In Episode 281 of the Pool Nation Podcast, Edgar De Jesus dives into a topic most pool business owners aren’t prepared for - what really happens after you raise your prices.

You’ve done the hard part. You ran the numbers. You sent the email. You raised your rates.

This episode focuses on the first 90 days after a price increase, breaking down the emotional, financial, and leadership shifts pool pros experience during this critical window. Edgar explains why post-increase anxiety is normal, how to avoid self-sabotage, and how understanding your true cost per pool transforms pricing from an emotional decision into a leadership strategy.

You’ll learn why losing a few customers isn’t failure, how margin creates stability (not just profit), and how aligned pricing leads to calmer leadership, better customers, and a stronger business long-term.

If you’re a pool service owner, repair pro, or business operator who wants to raise prices with confidence and keep control of your business after you do - this episode is a must-listen.

🎧 Topics include:

The psychology of pricing after you hit “send”

Why silence after a rate increase feels dangerous (but isn’t)

The difference between emotional vs intentional pricing

Understanding true cost per pool and margin protection

Why fewer pools can actually mean more profit

How pricing affects leadership, stress, and customer retention

What to do with new margin (and what NOT to do)

Why strong businesses wait 90 days before reacting

This episode is part of the Pool Nation Winter Business Series and is designed to help pool pros stop surviving — and start leading.

Pool Nation 27th Dec Episode Tr…

00:00 – Welcome to the Pool Nation Podcast

01:10 – Today’s Topic: You Raised Your Prices… Now What?

03:40 – Why the Silence After a Price Increase Feels So Uncomfortable

06:30 – Intentional Pricing vs Emotional Pricing

10:05 – Fear Source #1: Being Underpaid for Too Long

12:00 – Fear Source #2: Emotional Attachment to Customers

14:30 – Fear Source #3: Equating Customer Loss With Failure

17:00 – Why Margin Is Protection, Not Extra Money

20:10 – Understanding True Cost Per Pool

24:00 – Why One Billing Cycle Never Tells the Whole Story

28:00 – Sponsor Break

31:30 – Real Customer Behavior After Price Increases

35:00 – Filtering vs Losing Customers

38:20 – Why Better Customers Matter More Than More Customers

42:00 – How Aligned Pricing Changes Leadership

46:00 – What To Do With Your New Margin

52:30 – Leadership, Strategy, and Long-Term Pricing Reviews

59:00 – Final Thoughts & 2026 Outlook

A huge thank you to our Visionary Partners for supporting the Pool Nation Podcast and the pool pro community:

SPPA (Swimming Pool Pro Alliance)

Blu-Ray XL

AquaStar Pool Products

Natural Chemistry

Raypak

Heritage Pool Supply

Hayward Pool Products

PoolSide Tech

Pool Brain

US Motors / Nidec

Your continued support helps Pool Nation deliver real education, real tools, and real results for pool professionals everywhere.

In episode 280 of the Pool Nation Podcast, Edgar De Jesus is joined by co-host Zach “The Pool Boy” Nicholas for Part 5 of the Winter Business Series, where they break down one of the hardest decisions pool service business owners face: how to raise prices with confidence — without losing customers.

Raising prices can feel uncomfortable, emotional, and risky — especially when you’ve worked hard to build your route. Edgar and Zach walk through the real math, the mental hurdles, and the practical strategies pool pros need to protect their margins, improve profitability, and build a sustainable business in today’s changing economy.

You’ll learn:

Why waiting to raise prices actually makes it harder later

How to communicate price increases clearly and professionally

What customers really care about (hint: it’s not just price)

Why losing a few low-margin accounts can actually grow your business

How profitability, consistency, and service quality drive customer retention

This episode is packed with real-world examples, mindset shifts, and actionable advice for pool service business owners who want to stop underpricing their work and start running a business that supports their life — not drains it.

👉 Next week: Edgar and Zach continue the conversation with a deep dive into customer retention and value-based service.

