Pool Nation Podcast

In episode 314 of the Pool Nation Podcast, Edgar De Jesus and Ryan Morson sit down with Jake Riggs and Stuart Lockhart of Hot Springs Pools & Spas and PoolGoods.com for a powerful conversation about building and scaling a swimming pool business, family-business succession, pool construction, service, retail, e-commerce, marketing, AI, leadership, and creating opportunities for the next generation.
Hot Springs Pools & Spas started in 1989 with Jake's father and uncle and has grown from selling hot tubs into a business spanning nearly every vertical of the pool industry. Today, the company has four locations with a fifth on the way, more than 100 employees, builds approximately 400 pools per year, and operates PoolGoods.com, an e-commerce platform shipping to 48 states.
Jake and Stuart share how they're taking the foundation the previous generation built and combining it with new technology, better marketing, e-commerce, data, content, and new ways of thinking about the customer experience.
One of the biggest conversations in this episode is about the changing way customers find pool companies. Stuart shares how Hot Springs tracks marketing attribution across Facebook, Instagram, Google and other channels, and reveals that customers are already discovering the company through ChatGPT and other AI platforms, including a customer who purchased an approximately $25,000 hot tub after finding them through ChatGPT.
This episode is about more than growth. It's about building a business that creates opportunities for employees, serves customers for the entire life of their pool, and leaves something stronger for the generation that comes next.
IN THIS EPISODE
00:01:00 – Meet Jake Riggs & Stuart Lockhart and the Hot Springs Pools & Spas story
00:07:00 – Jake's journey from growing up in the family business to building his own path
00:10:00 – Stuart's path from commercial and residential sales to retail, service and marketing
00:12:00 – How PoolGoods.com was born and why convenience changed their strategy
00:15:00 – Building multiple pool business verticals: construction, service, retail and e-commerce
00:20:00 – Content, SEO, AI and why pool companies can't assume customers know who they are
00:23:00 – Why e-commerce can strengthen and protect your brick-and-mortar pool store
00:31:00 – Taking an old-school family pool business into the next generation
00:34:00 – HubSpot, marketing attribution, Facebook, Instagram and tracking where leads really come from
00:35:00 – The ChatGPT effect: how AI is already driving customers and high-ticket sales
00:40:00 – The future of Hot Springs, finding great people and expanding into new markets
00:42:00 – Building a pool business ecosystem where retail, service, construction and e-commerce feed each other
00:49:00 – Advice for young pool professionals and the next generation entering a family business
00:53:00 – Legacy, leadership and what Jake wants to leave behind
00:57:00 – Why money alone won't build a successful or fulfilling business
KEY TAKEAWAY
There isn't one single blueprint for building a great pool business.
Jake and Stuart's story shows what can happen when you respect the foundation that was built before you while still being willing to challenge old ways of doing things.
Whether you're running a pool service route, building pools, operating a retail store, selling online, or trying to grow into multiple revenue streams, the lesson is the same:
Know your customer. Build great people. Tell your story. Use the data. And never stop looking for ways to make the business better.
For second and third-generation pool professionals, there's another important message: respect the people who paved the way, but don't be afraid to bring new ideas to the table. Come prepared with the data, the plan, and the willingness to put in the work.
And ultimately, build something that's bigger than you.
THANK YOU TO OUR VISIONARY PARTNERS
The Pool Nation Podcast is made possible by the companies that continue to invest in pool pros and the future of the swimming pool industry.
Thank you to:
SPPABlueRay XLAquaStar Pool ProductsNatural ChemistryRaypakHeritage Pool SupplyHayward Pool ProductsEncore BrandsPoolside TechPoolBrainNidec / U.S. MotorsOnCore Filtration
Thank you for continuing to support Pool Nation and our mission to help pool professionals grow their businesses, strengthen their teams, and elevate the industry.
If you're a pool service professional, pool builder, pool retailer, business owner, or anyone looking to grow in the swimming pool industry, this is an episode you don't want to miss.
🎧 Listen now, subscribe to the Pool Nation Podcast, and share this episode with another pool pro.
Master the Business. Perfect the Craft.

Episode # 314 Pool Nation Podcast. What if one pool deck job could put $10,000 in profit into your business in less than three days?
In this episode of the Pool Nation Podcast, Edgar De Jesus and John “JJ Flawless” sit down with Jeff Morrow Jr. of Encore Brands and The Cool Pool Deck Coating to uncover one of the biggest overlooked revenue opportunities in the swimming pool industry: pool deck renovation.
Pool service professionals walk through backyards every single day looking at pumps, filters, heaters, automation, water chemistry, and repairs. But what if one of the most profitable opportunities is something you're already walking across?
