In this episode, host Dalton Pence, territory sales manager for Mast Sales Group, welcomes Christine Schaeffer, President of Unicel, a company with decades of expertise in aftermarket replacement filters. Christine shares her unique perspective as someone born into the pool industry and now carrying on her family’s legacy of innovation and quality manufacturing. Together, Dalton and Christine dive into the evolution of cartridge filters, common misconceptions around filtration, and practical ways to extend filter life. From the early innovations in synthetic media with DuPont to modern maintenance best practices, Christine highlights how understanding the whole pool ecosystem—not just the filter—leads to better performance and fewer frustrations for service techs and homeowners alike. If you’ve ever wondered why filters fail, how water chemistry impacts longevity, or what simple practices make the biggest difference, this episode is packed with insights every pool professional and homeowner can apply. Key Moments 01:36 Christine’s entrance into the pool industry and family legacy 03:20 The origins of cartridge filter innovation 06:15 Balancing durability, efficiency, and cleanability in filtration media 09:20 Why the filter isn’t always the problem—it’s often water chemistry 11:30 What to expect when installing a new cartridge element 14:00 Common issues: backward plumbing and sealing problems 17:05 Best practices for cleaning cartridges (and what not to do) 19:56 How to maximize cartridge lifespan through consistency and chemistry 23:52 Final takeaway: the power of education across the industry Follow Christine Schaeffer LinkedIn: https://www.linkedin.com/in/christine-schaeffer-4ab419158 Website: https://www.unicelfilters.com/ Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
In this episode of The Mast Podcast, host Dalton Pence sits down with Jeremy Owens, CEO of Blue Square Manufacturing, to explore the future of pool equipment innovation. They discuss Jeremy's unique journey from Navy pilot to industry leader and delve into how Blue Square is revolutionizing pool lighting and cleaning systems. With insights on technological advancements, the impact of tariffs, and the role of private equity in the pool industry, this conversation highlights the importance of adaptability and innovation for businesses. Jeremy emphasizes Blue Square's commitment to partnership and problem-solving, aiming to ease the installation and servicing processes for pool professionals. Tune in for valuable insights that could reshape your approach to the evolving pool equipment landscape.
In this episode of Mast Sales, host Dan Bakotic sits down with Skip Ast III from Shasta Pools—an iconic, family-run business shaping Arizona’s pool industry since 1966. Skip walks us through Shasta’s rich history, sharing how his grandfather and great-uncle combined their complementary skills in sales and construction to lay the foundation for one of the country’s most elite pool builders. But it’s not all about history—this conversation dives deep into the challenges and opportunities that come with scaling a family business in the modern age. Skip unpacks how Shasta Pools balances its close-knit, family atmosphere with the realities of high-volume operations, emphasizing the importance of hiring for character over technical expertise, documenting processes, and embracing innovation—even when it means rethinking systems that have worked for decades. From candid lessons learned during the pandemic to the tools and strategies they've used to adapt and thrive, Skip offers invaluable insights for business owners looking to grow without losing their core values. If you’re curious about maximizing efficiency, vetting potential clients, or navigating the journey from small family shop to industry leader, you won’t want to miss this episode! Key Moments 04:13 "2024 Pool Industry Downturn" 08:23 Pandemic's Impact: Rethinking Processes 10:11 Pandemic's Lessons in Accountability 13:03 "Shifting Consumer Trends and Challenges" 16:38 "Affordable, Inclusive Pool Company" 20:12 Business Expansion Tips & Efficiency 24:41 "Team Alignment and Efficiency" 27:15 "Life's Nonlinear Journey" Follow Skip Ast III LinkedIn: https://www.linkedin.com/in/skip-ast-iii-38860144/ Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
Dive into this sizzling episode of The Mast Podcast, where I, Dalton Pence, explore the world of outdoor grilling with Chuck Nitschke, the national director of sales at The Outdoor Plus. In "Entertaining Outside: Everything Pool Dealers Should Know About Grills," Chuck shares his expertise on incorporating grills into backyard designs, highlighting the rising trend of outdoor kitchens and the importance of quality materials like 304 stainless steel. We discuss the versatility of grills, including the growing popularity of griddles and Argentinean grills, and how they enhance outdoor entertaining. Whether you're a seasoned pool dealer or a homeowner looking to elevate your backyard, this episode offers valuable insights into making grilling a central part of your outdoor oasis. Tune in to learn how to turn your backyard into a culinary paradise.
