level in the pool and reduces the water pressure
so the water leveler can close.
4. Heating
The propane heater won't light:
The pump must be running and water circulating through the heater
before it will light. The electric breaker that controls the heater must
be on. The on/off switch on the heater must be in the on position. If
you listen carefully, you may be able to hear the ticking of the electronic
ignition trying to light. Make sure the temperature dial on the heater
is turned up. Check the valve at the tanks and make sure the heater
is using a tank that has gas in it. If you just had the tanks changed,
the gas line may have air in it and it will take about 10 to 15 attempts
by the heater to light before the air is purged out of the line. A heater
will typically try to light 3 times automatically. If it is unsuccessful
in those 3 attempts, it will shut off and stop trying. If that happens,
turn the switch off and back on to reset it so it will try again. You can
manually purge the gas line by undoing the pipe union at the heater
but we don't recommend you do that unless you are familiar with
gas systems and plumbing. You can also call the gas company that
delivered the gas and ask them to come back and purge the lines.
The natural gas heater won't light:
The pump must be running and water circulating through the heater
before it will light. The electric breaker that controls the heater must
be on. The on/off switch on the heater must be in the on position. If
you listen carefully, you may be able to hear the ticking of the electronic
ignition trying to light. Make sure the temperature dial on the heater
is turned up.
5. Draining
How do I drain the pool?
Note: If the pool is a plaster pool, do not drain it in the summer
months. The average temperature must be below 80 degrees F. to
drain a plaster pool. It's best to let a professional drain a plaster pool.
In order to drain the pool you will need to use a special pump. A
submersible pump or sump pump can be rented at most equipment
rental stores. Be sure to check with your city to see if you may drain
the pool into the street. Some cities do not allow draining the pool
into the street, others require a permit before you do so. Cities can
and do fine homeowners for violation of their pool draining rules.
Another option, the one most frequently used, is to drain the pool into
one of the sewer clean-outs. The sewer clean-out is usually a black
pipe sticking up from the ground at or near the base of the house in
the front and/or back yard. It usually has a screw cap that can be
removed to gain access. A permit is not required to drain the pool into
the sewer clean-out in most cities.
6. Decking
The deck has chips in it:
Small imperfections, landscapers, weed eaters, chairs, the occasional
dropped hard thing, etc. can all cause chips in the decking. We
recommend you wait until all landscaping and other construction is
completed before you call us for a chip repair.
The deck has cracks in it:
All concrete will crack. It is a rigid structure that has to expand and
contract with the extreme temperature ranges. However, there is a
legal limit to how much concrete is allowed to crack. Code states that
hairline cracks are normal and expected but a crack cannot exceed the
width of a dime. Cracks narrower than a dime cannot be repaired,
they are too thin to fit a repair material in. If you can fit a dime in a
crack it needs to be repaired. This "dime" rule doesn't apply to the
expansion joints. They are designed to crack and the cracks in them
are allowed to be bigger. The joints are intended to control the
cracking of the deck and that is usually where the cracks occur.
However, sometimes the deck decides on its own to crack where it
wants to. There is no way to predict with 100% accuracy where a
deck will crack.
7. Pool Chemistry
"Preventive Maintenance," is testing the pool water daily and brushing
the pool walls and floor at least three times a day for the first ten
days. Thereafter, brush at least three times a week and after each
dust storm. Pool water maintenance can be easy once you have
learned and established a program for routinely caring for the pool.
Proper testing and care insure years of pool pleasure, although neglect
can cause serious problems and needless expense. Algae, stains, and
scaling can be prevented. The constant control of chlorine, pH,
alkalinity, and hardness are essential to the prevention of bacteria,
scale, and corrosion.
8. Chlorine
Chlorine control is necessary for the control of bacteria and algae.
Chlorine is measured on a scale .6 to 3.0. To prevent the growth of
algae and bacteria, the pool water should be maintained with a reading
of 1.0 in cooler months and a 1.5 reading for the hottest time of the
year. The most commonly used chlorine compound is Tri-chlor jumbo
tabs. Chlorine should always be added in the evening as it then has all
night to kill the bacteria and algae. The daylight hours drain the pool
of chlorine rapidly, not allowing it to be as effective in battling bacteria
and algae. California Pools recommends shocking pool water twice
monthly to maintain a minimum of 1.5 free chlorine. Unless you have
a very high hardness content (over 400 PPM) we recommend shocking
with liquid chlorine. Avoid using corrosive shock treatments or
algaecides.
9. Stabilizer
The purpose of cyanuric acid is to reduce the loss of chlorine through
evaporation and sunlight. The most commonly used terms for cyanuric
acid are stabilizer or conditioner. Chlorine combined with cyanuric
acid is referred to as stabilizer chlorine. We recommend a 25 to 40 PPM
cyanuric acid reading in the pool water. The addition of cyanuric acid
will cause the pH to drop. Do not confuse this with muratic or
sulfuric acid which is used for controlling the pH.
10. Acid
"pH" control is an absolute necessity. The pool's pH is measured on a
scale from 0 to 14, with the neutral point at 7. Pool water is best
when maintained in a slightly base condition to prevent staining and so
as not to cause excessive corrosion to the plaster surface or metal
parts in the pool. A proper pH reading should be between 7.4 and 7.6.
If pH adjustment is required, muriatic acid can be used to lower the
pH. To raise the pH you may add soda ash, do so directly to the pool
water in the deepest part of the pool. Do this away from return
outlets, pool light, and skimmer. Caution: Handle all acids with the
greatest care. Always add acid in the morning and never at the same
time you add chlorine.
11. Pool Alkalinity
The pool water may be too high or too low in alkalinity. A low
alkalinity reading can result in a build up on the plaster called "scale."
Scale is seen as a hard, white formation on the plaster and at the
water line on the tile. The idea alkalinity range is 90 to 120 parts per
million (PPM). Alkalinity can be raised 10 PPM by adding 3# of baking
soda to every 20,000 gallons of pool water.
12. Hardness
As water evaporates and tap water is added, calcium remains and
builds. The tendency of pool water is to increase in hardness (calcium
and magnesium in suspension) caused by the constant evaporation of
pool water. Do not attempt to lower calcium hardness without strict
supervision. Acceptable readings for hardness are between 200 and
300 PPM. Hardness can be raised quickly by adding calcium directly to
the pool water. Once the hardness reaches 600 PPM, however, the
pool water should be drained completely and refilled.
The two most important factors in maintaining water balance are Total
Alkalinity and pH.
Total alkalinity is the key to water balance. When the alkalinity level is
low, corrosion of equipment and interior surfaces such as plaster and
tile grout may occur, resulting in spot etching, roughness and streaks.
It is recommended that you adjust alkalinity before adjusting the pH
level of the pool. The ideal total alkalinity level of the pool is based on
the type of chlorination used:
Acidic -Trichlor: chlorine gas, bromine, tabs or sticks (100-120 PPM
ideal)
0. Neutral- Sodium Di-Chlor: 2 part bromine base, liquid chlorine,
calcium hypochlorite, lithium hypochlorite (100 120 PPM ideal)
Ph is a value expressing the relative acidity or alkalinity of pool water.
It is expressed as a number ranging from 0 to 14, with 0 being the
most acidic and 14 being the most alkaline. When the pH values are
low or acidic, corrosion of equipment and interior surfaces such as
plaster and tile grout may occur, resulting in spot etching, roughness.
High pH levels will result in the plaster absorbing whatever is present
in the pool such as dust or calcium, leaving tan or brown stain on the
plaster or pebble surface.
The ideal pH level is between 7.4 - 7.6 PPM.
Calcium Hardness is the amount of dissolved calcium in the water,
with recommended levels ranging between 200 - 400 PPM. As pool
water evaporates the calcium and other minerals in the water remain.
It is not uncommon for the calcium hardness in the water to double
every year due to evaporation, calcium contained in many pool
chemicals, and the sometimes high calcium level contained in tap
water. Frequent backwashing or partially draining and refilling the
pool may possibly be required to effectively manage the calcium level.
Above 600PPM is considered unmanageable possibly requiring
corrective measures. When necessary to partially drain and refill the
pool due to excessive calcium: do not expose the interior finish in
direct sunlight with air temperatures over 90 degrees. Exposing a
white plaster pool to direct sunlight with temperatures over 90 degrees
can result in cracking and popping. Temperatures under 90 degrees
should be safe enough to completely drain the pool unless the existing
plaster surface has experienced excessive degradation and wear.
Pebble Tec pools can be drained at any time of the year.
PH, Total Alkalinity, Calcium Hardness, dissolved soils and temperature
are the key factors that determine water balance. Water that is
neither corrosive nor scaling but is in a state of "equilibrium",
maintaining specific levels of minerals constituents is considered
balanced. When pool water is deficient in its mineral levels, it will
corrode, etch of dissolve any metals, plaster or grout it contacts in an
effort to balance itself. Excessive levels of minerals are relieved by
releasing particles either as scale, residues, or cloudiness also in an
effort to balance itself.
Safety Issues
The following information should be provided to your customers as a
public service.
Above-Ground Swimming Pool Guidelines:
Supervision
Adult supervision is a key element in getting the maximum, safest enjoyment
from the pool. One individual must assume primary responsibility for
supervising the pool and consistently enforcing pool rules. Pool rules should
be clearly communicated and understood by all persons — young or old —
who use the pool. Pay special attention to educating young children and nonswimmers about important safety precautions.
Swimming Ability
If you're uncomfortable with someone's swimming abilities, make sure they
stay in the shallow water area and watch them closely. Never swim alone or
allow others to do so.
Exercise & Fitness
Lap swimming is perhaps the best form of aerobic conditioning. You can
efficiently exercise the heart without placing stress on the weight-bearing
joints and the lumbar spine.
Entertaining
Plan ahead to prevent accidents and injuries, and make the entertaining truly
enjoyable. Keep electrical appliances a significant distance from the pool.
Don't use extension cords. Use a ground fault circuit interrupter (GFCI) on
any appliance or electrical device that is used poolside. Use of alcohol or
drugs does not mix with pool activities. Games that may appear safe sometimes
are not. Encourage and supervise the use of good pool games and toys.
Prohibit horseplay, especially throwing or pushing someone into the pool.
You have the bottom line responsibility in poolside entertaining. Use good
judgment to help protect yourself, your family and guests. If in doubt,
prohibit use of the pool by persons whose condition you doubt. Remember,
you are in charge of the pool.
