Between Two Stops

What happens when three tech industry veterans decide to get into the pool service business? They learn the hard way, from answering customer calls and cleaning pools to watching YouTube repair tutorials in customers' backyards.

In this episode of Between Two Stops, host Niki Acosta sits down with Eric Johnston, Evan Ferl, and Mark Doody of California Pool Partners to discuss their unconventional journey into the pool industry and their approach to building successful pool service businesses through strategic partnerships and acquisitions.

From the challenges of scaling from 200 to 1,000+ pools to the growing role of AI and technology, the conversation explores what it really takes to build a profitable, sustainable business without sacrificing service quality, company culture, or customer relationships.

In this episode, we cover:

• How three tech veterans found their way into pool service
• What breaks when a pool business grows from 200 to 1,000 pools
• Why bigger doesn't always mean better
• What makes a pool service business attractive to potential buyers
• How California Pool Partners approaches acquisitions differently
• Why technology and AI are only as effective as the processes behind them
• How to scale while protecting employees, customers, and local brands

Whether you're running 50 pools, managing 1,000+, or considering your next phase of growth, this episode offers practical insights on building a business that's designed to last.

Visit California Pool Partners website: https://www.californiapoolpartners.com/

Subscribe to the CPP Newsletter, The Waterline: https://the-waterline.beehiiv.com/subscribe

Subscribe to Between Two Stops by Skimmer for more conversations with the people shaping the future of the pool service industry.

What happens when an eight-figure entrepreneur sells his company and jumps into an industry where he admits he has a lot to learn?

On this episode of Between Two Stops, Niki Acosta sits down with Grant Baldwin, founder of Best Day Pools and host of the Pool Pro Podcast, to talk about starting over, buying pool routes, and building a modern pool service business from the ground up.

Before entering the pool industry, Grant founded and led The Speaker Lab, growing it into an eight-figure business that helped thousands of entrepreneurs build successful speaking careers. After selling the company, he went looking for his next challenge—and found it in pool service.

Grant shares what it’s like to enter a completely new industry, from acquiring his first pool routes and riding along with technicians to learning directly from successful pool service operators. He also explains how he’s applying lessons from entrepreneurship, leadership, marketing, sales, and operations to build Best Day Pools, a customer-first pool service company growing through acquisitions and organic growth in Middle Tennessee.

Niki and Grant dig into the strategy behind acquiring pool businesses, including Grant’s decidedly human approach to finding potential sellers. Rather than treating an acquisition like a quick transaction, he focuses on relationships, trust, consistent follow-up, and playing the long game.

They also explore why owner’s intent matters, what makes a business more valuable and sellable, how to surround yourself with people who complement your strengths, and why you don’t need to have every answer before taking the first step.

As Grant puts it, it’s harder to steer a car in park. Sometimes you have to get moving, learn quickly, and course-correct along the way.

Whether you’re a one-pooler, actively acquiring routes, or thinking about how to build a healthier and more valuable pool service business, this episode offers a fresh perspective on entrepreneurship, calculated risk, growth, and building something worth owning.

🎧 Follow Grant: Listen to The Pool Pros Podcast, where Grant talks with pool industry operators about the business side of pool service, including operations, hiring, growth, marketing, sales, and finance.

Best Day Pools: https://bestdaypools.com
The Pool Pros Podcast on Spotify: https://open.spotify.com/show/51L5wInWBz3AZqEZcgPjqU

AI is changing the way clients search for pool services — and most pool companies aren’t ready for it yet.

In this episode, Niki Acosta talks with Jonathan Johnson and Ed Shahbazyan of Pool Profits about the future of pool service marketing, including SEO, AI search, GEO (Generative Engine Optimization), Google rankings, customer acquisition costs, and what pool pros need to do now to stay competitive.

Jonathan and Ed explain how AI-powered search is changing customer behavior, why websites need to evolve beyond traditional SEO, and how pool companies can position themselves to win more leads online. They also discuss realistic marketing budgets, paid ads, conversion strategy, and the importance of operational follow-through once the phone rings.

This episode is packed with practical advice for pool service owners looking to grow in a rapidly changing digital landscape.

Whether you’re a solo operator or scaling a large route business, this episode is packed with actionable insights to help you grow smarter in today’s digital landscape.

Learn more about Pool Profits: https://poolprofits.com

In this episode of Between Two Stops, Niki Acosta sits down with Justine Rae, Director of Community at Skimmer, to talk about the power of community in the pool service industry.

