Fred Schweer's PoolRx Sales Playbook

Your pool route does not need more hustle, it needs a cleaner sales system. We walk through how to position PoolRx as a high-value, once-a-year upgrade that helps prevent algae, improves water clarity, and lowers chlorine demand, while also protecting your profit when chemical prices keep moving.

We share a simple Good Better Best framework you can apply immediately: buy during spring promotions to save on the backend, pass the cost through as an annual fee, or charge a fair markup based on what customers see online and use that margin to offset chlorine and other consumables. To make the pitch easier and more consistent, we talk about using pre-written, customizable offer letters you can brand with your company logo and send by email, include with billing, or hand to homeowners at the stop.

We also get into the most common PoolRx questions pool pros hear on route. Saltwater pool customers get specific benefits like the ability to turn down the salt chlorine generator, slow the pH rise, reduce acid demand, and potentially cut down on salt cell cleaning, which can help extend equipment life. On the troubleshooting side, we cover algae claims including stubborn black algae, why you must reduce chlorine after adding PoolRx to avoid overchlorination, and the real reason you replace the unit each season instead of trying to stretch it with boosters alone. If you want a practical, field-ready way to sell cleaner pools and fewer problems, this one is built for you.

Subscribe for more pool service business and water care training, share this with a pool pro who needs a better add-on strategy, and leave a review with your favorite sales line from the episode.

We break down how PoolRx can help pool service pros prevent algae, cut chlorine demand, and sell a cleaner-water upgrade without complicating the weekly route. We also share a simple pricing framework, explain why the unit is replaced each season, and clarify exactly when a booster makes sense.  
• good better best ways to price PoolRx on a pool route  
• buying during spring promos and protecting your margins  
• passing cost through versus charging a markup  
• using customizable offer letters to pitch optional or mandatory programs  
• strongest talking points for saltwater generator pools  
• reducing chlorine output after adding PoolRx to avoid overchlorination  
• handling algae cases including green pools and black algae timelines  
• why a new unit is needed each season instead of only boosters  
• how to size and stack boosters for larger gallons and tougher conditions  

If you're looking for more podcasts, you can find those by going to my website, swingprolearning.com. On the banner, there's a podcast icon. Click on that, and over 1900 podcasts will be available for you to listen to at your leisure. And if you're interested in the coaching program that I offer, you can learn more at PoolGuyCoaching.com. Have a great rest of your week and God bless.

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Transcript

Welcome And What Youll Learn

SPEAKER_00 1:02

I welcome the best of FoolBay Podcast show. In this episode, I'll be joined by a French Queer. He'll go over some strategies to sell the Forex plus. These sell strategies are highly effective. And if you're thinking about adding the Forex to your pool route, this is a great way to address it and to communicate the benefits of it to your customers. Are you a full service pro looking to take your business to the next level? Join the Pool Guy Coaching Program. Get expert advice, business tips, exclusive content, and get direct support from me. I'm a 35-year veteran in the industry. Whether you're starting out or scaling up, I've got the tools to help you succeed. Learn more at swimmingpoollearning.com. And so the Pool Pro wants to sell these to their customer, and most will pass on the cost of these, even though they save money on chlorine. It's always better for your bottom line to pass the cost of these on to your customers. A few guys I know absorb the cost because they're so effective. But for the majority of pool pros, we like to pass everything on to the customer. It's just better for us. So what are some of the best? I mean, you mentioned some of the things about for the pool pro to save on. What

Coaching Program Pitch

SPEAKER_00 2:09

are some good tactics?

SPEAKER_01 2:11

Sure. So, you know, I kind of call it the good, better, best scenario. The good is you buy the product from distribution on sale during our spring promotions. You buy them in four packs, and you're going to get a very discounted price during the promotion. And then you just pass that along to your, you know, you don't even sell it to your customer, you just put

