In Episode 274 of the Pool Nation Podcast, Edgar and Zac kick off a new business series by tackling the topic most pool pros feel every day but rarely talk about openly: pricing—and how to build real profit into every single service you offer.

Fresh off the Pool Nation Conference, the guys recap the buzz around the $10,000 Pool Pro Challenge, shout out this year’s Pool Guy/Girl of the Year and Rookie of the Year winners, and then jump straight into the financial reality of 2025:

Equipment prices up 7–9%

Chemical costs climbing

Insurance and utilities spiking

Labor and drive time more expensive than ever

Edgar and Zac break down why most pool pros fall behind financially, why so many avoid raising prices until it’s almost too late, and how chasing revenue (more pools, more work) instead of margin (profit per pool) keeps you stuck in the grind.

Then they dive into the foundation of your financial health: knowing your true cost-per-pool. They walk through:

What really belongs in your cost-per-pool

Why your “$20 cost” is probably actually $60+

How drive time, callbacks, office labor, and insurance destroy profit when you ignore them

The danger of relying only on apps for chemical costs without looking at what actually leaves your bank account

This is Part 1 of a multi-episode series on Pricing Power: Building Profit Into Every Service. By the end of this episode, you’ll see why you need to know your numbers. In the next episodes, they’ll show you how to calculate your cost-per-pool in five minutes, build in margin, raise prices confidently, and keep more of your customers.

If you’ve ever looked at your account balance and thought,

“Why am I working seven days a week and still feel broke?”

[00:00:00] Intro – Pool Nation Podcast opening & show welcome

[00:01:00] Edgar sets the stage – Today’s topic: pricing & building profit into every service

[00:02:00] Zac on “slow season” that isn’t really slow – using this time to dig into the back end of the business

[00:03:00] Post-conference recap – Pool Nation Conference, Awards, $10K Pool Pro Challenge & winners

[00:06:00] The reality of 2025 – builders slowing, costs rising everywhere, and what that means for service companies

[00:07:00] Equipment price increases – Pentair, Hayward, Jandy and what those jumps mean for your margins

[00:09:00] Everything is up – chemicals, supplies, test kits, office supplies, utilities, and why it all creeps up unnoticed

[00:11:00] The “loss leader” trap – why weekly maintenance should NOT just be a way to get repairs

[00:12:00] Treating each vertical as a micro-business – service, filters, startups, repairs all need to be profitable

[00:14:00] Why most pool pros fall behind financially – running on revenue instead of margin

[00:16:00] The “busy but broke” problem – working 7 days a week and still not seeing the profit

[00:18:00] The power of knowing your numbers – the “aha” moment when techs finally see their true cost

[00:19:00] Why pros avoid raising prices – fear of confrontation, customer pushback, and delaying until it’s too late

[00:21:00] Reality check – your costs don’t wait just because you’re uncomfortable raising rates

[00:23:00] Confidence through clarity – how cost-per-pool gives you certainty in your pricing decisions

[00:27:00] What is cost-per-pool really? – total cost vs gross profit and why both matter

[00:31:00] Breaking down cost-per-pool – chemicals, labor, payroll tax, workers comp, admin labor, gas & more

[00:34:00] Drive time & hidden minutes – the silent profit killer nobody tracks

[00:37:00] Vehicle wear and tear – tires, oil changes, brakes and why they belong in your cost

[00:38:00] Insurance creep – auto, GL, workers comp and why they keep climbing

[00:40:00] Replacing equipment & office gear – computers, printers and where that money really comes from

[00:42:00] Scenario math – why your “$30 stop” might only be making you $5–$6

[00:45:00] Hidden leaks – algae treatments, extra time on site, “little favors” and non-billable work

[00:48:00] Growth reality – what you can do as a one-poler that breaks you once you have a team

[00:51:00] The four phases of business – why what worked at 40 pools won’t work at 200

[00:55:00] App data vs real-world costs – what your app tracks (and what it completely misses)

[00:59:00] Edgar’s warning – don’t get lost in 300 individual pools, start with total cost-per-pool

[01:01:00] What’s coming in Part 2 – 5-Minute Cost Calculator, margins, price increases & customer retention

[01:02:00] Final thoughts – foundational principle: financial wellbeing of pool pros & “know your numbers”

This episode is made possible by our incredible Visionary Partners and sponsors who support education and financial success for pool pros:

The SPPA – 

Blu-Ray XL –

AquaStar Pool Products – 

Natural Chemistry – 

Raypak – 

Heritage Pool Supply

Hayward Pool Products –

Poolside Tech

Pool Brain

Nidec

US Motors –

Thank you all for your continued support of the Pool Nation Podcast and the Pool Nation community.