In-Ground Swimming Pool Guidelines:
Supervision
Adult supervision is a key element in getting the maximum, safest enjoyment
from the pool. One individual must assume primary responsibility for
supervising the pool and consistently enforcing pool rules. Pool rules should
be clearly communicated and understood by all persons — young or old —
who use the pool. Pay special attention to educating young children and nonswimmers about important safety precautions.
Swimming Ability
If you're uncomfortable with someone's swimming abilities, make sure they
stay in the shallow water area and watch them closely. Never swim alone or
allow others to do so.
Headfirst Entry: Diving And Sliding
The chief danger for divers or headfirst sliders is serious spinal injury. Serious
spinal injuries can occur even at very slow speeds if the head strikes firmly
against the pool bottom or side.
DO’s...
Know the shape of the pool bottom and the water depth before you
dive or slide headfirst.
Plan the path to avoid submerged obstacles, surface objects or other
swimmers.
Hold your head up, arms up, and steer up with your hands.
Keep arms extended and head and hands up.
Practice carefully before you dive or slide headfirst.
Test the diving board for its spring before using.
Remember that when you dive down, you must steer up.
Dive straight ahead - not off the side of a diving board.
Don'ts...
Drink and dive.
Dive into an above-ground pool.
Dive into a pool not meeting a "diving pool" standard.
Dive or slide headfirst in the shallow part of the pool.
Dive across the narrow part of pools.
Run and dive.
Dive from any place that is not specifically designed for diving.
Engage in horseplay on diving or sliding equipment.
Use diving equipment as a trampoline.
Do a back dive; backyard pools are not built for this dangerous dive.
Try fancy dives; keep the dives simple.
Dive or slide headfirst at or through objects such as inner tubes.
Put diving or sliding equipment on a pool that wasn't designed for it.
Swim or dive alone.
Dive into unfamiliar bodies of water.
Technical Tips
Plumbing Tips for Plastic Pipe
Here are a few tips on how to plumb with plastic pipe and fittings using
threaded joints and/or solvent welding. The following is recommended for
piping systems normally encountered in the swimming pool and spa industry.
Threaded Joints:
Plastic to Plastic:
o
o
o
o
A dry male fitting should be made up hand-tight about twothirds (2/3) of the way into any female threaded connection.
Use only the following plastic-to-plastic thread sealants. Teflon
tape, 100% pure Teflon paste or Permatex # 2. Use three (3)
full turns of Teflon tape.
Apply sealant to male thread only. Use liberal coats of either
the 100 % pure Teflon or Permatex # 2. Use (3) full clockwise
turns of Teflon tape.
Screw the fittings together hand-tight. Then (1/2) to (1) more
full turn using a strap wrench or small pipe wrench. You now
have a good joint-stop.
Plastic to Metal
o
o
o
Be sure to clean or deburr any rough metal threads to prevent
uneven covering of sealants or tearing of the tape The same
sealants are recommended as above.
Avoid the use of a male metal threaded end into a female
plastic thread, whenever possible.
If heated water of any degree is involved, the different
expansion rates could cause leaks.
o
o
Tapered metal male fittings over-tightened into plastic female
threads can create stresses that, though not immediately
apparent, can cause fractures later.
Screw the fittings together hand-tight. Then, one more full
turn using a strap wrench or a small pipe wrench. You now
have a good joint-stop.
Note: Most common plumber’s oil-base pipe dope compounds should not be
used with plastic pipe, valves, or fittings. Cracking or breaking of valves and
fittings has been caused by the effects of some of these pipe dopes, failures
occur shortly after use and over prolonged periods of time.
Solvent Welding
Avoid using the so-called all-purpose cements or spray can types.
Use a good solvent cleaner-primer on all slip pipe and fittings.
Quickly, while surfaces are tacky, brush on a moderate coating of
cement to the fitting socket and the pipe end. Within 5 to 10 seconds,
insert pipe giving it a slight twist until it bottoms out.
Hold joint for 5 to 10 seconds to prevent the pipe from pushing out of
the socket.
Note: You can handle almost at once. Do not put any stress or twisting force
on the joint for at least 20 minutes. Do not pressurize for at least 2 hours. A
full 100% joint strength takes 48 hours.
Servicing the Pool or Spa:
A suggested chain of events:
o Test the water using a good quality test strip or test kit.
o Check the filter pressure, and if needed backwash (DE) and
sand filters, or hose off the filter cartridge.
o Clean the tile.
o Skim the surface and remove the large debris.
o Vacuum:
• Brush any remaining dirt from the walls.
• Clean out the skimmer and pump baskets
• Add the chemicals needed to maintain proper sanitation
and water balance.
• Check the time clock trippers for proper run cycles.
• Check for proper water level.
Automatic Pool Cleaner:
Choosing The Right Automatic Pool Cleaner:
Determining the correct pool cleaner isn't too hard.
Do you currently have an automatic pool cleaner? What type? Many of
the older pool sweeps like the Arneson Pool Sweep and the Polaris 180
use a separate booster pump. Provided the booster pump is still in
good working order you can use it with any of the new pressure style
pool sweeps, saving yourself a lot of money. What type of debris gets
into your pool? Do you get a lot of large leaves, pine needles, or twigs
in your pool? Or is it mostly dirt, dust and sand.
What is the condition of the Existing Filtration System?
Suction Cleaners: Suction cleaners attach inside the surface skimmer
or to a dedicated vacuum line on the side of the pool. Examples of
suction cleaners are the Kreepy Krauly, and Baracuda pool cleaners.
Since these cleaners work off the vacuum of the pools filtration system,
a separate booster pump is not needed.
This type of cleaner is the least expensive to purchase and operate
since you don’t need to pay to run the second pump. The suction style
cleaners also have very simple operating systems, so there is very
little to go wrong with them. The Kreepy Krauly only has one moving
part which powers the entire unit. The suction cleaners install easily in
minutes and they clean whenever the filter is running.
Pools with heavy leaf loads, especially large leaves, and pine needles
aren't usually good candidates for suction style cleaners unless the
heavy leaf fall season is short.
Generally if a sweep can do all the work for you 11 months of the
year, but requires a little help in the fall, that's usually acceptable.
Suction Style cleaners Best Buy stocks: Kreepy Krauly, Baracuda,
Great White, Navigator, and Polaris.
Pressure Style Cleaners (booster pump driven): As indicated this style
sweep is driven by a separate booster pump. Unless you are replacing
an older booster pump driven sweep such as an Arneson pool sweep or
Polaris 180, then you will need to purchase the pump with the new
cleaner as well as a separate time clock.
This type cleaner works well in virtually every pool and they vacuum
leaves, pine needles, twigs, rocks you name it, without a problem.
The pressure cleaners gather up debris in their own bag, which you
remove and dump periodically.
Pressure Cleaners without a booster pump: This style pool sweep is a
derivative of the booster pump pressure sweep. Instead of operating
off a separate booster pump, this style sweep operates off the pressure
from the filtration system.
Normally a "T" is plumbed into the line between the pump and filter
and pressure is bled off to run the cleaner. Because of this bleed off
it's best to step up the size of the filter pump to make sure everything
operates properly. Unless you are replacing an old sweep of this same
type such as the Arneson Turbo Sweep, Ray Vac, Energy Sweep,
Energy Porpoise 2, or an early Polaris 360, then it may be cost
prohibitive to go this route.
Choosing The Right Pool Or Spa Filter:
There Are 3 Popular Types Of Pool And Spa Filters.
(1) D.E., (2) Cartridge, and (3) Sand Filters.
- All 3 types work well and choosing between them is more a matter of
personal preference and prior experience.
- If you don't have a preference then go with a cartridge filter system. They
are the least expensive to buy and operate and if you go with a large size
(150 sq. ft.) or larger, then maintenance is a snap.
- The D.E. and Sand Filters require a backwash valve and in most counties a
separation tank.
Choosing the right pool or spa pump:
When replacing an old worn out pump, keep in mind that the new
replacement pump is of a different design, and has much more pressure
and flow than the old one. If you are replacing an old bronze 1 h.p.
pump, you would only need a 3/4 h.p replacement, due to the
difference in performance and design. When it comes to pumps, bigger
is not always better.
Never install more than a 3/4 h.p. pump if the pool has 1 1/2 inch
plumbing. The only exception to this rule would be if you have a "T"
installed in the line between the pump and filter to operate a pool
cleaner.
If the pool is plumbed with 2 inch pipe you can use a larger pump, but
it probably isn't necessary unless you have a lot of return lines, a long
plumbing run, or a pool & spa combination.
Choosing The Right Pool Or Spa Heater:
If the replacement heater will be used to heat the pool, then replace it
with a heater of the same b.t.u. capacity as the current unit.
100,000 btu heater - up to a 300 sq. ft. pool
150,000 btu heater - up to a 450 sq. ft. pool
250,000 btu heater - up to a 700 sq. ft. pool
300,000 btu heater - up to a 900 sq. ft. pool
350,000 btu heater - up to a 1050 sq.ft. pool
400,000 btu heater - up to a 1200 sq.ft. pool
If you are only heating the spa then: A heater of just 250,000 b.t.u. or
less is plenty to quickly heat most residential spas.
Note: Figures based on a 30 degree F. temperature rise, 3 1/2 MPH average
wind velocity and elevation up to 2000 feet above sea level.
Chemical Safety
Always read the product label and follow directions carefully. It contains
important information on the proper application, handling and storage of the
compound you're using. Used correctly, pool water maintenance products
safeguard the health of your customers. If they're mishandled, they can be
hazardous.
Never mix chemicals of any kind together. An uncontrolled reaction such as
fuming, fire or explosion could occur. Always add maintenance products to
the pool water separately and in different areas. Never overdose the pool.
Use the exact amount specified on the label or by the BioGuard® Authorized
Dealer. Knowing the pools exact volume will help prevent over - or under application. Never add water to chemicals; always add the chemical to large
amounts of water.
Never inhale fumes or allow products to get in your eyes, nose or mouth.
When opening a product, turn your face to one side or point the container
away from you. In the event of accidental contact or if product is swallowed,
follow emergency advice on the product label and call your doctor and/or your
local Poison Control Center.
Never smoke around chemicals. Some chemical fumes can be highly
flammable, and sanitizers or oxidizers can be ignited by a lit cigarette or
match. Never allow children to handle, measure or dispense chemicals. Never
interchange measuring scoops or place wet scoops back into any chemical
container.