00:00 – Christmas intro & end-of-year reflection

01:30 – Why raising prices feels so uncomfortable for pool pros

05:45 – The hidden cost of not knowing your numbers

10:15 – When is the right time to raise prices?

14:30 – Why waiting actually makes price increases worse

20:00 – How to communicate price increases clearly and confidently

26:30 – What customer pushback really looks like

33:00 – Losing customers vs. building a healthier business

41:00 – Real-world math: fewer pools, more profit

48:00 – Handling common objections (“I can find someone cheaper”)

54:00 – Fixed-income customers & tough emotional decisions

59:00 – Why customers actually leave pool companies

1:05:30 – Final thoughts & preview of Part 6 (Customer Retention)

A huge thank you to our Pool Nation Podcast sponsors for supporting pool pros and helping us deliver real education to the industry:

SPPA (Swimming Pool Pro Alliance)

Blu-Ray XL

AquaStar Pool Products

Natural Chemistry

Raypak

Heritage Pool Supply

Hayward Pool Products

Poolside Tech

Pool Brain

Nidec / US Motors

Your continued support helps elevate education, professionalism, and profitability across the pool industry.

In episode 279 of the Pool Nation Podcast, Edgar De Jesus is joined by co-hosts Zach “The Pool Boy” Nicholas and John “JJ Flawless” for Part 4 of the Winning Business Series, diving deep into one of the most misunderstood — and most important — topics in the pool industry: profit margins.

This conversation goes far beyond “raise your prices.” Edgar and Zac break down why margin is the real indicator of business health, how to calculate your true cost per pool, and how to build pricing that actually supports growth, stability, and long-term success.

You’ll learn why dollar profit alone is fragile, how thin margins quietly destroy pool businesses, and how the Good / Better / Best pricing model can protect your margins while giving customers choice — especially in a market where consumer confidence is tightening.

The episode also covers:

How hidden leaks like drive time, chemical creep, and non-billable labor eat away at profits

Why knowing your numbers removes fear from price increases

How to prepare your routes and customers before raising rates

Why winter is the best time to fix your pricing for the year ahead

If you’re heading into 2026 without absolute clarity on your pricing, margins, and profitability, this episode is a must-listen for pool service owners, repair techs, and business leaders who want to stop guessing and start building intentionally.

⏱️ Episode Timestamps

[00:00:00] Welcome to the Pool Nation Podcast & show intro

🙌 Thank You to Our Sponsors

A huge thank you to our visionary partners who make the Pool Nation Podcast possible:

SPPA (Swimming Pool Pro Alliance)

AquaStar Pool Products

Blu-Ray XL

Natural Chemistry

Raypak

Heritage Pool Supply

Hayward Pool Products

Poolside Tech

Pool Brain

Nidec / US Motors

Your continued support helps us bring real business education to pool pros everywhere.

In Episode 278 of Pool Nation Podcast, Edgar and Todd broadcast straight from the AquaStar Studio in Ventura, California, where they sit down with two incredible industry leaders: Michelle Watson (Shell’s Pool & Spa) and Max O’Brien (Ventura Pool Pro & IPSA Region 2 Officer).

In this powerful, conversation-driven episode, Michelle and Max open up about their journey as pool professionals, navigating growth, scaling challenges, commercial vs. residential service, hiring, California compliance, and the moment every pool pro faces — letting go and trusting a team.

Michelle shares how she built a thriving business, her passion for doing things the right way, and how she balances entrepreneurship with surfing three times a week. Max dives into his 24-year pool career, commercial expertise, IPSA leadership, and his unbelievable work with the Ventura County Sheriff’s Underwater Search & Rescue Team, including helicopter deployment training and real recovery missions.

This episode is full of leadership, inspiration, business insight, and a deep look at the people elevating the swimming pool industry every single day.

Perfect for pool pros who want to grow, lead, and take their business to the next level.

