Talking Pools Podcast

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In the conclusion of Natalie Hood’s conversation with Ryan Walker, the focus shifts from “selling pool stuff” to selling outcomes: experience, lifestyle, confidence, and trust. This episode pulls the curtain back on what’s really happening in today’s retail and builder sales environment—homeowners aren’t shopping locally anymore. They’re shopping globally through TikTok, Instagram, and Pinterest, then walking into your store or your design meeting with Dubai-level expectations and a Michigan budget… and they still want you to make it real.

Ryan breaks down why dealers and retailers can’t win by being defensive, dismissive, or stuck in “this is how we’ve always done it.” Instead, the winning move is customer-centric discovery: show what’s possible, guide the customer through tradeoffs, and give them a solution—not a shutdown. Along the way, the conversation hits pricing psychology, upselling ethically, supplier partnerships, training your staff in the off-season, and why one bad review can punch harder than ten great ones.

What This Episode Covers

Selling the vision, not just the pool
Homeowners aren’t buying “a body of water.” They’re buying backyard life that replaces travel, replaces entertainment, and becomes the family experience hub. Pools (and even above-ground setups) have evolved into full environments—decks, lighting, wellness add-ons, the whole vibe.

Why “cheap” isn’t the conversation anymore
With pool projects regularly crossing the $100K mark, obsessing over saving $50–$200 can be meaningless against the total investment (and the loan). The real job is to help the buyer spend smarter, not just spend less.

Social media has changed the customer’s brain
Customers aren’t looking at “what sells in this zip code.” They’re looking at what looks insane on a reel. Dealers who don’t adapt to global inspiration trends risk sounding outdated or dismissive—and that’s how you lose the room (and the sale).

Dealers must stop taking trends personally
If a customer brings you an idea that’s unrealistic or “not right for your market,” the answer isn’t a slammed door. The answer is:

• explain why it’s hard,
• explain what it would require,
• and offer an alternative solution that gets the same feeling with fewer headaches.

How to upsell without being gross
Ryan points out that strong sales isn’t pressure—it’s clarity. Customers want you to guide them. If you can retain attention, build trust, and connect features to outcomes, you can justify premium choices without acting like a carnival barker.

Heat pump myth-busting (yes, even in cold markets)
The episode calls out the “heat pumps don’t work here” mindset and reframes it: heat pumps work in Canada, and Canada is colder than Michigan. Translation: the barrier isn’t physics—it’s explanation and expectation-setting.

Supplier relationships: stop waiting to be visited
Reps cover huge territories and get flooded with requests. If you want training, product support, or attention—ask for it. Call. Get the rep’s number from the distributor. The hungriest dealers get the most support because they create the reason to show up.

Off-season is training season
 

Retail’s biggest killer: bad reviews
 

Training staff for the modern reality
 

Retail as a launchpad for young staff
 

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This week, Andrea and Paulette pull back the curtain on one of the most uncomfortable truths in pool service: you don’t need to be reckless to get seriously hurt. You just need to be casual. From cracked buckets rolling around in the back of trucks to “I’ve done it this way for years” shortcuts, this episode explores the many real-world ways pool professionals can poison themselves, gas homeowners, or trigger violent chemical reactions—without ever intending to.

Drawing from field experience, incident reports, and stories every pool pro recognizes immediately, Andrea and Paulette break down how common mistakes with storage, transport, mixing, and disposal turn everyday service routes into rolling hazards. This isn’t about scare tactics. It’s about respect for chemistry and understanding that pool chemicals don’t forgive familiarity.

The conversation covers how fumes accumulate in enclosed vehicles, why moisture is the silent enemy of oxidizers, how cross-contamination happens without anyone realizing it, and why “just this once” thinking has put techs in emergency rooms and neighborhoods under evacuation orders. Along the way, Andrea and Paulette deliver their trademark mix of straight talk, lived experience, and uncomfortable laughs—because sometimes humor is the only way to get people to actually listen.

If you’ve ever tossed a bucket in the truck without checking the lid, stacked incompatible products because space was tight, or assumed that a smell would “just air out,” this episode is for you. It’s not about shaming. It’s about making it home at the end of the day.

What You’ll Take Away:
A clearer understanding of how easily chemical exposure happens in pool service work, why trucks are one of the most dangerous places for mistakes, how minor storage and handling decisions escalate into major incidents, and why chemical safety is not about intelligence—it’s about discipline and consistency.