Never store liquids directly above sanitizers and oxidizers; they may
accidentally leak and contaminate other products. Never store pool sanitizers
and oxidizers near metal products like bicycles, lawn mowers, cars, etc.,
because they may cause rust. Never leave large, open containers in areas
where children play. Such containers often collect water and present a
potential drowning hazard. Always clean up any spills as soon as they occur
and dispose of the material in a safe manner. Small spills can be diluted by
hosing off into the pool.
Contact a local chemical supply company for advice on cleaning larger spills.
Never use a vacuum cleaner to clean spills. It's hazardous to throw chemicals
into the trash or put spilled material back into the original container. Keep all
spills away from lawns and landscaping to avoid damage. Dispose of all
chemicals according to label directions.
Always store chemical products safely and out of the reach of small children.
Keep the pool maintenance products in a cool, dry, well-ventilated area, away
from other household or garden chemicals and petroleum products.
Always keep chemical product containers tightly closed when not in use.
Always brace liquids so they won't tip while transporting them in your car.
Don't allow chemicals to stay in the car for a long period of time. Unpack
them as soon as you get home. Always wear protective equipment (safety
glasses, rubber gloves, etc.) as directed on the label of the product.
Always use care when broadcasting powdered products into the pool
(especially on windy days) to prevent product from getting in eyes, mouth or
on the skin.
Glossary of Pool Terms
This glossary is a tool for getting acquainted with a variety of pool-related
terms. You will be better able to maintain the pool with a basic
understanding of the words below.
Algae
Microscopic plants capable of rapid reproduction.
Algaecides
Products that prevent or control algae growth.
Bacteria
Microscopic organisms, some of which are harmful to bathers.
Balanced Water
The proper ratio of mineral content and pH that prevents pool water from
being corrosive or scale-forming.
Bromine
A halogen element; brominated compounds provide an alternative sanitizer
for pools; widely used in spas and indoor pools.
Calcium Hardness (CH)
The amount of dissolved calcium in water. (Ideal range 175 - 275 ppm)
Chlorine
A halogen element, compounds of which are widely used in pool water
sanitation.
Chloramines
Irritating compounds formed by the combination of nitrogenous compounds
and free chlorine. Nitrogenous compounds are introduced into the water by
urine, perspiration, cosmetics, suntan oils, etc.
Chlorine Demand
The amount of free available chlorine residual needed to destroy organic
contaminants and establish a stable residual for effective sanitation.
Chlorine Residual
The amount of a chlorinating product (total chlorine) in pool water.
Combined Chlorine (Chloramine)
Chlorine which is bonded to other compounds.
Dry Acid
Product used to lower pH and total alkalinity; preferred over muriatic acid
(HCl) for handling, storage and safety issues. BioGuard Lo' N Slo®.
Free (Available) Chlorine
Chlorine in a form capable of bacteria and algae destruction. Preferred range:
1.0 to 3.0 ppm.
Oxidize
(see Shock Treatment)
pH
A way to measure the acidity or alkalinity of water. This is the most important
part of chemical balance. (Ideal range 7.4-7.6)
ppm
Parts Per Million, a measurement for chemical concentration.
Reagent
Tablets, powder or liquid material for use in water testing.
Scale
Coarse calcium or silicate deposits on swimming pool wall, floors and
circulation plumbing, especially in heat exchangers.
Saturation Index
A value based on water temperature, total alkalinity, calcium hardness and
pH. The value predicts the tendency of pool water to be corrosive, neutral or
scale-forming.
Shock Treatment
Adding an oxidizing compound to the pool water to chemically break up
(oxidize) contaminants such as suntan oils, cosmetics, perspiration and
windblown dirt.
Stabilized Chlorinating Products
Form of chlorinating compound used to sanitize pool water. Favored for its
economy and ability to remain active in strong sunlight.
Stabilizer
Cyanuric acid; a compound that prevents the dissipation of chlorine residuals
by sunlight. BioGuard® Stabilizer 100™.
Superchlorination
Adding enough chlorinating compound (3 to 5 times usual dose) to destroy
chlorine demand compounds and combined chlorine.
Total Alkalinity (TA)
The amount of the alkaline components in water. TA acts as a buffer against
rapid pH fluctuation. (Ideal range 125-150)
Undesirable Compounds
Substances introduced in the water by people or the environment that
interfere with ideal pool conditions.
Ideal Factors for Pools
Free Chlorine
1.0 - 3.0 ppm
Total Bromine
2.0 - 4.0 ppm
Stabilizer (not necessary in brominated pools)
40 -200 ppm
pH
7.4 - 7.6
Total Alkalinity
125 - 150
Calcium
—
— All other:
Metals
(iron,
— All pools:
White
copper,
Hardness
200 - 275 ppm
Plaster:
175 - 225 ppm
manganese)
NONE
Pool Maintenance Checklist
Proper pool maintenance is the first line of defense in preventing most common
problems. Following this easy maintenance checklist should keep the pool
water crystal-clear and trouble-free.
ROUTINE MAINTENANCE
TWICE A WEEK
1. Check and maintain pH levels at 7.4 - 7.6
2. Check and maintain chlorine levels at 1.0 - 3.0 ppm.
3. Empty skimmer baskets, clean tile or pool water at water line with
AquaValue TILE & VINYL CLEANER, and skim leaves, insects and other floating
debris from the pool surface.
ONCE A WEEK
1. Shock the pool by adding one bag of AquaValue POOL SHOCK per 10,000
gallons. Additional shock may be needed after a rainstorm, heavy bather
load, or exceptionally hot weather. Be sure to consult your local Aquatech
Professional for advice.
2. Add a maintenance dose of AquaValue ALGAE PREVENTOR 40 or ALGAE
DESTROYER to prevent algae growth.
3. Brush pool walls and vacuum pool floors.
MONTHLY
Take a water sample to your Aquatech professional for a complete water
analysis.
MID-SEASON
Clean the filter with AquaValue FILTER CLEANER to remove any oils and
grease that may have accumulated on the filter.
Ideal Factors for Pools
WHY
WHAT
WHEN
Sanitize
AquaValue Maxi Tabs or Miser Sticks Continuously
Remove
organic
waste
AquaValue Total Shock, Rapid Shock Every week or as
or Super Oxidizer.
needed
Prevent
algae
AquaValue Aquacide, Algae Master,
Algae Destroyer, Algae-Out, or Every week
Preventor 40
Pool Product Reference Guide
Take a water sample to a professional monthly for a complete water analysis
until you are confident in this area. If you have any specific problems, they
can pinpoint the exact product you need.
PROBLEM
SOLUTION
Algae
AquaValue Aquacide. Kills algae in most all
types of pools. Great with Brominated Pools
Algae
AquaValue Black Algae-out. Kills algae in white
plaster pools only
Algae
AquaValue
Algae
Master.
Copper
based
algaecide especially formulated to kill algae.
Algae
AquaValue
Algae
Destroyer.
Strong
effective against all pool algae types.
and
AquaValue pH Plus Control II. Prevents
Eye irritation low pH corrosion of equipment, etching of plaster by
raising pH.
AquaValue pH Minus Control IV. Prevents scale
Eye irritation High
build up on equipment, piping and pool surfaces
pH
by lowering pH.
Unable to maintain AquaValue Alkalinity Control I. Prevents pH
proper pH
bounce by raising total alkalinity.
Rough Plaster
AquaValue Calcium Control III. Prevents
corrosion of equipment and etching of plaster by
raising calcium hardness.
AquaValue Metal Inhibitor - Stain & Scale
Water discoloration
Control. Prevents scale due to high calcium
Rough Plaster Metal
levels and prevents staining due to dissolved
Stains
metals.
AquaValue Tile & Vinyl Pool Surface Cleaner.
Dark ring at water
Removes "bathtub" ring on tile and pool wall
level
around water line.
Cover Cleaner Deodorizer. Cleans and protects
Sticky,
smelly all pool covers during summer storage Ask your
mildewed cover
Aquatech professionals to recommend the
proper cleaner for your area.
Cloudy water
AquaValue Water Clarifier. Clears water by
collecting small particles into larger ones to be
removed by the filter.
AquaValue Filter Cleaner. Promotes good
Cloudy water Poor
filtration by removing oils and grease that
circulation
accumulate on the filter.
Cloudy
water
AquaValue Pool Shock. Removes organic wastes
Chlorine odor Eye
and restores sparkle to the water.
irritation
Cloudy
water
AquaValue Rapid Shock. Removes organic
Chlorine odor Eye
wastes and restores sparkle to the water.
irritation
Cloudy
water AquaValue Super Oxidizer. Non-chlorine shock
Chlorine odor Eye that removes organic wastes and restores
irritation
sparkle to the water.
Spa Start-Up and Maintenance
The spa or hot tub is an investment in relaxation. Follow these simple steps
to ensure the spa is maintained properly.
1. Fill spa with water and add 2 tablespoons (4 capfuls) of Just For Spas Stain
and Scale Control per 300 gallons during filling. This establishes initial
protection against staining and scaling.
1.
Test spa water and balance as needed. Maintain proper water balance
factors to help protect spa equipment and ensure comfortable water.
Water Balance Factor
Proper range
pH
7.2 - 7.8
Total Alkalinity
100 - 150 ppm
Calcium Hardness
150 - 300 ppm
2.
To establish an initial sanitizer reading, add a chlorinating or
brominating product and maintain at recommended levels to kill bacteria and
keep spa water clean.
3.
If you prefer to use chlorine:
Add Just For Spas Chlorinating Concentrate per label direction. Do not add all
needed product at once, repeat additions every 15-20 minutes until a 3-5
ppm chlorine residual is established. Use water test strips or an Aquatech test
kit to check sanitizer level.
Or if you prefer to use bromine:
Add Just For Spas Brominating Concentrate per label direction. Do not add all
needed product at once, repeat additions every 15-20 minutes until a 3-6
ppm bromine residual is established.
Or add AquaValue Brominating Tablets to an automatic feeder or floater to
established bromine level. Use water test strips or test kit to check sanitizer
level.
DAILY MAINTENANCE
1.Run spa pump and filter as recommended by your Aquatech pool
professional to circulate water and help keep spa clean.
2.Test sanitizer level and maintain in proper range. Maintain bromine level of
3-6 ppm or chlorine level of 3-5 ppm.
3.Test pH and adjust if needed to maintain reading of 7.2-7.8.
WEEKLY MAINTENANCE
1.Shock spa to remove organic compounds and keep water clear. Add Just
For Spas Spa Shock, per label directions every week. Or use Brominating or
Chlorinating Concentrate per label directions to shock spa.
2.Add Just for Spas Stain & Scale Control, per label directions, to prevent
stains and scaling on spa equipment.