Jeff explains how pool service companies can add pool deck resurfacing and renovation without becoming a full-scale construction company, buying expensive grinding equipment, or building an entirely new crew.
The opportunity is simple: generate more revenue from customers you already have.
Instead of adding more pool accounts, more trucks, more technicians, and more overhead, pool professionals can identify the right existing customers and offer a high-margin service that solves a real homeowner problem.
Jeff shares how the Cool Pool Deck Coating was developed as a cement-based coating system that can be installed using standard brushes and rollers. He explains the difference between traditional knockdown pool deck systems, ordinary concrete paint, and a system designed specifically for pool deck environments.
You'll also hear the incredible story of a 9,000-square-foot HOA pool deck project Jeff completed while his business was still struggling. Without his own crew or specialized equipment, he hired local help, completed the project in four days, and walked away with a $36,000 check.
Today, Jeff teaches pool professionals how to recognize these same opportunities in their own businesses.
In this episode, you'll learn:
• Why pool deck renovation may be one of the most overlooked profit opportunities for pool service companies
• How to generate more revenue from customers you already have
• Why you don't necessarily need specialized equipment or a large construction crew
• The difference between traditional knockdown coatings, ordinary paint, and cement-based pool deck coatings
• How Jeff turned a 9,000-square-foot HOA project into a $36,000 job
• How a pool deck project can potentially generate thousands of dollars in profit in just a few days
• How to identify the “cherry” pool decks that may be ideal renovation opportunities
• The warning signs that should make you walk away from a pool deck project
• How to check bare concrete for efflorescence and potential moisture issues
• Why older knockdown pool decks can represent a major resurfacing opportunity
• How pool professionals can become the project manager instead of doing every part of the job themselves
• The simple three-step process: Clean It. Coat It. Seal It.
• How custom colors can completely transform a customer's backyard
• Why commercial pools, HOAs, hotels, resorts, and residential pools can all represent opportunities
• How adding just two or three pool deck projects per year could dramatically impact your company's profitability
If you're a pool service professional, pool repair company, pool builder, pool contractor, swimming pool technician, or pool business owner looking for ways to increase revenue, improve margins, and grow without simply adding more weekly service accounts, this episode is for you.
The next opportunity for your pool company may not be inside the equipment room.
It may be the surface you're walking across every single day.
⏱️ EPISODE TIMESTAMPS
00:00 Welcome to the Pool Nation Podcast01:00 The opportunity hiding in your existing pool customers03:00 Special midweek episode with Jeff Morrow Jr.07:00 Pool Nation announcements and what's coming next09:00 Upcoming Pool Nation and Hayward training14:00 Meet Jeff Morrow Jr. and Encore Coatings17:00 Starting a business during the recession19:00 The challenge of introducing a new product to contractors21:00 How YouTube and online sales changed the business23:00 Why Encore moved from wood decks to pool decks25:00 The “turbocharger” opportunity for pool service companies28:00 Why pool pros often avoid pool deck renovations31:00 Why John changed his mind about pool deck coatings35:00 What makes the Cool Pool Deck Coating different from paint37:00 The cement-based technology behind the coating38:00 When pool pros should walk away from a deck39:00 Growing revenue without adding more pool accounts41:00 How to learn more about the Cool Pool Deck Coating43:00 Sponsor break48:00 Pool deck heat and the commercial market opportunity50:00 Testing the coating at a major resort51:00 The incredible barefoot pool deck reaction53:00 How the heat-reduction technology works54:00 Custom colors and matching a homeowner's backyard57:00 The pool deck job that changed Jeff's financial situation58:00 Taking on a 9,000-square-foot HOA pool deck1:00:00 Completing the job in four days and collecting $36,0001:01:00 How to subcontract the work and become the project manager1:02:00 The economics behind a $10,000-profit pool deck job1:03:00 How the same HOA deck held up years later1:05:00 The “Knockdown Dilemma”1:08:00 Millions of aging pool decks and a massive opportunity1:09:00 The picture-perfect profitable pool deck1:10:00 How to identify the best pool decks on your existing route1:11:00 Red flags pool professionals need to recognize1:12:00 Efflorescence and concrete problems explained1:13:00 How to test a pool deck for moisture issues1:16:00 The three-step system: Clean It, Coat It, Seal It1:17:00 Tools and installation process1:18:00 Measuring pool decks remotely and estimating materials1:20:00 Sponsor break1:25:00 Why pool deck renovation can be a high-margin add-on1:27:00 Contractor pricing and potential margins1:29:00 Start getting your share of pool deck renovation revenue1:30:00 John's message to pool service professionals1:32:00 Pool Nation proposes a real-world hands-on pool deck class1:34:00 Commercial pool renovation season and final thoughts1:35:00 Closing
THANK YOU TO OUR VISIONARY PARTNERS
The Pool Nation Podcast is made possible by the incredible companies that continue to support Pool Nation and the swimming pool industry:
SPPABlueRay XLAquaStar Pool ProductsNatural ChemistryRaypakOnCore FiltrationHeritage Pool SupplyHayward Pool ProductsPoolside TechPool BrainNidec / U.S. MotorsThe Cool Pool Deck Coating / Encore Brands
Thank you to every one of our partners for investing in the education, growth, and success of pool professionals.
