Above: Marco Longley is the author of “The Ultimate Hot Tub and Pool $ales Book”. Discover how to double your sales in 7 days www.top10salesand consulting.com

Overcoming objections is a very necessary and valuable component of the sales process.
You have two choices when it comes to addressing objections: either fully understand what they are, what they really mean and learn to overcome them or get out of sales because you won’t be selling for long if you can’t overcome objections.
Every sales professional knows virtually all sales are won or lost at the objections stage.
‘Overcoming objections’ is a simple four-step process.
1. Acknowledge the Objection
2. Isolate, Identify and Rephrase the Objection
3. Overcome the Objection
4. Ask for the sale again To have any chance of overcoming your prospects’ objections, you must first have put the effort into building a strong rapport throughout your presentation. In responding to any objection, always acknowledge your prospects’ concerns with an affirmation so they feel acknowledged for their objections.

LISTEN AND LEARN
When you take the time to listen and rephrase the objection, your prospect knows that you are paying attention to them. Rephrasing clarifies the objection to avoid any misunderstandings. It also gives you a moment to gather your thoughts. By rephrasing to better identify their real issues, you can lighten their concerns, or probe for more information.
You should now have a much better understanding of their objection and why it is important to them. In order to address and overcome their objection, you may have to backtrack or repeat parts of your presentation to more fully explain a feature or a policy to their satisfaction or understanding. In addressing ANY objection, you need to confirm your reply to their objection has been not only received, but understood. Don’t overcome an objection and leave it hanging out there; confirm it hit the mark.

ASK AGAIN
After overcoming the objection and receiving their confirmation that you have successfully addressed it to their satisfaction, ask for the sale again. If more objections arise, continue to address them using the steps outlined above. You must have their agreement that all their questions and concerns have been addressed or they will not move forward to their purchase.

Above: Health and safety specialist, Allen Wilson provides training and advice to the pool and spa industries at home and abroad.

SPATEX made me sick! This is why I have not been writing, except for the crude forgery of my Mum’s handwriting on a note saying I was too ill to write or to do P.E.
In fairness, I can’t really blame SPATEX. Maybe because I was away from home so long; a week in Africa followed by a week working along the south coast, culminating in a weekend at Brighton.
So, I was told, I need to change my lifestyle. Get a driver! Get rid of the Beemer! Lose some customers! Go on holiday! Yeah, yeah. Anything to shut you up, I agreed, knowing this time, it was going to be monitored.
The ‘Beemer’ was the biggest blow. I ended up with a brand new Focus in March; sold it in July, four month later, heartily sick of it.
In reality, it’s nice being chauffeured around by my colleague Freddy. Result! We use his car, not the Focus. The downside is, I have to listen to his music. He’s into Pavarotti, big time. Now I appreciate that he was a good ol’ crooner when he was alive but lets face it, he ain’t never gonna be as big as Buddy Holly is he?
Went to Pakistan without Freddy, as he was too scared! I loved it there. People were great, cannabis growing in the bushes alongside the road, allegedly, weather was wonderful. Didn’t go a bundle on all the manned machine gun posts and razor wire but c’est la vie!
Whenever nerds like me (and you perhaps?) go to foreign venues, we look for something different; something different to what we have in the UK. I am always surprised when I find something better than we have and in Rawalpindi, I was not disappointed.
The cleaning of pump strainers is important. I always stress that this should be done before a backwash as we need a good flow through the filters to backwash effectively. Cleaning strainer baskets is a difficult task and also worrying as they may contain hazardous substances, sharps, etc.
The strainer baskets out in Pakistan, split in two and this made cleaning a simple and safe task. How good is that!
And… another thing. Their 13 amp plugs were made of transparent material. You could see inside them, ensuring that the conductors were connected. Neat or what?
My first job back home was Isle of Dogs and I proudly displayed to Grant, from ClearWater Marine, my extension lead complete with transparent plug.
“Snap!” he said and showed me his extension lead with transparent 13 amp plug. I spoke to a MK ‘rep’ (UK’s biggest plug manufacturer) and he told me they made them on special order but not the norm. Why not ?
Now, if one of you guys have been making strainer baskets that split in the middle for easy cleaning, let me know, so I can recommend them to my delegates and customers.
Next week, I’m off to work in my favourite place Chicago. I will look for different stuff to bore you with.