3.Apply Surface Cleaner to a sponge or soft cloth and wipe along waterline
and spa surface to remove oils, grease, and other debris.
4.Add AquaValue Pool Perfection Enzyme Cleaner per label instructions to
reduce waterline buildup and help keep filter clean and operating properly.
PERIODIC MAINTENANCE
1.Drain and refill spa every 60-90 days for moderately used spas.
2.Clean spa surface thoroughly with Surface Cleaner while spa is drained.
Rinse well before refilling.
3.Remove the spa filter and clean with Filter Cleaner every 4-6 weeks to
remove grease and oil from filter.
Developing New Accounts and New Customers
The problem of developing new accounts and new customers is a common
one. A frequent lament of sales managers is "we just don't have enough new
accounts to provide the volume we need." In most companies, a five percent
improvement in sales volume will have a most favorable profit effect. It will
equal or exceed, for example, a comparable percentage improvement in costs
of material and services, productivity, inventory management, or control of
receivables.
How to acquire the new accounts and new customers to provide added
volume becomes a matter of prime importance for survival and growth. In
many businesses, small and large, the matter of new customer acquisition is
approached in a haphazard, intermittent, unplanned and uncoordinated way.
The results are understandably often less than satisfying, more expensive
than expected and generally inadequate from the standpoint of contribution of
profit.
Useful insight into the problem of getting new customers can be obtained by
considering the sales department as a purchasing function, spending company
resources by investing in customers and sales volume. The controls, systems,
thought and effort devoted to finding the right source of materials, provide for
the most effective and evident management concern relative to its purchasing
activities. Disciplines are established and controls are in place to measure
supplier and purchasing effectiveness. Alternate bids are secured and
potential suppliers critically tested for quality and service. Capital expenditures
are closely evaluated. Yet the problem of investing to get a new customer, one
who is expected to deliver profitable sales over an extended period of time,
is often reduced to a simple charge to the sales department of 'more
customers'!
In most cases the investment in customer acquisition is heavy, scattered,
unmeasured and unplanned. The money spent on this type of effort consists
of advertising dollars, sales, salaries and expenses, phones, samples,
administrative time and often expensive engineering costs.
The alternative approach to customer or account development is usually less
expensive and substantially more productive. It involves some straightforward
initial analysis and planning; inexpensive enough for the smallest business. It
may likewise involve a change in attitude and emphasis that says that the
business of investing in a customer ought to be a selective, investigative,
consistent, and planned process; worthy of the closest attention of the
managing sales executive. Finding and developing a worthwhile customer is a
different objective from simply 'more sales’ or 'more accounts'.
There is more to getting new customers than just chasing the volume they
produce. Obviously the quality of the volume is more important. Measure your
required standard, not just for the amount of volume, but for the profit yield
of the volume and the trend for the future.
Customer Development Program
Your Customer Development Program should involve at least six (6) steps:
Step One – Fully Understand Your Business and Your Customer’s Needs.
You must know exactly what your customers need from your pool store and
how your store will meet those customer needs.
Step Two – Know Who Your Potential Customers Are. You must know
who your potential customers are, where they live, why they would buy your
product and service.
Step Three – The Market Research. When many business owners hear the
words “Market Research”, many just felt that the task is too great or too
complicated to even tackle. The level of market research that needs to be
done must be determined.
Step Four – How To Get Your
you know that the sooner you
greater the likelihood that you
business, you can only succeed if
First New Customers. As an entrepreneur,
get customers knocking on your door, the
can sustain your business. Like any other
you have enough business to sustain you.
Step Five – Implement a Successful Marketing Program. The amount
of business you get is highly proportional to the amount of effort that you put
in marketing your pool store.
Step Six - How To Keep Your Customers. Your existing customer base is
a goldmine. These are people who already know your store and are familiar
with you. These are people who have already established a relationship with
you by buying your product and service.
Insurance
Insurance needs for businesses vary greatly. It is best to choose an insurance
agent or broker familiar with your size of business and, in particular, an agent
familiar with your type of pool store operation. If you don't have an insurance
agent, it could be a wise decision to ask other business owners in your area
to recommend one.
The following list is included to remind you not to overlook the complex areas
of business insurance. It is best, however, to discuss your specific
requirements with your insurance agent.
Basic Insurance:
Bacteria coverage
fire insurance (extended coverage on buildings and contents);
liability insurance;
burglary protection (theft coverage);
dishonesty insurance (covers thefts by employees);
vehicle insurance
workers compensation insurance.
Marketing/Advertising
Word-of-mouth advertising and good public relations are often the best ways
of promoting your pool store. Depending on your market and its size, also
consider flyers, newspapers (especially for holiday promotions), radio, TV, the
Yellow Pages and the Internet. Also remember that a satisfied customer is
good advertising.
Internet/Website
A Web site should have details to describe the location (your store’s address,
telephone and fax numbers, and directions on how to get to your store),
hours of operation, products and services, and anything else you think may
be of interest to potential customers. However, once you launch a Web site,
you must update it on a regular basis.
Signs and Your Business
Have you considered the impact that your sign has on your pool business?
This section discusses signs, what they can do for your business and how they
can be used to your advantage.
Signs index the environment so people can find you. This is especially true for
travelers, new members of your community and impulse customers. A primary
source of customers for your store is the large number of people who are new
to your community. Your sign is the most effective way of reaching this mobile
or transient group of potential customers.
Signs can correct a poor location by substituting effective communication for
poor site characteristics. If your store is located on a site which is not visible
or in a building which does not correspond with the products and services
offered, your sign can overcome this disability. For example, most buildings
are not built to conform to the design needs of any particular type of tenant.
Without an effective sign, it is often impossible to determine what type of
business is being conducted in a given building. In addition, when your site is
located off a busy traffic artery or in an area which is not easily accessible,
your sign can communicate to people who are passing on a busy street
several blocks away. If you are located off a busy freeway but far from an
exit, your sign becomes your main device for directing people to your store.
Planning Your Advertising Budget
Advertising costs are a completely controllable expense. Advertising budgets
are the means of determining and controlling this expense and dividing it
wisely among departments, lines or services. This section describes various
methods (percentage of sales or profits, units of sales, objective and task) of
establishing an advertising budget and suggests ways of applying budget
amounts to get the effect you want.
If you want to build sales for your store, it is almost certain that you will need
to advertise. How much should you spend? How should you allocate your
advertising dollars? How can you be sure your advertising outlays aren't out
of line? The advertising budget helps you determine how much you have to
spend as well as how you are going to spend it. What you would like to
invest in advertising and what you can afford are seldom the same. Spending
too much is obviously an extravagance, but spending too little can be just as
bad in terms of lost sales and diminished visibility. Costs must be tied to
results. You must be prepared to evaluate your goals and assess your
capabilities - a budget will help you do precisely this.
Your budget will help you choose and assess the amount of advertising and its
timing. It will also serve as the background for next year's plan.
Methods of Establishing a Budget
Each of the various ways in which to establish an advertising budget has its
problems as well as its benefits. No method is perfect for all types of businesses
nor is any combination of methods. Here, concepts from several traditional
methods of budgeting have been combined into three basic methods:
percentage of sales or profits; unit of sales; and objective and task. You will
need to use judgment and caution in choosing your method or methods.
Percentage of Sales or Profits
The most widely used method of establishing an advertising budget is to base
it on a percentage of sales. Advertising is as much a business expense as the
cost of labor and should be related to revenue.
The percentage-of-sales method avoids some of the problems that result from
using profits as a base. For instance, if profits in a period are low, it might
not be the fault of sale or advertising. But if you stick with the same
percentage figure, you will automatically reduce your advertising allotment.
There's no way around it: two percent of $10,000 is less than two percent of
$15,000. Such a cut in the advertising budget may very well lead to further
losses in sales and profits. This in turn will lead to further reductions in
advertising investment, and so on.
By using the percentage-of-sales method, you keep your advertising in a
consistent relation to your revenue volume - which is what your advertising
should be primarily affecting. Here is the explanation of the different
percentage’s you can utilize with the percentage-of-sales method:
Past sales: Your base can be last year's sales or an average of a number of
years in the immediate past. Consider that changes in economic conditions
may cause your figures to be too high or too low.
Estimated future sales: You can calculate your advertising budget as a
percentage of your anticipated revenue for next year. The most common
pitfall of this method is an optimistic assumption that your store will continue
to grow. You must always keep general business trends in mind, especially if
there is the chance of a slump. Remember to assess the directions in both the
industry and your own store operation.
Past sales and estimated future sales: The middle ground between an often
conservative appraisal based on last year's revenue and an often overly
optimistic assessment of next year's is to combine both. This method is
generally more realistic during periods of changing economic conditions. It
allows you to analyze trends and results as well as predict future sales with a
little more accurately.
The more complex methods are Unit of Sales and Objective and Task methods.
We will not cover those. If the percentage-of-sales method does not work for
you or you want to go another route, do your research on the Unit of Sales
and Objective and Task methods.
Market Analysis
Successful businesses have extensive knowledge about their customers and
their competitors. Acquiring accurate and specific information about your
customers and competitors is a critical first step in market investigation and
development of a marketing plan. In developing a marketing plan, your
primary functions are to understand the needs and desires of your customers
select or develop a product or service that will meet customer needs, develop
promotional material that will make the customer aware and ensure product
or service delivery.
Developing a business plan (for more information, see page 3) for an existing
business or conducting a feasibility study for a new venture requires a thorough
analysis of market conditions.
Market conditions in your area have a
significant impact on the profitability of your pool store. The strength of the
local market affects how many customers you will serve and the prices that
you can charge. This section will help you analyze your market so that you
can gauge the potential of your existing or proposed operation and make
more informed operating and investment decisions.
On the pages that follow are a series of checklists to help you collect and
analyze information as part of your market analysis. The checklists will serve
as a learning tool to help you understand the many market factors that
influence your profitability.
Types of Questions Answered by the Market Analysis
By conducting a market analysis, you will be able to answer questions such
as:
What trends are emerging in the pool industry?
What are the strengths and weaknesses of my competition?
Is my location suitable?
Does my concept fill a niche in the market?
What is the potential number of customers for my store per year?
Application of the Market Analysis Data
This information will provide you with a market analysis format that can be
used in a feasibility study, business plan or marketing plan. The following will
help analyze the market potential of an existing operation, an expansion or a
new development.
Existing store operators can use a market analysis to identify opportunities to
improve sales. The analysis can provide valuable information on market
conditions to help in forecasting and budgeting. It also provides a foundation
for an effective marketing plan. Prospective store operators can use a market
analysis to project sales volume for a new pool store venture.
