Pool Pro Playbook
How to Sell the Solar Shield & Make $35 Per Install
Everything you need: pricing, word-for-word pitches, objection handling, and the math behind every dollar.
You already service the equipment. You already see the sun damage. Now you can fix it in 60 seconds, charge $50–$75, and hand the customer a product that saves them $700. Here's exactly how to do it.
The Problem You Already Know About
If you service pools in Florida, Texas, Arizona, or anywhere the sun doesn't quit, you've seen it — Jandy TruClear controller panels cracking, fading, and failing from UV exposure. The plastic housing wasn't designed for years of direct sunlight, and when it goes, the homeowner is looking at a $700+ replacement bill just for the controller.
Most pool owners have no idea this is happening until it's too late. The damage is gradual — a little fading here, a hairline crack there — and then one day the panel stops responding entirely. By then, it's a full replacement job.
That's where you come in.
What the Solar Shield Is (And Why Customers Love It)
The BlackFlag Solar Shield is a precision-fit cover made from ASA (Acrylonitrile Styrene Acrylate) — the same UV-resistant material used in automotive exterior parts. It snaps over the TruClear controller panel and blocks the UV radiation that causes degradation.
Key Selling Points
Material: ASA plastic — UV and heat resistant, won't yellow or crack in direct sun.
Install: 3M adhesive backing. Clean, prep with the included alcohol pad, apply the adhesion promoter, and press on. Done in 60 seconds. No tools, no drilling, no damage.
Fit: Designed specifically for the Jandy TruClear controller. Not a generic cover — it's precision-modeled for a clean, factory look.
Included: Every unit ships with an alcohol prep pad and 3M adhesion promoter pad. Everything your tech needs is in the box.
Your Pricing & What You Make
Here's the math at every wholesale tier. Your cost goes down as you buy more, and your profit per install stays strong whether you charge $50 or $75.
| You Buy | Your Cost | Charge $50 | Charge $75 |
|---|---|---|---|
| 10-pack | $40/unit | $10 profit | $35 profit |
| 50-pack | $35/unit | $15 profit | $40 profit |
| 100-pack | $32/unit | $18 profit | $43 profit |
The Real Numbers
A 10-pack at the $75 install price puts $350 in your pocket. A 50-pack is $2,000 in profit. And every install takes about 60 seconds — this is the easiest upsell in your truck.
We recommend $75 installed as your standard price. At $75, the customer is still saving over $625 compared to the cost of replacing a failed controller. That's an easy yes. Some pros are doing $50 installed — that works too, especially if you're using it as a door-opener to build trust with new customers. Either way, you're profitable.
How to Pitch It: Word-for-Word Scripts
You don't need to be a salesperson. You just need to point at the controller and tell the truth. Here are three proven approaches depending on the situation.
The Routine Service Visit
This is your highest-volume opportunity. You're already there, you're already looking at the equipment.
"Hey, I wanted to show you something real quick. See how your Jandy controller panel is starting to fade here? That's UV damage. If that keeps going, the whole panel fails and it's about $700 to replace."
"I've got a UV shield I can put on right now — takes me about a minute. It's $75 and it'll protect that controller for years. Want me to go ahead and put it on?"
The New Customer / Inspection
You're assessing their equipment for the first time. This positions you as the pro who catches things other companies miss.
"So everything looks good overall, but I do want to flag one thing — your Jandy TruClear controller is fully exposed to the sun. These panels are known for cracking and failing from UV damage, and when that happens, you're looking at a $700+ replacement."
"I carry a UV solar shield that fits right over the panel. It takes about a minute to install and it'll prevent that whole issue. It's $75 — I can take care of it right now if you want."
The Soft Sell (Text or Email After Visit)
For customers who prefer to think about it, or for batching installs across a route day.
"Hi [name], just a heads-up from my visit today — your Jandy TruClear controller panel is taking a lot of direct sun. Over time, UV exposure cracks the housing and causes the panel to fail completely. Replacement runs about $700+."
