In episode 280 of the Pool Nation Podcast, Edgar De Jesus is joined by co-host Zach “The Pool Boy” Nicholas for Part 5 of the Winter Business Series, where they break down one of the hardest decisions pool service business owners face: how to raise prices with confidence — without losing customers.

Raising prices can feel uncomfortable, emotional, and risky — especially when you’ve worked hard to build your route. Edgar and Zach walk through the real math, the mental hurdles, and the practical strategies pool pros need to protect their margins, improve profitability, and build a sustainable business in today’s changing economy.

You’ll learn:

• Why waiting to raise prices actually makes it harder later

• How to communicate price increases clearly and professionally

• What customers really care about (hint: it’s not just price)

• Why losing a few low-margin accounts can actually grow your business

• How profitability, consistency, and service quality drive customer retention

This episode is packed with real-world examples, mindset shifts, and actionable advice for pool service business owners who want to stop underpricing their work and start running a business that supports their life — not drains it.

👉 Next week: Edgar and Zach continue the conversation with a deep dive into customer retention and value-based service.

• 00:00 – Christmas intro & end-of-year reflection

• 01:30 – Why raising prices feels so uncomfortable for pool pros

• 05:45 – The hidden cost of not knowing your numbers

• 10:15 – When is the right time to raise prices?

• 14:30 – Why waiting actually makes price increases worse

• 20:00 – How to communicate price increases clearly and confidently

• 26:30 – What customer pushback really looks like

• 33:00 – Losing customers vs. building a healthier business

• 41:00 – Real-world math: fewer pools, more profit

• 48:00 – Handling common objections (“I can find someone cheaper”)

• 54:00 – Fixed-income customers & tough emotional decisions

• 59:00 – Why customers actually leave pool companies

• 1:05:30 – Final thoughts & preview of Part 6 (Customer Retention)

A huge thank you to our Pool Nation Podcast sponsors for supporting pool pros and helping us deliver real education to the industry:

• SPPA (Swimming Pool Pro Alliance)

• Blu-Ray XL

• AquaStar Pool Products

• Natural Chemistry

• Raypak

• Heritage Pool Supply

• Hayward Pool Products

• Poolside Tech

• Pool Brain

• Nidec / US Motors

Your continued support helps elevate education, professionalism, and profitability across the pool industry.

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.