Using your market analysis findings, you can estimate the financial potential
of your venture by creating financial projections. If you are a prospective
pool store owner, these projections will help you determine if your venture is
feasible.
Market Analysis Components
Industry Trends on page 70
Location and Facility on page 71
Competition on page 72
Location on page 73
Concept Refinement on page 75
I. Industry Trends
Studying industry trends is one of the first steps in conducting a market
analysis. It will help you identify opportunities and threats in the industry
that may affect your profitability.
Studies on consumer buying patterns are available from various sources.
Such studies report recent changes and trends in consumer attitudes and
behaviors regarding your pool products. They can identify changing trends
before they become apparent in your local market. The following are some of
the sources of industry trends data available to you:
Y
Y
Y
Y
National Associations
State and Local Associations
Industry Groups
Industry Publications
Industry Trends Checklist
The following industry trends checklist provides a sample of topics you might
want to study as part of your market analysis.
Market Demand
Economic trends
Consumer confidence
Demographic trends
Success Factors
New and popular concepts/themes
Customer service innovations
Pricing practices
Labor saving techniques
II. Local Market Area
Demographic and economic statistics will help you determine the pool product
sales potential of the market area you plan to serve. By comparing these
statistics with those of other areas and the state, you will be able to evaluate
the strength of your market area.
The first step in this analysis is to define the geographic size of your market
area. Be reasonable in estimating how far people will travel to reach your
store. Once your geographic market area is defined, you should obtain
demographic data that describes the people who live and work in the area.
Descriptions of the population's age, income, education and gender will help
you understand the market area you plan to serve.
Obtain economic statistics such as business growth trends and tourism
visitation data. They indicate the overall economic health of the market area.
Data on your market area is available from various sources such as:
o
o
o
Bureau of Census, U.S. Dept. of Commerce;
Private marketing data entry forms;
State and local economic development agencies and State Data
o
o
o
o
Centers;
Small Business Development Centers;
County Extension offices;
Local Chambers of Commerce
Library resource materials such as: Sourcebook
Demographics and Sales and Marketing Management
of
Zipcode
In addition to studying economic and demographic data, you should also
determine the buying behaviors and preferences of local residents. “Lifestyle
Segmentation Reports” provided by marketing group data firms provides a
useful source of consumer behavior information.
Market Area Checklist
The market area checklist will help you collect data to evaluate your market
area.
Geographic Market Area
Market area radius (one, two, three miles, etc.)
Market area
Demographic Characteristics
Population
Age distribution and median age
Gender
Ethnic groups
Household income distribution
Marital status
Dwelling types
Households with children
Education
Economic Characteristics
Employment levels
Types of employment
Number of and growth in business establishments
Local developments planned
Seasonality and tourism visitation
Back to the list of Market Analysis Components on page 70
III. Competition
Existing market area competition can provide valuable information to help you
analyze demand and market opportunities. You can assess their competitive
strengths and weaknesses and learn from their successes and failures.
First, identify how many pool stores are in your market area. Then, identify
those businesses that appeal to the types of customers (market segments)
that you plan to serve. You should also identify all other businesses located in
your immediate area because they can also influence your business. Refer to
the Yellow Pages and your local Chamber of Commerce for listings of area
pool stores.
It is important to identify any market area pool stores that have closed and
for what reasons. Also, learn what new pool stores are planned for the market
area and determine how they might affect your proposed operation.
After identifying your competition, visit and evaluate each store. Speak with
the manager of each operation if possible. Use the following checklist to
complete this part of your market analysis.
Competition Checklist
Location
• Community traffic patterns
• Proximity to sources of demand
• Accessibility
• Visibility
• Surrounding neighborhood
• Parking availability
• Sign visibility
Appearance/Comfort
•
•
•
•
•
Exterior appearance and theme
Interior appearance and theme
Atmosphere
Cleanliness
Heating and ventilation
Service
•
•
•
•
•
•
Days open
Hours of operation
Service style
Quality of service
Speed of Service
Extra services offered
General Information
• Franchise affiliation
• Local reputation
• Advertising and promotion methods used
Overall
• Strengths
• Weaknesses
Back to the list of Market Analysis Components on page 70
IV. Location
Location is a critical consideration because it affects your ability to draw
customers. It is important that your site be visible, accessible, convenient
and attractive to your market. How you evaluate your location will depend on
the type of store you are planning and the type of customers you hope to
serve.
Two major choices face prospective pool store owners: What kind of store
should I open and where should I open it? Typically, you will have already
selected either a location or a concept for your store. It is important that
your location and concept complement each other. It is critical that a site be
chosen based on market factors and not because of a low price.
Different types of pool stores will have different location requirements.
However, certain elements should be analyzed regardless of the type of pool
store you are planning. Use the following checklist to complete this part of
your market analysis.
Location Checklist
Description of Immediate Area
./
./
./
./
./
./
Residential and commercial profile
Adjacent land uses
Proposed developments
Safety
Special appeal of location
Map of area (identify sources of demand, competition and other
relevant landmarks)
Proximity to Customers and Competition
./
./
./
Major demand generators (retail, offices, lodging, hospitals ...)
Number of potential customers by segment within one-, two-, threemile radius, etc.
List of direct store competitors
Traffic Volume
./
./
./
./
./
Street and road patterns
Speed limit and traffic signs/lights
Highway/Street traffic counts
Pedestrian traffic counts
Peak and off-peak traffic periods
Accessibility
./
Proximity to major streets and highways
./
./
./
./
Ease of entrance and exit
Parking (guests and delivery)
Pedestrian accessibility
Americans with Disabilities Act (ADA) compliance
Visibility
./
./
./
./
./
Visibility from road
Effectiveness of sign
"Curb appeal" of building
Landscaping
Exterior lighting
Other Issues
./
./
./
./
Zoning
Environmental Issues
Easements and restrictions
Growth Patterns of Surrounding Areas
Back to the list of Market Analysis Components on page 70
V. Concept Refinement and Evaluation
An effective concept establishes your store’s identity. It distinguishes your
operation from others in the market area and allows the business to attract
particular customer groups. Understanding customer preferences is essential
in developing an appropriate concept. It is important to realize that concepts
appropriate for one area may not be appropriate for another.
Concept involves the entire shopping experience, not just the type of product
and service offered. Elements that define your concept include decor, lighting,
service, price, location and size. Even the name of the establishment conveys
a sense of the concept. To help refine your idea, describe your proposed
store in one or two sentences.
Back to the list of Market Analysis Components on page 70
Your Marketing Plan
Every how-to book on the market has a different take on the essential
elements of a marketing plan.
This section outlines the key elements you need to include in your pool store
marketing plan. No matter how it's ultimately organized, your marketing plan
should be a straightforward, easily understood company document. It should
provide you with a clear direction for your marketing efforts for the coming
year and it should give an incisive look into your company for all readers.
The Marketing Plan section is broken down into nine (9) parts:
Preparing to Write on page 76
Market Situation on page 76
Threats and Opportunities on page 77
Marketing Objectives on page 78
Goal for Your Marketing Plan on page 78
Marketing Goals on page 79
Budgets on page 79
Controls: Tracking Effectiveness on page 80
Executive Summary on page 81
Preparing to Write Your Marketing Plan
Before you begin to write, pull together some information you'll need. Getting
the information first avoids interruptions in the thinking and writing process.
Have on hand:
Your company's latest financial reports (profit and loss, operating
budgets and so on), the latest sales figures by product and the records
for the current and the past three years or, if less, for however long
you've been in business
A listing of each pool product in the current line, along with target
markets
An organization table (if you can count your employees on one hand,
you can probably omit this.)
Your understanding of your store marketplace: your competitors,
geographical boundaries, types of customers you market to, latest and
most useful demographic data, any information on trends in your
market(s) (both demographic and product related)
(Return to Market Plan Parts) on page 76
Market Situation
The "market situation" section should contain your best and most clear-
headed description of the current state of the pool marketplace (this is no
place for hunches).
What are your pool product and service lines?
What is the dollar size of your markets?
What is your sales and distribution setup?
What geographic area do you sell to?
Describe your audience in terms of population, demographics, income
levels and so on.
What competitors exist?
Historically, how well have your pool products sold?
Much of this information may exist in your head. But now is when you write it
down. For example, how much information do you have in your office—right
now—on your competition? Your marketing plan gives you a chance to pull all
this relevant information together in one place, to spur ideas and justify
actions.
Consider each of your pool products up against the matching products or
services of your competitors. How well do you stack up? Is there any significant
market opportunity for you that neither you nor your competitors are currently
exploiting?
(Return to Market Plan Parts) on page 76
Threats and Opportunities
This section is an extension of the "market situation" section, and it should
focus on the bad and good implications of the current pool market:
What trends in the marketplace are against you?
Are there competitive trends that are ominous?
Are your current products and services poised to succeed in the
market as it now exists?
What trends in the marketplace favor you?
Are there competitive trends working to your benefit?
Are the demographics of your market in your favor? Against you?
There are lots of places to go to get information on the trends in your pool
product market. City and state business publications frequently publish
overview issues; you can talk to local business reporters; and local chambers
of commerce publish projections, as do associations of manufacturers (the
names are different in various parts of the country). Talk to your professional
association and read your trade journals.
(Return to Market Plan Parts) on page 76
Marketing Objectives
In the "marketing objectives" section, you paint your picture of the future:
What marketing objectives do you want to achieve over the course of the
plan? Each of your marketing objectives should include both a narrative
description of what you intend to accomplish along with numbers to give you
something concrete to aim for. Just to say you want to start the best pool
store in the marketplace isn’t providing much guidance. Saying you want to
go from 0 percent to 8 percent of the local market in two years is easier to
understand—and verifiable. If you're not sure of the size of the local market,
then aim at a dollar figure in sales. Your accountant will let you know
whether you've succeeded or not.
(Return to Market Plan Parts) on page 76
Goal for Your Marketing Plan
If you're new to developing a marketing plan, how do you set a quantifiable
goal? Start with your past. Review your past sales numbers, your growth
over the years in different markets, the size of typical new customers, and
how new pool product introductions have fared. If over the last five years
you've grown a cumulative 80 percent in gross revenues, projecting a 20
percent to 25 percent increase in the next year is reasonable; 45 percent is
not. Make a low but reasonable projection for what you’ll be able to accomplish
with marketing support toward your new marketing objectives. Set modest
goals to start, until you get a feel for the terrain.
