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The Solo Operator's Playbook

How to service a pool, stock the truck,
and price it to actually make money.

The complete starter playbook for solo pool operators. The routine, the gear, and the pricing model that gets you out of survival mode — built from years on real routes in Southwest Florida.

Part One

How to service a pool.

The routine, the readings, and the chemistry that goes into every single visit. Get this right and the rest of the business gets easier.

01 — The Service Routine

What a real weekly visit looks like.

This is the standard checklist every pool gets, every week. Skip steps and you'll have angry customers and dirty water within 30 days.

1

Test the water

Always test first. Every adjustment that follows depends on it.

2

Scrub the tile

Tile line first while you're already on the pole.

3

Vacuum if needed

Open pools weekly. Screened pools as needed — usually biweekly.

4

Brush walls & floor

Loosens debris and prevents algae from setting in corners.

5

Net the surface

Catches what brushing kicks up. Floor too if there's heavy debris.

6

Empty skimmer baskets

Always. Every visit. No exceptions.

7

Empty pump basket

Check it visually even if it looks clean from above.

8

Inspect equipment

Pressure, flow, leaks, weird noises. Catch problems early.

9

Clean the filter monthly

Cartridges every 30–45 days, D.E. every 6 months, sand every 5 years.

10

Clean salt cells every 90–120 days

Adjust based on scaling and water chemistry.

11

Dose the pool last

Run the system for at least 4 hours after to fully circulate.

02 — Target Readings

The numbers every pool should hit.

Memorize these. These are the targets you're chasing on every test, every week. Anything outside these ranges needs adjustment.

Chlorine
2 – 4
ppm
pH
7.4 – 7.6
range
Calcium
200 – 400
ppm
Alkalinity
80 – 120
ppm
CYA
30 – 50
ppm
Phosphates
< 100
ppb
Salt
3000 – 3200
ppm
03 — Chemicals

What each chemical actually does.

Most chemicals you'll source through commercial distributors (see below) — buying in bulk is the only way the math works. Use this as your reference for what to use and when.

Sanitizers
Liquid Chlorine
Raises chlorine levels. Your daily driver for sanitation.
Trichlor
Used to treat algae or shock pools. Powerful and acidic.
CalHypo
Alternative to liquid chlorine — also raises calcium hardness.
3" Tabs
Slow-release chlorine. Increases CYA and lowers pH over time.
Balancers
Muriatic Acid
Lowers pH. Handle with serious respect — fumes and burns.
Sodium Bicarbonate
Raises alkalinity. Same stuff as baking soda, just in bulk.
Calcium
Raises calcium hardness in soft water.
Cyanuric Acid (Stabilizer)
Protects chlorine from UV degradation in outdoor pools.
Specialty Treatments
Tile Soap
Mixed with one capful of muriatic acid to form a paste for the tile sponge. Tough Tile or Pool Boy.
Ascorbic / Citric Acid
Removes metal stains from plaster.
Phosphate Remover
Strips phosphates that feed algae and reduce sanitizer efficiency.
Enzymes
Breaks down body oils, lotions, and other organic load.
Stocked at Amazon
CULator 4.0
Drops in the skimmer to bind metals. Cheap insurance against staining.
Shop
Part Two

What you need to do the work.

The gear, the chemicals to stock, the storage to carry it, and the software to run the back end. Buy once, buy right.

04 — Tools & Equipment

The gear you carry in the truck.

Organized by category. Buy once, buy right. The cheap version of any of these costs more in the long run.

A —

Testing

If you can't test it, you can't fix it. A real test kit beats strips every time.

Essential
Professional Test Kit
Liquid reagent kit. The foundation of every water chemistry decision you'll make.
Shop
Phosphate Test Strips
Test kits don't typically read phosphates — these fill the gap.
Shop
Salt Pen
Way faster than test strips for salt readings on chlorinator pools.
Shop
B —

Poles

Your pole takes more abuse than anything else on the truck. Get the lifetime warranty if you can.

Recommended
Lifetime Warranty Pole
Pays for itself the first time it cracks and you don't have to buy another.
Shop
Budget Pole
Solid backup option or starter pole if you're just getting started.
Shop
C —

Brushes & Nets

Two pole attachments you'll touch every single visit. Skimping here shows up in your work.