Why This Episode Matters:
Because most chemical injuries in this industry don’t happen during dramatic spills or explosions. They happen quietly. Over time. In hot trucks. In damp compartments. In moments when no one thinks they’re doing anything wrong.

Andrea and Paulette remind listeners that chemistry doesn’t care how experienced you are, how busy the route is, or how many pools you’ve cleaned before lunch. It only cares about conditions—and conditions are always under your control until they aren’t.

Podcast: Talking Pools Podcast
Hosts: Andrea and Paulette

Listener Advisory:
This episode discusses real-world chemical exposure risks and incidents for educational purposes. No procedures, recipes, or mixing instructions are provided. Safety, awareness, and prevention are the focus throughout.

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In this episode of Talking Pools, hosts Lee and Shane reflect on the past year in the swimming pool industry, discussing significant changes in leadership, the recognition of the trade, and the importance of planning for the future. They emphasize the need for work-life balance and personal growth as they look forward to 2026 and the upcoming Splash trade show.

takeaways

• The swimming pool industry has seen significant leadership changes recently.
• Recognition as a trade is a major milestone for the industry.
• Planning for the future is essential for personal and business growth.
• Work-life balance is crucial for long-term success in the industry.
• The upcoming Splash trade show in 2026 is highly anticipated.
• It's important to appreciate achievements from the past year.
• Setting goals for the new year can help maintain focus and direction.
• The industry needs more formal training and apprenticeships.
• Taking time for personal enjoyment is vital for overall well-being.
• Engaging with the community can lead to new opportunities and connections.

link : https://courses.thepoolshopcoach.com.au/store

Sound Bites

• "It's sink or swim for our industry."
• "We are a trade that can electrocute you."
• "Take care of your golf balls first."

Chapters

00:00
Welcome and Reflections on the Year

01:44
Industry Changes and Leadership Transitions

05:38
Recognition of the Swimming Pool Trade

10:50
Personal Growth and Business Planning for 2026

24:17
Work-Life Balance and Future Aspirations

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It’s the day after Christmas, and Rudy is not here to sing carols—he’s here to correct one of the most common (and most expensive) field habits in pool service: measuring dry chemicals like you’re baking cookies. The “two cups equals a pound” rule gets dragged into the sunlight, and then the episode pivots into a full chemistry fundamentals reset that separates pool-water reality from industrial-label marketing.

Rudy breaks down the difference between “available chlorine” and “active strength,” explains why “stronger chlorine” is a myth once it hits the water, and connects that misunderstanding to overdosing, misapplied shock treatments, and combined chlorine problems that never seem to resolve. He also lays out the most overlooked concept in pool operations: oxidation and disinfection are not the same job, don’t happen on the same timeline, and don’t respond the same way to “just add more chlorine.”

If you’ve ever heard “cal-hypo is stronger,” “it’s almost as strong as chlorine gas,” or “hit it with 10x and it’ll break,” this episode is your reset button.

What You’ll Learn in This Episode

Rudy digs into the stuff that gets repeated in the industry until it sounds true:

Why “2 cups = 1 lb” is a trap
A pound is weight. A cup is volume. Different products—even the same chemical at the same percentage—can take up very different space depending on bulk density, granule size, moisture, and how it packs in a scoop.

The only responsible way to measure dry chems
A scale is the gold standard. But if you’re stuck doing field conversions, Rudy explains how to use the SDS to get the one number that matters: bulk density.

The correct pounds-to-cups method (no guessing, no folklore)
Rudy shows the logic: convert 1 lb to grams, convert grams to volume using bulk density, then convert that volume into cups. He also explains why SDS sheets often give ranges, and why that’s a red flag for “one universal scoop.”

Available chlorine vs. active strength
Available chlorine is a comparison metric—industrial chemistry language. Active strength is concentration—how much product you need to hit a target ppm. Mixing these concepts is where dosing myths come from.

The “chlorine identity” myth
Once dissolved, product identity doesn’t matter the way people talk about it. Pool water doesn’t contain “liquid chlorine” or “cal-hypo chlorine.” It contains free chlorine species in equilibrium, governed mainly by pH (and heavily influenced by cyanuric acid in stabilized pools).

Why oxidation ≠ disinfection (and why that matters)
Disinfection is a biological kill/inactivation mechanism driven largely by hypochlorous acid. Oxidation is electron-transfer chemistry attacking ammonia, urea, sweat, and organics. They don’t behave the same, and more chlorine doesn’t magically turn slow oxidation into fast oxidation.

