The why of the fly

Like most small fly species, fruit flies (Drosophilidae) aren’t terribly picky about where they gather and multiply. (PHOTO: ARLINDO71/E+/GETTY IMAGES)

QUESTION:  Dan, I am having intermittent small fly issues at a restaurant. In trying to work with the client, I find that I am not as successful at getting their help as I would like. What can I tell them to get better cooperation?
—Buzz Ablassen

ANSWER: Buzz, the position you must take is that pest prevention services are a public health function and a food safety function. In that light, the most important task is to discover the source of the fly problem. Remember the core function pest management professionals (PMPs) serve: We help maintain a pest-free environment for our clients.

Starting from the position that every service should include a structural, sanitation and storage inspection, you must look for likely breeding areas and food sources. By proactively seeking out conducive conditions and entry points, you are more likely to prevent an introduction from becoming an infestation, or a burgeoning problem from becoming a full-blown crisis.

You must answer the question of why the flies are there in the first place. In the case of small flies, it usually means there are structural defects, or sanitation problems inside the building — although it is possible for any of the small fly species to come in from outside. This holds true even if you find one fly; you must still investigate thoroughly to make sure you are not catching the problem at the beginning.

If the problem is decaying fruits or vegetables, dispose of the decaying food and advise the client on cleaning up the area and monitoring their stock in the future.

Likewise, with fungus gnats (Sciaridae) found in overwatered or otherwise neglected plants, advise the client to remove the plants and water more appropriately in the future.

Drain flies (Psychodidae) and other filth fly species can be a bit trickier to address. There are several chemical and biological supplements to maintain clean and functional drains, but always start by removing the organic material that is supporting the infestation. Remember to wear proper personal protective equipment (PPE) when working with drains. The organic material being removed may contain microorganisms that could be harmful if inhaled, ingested or get in your eyes.

In some cases, the work is beyond the skill set of the average pest management professional. Plumbing and flooring defects typically require other tradespeople who are trained and skilled in finding and fixing problems. Do not overpromise and underdeliver. Assess the situation, and if the problem is appropriately handled by another trade, document the recommendation and communicate that to the client.

As a reminder:

• Exercise your intellectual curiosity and look for all the places flies may gain entry, hide, feed and breed. If you don’t find the entry points, harborage or food source easily, keep looking until you do. If flies are in the building, it’s a structural, sanitation or entry problem.
• Find, document and communicate any conducive conditions that must be addressed.
• Clearly define client expectations and your action plan, and the expectations for client action.
• Keep following up on a schedule that makes sense for the level of the problem and the setting.

Read more: Moisture is the common denominator in small fly sources

Email your questions about insect identification and pest management technologies to pmpeditor@northcoastmedia.net. Your questions most likely will be printed and answered in one of Pest Management Professional’s upcoming columns.

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Sacramento CA

Rockwell Labs: EcoVia MT Mosquito & Tick Control Concentrate

IMAGE: ROCKWELL LABS

EcoVia MT Mosquito & Tick Control is an advanced, specially formulated botanical concentrate for mosquito and tick control. It is exempt under the U.S. Environmental Protection Agency’s (EPA’s) Federal Insecticide, Fungicide and Rodenticide Act (FIFRA) 25(b) provision. EcoVia MT delivers quick kill control and residual repellency for optimal mosquito and tick management. Its concentrated formula results in low use rates (0.33 ounces per gallon for mosquitoes and deer ticks), and it mixes easily and stays in solution. Like other FIFRA 25(b) products, there are no notification requirements (recommend verification with your state regulations), and no water set-back or pyrethroid application restrictions. It also offers minimal risk to pollinators. EcoVia MT can be applied in compressed air sprayers, mist blowers and foggers. Its water-based formula will not leave behind an oily residue. Available in a 16-ounce and a 64-ounce tip-n-measure bottle, this Green Zone product is suitable for green service programs.

RockwellLabs.com

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Sacramento CA

Getting Stuff Done with Southern Charm

Just an hour drive southwest from Lillington, the landscape changes. Deep in the Sandhills of North Carolina, there’s no delineation between the pavement and the pinestraw. 