In this episode of Mast Sales, Dalton and Chuck dive into the world of fire and water features, exploring how these elements can transform ordinary backyards into unforgettable outdoor living spaces. Chuck shares his journey from e-commerce to becoming a leading expert in outdoor fire features, offering valuable advice for pool builders, landscapers, and dealers looking to expand their offerings and boost revenue. Together, Dalton and Chuck uncover the most common challenges, essential considerations, and the endless possibilities of customization on the job site. Whether you’re a seasoned professional or just starting to explore backyard enhancements, this episode is packed with practical tips, troubleshooting strategies, and a look into the latest trends that are shaping the industry. Tune in and get inspired to take your outdoor projects to the next level! Key Moments 06:22 Evolving Trends in Outdoor Design 09:44 Choosing Fire Pit Flame Style 12:30 Natural Gas vs. Propane Comparison 14:36 Coordinating Pool Equipment Installation 20:31 Dream Pools: Unlimited Creative Freedom 22:09 Boost Sales with Fire Features 24:25 "Backyard Trends: Grills & Features" Follow Chuck Nitschke LinkedIn:https://www.linkedin.com/in/chuck-nitschke-5aa40957 Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
In this week’s episode, host Dalton Pence sits down with Creig Prince, co-owner of 360 Custom Pools and R and R Pool Service, for an inside look at what it takes to thrive in the ever-evolving pool industry. Creig shares his unconventional journey from the fitness world to becoming a staple in the East Texas pool business, touches on industry trends from freeform to contemporary straight-line pool designs and explains why saltwater systems are losing ground in certain markets. Dalton and Creig discuss the crucial importance of transparency around budgeting for major home projects, the shift toward creating luxurious outdoor experiences, and design decisions like coping, hardscaping, tanning ledges, and even the rising popularity of turf in poolscapes. Creig also gives practical advice on the service side, highlighting common mistakes maintenance teams make and why attention to detail matters. Whether you’re a builder, service provider, or homeowner dreaming of your backyard oasis, you’ll find actionable insights and real-world tips in this candid conversation. Key Moments 00:00 Staying Power in the Pool Industry 03:43 Swimming Pool Design Trends Shift 09:07 3D Software Challenges in Construction 11:43 Budget: The Ultimate Hurdle 16:50 Tanning Ledges: To Keep or Not? 19:36 Avoid Pool Maintenance Autopilot 22:19 Homeowner Budgeting Insight Follow Creig Prince Website: https://360custompools.com/ LinkedIn: https://www.linkedin.com/in/creig-prince-9a167822 Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
In this episode of The Mast Podcast, I sit down with Jay Tucker, owner of Swim World Pools in Tennessee, to explore the dynamic balance between tradition, technology, and family in the pool business. Jay shares the fascinating history of his family-run business, which started in 1968, and how it has evolved over the decades. We discuss the significant technological advancements in the industry, from automation to design tools, and how these innovations have transformed customer experiences. Jay also emphasizes the importance of education over sales, ensuring customers make informed decisions about their pool investments. Additionally, we touch on the challenges of competing with big-box retailers and how Swim World Pools has adapted by offering an online store and innovative customer service solutions. Join us for an insightful conversation on maintaining legacy while embracing change in the pool industry.
