And its devotion to that specialty has been such that the Clearwater, Fla.–based, 250-store franchise chain is now celebrating eight consecutive years of same-store sales growth as it pursues expansion outside its home state of Florida.

Founder Fred Thomas, who began selling pool supplies as a side business on weekends some 40 years ago, opened the very first Pinch A Penny store in 1975, in Clearwater. The following year he kicked off sales of franchises. Overseeing the company’s expansion push across the U.S. South today is the founder’s son, John, the current CEO. At present, some 85 percent of the Pinch A Penny stores are in Florida, but the chain has been opening franchised units also in Alabama, Georgia, Louisiana and Texas. Pinch A Penny opened 10 stores last year and is now looking to pick up the pace.

“We’re not about chasing numbers and trying to be the fastest-growing concept,” said Michael Arrowsmith, the company’s chief development officer. “We’re trying to find the right franchisee who will run our business properly and take care of our customer.”

One testament to this focus on strong operators, he notes, is the fact that the company has not closed a single store in some 30 years. Much of this success can be attributed to a solid community of franchise owners, and also to the brand’s reputation as a specialist in swimming pools and spas — as opposed to being only a mass-merchandiser of pool supplies, he says. “Our customers are certainly coming to us for products,” said Arrowsmith, “but they also are coming to us because they want experts in water chemistry and pool care.” Besides chemicals, equipment and accessories, the stores also provide a variety of services related to the cleaning, maintenance, repair and installation of heaters, filters and similar equipment. 

The chain’s same-store sales have benefited from a broadened product offering, such as the addition of patio furniture and pool toys, and also from a growing customer base of pool and spa owners. “When I was growing up, pools were viewed as a luxury item for the rich and famous,” said Arrowsmith. Today, though, pools and spas are nearly as common in some of the warm-weather states as microwave ovens are anywhere, he says. According to the Association of Pool & Spa Professionals, there are some 14 million residential pools and spas in the U.S., with California, Florida and Texas being the top three states for such ownership.

Pinch A Penny prides itself on nurturing strong franchisee associations among owner-operators who are active in their local communities. “We have that small-business mentality that is backed by the purchasing power and strength of our brand,” said Arrowsmith.

Pinch A Penny stores tend to operate in a variety of real estate sites, including freestanding stores and in-line spaces at neighborhood shopping centers. The stores typically measure between 2,000 and 2,500 square feet. 

As the name might suggest, providing value is a core principle behind what the company seeks to provide its customers. But Arrowsmith points out that the company offers much more than merely the cheapest option: “We think providing value is about providing great service, great installation and a great warranty, and [about] just taking care of your customer,” he said. “And that’s what Pinch A Penny is all about.”

Franchise inquiries may be directed to Adam Heflin, franchise development manager, at aheflin@pinchapenny.com