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Mold Remediation Baltimore

Women and Men United on the Front Lines

After more than 20 years as a woman in restoration and cleaning, I have come to realize a few things about men in our industry. And I believe they have also come to realize a thing or two about their women counterparts.

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Mold Remediation Baltimore

2021 Women in Restoration Award

Martin Luther King, Jr. once said, “Everybody can be great, because everybody can serve. You don’t have to have a college degree to serve. 

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Mold Remediation Baltimore

Northwest service center manager honored by SCPCA

David Nelson

Northwest Exterminating Service Center Manager David Nelson, a second-term Board member for the South Carolina Pest Control Association (SCPCA), was recognized with the 2021 Board Member of the Year award. The SCPCA is created from local pest control professionals committed to pest control and the protection of public health, food, and property. Nelson not only serves on the Board of Directors, but also the Membership and Pest Pro Summit committees.

“David was selected as Board Member of the Year for 2021 due to his unabashed commitment to the association, and for his willingness to not only serve but go above and beyond,” SCPCA President Rich Borden said in a news release. “David is an asset to the SCPCA and embodies the professionalism that we strive to maintain and promote. I look forward to working with him more over the next year.”

Nelson, who is based in Laurens, S.C., has been in the industry for more than 15 years. He initially joined the Northwest Family after the team he was leading prior, Piedmont Pest Control, joined Northwest Exterminating in 2017. “I love being able to support local South Carolina businesses and our pest industry through SCPCA,”  he said in the news release. “I’ve enjoyed the opportunity to meet people across the Southeast that I wouldn’t have otherwise. It’s been a great experience serving on the board, and I am humbled to be recognized for this type of award.”

Scott Eubanks, Northwest’s VP of Industry Relations, is also an SCPCA Board Member and met Nelson during Piedmont’s acquisition. “David was a rockstar from the very beginning,” Eubanks said in the news release. “To acquire a great company, the people have to be extraordinary. The Piedmont team, especially David, is a testament to that. He’s very deserving to be recognized and celebrated with this award!”

ABOUT NORTHWEST EXTERMINATING

Based in Atlanta, Ga., Northwest Exterminating was founded in 1951 and is now in its third generation of Phillips’ family leadership. Joining the Rollins Inc. family of brands in 2017, Northwest has grown across the Southeast to include more than 35 service centers.

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Sacramento CA

When customers are driven by fear, treat with understanding

PHOTO: PEOPLEIMAGES/E+/GETTY IMAGES

I was sitting with my friend at her recently purchased home on the back porch when she suddenly screamed in terror, “Ahhh — there is something attacking me!” She looked to me for answers. The scared expression on her face begged “Will I survive?” Fortunately, yours truly is a pest management professional (PMP). I identified the drywood swarmer she saw and told her she would live to see another day!

While fear affects people in different ways, a version of this story is probably familiar to all PMPs. We comfort our customers through the fear of pests and the havoc they bring. However, have we stopped to think where their fear comes from?

My friend’s intense reaction echoed the fear that so many of our customers share: The fear is what in part drives our business. In fact, many people’s No. 1 fears are snakes and spiders. PMPs must fall outside of the normal population somehow, since we do not shy away from jumping into an infested crawlspace; however, many people have an innate fear of insects, followed by fear of rejection and fear of failure.

The insect fear goes back to our caveman days when predators, like tigers, snakes and spiders, could wipe us out. Our caveman brains, built to survive, flood with the stress hormone cortisol. Cortisol kicks us into fight-or-flight mode, helping us survive insects and other predators. (As an aside, fear of rejection — which includes related things such as fear of public speaking — is thought to be associated with a fear of being rejected from our tribe, which in caveman days meant certain death.)

It is no secret that our customers are often driven by fear when they call us. They have a fear of insects, a fear of their businesses being shut down, and/or a fear of their homes being destroyed. Our opportunity as PMPs is to not only prevent the pests, but also combat stress.