You should make it a point to limit the number of marketing objectives you
take on in a given year. Let's face it, change can bring stress, disorient staff
and sometimes even confuse your target market. Keep your objectives
challenging but achievable. Better to motivate yourself with ambitious but
worthy targets than to depress you by failing at too many enthusiastic goals.
Here are some typical marketing objective categories:
Introduce new pool products
Extend or regain market for existing pool products
Enter new territories for the company
Boost sales in a particular pool product, market or price range. Where
will this business come from? Be specific.
Cross-sell (or bundle) one pool product with another
Raise prices without cutting into sales figures
Refine pool products
(Return to Market Plan Parts) on page 76
Marketing Goals
Here's where you spell out how you're going to make things happen. While
your spreadsheet has shown increasingly stunning profits each time you
bump up the market gains, now you're in the real world. Gains must be
earned by marketing brains and brawn. Each marketing objective should
have several goals (subsets of objectives) and tactics for achieving those
goals. In the objectives section of your marketing plan, you focus on the
"what" and the "why" of the marketing tasks for the year ahead. In the
implementation section, you focus on the practical areas of who, where, when
and how.
The key task is to take each objective and lay out the steps you intend to
take to reach it. If your objective is to build a pool store in Anytown, USA,
you have to put together concrete goals to make it happen.
(Return to Market Plan Parts) on page 76
Budgets
Whether done well or poorly, business activity always costs money. Your
marketing plan needs to have a section in which you allocate budgets for each
activity planned. This information should be in writing with the individual
carrying overall program responsibility. People responsible for portions of the
marketing activity should know exactly what funds are available to them. In
fact, you would be wise to involve them in planning those budgets.
Be as objective as you can about those costs you can anticipate. For things
with which you have no budget experience, add 25 percent to your best
estimate. Your budget should allocate separate accounting for internal hours
(staff time) and external costs (out-of-pocket expenses). Make sure to enter
the budget on a Lotus or Excel spreadsheet so you can manipulate it during
construction to see which variant works best.
Your budget section might look something like this:
Gross sales
$142,000
Budget for annual marketing efforts
$7,045
Yellow Pages
$2,600
Sales letter mailing to prospects
$625
Clerical help on mailing list
$125
Advertising in local business magazine
$500
Advertising in newspaper business section
$1,200
Brochure design and copywriting
$380
Brochure printing
$315
Registration for business exhibitions
$145
Attend training session
$930
Purchase new mailing label software
$225
(Return to Market Plan Parts) on page 76
Controls: Tracking Effectiveness
To track progress on your marketing plan throughout the year, establish a
regular schedule of meetings and spell this out in writing. How will you make
adjustments to your plan midstream? How will you monitor progress in
sales/costs to make changes during the year? You can't leave yourself
without this capability.
The reason you pick measurable marketing objectives is to have the ability to
track your progress toward reaching them. Too many marketing efforts
aren't quantifiable, with the result that the achievements of your marketing
campaigns aren't satisfactory, or they're just plain illusory.
All your marketing efforts will benefit from the classic feedback loop: Act,
observe, adjust and act again. Scheduling quarterly meetings is best. At
these meetings, responsible individuals should report on what they've
accomplished in the last quarter, including how much of the budget has been
spent. Reports should be verbal, with a printed summary for the record.
As your pool product business activity moves forward over time, you'll
doubtless find the need to adjust the timing, the budget or the tasks
themselves. At these points you must decide whether to intensify your
efforts, add more tactical steps to pick up the pace or scale back your
objectives. Make your changes in an organized manner, adjusting all the
dependent tasks so that the plan shifts as a whole. Whatever your decision,
make sure to update your marketing plan document. Put in writing your
understanding of why you didn't reach your goals. Keep the original and date
and number all changes. Your plan must be dynamic, but it shouldn't lose its
sense of history. All this information will be extremely useful when you create
next year's marketing plan.
Marketing isn't a science, but it is a skill in which you can make steady
incremental improvement.
Your effectiveness section might look like this:
A) Annual gross sales from the previous year
$129,750
B) Marketing expenditures planned during the
$6,000
current year
C) Anticipated impact of marketing expenditures
$16,500
on gross sales
D) Actual marketing
current year
expenses
during
the
$4,875
E) Annual gross sales at the end of the current
$145,650
year
F) Percentage of the actual difference between
this year's sales and last year's sales that can 60%
be fairly attributed to the marketing effort
(Return to Market Plan Parts) on page 76
Executive Summary
Put a brief summary at the front of your marketing plan binder. On a single
page, sum up (with key financial numbers) in no more than a single page the
contents of your marketing plan. Use bullet points, short sentences and bold
type for major points, and stay focused on the big issues. What does
someone have to know about your plan to have any sense of it?
This summary gives plan readers a concise description of what your pool store
plans to do in the coming year.
Your plan must address two different time frames: the short-term (one to 12
months) and the long-term (over 12 months). Most of your document should
focus on the coming year, which is the most important for the majority of
small and medium-size businesses. Marketing typically demands the
performance of a number of short-term actions planned in unison, which
together bring about change. Once you've outlined the major year-end goals,
the analysis will largely focus on the mechanics of media, mailing and
promotion. But you shouldn't stop your serious thinking at year-end. Stretch
beyond your business's immediate needs and envision the next two or three
years. What are you ultimately reaching for?
Write this down, briefly and in general terms. Questions you might answer
could include: How many employees do you envision adding over the next
few years? Will your need for office space stay the same? Will there be
major equipment purchases? Will you be able to hire a manager? Are there
specific training courses or certifications you’d like to put your staff through?
Does a manufacturer or one of your wholesales offer special product training?
Will your profit margin stay constant or do you think you'll be able to better
it? Will you become active in local, regional or national trade groups? How
will the market demographics affect your business in the coming years? Keep
track of how your larger vision changes over time as well.
At ASP – America’s Swimming Pool Company, we have already
refined these items and have completed them for you. If you are
interested in joining our system, visit our website at
www.ASPFranchising.com.
Chapter Three
Accounting/Bookkeeping
A good record keeping system should be simple to use, easy to understand,
reliable, accurate, consistent, and designed to provide information on a timely
basis. The legal requirements concerning financial records specify only that
they be a permanent, accurate and complete record of your daily income and
expenses. There are many types of record books and bookkeeping systems
available. For example:
double entry bookkeeping; on page 83
commercial bookkeeping systems; on page 83
one-write systems; on page 83
computerized systems; on page 83
single entry bookkeeping. on page 83
Double Entry Bookkeeping Systems - this is the system taught in most high
school and college bookkeeping and accounting classes. Each transaction is
recorded twice, one account is credited with the given dollar amount and a
second account is debited by an equal dollar amount. This is an excellent
system. But often formal training and practice will be needed to understand
and master it.
Commercial Bookkeeping Systems - these are available through stationery
outlets and are usually a package system with instructions and forms to use.
One-Write Systems - these are copyrighted systems that are set up using
carbon-backed checks. As you write the information on a check, it also
transfers the data to a record system.
Computerized Systems - there are several excellent programs available. These
programs offer the speed and capacity of computers as well as the ability
to produce daily updated financial statements. One should be careful, however,
that they are not buying expensive software programs or computer equipment
that has more capacity than they need. Most small businesses grow into the
need for a computerized system; usually as a means to control larger volumes
of inventory or transactions.
Single Entry Bookkeeping Systems - a single entry system means every dollar
transaction is recorded only once, either as income or expense, an asset or a
liability. All entries are recorded on a one page synoptic journal or also called
a revenue and expense journal. The system is simple, easily understood, and
thus requires little training.
You should seek professional advice in this area. A good accounting
professional can advise you on the accounting system that is best for your
pool store.
Furnishings and Equipment
Before you open your pool store, you will need fixtures and furniture for your
store. For assistance in this area, you may get the advice of a sales
representative or consult trade publications and manufacturers' Web sites. In
addition to your office set up, you will need display cases, counter tops, pool
equipment and pool cleaning supply stands, etc. List that equipment and its
cost to you. An important factor to consider when choosing equipment is the
after-sales service and repair and their affordability.
Used Equipment - Consider buying used equipment as a cost-saving measure.
Sources of used equipment could be store that is closing or dealers in secondhand equipment. The drawback to this approach is that, often, there are no
guarantees with the purchase.
Leasing Equipment - Another alternative is to lease equipment to help keep
start-up costs down.
Cost Control
In the pool business, you must have procedures for controlling inventory and
costs. Ask people in the industry for information about the procedures for:
Purchasing - Most of the time, purchasing is done over the telephone,
by fax, or online. Often no contract is signed between the purchaser
and the supplier; therefore, it is essential that you choose your
supplier carefully. You will have multiple suppliers supplying your pool
store. Each one will have different terms, conditions and payment
options.
Develop specifications on product brand names, size, quantity,
grade/weight, delivery time/place, emergency deliveries, availability
and policies for substitutes or damaged goods. Entertain bids from
multiple sources and get the best product for the lowest price. Use a
Purchasing and Receiving Form.
Receiving – Check all deliveries against the Purchasing and Receiving
Form, focusing on three things: quantity, price and quality; packaging
should be intact. Make sure specifications are met. Careful recording
will show short shipments, price variations and weight differences.
Budgeting and Projecting – Establish a cash budget and maintain cash
flow projections on a continual basis.
Calculating Monthly Product Costs – Determine the actual cost of
products purchased wholesale and the actual cost of products sold.
This is a combination of opening inventories, purchases, adjustments
and closing inventories. This ratio should remain relatively constant.
Projecting Your Sales Potential
If you have completed your market analysis, you have completed your data
collection. You have analyzed industry trends, market area demographics,
economic statistics, competition, suitability of your location and your store
concept. You are now ready to estimate your sales potential based on these
factors. A key indicator of future sales performance is past sales
performance. Existing businesses can rely on their historical records for this
information. Prospective operators must look to comparable pool stores for
data on their past performance.
While there are no formulas for calculating your sales potential, your prior
research will help you make more informed and reasonable estimates. The
information that follows will help you estimate your sales potential.
1. Review Your Competitive Position
A review of your store’s relative strengths and weaknesses will help you to
determine your competitive position in the market area. Compare your store
operation with your competition using the criteria below. Be sure to keep in
mind your concept and the types of customers you hope to attract.
Strength
Concept/Theme
Proximity to Customers
Traffic Volume
Accessibility
Visibility
Atmosphere
Service Quality
Reputation/Reviews
Franchise Affiliation
Pricing
Hours of Operation
Management
Weakness
Financial Projection
Once you complete your market analysis, you will be better equipped to
developed realistic financial projections for your proposed pool store. These
projections will help you determine the financial feasibility of your venture
and should be constructed in the process of a complete business plan.
