APSP Quarterly - Winter 2008 - (Page 31)

“He turned the responsibility of success over to me,” recalls Johnson. “He challenged me to make it work. From that moment forward, I made a commitment to make sure that I was thinking about the store in ways that challenged conventional thinking.” Johnson looked at the merchandise offered by the previous store: basic chemicals, poolcleaners, tarps and a few toys, and realized that the existing product line was more of a hindrance than a help. “Most of the time, we had to talk our customers into waiting for their special orders,” she says. “That cost us sales.” Johnson decided that the new showroom would become a complete shopping place. She filled the new showroom with expanded existing lines, bringing in a sophisticated line of chemicals, equipment and toys. Within a few years, the showroom that had once looked so massive and empty was now too small, and over the next 10 years and four building additions Johnson expanded the building to a 15,000-square-foot showroom capable of displaying different brands of hot tubs, lines of patio furniture and barbecue equipment. The new facility included a 2,250-squarefoot showroom exclusively for hot tubs. Johnson retained a designer to handle the layout and lighting. She also hired a full time sales person to work the hot tub showroom. Result: Hot tub sales increased from 40 per year to more than 100. By 2000 Johnson had enough merchandising ideas to fi ll up an 8,000-square-foot second store in the neighboring town of Madison, Ala. Today, that store sells 30 to 40 hot tubs per year. In 1981, two people worked the small sales floor in the original store: Johnson herself and one employee. Today, Johnson manages 22 employees in two stores. “The business has evolved beyond a pool store,” she says. “Today, our strategy is to offer anything for your backyard. We’re a one-stop-shop for the backyard experience. The transformation of Johnson Pools & Spas had led Penny to collaborate with other professionals struggling with similar growing pains. “I became involved with a dynamic group of people focused on helping pool and spa retailers increase sales and improve the consumer experience,” explained Johnson. Through the development of the APSP (formerly NSPI) Retailers of Excellence program, the group identified the best practices shared by quality retailers and developed a process to recognize the industry’s top performers. “The experience not only helped my own business,” she says, “I also learned what can happen when people quit complaining and commit to making positive change.” Working with others to create dynamic change for the industry has been the hallmark of Penny’s involvement with APSP. Now serving as the organization’s Board of Directors chairman, she has led the implementation of the organization’s strategic plan; inspired the total involvement of the hot tub community; and pushed the evolution of a comprehensive education program to raise the professionalism of the industry. What has Johnson learned about leadership from the growth of her business and her involvement with APSP? “To succeed, you have to challenge yourself and those around you. Once others accept your challenge, there’s no limit to what you can accomplish together!” A Q The Professional Choice for Year-Round Pool Covers For professionals who demand the highest quality automatic safety covers for their pools, the Save-T® Automatic Pool Cover from Cover-Pools offers the most advanced technology on the market. ©2007 Cover-Pools Inc. • • Save up to 70% on heat, chemicals and water Convenient enough to use every day Freeform? Water feature? Rectangular? Vanishing edge? You’ll nd an option to complement whatever design you create. Want to know more about exclusive options from Cover-Pools? Visit our website, request a DVD or call for details about customized pool cover options for concrete, vinyl and berglass pools. THE ORIGINAL AUTOMATIC SAFETY POOL COVER SEE RED, MAKE GREEN. The Save-T® 3 “big RED” automatic pool cover, exclusively from Cover-Pools. www.coverpools.com 1-800-447-2838 348935_Cover.indd 1 W INTE R 2008 | 31 9/27/07 12:43:14 AM http://www.coverpools.com

Table of Contents Feed for the Digital Edition of APSP Quarterly - Winter 2008

APSP Quarterly - Winter 2008 Contents President's Message Guest Editorial APSP Annual Report Hot Tub Council Initiative to Speak with One Voice Suction Safety Challenging the Process Industry Update Keeping Pace: Staying on the Cutting Edge With Lifelong Learning APSP News & Resources Advertisers' Index

APSP Quarterly - Winter 2008

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