The Future Belongs to the Well-structured Pipeline
Before we dive into this issue, I want to acknowledge some major milestones happening in our industry this year.
From Inquiry to Install
In the spa industry, a strong sales process isn’t optional — it’s everything. What happens before the final payment makes or breaks the sale. Retailers who actively listen, ask thoughtful questions and exceed delivery expectations will earn the sale while building a flourishing reputation.
The Sales Postmortem
In the spa industry, not every “almost” becomes a sale.
You thought you had the customer. The conversations were strong. The rapport was there. And then, … silence. Or worse, they bought from someone else.
Lead the Way
Lead magnets can generate sales, especially when they provide value to the customer.
From Walk-in to Warm Lead
You likely already know two key things about customers who walk into your showroom: They’ve researched spas online, and they’re ready to see, feel and maybe even test one in person. That level of buy-in gives your team an opportunity to close sales today and build a pipeline for tomorrow.
Pulse Check
Before you chase new leads, do a pulse check on your cold ones. “We treat ‘cold’ as inactive — not dead — and maintain systems to reengage them,” says.
Come to Life: The 50-Year Story of Caldera Spas
Fifty years is a rare milestone in any consumer industry. In the hot tub business, it’s almost unheard of. Caldera Spas reaches that mark in 2026 — still distinct, still growing and still recognizable to the dealers who have built their businesses around it for decades.
Joe King
In the ’70s, hot tubs were more of a curiosity than an industry. In the fall of 1978, Joe King was in southern England, studying business marketing management and trying to imagine a future that didn’t automatically lead to his family’s company in Minnesota.
MasterSpas: The Return of Xtreme
MasterSpas has revived a popular feature from its early 2000s lineup — this time with updated engineering and controls.
Core Covers: Beyond the Bi-fold
Customers typically replace a spa cover three to five times over the life of the unit, making durability, efficiency and serviceability critical. With its new rolling spa cover, Core Covers aims to address all three.
The Subtle Sell
Sometimes a hot tub is … just a hot tub. You’ll gladly ring up the sale. Often, however, the spa becomes the centerpiece of a backyard living space and the starting point for complementary products that complete the experience.
The Signature Display
Very few customers walk into a hot tub store expecting to be impressed by the displays, which gives store owners a powerful opportunity to surprise them and make the space memorable.