Why shocking can make combined chlorine look worse
Rudy explains how organic nitrogen doesn’t “break clean” like ammonia-based breakpoint assumptions. Sometimes adding more chlorine increases chlorinated intermediates—so CC goes up before it goes down, or never resolves the way people expect.

Cyanuric acid changes the game

Where modern systems are headed

Non-chlorine oxidizers (MPS) in plain English
 

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In this holiday edition of Thursdays with Steve, Steve Sherwood checks in from a festive (and very on-brand) Hawaiian Christmas shirt and talks straight to the pros who keep pools running even when the calendar says “day off.” From commercial clients who expect service 365 days a year, to the reality of managing staff with families, to planning holiday schedules before the season hits—Steve breaks down how to protect your time, your team, and your business.

Then the episode pivots into a practical “Insurance Interlude” conversation with Pat of the California Pool Association about high-level pool inspections, protecting yourself from liability, and why general liability is not the same thing as professional liability. If you’re putting numbers in writing, making recommendations, or supporting insurance-related claims, this one is essential listening.

The episode closes with a reminder that your business doesn’t matter if your health falls apart—and Steve shares real talk on building more time off into your calendar, managing workload creep, and protecting your energy so you can stay in the game long-term.

Steve covers what pool pros actually deal with during the holidays—and how to make it easier next year:

Holiday service reality for commercial clients, and why some contracts quietly force you to work on sacred days. How to prevent that with better language and upfront communication, including shifting service times on holidays when possible and setting expectations months in advance.

How to plan time off like a real business owner instead of panicking the week of Christmas. Steve explains why the holiday conversation needs to happen before Thanksgiving, sometimes as early as October, especially when you have employees with kids or anyone traveling.

The “sweet spot” for single-operator pool pros. Steve shares his view that around 40–60 clients is the zone where an owner can still deliver high-level service without the wheels wobbling—while also keeping enough time for repairs, life, and sanity.

Time, money, and energy—the three currencies that actually run your business. Steve reinforces that if you can save even one of these without sacrificing quality, you’re building a company that lasts.

Why LA traffic is a business expense—whether you admit it or not. Steve talks about scheduling appointments during smarter time windows to avoid burning hours that you can’t bill for.

A holiday reminder about health and longevity. Steve encourages listeners to treat physical and mental health like a business asset, not an afterthought—because burnout doesn’t care how many clients you have.

Support the show

Thank you so much for listening! You can find us on social media:

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Email us: [email protected]

Ask a question here

In this episode, Natalie Hood sits down with Ryan Walker to unpack how retail sales in the pool industry have evolved over the last two decades—and what dealers, builders, and retailers need to understand to stay competitive today.

From the rise of online shopping and social media influence to changing homeowner expectations and shifting economic realities, this conversation challenges long-held myths about retail, sales strategy, and customer behavior. Ryan draws on 20 years of experience across lifeguarding, distribution, manufacturing representation, and national sales to explain why the future of pool retail isn’t about fighting online competition—but learning how to work alongside it.

What You’ll Learn in This Episode

Retail Isn’t Dead—It’s Evolving
Ryan explains why online sales are no longer the enemy of brick-and-mortar stores and how retailers can use online visibility as a tool rather than a threat. Homeowners today expect convenience, information, and options—and stores that adapt win loyalty.

Why Personal Service Still Wins
Despite access to Amazon, TikTok, and Instagram, customers are still willing to pay more for expertise, education, and a trusted relationship. Retailers who focus on solving problems—not just selling products—stand out.

The Power of Analytics, Algorithms, and Social Media
From phones “listening” to user behavior to influencers shaping purchasing decisions, Natalie and Ryan break down how digital marketing now drives customer expectations before they ever walk into a store.

Selling the Solution, Not the Product
Ryan emphasizes that customers don’t need technical jargon—they need someone who understands their pain points. Whether it’s water loss, recurring algae, or sanitizer confusion, great sales start with the right questions.

Breaking the ‘We’ve Always Done It This Way’ Mindset
Long-standing habits can quietly cap growth. This episode explores how flexibility, testing new ideas, and being open to global trends can increase profitability without sacrificing integrity.

Why Dealers Must Show What’s Possible
Just like car dealerships show upgraded models, pool professionals should present options—even if the customer thinks they want the “basic” version. Many homeowners don’t know what’s available until someone shows them.

