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By Ravi Sheth. Sold $12M+ of hot tubs online before launching this site.
The 12 questions every dealer hates
Ask these on the showroom floor and you’ll learn more about the tub in 10 minutes than the sales pitch will tell you in an hour. Each question has a reason behind it. Each answer tells you something specific.
I sold $12 million of hot tubs online. The customers who got the best deals weren’t the ones who haggled hardest. They were the ones who asked questions the salesperson didn’t expect.
This is that list. Twelve questions. What to listen for in the answer. What it means if they dodge.
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Question 1
“What’s the on-edge width for delivery?”
Why it matters: Tests whether the salesperson actually knows the product. Tubs are delivered tilted on edge. The width that matters for your gate is the on-edge dimension, not the footprint.
Walk away if: They say “it’ll fit anywhere” without measuring your gate.
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Question 2
“What does the warranty NOT cover?”
Why it matters: Most warranties cover the shell for 7 years. Pumps and heaters are the parts that actually fail, and they’re often covered for 1-2 years or excluded after a certain hour count.
Walk away if: They hand you the warranty card and tell you “it’s all in there” without summarizing exclusions.
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Question 3
“How many of this exact model have you sold this year?”
Why it matters: Volume reveals if the dealer is invested in the model or just stocking it. A dealer who sold 30 will know the install quirks. A dealer who sold 2 is learning on you.
Walk away if: “Plenty” or “lots” without a number.
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Question 4
“Who handles warranty service, you or the factory?”
Why it matters: Dealer-handled warranty is faster (days). Factory-handled is slow (weeks). Some dealers stock common parts; others wait for shipping every time.
Walk away if: They blame the factory for past issues without owning their part of the service chain.
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Question 5
“What’s the all-in install cost in my ZIP code?”
Why it matters: Pad, electrical, delivery. Should be a real number based on local electrician rates and your specific install. Not a vague “$500 to $2,000.”
Walk away if: They can’t quote it within $500 of the final number.
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Question 6
“Can I see one of these that’s 5 years old?”
Why it matters: A confident dealer has a customer reference. Lets you see how the shell, cabinet, and cover hold up. Tells you how the dealer’s service worked.
Walk away if: They refuse or pivot to “we have lots of happy customers.”
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Question 7
“Show me the financing APR in writing, including the deferred-interest fine print.”
Why it matters: Most dealer “0% APR” promos are deferred-interest. Miss the payoff window and back-interest hits at 22-29% retroactive to day 1. Reading the fine print before signing costs you nothing. Not reading it can cost you thousands.
Walk away if: They say “we’ll go over that at closing.” Get it before.
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Question 8
“What’s the monthly operating cost for this model in my climate?”
Why it matters: Tests their honesty. Cross-check the answer with our Operating Cost Calculator. If their number is wildly low (under $40/month in a cold climate), they’re lying.
Walk away if: “It’s super efficient” without a number.
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Question 9
“What’s the resale value at year 5?”
Why it matters: Brand-recognition test. Hot Spring holds 50-60% of new at year 5. Lesser-known brands hold 30-40%. Matters if you might move or upgrade.
Walk away if: They claim “they hold their value great” without comparing to other brands.
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Question 10
“Which add-ons are essential and which are upsells?”
Why it matters: Cover lifters and steps are usually worth it. UV systems and saltwater conversions are often pure margin for the dealer. An honest salesperson will tell you which is which.
Walk away if: They package everything into a “premium bundle” without itemizing.
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Question 11
“Can I have three local owners’ phone numbers?”
Why it matters: A dealer with happy customers has references. The references will tell you about service issues the dealer won’t.
Walk away if: They cite “privacy” instead of asking customers if they’re willing to be a reference.
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Question 12
“What’s your best price if I pay cash today?”
Why it matters: Reveals real margin. Most dealers will drop 5-15% for cash because they avoid financing fees. Even if you’re not paying cash, the answer tells you what room there is for negotiation.
Walk away if: “Our price is our price.” Always negotiable on a $10,000+ purchase.
Want the printable version?
Drop your email below. We’ll send you the printable PDF you can take into the dealer. Two bonuses included that aren’t on this page: the buyer-side scripts you can use to push back when a dealer dodges a question, and a printable comparison sheet for cross-shopping two tubs side by side.
Why I made this
Most hot tub buying guides tell you “ask about warranty.” That’s not a question. It’s a topic. The salesperson has a script for it.
The questions in this list are different. They’re built to get past the script. Each one asks for a specific, verifiable answer. The kind of question someone who shipped $12M of these online would tell you to ask.
If you ask all twelve and the dealer answers all twelve well, you’ve found a good dealer. If they dodge three or more, walk out and try the next one. There are usually at least two dealers in any metro that carry the brands worth buying.