ABOVE: Aquatech Pool & Water Services specified ITT pumps and a Bayrol Analyt 2 on the new FlowHouse FlowRider at Bedford.

The team from Aquatech Pool & Water Services in Bedford has been busy working on the UK’s first ever indoor surf centre at the FlowHouse that optimises the FlowRider technology.
The project itself was very fast moving, taking approximately eight months to complete. The project was split down into two stages. Firstly a steel frame was built to house the water. The next four sections were welded together and then padded. Vinyl was then welded to give the FlowRider its distinct blue colour. The riding surface was then stretched over the ride to form the riding platform.
Aquatech specified two ITT flyte pumps to power the wave which is sent up the riding surface to a recovery area at the top forming a 2” sheet wave to ride on. Depending on the type of activity taking place on the FlowRider, the pumps can be adjusted, so the waves are made smaller for lessons and taster sessions and of course larger for special events and competitions.
Aquatech, involved in the design process throughout, chose the BAYROL Analyt 2, available from Biolab UK, for automatic dose and control with its easy navigation and easy to read screen.

Aquatech Pool & Water Services
Tel. +44 (0)1234 350 104
http://www.aquatechpool.co.uk/

BioLab UK Ltd
Tel. +44 (0)1242 820969
http://www.biolabuk.com/

ABOVE: The Verder Aura low dosing application is ideal for introducing essence into steam rooms.

Verderflex launched the innovative dosing pump, the Verderflex Aura, last year. Interest has been growing steadily not least in the leisure industries where the easy to use and silent running pump is a welcome change from some of the noisier alternatives.
Verderflex is the peristaltic pump brand of the Verder Group that has long been associated with industrial, process and mining industries. The Verder company is moving into the chemical dosing market with a design targeting swimming pool and water treatment dosing applications.

LEISURE INDUSTRY
Verderflex Aura is suitable for a broad range of applications in the leisure industry. Typically it is being specified for dosing sodium hypochlorite, sodium hydroxide, sulphuric acid, flocculants, fragrances and essential oils. It is also proving popular for small scale water treatment and cooling tower applications.
The Aura is particularly suited to sensitive flocculants due to its gentle pumping action and is also tolerant of small solids, therefore not dependent on solutions being thoroughly mixed.
Ideal for low flow, high pressure dosing applications and the facilities that are already benefiting from its introduction are leisure centres, swimming pools and saunas, the Aura is proving a superior alternative to reciprocating piston pumps thanks to its unobtrusive design, silent running and immunity to off-gassing and vapour locks.

EARLY USERS
Typical early users include a leading supplier of engineering services to the swimming pool industry in the UK. Its interest is in the low, constant flow of polyaluminium chloride (PAC) and to introduce essence into steam rooms, again a low dosing application.
The Aura pump features an easy to access pump head with a simple to use tube load facility for additional safety. Timed dosing and lock out functions also ensure that the correct dose is always supplied with no possibility of overdosing. It can deliver up to 80ml/ min and lower rates can achieve pressures up to 4 bar or 58 psi.

Verder
Tel. +44 (0)1268 662450
http://www.verderflex.com/

ABOVE: Paul Simons has successfully rolled out the brand of Lo-Chlor Chemicals across the world.

Leading chemical supplier Lo-Chlor has switched production from New South Wales, Australia to a newly opened production facility in South Wales to help meet growing demand in the UK and across Europe.
Paul Simons, managing director of Lo-Chlor Chemicals Australia, comments: “We recognised five years ago that we needed to look at replicating the very successful business model we have in Australia here in the UK, with a suitable partner.
“Initiating a dedicated facility and the ability to work with a trusted partner in sharing the same common goals has taken time but we are now making great progress.”
Changes in European Legislation, such as REACh and the BPD, and the need for a more robust supply chain, following rapid growth of the brand, meant the birth of Lo-Chlor UK, a joint venture between Total Water Products and Lo-Chlor Chemicals Australia.
Lo-Chlor UK has been manufacturing the Lo-Chlor range here in the UK for the last two years.
Paul Grunhut, business development manager for Total Water Products/Lo-Chlor UK says: “When Paul Simons and I met in Sydney some three and a half years ago, our focus was to future proof the Lo-Chlor brand for the UK and EU markets.
“We knew that we had a challenge ahead of us in order to meet the needs of both rejuvenating and growing the brand, combined with satisfying the UK and EU supply chains.
“It has been very successful for ourselves with the re-launch of the brand at our main distributor, SCP UK’s, Customer Showcase Seminars and Spate x this year.”