Economic Reality Has Changed
From rising costs to dual-income households and post-COVID income shifts, the conversation highlights why price sensitivity isn’t what it used to be—and why experience and value matter more than shaving a few dollars off the ticket.

Key Takeaways

• Online competition is unavoidable—but it can be leveraged
 • Education and trust justify premium pricing
 • Customers want guidance, not resistance
 • Social media shapes expectations before the sale
 • Retail success depends on adaptability and curiosity
 • Selling without passion turns stores into warehouses

About the Guest

Ryan Walker brings more than 20 years of industry experience, starting as a lifeguard and facility manager before moving into distribution, manufacturing representation, and national sales. His career spans multiple climates, pool types, and retail models, giving him a wide-angle view of what works—and what doesn’t—in today’s poo

Support the show

Thank you so much for listening! You can find us on social media:

• Facebook
• Instagram
• Tik Tok

Email us: [email protected]

Pool Pros text questions here

In this episode, Natalie Hood sits down with Ryan Walker to unpack how retail sales in the pool industry have evolved over the last two decades—and what dealers, builders, and retailers need to understand to stay competitive today.

From the rise of online shopping and social media influence to changing homeowner expectations and shifting economic realities, this conversation challenges long-held myths about retail, sales strategy, and customer behavior. Ryan draws on 20 years of experience across lifeguarding, distribution, manufacturing representation, and national sales to explain why the future of pool retail isn’t about fighting online competition—but learning how to work alongside it.

What You’ll Learn in This Episode

Retail Isn’t Dead—It’s Evolving
Ryan explains why online sales are no longer the enemy of brick-and-mortar stores and how retailers can use online visibility as a tool rather than a threat. Homeowners today expect convenience, information, and options—and stores that adapt win loyalty.

Why Personal Service Still Wins
Despite access to Amazon, TikTok, and Instagram, customers are still willing to pay more for expertise, education, and a trusted relationship. Retailers who focus on solving problems—not just selling products—stand out.

The Power of Analytics, Algorithms, and Social Media
From phones “listening” to user behavior to influencers shaping purchasing decisions, Natalie and Ryan break down how digital marketing now drives customer expectations before they ever walk into a store.

Selling the Solution, Not the Product
Ryan emphasizes that customers don’t need technical jargon—they need someone who understands their pain points. Whether it’s water loss, recurring algae, or sanitizer confusion, great sales start with the right questions.

Breaking the ‘We’ve Always Done It This Way’ Mindset
Long-standing habits can quietly cap growth. This episode explores how flexibility, testing new ideas, and being open to global trends can increase profitability without sacrificing integrity.

Why Dealers Must Show What’s Possible
Just like car dealerships show upgraded models, pool professionals should present options—even if the customer thinks they want the “basic” version. Many homeowners don’t know what’s available until someone shows them.

Economic Reality Has Changed
From rising costs to dual-income households and post-COVID income shifts, the conversation highlights why price sensitivity isn’t what it used to be—and why experience and value matter more than shaving a few dollars off the ticket.

Key Takeaways

• Online competition is unavoidable—but it can be leveraged
 • Education and trust justify premium pricing
 • Customers want guidance, not resistance
 • Social media shapes expectations before the sale
 • Retail success depends on adaptability and curiosity
 • Selling without passion turns stores into warehouses

About the Guest

Ryan Walker brings more than 20 years of industry experience, starting as a lifeguard and facility manager before moving into distribution, manufacturing representation, and national sales. His career spans multiple climates, pool types, and retail models, giving him a wide-angle view of what works—and what doesn’t—in today’s poo

Support the show

Thank you so much for listening! You can find us on social media:

• Facebook
• Instagram
• Tik Tok

Email us: [email protected]

Ask a question here

In this conversation, Paulette and Andrea discuss their recent hiatus due to personal losses and the challenges faced in pool maintenance. They delve into the importance of understanding the Langelier Saturation Index (LSI) and its role in water chemistry, emphasizing the need for proper water balance to prevent issues like scaling and corrosion. The discussion also covers practical tips for maintaining pools, particularly in relation to salt systems and common misconceptions about water chemistry.

takeaways

• The recent hiatus was due to personal losses.
• Understanding LSI is crucial for pool maintenance.
• Proper water balance enhances disinfection and swimmer comfort.
• Calcium hardness and total hardness are different measurements.
• Salt systems can contribute to scaling issues in pools.
• Regular testing of water chemistry is essential for pool care.
• Cyanuric acid affects total alkalinity calculations.
• Temperature impacts water chemistry and LSI.
• Maintaining a balanced LSI prevents corrosion and scaling.
• Communication with clients about pool care is vital.