ABOUT POOL NATION
Pool Nation is dedicated to helping swimming pool professionals Master the Business and Perfect the Craft.
From pool service and repair to water chemistry, construction, leadership, business growth, profitability, training, and the latest pool industry products and technology, Pool Nation is committed to elevating the swimming pool industry and helping pool pros build stronger, more profitable businesses.
Subscribe to the Pool Nation Podcast and share this episode with another pool professional who needs to stop leaving money in the backyard.

Is your pool service business making money this summer, or is the summer running your business?
In Episode #313 of the Pool Nation Podcast, Edgar and John "JJ Flawless" break down the 5 mid-season checks every pool professional should be making right now to protect their customers, employees, equipment, routes, and most importantly, their profits.
August is one of the toughest months in the swimming pool industry. Water temperatures are climbing, chlorine demand is increasing, equipment is working harder, technicians are battling extreme heat, customers are using their pools more, and chemical, fuel, labor, and operating costs can quietly destroy your margins.
This episode is a mid-season business checkup for pool service companies.
Edgar and John break down five critical areas:
• Water & Chemistry → Why the chemistry strategy that worked in May may not work in August, how higher water temperatures accelerate demand, and why pool pros have to stay ahead of problems instead of reacting to them.
• Pool Equipment & Filtration → Pumps, filters, salt systems, automation, plumbing, seals, circulation, and other equipment are under maximum stress during the summer. Learn what you should be watching before a small issue becomes an emergency call.
• Route Efficiency → Driving all over town costs more than time. Poor route density, unnecessary drive time, fuel costs, and inefficient scheduling can quietly destroy the profitability of your pool route.
• Your Team → Your technicians are dealing with the same summer heat and pressure you are. Edgar and John discuss workload, heat, burnout, employee retention, leadership, and why taking care of your team becomes even more important during peak season.
• The Profit Check → The check almost nobody wants to do. Are your pools actually profitable? Increased chemical usage, overtime, fuel, callbacks, filter neglect, equipment issues, and extra service time can turn what looks like a profitable account into a pool that is quietly costing you money every week.
They also dive deep into one of the most overlooked parts of summer pool maintenance: filtration.
Putting off filter cleanings doesn't just create water problems. It can lead to increased chemical consumption, algae, callbacks, unhappy customers, longer service stops, lost filter-cleaning revenue, employee frustration, and ultimately lost customers.
John shares a real-world example of how his company has prioritized filter cleanings during peak season and how properly maintaining filtration can create additional revenue while making the route easier to manage.
The bigger lesson?
Summer exposes the weaknesses in your pool service business.
Your systems.Your pricing.Your routes.Your equipment.Your leadership.Your customer service.And your profitability.
If you own or operate a pool service company, pool cleaning business, pool repair company, pool maintenance route, or swimming pool business, this episode will help you identify the problems that could be costing you money before the season is over.
Edgar and John also share a personal Pool Nation update as Zac "The Pool Boy" Nicholas steps away from Pool Nation to focus on the continued growth of The Pool Boys, his family, employees, and business. The guys reflect on Zac's contribution to Pool Nation and why sometimes business growth requires making difficult decisions and focusing on the opportunity directly in front of you.
Plus, Pool Nation gives an update on upcoming industry training and a major announcement coming August 14 at 4:00 PM Central Time.
