Pool Nation Podcast Episode 323 - What does it take to grow a pool service business from zero to nearly 2,000 pools—and keep customers coming back?

Edgar De Jesus and John “JJ Flawless” sit down with Mark Doody, Eric Johnston, and Evan Ferl of California Pool Partners for an honest conversation about buying pool routes, learning the trade, and building a business that can grow without losing its local relationships.

The founders share the mistakes, customer conversations, and strategic decisions that changed their approach to pool business growth. From their first acquisition of roughly 240 pools to partnering with established companies like Payan Pools, they explain why getting bigger requires more than adding accounts.

In this episode: • Buying your first pool route—and why the seller’s support matters. • Building a partnership around complementary strengths. • Connecting service quality, pricing, employee pay, and profitability. • How customer feedback changed their expansion strategy. • Why five 2,000-pool businesses became a better vision than one 10,000-pool operation. • Supporting local managers with shared resources and clear performance metrics. • How their ownership and funding differ from a traditional private equity model. • What calling former customers revealed about churn—and why consistency matters.

Whether you’re starting a pool cleaning business, managing technicians, buying a pool route, or scaling a swimming pool service and repair company, this conversation offers practical lessons in customer retention, leadership, and sustainable growth.

EPISODE CHAPTERS

00:00:00 Welcome to the Pool Nation Podcast 00:00:41 Introducing California Pool Partners 00:01:26 Thank you to our visionary partners 00:06:48 Pool Nation Awards and PSP Expo updates 00:12:00 Leaving tech and finding the pool industry 00:22:16 Building a team around complementary strengths 00:31:37 Vision, service quality, and pricing for growth 00:38:54 Buying the first pool route: roughly 240 pools 00:42:30 Customer calls that changed the growth strategy 00:46:47 Five 2,000-pool businesses versus one giant company 00:51:18 Expanding through partnerships with local owners 00:54:38 The Payan Pools partnership 00:58:21 Sponsor break 01:05:43 California Pool Partners’ long-term vision 01:08:38 Local leadership, shared support, and performance metrics 01:16:51 Are they a private equity firm? 01:24:26 Customer churn: learning why people really leave 01:32:35 Final thoughts, industry collaboration, and connecting 01:35:40 Outro and learning resources

THANK YOU TO OUR VISIONARY PARTNERS

Thank you to SPPA, BlueRay XL, AquaStar Pool Products, Natural Chemistry, Raypak, Heritage Pool Supply, Hayward Pool Products, Poolside Tech, Pool Brain, Nidec / U.S. MOTORS, OnCore Filtration, and Encore Coatings for supporting Pool Nation and helping us educate and elevate pool professionals.

CONNECT AND LEARN MORE

California Pool Partners: https://californiapoolpartners.com

Subscribe to the Pool Nation Podcast and share this episode with a pool pro who’s ready to build a stronger business.

Master the Business. Perfect the Craft.

In Episode 320 of the Pool Nation Podcast - Your pool route is full. The phone is ringing. You’re working six or seven days a week.

So why does it still feel like you’re not making the money you should be making?

In this episode of the Pool Nation Podcast, Edgar De Jesus and John “JJ Flawless” break down one of the biggest challenges facing pool service business owners: being incredibly busy without actually building a more profitable, sustainable business.

More pools don’t automatically mean more profit.

We talk about hidden costs, route efficiency, customer profitability, pricing, burnout, hiring employees, leadership, and why understanding your numbers has to happen BEFORE you try to scale your pool business.

We also go inside the vision behind the new Pool Nation Business Group and why Pool Nation is creating monthly meetings where pool business owners and leaders can actually work ON their businesses, not just listen to another presentation.

The goal is simple: help pool pros build stronger, more profitable businesses while becoming better owners and leaders.