In this episode, host Dalton Pence sits down with John Versfelt, owner of SouthernWind Pools in Texas—a standout leader in the pool design and construction industry since 1983. Dalton and John dive into SouthernWind’s journey from humble beginnings cleaning apartment complex pools, to becoming a top 50 pool builder known for its attention to detail, transparency, and award-winning backyard transformations. John shares why building authentic relationships with clients, setting clear expectations, and embracing both innovation and tradition have been crucial for the company’s longevity. The conversation highlights practical advice on differentiating your business, the power of team culture, and how ongoing learning and adaptability are key in navigating an ever-evolving industry. Whether you’re a pool professional or an entrepreneur looking for inspiration, this episode is packed with insights and actionable advice from a proven industry leader. Tune in to learn how exceeding expectations—without exceeding budgets—remains at the heart of SouthernWind’s philosophy, and why placing people first is a timeless business strategy. Key Moments 00:00 "Taking the Leap" 03:13 "John's Award-Winning Insights" 09:00 Texas Pool Market Dynamics 12:36 "10 Reasons for Southern Wind Pools" 14:00 Educated Customers Are Ideal Clients 20:15 Prioritize Team Over Numbers 21:53 Key Takeaway: Apply Expert Advice Follow John Versfelt Website: https://www.southernwindpools.com/ LinkedIn: https://www.linkedin.com/in/john-versfelt-494369a Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
In this episode of the Mast Sales Podcast, host Dalton Pence sits down with a dynamic trio of rising stars from the WAVE Young Professionals Network: Allen Jerabeck, Melanie Brzozowski, and Alex Jacobs. Together, they dive into the changing tides of the pool and spa industry, discussing what it means to be a young professional in a space traditionally led by an older generation. The panel explores topics ranging from embracing technology and certifications, to navigating adversity, redefining leadership, and laying out a blueprint for succession planning and industry transformation. With a shared passion for progress and a commitment to lifting others up, these industry leaders bring both energy and insight into how the next generation can—and will—reshape the future. Whether you're a seasoned professional or a newcomer looking to make waves, this conversation offers actionable advice, real-world experiences, and plenty of motivation to keep swimming forward. Key Moments: 00:02 – Meet the guests: Allen, Alex & Melanie from the WAVE Network. 01:24 – Allen on leading WAVE and supporting young pros. 02:09 – Alex’s journey from MLB scouting to pool sales. 03:07 – Melanie on mentorship, leadership, and winning Young Pro of the Year. 04:30 – What is WAVE and how to get involved. 07:41 – Why certifications and training matter. 09:24 – Shifting the stigma around trade careers. 13:14 – Allen on finding community and purpose in the industry. 15:25 – The succession gap—and how young leaders can step up. 19:10 – Tech adoption and why it's changing everything. 22:10 – AI, automation, and smarter service tools. 32:25 – Real stories of overcoming early-career adversity. 40:56 – What the next-gen looks for in an employer. 44:27 – Why collaboration beats competition. 45:56 – Final takeaways: grow, lead, and trust the process. 48:20 – Melanie’s message to women in the pool industry. Connect with Melanie Brzozowski LinkedIn: https://www.linkedin.com/in/melanie-brzozowski-09218795/ Website: https://www.aspools.com/ Connect with Alex Jacobs LinkedIn: https://www.linkedin.com/in/jacobsalexander/ Website: https://www.heritagepoolsupplygroup.com/en/ Connect with Allen Jerabeck LinkedIn: https://www.linkedin.com/in/allen-j-6372983b/ Website: https://byrdmoreton.com/ Follow Mast Sales: Host LinkedIn: https://www.linkedin.com/in/dalton-pence-40a371143/ Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://www.linkedin.com/company/mastsalesgroup/ Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe to the Mast Sales Podcast, leave a review, and share this episode with anyone who loves innovation and inspiration. As always, remember: a rising tide raises all ships.
Welcome to this week’s episode of The Mast Sales Group Podcast! I’m your host, Dalton Pence, the territory sales manager for Kentucky, Indianapolis to Southern Indiana, and Southern Ohio. Today, we’re joined by Chris Oswald, the founder and CEO of ProBuilt Pool and Patio, a highly respected pool and outdoor living company based in Kansas City, Missouri. In this episode, Chris shares his journey from starting in construction in 1988 to building a thriving business specializing in fiberglass pools, patios, and outdoor living spaces. He discusses the transition from small-scale operations to large-scale pool installations, the secrets to efficient project management, and how his team went from installing pools in a month to completing them in just three days. Chris also talks about the importance of business transparency, valuing your expertise, and building long-term relationships with customers. He emphasizes why contractors should focus on selling their value rather than bidding for work and how this mindset shift has helped him scale his business successfully. Key Moments: 00:00 Starting in Construction & Business Evolution 05:04 The Secret to Scaling Large-Scale Pool Installations 07:20 Managing High-Volume Efficiency & Workforce Retention 10:23 Spillover Spas vs. Standalone Hot Tubs 14:55 Designing the Ultimate Backyard Experience 19:29 The Biggest Mistakes in Business Expansion 22:25 Why Contractors Should Sell, Not Bid Follow Chris Oswald Website: https://probuiltpatio.com LinkedIn: https://www.linkedin.com/in/probuilt-pool-and-patio-7830a051/ Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe and stay tuned for more expert conversations!
