Saturday, November 17, 2018

4 signs it’s time to sell

Stuart and Donna Aust

Stuart and Donna Aust

When we started our pest control company, Bug Doctor, 27 years ago, it didn’t take long before we learned we were building a valuable asset. We were only in business a few years when prospective pest control companies began sending attractive letters of interest to purchase our company.

But it wasn’t until a close friend and colleague sold his company that we began to entertain the idea for our business. The saying “It’s all about timing” would be an understatement. If you’re wondering whether the time is right to sell your company, consider these key factors:

1. Revenue growth. Some think the best time to sell is when your business is on the decline. It’s actually the opposite. You want to sell when your business is growing and the future trajectory of this growth can be established. In our case, we were coming off three years of solid growth with an upward trajectory of total revenue. Our recurring revenue was also at an all-time high. Remember how Derek Jeter from the New York Yankees retired when he was on top of his game? That’s the way to do it.

2. High profitability. Investors and industry buyers want to see high levels of operating cash flow. Ensuring efficient route density in small geographic areas and appropriate pricing can translate into greater profitability.

3. Competition and differentiation. What sets your company apart? What is your competitive advantage with regards to technology, marketing, branding, and service offerings? When these are solidly in place, purchasers will be drawn to the unique edge that sets your company apart. In our case, we individually branded each division to appeal to various demographics. Also, by adding a bird division 10 years after the inception of Bug Doctor, the entire trajectory of our company changed significantly — and increased value, demographics and business opportunities. Buyers also look for a good cultural fit and strong management and field staff.

4. Market conditions. What are the multiples, or current value, of your company? It’s ideal to sell when the market conditions drive the multiples up. You may pass on an opportunity to sell, hoping the multiples rise — only to work another 10 years and end up selling for the same price, or even less. Of course, there’s no way to predict market trends. In addition to the market conditions affecting the multiples, your company’s growing revenues, profitability, and differentiation also will drive up the multiples, providing a perfect time for you to sell.

STUART AUST is president and DONNA AUST is chief editor and consultant of The Aust Group, a mergers and acquisitions consulting firm based in Upper Saddle River, N.J. Stuart is also a PMP columnist and former owner of Bug Doctor and its affiliates. He can be reached at stuart@theaustgroup.com.

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from Pest Management Professional https://www.mypmp.net/2018/11/17/4-signs-its-time-to-sell/
Sacramento CA

Friday, November 16, 2018

Termite control? Tell us more

Termite management is especially rewarding for many pest management professionals (PMPs) because they help stop or prevent hundreds of thousands of dollars in damages. If you are one of them, we want to hear from you.

As Pest Management Professional (PMP) prepares for the upcoming annual Termite Management feature, we are seeking pros who can tell us more about how they manage termites for their customers.

termites photo from iStock.com/smuay

Photo: ©iStock.com/smuay

Please take a few minutes to complete our annual Termite Management Survey. Please take a moment now to provide your confidential feedback and share your expertise.

No matter where in the country you are located, no matter how large or small your company, please tell us more about your termite management experiences.

To reward you for your time, ONE lucky winner will receive a full-color poster of PMP‘s pests playing poker cover illustration, FIVE randomly chosen respondents will receive free copies of both Harvey Goldglantz’s book “Marketing Matters” and Lloyd Smigel’s book “Bug People to Business People.”

Take our Termite Management Survey now to be part of our upcoming January 2019 termite management coverage. Thank you  in advance for your time.

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from Pest Management Professional https://www.mypmp.net/2018/11/16/termite-control-tell-us-more/
Sacramento CA

Nick Aust joins The Aust Group

PHOTO: THE AUST GROUP

PHOTO: THE AUST GROUP

Upper Saddle River, N.J.-based The Aust Group, a mergers and acquisitions (M&A) consulting firm, has appointed Nick Aust as an M&A analyst. Aust has spent several years in the pest control industry working in multiple roles at Bug Doctor, the former Aust family-owned business.