In this episode, we discuss:

• Why a full pool route doesn’t necessarily mean a profitable business • Why adding more customers can actually make your problems worse • The hidden cost of windshield time and inefficient routes • Why you need to understand customer profitability • How to know when your business is financially ready to hire • Why hiring your first employee can create MORE chaos • The connection between profitability and burnout • Why pool pros struggle to implement what they learn at training events • How accountability and repetition help business owners actually make changes • The tools Pool Nation is developing to help pool pros understand their businesses • Why leadership becomes critical as your pool company grows • How the Pool Nation Business Group will work • How pool pros, manufacturers, distributors, and industry leaders can participate

The first Pool Nation Business Group meeting takes place October 29 at 6:00 PM at Pool Nation Headquarters in Dallas, Texas, with a hybrid option available for those who cannot attend in person.

The focus goes beyond financials. We’re talking profitability, leadership, operations, employees, pricing, systems, accountability, and the decisions that determine whether your pool business actually succeeds.

Master the Business. Master the Craft.

⏱️ TIMESTAMPS

00:00 – Why Pool Nation is launching Business Groups 06:00 – PSP Expo, hands-on training and business education 13:00 – Why financial success is Pool Nation’s first foundational principle 17:00 – Working ON your pool business, not just IN it 20:00 – Why the Business Group is more than a networking event 22:00 – Your route is full, so why aren’t you making money? 25:00 – Why doing more pools isn’t always the answer 26:00 – The mistake pool companies make when trying to grow 28:00 – Fixing profitability problems before you scale 30:00 – What does financial success actually mean? 32:00 – When can you afford to hire your first employee? 35:00 – Learning from other pool business owners 37:00 – Sponsor break 44:00 – Why great ideas from training rarely get implemented 46:00 – The problem with traditional business education 49:00 – Accountability, repetition and actually doing the work 52:00 – Pool Nation’s new business tools and software 54:00 – How route inefficiency destroys profit 55:00 – Calculating the real cost of windshield time 56:00 – The 13-step business journey 58:00 – When a $200 pool is really a $20 pool 1:00:00 – Turning information into action 1:01:00 – Why profitability alone isn’t enough 1:03:00 – Why hiring an employee can create MORE chaos 1:06:00 – Training, managing and developing employees 1:09:00 – Building leadership skills as your company grows 1:10:00 – How to participate in the Pool Nation Business Group 1:12:00 – Why manufacturers and distributors belong in the room 1:19:00 – Final thoughts on the future of Pool Nation Business Groups 1:22:00 – Making the commitment to work on your business 1:24:00 – How to register and participate remotely

THANK YOU TO OUR POOL NATION VISIONARY PARTNERS

SPPA BluRay XL AquaStar Pool Products Natural Chemistry Raypak Heritage Pool Supply Hayward Pool Products Poolside Tech Pool Brain Nidec / U.S. Motors OnCore Filtration Encore Brands

These partners help Pool Nation continue creating education, training, events, business resources, and content designed to elevate the swimming pool industry and help pool professionals succeed.

Episode # 319 Pool Nation Podcast. What if your highest-paying pool account is earning you less than one that pays a fraction of the price? In this best-of Pool Nation Podcast episode, we revisit the hidden costs that can quietly drain a pool service business’s profits.

Edgar De Jesus, John “JJ Flawless,” and Zac discuss pool route efficiency, drive time, customer profitability, and why adding more accounts doesn’t always mean building a better business. Hear how one $500-a-month account earned less than a $150 account once time, chemicals, and service demands entered the picture.

We also revisit a conversation with 2023 Pool Nation Hall of Fame inductees Terry Arko and Steve Barnes about education, pool safety, and recognizing the people who have shaped the swimming pool industry—including the legacy of Bob Lowry.

Then Leanne De Jesus, Janie Flawless, and Jeanette “The Pool Girl” Horn share lessons from the 2024 Women’s Summit on leadership, confidence, understanding business financials, and finding your voice.

Whether you’re building your first pool route, managing technicians, or growing an established pool company, these conversations will challenge you to think differently about your time, your customers, and your business.

