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.

In this episode of the Pool Nation Podcast, Edgar continues the Winter Business Series with Part 3: uncovering the hidden leaks that silently destroy profitability in your pool service business. If you’ve ever felt like you’re working harder than ever but your bank account doesn’t show it, this episode is for you.

Edgar breaks down five of the biggest hidden profit leaks in a pool route: drive time and windshield time, chemical creep (especially in summer), non-billable labor and callbacks, bad route design, and overlooked office and equipment costs like tires, brakes, laptops, phones, software, and printers. He walks through real-world examples using cost-per-pool and burdened labor rate so you can see exactly how “small” inefficiencies quietly erase thousands of dollars in profit every year.

You’ll learn how to tighten your routes, track true chemical costs per stop, factor in non-billable time, and build office/vehicle replacement cycles into your pricing so unexpected breakdowns don’t become financial emergencies. This episode sets you up for the next part of the series, where Edgar will dive into margins, good–better–best pricing, and how to build new rates for 2026 based on your real cost per pool.

Whether you’re just starting your pool route or you’re scaling with multiple trucks and techs, this is a must-listen if you want to price profitably, protect your margins, and avoid burnout.

• [00:00:00] Intro & Welcome – Winter Business Series Part 3

• [00:01:00] Recap of Cost-Per-Pool & Why Hidden Leaks Matter

• [00:04:30] The “Invisible” Profit Killers in a Pool Service Business

• [00:05:30] Hidden Leak #1 – Drive Time & Windshield Time vs. True Labor Cost

• [00:13:30] Hidden Leak #2 – Chemical Creep, Summer Usage & Per-Stop Chem Costs

• [00:20:30] Hidden Leak #3 – Non-Billable Labor, Callbacks & Burnout

• [00:30:30] Sponsor Break

• [00:34:30] Zach’s “Micro Tasks” Concept & How It Ties Into Profit Leaks

• [00:36:00] Hidden Leak #4 – Bad Route Design & Route Density Fixes

• [00:44:00] Hidden Leak #5 – Office, Trucks & Equipment Leaks (Tires, Brakes, Laptops, Phones, Software)

• [00:56:00] Final Sponsor Break

• [01:00:30] Final Thoughts, Next Episode Teaser & Encouragement for Pool Pros

• [01:04:15] Outro – Pool Man University & Where to Learn More

A huge thank you to our visionary partners for supporting the Pool Nation Podcast and the Winter Business Series:

• The SPPA –

• Blu-Ray XL –

• US Motors / Nidec –

• AquaStar Pool Products –

• Natural Chemistry –

• Raypak –

• Heritage Pool Supply

• Hayward Pool Products –

• Poolside Tech

• Pool Brain

• Nidec

Thank you for your continued support of education and profitability for pool pros.