Particularly in today’s stressful, pandemic-led climate, it is not enough to simply kill bugs. While we likely will not know what else someone has been through over the past year in general when responding to a service call, we can safely assume there has been some stress involved due to the challenges the pandemic brought families, solely on a day-to-day level. Our opportunity as PMPs goes beyond that to create a stress-free experience as we battle their pests. We can help bring relief to a customer on multiple levels by handling their problems and assuring them this will be one less thing they have to worry about going forward.

Therefore, how you initially handle a customer’s fear in today’s environment, with so many other factors at play, can help turn those opportunities into long-lasting relationships.

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Sacramento CA

Control Solutions Inc. (CSI): Taurus Dry

IMAGE: CONTROL SOLUTIONS INC. (CSI)

Taurus Dry is a dry flowable termiticide specifically designed to flow through Control Solutions Inc.’s (CSI’s) Precision Delivery System (PDS), penetrating deep into cracks, crevices and voids where termites live and hide. CSI dry flowables are long-lasting, effective and easy to apply with the PDS, the company says. This is because the PDS allows for delivery of proper dosage, and prevents the risk of overapplication or inconsistent placements. All a technician needs to do is keep track of the total number of seconds the PDS trigger is pulled. The application rate varies by termite species and application site; the rate guide can be found at the link below. To see how easy application can be, check out CSI’s YouTube video on the topic.

CSI-PDS.com

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Sacramento CA

Pest index posted for May, with 16 percent increase

Dan Gordon, CPA

PCO M&A Specialists, the Newton, N.J.-based advising firm led by Pest Management Professional magazine’s financial columnist, Dan Gordon, CPA, and global banking and asset management company William Blair have released their May 2021 findings of following their U.S. pest control index. The index increased 16 percent in May, above the historical average monthly growth trend.

According to a news release, the total U.S. pest index increased 16.2 percent year-over-year in May, a deceleration from April (up 21 percent), primarily due to an easier comparison with the commercial pest index in April 2020. On a sequential basis, the index decreased 2 percent from April 2021. The index typically sees a sequential increase in May (up 3 percent in May 2020 and 4 percent in May 2019).

“Growth of 16 percent year-over-year in May remains well above the long-term historical average monthly growth trend of 8 percent to 9 percent,” William Blair Equity Researcher Tim Mulrooney said in the news release.

The Residential Pest Index increased 16.9 percent year-over-year and contracted 0.5 percent on a sequential basis. The Commercial Pest Index increased 22.7 percent year-over-year and contracted 0.2 percent on a sequential basis. The Wood Destroying (Termite) Index increased 8.4 percent year-over-year and contracted 8.9 percent on a sequential basis. The Bed Bug Index decreased 3.1 percent year-over-year and decreased 0.5 percent on a sequential basis.

The index, which is available at SellMyPCOBusiness.com, debuted Sept. 29, 2020, with August 2020 data. As a joint venture between PCO M&A Specialists and William Blair, it tracks the monthly performance of 140 privately held pest control companies across 30 states, with combined annual 2019 revenue of $320 million. View the full May report and the archive of past reports at SellMyPCOBusiness.com.

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Sacramento CA

New BCE-Intern designation for NJ Wildlife and Pest Control PMP

Zack Sieb, PHE, BCE-Intern, is also an athlete at Middlebury College.

Zack Sieb, PHE, has successfully completed the Board Certification Exam and other requirements as set forth by the Entomological Society of America (ESA) and has earned the designation of BCE-Intern. Sieb is currently a senior at Middlebury College in Vermont, majoring in neuroscience. He is also the son of Gulf War U.S. Navy veteran Russ Sieb, ACE, CWCP, PHE, who founded NJ Wildlife and Pest Control in Randolph, N.J., in 2001. In November, the company was the first pest management firm to achieve QualityPro’s new Public Health in Rodents certification. NJ Wildlife and Pest Control is also certified in Public Health in Mosquitoes, as well as other QualityPro programs such as GreenPro, Schools, and Food Safety.

The younger Sieb has specialized in urban and industrial entomology as well as medical and veterinary entomology. He is looking into the medical entomology field after graduation.