Lo-Chlor UK
Tel. +44 (0)1639 823233
http://www.lo-chlor.co.uk/

ISRM
Tel. +44 (0)1509 22674
http://www.isrm.co.uk/

ABOVE: AstralPool has increased its stockholding in the UK by nearly a third.

A major force in the swimming pool sector, both nationally and internationally, for over 40 years, AstralPool UK is determined not to rest on its laurels or become complacent.
The company is constantly looking for ways to improve and develop its services and part of that process has been to listen to its customers.
Using the arrival of its new sales director, Albert Lluis, as a further catalyst for change, AstralPool UK evaluated three key areas of its business – Customer Service, Stockholding and Technical Advice.
As a result AstralPool UK has improved and re-structured its customer service operations and improved its stockholding of product by 30%.
The three key customer contact areas were reviewed and customer service levels increased. The Customer Service team has been changed and strengthened, the technical advice service has been improved and AstralPool UK have four area sales managers happy to visit customers at their own premises.
“Through increasing our stockholding by 30% and increasing our service levels we have demonstrated our commitment to customer service at the heart of our business,” says Robin Norriss, AstralPool UK managing director.
“We now look forward to building even stronger partnerships for the future with our customers.”

AstralPool
Tel. +44 (0)1329 514000
http://www.astralpool.com/

Artesian Spas
Tel. +44 (0)1302 730295
http://www.artesianspas.co.uk/

ABOVE: Mark Hempleman-Adams has put his chemical background to good use with the development of a new range of safety coping for swimming pools.

It was Edison who said that genius is one per cent inspiration and 99 per cent perspiration. Mark Hempleman-Adams of Global Resins Ltd., can vouch for that.
Mark is the brains behind one of the best new products to arrive on the water leisure scene for some time – a new style of safety coping that is water, chlorine and UV resistant; soft, anti-slip and if that were not enough… it even glows in the dark!
The new style of coping may be lightweight but it packs a punch. It is made from similar materials used in the challenging environments around deep sea oil rigs.
It is easy to handle and cuts down on fiddly finishing touches, saving valuable time on site. While soft to the touch, the coping still looks good and is available in a blend of natural looking finishes and a multitude of colour combinations.

LUMINESCENT FINISH
The optional luminescent finish, in aquamarine and green, is not only an added safety feature but also offers huge design potential especially for corporate facilities that can now see their name illuminated on the pool edge.
“I was on holiday watching my children jumping in and out of my brother’s pool in the South of France,” recalls Mark.
“I was trying to relax by the side of the pool but all the time I was worrying that my high spirited youngsters were going to come crashing down and hit their heads on the coping stones around the edge.”
As the managing and technical director of a chemical company I naively thought that I could make such a product without too much trouble. Perhaps not so naively my first call was to a Patent Attorney to get them to do some worldwide searches and to file a patent on the idea and technology I had in mind.

TRIAL AND ERROR
An intensive period of research and development involved several prototypes with one issue after another being overcome.
Mark takes up the story: “After about six months of setbacks, I began to think I would have to give up on the whole idea.
“But at the time, I was doing some work on another project, where I was using a luminescent powder. I wondered how, with what I had come up with so far, it would look if it were luminescent. I gave it a go and wow, it looked amazing.
“This gave me a new impetus to develop the product as, not only would I have a soft safety coping that would reduce the chances of serious injury, but it would glow at night for hours, making it safer for people to see the edge of the pool which would help prevent them from falling in.”
Mark was still a little way from finalising the ideal product which entailed talking to numerous industrial chemists and scientists that he has dealt with in the past – not to mention a few new contacts too!
“I am pleased to say, I have at long last come up with the final product,” Mark reports. “It has been a case of just sticking at it and ensuring it has all the physical properties that are needed and looks great to boot.
“The luminescent copings, I’m convinced, look great although it is merely an option but my brother, in the South of France, has insisted his pool must have them.”
Mark is now exploring various routes to market across the UK and Ireland and globally. He is keen to establish distributor partnerships around the world as well as talking to pool installers directly.