TIMESTAMPS
00:00 → Welcome to the Pool Nation Podcast01:00 → The 5 Mid-Season Checks Every Pool Pro Should Make02:00 → Surviving Extreme Summer Heat05:00 → Pool Nation's August 14 Major Announcement06:00 → Pool Nation Women's Summit & Upcoming Events07:00 → Upcoming Hands-On Pool Industry Training11:00 → A Personal Update About Zac "The Pool Boy" Nicholas16:00 → The Pool Nation Mission Moving Forward17:00 → Is Your Business Running You This Summer?20:00 → Protecting Pool Technicians During Extreme Heat22:00 → Growth, Experience & Surviving Peak Pool Season23:00 → Why Summer Is the Best Time to Grow Your Pool Route27:00 → The 5-Part Mid-Season Pool Business Checkup30:00 → The Profit Check Every Pool Company Needs to Make33:00 → What August Heat Does to Pool Water Chemistry36:00 → Why Summer Pool Chemistry Is Harder38:00 → Sponsor Break43:00 → Summer Pool Equipment Problems46:00 → Circulation, Pumps & Equipment Stress47:00 → Why Filter Cleaning Matters More in Summer49:00 → The Expensive Mistake Pool Pros Make With Filters52:00 → How Filter Neglect Costs Your Pool Business Money54:00 → The Hidden Revenue Opportunity in Filter Cleaning57:00 → Sponsor Break1:02:00 → Mid-Season Checkup Recap & What's Coming Next1:03:00 → The August 14 Pool Nation Announcement1:04:00 → Final Thoughts1:06:00 → Closing
THANK YOU TO OUR VISIONARY PARTNERS
The Pool Nation Podcast would not be possible without the companies that continue to support Pool Nation, professional education, and the swimming pool industry.
Thank you to:
SPPABluRay XLAquaStar Pool ProductsNatural ChemistryRaypakHeritage Pool SupplyHayward Pool ProductsOnCore FiltrationPoolside TechPool BrainNidec / U.S. MotorsEncore Brands
Your continued support helps Pool Nation provide education, training, resources, events, and conversations designed to help pool professionals Master the Business and Perfect the Craft.
ABOUT THE POOL NATION PODCAST
The Pool Nation Podcast is built for swimming pool professionals who want to build better businesses, become stronger leaders, improve their technical knowledge, and become more profitable.
From pool service and repair, water chemistry, filtration, pumps, heaters, automation, and equipment to pricing, leadership, employees, route efficiency, customer retention, business growth, and profitability, Pool Nation is committed to helping pool pros build businesses and lives they are proud of.
It's all pool talk, and we ain't talking about netting and jetting or splashing and dashing.
We're talking about becoming a Nation of Pool Pros.
Master the Business. Perfect the Craft.

Episode # 312 of the Pool Nation Podcast. What if one simple conversation could increase your average ticket by 30-40%?
In this episode of the Pool Nation Podcast, Edgar De Jesus and John "JJ Flawless" sit down with Joe Garcia of Lyon Financial to break down one of the most overlooked opportunities in the swimming pool industry: financing.
Whether you're a pool builder, service company, repair technician, remodeler, or equipment installer, financing isn't just for new pool construction anymore.
Joe shares how successful pool companies are using financing to help homeowners upgrade pumps, filters, heaters, automation systems, sanitization equipment, complete equipment pads, backyard projects, outdoor living spaces, and much more.
The conversation goes far beyond loans. You'll learn how financing can increase customer trust, improve your closing percentage, raise your average invoice, and help homeowners invest in better equipment without putting unnecessary pressure on their budget.
The episode also dives into:
• The biggest financing myths in the pool industry
• Why every pool professional should offer financing
• The difference between secured and unsecured loans
• Questions every contractor should ask a financing partner
• Hidden fees and fine print many contractors never discuss
• Why acceptance rate matters more than approval rate
• How financing can increase equipment upgrades and overall profitability
Joe also shares his unique career journey from Verizon and Bank of America to entrepreneurship, running a successful formal wear business, and ultimately becoming one of the industry's leading educators in pool financing.
If you're looking to grow your pool business, increase average ticket size, improve customer experience, and sell more premium equipment, this is an episode you don't want to miss.
Topics Covered
Pool financing for service companies
Pool builder financing
Equipment pad upgrades
Variable speed pumps
Pool automation
Pool heaters
Heat pumps
Pool filters
Outdoor living financing
Sales training for pool companies
Growing a pool service business
Pool business marketing
Leadership
Customer communication
Homeowner financing
Lyon Financial
Episode Timeline
00:00 Welcome to the Pool Nation Podcast
02:00 Summer service stories and life in the field
11:45 Upcoming events
17:00 Hayward Training preview
24:00 Meet Joe Garcia
29:45 From Verizon and dark fiber to banking leadership
34:30 Entrepreneurship, leadership and the quinceañera business
44:00 Leadership vs. management
46:00 Sponsor Break
50:00 What Lyon Financial actually does
57:00 Financing beyond pool construction
1:00:00 Secured vs. unsecured financing explained
1:04:00 Hidden financing fees every contractor should understand
1:10:00 Why financing matters for pool service companies
1:15:00 How financing increases average ticket size
1:23:00 Final business lessons and closing thoughts
Sponsors
A huge thank you to our partners for supporting Pool Nation and helping us educate the swimming pool industry.