Good Better Best Selling Options

SPEAKER_01 2:31

it in the pool. And like we talked about, we're saving on all those chemicals on the back end on all the time. The better is to buy that from distribution, pass along the cost of the product right to your customer. You're selling it to your customer once a year, and you're saying, hey, this is you know your pool RX, or it's good. I know your chemicals are included with our with our service, but we're going to charge you a one-time a year fee for this product. It's going to keep you algae-free, and you're going to be able to swim in a cleaner, you know, clearer pool all year. The the third, the best would be to buy it from distribution and then charge a markup. If if you were shopping this on Amazon or if you're shopping this on you know online or your local retailer, there's probably about, you know, there's a $20, $30 difference between what you're buying it from distribution at and what what your what your customer can buy from somewhere else. You can charge that, say you can charge that markup, you make that $20, $30 a unit, and that that money goes to the cost of your chlorine or your, you know, or or whatever you have to have to use. So again, that's the best. So the good, better, best scenario is is real, and and we have customers across the country that use all each one of those scenarios. Now, as far as how to sell it to your customer, what I'm going to do, David, we have three or four pre-written offer letters. And these are just they're just in a Word document. They're pre-written, they're customizable. You can put your own logo for your for your service company on on the page. You can change the wording if you don't like it exactly how it's said. You can change the price point, and you can put it from your company. And what I want to do for your group, I'm going to send you, I'm going to email those letters to you, David, and then you can uh, you know, they you can then maybe get those out to your to your people as if they're interested in that. But that's a great way. And we introduce it a couple different ways. We make it as an offer where we're you know, we're wording it as, hey, we recommend this. If you're interested, it's gonna be this much. You know, please let us know. We also introduce

Offer Letters That Close Sales

SPEAKER_01 4:28

it as this is mandatory. You know, hey, you know, as your pool fresh pool service provider, we you know, we are going to charge you for this amount. This is gonna be on your next bill, and this is how much it's gonna cost. And we also have them you know written for you know salt pool customers uh as well as regular chlorine customers. So we have a few different options. I mean, you can kind of mix and match, and and once you read these, you're gonna be able to make it your own and put it in your own wording. But the value of these letters is that you can customize them, save them, and email them to your customers, or print them out and actually hand them to your customers or put them in the in the billing if they're still doing the you know hard copy billing. So it's a great way to introduce pool X to every customer on your route. And as you know, David, some some folks, a lot a lot of pool service pros are actually you know making this a mandatory product that goes in every year. And so once you get them trying it and once they pay for it and they understand the program, and once it gets in the water, the the customer feedback you're gonna get is is gonna be, you know, it's it's sterling. They're gonna be so happy of what the water looks like and feels like uh after a pool RX that it's gonna be a very easy thing to sell to your customers every year moving forward.

SPEAKER_00 5:42

And you mentioned salt water generator customers. Saltwater systems are becoming more popular, of course, since chemicals are so expensive, it makes some sense in a way to upgrade the salt. And the sell point for a salt pool, you want to go over some of the sell points for that?

SPEAKER_01 5:56

Sure, sure. Yeah. Again, with salt pools, uh, number one, uh the archelation is so strong that it's gonna be protected even in the high pH environment of a salt pool. So it's safe to use there. Uh number two, like I mentioned, we are going to reduce your chlorine demand. So you're gonna be able to turn down that salt chlorine generator typically by about 50% of its previous setting. And by doing that, you're going to be producing less high pH chlorine. And because of that, your your pH in your water is not going to be going up as quickly. So you're not going to be having to use as

Why PoolRx Works For Salt Pools

SPEAKER_01 6:30

much acid to balance that pH. Another benefit, so you're going to be saving on your acid demand. The other thing about our product there, there is some zinc in the product, which does several things for us in the formulation when it comes to the chemistry. But another benefit of that zinc is that it acts as kind of a natural descaler. It doesn't allow the scale from attaching to surfaces as easily. We don't sell it as a descaling product, but the chemistry behind the zinc is that it is going to prevent the scale from attaching as easily. The zinc is not in the alloy cylinder that's in the unit. The zinc's actually in the mineral formulation that's in the water. And so you're not going to have to clean your salt cells frequently. Obviously, if you're not producing as much and you're not having to clean it as frequently, uh, you're going to basically prolong the life of that equipment, which benefits your customer. Another benefit there. So yeah, it's fantastic for salt pools and very, very common for use in those pools.