Global Resins Ltd
Tel. +44 (0)1249 715566
http://www.globalresins.co.uk/

ABOVE: Prince William chats to an aquajogger as he officially opens Headley Court.

The Help For Heroes campaign, that has captured the imagination of the British public, has unveiled its crowning glory with the recent opening of improved facilities for wounded servicemen and women.
The revamped rehabilitation complex for injured soldiers at Headley Court in Surrey, featuring a 25m pool and state of the art hydrotherapy facilities, was officially opened by Prince William, last month, himself a serving RAF pilot.
The newly unveiled improvements are a major boost to the site’s existing facilities and features the pool with a moving floor, an ‘Aqua Jogger’, a new and improved gym, and new medical rehabilitation facilities.
The pool built by Buckingham Pools has been designed so that two different groups of patients can exercise at the same time. At the deep end of the swimming pool, jets are installed for patients to swim against or use for resistance training. There is also a separate spa for relaxation and an existing hydrotherapy pool.
Prince William could not contain his delight when touring the facility: “Help for Heroes has galvanised the entire British people,” he said.

PROACTIVE SUPPORT
“Always supportive of its men and women in uniform, this country has been elevated by Help for Heroes to a state of realisation and proactive support for our military that has made me very, very proud to be British, and a member of our Armed Forces.”
He said he and his brother Prince Harry, 25, also in the RAF had been extremely moved by the servicemen they have met at Headley Court since the charity’s launch two-and-a-half years ago: “We were unsure about what to expect. We expected to find a place of suffering with, perhaps, a pervading atmosphere of desolation.
“Nothing could be further from the truth. Here reigns courage, humour, compassion and, above all, hope.
“Part of it is down to the extraordinary spirit and indomitable nature of the British soldier, sailor and airman.
“This great day has been brought about by this unique charity and the millions who support it.”
Headley Court provides care and rehabilitation for soldiers returning from battlefields in places such as Afghanistan and Iraq with serious injuries that often lead to amputations.

STATE OF THE ART
The state-of-the-art pool and gym complex at Headley Court, Surrey, will help troops injured in battle accelerate their recovery time. The Help For Heroes campaign, supported in particular by The Sun newspaper, has raised £54m through events ranging from sponsored runs and bike rides to cake sales and buying wristbands.
About £34 million of the fund has been earmarked for the Headley Court development. For most combat casualties, Headley Court is the final stage of the recovery process. It has 200 military and civilian staff providing care for 6,500 patients a year. The facilities, set in 85 acres of landscaped gardens, include the hydrotherapy pool, four fully equipped gyms and a state-of-theart limb-fitting and amputee centre.
The main contractors, Capita Symonds, provided a range of multidisciplinary services on the project – including architecture, civil and structural engineering, ecology, landscaping and environmental – on behalf of Interserve Building which in turn is working on behalf of PriDE – the Ministry of Defence’s Prime South East Contractor.

Buckingham Pools                                              

ABOVE: The pool has been designed so that two different groups of patients can exercise at the same time.

Tel. +44 (0)926 852351
http://www.buckinghampools.com/

Capita Symonds
Tel. +44 (0)20 7799 1525
http://www.capitasymonds.co.uk/

ABOVE:The pool on top of the recently opened £4 billion Marina Bay Sands Hotel is three times the length of an Olympic pool.

You will need a head for heights to take the plunge in this pool that offers the best views of Singapore.
The Skypark pool is 650ft and 55 floors up, at the very top of the recently opened £4 billion Marina Bay Sands Hotel – officially the most expensive hotel in the world.
It pays not to look down as you take a dip in the 150m long SkyPark pool, three times the length of an Olympic size swimming pool.

BOAT SHAPED
The boat-shaped pool is the largest outdoor pool in the world at that height and spans the three towers of the hotel on a cantilever that is thought to be one of the biggest ever built.
While appearing to flow into the horizon, the infinity pool actually spills into a catchment area just below where the water is pumped back into the main pool. The pools have two circulation systems. The first functions like that of a regular pool, filtering and heating the water in the main pool. The second filters the water in the catch basin and returns it to the upper pool.

