Coming clean: add on maintenance product sales for pool and spa covers

For Daniel Harrison, the secret to selling spa-cover maintenance products lies in the timing of the pitch.

"We don't mention anything about spa-cover maintenance during the sale," says Harrison, president of Long Island Hot Tubs, a retailer in Long Island, N.Y. "You don't want to say, 'Wait a minute. The spa cover you just bought for $600 is going to rot out in a few years, so you'd better buy all these cleaners."

Instead, most retailers wait until the consumer prompts the sale, which is usually just a few months after the pool or spa cover is purchased.

However, second-time spa cover owners usually understand the importance of maintenance more than first-timers.

"The spa covers range in price from $230 to $300, so it doesn't make sense if you only get a few years out of one because you didn't do anything to preserve the vinyl," says Don Moir, sales manager at Moir's Pools, Hot Tubs and Patio, a retailer/builder in Ukiah, Calif. "Most of them will only make that mistake one time."

Regular maintenance improves longevity, say retailers. "How long the cover lasts will depend on upkeep and maintenance, and whether the dogs run around on them or not," says Steve Chandler, president of Custom Pools and Patio in Boise, Idaho.

Many retailers say that Armor All, a popular oil-based cleaner used to protect rubber, plastic and vinyl surfaces from UV radiation, is the least effective product to help maintain pool and spa covers. It causes the vinyl cover to degrade at a much higher rate, they note.

"As much as you think it's the right thing to do, don't put Armor All on a pool or spa cover. The cover will look great right away, but within a two-year period, it will start to crack and deteriorate," Harrison says. To keep pool and spa covers looking like new, retailers across the country recommend a variety of cleaners and preservatives made specifically for spa covers. Such products are typically applied with a bristled scrub brush, sponge, scouring pad or damp cloth.

RELATED ARTICLE: Spa cover care tips.

When helping customers select a cover protectant, steer them toward those that contain a UV-blocker for fade resistance. Regular use of a good protectant will keep the vinyl supple, prevent cracking and fading, and seal out damaging moisture.

"I like to clean it with a mild detergent, such as something with orange citrus. Then every six months or so, I put some vinyl treatment on," says Bob Blade, owner of Aloha Pool & Spa in Pacific Grove, Calif.

Avoid products that contain silicone oil. They will actually cause premature failure of the vinyl when exposed to sunlight, say service veterans.

Remember to clean and treat the cover's inside surfaces, too. This keeps the entire cover in uniform shape and will extend its life.

If the cover doesn't already have tie-down straps or anchors, talk the owner into purchasing them. This will reduce the chances of the cover being ripped off during a high-wind storm. Believe it or not, hundreds of covers are lost or destroyed this way every year.

Bungee cords can work as well as sandbags or bricks, says Blade. But he suggests that they be put on the lip, not in the middle of the cover.

Keeping the cover intact and in good shape is important. The cover blocks out harmful UV rays, evaporating winds and dirt and debris, ensuring balanced and clean water.

--R.J.W.

COPYRIGHT 2005 Hanley-Wood, Inc.
COPYRIGHT 2005 Gale Group