SPEAKER_00 7:23

Yeah. So to summarize, if your pool looks great, pool RX will save you on chemicals. If your pool has algae, you can help remove the algae with it and then also make the pool look great afterwards. And then, of course, you know, if you have a salt water pool, there's benefits by reducing the salt output, saving on the salt cell life, and the side effects of that whole chlorine production with the salt system.

SPEAKER_01 8:06

Correct. Absolutely.

Algae Claims And Chlorine Reduction

SPEAKER_01 8:08

All good benefits. Yeah, what one more note uh regarding algae, we we can eliminate all types of algae. So we're talking yellow, green, black, you know, and I mean there's thousands of types, right? So we're not, you know, we can we can kill and prevent them all. Even black algae. Black algae is obviously the hardest to kill and prevent, but we can kill, we can kill and prevent that as well. It may take the longest to kill, it could take a few weeks. The good news is once it's gone and you continue to use pool RX as advertised, it won't come back. So that's a another big benefit. We get that's one of the questions we get a lot of as far as black algae goes in certain markets, especially you know, back east. But yeah, I just want to make sure that people were aware of that.

SPEAKER_00 8:53

I guess we should close this section by also mentioning that once you have the pool X unit, you're gonna save the free chlorine is gonna be more active in the pool. And so you have to reduce the amount of chlorine you're putting in. You can't put a pull-ex unit in and keep putting in, let's say you're putting in three trichloride tablets a week. You can't keep that same ratio because then you're over chlorinating that pool. And in the cases like we're using a salt water generator, you have to turn it down also. So we should emphasize that point.

SPEAKER_01 9:20

Yeah, yeah, I I can speak to that. So one thing is so we we say we only need 0.5 to 1 part per million of free chlorine. We can be higher, you can be higher than that, right? If you're only going there once a week and you're under a tough condition pool, heavy bather load, heavy, you know, debris, you know, lots of use, and you want to be at a target part per million higher than that, you can be as high of a free chlorine reading as you want. It will not affect our minerals due to the due to the chelation. So, I mean, again, we are NSF 50 certified, which is it's a commercial standard. So we you know, so we can be in commercial public water. Whereas, you know, in a lot of those scenarios, you have to, in some cases, depending on you know the scenario, you have to jack those chlorine levels up if there was a you know contamination or something in the water. So the the point being, guys, is you you can you're gonna be able to get away with using less chlorine. So you're it's gonna be easier to hit whatever target part per million you want to hit. That that's the key. The second part is if you know the you're not gonna hurt our minerals at a higher chlorine level, it's just not necessary. You know, you might as well save yourself the the money on that of instead of overdosing these pools to try to make them work uh as efficiently as you can. So is that the point you're getting to, David?

SPEAKER_00 10:34

Yep, yep. That's what I wanted to make sure people got clarified that that they're not gonna be adding the same amount of chlorine after the poolx. You're gonna reduce that level. Correct. Okay, and let's switch gears a little bit. And these are common questions I get asked throughout the year with Pull RX. And I'll start with the first one that I get asked at least once or twice a month, and that is why do I have to buy a new unit every season? Why can't I just use the one that I have there and add a booster? And maybe go into that and close the door on this one.

SPEAKER_01 11:05

Yeah, pretty great question. Like I mentioned earlier, there you know the three things that set us apart is our formulation, the chelation, and then the way that the minerals are reacting with our specially treated alloy cylinder inside the unit. That ion exchange between the alloy and the minerals in the water is important to our success and the longevity of the minerals in the water. Over time, the Pool Rex unit, that alloy gets scaled and it loses its connectivity with the minerals in the water over time. That unit is effective in reionizing or rejuvenating minerals in the water for about 12

Why You Replace The Unit Yearly

SPEAKER_01 11:42

months. And so, what we tell you is look, start with a new unit at the beginning of each season. And if you need to add a booster later in the season, go ahead and do that. And then the following year, start with a new unit. What you're gonna find is that you know, people have always come, you know, they always try to put it in that second year and then just buy the booster minerals, and they call and they're and they're disappointed because the minerals by themselves, the booster minerals by themselves or with an old unit, will last about four to five weeks. And so what happens that second year is they they put the the empty old unit in there, they add a booster, and they have good, you know, great success for about a month or so, and then they're already noticing chlorine demands going back up, they're you know, they're noticing the water's not looking good, and so they're having to add another booster. And so it's not cost effective to try to get that second year out of the unit and just add boosters, because really, after two boosters, you're that's the price of a unit. So instead of a brand new unit getting you about six months, the boosters you're paying for at the same price are getting you two months. So that's really the the science behind it and the reason why. But yeah, that's it, that's a that's a common question. And it's only gonna take you, it's gonna take you one time to to try that on your own and realize that I'm I'm telling the truth on that.