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from Pest Management Professional https://www.mypmp.net/2018/11/16/nick-aust-joins-the-aust-group/
Sacramento CA

Nyco Supports Local Charity

Nyco Supports Local CharityNyco Products Co. recently sponsored the Helping Hands Center’s Second-Annual Gallery Night. Helping Hand Center is a Countryside, IL-based nonprofit organization that provides programs and... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/nyco-supports-local-charity/
Mold Remediation Baltimore

4M Wins Four BSCAI Awards

4M Wins Four BSCAI Awards4M Building Solutions was honored by the Building Service Contractors Association International (BSCAI) with four industry awards during the association’s annual CLEAN Awards ceremony. 4M... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/4m-wins-four-bscai-awards/
Mold Remediation Baltimore

Kaivac Names New Sales Director

Kaivac Names New Sales DirectorKaivac, Inc. promoted Andrew Gamson to director of sales and marketing for the company’s operations in Latin America and the Caribbean.  Gamson joined Kaivac in 2015 from Tennant Co. He... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/kaivac-names-new-sales-director/
Mold Remediation Baltimore

SC Johnson Donates Books to Local Schools

SC Johnson, parent company of SC Johnson Professional, recently donated more than 8,000 books to schools in the Racine, WI, area. The books will be distributed to 4th- and 5th-grade students... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/sc-johnson-donates-books-to-local-schools/
Mold Remediation Baltimore

Weekly Product Showcase November 16, 2018

Weekly Product Showcase November 16, 2018Stay up to date on the industry's newest products and services from these ISSA members. A Sure Touch to Cleaning SureTouch® is a ready-to-use, one-step cleaner, disinfectant, and deodorizer... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/weekly-product-showcase-november-16-2018/
Mold Remediation Baltimore

Thursday, November 15, 2018

Control Solutions Inc.: Pivot Ultra Plus

PHOTO: CONTROL SOLUTIONS INC.

PHOTO: CONTROL SOLUTIONS INC.

Formulated for indoor broadcast applications, this new aerosol leverages CSI’s Combination Chemistry — active ingredients prallethrin, pyriproxyfen and etofenprox — to provide quick-acting, long-lasting control of flea and tick adults and larvae. The ready-to-use formulation prevents over- or under-mixing. One aerosol can treat up to 2,096 square feet. The versatile product sprays upside down, for added application flexibility.

ControlSolutionsInc.com

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from Pest Management Professional https://www.mypmp.net/2018/11/16/control-solutions-inc-pivot-ultra-plus/
Sacramento CA

Imperial Dade Among Fastest Growing Companies in New Jersey

Imperial Dade Among Fastest Growing Companies in New JerseyImperial Dade has been named to NJBIZ’s 2018 New Jersey Fast 50 list. The website’s annual index recognizes New Jersey companies for displaying dynamic and percentage sales growth over... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/imperial-dade-among-fastest-growing-companies-in-new-jersey/
Mold Remediation Baltimore

Terminix acquires A-Pro

From left are Kemp Anderson, Terminix's Allison LaRoche, A-Pro co-founders Chuck Payton and Bill Cress, and Terminix's Jason Wing. PHOTO: KEMP ANDERSON

From left are Kemp Anderson, Terminix’s Allison LaRoche, A-Pro co-founders Chuck Payton and Bill Cress, and Terminix’s Jason Wing. PHOTO: KEMP ANDERSON

Memphis, Tenn.-based Terminix has purchased A-Pro Pest Control, Campbell, Calif. Brokered by Kemp Anderson Consulting, the terms of the deal were not disclosed. A-Pro is primarily a commercial and multiple-family housing company, with accounts in Silicon Valley and around the world. It was founded in 1985 by high school friends Chuck Payton and Bill Cress.

A-Pro has a reputation as a Leadership in Energy and Environmental Design (LEED) and integrated pest management (IPM) service company, specializing in low-impact, environmentally conscious applications. The company boasts a staff of 23 employees.