Cash Control Systems
The industry averages show that between 2-4% of sales are lost to theft or
cash mishandling. You need systems to keep track of the money from the
time it leaves the customers hands until the time it is deposited in the bank.
Have a written cash/credit handling policy. Have forms that employees can
enter refunds given to customers and mistakes made. This form should have
the time, date and employees signature.
Limit access to the safe. The safe should be kept locked at all times. Most
safes have envelope size areas allowing money to be dropped in (drop safe).
Keep the opening and closing cash, used to make change for the customers,
the same all of the time. Make sure the money is counted at opening and
closing. Keep cash stores kept to a minimum.
Paid-outs entered on a form with time, date, signature and receipt stapled to
it. Paid-outs should be deducted from a petty cash fund if possible and not
from the daily deposits.
Do a cash drop for each shift. One person should be responsible for each
shift deposit. Have them enter a log with the amount of the deposit, total
sales for the day, date, time and signature. Also have them put this on the
envelope that is to be dropped into the safe.
Make bank deposits daily keeping each days deposit separate and attach the
bank deposit slips to daily cash reports
A key and safe combination access log should be maintained. Keys should be
numbered and a log should be kept with information on the person having the
key.
Have written standard cash register procedures - what types of checks to be
taken and if it should be for the amount only, etc.
Use registers with a cumulative register reading - This is like an odometer on
a car, keeping a running total of the sales, coupons, etc. Incorporate theses
readings in the daily sales report.
Use a register that has the transaction visible to the cashier and the
customers. Secret shoppers take note of these transactions to make sure the
employees are not under-ringing sales.
Sales should always be rung up at time of the transaction and a cash receipt
should be given to the customer.
Cashiers should place customer's money on register ledge until the change is
made. This way if the customer says he gave a larger dollar amount, the
cashier has it right there to confirm it.
Cash registers should not be left unattended. Money should not be exchanged
from register to register if multiple registers are used.
Do a Z reading each day. This clears the register of the previous day’s sales.
This reading should be attached to the daily cash report.
Follow up on your banks deposits to make sure your money has been credited
to you account. Go through your bank statements line by line and check to
see that no deposits are missing and each one is entered accurately. Banks
do make mistakes.
Employee Theft
It has been estimated that about $52 billion a year is lost due to employee
theft and that approximately 95% of all businesses experience employee
theft. So, what are the symptoms and what can you do to protect your
business? Watch for these signals from your employees.
Early Warning Signals of Internal Dishonesty
Signals from Personal Behavior
1. Inconsistencies by a staff member explaining discrepancies or errors.
2. Bad temper or unpleasant behavior that tends to discourage questions.
3. Warning signs of substance abuse. An employee with a substance abuse
problem will need extra money to finance a habit.
4. Habitual borrowing of store money or property without permission.
5. Expensive habits (drinking, extra marital affair, etc.)
6. Spending more money than earned or what salary can support.
7. Disgruntled, belligerent attitude, complaining about management or job to
others.
8. Admission of theft from prior employer.
9. Concealed family relationships or cohabitation among employees.
Signals from Employee Activities:
1. Secretive conversations among employees, phone conversations that stop
abruptly when you approach. Any one engaged in sending or receiving
cryptic messages.
2. Excessive loitering of around your business of off duty employees, exemployees or friends.
3. Frequent "shortcuts" in security procedures to expedite deliveries. Rapid
checking in of some deliveries while others take much longer for no legitimate
reason.
4. Bringing large shopping bags or wearing unusually loose clothing to work
regularly.
5. Attempting to distract or hold the attention of a supervisor for no good
reason while another employee is in the work area or signaling by hand
gestures, whistling, etc. when a supervisor approaches.
6. Repeated violations of such security regulations as use of unauthorized
exits or keeping personal packages in the work area. Finding an employee in
an area he/she has no legitimate business in.
7. Signing another employee's name or signing illegibly on invoices or packing
sheets.
8. Habitually returning to the work area after others have left to retrieve
something left behind.
9. Complaints by employees or customers that personal effects are being lost
or stolen.
10. Frequent cash shortages on the same employee's shift. An unusual
eagerness to "make up" the shortages rather than relinquish cash handling
responsibilities.
11. Frequent cash overages on the same employee's shift. This may indicate
that an employee is stealing cash at the register but not "light ringing" sales
enough to totally cover it.
12. Unusually high number of "no sale" transactions registered on any one
shift.
13. Excessive undocumented voids on any one shift or voids left unrecorded
until the end of an employee's shift.
14. Numerous receipt slips held by an employee until the end of a shift or
notes found in the trash indicating that the employee was keeping a secret
count of transactions.
15. Unusually low sales factor on any one shift (shift sales divided by number
of items sold).
16. Make excuses for theft. Employees who steal, rather than believing theft
is wrong, may condone the acts of dishonest employees as, "It's no big deal.
It was only a few bucks."
17. Employees who violate store policies and procedures should be watched.
18. Overzealous work habits. Employees who work through their lunch
breaks, seldom take a breather and never ask for time off may be running a
game with the cash register. Also, employees who refuse to go on vacation
may be afraid that their substitute will discover their dishonesty.
Signals from Customers and Outsiders
1. Frequent customer complaints of shortages or substitutions in orders.
2. Unusually large or frequent credits or refunds by one employee.
3. Anonymous phone calls or letters concerning theft.
4. Unusually friendly relationships or loyalty between employees and
outsiders.
5. Any customer who insists that only a certain employee handle their sale.
6. Gifts or favors given to an employee from suppliers or customers.
7. Presence of delivery drivers, repairmen, etc. in restricted areas.
8. Frequent hang-up phone calls to a substitute employee working a shift
normally handled solely by another employee.
9. Customers who visit your business an unusual number of times daily or
who loiter in your business for an excessive amount of time.
10. Customers who meet with employees regularly at unusual times, such as
at closing.
What You Can Do:
You can inform employees about internal security measures, e.g., surveillance
and inventory checks, and the likelihood and consequences of being caught
stealing. Many employees steal because they think they can easily get away
with it. Limit employee access to the building to the hours that they are
scheduled to work.
(1) Cash Control
Provide a receipt for every transaction. Encourage customers to expect a
receipt by posting signs at each register.
Put one employee in charge of setting up cash drawers. Have another doublecheck the cash count. Make each employee responsible for his/her own cash
drawer. Issue one cash drawer per on-duty employee. No other employee
should at any time (during lunch, breaks, etc.) be allowed to open or use
another's cash drawer. At the end of each shift each cash drawer should be
balanced by the employee and double-checked by another.
Require that the cash register drawer be closed after each transaction. Never
leave a register unlocked when not attended. And never leave the register
key with a register. Identify each over-ring and under-ring. Managers should
sign off all voids and over-rings. Check signatures against those on file.
Limit the amount of accumulated cash in any register. Use a drop-safe.
Check cash-to-sale ratios. These, along with unusually frequent refund
transactions, can indicate employee theft.
Keep tendered bills on the register until the transaction is concluded. Shortchange artists frequently use large bills to pay
Conduct only one transaction at a time. Do not be intimidated into rushing.
Check for counterfeit currency. The look of the paper and its "feel" are
usually the most obvious signs. A common counterfeiting practice is to "cut
corners" off large bills and affix them to small-denomination bills. Inexpensive
devices are available to aid detection of counterfeit bills.
(2) Get Your Employees Involved - Offer rewards to employees who report
theft. Ask your staff for their suggestions on how to eliminate theft.
(3) Employee Background Checks - Contact previous employers to find out if
this person has a theft problem before you hire. When employees are not
screened properly, you spend more time and money training new employees
to replace dishonest ones.
(4) Secret Shoppers: Secret shoppers or mystery shoppers pose as
customers and watch employee behavior and situations that owners can't
always observe. Secret shoppers are trained to look at how customers are
treated, the type of service provided, efficiency, honesty, sales techniques as
well as misbehavior.
Secret shoppers go to your store, observe employees and customer service.
They gather information, which may take several visits, record their
observations and rate your employees.
They look for speed of service, friendliness, suggestive selling, whether the
sales were rung up properly, and the store and employee cleanliness.
You can use these reports for training and rewarding employees for
performance. Recognizing employees who perform will motivate other
employees to improve.
Develop or buy "secret shopper forms" that include these areas: store
appearance, friendliness, knowledge, helpfulness, efficiency of the service,
suggestive selling and honesty.
Have your store secret shopped several times so you can look for trends,
loopholes, and areas needing improvement. Most secret shoppers charge
between $20 - 40 an hour. To locate a secret shopper service, look in the
Yellow Pages under shopping, market research, market analysis, market
consultants, or sales training. Check with your local chamber of commerce or
university marketing programs.
Let your staff know that you plan to use a secret shopper. Some store owners
will have the secret shopper hand the employee money such as a $20 bill
when they meet a certain criteria, giving an instant reward.
(5) Survey Cards: Give your customers a short survey card to complete or
place one on your web site for customers to fill out. Offer recognition and
rewards to employees who consistently provide exceptional customer service.
(6) Video Surveillance: Often just installing cameras will cause employees to
think twice before stealing. But in order for them to be effective, you need to
let your employees know you check these by offering them feedback (Positive
or Negative) based on their job performance by viewing these videos with
them.
(7) Cash in Sheets: Have employees do a cash in sheet for every shift. This
would be a control sheet where the employee would take the gross sales,
subtract paid outs, adjustments and credit sales (adjusted gross sales). Count
down the cash drawer, leaving the change fund amount (usually
$100.00). Subtract this from the adjusted gross sales and this will give you
your over and shorts. This should always be within 90 cents. Too much
money could mean a customer was short-changed and being short money
could mean a customer was given too much change or possibly employee
theft. Have them place the money in an envelope, date and sign it and place
it in the safe.
Keeping the cash register drawers low in cash also helps to deter would be
robbers. When they see only a small amount of cash in the register, they are
less likely to take the risk of getting caught and going to jail.
(8) Do a Product Inventory and Usage Sheet: Conduct inventories often and
at irregular intervals. Also make routine spot checks. Inspect records of
purchases and sales at the beginning and end of each shift. Define individual
employee responsibilities for inventory control. This establishes a climate of
accountability
Post signs to indicate areas that are open to the public and those that are for
employees only. Install locks on all doors to interior work areas to control
public and employee access. Doors to storage and supply rooms, and individual
offices should be locked to limit access
(9) Trash Control: Keep trash dumpsters inside during business hours. Check
bins at random times for pilfered goods that might have been placed in them
for pick-up after the trash is taken out. Use clear plastic trash bags. Inspect
contents for pilfered goods. Keep lids of outside trash dumpsters locked
during non-business hours. If practical, keep the lids locked whenever the
dumpsters are not being filled or emptied. Have employees work in pairs in
emptying trash. Or have different employees empty the trash from day to day.