SPPA
BlueRay XL
AquaStar Pool Products
Natural Chemistry
Raypak
Heritage Pool Supply Group
Hayward Pool Products
Poolside Tech
Pool Brain
Nidec / US Motors
Encore Coatings
Pool Invoice
OnCore

Episode #311 Pool Nation Podcast What really makes one pool filter better than another?
In this episode of the Pool Nation Podcast, Edgar De Jesus and John "JJ Flawless" sit down with Rich Medina, Engineering Leader at OnCore Filtration, to take one of the deepest dives we've ever done into pool filtration.
Rich brings over 34 years of engineering and pool industry experience, sharing how cartridge filters are designed, how filtration media actually works, why point-bonded media outperforms traditional materials, and how proper filtration directly impacts water chemistry, customer satisfaction, equipment longevity, and profitability.
Whether you're a pool service company, builder, retailer, manufacturer, or simply want to better understand what separates premium filters from inexpensive alternatives, this episode is packed with practical knowledge that will immediately improve the way you think about water quality.
In this episode you'll learn:
• Why filtration is the foundation of crystal-clear water
• How cartridge filters actually work
• What "point bonded" filter media means
• Why cheap cartridge filters often fail
• Injection molded cores vs. PVC cores
• Why filter bands matter more than you think
• Proper cartridge cleaning techniques
• Common mistakes pool professionals make
• When filters should actually be replaced
• Why turnover rate may be more important than PSI
• How engineering decisions impact your customer's pool
If you've ever wondered why some pools stay crystal clear while others constantly struggle, this episode explains the science behind it.
Episode Timestamps
00:00 Welcome to the Pool Nation Podcast
01:00 Meet Rich Medina from OnCore Filtration
05:45 Rich's engineering background and military experience
12:00 How Rich entered the swimming pool industry
27:00 Building filtration technology through engineering
36:30 Why filtration is the foundation of water quality
44:00 How cartridge filtration actually works
50:00 Filter media explained: point bonded vs. flat bonded
59:45 Injection molded cores vs. PVC cores
1:07:00 Why filter bands matter
1:12:30 The correct way to clean cartridge filters
1:17:00 When should pool filters be replaced?
1:20:00 Creating a maintenance schedule that saves customers money
1:22:00 Why turnover rate matters more than pressure
1:25:00 Final thoughts and takeaways
Thank You to Our Visionary Partners
A huge thank you to the incredible companies helping us educate and elevate the swimming pool industry.
• SPPA
• Blue Ray XL
• AquaStar Pool Products
• Natural Chemistry
• Raypak
• Heritage Pool Supply
• Hayward Pool Products
• Encore Brands
• Poolside Tech
• Pool Brain
• Nidec / U.S. Motors
• OnCore Filtration
Your continued support allows Pool Nation to bring free education to pool professionals across the world.

Episode 310 Pool Nation Podcast
What does it take to build a pool company that lasts nearly six decades?
In this episode of the Pool Nation Podcast, Edgar De Jesus is joined by Ryan Morson from Hayward along with Ken and Sandy Barthman of Dunrite Pools, a second-generation family business that has been building swimming pools on Long Island for over 58 years.
From starting in the business as a teenager to now constructing more than 125 pools every year, Ken and Sandy share what it takes to build a lasting reputation, work together as husband and wife, and prepare the next generation to carry the company forward.
The conversation dives deep into the unique challenges of vinyl liner pools, high water table construction, dewatering systems, custom liner measurements, heat pumps, customer service, online reviews, company culture, and why reputation remains the most valuable asset any pool company can have.
Whether you're a pool builder, service professional, business owner, or simply passionate about the swimming pool industry, this episode is packed with practical lessons on leadership, craftsmanship, family business, and building a legacy that lasts.