• Pool service business profitability

• Pool route planning and optimization

• Drive time and operating costs

• Customer account profitability

• Pool technician pay and retention

• Pool repair opportunities and productivity

• Pool Nation Hall of Fame

• Terry Arko, Steve Barnes, and Bob Lowry

• Women in the swimming pool industry

• Leadership, confidence, and customer communication

• Pool Nation Women’s Summit

Approximate timestamps:

00:00 Welcome to Pool Nation Best Of 01:00 Terry Arko and Steve Barnes and the Hall of Fame 12:00 Steve Barnes on education and pool safety 15:00 Remembering Bob Lowry 18:00 Behind the scenes of Pool Nation Awards planning 26:00 Business efficiency and partner acknowledgments 34:00 Pool route planning and the cost of growing too fast 40:00 The $500 account that earned less than a $150 account 43:00 Reviewing routes and reducing drive time 46:00 Repair opportunities and the value of minutes saved 48:00 Technician pay, retention, and route efficiency 51:00 Sponsor Break 56:00 Women in the pool industry and the 2024 Women’s Summit 1:09:00 Building community through the Women’s Summit 1:16:00 Authenticity, confidence, and finding your voice 1:21:00 Customer conversations and understanding your numbers 1:24:00 Personality styles and better communication 1:28:00 Productivity and accountability 1:29:00 Closing and Pool Nation resources

A huge thank-you to our visionary partners for supporting Pool Nation and helping us bring education, business conversations, and community to swimming pool professionals:

• SPPA BlueRay XL AquaStar Pool Products Natural Chemistry Raypak Heritage Pool Supply Hayward Pool Products Encore Brands Poolside Tech Pool Brain Nidec OnCore Filtration

Thank you also to Encore Coatings, featuring KOOL for pools, and U.S. Motors, featuring the Neptune variable-speed motor, for supporting this episode.

Follow Pool Nation for more conversations about growing your pool business, and share this episode with a pool pro who could use a more profitable, productive workday.

This best-of episode includes previously recorded conversations. Event announcements and dates reflect the original recordings.

Episode 318 Pool Nation Podcast. Six years ago, we turned on the microphones to have the conversations pool pros needed. We never imagined those conversations would grow into boot camps, the Pool Nation Awards, the Women’s Summit, and a headquarters built for the pool pro community.

In this episode of the Pool Nation Podcast, Edgar De Jesus and John “JJ Flawless” look back at how it all started, the moments that made the work worth it, and the lessons learned along the way. From the early days of Instagram Live to earning the industry’s trust, we share what it has taken to keep showing up—and why listening to pool pros continues to shape everything we do.

We get personal about the sacrifices behind the scenes, talk honestly about mistakes and partnerships, and discuss why growing a mission takes the right people, consistency, and a willingness to change direction. We also share updates on Heritage’s training at Pool Nation headquarters, the Pool Nation Awards, and the $25,000 Pool Pro Challenge.

To everyone who has listened, attended a training, shared an idea, or trusted us to be part of their journey: thank you. You are the reason we are Pool Nation.

Master the business. Perfect the craft. Make an impact.

Timestamps

00:00 – Welcome and celebrating six years of Pool Nation 03:00 – Remembering September 11 07:00 – Heritage MIT training and a home for pool pros 13:00 – Pool Nation Awards, training, and Pool Pro Challenge updates 16:00 – Looking back: How Pool Nation began 20:00 – From helping pool pros to launching a podcast 27:00 – How the original vision evolved 30:00 – Bob Lowry and the inspiration behind the Pool Nation Awards 34:00 – Building a space and a voice for every pool pro 38:00 – The moments that showed us we were making a difference 42:00 – The Women’s Summit and ideas born from the community 45:00 – Sponsor break 50:00 – Back from the break 52:00 – Earning the industry’s trust through consistency 59:00 – Going all in while running a business and raising a family 1:03:00 – The work and personal sacrifices behind the scenes 1:07:00 – Mistakes, partnerships, and lessons learned 1:10:00 – Building the team and learning to change direction 1:13:00 – Rethinking coaching and reaching more pool pros 1:15:00 – Sponsor break 1:20:00 – JJ’s netting skills and pool service pet peeves 1:22:00 – Finding purpose in teaching and giving back 1:25:00 – Setting up the next conversation: Where is the industry headed? 1:27:00 – Thank you, Pool Nation, and the mission moving forward

Thank You to Our Sponsors and Visionary Partners

A huge thank-you to SPPA, Blue Ray XL, AquaStar Pool Products, Natural Chemistry, Raypak, Heritage Pool Supply, Hayward Pool Products, EnCore Brands, Poolside Tech, Pool Brain, Nidec / U.S. MOTORS, and OnCore Filtration for helping us bring education, training, and conversations like this to the pool industry.