Sieb is also a student athlete at Middlebury. For discus, in the 2018-19 season, he earned Outdoor All-NESCAC and Outdoor All-New England. For the 2020-2021 season, he earned Outdoor USTFCCCA All-Region and All-NESCAC.

ABOUT ESA

The Entomological Society of America (ESA) is the largest organization in the world serving the professional and scientific needs of entomologists and people in related disciplines. Founded in 1889, ESA today has more than 5,700 members affiliated with educational institutions, health agencies, private industry, and government. Members are researchers, teachers, extension service personnel, administrators, marketing representatives, research technicians, consultants, students, and hobbyists.

The BCE-Intern designation is for current college students. Currently, there are fewer than 500 BCEs nationwide and only 12 in New Jersey.

 

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Sacramento CA

Differentiating your company and services

PHOTO: MALERAPASO/ISTOCK / GETTY IMAGES PLUS/GETTY IMAGES

Many years ago, during a sales meeting, the topic of “being different” came up.

Our top salesman, who always cracked us up, chimed in with a story I remember to this day: “I’m parked on the street, with a competitor ahead of me and another already inside. Knowing these were big companies, I sat and thought of how I could be different. What will make these people buy from me and not the competition? Well, when it was my turn, I got out of the car, picked up a small rock from the street, walked up to the door and threw it through the window.” Needless to say, the room burst out in roars of laughter. He then said, “People remember the differences. If you can’t be first, be different.”

THINK CAREFULLY

So, aside from rock throwing, what sets you apart from your competition is an excellent question to ask about yourself, your company and the services you provide. To me, it’s not one you should answer quickly. I’ve been pondering this question for many years, and read the online forums with interest when the question comes up. The answers are almost always the same, which tells me if you adopt them, you’ll just be joining the rest of the crowd and well, you won’t be any different.

The answers that most often come up are: excel in knowledge, underpromise and overdeliver, sweep cobwebs, go green, look sharp, be on time. The list goes on and on. These are all great ideas to employ, and will go a long way in solidifying your customer base. However, if you’re doing these things and five other companies also are doing them, just who is different and why?

MAKE A LIST

It’s important to sit down and think things through. I suggest you write a list and revisit the topic frequently. You may find that certain ideas on your list do not stand out, while others will have more traction.

I have an evolving list that has changed many times over the years. I have gone the “accolades and education” route by highlighting my associate certified entomologist (ACE) distinction, which is proudly displayed on my business cards and website. I have all the nice equipment. I have pushed for online reviews. Still, nothing has set me apart in any wide-ranging way. Honestly, it’s time to re-review my ongoing list.

Never think the ideas you’ve listed will have no effect, however; they will. One new client may say she saw your online reviews, whereas another likes your trucks on the road. Each point of difference is crucial to the whole picture.

You may never know what that broad appeal is that brings in the masses who sign up with you because you’re so different. That said, if you’re constantly re-evaluating and striving to set yourself apart, my thought is, you’re already ahead of the competition.

And that’s nothing to throw a rock at.

Larry Ewing

Tips from the Pest Cemetery crew

“My greatest point of difference between me and my competitors is: I answer my phone.”
— Larry Ewing, Owner, Gopher Stop, Riverside, Calif.

Audrey Hall

“Everyone can say they focus on quality or customer service. We differentiate by making a tangible commitment to our community. Our customers provide us with the power to give back, and we feel that’s an important cause for our team and for those who want to do business with us.”
— Audrey Hall, President, Eco Serve Pest Services, Orchard Park, N.Y.

Robert Migliara

“We see things through the customers’ eyes. Anybody can do the exclusion work. The job is not complete to the homeowner until the surrounding area looks beautiful as well. So, adding mulch is not an add-on, but it’s what they perceive as complete.”
— Robert Migliara, Owner, Federal Exterminating, Wellington, Fla.

Ryan Reynolds

“It is all about the client experience — not price, not chemicals, not how much you know.”
— Ryan Reynolds, Owner, Bayview Pest Control, Bellingham, Wash.