Welcome to this episode of the Mast Sales Group podcast, where Dalton Pence, our host and territory sales manager, sits down with Chris Curcio, the president of Litehouse Pools and Spas. With over 40 years in the business, Chris shares invaluable insights from his journey, growing Litehouse from a single franchise to a 15-location powerhouse. This episode dives into the intricacies of managing multiple locations, the importance of delegation, and fostering a company culture that values employee appreciation. Chris also explores the dynamics of competition against big-box retailers, emphasizing the unique advantages that specialty retail offers, such as superior customer service and product knowledge. Whether you're a seasoned retail professional or just starting out, Chris's expert advice on leadership, efficiency, and maintaining a thriving business culture will provide you with actionable takeaways to elevate your business in the pool and outdoor living industry. Tune in and discover how a rising tide truly raises all ships. Key Moments 05:27 Always Accessible to Employees 09:52 Expanding Retail Footprint Hesitancy 12:07 Hiring Priorities in Pool Industry 15:54 "Enhancing Retail Through Expertise" 18:07 Overcoming 2025 Business Challenges 22:09 Hiring for Culture Fit 24:00 Encouraging Specialization in Workplaces Connect with Chris Curcio LinkedIn: https://www.linkedin.com/in/chriscurcio/ Website: https://litehouse.com/ Follow Mast Sales: Host LinkedIn: https://www.linkedin.com/in/dalton-pence-40a371143/ Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://www.linkedin.com/company/mastsalesgroup/ Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe to the Mast Sales Podcast, leave a review, and share this episode with anyone who loves innovation and inspiration. As always, remember: a rising tide raises all ships.
Welcome to this week’s episode of The Mast Sales Group podcast! I’m your host, Dalton Pence, the territory sales manager for Kentucky, Indianapolis to Southern Indiana, and Southern Ohio. Today, we’re joined by Scott Wheeler, the president of Pools Plus, a hugely successful pool company based out of Grand Rapids, Michigan. In this episode, Scott shares his journey from aspiring high school history teacher to leading Pools Plus, a company now celebrating its 60th year in business. He'll delve into how he strategically expanded the business from a single location to multiple stores, the importance of focusing on core profitable offerings, and the decision-making processes behind choosing new locations. Scott also discusses the challenges of competing with big box stores and online giants like Amazon, the importance of stellar customer service in retaining business, and unique employee appreciation tactics that foster a strong team culture. Key Moments: 00:00 Adapting Business Strategies Post-COVID 05:47 Expanding Business in New Areas 07:02 "Challenges in Managing Multiple Locations" 10:44 Managing Store Expansion Headaches 15:55 Profit Over Revenue Mindset 19:04 Customer Focused Service Wins 20:25 "The Future of Retail" 23:21 Michigan Winters: Inspiration & Insights Follow Scott Wheeler Website: https://poolsplusmi.com/scott-wheeler/ Linkedin: https://www.linkedin.com/in/scott-wheeler-9385192a/ Follow Mast Sales: Host LinkedIn: https://mastsalesgroup.com Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry.
In this episode, we shift our focus to an often-overlooked aspect of the pool industry—service. With nearly four decades of experience, Matthew dives into everything from the evolution of pool maintenance to practical advice for businesses looking to expand their service divisions. Starting his career at 17, hustling to pay bills, Matthew has grown CPC Pools from five openings to servicing over 22,000 pools. He shares the importance of having a solid plan, the value of follow-up, and how innovations like his invention, the VAC Daddy, have revolutionized the industry. For those thinking about pivoting to or growing their service operations, Matthew sheds light on why service can be a reliable revenue stream, especially during economic fluctuations. We also tackle listener questions, providing expert insights into common mistakes and how to maintain consistent water quality. Join us for invaluable lessons from a true industry veteran. Remember, a rising tide raises all ships. Let’s elevate yours on this week's episode of the Mast Sales Group podcast! Key Moments 06:04 Vac Daddy: Game-Changing Invention 09:00 Pool Cleaning: Quality vs. Speed 13:33 Word-of-Mouth's Lasting Impact 14:34 Commitment in Pool Business Strategy 18:57 Community Referrals Over Ads 21:17 Chlorinator Issues with 2-Inch Lines Connect with Matthew D’Aguanno LinkedIn: https://www.linkedin.com/in/matthew-d-aguanno-070769142/ Website: www.thevacdaddy.com
Dive into this week's episode of The Mast Podcast, where I, Dalton Fence, explore the intricacies of pool water chemistry with Eric Knight, VP of Orenda/HASA. As we navigate the evolving landscape of eco-friendly pool maintenance, Eric sheds light on the growing awareness among homeowners and pool professionals about the importance of understanding water chemistry. We discuss the traditional versus innovative approaches to maintaining balanced and safe pool water, emphasizing the role of physics and natural laws. Eric shares insights on common challenges like chlorine retention and offers practical advice for both retail and service sectors. Whether you're a pool owner or a business professional, this episode is packed with valuable information to help you master the art of pool water chemistry. Tune in for an enlightening conversation that could transform how you approach pool maintenance.