In This Episode You'll Learn
• How Dunrite Pools has remained successful for over 58 years
• What it's really like running a pool company as husband and wife
• Building approximately 125 vinyl liner pools each year
• How dewatering works in high water table construction
• Why accurate liner measurements are critical
• Heat pumps vs. gas heaters in northern markets
• Preparing your business for multi-generational leadership
• Managing customer expectations and protecting your online reputation
• Why family businesses continue to thrive in the pool industry
• The importance of building trust one customer at a time
Timestamps
00:00 Introduction
02:00 Meet Ken & Sandy Barthman of Dunrite Pools
05:45 Pool construction on Long Island
08:45 Hayward's "Power of Us" initiative
10:00 How Ken & Sandy met and built a life together
15:00 The history of DunritePools
18:00 Dewatering explained
23:00 Building 125 vinyl liner pools every year
26:00 Heat pumps vs. gas heaters
30:00 Custom vinyl liner measurements
33:00 The complete vinyl liner installation process
40:00 Running a family business together
43:00 Building a multi-generation company
47:00 Protecting your reputation through customer service
49:00 Life outside the pool industry
52:00 Final thoughts and legacy
Thank You to Our Sponsors
A huge thank you to our visionary partners for helping us educate and elevate the swimming pool industry:
• SPPA
• BluRay XL
• AquaStar Pool Products
• Natural Chemistry
• Raypak
• Heritage Pool Supply
• Hayward Pool Products
• Poolside Tech
• Pool Brain
• Nidec / US Motors
• OnCore Filtration
• Encore Brands
Your continued support allows us to provide free education to pool professionals across the industry.
Subscribe
If you enjoyed this episode:
✔ Subscribe to Pool Nation
✔ Leave us a 5-star review
✔ Share this episode with another pool professional
✔ Join thousands of pool pros who are committed to mastering the business and perfecting the craft.

Episode # 309 of the Pool Nation Podcast - What does a true partnership between manufacturers and pool professionals actually look like?
In this episode of the Pool Nation Podcast, Edgar De Jesus, John "JJ Flawless," and Zac "The Pool Boy" Nicholas sit down with Todd Pieri of AquaStar Pool Products for one of the most honest conversations we've had about the future of the swimming pool industry.
From pricing strategies and manufacturer transparency to product innovation, warranties, and building trust with pool professionals, this episode dives into the issues that affect every builder, service company, retailer, and distributor.
Todd explains why AquaStar believes consistency matters more than promotions, why they reduced prices on multiple products in 2026 instead of raising them, and how listening to pool pros has driven some of their biggest product innovations.
The team also tackles one of the industry's hottest topics—constant manufacturer price increases—and discusses how those decisions impact builders, service companies, homeowners, and the long-term health of the pool industry.
If you're serious about growing your business, protecting your profits, and staying ahead of where our industry is headed, this is an episode you don't want to miss.
In This Episode You'll Learn:
• Why consistency builds stronger partnerships than rebates and promotions• AquaStar's philosophy on transparent pricing• Why AquaStar lowered prices on multiple products• How pool professionals directly influence new product development• The real cost of warranty programs—and a different way to handle them• How innovation can make service companies more profitable• Why "Run Your Freaking Pump" is more than just a slogan• What manufacturers can do to better support pool professionals• The future vision for AquaStar and the swimming pool industry
Episode Timestamps
00:00 – Welcome to the Pool Nation Podcast02:00 – Meet Todd Pieri from AquaStar Pool Products10:00 – The AquaStar story: From startup to industry leader14:00 – What real manufacturer partnerships should look like18:00 – How pool pros inspire AquaStar product innovation24:00 – The truth about pricing, inflation, and manufacturers34:00 – Why AquaStar reduced prices instead of increasing them41:00 – Why rebates don't always benefit pool professionals50:00 – Net pricing vs. rebate programs explained57:00 – Warranty philosophy and improving products through feedback1:07:00 – AquaStar's vision for becoming the "Pros' Pro Brand"1:16:00 – The "Run Your Freaking Pump" movement1:18:00 – Final thoughts and closing
Special Thanks To Our Visionary Partners
A huge thank you to our incredible Visionary Partners for helping us continue to educate, inspire, and elevate the swimming pool industry:
• The SPPA• BluRay XL• AquaStar Pool Products• Natural Chemistry• Raypak• Heritage Pool Supply Group• Hayward Pool Products• EnCore Brands• Poolside Tech – The Attendant• Pool Brain• Nidec / U.S. Motors• OnCore Filtration
Your support allows us to continue providing free education and resources to thousands of pool professionals around the world.
Subscribe & Connect
If you enjoyed this episode, please subscribe, leave a review, and share it with another pool professional.
For more education, events, certifications, and business training, visit Pool Nation and become part of the fastest-growing community in the swimming pool industry.
Master the Business. Perfect the Craft.

Episode 308 Pool Nation Podcast - What does it take to grow from a few referrals into a company with 50 employees, three locations, hundreds of service accounts, retail stores, remodels, and new construction?
In this special Hayward Spotlight episode of the Pool Nation Podcast, Edgar De Jesus is joined by Ryan Morson from Hayward and special guests Kyle and Stephanie Burns, owners of Emerald Custom Pools and Emerald Pool Care in Fort Worth, Texas.