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Sacramento CA

LabelSDS.com: Commercial Client Label & SDS Portal

While you probably already know about LabelSDS.com’s online digital label and safety data sheet (SDS) book, did you know that LabelSDS.com also has a Commercial Customer Portal? You can create a portal for those commercial clients to access and view the labels and safety data sheets of products that are used in their facilities. Your commercial clients can do this via the web, or through the new LabelSDS.com app.

LabelSDS.com

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Sacramento CA

Everyone is in sales

The author models his company’s Anteater “conversation starter” shirts. PHOTO: ABC HOME & COMMERCIAL SERVICES

One thing I have struggled with through the years is the concept that everyone is in sales. To be quite honest, I have bloodied my head on this concept many times, and have even lost a few really good employees because I was pushing too hard to make someone a salesperson.

Over time, I lightened up. I now realize the value of employees who are really good at the jobs they do, and that is enough. There are natural salespeople, and there are people who would rather run out into a busy street than to have to ask someone about a sale.

That said, this realization does not change my belief that we are all in sales to some degree. Every interaction you have with a customer, a fellow employee or even your spouse, has some element of sales in it. My dad used to say, “Nothing in this world happens until a sale is made.” It’s just that what that sale looks like, and how it comes about, can vary greatly.

Sales happens every time an employee is performing a service, talking on the phone, processing a payment, etc. Each interaction with a customer either confirms the customer made the right choice when doing business with you, or it damages the relationship.

HOW WE DO IT

In our organization, we try to watch and listen for “salesmanship” in every interaction and phone call. We monitor all phone calls and have a phone system that will listen for key words, and alert us to those calls.

It may listen for the word “cancel,” which is like death to all of us. It also can listen for phrases you are trying to get your office staff to say. For example, one such phrase might be “termite season.” If your office staff makes sure to mention to customers it is termite season, and then asks whether the customer is interested in termite coverage, they can help make the sale — or at least set up the sale for others. Another phrase may be about lawn fertilization, like “green up.” The list of what you can ask your office staff to “make sure you mention” is endless.

Another way sales happen is in the field. My brother Bobby used to make buttons for all his field staff to wear; they said things like “Ask me about termites” (or mosquitoes or lawn care or whatever).

For my technicians’ uniform shirts, we put an embroidered version of our mascot, the Anteater, with a talking balloon, like in the comics, that merely says “Oh, by the way…” The hope is the customer might start the conversation for the technician if the technician is shy. The other advantage (sorry, Bobby!) is that, unlike a button, employees do not have to remember to put it on. So far, the results have been fairly good — not as great as I had hoped, but results are results.

GET ON BOARD

Bobby, Raleigh and I have talked for months in this column about growing your business and how you can add services to become more ingrained with every customer. If customers are using you for multiple services, it is much more difficult for competitors to take them from you. Getting your entire team on board with the concept that “we are all in sales” is a worthy thing to do. You just have to find ways for conversations to start that do not make people who “hate sales” run off into a corner.

Honestly, we have had great success using “the phrase that pays” for our office staff. We have added services for existing customers, and have gained new customers. Letting people know you don’t just offer general pest control, but also handle termites, rodents, mosquitoes, lawn fertilization, weed control or maybe even more, is a really good way to go deeper with customers.

Happy selling!

(Editor’s Note: For additional unusual (and effective) industry branding examples, check out “PMPs show off brilliant branding.”)

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Sacramento CA

Truly Nolen promotes Salt Lake City manager

Keith Thomas

Tucson, Ariz.-based Truly Nolen Pest Control promoted Keith Thomas to manager of the company’s commercial service office in Salt Lake City.

Thomas’ new responsibilities will include helping the office maintain visibility within the local Salt Lake commercial community.

“I am most excited about building a strong team and providing great customer service to our clients,” Thomas said. “My favorite thing about working for Truly Nolen is that every day brings its own challenges and situations where we can help people.”

Thomas joined Truly Nolen in March 2017 as an account manager for the company’s commercial service office in Tuscon. For the past four years, Thomas was the top salesperson in the company’s western U.S. commercial district. He was also the commercial sales trainer for new sales reps, managers-in-training and franchisees. Prior to joining Truly Nolen, Thomas was a district executive with the Boy Scouts of America Catalina Council in Tucson.