00:00 – Welcome to the Pool Nation Podcast

01:00 – Golden Ticket Event & First Laughs

03:00 – Edgar Discovers AquaStar’s Hidden Detail

05:00 – Shoutouts & Getting Started

05:30 – Introducing Michelle Watson

07:00 – Michelle’s Journey: From Solo Operator to Scaling a Team

10:00 – Residential vs. Commercial Pools

13:00 – Surfing, Balance & Burnout Prevention

16:00 – Family, Business & Raising Hard Workers

18:00 – The Psychology of Scaling a Pool Business

20:00 – Building a Model That Works Anywhere

23:00 – Introducing Max O’Brien

24:00 – How Max Got Into the Industry

26:00 – Operating a 130-Pool Service Company

28:00 – Max on Education, IPSA & Training the Next Generation

31:00 – Inside IPSA Ventura: The Most Active Chapter in California

34:00 – Tech-for-Tech Stories That Define the Industry

39:00 – Max’s Second Life: Underwater Search & Rescue

41:00 – Jumping Out of Helicopters

43:00 – Recoveries, Emotions & Mental Resilience

47:00 – Final Thoughts from Michelle & Max

50:00 – Closing Words from Edgar & Todd

A huge thank you to our amazing sponsors who make the Pool Nation Podcast possible and continue supporting education, innovation, and professionalism within the pool industry:

AquaStar Pool Products

Blu-Ray XL

Raypak

Poolside Tech – The Attendant

Heritage Pool Supply Group

Biolab

SPPA –

Pool Brain

Nidec

Your support helps us bring powerful stories and industry-changing conversations to pool pros everywhere.

In this episode of the Pool Nation Podcast, Edgar continues the Winter Business Series with Part 3: uncovering the hidden leaks that silently destroy profitability in your pool service business. If you’ve ever felt like you’re working harder than ever but your bank account doesn’t show it, this episode is for you.

Edgar breaks down five of the biggest hidden profit leaks in a pool route: drive time and windshield time, chemical creep (especially in summer), non-billable labor and callbacks, bad route design, and overlooked office and equipment costs like tires, brakes, laptops, phones, software, and printers. He walks through real-world examples using cost-per-pool and burdened labor rate so you can see exactly how “small” inefficiencies quietly erase thousands of dollars in profit every year.

You’ll learn how to tighten your routes, track true chemical costs per stop, factor in non-billable time, and build office/vehicle replacement cycles into your pricing so unexpected breakdowns don’t become financial emergencies. This episode sets you up for the next part of the series, where Edgar will dive into margins, good–better–best pricing, and how to build new rates for 2026 based on your real cost per pool.

Whether you’re just starting your pool route or you’re scaling with multiple trucks and techs, this is a must-listen if you want to price profitably, protect your margins, and avoid burnout.

[00:00:00] Intro & Welcome – Winter Business Series Part 3

[00:01:00] Recap of Cost-Per-Pool & Why Hidden Leaks Matter

[00:04:30] The “Invisible” Profit Killers in a Pool Service Business

[00:05:30] Hidden Leak #1 – Drive Time & Windshield Time vs. True Labor Cost

[00:13:30] Hidden Leak #2 – Chemical Creep, Summer Usage & Per-Stop Chem Costs

[00:20:30] Hidden Leak #3 – Non-Billable Labor, Callbacks & Burnout

[00:30:30] Sponsor Break

[00:34:30] Zach’s “Micro Tasks” Concept & How It Ties Into Profit Leaks

[00:36:00] Hidden Leak #4 – Bad Route Design & Route Density Fixes

[00:44:00] Hidden Leak #5 – Office, Trucks & Equipment Leaks (Tires, Brakes, Laptops, Phones, Software)

[00:56:00] Final Sponsor Break

[01:00:30] Final Thoughts, Next Episode Teaser & Encouragement for Pool Pros

[01:04:15] Outro – Pool Man University & Where to Learn More

A huge thank you to our visionary partners for supporting the Pool Nation Podcast and the Winter Business Series:

The SPPA – 

Blu-Ray XL – 

US Motors / Nidec – 

AquaStar Pool Products – 

Natural Chemistry – 

Raypak – 

Heritage Pool Supply

Hayward Pool Products –

Poolside Tech

Pool Brain

Thank you for your continued support of education and profitability for pool pros.

