A relaxing soak in a spa or pool can be enhanced by a wide range of features and accessories, from a simple floating cup holder to elaborate aromatherapy, audio, and lighting packages. One key feature that can grant owners peace of mind and allow them to enjoy their water environment thoroughly is an ozone system that helps ensure their water is clean and healthy.

Highlighting the premium value of a spa with an ozone system can enhance a business’s appeal and demonstrate a commitment to customer satisfaction. It serves as a strong statement about prioritizing the user experience with pools and spas while creating an opportunity to introduce additional accessories that further enhance enjoyment and provide protection from pathogens.

Perfect environment

A state-of-the-art ozone sanitation system is not the first thing most spa buyers think of when they imagine lounging in the jet stream. However, it may be the most important choice they do not even realize they need to consider.

An average bather brings 100 million bacteria into the water and all sorts of oils and chemical compounds from personal care products. Considering that the volume of a spa or home pool is only a fraction of that of large public pools, it becomes clear that spa owners must manage a significantly higher concentration of bacteria.

Some bacteria can pose serious health risks. For instance, in Canada, an average of 438 confirmed cases of Legionella pneumophila, the bacteria responsible for Legionnaires’ Disease, were reported annually between 2015 and 2019. However, considering underdiagnosis and underreporting, the estimated number of cases is approximately 1,113 per year, with around 1,008 requiring hospitalization.¹ In the U.S., the disease causes an estimated 8,000 to 18,000 cases requiring hospitalization each year, according to the Centers for Disease Control and Prevention (CDC).²

Legionnaires’ Disease is particularly dangerous for individuals over the age of 50, smokers, and those with lung disease or weakened immune systems. The outbreak that led to the discovery of Legionella occurred at a 1976 American Legion convention, sickening more than 200 attendees and resulting in 34 deaths. Between 2015 and 2019, the CDC recorded 65 outbreaks associated primarily with public pools and spas, with multiple reported fatalities.

Unfortunately, few environments provide a better breeding ground for Legionella than a hot tub or a warm pool. The bacterium thrives in water temperatures between 20 and 50 C (68 and 122 F). Even more concerning, it can shelter beneath a protective layer of biofilm, shielding itself from the oxidation effects of chlorine and bromine. A homeowner might easily overlook this, or it may remain hidden deep within the plumbing, out of sight.

Since biofilm is an invisible but persistent problem in spa sanitation, hands-on demos, or visual aids can make its impact—and ozone’s ability to eliminate it—tangible for customers. Interactive demonstrations such as the “foggy pipe test,” where biofilm-mimicking residue remains in untreated tubing but dissolves with ozone-infused water, provide a clear visual contrast. Additionally, scientific comparisons such as a petri dish bacteria test, time-lapse videos, or a UV light biofilm reveal can reinforce how ozone penetrates contaminants that chlorine alone cannot, making spa maintenance easier and more effective. 

Crypto on the rise

Cryptosporidium is another pernicious pathogen on the rise. A CDC report analyzing data from 2015 to 2019 documented 208 reported outbreaks of illness associated with treated recreational water. Of these, 76 outbreaks, accounting for 2,492 cases—or 84 per cent of the reported illnesses with a confirmed etiology—were linked to Cryptosporidium.

These statistics are sobering, but it is important to note that private spa owners are not required to report illnesses contracted in their homes. As a result, many more cases linked to private hot tubs likely go unreported.

Spa dealers should present ozone as a preventative, long-term investment that enhances water quality, reduces maintenance, and protects health—rather than a reactionary fix for existing problems. Customers can see it as a cost-saving and wellness-enhancing upgrade by emphasizing its ability to prevent biofilm buildup, reduce harsh chemical use, and extend spa component lifespan. Common objections, such as concerns about cost or maintenance, can be addressed by explaining how ozone lowers chemical expenses, minimizes upkeep, and works automatically without extra effort. Framing ozone as essential—such as premium jets or LED lighting—ensures customers value it as a key part of a high-quality spa experience, rather than an optional add-on.

Sales conversation script

Sales rep: “When people think about hot tubs, they imagine relaxation and enjoyment but did you know that every time someone steps into a spa, they introduce millions of bacteria into the water? Some of these, like Legionella and Cryptosporidium, can be difficult to remove with standard chlorine alone—especially since they can hide in biofilm deep in the pipes.”

Customer: “That sounds concerning. Wouldn’t my regular chlorine or bromine be enough?”

