How our Sales team supports specialty retailers during the off-season

Behind every successful season lies thoughtful planning and close support. In this exclusive interview, we spoke with Mathieu Jobin, Account Manager for Pools & Spas in Quebec, to better understand how our Sales team supports retailers in turning the off-season into a true performance driver.

 

Q. We often think the season ends in the fall… but what does it really look like for pool and spa professionals?

A. For us, fall doesn’t mark the end of the season, but rather the beginning of a new cycle. It’s the perfect time to review the year, assess the overall market performance, and plan for the upcoming season.

We analyze what worked well, what can be improved, and how to better support our retailers so they approach spring ready and confident.

 

Q. What are the main questions or challenges encountered by retailers during this period?

A. After the season, retailers want to understand their position on the market and find concrete ways to improve their performance.

Some aim to optimize their inventories or orders, while others focus on better training their teams or strengthening their relationships with their customers. It’s a time when they need to be heard, to receive guidance and to benefit from customized support to turn these insights into concrete actions.

 

Q. How do we provide meaningful support to our retailers during the off-season?

A. This is the time of the year when our relationship with our retailers is the strongest. Together, we plan their major annual order of pool and spa maintenance products, delivered before spring. This strategic step helps anticipate summer demand and ensures a smooth, high-performing season.

This is also a key period to prepare the commercial aspect, including setting up promotional items, planning programs, and reviewing in-store tools.

We also provide support when it comes to training. Since many retailers are hiring their seasonal teams during this period, our Sales team goes directly in-store to provide on-site training, while our eAcademy platform complements this with online training.

 

Q. Can you tell us about your team and what makes it strong?

A. Our team includes diverse and complementary skills. Some stand out for their strong customer relationship skills, others for their analytical abilities or pragmatic approach to problem-solving.

What brings us together is a common commitment to support our retailers towards success. We share a common mindset: to be present, attentive and proactive in providing them the support they need, when they need it.

 

Q. Why is this period a unique opportunity to strengthen partnerships with retailers?

A. This is the time when our conversations with our pool retailer clients become most meaningful. We take the time to sit down together, review projects, and plan for the future.

It’s these conversations, often calmer than during peak season, that help build lasting trust and lay the foundation for tomorrow’s successes.

 

Season after season, our goal remains the same: to be a trusted partner for specialty pool and spa retailers. 

Learn more about our approach and solutions for pool and spa retailers: https://www.sanimarc.com/pool-spa-retailers