Pool service pricing has changed — and today we break down the number that decides EVERYTHING in your business: your true cost per pool and cost per stop.

In episode 275 of the Pool Nation Podcast, Edgar and Zac go deep into the financial side of running a profitable pool service business. We walk through the 5-minute cost-per-pool calculator, the expenses most pros overlook, how to calculate your real cost per stop, how drive time destroys profitability, and why understanding this number becomes your most powerful business tool heading into 2026.

Whether you're a one-pole operator or building a multi-truck operation, this episode will give you the clarity and confidence to price correctly, protect your margins, grow profitably, and eliminate the guesswork.

If you’ve ever wondered “How much should I charge?” — THIS is the episode you’ve been waiting for.

00:00 – Welcome to the Pool Nation Podcast

A huge thank you to our podcast partners and sponsors who make education like this possible:

The SPPA –

BluRay XL – 

AquaStar Pool Products – 

Natural Chemistry – 

Raypak – 

Heritage Pool Supply Group

Hayward Pool Products – 

Poolside Tech – 

Pool Brain

NEC / US Motors – 

We appreciate your ongoing support and commitment to the pool industry.

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.

In this episode 273 of the Pool Nation Podcast, John “JJ Flawless”, Zac the Pool Boy Nicholas, and special guests Tim Moore and Jim D’Angelo from US Motors/Nidec dive deep into one of the biggest changes hitting the pool industry — the new DOE pool pump regulation.

They break down what it means for pool professionals, how to stay compliant, and how this regulation can actually become a profitable opportunity. Discover why the Neptune Variable Speed Motor is becoming a must-have for service techs, how it works with existing pumps, automation systems, and time clocks, and how to educate your customers on energy savings without sounding “salesy.”

Whether you’re a pool service tech, repair pro, or business owner, this episode will help you stay ahead of the curve — and turn regulation into revenue.

[00:00] Intro: Welcome to the Pool Nation Podcast — hosted by John and Zac, with Edgar out of studio.

[00:03:00] Guests Introduced: Tim Moore and Jim D’Angelo from US Motors join to talk about DOE regulations.

[00:04:00] Regulation Overview: The new DOE rule for replacement motors — what changed since 2021.

[00:06:30] Phase Two Coming: The 2027 addendum that will extend variable-speed requirements.

[00:09:00] Impact on Pool Pros: How variable speed motors affect day-to-day operations.

[00:12:00] The Opportunity for Growth: Turning the regulation into a positive and educating homeowners.

[00:15:00] Selling Smart, Not Hard: How to explain energy savings simply and effectively.

[00:17:00] Variable Speed Advantage: The Neptune motor’s affordability, efficiency, and flexibility.

[00:21:00] Stocking Smarter: How to carry fewer SKUs and save time with the Neptune lineup.

[00:23:00] DOE Mode Feature: The “smart mode” that calculates run time and flow for maximum efficiency.

[00:27:00] Real Energy Savings: Explaining ROI and the financial benefits to customers.

[00:31:00] Compatibility: How Neptune integrates with time clocks, automation, and older systems.

[00:37:00] The MAP Policy Conversation: How US Motors is pursuing MAP pricing to protect pool pros.

[00:44:00] Time Clocks & Booster Pumps: How to wire and repurpose time clocks with variable speed motors.

[00:48:00] Freeze Protection Solutions: Repurposing thermostats for better freeze control.