Sales rep: “Chlorine and bromine are essential but have limitations. Some bacteria, like Legionella, can survive by hiding in biofilm, which regular sanitizers struggle to break down. That’s where ozone comes in. Ozone destroys biofilm and eliminates bacteria, providing an added layer of protection—so you can truly relax without worrying about what’s in the water.”

Customer: “I don’t want to overcomplicate maintenance, though.”

Sales rep: “That’s actually the best part! Ozone works automatically, reducing the amount of chlorine or bromine needed and minimizing harsh chemical smells. Plus, it helps keep the water clear and fresh for longer, reducing the time and money spent on maintenance.”

Customer: “That makes sense. But is it really necessary?”

Sales rep: “Think of it this way—many premium spa owners invest in high-end jets, sound systems, and lights. However, none of that matters if the water isn’t as clean and safe as it should be. Ozone isn’t just an upgrade; it’s one of the best investments you can make for your health, spa enjoyment and the longevity.”

Best investment

As many spa customers gravitate toward premium jet packages or top-quality sound systems, it is worthwhile to emphasize that they can relax in greater comfort knowing that they have also invested in a top-quality disinfection system. What could be more relaxing for a homeowner than knowing their spa is equipped with a system that significantly reduces the risk of inhaling pathogens? The experience becomes even more enjoyable when the water stays fresh and inviting—without the harsh smell of a public pool or the eye irritation caused by chlorine or bromine.

Spa dealers can emphasize the benefits of a high-quality disinfection system with the same attention to detail given to an advanced entertainment setup. Just as customers are guided toward the ideal combination of lights and speakers, they can also be introduced to the right mix of disinfectants. Ozone, a powerful oxidizer, rapidly eliminates pathogen cells and inorganic contaminants. It also breaks down biofilm that can harbour germs and stain spa surfaces while cleaning pipes and hoses to extend longevity.

The most compelling talking points for spa buyers are health and safety, water clarity, and reduced chemical use, as each addresses a key customer concern. Buyers value ozone for its ability to eliminate harmful bacteria such as Legionella and Cryptosporidium, ensuring a safer, more hygienic spa experience. In addition, ozone enhances water clarity by breaking down contaminants and reduces reliance on chlorine and bromine, making maintenance easier while providing a more natural, skin-friendly soak.

Using ozone reduces the need for customers to handle large amounts of chlorine or bromine, as these chemicals serve as residual disinfectants after ozone treatment. By minimizing chlorine, spa owners also reduce the chance of creating harmful disinfection byproducts (DBPs). It is a win-win situation: more comfortable, convenient, and environmentally friendly than old-fashioned systems relying solely on chlorine or bromine.

Beyond the oxidants themselves, the system’s effectiveness in dissolving them in spa water is crucial. Spa dealers can provide customers peace of mind by highlighting how leading manufacturers strategically design and position injectors and nozzles to maximize ozone transfer. By creating the smallest possible bubbles to increase the reaction area, maintaining proper pressure differentials, and optimizing mixing, these systems ensure maximum contact between water and ozone for effective disinfection.

Further, highlighting the ease of installation and automation of ozone systems can help close the sale, as customers prefer low-maintenance solutions that work seamlessly. Ozone systems operate automatically alongside existing spa filtration, reducing the need for frequent chemical adjustments and hands-on upkeep. Additionally, by emphasizing long-term cost savings—such as reduced chemical expenses, extended equipment lifespan, and fewer water changes—dealers can position ozone as a smart, hassle-free investment for any spa owner.

Greatest accessory

High-quality accessories for pools and spas provide strong profit margins and a valuable opportunity to enhance customer satisfaction. While many upgrades focus on high-end experience enhancers such as entertainment systems, aromatherapy dispensers, or fitness kits, emphasizing premium spas’ advanced disinfection systems can set them apart—positioning superior water quality as the ultimate accessory.

Bundling ozone systems with premium spa features enhances perceived value by positioning it as a luxury, health-focused, or low-maintenance package rather than just an add-on. Effective combinations include hydrotherapy jets, LED mood lighting, Bluetooth audio, saltwater systems, and automated filtration, aligning with customer priorities for relaxation, cleanliness, and ease of use. By integrating ozone into high-end spa packages, dealers can create a compelling offer emphasizing wellness and convenience, making it easier for buyers to justify the investment.

Author

Jim Lauria is vice-president of sales and marketing at Mazzei Injector Company, a leader in mixing and contacting technologies for water treatment. A chemical engineering graduate of Manhattan College, Lauria has extensive expertise in the recreational water space. He can be reached via email at jlauria@mazzei.net or connect on LinkedIn at linkedin.com/in/jimlauria.