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Episode 145: Pricing Matrix - A Guide to Determine Your Rates with Rich Gallo of Pure Swim

Pool Chasers Podcast

Release Date: 03/22/2021

Episode 177: Overcoming Trauma and Transforming Life’s Experiences into a Superpower with Walt McKinley show art Episode 177: Overcoming Trauma and Transforming Life’s Experiences into a Superpower with Walt McKinley

Pool Chasers Podcast

Today, we speak with Walt McKinley, a generational trauma coach, motivational speaker, and author. He is a retired Naval Intelligence Officer and former Fortune 500 Corporate Executive who made the pivot to become “a generational trauma coach focusing primarily on helping men learn how to break the generational cycle of abuse and fight to be the heroes of their own family. Greg and Tyler also dive deep into their own challenges growing up as well as the ones they continually strive to overcome as grown

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Episode 176: Firing Customers - Business Tip of the Month with Hal Denbar of National Pool Partners  show art Episode 176: Firing Customers - Business Tip of the Month with Hal Denbar of National Pool Partners

Pool Chasers Podcast

In today’s edition of Business Tip of the Month, we’re joined by Hal Denbar, President of Texas at National Pool Partners. When is it time to fire a customer? Hal says that there are a number of reasons, the top three being issues related to payment, misaligned expectations, or the abusive treatment of his team members. Ultimately, you have to be quick to fire bad customers for the sake of employee morale.

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Episode 175: Is Your Company Backed by the Google Guarantee? New & Exciting Details by Lorne Sederoff of SearchKings   show art Episode 175: Is Your Company Backed by the Google Guarantee? New & Exciting Details by Lorne Sederoff of SearchKings

Pool Chasers Podcast

Today, we speak with Lorne Sederoff of SearchKings, a lead generation company primarily in the paid Google space with a focus on home service businesses, including pool construction and service. Lorne discusses the Google Guarantee platform and how pool companies can take advantage of the program to hit the top of the search engine’s rankings.

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Episode 174: November - News and Notes with Megan Kendrick of Pool Pro Magazine show art Episode 174: November - News and Notes with Megan Kendrick of Pool Pro Magazine

Pool Chasers Podcast

Today’s special episode is the November edition of our “News & Notes” series, in partnership with Pool Pro Magazine. We hop into pool-related news stories from around the world. Megan then goes over recent industry news, including a number of recent M&As and emerging movers and shakers. She also speaks on the 2021 International Awards of Excellence which has just announced its winners (link to the article below), as well as updates from Pool Pro and 30 Under 40.

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Episode 173: Bryce Sirrine & Zach Singer of Beyond Pool Cleaning, PTG Uniforms, and Sun Pool & Patio  show art Episode 173: Bryce Sirrine & Zach Singer of Beyond Pool Cleaning, PTG Uniforms, and Sun Pool & Patio

Pool Chasers Podcast

Today, we speak with Bryce Sirrine and Zach Singer of Beyond Pool Cleaning and Sun Pool and Patio. Recently, the two became brand ambassadors for Skimmer. Bryce and Zach go into their approach to setting expectations with their employees and why they believe that having them buy into their vision for the company and the customer experience is a fundamental part of their culture. Finally, Bryce and Zach explain how they were given the opportunity to become brand ambassadors for Skimmer.

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Pool Chasers Podcast

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Episode 171: Green to Clean TikTok Star Mark Jones (@poolpr0mj) of Blue Street Pools show art Episode 171: Green to Clean TikTok Star Mark Jones (@poolpr0mj) of Blue Street Pools

Pool Chasers Podcast

Today we speak with Mark Jones, Owner of the New Orleans-based Blue Street Pools. Mark entered the pool industry in 2017, marketing himself solely through flyers which he disseminated around his neighborhood. But his breakthrough would come in 2020 when he settled on TikTok to promote his business. Encouraged by a friend, he created an account on the social media platform. Six months later, Mark had gained 100,000 followers on TikTok. Today, he has over 2.1 million.