DECK OF CARDS
Based on a design of a deck of cards by architect Moshe Safdie, the 2,560 room hotel, costing from £350 a night, was officially opened with lavish opening ceremony and a concert by singing legend Diana Ross.
The resort will employ 10,000 people directly and generate up to £48m each year. The hotel is expected to welcome 70,000 visitors a day once it is fully open. Entrance to the casino alone is nearly £50 a day – but an average of 25,000 people visited its casino in the first two months of its opening.

Marina Bay Sands
Tel + 65 6688 8868
http://www.marinabaysands.com/

ABOVE: Calorex managing director Richard Carrington says interest free loans are a win, win situation for eligible businesses.

As almost daily news is announced of further government cut backs, Calorex Heat Pumps is urging small to medium size business to apply sooner rather than later for interest-free, energy efficiency loans from the Carbon Trust.
Holiday parks, health clubs, schools and hotels are all eligible for up to £100,000 in interest free loans to finance conversion to more energy and cost efficient heating and ventilation on their swimming pools.
Last year, the Carbon Trust loaned £6.8m, at zero per cent, to SMEs in the hotel, leisure and tourism industry, for a plethora of technologies and equipment, including lighting, heating, motors and drives, and insulation.
“In the short term, savings on energy bills within the payback period, more than offset the cost of the loan repayments while offering on-going savings long term,” explains Richard Carrington, managing director of Calorex Heat Pumps.
“The criteria for the scheme has been tightened this year and we fear customers must use this incentive scheme before we lose it.”
Small to medium sized swimming pool operators can more than halve their annual energy bill and reduce CO2 emissions and climate change levies by up to 70% by switching to a Calorex heat recovery system.
Research by Calorex puts the annual energy costs for a typical pool fitted with a Calorex heat recovery system at £31,885 with CO2 emissions at 222 tonnes with climate change levy cost at £2,223.
This translates to less than half of the £69,334 equivalent cost if run on a Desiccant AHU, 37% less than the £50,407 bill if run on a Recuperator AHU and a whopping 66% less than the £94,746 run on a full Fresh Air system. Comparable reductions in CO2 and climate change levy show savings of 42% on a recuperator AHU; 58% against a desiccant AHU and a staggering 70% improvement on the figures of a full fresh air system.
Recent Calorex successes include Northampton’s Oundle School. Despite increases in energy fuel costs, the introduction of a Calorex heat recovery system has seen running costs tumble from £22k to £11k per annum with total kW/hr usage figures reduced by one third. Associated CO2 emissions were also reduced from 422 to 224 tonnes per annum, a reduction of over 45%.
The Carbon Trust loan scheme has a straightforward and fast application process with no arrangement fees. The maximum loan value on the scheme has been reduced from £150,000 to £100,000 and the amount of CO2 that must be saved per £1,000 of loan has been increased from 1.5 tonnes CO2 to two tonnes CO2.
An added benefit is that the Calorex heat recovery dehumidification range feature on the Government’s Energy Technology List and a 100% capital allowance can be claimed in the first year of purchase. This, together with an interest-free carbon trust loan, makes a really viable proposition, with massive long term energy savings.
More information can be found at www.carbontrust.co.uk/ loans or simply by contacting Calorex.

Calorex Heat Pumps
Tel. 01621 856611
http://www.calorex.com/

ABOVE: The Trade Price Group and its associated businesses run a number of highly ranked websites.

Internet spa and hot tub sellers, Trade Price also known as Spa Serve, have hit back against claims they are trading unprofessionally.
The company operates a number of websites promoting ‘discount’ and ‘trade price’ spas and hot tubs. Customers buy on-line and do not get the opportunity to try or even see the hot tubs before they buy. They pay a deposit on order and are currently given a 12 week delivery time.
“There are a lot of dealers out there who have struggled to compete with us,” Jonathan Husselbee, Trade Price’s sales manager, talking exclusively to Pool & Spa Scene editor, Christina Connor. It is very easy to write a lot of untruths about us on the Internet. They are just stirring up a hornet’s nest that is not really there.”
“We are not in the business of ripping people off. We have had delays,” he acknowledged. “We are struggling to meet delivery times but we are working hard with the manufacturer to get back on to that timeline.”
Mr Husselbee was unable to confirm current delivery performances but acknowledged he was talking to a lot of customers about products not arriving on time and offering compensation.