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from Pest Management Professional https://www.mypmp.net/2018/11/15/terminix-acquires-a-pro/
Sacramento CA

CIRI Announces Science Advisory Council

The Cleaning Industry Research Institute International (CIRI) recently announced the latest membership update to its Science Advisory Council (SAC). Steven M. Spivak, Ph.D. has been named SAC... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/ciri-announces-science-advisory-council/
Mold Remediation Baltimore

Tolco Appoints New CEO

Tolco Appoints New CEOTolco Corp. has appointed William M. Lewis president and CEO. Lewis joined Tolco in 2007 and has served as the company’s vice president since 2017. He succeeds George Notarianni, who is... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/tolco-appoints-new-ceo/
Mold Remediation Baltimore

3M Issues Quarterly Dividend

3M Issues Quarterly Dividend3M has declared a quarterly dividend of US$1.36 per share on the company’s common stock. The dividend is payable December 12 to shareholders of record at the close of business... Read more

from ISSA News feed for the Cleaning Industry https://www.issa.com/news/news-details/all/3m-issues-quarterly-dividend/
Mold Remediation Baltimore

Fiction: Crawley and the case of the out-of-control spiders

Strategize when spraying for spiders

Product Development Manager, AMVAC Environmental Products

Dr. Chuck Silcox, Product Development Manager, AMVAC Environmental Products

The active ingredient bifenthrin can be extremely effective for eliminating spiders. It can be applied as a residual spray to both indoor and outdoor surfaces. Applications should be directed at typical locations that spiders inhabit, including corners, eaves, wall and ceiling joints, and around window frames. Indoor applications should be applied as a coarse, low-pressure crack-and-crevice or spot spray.

Outdoors, control will be enhanced by applying perimeter applications to a band of soil and vegetation 6 to 10 feet wide around and adjacent to the structure. Also, treat the foundation of the structure to a height of 2 to 3 feet. For sections of the foundation that abut non-porous horizontal surfaces, the treated areas must be protected from rainfall and spray from sprinklers — and not drain into a sewer, storm drain or curbside gutter.

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from Pest Management Professional https://www.mypmp.net/2018/11/15/strategize-when-spraying-for-spiders/
Sacramento CA

Wednesday, November 14, 2018

A.R.E.: Fusion cover

PHOTO: A.R.E.

PHOTO: A.R.E.

Made in America, the Fusion truck cover combines trim-fold accessibility with paint-to-match finishing. Fold the panels open for quick and easy full bed access, or keep them closed for added security and styling. The low-profile design features universal tailgate operation and a battery-operated LED light.

4ARE.com/product/fusion

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from Pest Management Professional https://www.mypmp.net/2018/11/15/a-r-e-fusion-cover/
Sacramento CA

Top proven control solutions discussed at PestWorld 2018

Overheard at the Control Solutions Inc. booth: PMPs share strategies for choosing products that work

More than 3,000 professionals gathered to attend 70 educational sessions and share ideas on the 100,000-square-foot exhibit floor. Control Solutions Inc. caught up with a small sample at its booth to learn how they achieve control of the toughest pests.

Learn more here.

This video is sponsored content from Control Solutions Inc.

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from Pest Management Professional https://www.mypmp.net/2018/11/15/top-proven-control-solutions-discussed-at-pestworld-2018/
Sacramento CA

LA gets hit with flea-borne typhus outbreak

A growing outbreak of flea-borne typhus has hit downtown Los Angeles, particularly the homeless population.

According to Buzzfeed, the Los Angeles County Department of Public Health is reporting that the average number of reported cases has doubled to about 60 cases each year. Sixty-three cases have already been reported in 2018.

Flea-borne typhus is transmitted to humans when they are bitten by fleas infected with Rickettsia typhi or R. felis. Rats, opossums and cats are typically carriers of the infected fleas.

Buzzfeed reported that Los Angeles County Health Officer Dr. Muntu Davis said in a statement: “Typhus infection can be prevented through flea control measures on pets, using insect repellent to avoid flea bites, and clearing areas that can attract wild or stray animals like cats, rats and opossums.”

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from Pest Management Professional https://www.mypmp.net/2018/11/14/la-gets-hit-with-flea-borne-typhus-outbreak/
Sacramento CA

New York Pest Expo helps PMPs grow in knowledge so they can soar to new heights

“Either we grow or we go.” That’s according to Andy Linares, owner of Bug Off Pest Control Center and organizer of the annual New York Pest Expo.

“In a word, transitions is the theme of our 16th annual New York Pest Expo,” Linares said, while kicking off the event Nov. 9, 2018, at The George Washington Bridge Doubletree Hotel in Fort Lee, N.J.

“Life is all about transitions,” Linares continued. “Nature, insects, human beings, industries and businesses all need to transition to survive and thrive. Pest management is always evolving — new technologies, new regulations, new rules and new players. If we don’t stay on top of, and ahead of, all of these changes, we will be left behind by those who successfully transition.”