Net & Skimmer Combo
For surface debris and scooping the floor. Get a deep bag — you'll thank yourself.
Shop
Pool Brush
For walls and floor. Standard nylon for plaster pools.
Shop
Tile Brush
Stiffer bristle specifically for the waterline. Keep it separate from your pool brush.
Shop
D —

Vacuuming

A system vacuum is faster and gives a better clean than dragging a remora. Both have a place.

Primary
System Vacuum Head
Connects to your pool's filtration system. Fast, thorough, and proven.
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Vacuum Hose
Get a length that fits the deepest pool on your route — usually 30–35 ft.
Shop
Leaf Catcher
Inline trap so you don't blow leaves straight into the pump basket.
Shop
Hammerhead Remora
Optional — battery vac for spot work. Skip if you're using a system vac.
Shop
E —

Equipment & Maintenance

The small stuff that saves a service call. Keep these in the truck at all times.

Pumice Stones
For calcium scaling on tile. Used wet, gently.
Shop
10ft Hose (Backwash Only)
Used strictly for backwashing filters and rinsing equipment. Never fill customer pools — water level is the homeowner's responsibility and filling is a liability you don't want.
Shop
Spray Nozzle
Pairs with the hose for rinsing. Pick a metal one, plastic ones crack.
Shop
Salt Cell Stand
For acid washing salt cells without making a mess.
Shop
Union Pliers
For breaking down filters, salt cells, and pump unions without slipping.
Shop
Magic Lube (O-Ring Lube)
Keep O-rings sealed and supple. One tub lasts a long time.
Shop
Smart Scoop Measuring Cup
For accurate dosing of granular chemicals. Stops the guesswork.
Shop
1 Gallon Sprayer
For citric acid treatments, salt cell rinses, and other spot applications.
Shop
Tool Caddy
Optional — a 5-gallon bucket works just as well. Up to you.
Shop
05 — Initial Stock-Up

What to buy on day one.

This is your starter stock — enough to fully service a small route and handle most situations that come up in the first few weeks. Bulk volumes from your distributor, specialty items where they make sense.

Source these from a commercial distributor — Gormans, SCP, or Heritage. Retail pricing on these volumes will destroy your margin. Open a commercial account before your first stock-up run.
4 – 6 jugs

Liquid Chlorine

Your daily driver. Enough to handle a starter route plus a few unexpected dose-ups in the first weeks.

Gormans · SCP · Heritage
1 case

Muriatic Acid

For lowering pH on every route. A case lasts a while and you don't want to run out mid-week.

Gormans · SCP · Heritage
2 bags

Salt

For salt chlorinator pools. Two bags covers initial top-offs across multiple customers.

Gormans · SCP · Heritage
50 lb bag

Calcium

For raising calcium hardness in soft water. One 50lb bag covers a small route comfortably.

Gormans · SCP · Heritage
50 lb bag

Sodium Bicarbonate

For raising alkalinity. You'll go through this one fast — bulk is the only way.

Gormans · SCP · Heritage
50 lb bag

Cyanuric Acid (CYA)

Stabilizer for outdoor pools. Protects chlorine from UV burn-off — essential in Florida sun.

Gormans · SCP · Heritage
10 lb bucket

3" Chlorine Tabs

Slow-release tabs for floaters and chlorinators. A 10lb bucket gets you through the first month or two.

Gormans · SCP · Heritage
1 bottle

Tile Soap

Tough Tile or Pool Boy. Mix with one capful of muriatic acid until it forms a paste, then apply to the tile sponge for waterline cleaning. One bottle lasts a long time.

Distributor or pool supply
1 small bottle

Orenda Phosphate Remover

For knocking down phosphates that feed algae. A small bottle is plenty — a little goes a long way.

Distributor or pool supply
06 — Storage

How you carry chemicals matters.

Buying chlorine and granular chems in bulk only works if you have a way to safely transport and store them.

Chlorine Jug Coffin

~$200 · Gormans or SCP

Holds your jugs upright in the truck bed. Contains spills, prevents tipping, and protects the truck. Non-negotiable for serious operators.