In this episode of The Mast Podcast, I sit down with Jim Pollard from Environmental Pools to explore his innovative strategies for employee retention and service excellence. Jim shares insights into how his company, a leading Gunnite pool builder in New England, manages to scale operations without compromising quality. We delve into the importance of hiring and training, emphasizing the value of looking outside the traditional pool industry for talent. Jim also discusses how Environmental Pools invests in its employees' well-being through competitive pay, bonuses, and unique perks like mental health days and life skills training. Tune in to discover how these practices not only enhance employee satisfaction but also ensure top-notch service for their exquisite clientele. Key Moments: [03:43]: Scaling service operations with 26 trucks and 35 field workers. [09:16]: Building trust and retaining employees through servant leadership. [12:31]: Launching life skills programs, from financial literacy to mental health support. [16:06]: Boosting morale with bonuses, events, and recognition programs. [18:18]: Hiring from outside the industry to bring fresh perspectives and strong customer focus. Connect with Jim Pollard LinkedIn: https://www.linkedin.com/in/jim-pollard-551bb5192 Website: https://environmentalpools.com/ Follow Mast Sales: Host LinkedIn: https://www.linkedin.com/in/dalton-pence-40a371143/ Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe to the Mast Sales Podcast, leave a review, and share this episode with anyone who loves innovation and inspiration. As always, remember: a rising tide raises all ships.
Welcome to this week’s episode of the Mast Sales Podcast! Host Dalton Pence, territory manager for Kentucky, Southern Indiana, and Southern Ohio, the art of outdoor living with Mike Peterson, President of Sunco Pools in Northern Illinois. From his humble beginnings building a family pool as a child to becoming a leader in the pool industry, Mike shares decades of wisdom on creating stunning backyard experiences beyond the water. In this engaging conversation, Mike reveals how Sunco Pools embraces cutting-edge 3D design and technology to bring client’s visions to life while maintaining a strong focus on trust and craftsmanship. He also emphasizes the importance of finding your "secret sauce"—the unique value that sets your business apart—and staying laser-focused to achieve success. Whether incorporating fire features, automation, or turning a simple pool into a full-fledged backyard resort, Mike’s philosophy revolves around creating lasting memories for families. Perfect for pool builders, industry professionals, and homeowners looking for inspiration, this episode is full of actionable insights, industry trends, and a bit of humor. Key Moments: [01:57] – Mike’s start in the pool industry: From a childhood project to Sunco Pools. [04:33] – Finding your niche: Why every business needs its “secret sauce.” [06:30] – How 3D design technology revolutionizes the sales process. [10:50] – Building trust first: Why Sunco Pools holds off on design work until clients commit. [13:41] – Transforming backyards into resorts: Elevating the outdoor living experience. [17:11] – Why automation and fire features are non-negotiables for modern pools. [21:58] – The white-glove difference: Elevating the ownership experience with trusted partners. Connect with Mike Peterson: Website: https://www.suncopools.com Follow Mast Sales: Host LinkedIn: https://www.linkedin.com/in/dalton-pence-40a371143/ Company LinkedIn: https://www.linkedin.com/company/mastsalesgroup/ Podcast Website: https://mastsalesgroup.com Enjoyed this episode? Don’t miss an opportunity to gain insights from the brightest minds in the pool and outdoor living industry. Subscribe to the Mast Sales Podcast, leave a review, and share this episode with anyone who loves innovation and inspiration. As always, remember: a rising tide raises all ships.