“Keith’s ability to connect with people, find solutions, and help other team members grow made him the perfect choice to manage this unique market,” said Jim Pitt, Truly Nolen’s commercial district manager. “I am very happy he is part of our team and look forward to watching his continued success.”

ABOUT TRULY NOLEN

Founded in 1938, when Pest Management Professional Hall of Famer Truly Wheatfield Nolen (Class of 2006) purchased a small company called Economy Exterminators, Truly Nolen of America is one of the largest family-owned pest control companies in the United States. Truly Nolen has more than 80 branch offices in Arizona, California, Florida, Nevada, New Mexico, Texas and Utah. The company also has independently owned and operated franchises in an ever-growing number of territories, including Kentucky, Georgia, New Jersey, Canada, Puerto Rico and more than 60 countries.

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Sacramento CA

Target Specialty Products plans product showcase, termite webinars

LOGO: TARGET SPECIALTY PRODUCTS

Target Specialty Products, a service provider of pest and turf and ornamental solutions in the United States and Canada, will host two free webinars in July as part of its Business Growth Webinar Series of 2021.

On Thursday, July  8, 2021, at 1:30 p.m. Eastern, Target Specialty Products will present “Product Showcase IV: Unique Indoor Solutions.”

During this product showcase, manufacturers will discuss the latest products available for pest management professionals (PMPs) and other product details.

Technical experts from Catchmaster, J.F. Oakes, Liphatech, and AMVAC will share the latest advancements and updates on their company’s respective unique indoor pest control solutions.

PMPs will have the opportunity to ask questions of the experts and technical specialists during the live event. Interested PMPs can register for the webinar free of charge here.

On Thursday, July 22, 2021, at 1:30 p.m. Eastern, Target Specialty Products will present its second webinar of the month, “Taurus Dry: Target Termites at the Source,” in partnership with Control Solutions Inc. (CSI).

Heather Erskine, technical services manager, PCO at CSI, will review the details and latest advancements for termite control with Taurus Dry, a new dry flowable (DF) product from CSI. Taurus Dry is labeled for all species of termites and designed for application with the Precision Delivery System, CSI’s new patent-pending DF application device. The small particles flow anywhere air can flow, reaching deep into shelter tubes, galleries, nests, voids​ and other hard-to-reach locations. ​Applications are non-repellant and manage almost any termite in almost any situation. The active ingredient in Taurus Dry is Fipronil.

Erskine earned her bachelor’s and master’s in entomology with a specialization in urban pest management, from the University of Florida.

Interested attendees can register for the free July 22 webinar now.

ABOUT TARGET SPECIALTY PRODUCTS

Headquartered in Santa Fe Springs, Calif., Target Specialty Products operates 44 locations across the United States and Canada. Click here to be added to Target’s mailing list and notified of future educational opportunities. Find an online library of Target’s previously recorded webinars for on-demand viewing.

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Sacramento CA

Understand the value of safety data sheets

PHOTO: ROAPRODUCTIONS/ISTOCK / GETTY IMAGES PLUS/GETTY IMAGES

The goal of safety data sheets (SDS) is to reduce human and environmental risk by listing potential hazards of daily encountered products, from termiticides to ink. With that goal in mind, today’s SDS providers endeavor to comply with the Globally Harmonized System of Classification and Labeling of Chemicals (GHS), as managed by the United Nations.

SDS provide safety information to any chemical user through compliance with the Occupational Safety and Health Administration’s (OSHA’s) Hazard Communication Program in the U.S., and with the Workplace Hazardous Materials Information System in Canada. Remember, the goal is to protect both the user and the environment. In the pest control industry, we run into some SDS quirks.

INCONSISTENCIES WITH LABELS

One of the most viewed sections of SDS is hazard identification (Section 2), where physical, health and environmental hazards are listed. Arriving at the results is so complicated that most SDS authors use software designed especially for this purpose, where physical and chemical properties are entered, and the hazards are automatically identified. A signal word is determined, and a pictogram is listed that requires training to understand.