Kyle shares how his career as a firefighter shaped the way he plans for the future, manages risk, builds systems, and prepares his company for challenges before they happen. Stephanie explains how disciplined financial management, detailed job costing, and accountability have helped them build a profitable business while raising four children together.
This conversation is packed with practical advice for pool builders, service companies, retailers, and anyone looking to build a stronger business in the swimming pool industry.
In this episode you'll learn:
• How Emerald Custom Pools grew from a home-based startup into a multi-division company.• Why forecasting and preparation create a competitive advantage.• The lessons learned from the Texas freeze and how planning paid off.• Why service, remodels and retail are becoming the future of the industry.• How to successfully run a family business as husband and wife.• The importance of hiring for character instead of experience.• Why company culture and training outperform talent alone.• The future of pool automation, affordable pool ownership, and industry growth.• How Emerald's Safe2Swim nonprofit is helping prevent childhood drownings.
Whether you're a pool builder, service professional, retailer, business owner, or industry leader, this episode is filled with real-world strategies you can immediately apply to your business.
Episode Timestamps
00:00 – Introduction & Meet Kyle and Stephanie Burns02:00 – Emerald Custom Pools' incredible growth story05:45 – Pool Nation Awards, Women's Summit & Hayward Training Hub announcements10:00 – From firefighter to pool company owner16:45 – Building multiple divisions and scaling a business21:00 – Lessons learned from the Texas freeze and preparing for the unexpected26:30 – Launching the service division and investing in training28:00 – The future of pool construction and affordable pool ownership31:00 – Sponsor Break36:00 – Hayward's "Power of Us" initiative41:30 – Running a successful husband-and-wife business44:00 – Job costing, profitability and accountability47:00 – Leadership lessons from managing family in business49:00 – Creating a wellness-focused retail experience52:00 – Why remodels are the future of the pool industry54:30 – Sponsor Break59:30 – Safe2Swim Foundation and drowning prevention1:03:00 – Advice for entrepreneurs entering the pool industry1:06:00 – Final thoughts
A huge thank you to our incredible Pool Nation partners for making this episode possible:
The SPPA • BluRay XL • AquaStar Pool Products • Natural Chemistry • Raypak • Heritage Pool Supply Group • Hayward Pool Products • EnCore Brands • Poolside Tech • Pool Brain • Nidec / US Motors • OnCore Filtration
Because of your continued commitment to education, innovation, and supporting pool professionals, we're able to continue delivering conversations that help elevate the swimming pool industry.
If you enjoyed this episode, be sure to subscribe, leave a review, and share it with another pool professional. Every share helps us continue our mission of improving the financial well-being of pool pros through education.
Pool Nation — Master the Business. Perfect the Craft.

How a Former SWAT Officer Built One of California's Most Successful Pool Companies | Featuring Obie Rodriguez
What happens when a 30-year law enforcement veteran and 15-year SWAT officer decides to build swimming pools instead of chasing criminals?
In episode # 307 of the Pool Nation Podcast, Edgar De Jesus and Ryan Morse from Hayward sit down with Obie Rodriguez, owner of Majestic Pool Construction, to share one of the most inspiring business stories in the swimming pool industry. After two frustrating experiences hiring pool contractors, Obie decided to learn the trade himself. He earned his contractor's license, built his own company from the ground up, and today completes more than 200 custom swimming pool and remodeling projects every year across multiple locations.
This conversation goes far beyond swimming pool construction. It's about leadership, building systems, growing a company, creating a culture that thrives without the owner, using social media to generate qualified leads, and believing in yourself enough to take the leap into entrepreneurship.
Whether you're a pool builder, pool service professional, swimming pool contractor, retailer, distributor, manufacturer, or business owner, this episode is packed with practical advice you can apply immediately to grow your business.
