Opportunity Abounds

How 2024 PHTA Board of Directors member Ted Lawrence seized the opportunity to build the career of his dreams in the pool industry

Everyone in the pool industry has an origin story. For some, their start in the pool industry was as straightforward as growing up in a family-owned pool business. Others tend to come to the industry in unexpected ways, such as through a job they thought would be temporary or an opportunity they couldn’t pass up.

Ted Lawrence was introduced to the pool industry through a high school crush.

He liked a girl in his class, and when he found out her father owned a pool store, Lawrence applied for a summer job. While he didn’t “get the girl,” Lawrence gained an unexpected career he loves and a passion for an industry he can’t shake.

“At the time, I didn’t know I was entering a career path,” said Lawrence, who today serves as vice president of Pro Sales at BioLab, which is owned by KIK Consumer Products. “Now I feel indebted to the industry that has given me the opportunity to create a life I could only dream about.”

These feelings of gratitude have led Lawrence to give back to the industry and join the PHTA Board of Directors this year. “I hope to be one of those people the industry can look back on and say, ‘He left his mark for good.’”

Finding the opportunity

Lawrence continued to work at the pool store throughout college, but it took him time to realize the industry could offer a career.

“I thought it was just a means to make a living, but the pool business called to me,” he said. “I was really interested in chemistry, I love talking to people in this retail environment that’s so fun.”

After Lawrence graduated college in the mid-90s, he took a job with an accounting firm. However, it didn’t take long for Lawrence to miss the interaction and excitement of the pool store. He decided that before he could leave the career he went to school for, he needed to learn how big the industry was.

To do this, Lawrence attended the International Pool Show, an annual trade show that was taking place in New Orleans.

“I’d never been in New Orleans, never been on a plane, never been to a show,” said Lawrence.

“I hope to be one of those people the industry can look back on and say, ‘He left his mark for good.’”
- Ted Lawrence

His visit paid off. Within the first five minutes on the trade show floor, Lawrence could tell the pool industry offered plenty of opportunity.

“I was looking for the largest business at the show. At that time, there were none,” he said. “The chemical industry, which I’m involved in now, was so fragmented.”

To Lawrence, this was evidence that the industry had not fully “grown up yet” and was ready for younger minds to help the industry evolve. With that, he was all in. He quit his accounting job and returned to the pool industry.

Continuing opportunity

Over the past three decades, Lawrence has co-owned a retail store, managed distribution for a large retailer, and helped retailers nationwide develop their own businesses. Still, the pool and spa industry continues to live up to his expectations as one ready for further growth. He bases this assessment on three criteria.

1. Organic market growth.

The number of existing pools grows by 1-2% each year, according to Lawrence. “That’s number one. You have a growing base, not one that’s receding.”

2. Unlimited job opportunities.

Lawrence said there is a home for anyone in the pool industry. Retail, service, and construction offer plenty of opportunity. However, the types of jobs available in manufacturing go well beyond what some may expect. For example, BioLab employs engineers, scientists, accountants, and more.

3. Potential for consolidation.

Businesses in the retail, service, and construction spaces are just now beginning to consolidate. Family-owned small businesses that are not passed on to the next generation are being sold and merged with others. Private equity firms are also noticing the industry’s potential.

“I don’t know of another industry that performs like we do,” said Lawrence.

"To any young person coming in the business, there is room for you and plenty of opportunity."
- Ted Lawrence

Maximize revenue in retail

Lawrence has a passion for helping the retail space grow. In his 33 years in the pool and spa industry, he’s learned how to set up a retail store to keep customers coming back.

“The consumer shopping experience is constantly changing, and you must keep up with it,” said Lawrence. “There are tons of choices of where to shop today. The question you always have to ask is, ‘Why should the consumer buy from me?’”

Retailers can start by ensuring their showroom is optimized to make a good first impression, with good lighting and shelves fully and neatly stocked with merchandise. However, one factor Lawrence frequently sees overlooked is the friendliness of employees.

If you want to provide customers with exceptional service, friendliness is crucial, and “friendliness costs you nothing.”

Pool and spa retailers can join Lawrence on September 18 for a PHTA webinar, “Maximize Revenue in Retail with BioLab.” Lawrence will share more lessons, best practices, and product suggestions to help pool and spa retailers strengthen their showroom design and increase profit.

Click here to register for this free webinar.

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