Breaking Into Repairs & High-Margin Services: Expert Advice from the Skimmer Webinar
The path from pool service to profitable repairs and specialties is wide open—and the timing couldn’t be better. That was the key message from Skimmer’s recent webinar, Breaking Into Profitable Pool Repairs and High-Margin Services, hosted by Niki Acosta with Eric Knight Executive Director at Watershape University, Jarred Morgan, VP of Pro & Ancillary Products at Orenda/HASA, and Joe Shiraz, Skimmer’s Director of Product Marketing.
Together, they shared strategies for identifying new revenue streams, pricing confidently, overcoming objections, and leveraging Skimmer’s latest tools to grow smarter.
Keep reading for a quick overview, or watch the full webinar on demand now.
The opportunity to expand from pool service into repairs
The conversation opened with the data. According to Skimmer’s most recent State of Pool Service Survey,
- 55% of pros said they’re adding repairs to their offerings, and
- 42% said they’re exploring renovations.
That’s no coincidence. With the average residential pool in the U.S. now around 22 years old, equipment, finishes, and plumbing are hitting the point where they need major work.
“When we asked about gross profits, service ranged between 15% and 40%. Repairs? Most landed between 30% and 60%,” Niki shared.
This shift is huge for service companies. Weekly maintenance creates predictable cash flow, but repairs, startups, inspections, and renovations expand margins. The real growth comes when you find the balance between both.
From routine service to skilled specialization
Eric Knight’s message was simple: the pool industry rewards pros who specialize.
Homeowners are savvier than ever. AI and online tutorials have made it easy for them to attempt DIY fixes. But while anyone can Google how to change a pool light, very few can properly diagnose a complex automation issue or handle the electrical and hydraulic nuances of equipment replacement.
“If you’re offering a canned service, you’re a commodity,” Eric said. “The only thing that differentiates you at that point is price.”
According to Eric, becoming a specialist starts with mindset. He encouraged pros to shift from technician to strategist by focusing on building repeatable systems and investing in skills that can’t be automated or outsourced.
Here’s what that looks like in practice:
- Systemize everything. Standardize truck setups, checklists, and procedures so every tech operates consistently.
- Create a brand promise. Your product isn’t just clean pools—it’s reliable communication, consistent quality, and professional presentation.
- Protect your time. Use software like Skimmer to automate admin work so you can focus on strategic growth instead of daily logistics.
Finding and owning your niche
Specialization doesn’t happen overnight. It takes curiosity, persistence, and a willingness to invest in new skills. But the return can completely transform a business.
Eric shared examples of pros who carved out lucrative niches:
- Tile craftsmanship: Jeff Hampe started as a pool service tech and now installs luxury glass tile pools nationwide. His path began with identifying a gap (very few local tile specialists) and committing to mastering the skills to fill that gap.
- Startups and water balance: Joe Mischuk, Skimmer’s very first customer, used to clean 70 pools per week. After focusing on startup services for high-end builders, he cut his workload, tripled his average revenue, and became a trusted partner in his market.
- High-end plumbing: J-Max Plumbing evolved from standard equipment swaps to precision plumbing on multimillion-dollar backyards. Their technical expertise now commands premium pricing and loyal contractors.
“Learn a new skill, find what’s missing in your market, and devote yourself to attaining mastery,” Eric said.
Packaging and selling your services
Your offering is only as strong as how you present it. Many pros leave money on the table because they sell tasks instead of outcomes. Niki encouraged attendees to think strategically about packaging and positioning their services for maximum impact.
Ideas that work:
- Short-term rental service plans tailored for property managers or Airbnb hosts who need fast response times and high reliability.
- Tiered packages (good/better/best) that let customers self-select based on price and priority.
- Concierge-level add-ons like pre-party prep, deck washing, or post-storm cleanups for clients who value convenience.
“When you package and present services the right way, you’ll find demand,” Niki said.
Eric pointed to pool inspections as one of the most underused opportunities. Every home with a pool eventually changes hands, and real estate agents constantly need reliable professionals to evaluate them.
Pricing with confidence
Jarred spent time breaking down what “smart pricing” actually looks like in the real world. His approach combines clear math with strong communication.
1. Know your overhead.
Track your fixed costs (rent, insurance, salaried labor) and variable costs (fuel, parts, advertising). Once you know your true cost per job, you can price repairs for sustainable profit.
2. Factor in the details.
Every coupling, PVC elbow, or fitting adds up. Jarred estimates an average of $65 in miscellaneous materials per heater install—and those costs need to be reflected in pricing.
3. Communicate value.
When customers compare your prices to Amazon, show them the difference between buying a pump and getting a professional installation backed by warranty, compliance, and service.
“Communication is key,” Jarred said. “Set expectations up front, or you’ll own it later.”
He also reminded pros that they’re not selling parts—they’re selling safety, reliability, and accountability. That’s why pricing transparency builds trust instead of pushback.
New Tools to Win Bigger Jobs
Joe and Niki shared two major product announcements that make it easier for pool pros to scale into more complex work.
Consumer financing (aka “buy now, pay later)
Launching later this year, Skimmer’s consumer financing option lets homeowners pay for repairs or upgrades in installments, while pros get paid in full right away. The financing partner carries the risk, and approvals happen instantly.
This gives pros a huge edge when customers hesitate on big-ticket repairs. Instead of discounting, you can offer flexible payment options that close the deal.
Quotes and Jobs
The new Quotes and Jobs workflows simplify everything from bid to billing:
- Send professional digital quotes with photos, videos, and manufacturer PDFs
- Collect deposits right from the quote
- Manage multi-day projects under one umbrella job
- Automatically convert to invoices and track deposits through completion
For pros tackling startups, remodels, or major equipment installs, it’s a game-changer.
A shifting market, a growing opportunity
As Eric closed out the session, he offered a reality check: new pool construction is down more than 50% year over year, but that means service and renovation demand are climbing.
“If you put in the effort to focus and find what your market needs, you’ll make more money this year than you ever have.”
Resources to help you expand your service offering
- [Watershape University] Education vacation registration
- [Watershape University] Upcoming live events
- [Watershape University] Certifications pathway
- [Skimmer] Watch the full webinar on demand