[00:52:00] Automation Systems: Step-by-step on connecting Neptune motors with major automation brands.

[00:56:00] Educating Customers: Selling efficiency without sounding like an upsell.

[01:00:00] Cleaner, Safer Pools: How proper circulation improves clarity and safety.

[01:05:00] Training Resources: Where pros can find installation videos, manuals, and calculators.

[01:07:00] Real-World Savings Calculations: How to show customers the dollar value of switching.

[01:13:00] Final Thoughts: Why the future is bright for pool pros embracing change.

[01:16:00] Outro: Closing thanks and shoutouts to reps across the country.

Tim Moore, Neptune Sales – US Motors/Nidec

Jim D’Angelo, National Sales Manager – US Motors/Nidec

Thank You to Our Visionary Sponsors

The SPPA – 

US Motors / Nidec – 

BluRay XL – 

AquaStar Pool Products – 

Natural Chemistry – 

Raypak – 

Hayward – 

Heritage Pool Supply,

Poolside Tech, 

Pool Brain – 

In this Episode 272 of the Pool Nation Podcast, we’re bringing together some of the most memorable, powerful, and inspiring moments from across the Pool Nation Podcast. From laughter and lessons to heartbreak and hustle — this episode is packed with real stories from pool pros who are shaping the future of our industry.

Hear from Jennifer Melee, Kristen Meow, Megan Hightower, Alicia Rowe, and Casey McGovern as they share life, leadership, and resilience — followed by conversations with Jamie Novak and Chris Marcano from Natural Chemistry, celebrating 35 years of innovation, and a deep-dive with the PHTA team (Sabina Hickman, Jeannie Mendelson, and Jeff Hendrickson) on leadership, education, and uniting the industry.

We wrap it up with laughs and insights from Todd Pieri, Corey Wax, and Michael Kraus of AquaStar — talking about the power of team culture, innovation, and community.

Whether you’ve been part of the Pool Nation family from the start or you’re new to the show, this episode captures what Pool Nation is all about: education, connection, and raising the bar for pool professionals everywhere.

🔹 Featuring stories on leadership, tragedy and triumph, business culture, product innovation, and the heart behind the pros.

🕒 Chapter Timestamps

This episode is brought to you by the amazing partners who help us raise the tide for the entire pool industry:

SPPA – 

Raypak – 

AquaStar Pool Products –

Natural Chemistry – 

BluRay XL – TUS Motors / Nidec –

Hayward 

AquaStar

Thank you to all our sponsors for supporting education, innovation, and growth within the pool industry.

In episode 271 of the Pool Nation Podcast — where it’s all pool talk (and we ain’t talking about netting and jetting)! In this Best of Pool Nation special, Edgar, John, Zach, and the Cannonball King himself, Spider, host an action-packed lineup featuring Heritage Pool Supply, Aquastar, and the Pool Nation Hall of Fame inductees.

Get ready for a mix of laughs, real stories, industry insight, and a few surprises — from distribution and leadership to water safety, Hall of Fame jackets, and even where this year’s After Party might be!

Whether you’re a pool pro, supplier, or industry insider, this episode has something for everyone who’s part of the Nation.

00:00 – Welcome to the Pool Nation Podcast – Intro & the Marco Polo Champ Returns

Logan, Jeff, Grayson, Chris, and Isaac – Heritage Pool Supply

Casey McGovern – Every Child a Swimmer

Todd Pierre & Steve Barnes – Aquastar Pool Products

Terry Arko – Industry Hall of Fame Inductee

SPPA – Pool pros’ trusted insurance partner. 

US Motors – Neptune Variable Speed Motor: smart, quiet, efficient. 

BluRay XL – The real mineral purifier. bluerayxl.com

AquaStar Pool Products – Safety, innovation, and performance. 

Natural Chemistry – Simplify your service. 

Raypak – The future of heating with Nitec™ technology. 

Hayward – Innovation that shines bright.