RISKY BUSINESS

“As a business if we shipped everything straight away, with the economy as it is, we would be putting our business at risk and people could lose their money.
“I would rather somebody have a delay on getting their product than risk them not getting it at all.
“We are asking for people’s patience but I don’t think that is unreasonable.”
He said the company had a water treatment advice policy; supplying starter packs free with every delivery. He said several members of staff were appropriately qualified to give water treatment advice including one of the partners, Simon Foster. He could not confirm what certificate of qualification they held.
The company, based in Staffordshire, from its ‘distribution centre’ holds no UK stock and imports directly to customers from its Chinese manufacturers.
Mr Husselbee said there were a high number of county court claims against the company because people have taken that route rather than talking to them.
Featured in the last issue of Pool & Spa Scene, Paula Blane has received a full refund on her swim spa at the end of a year-long rancorous battle with the company.
Even at the last minute, it looked as though a final settlement meeting would not end well. The police had to be called in as a stand-off between the furious swim spa owner and representatives of the Trade Price Group threatened to escalate when they arrived to pick up the swim spa from Ms Blane’s Lincolnshire home.
“It was completely over the top to call the police, I am not an aggressive man, but it is very much her attention seeking behaviour and I am glad to be rid of her as a customer,” said Mr Husselbee who went on to say there was nothing wrong with her spa that would be sold on as second-hand.
Although a Facebook group has been taken down, in case it prejudices any further action, Ms Blane and other consumers and Trading Standards offices all over the country are now actively sharing information.
Indeed the Pool &Spa Scene website has received a number of similar complaints. Other comments have come from hot tub retailers who have been called out to problem hot tubs from the supplier.
Ms Blane has used the money from her refund to purchase a replacement swim spa from nearby retailer, Mark Anthony of Spas and Landscapes (Lincolnshire).

ABOVE: With the police standing by in a dramatic last minute twist, Paula Blane has received a full refund from her Internet spa suppliers.

Board Sports
“Flow Riding is a wonderfully safe and fun activity that is as incredible to watch as it is to take part in,” says Jason Keyter, Retallack’s resort director. “You don’t have to be a pro surfer to use it which means it’s a great way to learn some balance and board-sports’ manoeuvres before hitting the waves, or indeed the slopes.
“The Flow Rider at Retallack Resort has made a real splash and we’re really looking forward to welcoming people here to enjoy it.”
The Flowrider at Retallack has already hosted the inaugural UK Professional Surfers Flowriding Championships which pitted 30 of the country’s top waveriders against each other in a unique, first-of-its-kind event. Plans for a second ‘barrelling’ flowrider and the construction of a 100m wavepool are also in the pipeline with Retallack set to become the world’s first inland surf resort.
Retallack also boasts five-star self-catering accommodation, a state-of-the-art health club, heated pool, sauna, steam-room, spa and kid’s club.

Retallack Resort and Spa
Tel. +44 (0)1637 882400
http://www.retallackresort.co.uk/

Tueco
Email: info@teuco.co.uk
http://www.teuco.com/

ABOVE: Tile options form the Versatile group are now available in the UK as well as across Europe.

Living up to its name, the Versatile range of tiles offers flexible options for wet leisure tiling from natural solid extruded stoneware paving to decorative tiles.
Spanish-based Versatile have enjoyed sustained success with lines including the popular Exagres and Gresan ranges that are now available in the UK as well as across Europe.
Exagres has no fewer than five different coping variations suitable for both commercial and residential pools. Gresan is an equally top quality range but with a rustic theme reflecting its Andorran roots. Catalogues, full technical, design and after sales support is available now from the company’s newly-appointed UK agent.

Versatile
Tel. +44 (0)1275 462566
http://www.versatile.es/

ABOVE: Mosaic tiles are one of the most practical options for lining swimming pools.