Sound Bites

• "We had a lot going on."
• "It was really super sudden."
• "I had no one had taught me it."

Chapters

00:00
Introduction and Personal Updates

02:40
Dealing with Loss and Challenges

11:44
Understanding LSI and Water Balance

14:40
Importance of Proper Water Chemistry

17:30
Exploring Calcium and Stabilizer Levels

19:31
The Langelier Saturation Index Explained

22:07
Practical Applications of LSI in Pool Maintenance

32:19
Understanding Pool Chemistry and Its Impact

35:05
The Importance of the LSI in Pool Maintenance

38:11
Navigating Alkalinity and Acid Adjustments

41:21
Total Dissolved Solids: Myths and Realities

43:24
Calculating the LSI: Tools and Techniques

46:46
Challenges with Salt Pools and Scaling Issues

54:32
Final Thoughts and Future Directions

Support the show

Thank you so much for listening! You can find us on social media:

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Email us: [email protected]

Ask a question here

In this episode of the Talking Pools podcast, Lee and Shane discuss the holiday season, share nostalgic memories of Christmas, and explore innovative pool products from the US that they wish to see in Australia and New Zealand. They highlight various tools for pool maintenance, emerging technologies in pool care, and look forward to the upcoming Splash Trade Show in 2026, emphasizing the importance of new products in enhancing service delivery in the pool industry.

takeaways

• The holiday season brings nostalgia and family memories.
• Innovative pool products from the US are desired in Australia.
• Tools like the Skimmy Pro enhance safety in pool maintenance.
• Preventative tools can save costs for pool service technicians.
• Emerging technologies are crucial for modern pool care.
• The Splash Trade Show is a significant event for the industry.
• Networking opportunities at trade shows can lead to new products.
• The importance of adapting to new technologies in pool service.
• Christmas cheer is essential for family bonding.
• The podcast aims to connect suppliers with distributors in Australia.

link : https://courses.thepoolshopcoach.com.au/store

courses.thepoolshopcoach.com.au

Sound Bites

• "I'm living the dream, Lee."
• "Everybody raves about it."
• "It's free for entry."

Chapters

00:00
Holiday Cheer and Nostalgia

05:28
Innovative Pool Products for Australia and New Zealand

18:00
Essential Tools for Pool Maintenance

22:45
Emerging Technologies in Pool Care

28:19
Looking Ahead: Trade Shows and Future Innovations

Support the show

Thank you so much for listening! You can find us on social media:

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Email us: [email protected]

Ask a question here

In this episode, Rudy Stankowitz dives deep into the complexities of pool chemistry, particularly focusing on chloramines and breakpoint chlorination. He shares personal anecdotes, discusses industry events, and answers listener questions about lagoon pools versus traditional pools. The conversation emphasizes the importance of understanding water treatment processes and the misconceptions surrounding chloramines in swimming pools.

takeaways

• Chloramines are a persistent issue in pool maintenance.
• There is no singular solution to eliminate chloramines.
• Proper water chemistry and airflow are crucial for pool health.
• Lagoon pools operate differently than traditional pools.
• Breakpoint chlorination is often misunderstood in the industry.
• Organic chloramines are more challenging to eliminate than inorganic ones.
• Superchlorination can sometimes worsen combined chlorine issues.
• Understanding the chemistry behind pool maintenance is essential.
• Municipal water treatment can impact pool water quality.
• Effective pool management requires ongoing education and adaptation.

Sound Bites

• "It's a matter of dollars."
• "Check it out. Phenomenal."
• "Somebody screwed up the math."

Chapters

00:00
Holiday Greetings and Reflections

01:21
Chloramines: Understanding the Challenge

03:10
Upcoming Speaking Engagements and Industry Events

10:03
Personal Experiences: Dining and Ghost Hunting

12:53
Listener Questions: Natural vs. Traditional Pools

20:51
Breakpoint Chlorination: Myths and Realities

40:33
Closing Thoughts and Future Episodes

Support the show

Thank you so much for listening! You can find us on social media:

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Email us: [email protected]