SPEAKER_00 12:56

Yeah, and so since you mentioned the booster a couple times there, why don't we talk about the booster? And you mentioned, you know, in the other segment why you can use it for sizing. If you want to go up in size, you can use it when the middles are wearing out. So let's just talk, let's just focus on the booster a little bit and when you should use one. And you mentioned you can probably pretty much tell when it's needed, right?

SPEAKER_01 13:17

Yeah, so the booster is the same mineral that's in the original units. Like I mentioned earlier, the the blue unit has uh eight ounces of mineral, and the blue booster has eight ounces, the black 12 ounces, and the black booster 12 ounces. And again, the the minerals are going, you're gonna basically the minerals in the original unit, which I didn't mention this. When you buy a new Pluar X unit, whatever size, you know, you want to start with a clean filter, you want to drop it in the skimmer or the pump basket, and you want to make sure you run the pump long enough for all those minerals to dissolve. Uh, in this DNA, everyone's mostly on variable

When To Add A Booster

SPEAKER_01 13:51

speed pumps, um, and so the pump is running you know slower, longer, which is great. But the minerals dissolve immediately and completely out of the pool RX unit. It does not dissolve over six months, it does not dissolve like a chlorine tablet, it dissolves immediately into the water, forming a stable residual. And then as the water flows back over that empty alloy, there's a reionization of the minerals in the water that allow them to last longer. The minerals in the water are what's killing and preventing the algae. The unit is what's recharging the minerals in the water. So over time, like I mentioned, the alloy get loses its connectivity, and that's why you need to start with a new unit. The reason for the booster is when the minerals get used up and filtered out, your the mineral uh concentration in the water is reduced, and that's when algae can start growing again. And that's why you would add a booster when needed. And so the the and also to your point, David, it's also for larger bodies of water. So if you have, you know, a 40,000 gallon, you know, 40,000 gallon pool, you I would go with the black unit and a blue booster, you know, and and so you can kind of mix and match based on your needs, on what sizing you're dealing with. And then when you do boost a pool, you boost it based on the gallons of the pool again. So it's not, hey, I have a 60,000 gallon pool and I only use one booster. No, you're gonna need to add two black boosters for that. The black booster maxes out at 30,000 gallons. You're gonna need to add two of those black boosters when you do it. So, yeah, that the boosters for you know larger bodies of water or longer seasons, tough conditions, or whenever you really need minerals to be increased in the water.

SPEAKER_00 15:32

We can also mention when you're doing a green pool cleanup that you may need a booster sooner than later if you're using the pool X in a really pool full of algae.

SPEAKER_01 15:40

Yeah, correct. And yeah, that's yeah, to the point uh of that is you know, the minerals do get used up killing algae. And so people say, well, do I need to clear this pool up before I use pool RX? And the answer is no. Yeah, we're we're gonna be able to clear up your green pool because a lot faster and easier and less expensive than you would with any other solution because our minerals, you know, they're like a thousand times more effective in eliminating algae compared to chlorine. So the minerals are gonna be doing the heavy lifting for you when you're clearing up a green pool. But to your point, David, some of the minerals get used up, killing the algae, and they get filtered out. And so, yes, you you will need a booster sooner, you know, than the typical four to six months on a regular pool rx because of those, because of those factors.

SPEAKER_00 16:22

And if you're looking for more podcasts, you can find those by going to my website, swingprolearning.com. On the banner, there's a podcast icon. Click on that, and over 1900 podcasts will be available for you to listen to at your leisure. And if you're interested in the coaching program that I offer, you can learn more at PoolGuyCoaching.com. Have a great rest of your week and God bless.