New York Pest Expo presenters offered a bevy of information to help pest management professionals (PMPs) grow their knowledge, transition and soar to new heights.

  • Lou Sorkin, BCE, a research entomologist with Entsult Associates, brought a few live creatures to the Expo. While handling a whip scorpion, Sorkin shared how the vinegaroon evolved to defend itself: “It sprays acetic acid — vinegar — either as a cloud or a stream, at a would-be predator or at a creature or person who’s bothering it too much.”
  • Presenting “What Makes Ticks Tick?,” Dr. Nicky Gallagher, Syngenta’s technical services manager for the Northeast and Northwest, said: “Ticks are becoming an increasing problem in the U.S. They are increasing in range, number of species, and the number of diseases they can transmit.”
  • Gallagher said that in 2015, the U.S. Centers for Disease Control and Prevention (CDC) reported more than 35,000 confirmed cases of Lyme disease in the U.S. “This number is just confirmed cases,” she noted. “The actual number could be 10 times that.”
  • Perhaps the most riveting part of Dr. Gallagher’s presentation was when she warned attendees: “Contrary to the belief of some, ticks can attach to any part of the body.” Dr. Gallagher followed up that scary statement by showing a close-up photo of a tick attached to a child’s eye.
  • Presenting “Rodent Control — Let’s Get Serious,” John Murphy, Liphatech’s Northeast district sales manager, said: “The three mammals most successful at surviving are: No. 1: humans; No. 2: the common house mouse; and No. 3: Norway rats.”
  • Murphy said sanitation and exclusion are critical elements of rodent control, but exclusion efforts must target rodents and general insects: “If you want to attract a rat to a glue tray, just place an American cockroach on it. Don’t forget: If there are insects at an account, the rats will always have something to dine on.”
  • Presenting “Smart Pest Management in Retail Food Accounts,” Greg Baumann, Nisus Corp.’s vice president of technical services and regulatory affairs, said: “We are problem solvers. Eighty percent of your time at retail food accounts should be dedicated to inspection, and 20 percent to applying control and exclusion solutions.”
  • Baumann said more retail outlets are getting into the foodservice business, which means more issues with rodents, cockroaches, flies and other pests: “The big-box stores have added foodservice, and I see this trend continuing. It’s good marketing. They want to keep customers there all day, shopping.”
  • Baumann shared a take-home tip sheet for retail food accounts (see accompanying photo). He also reminded PMPs that when a retail food client refuses to be a partner in sanitation and pest exclusion, “sometimes you just have to walk away.”
  • Stan Cope, AP&G’s vice president of technical products and services, reminded PMPs: “You provide far more than pest control. You provide quality of life and peace of mind. … Value, price and deliver your services accordingly.”
  • A retired U.S. Navy medical entomologist, Dr. Cope shared his knowledge and experience through two presentations: “Pest Control and Public Health: Partners for the Good of All” and “The Future of Mosquito-borne Illness — What’s Next?”
  • Cope stated his two-pronged mission for the day. It mirrored PMP’s mission: “Entertain and Educate.”
  • Cope said pests present psychological, environmental, economical and medical issues — problems PMPs and their public health partners are uniquely positioned to help prevent.
  • Cope — aka “Captain Stan the Mosquito Man” — said there are more than 3,500 mosquito species worldwide, but just about 175 species in North America: “There are more than 100 mosquito-transmitted viruses that cause human illness — most of which have not hit our shores … yet.”
  • To put things in perspective, Dr. Cope, a former president of the American Mosquito Control Association, said sharks typically kill about 10 people per year, rabies 25,000, snakes 50,000, and man (homicide) about 475,000 — but mosquitoes account for the deaths of more than 1 million people per year. “Today, the three Vs — Victims, Viruses and Vectors — can be anywhere in the world within 24 hours,” Dr. Cope said.

You can reach Whitford at mwhitford@northcoastmedia.net or 216-706-3766.

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from Pest Management Professional https://www.mypmp.net/2018/11/14/transitions-themed-new-york-pest-expo-helps-pmps-grow-in-knowledge-so-they-can-soar-to-new-heights/
Sacramento CA