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Industry News
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Seen & Heard
 I recently received a letter from a service tech about a shallow waterfeature he encountered at a condo complex. It was outfitted with an improper drain cover that was held down by a rock!
Surprisingly, this hazard is not included in the VGB Act... because it is a waterfeature, and not a pool or spa. Click here to see a photo of this installation — and to read more about the concerns about its safety.
— Erika Taylor, editor, Pool & Spa News
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Service Tip
Cleaning Ozonator Fan Screens
Ozonators on residential pools may still be novel for some service techs, but often the most important key to proper upkeep is cleaning the fan screen. If the screen is left on too long and it collects debris, the fan cannot properly cool the ozonator, creating circuitry problems. The screen should be checked for debris on a monthly basis and washed off either with a hose or in front of the pool’s skimmer. Let it dry for three or four minutes before reattaching it to the ozonator.
• More Service Tips
Visit our Website to find industry experts’ tips on installation, troubleshooting, repair and maintenance.
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Top 50 Buzz
 What new initiative are you working on?
“We started a new ad campaign. We shot a brand-new TV commercial — not specific to our chemicals and accessories, but to family. It’s a family-oriented industry, so I [featured] all my grandkids and the children of our employees. We emphasized ... creating a fun and family-friendly atmosphere.”
How does it work?
“We were really successful with that campaign. We ran it in June and July, and used all our co-op money from vendors. On that one TV commercial, we spent $100,000, but we got most of that back thru co-op.
“You can’t just lay down and play dead. You’ve got to take the initiative. You can’t be passive and be successful in business. We recognize that we would have sold a lot more this year had financing been available, but we wanted to maximize our earning potential on customers that we had built pools for previously. We do somewhere in the neighborhood of 200 liner replacements a year. We’re already going out there, so we offer a special where, if we’re there doing your liner replacement, we’ll give you a great break on installing a salt generator or safety cover. We sent a direct-mail piece to anyone who had bought a spa from us ... years ago, advertising a special on replacement covers.”
— J. Stanley Griffin, owner/president, Griffin Pools & Spas, Lexington, S.C.
2009 Pool & Spa News Top 50 Builder: No. 50
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Retail Snapshot
 “We’re focused on paying attention to every possible lead we get. That’s been the most valuable in these times. There are fewer opportunities out there, so making the most out of every opportunity is the key.
“We do a lot with our existing customer base, too. The reason we have a high referral rate and good customer loyalty is that we have a high contact rate with them. For example, our techs when they do repair calls won’t just go to repair the spa, they’ll also offer advice on covers, accessories and additional services. We have a 34-point checkup that we offer, so our customers know we’re looking out for them.
“We also hold two customer appreciation events each year. They have become so popular that people ask about them months before they are scheduled. Our shoppers get a ‘preferred customer discount’ throughout the year, and during [the event] we double it. But, it’s not just about the sale. We offer food and refreshments, and we’re there to answer questions and listen to concerns. We just had one last Saturday, and had more than 100 customers in the store. Those things have helped us out a lot.”
— Alan Butters, president, Hot Spring Spas of Fox Valley, St. Charles, Ill.
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Trade Show News
APSP Live Workshops
Add an extra dimension to the learning process with these intensive 40-minute workshops:
| Monday, Nov. 16 |
| 1 p.m. |
Salt Water Pool Chemistry – How to Improve Your Bottom Line |
| 2 p.m. |
QUAFIN-POOL: Waterproof, Decorative, Flexible – The Ultimate Coating for Pools and Waterfeatures |
| 3 p.m. |
New Features of the AquaLink RS Control Systems |
| 4 p.m. |
Variable Drive Pumps and Hydraulics for Your Smart “Green” Customers |
Tuesday, Nov. 17 |
| 12 p.m. |
New Automatic Pool Cover for Spas and Unique Alternative Installations with Limited Deck Space for Safety Covers |
| 1 p.m. |
Salt Water Pool Chemistry – How to Improve Your Bottom Line |
| 3 p.m. |
Vac-Alert: VGB Compliance Made Simple |
Wednesday, Nov. 18 |
| 12 p.m. |
How to Prove Your Pool and Spa Upgrades are Really in Compliance with VGB |
| 12:50 p.m. |
Plastering Demonstration |
| 1:45 p.m. |
Shotcrete Demonstration |
With bleacher seating provided for your comfort, these FREE workshops are presented by the APSP Builders & Service Councils.
Register online now!
• More Expo News
Get the latest news about all the events and opportunities available at this year’s International Pool | Spa | Patio Expo.
 Exhibits: Nov. 16-18
Conference: Nov. 13-18
Mandalay Bay Convention Center
Las Vegas, Nevada USA
972.536.6350
www.PoolSpaPatio.com | info@PoolSpaPatio.com
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