In This Episode:
• How two bad pool-building experiences changed Obie's life forever
• Transitioning from SWAT officer to successful pool builder
• Building a swimming pool company that completes more than 200 projects per year
• Creating business systems that allow your company to grow without you
• Leadership lessons from law enforcement that apply to every business
• Why delegation is one of the hardest skills for business owners
• Expanding into multiple locations
• Surviving COVID without sacrificing profits
• The social media strategy that doubled qualified leads
• Why transparency creates better customers
• The future of pool automation and smart technology
• Advice every entrepreneur needs to hear before starting a business
Episode Chapters
00:00 – Welcome to Pool Nation
01:30 – Meet Obie Rodriguez
04:00 – Family, RV life, and fishing stories
08:45 – Becoming a police officer at 19
10:00 – Fifteen years on SWAT
15:00 – Two terrible pool-building experiences that changed everything
18:00 – Learning the pool industry by working for free
20:00 – Building pools while serving as a police officer
22:30 – Retiring early and betting on himself
24:00 – COVID, supply shortages, and protecting profits
32:30 – Expanding to multiple locations
35:00 – Building systems that allow the business to run without you
41:00 – What today's pool buyers really want
46:00 – The social media strategy that doubled qualified leads
49:00 – Why transparency creates better customers
55:00 – Final advice for entrepreneurs
Special Thanks to Our Sponsors
Thank you to our incredible partners for helping Pool Nation educate, inspire, and elevate the swimming pool industry:
• OnCore Filtration
• Hayward Pool Products
• Heritage Pool Supply Group
• The SPPA
• BluRay XL
• AquaStar Pool Products
• Natural Chemistry
• Raypak
• Poolside Tech
Encore Brands
• Pool Brain
• Nidec / US Motors
The Pool Nation Podcast is the premier podcast for the swimming pool industry, delivering weekly conversations with the industry's top pool builders, service professionals, manufacturers, distributors, educators, and business leaders.
Master the Business. Perfect the Craft.
Subscribe today and join thousands of pool professionals who are growing stronger businesses through education, leadership, and community.

In Episode 306 of the Pool Nation Podcast - The Pool Nation Awards are officially back, and nominations are now open!
In this episode , Edgar and John "JJ Flawless" dive deep into the story behind the Pool Nation Awards, why recognizing pool professionals matters, and how these awards have become one of the most anticipated celebrations in the swimming pool industry.
The guys break down the 2026 award categories, discuss recent changes based on pool pro feedback, explain the nomination and voting process, and share what it takes to stand out as a nominee. They also reflect on the origins of the awards, the legacy of Bob Lowry, the importance of celebrating industry leaders while they're still with us, and why the Pool Nation community continues to elevate the swimming pool industry year after year.
Plus, Edgar and John tease a major industry announcement coming August 7 that they believe will be a game-changer for pool professionals nationwide.
Whether you're a pool service professional, builder, retailer, trainer, manufacturer, distributor, or industry leader, this episode is packed with insight, inspiration, and a reminder of why community matters.
👉 Nominate a deserving pool professional today.👉 Get involved in the Pool Nation Awards.👉 Celebrate the people who make our industry stronger every day.
Episode Timestamps
00:00 Welcome to the Pool Nation Podcast01:00 Today's Topics: Pool Nation Awards & Industry Announcement Tease02:00 Thanking Pool Nation Visionary Partners03:00 Baby Watch 2026 with JJ Flawless08:00 Women's Summit 2026 Update & Sold-Out Event12:00 August 7 Industry-Changing Announcement Teaser14:00 Why August 7 Could Change Pool Industry Education17:00 Hayward Training, Boot Camps & Upcoming Events18:00 Pool Nation Awards 2026 Overview20:00 New Award Categories & Industry Feedback23:00 Trailblazer, Trainer of the Year & Pool Guy/Girl of the Year Discussion24:00 How to Submit Nominations26:00 Voting Process & Important Dates27:00 The Story Behind the Pool Nation Awards29:00 Bob Lowry's Legacy & Lifetime Achievement Award32:00 Why Pool Nation Gives Pool Pros a Voice35:00 Celebrating the Service Industry & Aftermarket Professionals37:00 Sponsor Break43:00 Looking Back at the First Pool Nation Awards46:00 Growth of the Awards & Industry Support48:00 HASA After Party & Award Night Experience49:00 Favorite Award Categories & Why They Matter52:00 Why Pool Guy & Pool Girl of the Year Are Special55:00 The Brotherhood & Sisterhood of Pool Pros57:00 Sponsor Break01:01:00 New Orleans, PSP Expo & Pool Nation Awards 202601:02:00 $25,000 Pool Pro Challenge Updates01:05:00 More Prizes, Bigger Competition & What's Next01:06:00 Final Thoughts & August 7 Reminder01:08:00 Industry Talk: The Washington Memorial Pool Project01:10:00 Closing Remarks
Special Thanks to Our Sponsors
A huge thank you to our incredible Pool Nation partners and sponsors for supporting education, training, and the future of the swimming pool industry:
SPPA
BluRay XL
AquaStar Pool Products
Natural Chemistry
Raypak
Heritage Pool Supply Group
Hayward Pool Products
NCore Brands
Poolside Tech (The Attendant)
Pool Brain
Nidec / US Motors
OnCore Filtration
Thank you for helping Pool Nation fulfill its mission of helping pool professionals master the business and perfect the craft.