Offseason, On Track

Revenue opportunities in the offseason really begin during the season, when pool companies plan with clients and lock in projects before pools close.

Once facilities are shut down, the focus shifts to major upgrades like coping and tile replacement, plaster work and other structural repairs.

Preventive and routine work is another strong driver — things like deck repairs, caulking, filter system improvements and other maintenance items best addressed outside of peak season. These projects keep crews engaged year-round and ensure clients open the following season with fewer surprises and more reliable facilities.

Improving operations, not just revenue

For Brian Bergeski, president of commercial aquatics at The Amenity Collective, and his team, the offseason is about more than adding a single new system or revenue stream. 

“Each year, we take the time to evaluate our processes, refine safety practices and look for ways to do things better,” he says. “Since 1998, our growth has been fueled by that mindset — continuously trying, implementing and adjusting so we can serve our clients more effectively year after year.”

Bergeski adds that the offseason is a strategic and critical time for them.

“Everything we do in this period is designed to ensure a smoother, safer season ahead for everyone,” he says.

Maximizing value for clients

Anita Minervino, president of Coastal Pure, also knows a thing or two about maximizing the slower months — to the ultimate benefit of her customers.

In the offseason, the company focuses on preventive maintenance, equipment upgrades and water quality improvements like copper-silver ionization and glass filtration.

“This not only generates revenue year-round but also helps clients save thousands in chemical costs once the season starts,” Minervino explains.

Ideally, planning for the offseason would begin at least six months in advance, she says, though Coastal Pure typically runs closer to two.

“Although I will say it’s best to secure revenue as the budgeting season starts,” she adds.

Minervino also notes the approach differs for indoor versus outdoor commercial pools. Outdoor pools are prepped for closing and renovation projects, while indoor pools need continuous care, making the offseason the best time for system upgrades without interrupting use.

When it comes to communicating the value of offseason services to commercial clients, she emphasizes long-term savings and convenience.

“Preventive maintenance and system upgrades now mean fewer headaches and lower costs when the pool opens,” she says.

Year-round contracts for steady cash flow 

Bundling offseason services into year-round contracts also works well, keeping revenue steady for companies like Coastal Pure and ensuring pools run efficiently all year.

Whitney Anderson, owner of Anderson Aquatic Solutions, agrees that spreading contracts over 12 months makes for steadier cash flow.

She notes that some pool companies stick with straight six-month contracts, while others spread them into equal payments year-round, much like how teachers structure their paychecks. It helps with bookkeeping, though it requires careful cash flow management.

Compliance and major projects

Anderson adds that compliance projects are another important offseason focus.

“Drain covers expire all the time, and being able to get a diver in to do that [is great],” Anderson says. “If we have to drain and replaster or paint or do any of these big projects, August is a great time to do that because our membership’s already dipping when everybody’s naturally transitioning from summer mode to fall mode.”

Plaster, tile work, painting and handrails are other projects that should be approved and scheduled before a pool shuts down — otherwise, boards tend to “mentally turn off” until spring, Anderson says.

Reporting and planning for success

Anderson also recommends companies develop an end-of-season report strategy. Her team sends a red-yellow-green report about three weeks before closing. Red flags show urgent safety or compliance issues, yellow highlights items to watch next year and green notes wish list projects. By the time the pool closes, approvals and budgets are already in place, and offseason work can start without delay.

Still, she acknowledges the reality that many pool companies are exhausted heading into the offseason.

“But unfortunately, the worst thing we can do is sit down and do nothing and then try to pick up the world again in March,” Anderson says. “[Ask yourself,] ‘What can I plan for? What can I do [to] not lose that momentum and opportunity?’ The companies that do that really excel.