They dive into how meaningful, in-person connections can drive real business growth and what makes the Skimmer Pro Summit a must-attend event.

🎧 Tune in to learn why you don’t want to miss this year’s Pro Summit happening October 16–17 in San Antonio—and how it can help you build a better business through connection.

👉 Learn more about the Skimmer Pro Summit:

 https://getskimmer.com/pro-summit

Miss the AI webinar? Find the recording on YouTube: 

https://youtu.be/BL0SV64iReE?si=zs3Pnm1WD2FAkHZm

🎧 Subscribe for more conversations with industry leaders, real business insights, and stories from the field.

In this episode, we sit down with Joe Mischik of Painless Pool Care out of the Phoenix/Scottsdale area of Arizona. Joe has found an edge becoming a self-proclaimed “chemistry nerd" and mastering LSI. He also shares how mastering startups, caring for black pool surfaces,  and drainless acid washes has allowed him to build a premium client base. 

In this episode of Between Two Stops, host Niki Acosta welcomes Joe DiAnna Sr. and Joseph DiAnna Jr. from Primate Pool Tools. They discuss the origins of their company, the advantages of carbon fiber poles, and the innovations in their new Gen 2 poles. The conversation also covers Joe Sr.'s journey from the restaurant industry to pool maintenance, the importance of custom branding, and the warranty and customer support they offer. The episode concludes with a discussion about the future of Primate Pool Tools and their commitment to quality and customer satisfaction.

Learn more about Primate Pool Tools at https://primatepooltools.net/

Order today and use code PRIMATEPOOLPROS for $15 off each pole or pole extension!

In this episode of Between Two Stops, host Niki Acosta welcomes Casey Graham, successful entrepreneur and co-founder of Yummy Pools, to break down how to build a pool service business that’s not just profitable — but truly valuable.

Drawing from his book From Skimming to Scaling, Casey reveals the five critical areas that private equity firms evaluate when determining a company’s worth — and how you can strengthen each one to position your business for long-term success or a future sale.

💡 Discover how to:

• Understand what makes your business attractive to investors
• Strengthen your financial profile, from revenue to recurring income
• Improve operations with systems, training, and team structure
• Boost your customer base quality and retention metrics
• Cultivate a strong company culture and leadership foundation
• Align your owner mindset and deal dynamics to maximize valuation

Whether you’re preparing for growth, planning an exit, or simply want to future-proof your company, this conversation delivers the roadmap to building a high-value pool business that works — with or without you.

Looking for the Private Equity checklist Casey mentioned? Get it here. 

And don't miss his FREE audiobook and ebook, From Skimming to Scaling here. 

In this episode of Between Two Stops, host Niki Acosta dives deep with Kyle Peter, founder of Nevergreen Pools, whose remarkable journey from servicing 12 pools solo to managing a 1,300-pool empire is packed with insight. Kyle shares the gritty, honest evolution of his business—covering breakthrough growth milestones, the power of data-driven decisions, route acquisitions, and how Skimmer’s billing solution helped streamline operations.

From leapfrogging responsibilities to obsessively systematizing every part of his business, Kyle offers real talk on what it really takes to scale, including how to hire, when to invest, and why margins sometimes shrink before they grow. Plus, hear his take on the changing landscape of pool service marketing, the rise of AI, and why your reviews (and your response time) matter more than ever.

If you're building or scaling a pool service business—or just love a great entrepreneurial story—this episode is a must-listen. 

In this episode of Between Two Stops, host Niki Acosta sits down with Todd Gustafson, founder of Cool Pool People, a top-tier pool service company in Frisco, Texas, managing over 1,000 pools each month. Todd shares his journey of growing a successful business from the ground up, the importance of customer care, and how fostering a strong team culture has been key to his success.

He also reveals valuable lessons—like why saying no is crucial for business focus—and how technology has transformed service efficiency and team communication. Don't miss this episode packed with insights for pool pros looking to scale their business!

In this episode of Between Two Stops, Niki Acosta of Skimmer talks to Ryan Flannery from Pool Monopoly about marketing in the pool service industry. They discuss the shift towards digital marketing, the rise of private equity in the industry, and the strategies pool companies can use to attract and retain customers. Ryan shares insights on buying vs. building routes, the importance of reviews, and setting realistic expectations for marketing investments. They also touch on website design, automation, and the evolving landscape of online advertising. Tune in for valuable advice and perspectives on navigating the modern pool service market!