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Episode 170: October - News and Notes with Megan Kendrick of Pool Pro Magazine show art Episode 170: October - News and Notes with Megan Kendrick of Pool Pro Magazine

Pool Chasers Podcast

The news stories we cover include a new mobile app out of Austin, TX called “ATX Swims”, through which users can directly purchase tickets to the city’s swimming pools; an accident involving a falling tree branch at a resort in Honolulu; an initiative to teach primary school children in Marle, France how to swim using a mobile pool; and Scottsdale, AZ’s green pool and mosquito problem. Megan then goes over recent industry news, including a number of recent M&As and emerging movers and shakers.

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Episode 169: Sutro - The Future of Pool Water Chemistry Controlled by an App & Professional Reagents with Jim Conti show art Episode 169: Sutro - The Future of Pool Water Chemistry Controlled by an App & Professional Reagents with Jim Conti

Pool Chasers Podcast

Jim Conti is the Head of Sales at Sutro. The brainchild of founder Ravi Kurani, Sutro began with a focus on ORP technology before the company made the pivot to reagent-based testing with photometry, resulting in Sutro’s flagship product, the Sutro Smart Monitor. Jim explains the limitations of ORP and what led the team at Sutro to home in on incorporating Reagent Cartridges by LaMotte into their current technology.

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Episode 168: Valuing Your Legacy - Business Tip of the Month with Justin Kuperberg of National Pool Partners show art Episode 168: Valuing Your Legacy - Business Tip of the Month with Justin Kuperberg of National Pool Partners

Pool Chasers Podcast

In today’s edition of Business Tip of the Month, we’re joined by Justin Kuperberg, Chief Development Officer at NPP. Our discussion centers on what we believe are the three things that owners should consider when thinking about the future of their business: legacy, net worth, and intangibles. Listen in as Justin speaks on the common factors that sellers overlook when selling their business and the steps that immediately follow.

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Episode Summary: 

In this episode, we welcome back our friend Rich Gallo who is the Founder and CEO of Pure Swim Inc., an all-inclusive concierge swimming pool maintenance and repair company based out of Valencia, CA. In today’s conversation, Rich offers nuggets of advice to build up your confidence in your business processes and, by extension, yourself as a pool professional.  

As Rich makes clear throughout our discussion, he has nothing but love for the industry and does whatever he can to pay it forward. Rich shared with us that his purpose and goal for doing this episode is to step up and help the people in our industry that are seeking next-level type help.  

Part of getting to that next-level is understanding what it actually costs to run your specific business, and we don’t mean just having cash flow. We mean being able to pay your team well, offer a professional service, pay all of your bills, and still achieve the profit you are looking to bring in.  

Listen in as Rich speaks on the importance of dialing in your pricing matrix as a pool service professional and how doing so can help you eliminate waste and build a more profitable business.  

Download the Pricing Matrix Outline 

Topics Discussed: 

  • 03:15 - Pricing matrix defined 
  • 12:56 - Labor costs and quality labor discussion 
  • 24:07 - Employees come before customers 
  • 30:40 - Breaking down labor costs 
  • 36:27 - Only compete with yourself 
  • 38:10 - Creating the perfect service 
  • 43:48 - Breaking down costs for your vehicles 
  • 45:33 - Breaking down chemical costs 
  • 49:24 - Breaking down overhead costs 
  • 58:30 - Knowing your opportunity costs 
  • 1:05:58 - Making your job exciting 
  • 1:08:18 - Creating customers for life 
  • 1:13:12 - Why repairs are not in the pricing matrix 
  • 1:21:15 - Dialing in your costs  
  • 1:24:23 - How to raise your rates 

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Key Quotes from Episode: 

  • What we really want to do with your price matrix is to look not at what you’re doing currently, but at what you want to do and should be doing. 
  • We don’t want to walk into a backyard and have to be on trial and justify why we charge what we charge. The position we want to be in is to be able to say, “Listen, we’re here for a reason. We’ve been invited to your backyard because you’re looking for results, and we want to convey those results immediately.” 
  • Pool service has three facets: There’s the cleaning, the chemistry, and the equipment. 
  • Your employees should come before your customers. If you don’t have employees, you don’t have customers. 
  • No one’s going to tell you you’re worth more than what you tell yourself. If you’re in your head, you’re dead. 
  • If you want to charge more, you have to give more. It’s value-added service.