Turn Old Models Into New Sales: 10 Strategies to Move Year-End Inventory

As fall hits and Q4 races to the finish, one question looms:

What’s your plan to clear out this year’s inventory before the new models land?

Those remaining models from earlier in the year don’t have to hold you back. They can set you up for a strong finish. With the right strategy, old inventory becomes the key to new sales and strengthening cash flow before the year ends. These strategies will turn aging inventory into opportunity, so you step into the new year ahead of the curve.

1. Organize your inventory list

You can’t sell what you can’t see.

Build a live “Move Now” inventory list and keep it updated daily. At minimum, it should include:

• Model and configuration (lounge vs. bench, jet count, 110v vs. 220v, etc.)
• Cost & current selling price
• Color combinations and included options (ozone, lights, sound)
• Days on hand and physical location (showroom or warehouse)
• Open order status
  

Set an “aged” threshold. Anything older joins the “Move Now” list and gets pushed to sales with urgency.

Pro Tip: Make it mobile-friendly, so a rep can pull it up in front of a shopper during a wet test.

2. Create an Obvious Value Gap

If your team already hyped up what’s new, last year’s models need a compelling reason to win.

• Stack bundled offers: free delivery upgrades, starter kits, water-care bundles, cover lifters.
• Timed promotions: “Order by Sunday, deliver by the 15th.”
• Use restrictions: “In-store only,” “limited colors,” “specific serials.”
• Show savings: “Save $1,700 vs. 2026 refresh – identical hydrotherapy.”
  

Timid discounts don’t move tubs. Create urgency and shorten the decision window with clear expiration dates. Remember, if they don’t sell, you’ll pay for them in storage costs and lost margin anyway.

3. Incentivize Your Sales Team Like It Matters

Your reps need more than reminders, they need motivation.

• Graduated spiffs: The older the serial, the bigger the spiff.
• Daily spotlight: Top 5 “must-move” units with cheat sheets and talk tracks.
• Micro-contests: First to sell three aged units gets a weekend getaway.
• Closing scripts: “Same performance,” “Immediate delivery,” “Save big,” “Soaking by Saturday.”
  

If your team believes the new models are the only story, the old inventory will wither. Flip that script!

4. Audit Your Open Order Report – Relentlessly

Use your Open Order Report regularly to identify tubs that are sold, but not delivered. Avoid being ghosted or canceled on upgraded models.

• Flag orders older than X days.
• Call customers proactively.
• Remove blockers (site delays, electrical, permits).
• Offer incentives: “Get it delivered this week, get a free accessory upgrade.”
  

Assign someone to own this report. If no one is driving fulfillment, you’ve accidentally become a free storage unit.

5. Assign Ownership and Make KPIs Public

“Everyone owns it” means no one owns it.

Appoint two leads:

• Inventory Champion: Oversees pricing, merchandising, aged-unit targets.
• Delivery Champion: Manages installs, delivery schedules, readiness blockers.

Post KPIs where your team sees them:

• Total aged units (by count and dollars)
• Average days on hand
• Open orders over 14 or 30 days
• Weekly deliveries completed
  

6. Bundle for Convenience, Not Just Price

Price gets attention. Convenience closes.

Sweeten the deal with risk-reducers that lower buyer friction:

• Priority delivery and install scheduling
• Free cover lifter + steps bundle
• Water-care starter kit + in-store water test credit
• Trade-in credits or haul-away service
• 0% promotional financing for aged models
  

These stackable perks make your aged inventory feel easier and smarter to buy than the new stuff.

7. Merchandise Like It Matters – In-Store and Online

Don’t tuck old inventory in the back. Make it shine. People won’t get excited about tubs that look forgotten.

In-store:

• “Clear the Year” zone with bold signage and floor cards
• Side-by-side comparison sheets: what’s the same, what’s different
• QR codes linking to serial-specific landing pages
• Testimonial signs near each model (especially for floor units)

Online:

• Dedicated “Last Year’s Models” page with live availability
• “Only 2 left” scarcity messaging (based on truth, not hype)
• Retargeting ads focused on instant delivery
  

8. Use Events That Actually Move Units

Promotions without a delivery plan is wasted effort. Structure your events to create urgency and move tubs.

• VIP Soak Nights: Invite past prospects for wet tests with after-hours exclusivity.
• Black Friday Playbook:
  • Publish teaser deals early
  • Pre-book showroom appointments
  • Use doorbusters with limited serials and firm rules
  • Guarantee delivery windows
• Trade-Up Weekend: Special credit and same-week delivery for customers replacing older spas.

Anchor every sale with confirmed delivery, not just signed paperwork.

9. Expand Your Sales Channels Strategically

When your primary showroom slows down, it’s time to get creative, without harming your brand.

• Provide an employee purchase program (with limits)
• Reach out to local builders, property managers, and home stagers
• Contact vacation rental hosts (offer water-care packages or deals)
• Consider B2B marketplaces or liquidators

Ensure you are intentional about your channel expansion, not desperate.

10. Build the “Never Again” Plan for Next Year

Clearing tubs is only half the battle. Prevention wins the war.

• Cutover discipline: Stagger new product announcements internally to avoid prematurely killing interest in current inventory.
• System flags: Trigger actions at 60/90/120 days to review price, promos, and bundle additions.
• Drop and reset: Pause stale promos, relaunch stronger offers.
• Deposit terms: Strengthen delivery-by-date language for pre-release buyers.
• Forecast smarter: Align orders to lead times and turns by category.

A proactive plan now saves you from panic markdowns later.

Bonus: Weekly Rhythm That Builds Momentum

A simple, repeatable cadence keeps your team on track:

Monday: Publish the aged-serial list + updated pricing and bundles

Tuesday: Open Order follow-ups

Wednesday: Refresh floor signage, online pages, and wet-test displays

Thursday: Sales huddle – spotlight must-move units + incentives

Friday: Delivery scoreboard + lock next week’s promos and appointments

When your team knows the play, and the scoreboard is public, momentum builds and aging tubs become a weekly win instead of a year-end headache.

Turning Inventory Into Opportunity

Year-end inventory doesn’t have to be a burden, it can be a tool for growth. With clear pricing, an energized sales team, and a disciplined approach to delivery, last year’s models become new sales. When you treat aged inventory as a strategic asset, you free up space, strengthen cash flow, and start the new year ahead of the curve.