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 [00:01:00] Part 4 of the Winning Business Series begins [00:02:30] Why solo podcasts feel different & listener feedback [00:04:00] AquaStar Golden Ticket experience & behind-the-scenes factory tour [00:08:30] Industry culture, leadership, and why AquaStar stands out [00:11:00] Recap of hidden profit leaks from previous episodes [00:14:00] Why margins matter more than dollar profit [00:16:30] Understanding margin percentages (20%, 30%, 40%, 50%+) [00:19:00] Real-world examples of margin failure in pool businesses [00:22:00] How to calculate your true cost per pool [00:24:00] Building pricing based on math — not emotion [00:26:00] Why knowing your numbers changes how you sell [00:29:00] Sponsor break [00:34:00] Good / Better / Best pricing explained [00:38:00] Consumer psychology and why most customers choose “Better” [00:41:00] Using tiered pricing for service and repairs [00:44:00] Preparing for a price increase the right way [00:47:00] Reviewing routes and identifying problem pools [00:50:00] Why winter is the best time to fix pricing [00:54:00] Final thoughts on margins, growth, and confidence [00:56:00] Teaser for Part 5: How to announce price increases [00:57:00] Show outro & where to find Pool Nation resources
🙌 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.
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!