"I have a UV solar shield designed for the TruClear that prevents this. It's $75 installed and takes about a minute. I can add it on my next visit if you're interested — just let me know!"
Handling Objections
Most customers say yes immediately when they hear the $700 replacement number. But here's how to handle the occasional pushback.
"$75 seems like a lot for a cover."
"I get it — but think of it this way. The controller it's protecting costs over $700 to replace, and sun damage is the number one reason these fail. $75 now saves you from a $700 problem later. It's basically insurance for your controller."
"Can't I just buy one online?"
"You can — it retails for about $50 plus shipping online, and you'd need to install it yourself. I include the installation at $75 and make sure it's done right with the proper surface prep. Plus if anything ever comes up with it, you've got me right here."
"I'll think about it."
"Totally fine. Just keep an eye on that panel — once it starts cracking, the damage happens fast. I carry them in my truck so I can always put one on next visit. I just want to make sure you know about it before it becomes a $700 problem."
"My controller looks fine, I don't think I need one."
"That's the tricky part — it looks fine until it doesn't. The UV damage is happening even when you can't see it yet. This is one of those things where it's way cheaper to prevent than to fix. Totally your call, but I'd rather mention it now than get a call about a dead controller in six months."
Installation Tips for Your Techs
This is as simple as it gets, but doing it right matters for adhesion longevity.
- Clean the surface. Use the included alcohol prep pad to wipe down the area where the shield will sit. Remove any dirt, dust, or pool chemical residue. Let it dry for 10 seconds.
- Apply the adhesion promoter. Open the included 3M adhesion promoter pad and wipe it across the same surface. This is what makes the 3M tape bond permanently. Let it get tacky — about 30 seconds.
- Peel and press. Remove the 3M tape backing from the Solar Shield and press it firmly onto the controller panel. Hold pressure for 15–20 seconds. Done.
- Let it cure. Tell the customer to leave it alone for 24 hours for full bond strength. It's functional immediately, but the adhesive reaches full hold after a day.
Pro Tip
Don't skip the adhesion promoter pad. It's included in every box for a reason — it's what makes the 3M tape bond to textured plastic surfaces. Without it, you risk the shield loosening over time, especially in high-heat environments. With it, the bond is essentially permanent.
How to Work This Into Your Route
The beauty of this product is that it doesn't require a separate trip. Keep a few in your truck and it becomes a natural add-on during any service visit where you spot a Jandy TruClear.
Strategy 1: Upsell on Every TruClear You Service
Make it part of your equipment checklist. Every time you see an unprotected TruClear controller, mention it. Even if only 1 in 3 say yes, that's $35 in your pocket for 60 seconds of work — over and over again, route after route.
Strategy 2: Batch Installs on a Route Day
Text or email your customers who have TruClear systems before your next route day. Something like: "I'm going to be in your area Thursday. I have UV shields for the Jandy controller — $75 installed, takes about a minute. Want me to add it to your stop?" Stack 5–10 installs in a day and you've added $175–$350 in profit with almost no extra time.
Strategy 3: New Customer Closer
When you're quoting a new customer for weekly service, throw in the Solar Shield as a first-visit bonus. "I'll install a UV shield on your controller when I come out for my first visit — no extra charge." It costs you $32–$40 but you just won a recurring monthly customer. The lifetime value of that account far exceeds the cost of one cover.
Quick Reference Card
- Retail price (online) $49.99 + shipping
- Your cost (10-pack) $40/unit
- Your cost (50-pack) $35/unit
- Your cost (100-pack) $32/unit
- Recommended install price $75
- Install time ~60 seconds
- Controller replacement cost $700+
- Customer savings $625+
Ready to Start Selling?
Grab a 10-pack and try it on your next route. You'll see how easy the pitch is when the numbers do the talking.
Order Wholesale Download Sell Sheet