Tank Depot

Chlorine Jugs

~$5/jug · Gormans or SCP

Stock at least 10 reusable jugs. Distributors fill them in bulk for a fraction of retail per gallon.

5 Gallon Buckets w/ Lids

For bicarb · calcium · stabilizer

Screw-top lids keep granular chemicals dry and contained in transit. Buy a few colors to keep your chems organized at a glance.

Uline
07 — Software & Systems

The stack that runs the business.

Routes, billing, leads, customer comms, website. The right tools here are what separate a real operation from a guy with a truck.

Skimmer

Routes, billing, chemical tracking, customer reports. The industry standard for service businesses.

Get Skimmer

Brevo

Lead management, email automation, customer pipelines. Powers the nurture sequences that turn leads into members.

Dial Pad

Business phone system with separate business number, voicemail, and call routing.

Hostinger

Affordable WordPress hosting with one-click setup. Solid for getting your first business site live.

Get Hostinger

WordPress

The site itself. Free, customizable, and the most flexible platform for service businesses.

08 — Distributors

Where to buy chemicals at cost.

Retail prices on chemicals will eat your margin. Open a commercial account at one of these and buy in bulk.

Gorman Company
SCP (Superior Commercial Pool)
Heritage
Third Section
Part Three

How to price it & actually make money.

Most pool guys are broke because of one decision: the pricing model. Here's the membership + chemicals model that gets you out of the truck — and a calculator to run your own numbers.

09 — Service Plans

Our service tiers, explained.

An example of pricing tiers that actually work in the field. Two tracks: Membership + Chemicals — the model that makes money — and All-Inclusive — for customers who want one flat number, priced high enough to absorb chemical risk. Pick a plan and pool size to see how we structure ours.

Pool Type
Pool Size
Membership + Chemicals
Screened pool · 9,000 – 20,000 gal
The pricing model that actually makes you money.
$150
/month + chemicals
Chemicals billed separately at cost. You only pay for what your pool actually uses.
What's Included
  • Weekly visits
  • Full water testing
  • Brushing & netting
  • Skimmer & pump basket
  • Tile scrubbing
  • Equipment inspection
  • Filter cleaning (rotational)
  • Salt cell cleaning (rotational)
10 — Pricing Calculator

Run your own numbers.

The all-inclusive model is a death trap. The membership + chemicals model is what gets you out of the truck. Adjust the inputs below to see the math on your own route.

The setup: You're running a route of pools. The old way bundled chemicals into one flat rate, which meant you absorbed the variable cost. The new way charges a clean membership fee and passes chemicals through at cost (with a small margin to cover software). Same revenue per customer, completely different bottom line.

Your Numbers

Drag the sliders. The math updates live.

Route Size & Pricing
70
51
$140
$150
$25
Operating Costs (Monthly)
$4,500
$1,350
$508
The Bottom Line
Switching models adds $29,400 to your bottom line every year.
Old Model
$20,304
annual profit
New Model
$49,704
annual profit
Difference
+$29,400
per year
All-Inclusive Trap
Chemicals bundled. You absorb the variance.
Service revenue$9,800
Chemical cost (absorbed)−$1,750
Tech labor−$4,500
Truck costs−$1,350
Overhead−$508
Monthly Profit
$1,692
Margin · 17%
Membership + Chems
Chemicals pass through. Margin is yours.
Membership revenue$10,500
Chemicals (pass-through)$0
Tech labor−$4,500
Truck costs−$1,350
Overhead−$508
Monthly Profit
$4,142
Margin · 39%
What you actually earn per stop
70 pools · 51 visits/yr · 3,570 stops/yr
Old Model
$5.69
profit / stop
New Model
$13.92
profit / stop
Difference
+$8.23
per stop
What this means: Hitting 30%+ margins is what lets you actually run a business — pay yourself, hire help, market for growth, cover a real workspace. Below that, you're not building a business. You're buying yourself a job. The old model traps you on the truck for six trucks before you can step off. The new model gets you off by truck #2.
The Whole Playbook →

This is the free version.

The full course goes deeper — the routes, the systems, the marketing funnels, and every script we use to run Black Flag Pools as a profitable solo operation. Coming soon.