Original Style has a dedicated design-led contracts team on offer for help with individual projects and these are managed by the team from start to finish.
The division also supplies commercial projects such as bars, restaurants and hotels, plus all residential developments.
Customer service is second to none at Original Style with a free site visit service and free samples are also available of all of the products within the various collections.
An already extensive range is frequently updated to reflect current and fashionable trends; meaning that an Original Style finished design will look visually stunning. Stylish ranges on offer in the very latest Mosaics Collection include the Caribbean Sea Collection, offering jewelled colours of iridescent glass and Aegean Starburst ceramics, with each individual mosaic containing a tiny starburst of sparkling colour. For a more natural appearance, the Naturals Larger mosaics made from glazed porcelain is available in a selection of earthy tones.
The full Original Style collection comprises a select range of iridescent glass, porcelain and ceramic tiles and mosaics for swimming pools and a wider variety of natural stone, ceramic, glass and porcelain tiles for surrounding areas, offering the complete solution for all of your tiling needs.
The latest wellbeing brochure from Original Style details the vast collection on offer and free samples are available of all products. Stand out designs include the striking Maldives mosaic from the Indian Ocean glazed glass collection or for something completely fresh and distinctive; take a look at Bijou from the Tropical range or Harmony from the Gold Fleck glass collection.

Original Style
Tel. +44 (0)1392 473037
http://www.originalstyle.com/

ABOVE: End customers expect more choice and are generally more product savvy. Picture courtesy of Dale Sauna.

Time marches on. And so does the development of tiling and mosaics for swimming pools and spas.
There was a time when all you would ever see at the bottom of a tiled swimming pool was a dolphin. Now you see… well dolphins, yes, but also a healthy splash of artistic flair.
Recent stand out pool design include the Tutankhamun image on one memorable residential pool in Norfolk or the Persian carpet effect on another in the North West.

SPORTING THEMES
Sporting themes prevail for professional footballers, boxers and jockeys. Company logos are an increasingly popular choice for successful business owners. One customer, who made his mark in the world of trucking, fulfilled his wish to have a huge yellow juggernaut recreated on the bottom of his pool.
With a 30 year history as the leading distributor of tiles and the largest supplier of mosaics throughout the UK, Waxman Ceramics has probably seen it all.
“We have seen a gradual evolution of the tiling and mosaic sector which has moved more towards glass and away from ceramics,” comments Richard Waxman, managing director.
“The end customer expects more choice now and is generally more product savvy while we find swimming pool companies are more conservative, tending to present a selection of their favourite products and finishes as opposed to the whole range.”

FINISHING TOUCHES
To help both pool companies and customers alike, Waxman Ceramics is putting the finishing touches to a new range of display boards with finished tiles that will give an up close opportunity to not only see but also touch the latest tile options.
They include Waxman’s new Niebla range incorporatingiridescent blends of 25 x 25mm glass mosaic that give an outstanding choice of shimmering finishes.
Not forgetting the basics, Waxman has also invested in improved polyurethane backing for its tile range. Another new Waxman development is the Lifestone range that is smooth anti slip tiles. Using the latest technology, the flat finish is impregnated with a special anti slip resin making them safe underfoot even when wet. As well as looking good, the tiles are much easier to keep clean because of their smooth finish.
All Waxman products are rigorously tested using the two widely accepted assessment methods of the Ramp Test (DIN 51097) and the Pendulum Test.

COPING STONES
The company also offers seven series of swimming pool copings including natural stone and porcelain finishes.
“We have invested in new ranges but carefully,” says Richard. “For us, it is important to have good stock, not just to buy everything we see.
“In particular, finding good anti slip ranges is not that easy,” says Richard. “We have gone out to source the best available, as we do with coping as well, to help companies with the difficult job of finishing the pool off well.”
“Our philosophy has always been to focus on what the customer wants and to have good stock levels with the back-up of good service.” Clearly a winning formula.

Waxman Ceramics
Tel. +44 (0)1422 377123
http://www.waxmanceramics.co.uk/

Swimex
STAND: P24a
Tel. +44 (0) 800 804 8025
http://www.swimex.co.uk/

Calorex Heat Pumps
STAND: P17
Tel. + 44 (0) 1621 856611
http://www.calorex.com/