Pool Service Pricing With Chemicals vs. Without: How Much Extra Can You Charge?

Should you include chemicals in your service price or charge them separately? This decision affects your profitability, cash flow predictability, and customer relationships. More importantly, the data shows there's significant money at stake in how you structure this choice.

Using data from Skimmer's 2026 Service Rate Index, we analyzed the markup difference between "with chemicals" and "without chemicals" pricing across all four pricing models. The results reveal substantial markup opportunities in certain markets.

The Chemical Markup: State-by-State Analysis

We compared "with chemicals" and "without chemicals" pricing for both monthly and per-stop models. Here's what the data reveals:

Per-Stop Chemical Markups

Per-stop pricing shows the clearest picture of chemical markups because you're comparing apples to apples — same visit, with or without chemicals.

Understanding Inverted Markups

In some markets like Florida and Arizona, the data shows that "with chemicals" per-stop pricing is actually lower than "without chemicals" pricing. This seems counterintuitive but reflects market dynamics:

• Competition: Chemicals-included pricing is the norm, forcing prices down
• Convenience premium: Customers paying separately may be charged a premium for the complexity
• Data sample: Different customer types may use each model

Monthly Flat Rate Chemical Markups

Monthly rates show more modest markups because chemical costs are averaged across the year:

Why Include Chemicals: The Pros

1. Simplified Customer Experience

Customers love predictability. When chemicals are included, there are no surprise bills, no month-to-month variation, and no questions about what they're being charged for. This simplicity reduces customer service inquiries and builds trust.

2. Freedom to Service Properly

When you charge separately for chemicals, there's subtle pressure (from you or the customer) to minimize chemical use. With chemicals included, you can add whatever the pool needs without worrying about invoice size. This often results in better pool quality.

3. Competitive Positioning

In markets where chemicals-included is the norm (Arizona, Florida, parts of California), charging separately puts you at a disadvantage. Customers comparison shop on total cost, and itemized chemical bills can look like nickel-and-diming.

4. Revenue Smoothing

Chemical costs vary seasonally, but your monthly rate stays the same. High summer months are offset by low winter months, creating more predictable cash flow for your business.

Why Charge Separately: The Pros

1. Margin Protection

Chemical prices fluctuate. When trichlor prices spiked during the pandemic, operators with chemicals-included pricing saw margins crushed. Separate billing lets you pass wholesale increases to customers, protecting your profit.

2. Fairness Across Customers

A 10,000-gallon saltwater pool in the shade uses a fraction of the chemicals of a 30,000-gallon chlorine pool in full sun. Separate billing means each customer pays for what their pool actually requires.

3. Diagnostic Value

Tracking chemical usage per pool reveals patterns. A sudden spike might indicate a leak, equipment problem, or increased usage. This data becomes invisible when chemicals are bundled.

4. No Under-Treatment Pressure

When chemicals are included, there's a business incentive to minimize usage. Separate billing removes this temptation — chemicals become revenue rather than cost.

Calculating Your True Chemical Cost

Before deciding on a pricing model, you need to know your actual chemical cost per pool. Here's how to calculate it:

Step 1: Track Monthly Chemical Purchases

For at least 3 months (ideally a full year), track everything you buy:

• Chlorine (liquid, tabs, granular)
• Acid (muriatic, dry acid)
• Specialty chemicals (algaecide, phosphate remover, clarifier)
• Balancing chemicals (calcium, CYA, bicarb)

Step 2: Calculate Average Per Pool

Divide total chemical spend by number of pools serviced. For example:

• Monthly chemical spend: $2,400
• Number of pools: 60
• Average per pool: $40/month

Step 3: Compare to Market Markup

Look at your market's markup data. If including chemicals adds $50/month to your price but only costs you $40, you're capturing $10/month margin per pool. That's $600/month extra revenue on a 60-pool route.

Which Model Should You Choose?

Include Chemicals If:

• Your market predominantly uses chemicals-included pricing
• Your customer base values simplicity and predictability
• Your pools are relatively uniform (similar size, usage, sanitization)
• You've calculated your costs and can price profitably
• You want simpler billing and bookkeeping

Charge Separately If:

• Your market uses plus-chemicals pricing as the norm
• You have high variability in pool types and chemical needs
• Chemical costs have been volatile in your area
• You want to protect margins from wholesale price swings
• You want per-pool data for business analytics

Hybrid Approaches

Many successful operators use hybrid models:

Base + Tabs Separate

Include liquid chlorine, acid, and shock in your rate. Bill separately for tablets, which customers can see and understand as a discrete product.

Seasonal Chemical Fee

Charge your regular rate plus a seasonal chemical fee (e.g., +$30/month May-September). Acknowledges higher summer costs while maintaining some simplicity.

Tiered Pricing

Create pricing tiers based on pool characteristics. A shaded saltwater pool might be Tier 1; a large chlorine pool in full sun might be Tier 3, with pricing that reflects expected chemical usage.

Related Articles

• Complete Pool Service Pricing Guide 2026
• Per-Stop vs. Monthly Pricing: Which Model Earns More?
• Chemicals Included vs Plus Chemicals: Complete Guide
• How to Price Your Pool Service Business