If You Suspect Theft
Despite your best efforts, dishonest employees can find ways to steal. If you
suspect theft, call your local police department. Don't play detective and try
to solve the crime. And do not jump to unwarranted conclusions. A false
accusation could result in serious civil liability.
How You Can Protect Yourself from Counterfeit Money
You can buy a counter detection pen, which is easy to use and requires no
training. A clerk at a cash register uses the detector pen to put a small mark
on the bill. If the bill is counterfeit and the paper is wood-based, the iodine in
the pen solution will react with the starch and leave a dark brown or black
mark. If the bill is authentic and the paper is fiber-based, there won't be any
starch and the pen will not leave a mark. A detector pen costs between 5-10
dollars and can screen up to 3,000 bills.
Another option is a scanner used to check each bill, but this may tie up lines
and your customer service may suffer. To find out how these scanners work,
you can go to the following website for more information:
http://ritecount.com/home/mc1/learn_main.html.
For more information regarding counterfeit money, go to the Secret Service
Web Site at the following link:
http://www.ustreas.gov/usss/know_your_money.shtml
Bad Checks
How to Handle Bounced Checks:
1) Send it through the bank a second time.
2) Try to contact the check writer and give a time limit on payment.
3) Sign a complaint at the City Prosecutor’s Office. The Prosecutor’s Office
will handle it from here.
Any bad check in excess of $200.00 is considered to be a felony offense.
Several checks written within a 90 day period that total over $200 may
constitute a felony.
It is easy to get a fictitious name and identification, allowing criminals to open
bank accounts and obtain credit cards. Training your employees how to
accept checks to be alert to some common signs is your first line of defense.
Always ask for an ID (A driver’s license is best) and compare
the photo and signatures.
Ask for a date of birth.
Do not accept a two party check.
Look for low numbered checks – A lot of bad checks are
numbered below 200.
If only a P.O. Box is listed on the check, ask for a residential
address.
Make sure written and numerical amounts agree.
Make sure check is dated same day you receive it.
Post check limits.
Poor print quality of the check. (Counterfeit checks sometimes
have poor print quality).
Signature that goes beyond the signature line (the forger has
limited experience writing someone else's name and the
signature will often extend past the signature line).
Legitimate checks should have one perforated edge.
If you have received a check you think is a forgery, take it to the Police
Department. All forged checks are felonies, even if the amount is under $200.
Credit Card Fraud
Never accept a credit card which is broken, cut, damaged, or expired. Witness
the signing of the sales draft. Ask for supporting identification and compare
signatures and/or photos.
Train employees to check for:
Holograms badly faked with tiny bits of aluminum foil.
Misspellings on the card.
Alterations on the signature panel.
Discolored, glued or painted cards.
Cards that appear to have been flattened and re-stamped with
different numbers
At ASP – America’s Swimming Pool Company, we have already
refined these items and have completed them for you. If you are
interested in joining our system, visit our website at
www.ASPFranchising.com.
Chapter Four
Information Pertaining to Independent Contractors
Independent contractors are people who are in business for themselves.
Independent contractors earn their livelihoods from their own independent
businesses instead of depending upon an employer to earn a living.
Independent contractors are sometimes called consultants, freelancers, selfemployed, and even entrepreneurs and business owners.
If you are planning to hire other workers to do the pool maintenance work,
you might want to use an independent contractor arrangement in the
beginning of your new business.
More information pertaining to independent contractors can be found in other
publications listed in the front of this book.
Information Pertaining to Employees
I. Position Your Image
Before you find, hire and train your store employees, you need to have a
plan. It should start by determining and positioning your image. Decide
what you want your pool store to be “known as.”
What type of image do you want to present to your customers? What is your
theme? What message do you want to convey? Are you going to provide
nametags or apparel with the name of your pool service company on them?
When your employee has on a uniform or a nametag, it makes them
approachable. Your customers need to feel that they can turn to your
employees with questions and concerns. Your customers are the life-blood of
your business, so your employees need to be your first line of defense. Your
employees need to be you when you aren’t in the business.
II. Planning
The second step is planning. You need to start by developing an employee
job description. Your employees need to be an extension of you, so planning
is very important. How many employees are you going to hire? Are they
going to be full-time or part-time employees? Are you going to have employees
throughout the entire day or just at peak periods of time? How much are
you going to pay them? Do you want them to be bilingual? Will
they all be employees or will they be independent contractors? These are all
areas you need to examine.
III. The Hiring Process
The third step is the hiring process. This starts with your advertising. Are
you going to run a help wanted ad in the newspaper? Decide where you are
going to advertise, how long you are going to advertise, and what types of
advertising you are going to choose. It may be as simple as hanging a
banner in your store, capitalizing on word-of-mouth advertising, or putting
flyers on cars.
After you have collected the applications, you can now start the pre-screening
process. Things to look for on the application include: completeness of the
form, work experience, reasons for leaving their last position, and their
availability to work and other work employment. When pre-screening, it is a
good idea to hire someone from within the area. It is okay to hire customers
as well. These people are going to know the area and the people coming into
your store.
Perform a reference check on each potential employee. Make a few phone
calls to see if your interviewee is credible. Ask four or five basic questions
and then listen for a negative or hesitant response. Next, plan the interview
process.
Put the interviewee at ease during the interview process. Start by explaining
the interview process. Describe the job and ask them questions about items
on their application.
There are some questions you can’t ask. Unacceptable inquiries include:
How old are you? Have you been arrested, convicted or spent time in jail?
Do you have children under 18? Do you plan to have children? Acceptable
inquiries include: Verification of age, for legal reasons, request for felony
conviction (if you indicate that such a conviction is not an automatic barrier to
employment). You can also inquire as to what languages the applicant
speaks fluently, but only if the qualification is job related.
When you are asking questions, make sure you listen twice as much as you
talk. Get the interviewees talking about themselves so you can find out if
they will be a good match in your store. In closing, invite questions from the
applicant.
IV. Training
The fourth step is proper training for the employees. The training process
should begin with industry education. Most people don’t know a lot about the
pool store business. You need to help them with the terms and vocabulary.
If your employees aren’t doing what you would like them to be doing, it is
because you didn’t train them properly.
In the training process, describe to your employees what constitutes an
emergency. If there is a physical injury, what steps should they take? Are
you the first one they call? Have forms ready and emergency numbers
posted to assure they will handle the situation correctly. If there is a power
outage or a water problem, do they call you or the repair man? Your
employees need to become your eyes and ears when you are not present in
your store.
Dealing with complaints is a touchy subject. If your employees are properly
trained, they can handle some of the complaints for you. If there is a
complaint they can’t handle, have them document the complaint. It is also a
good idea to have a number posted that customers can call if they have a
complaint.
The most important part of training falls under the employee’s job
description. If your employee works a seven hour shift, they need to be
working all seven hours. Clearly state the employee’s responsibilities. Have
a store inspection checklist with a daily report form. It is a good idea to have
an employee walk to the exterior and the interior of your building daily. Have
them check the parking lot, the sidewalk and check for trash. Have a
checklist for them when they are reviewing the interior.
Is everything clean and in working condition? Visually, do the aisles look
clean? If they run out of any supplies you should have a form that they can
leave for you so you know when to re-order items. When you walk into the
store, are they always busy doing something?
An employee’s responsibility list should include these items: Assisting
customers with their shopping, emptying trash cans, sweeping floors,
removing larger debris from the floor, refilling empty retail product space,
clearing carts from aisles, cleaning countertops, folding tables, checking
facilities for graffiti, and moping floors when needed.
Other daily items include: Sweeping the parking lot, cleaning the restrooms,
scrubbing the floor tiles, and washing the windows.
V. How to Keep Your Employees
The last step is learning how to keep your employees. If your employees are
properly trained, they will take pride in their job. Help your employees learn
and they will help your store business grow.
At ASP – America’s Swimming Pool Company, we have already
refined these items and have completed them for you. If you are
interested in joining our system, visit our website at
www.ASPFranchising.com.
Chapter Five
Government and State Websites
United States Government - http://www.firstgov.gov/
Individual US state websites
Alabama
http://www.alabama.gov
Arizona
http://www.az.gov
California
http://www.ca.gov
Connecticut
http://www.ct.gov
Florida
http://www.myflorida.com
Hawaii
www.ehawaiigov.org
Illinois
http://www.illinois.gov
Iowa
http://www.iowa.gov
Kentucky
www.ky.gov
Maine
http://www.state.me.us
Maryland
http://www.maryland.gov
Minnesota
www.governor.state.mn.us
Missouri
http://www.state.mo.us
Nebraska
http://www.nebraska.gov
New Hampshire
http://www.state.nh.us
New Mexico
http://www.state.nm.us
North Carolina
http://www.ncgov.com
Ohio
Alaska
http://www.state.ak.us
Arkansas
http://www.state.ar.us/
Colorado
http://www.colorado.gov
Delaware
http://www.delaware.gov
Georgia
http://www.georgia.gov
Idaho
http://www.accessidaho.org
Indiana
http://www.state.in.us
Kansas
http://www.accesskansas.org
Louisiana
http://www.state.la.us
Massachusetts
http://www.mass.gov
Michigan
http://www.michigan.gov
Mississippi
http://www.mississippi.gov
Montana
http://www.state.mt.us
Nevada
http://www.nv.gov
New Jersey
http://www.state.nj.us
New York
http://www.state.ny.us
North Dakota
http://discovernd.com
Oklahoma
http://www.state.oh.us
Oregon
http://www.oregon.gov/
Rhode Island
http://www.state.ri.us
South Dakota
http://www.state.sd.us
Texas
http://www.state.tx.us
Vermont
http://vermont.gov
Washington
http://access.wa.gov/
Wisconsin
http://www.wisconsin.gov
http://www.ok.gov
Pennsylvania
http://www.pa.gov
South Carolina
http://www.myscgov.com
Tennessee
http://www.state.tn.us
Utah
http://www.utah.gov
Virginia
http://www.virginia.gov
West Virginia
http://www.wv.gov/
Wyoming
http://wyoming.gov/
Start Your Own Pool Service Company! 101
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Notes:
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