Episode 317 Pool Nation Podcast - What does it take to grow a family-owned pool business from a backyard shed into three retail locations, 70 employees, and a customer database of 17,000?

This week on the Pool Nation Podcast, Edgar De Jesus and guest co-host Ryan Morrison welcome Tara Soto of Rising Sun Pools in Raleigh, North Carolina, for a Hayward Spotlight conversation about pool business growth, customer loyalty, and carrying a family legacy forward.

Founded by Tara’s father, Charlie, in 1972, Rising Sun Pools has grown into a full-service swimming pool company offering pool construction, service, maintenance, and retail. Tara shares how the business evolved—and what it takes to keep customers coming back across generations.

Hear how her team connects seasonal pool openings with recurring maintenance and in-store water testing, why they expanded into vinyl, fiberglass, and concrete pools, and how personal customer service helps distinguish their stores from larger competitors.

Tara also opens up about taking over after her father’s unexpected passing, navigating business decisions with her siblings, and earning respect as a woman in the pool industry. Plus, she explains how Rising Sun Pools is approaching online competition through customer rewards, a planned website overhaul, and delivery options—and why social media engagement doesn’t always translate into sales.

Whether you’re a pool service professional, swimming pool builder, retailer, or family business owner, this episode offers practical lessons in building customer relationships, managing growth, and marketing to the people who actually buy.

IN THIS EPISODE:

• Growing a pool company across construction, service, and retail • Turning seasonal pool openings into ongoing customer relationships • Pool heat pumps, winterization, and customer education • Managing a family business and preparing the next generation • Women in the pool industry and the importance of being heard • Competing with online retailers through convenience and service • Focusing pool business marketing on customers instead of likes

TIMESTAMPS:

00:00 — Welcome to the Pool Nation Podcast 02:00 — Meet Tara Soto and Rising Sun Pools 03:00 — Thank you to our visionary partners 09:00 — Why Tara returned to the family pool business 11:00 — How Rising Sun Pools began in 1972 13:00 — Three stores and three types of inground pools 15:00 — Pre-scheduling, repeat customers, and seasonal demand 17:00 — Connecting pool openings, maintenance, and retail 19:00 — Heat pumps and extending the swimming season 21:00 — Freeze preparation and customer communication 22:00 — Sponsor messages 28:00 — Handshake deals, early buys, and old-school pool marketing 33:00 — Building service expertise and supplier relationships 35:00 — “Everything under the sun” for the backyard 37:00 — Expansion, 30 trucks, and 70 employees 38:00 — Family business leadership and the next generation 41:00 — Taking over after the loss of the founder 44:00 — Building loyalty through personal customer service 46:00 — Earning respect as a woman in the pool industry 49:00 — Sponsor messages 54:00 — Meet Ryan “The Muscle” Morrison 55:00 — Competing with Amazon: rewards, online ordering, and delivery plans 57:00 — Why engagement doesn’t always equal sales 60:00 — Closing thoughts and shout-outs 62:00 — Where to connect with Pool Nation

THANK YOU TO OUR SPONSORS:

A huge thank-you to our visionary partners: SPPA, BlueRay XL, AquaStar Pool Products, Natural Chemistry, Raypak, Heritage Pool Supply, Hayward Pool Products, OnCore Brands, Poolside Tech, PoolBrain, Nidec / U.S. MOTORS, and OnCore Filtration. Thank you also to Encore Coatings / KOOL for Pools, featured in this episode’s sponsor messages.

Your continued support helps Pool Nation bring pool professionals together through education, industry conversations, and community.

Enjoyed the episode? Follow the Pool Nation Podcast, leave a review, and share this conversation with a pool pro or business owner who’s building something that lasts.

Follow us on Instagram: @pool.nation @poolnationpodcast