The SDS signal words and the reasoning behind determining them can be confusing. This is because they are inconsistent with the Federal Insecticide, Fungicide and Rodenticide Act (FIFRA) label, which looks at other factors. There are only two GHS categories — DANGER and WARNING — whereas the FIFRA label signal words can be DANGER, WARNING or CAUTION. For pesticides, the FIFRA signal word might be CAUTION, and the SDS signal word might be DANGER, based upon different factors such as flammability not considered under FIFRA.

This causes confusion and implies that one or the other is incorrect. Realistically, they are both right, but for different purposes. Beyond that, personal protective equipment (PPE) and environmental hazards also might not be consistent. So, which PPE requirements do you follow? The U.S. Environmental Protection Agency (EPA)-approved label must be followed, at the very least.

END-USE DILUTED PRODUCTS

One question commonly asked is whether there is an end-use dilution SDS for products. After all, customers are not usually exposed to concentrate, but rather the final formulation of the product. For example, a customer might call in a panic because he read the SDS of a 10 percent concentrate, which describes a hazard that seems to be similar to certain symptoms exhibited by the family dog, but the product was in actuality used at 0.125 percent and posed no threat. Logically, dilution reduces any risk, but the SDS can depict a picture of gloom and doom.

Manufacturers are required under regulations to prepare SDS for products as shipped, not the diluted products. A diluted material SDS may be prepared as a courtesy, but it is not distributed with the name of the manufacturer because the manufacturer does not make the diluted product. It is not at all a matter of manufacturers being uncooperative, of course; it is instead a matter of regulatory mandate.

MOVING FORWARD

There are, of course, good things about SDS. There are instructions, primarily for first responders, about first aid, fighting a product fire, handling and storage, exposure, and even physical and chemical properties.

At press time, OSHA is considering updating SDS requirements, which may make them even more complicated. Regardless, SDS are an important part of pest management safety training, and every one of your employees should be prepared to answer customer questions about them. Make sure everyone understands the basics and how to explain any limitations to customers, especially those customers who panic when reading a pure-product SDS.

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Sacramento CA

Trécé: CIDETRAK IMM MEC

IMAGE: TRÉCÉ INC.

New CIDETRAK IMM MEC is a highly sophisticated, microencapsulated (MEC), controlled-release mating disruption product for Indianmeal moth (IMM) and other labeled species. It can be used in raw commodity facilities, food-processing, retail and more, with low labor requirements and flexibility in treatment intervals. No shutdown, no downtime. Plus, it’s easy to use: Shake, tip and pour for singular spray or tank mix.

Trece.com

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Sacramento CA

Collier’s Pest Control acquired by Rose Pest Solutions

Troy, Mich.-based Rose Pest Solutions, which can trace its roots to Pest Management Professional Hall of Famer Solomon Rose (Class of 2001), has acquired Traverse City, Mich.-based Collier’s Pest Control.

Rose Pest Solutions has served clients in northern Michigan, including Traverse City, for decades, according to a news release. This acquisition allows the company to expand its footprint in the region, particularly in Antrim, Benzie, Grand Traverse, Leelanau and Kalkaska counties.

“We were humbled when Gary Collier reached out to inquire about us taking on the day-to-day operations of his business,” Rose CEO Russ Ives said in a news release. “Collier’s is one of Michigan’s most trusted and well-respected pest control companies, and Rose will continue to honor the outstanding service and loyalty that Collier’s has built over the past 45 years with its clients.”

Collier, who founded the company in 1976, will assist with the transition process as he goes into semi-retirement.

“A family-owned company was always in the requirements of my search – one that represents my beliefs in my outlook of business,” Collier said in the news release. “Rose Pest Solutions is well respected in the marketplace, and by me, as a company of quality, integrity and care. They will now work to help our employees with benefits that I could not offer – and provide added services in a platform of growth.”

Rose Pest Solutions has plans to move to a larger facility to accommodate these expanded services. Until then, the combined companies will operate out of the current Collier’s Pest Control office in Traverse City.

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Sacramento CA

Certus purchases Florida, Georgia companies

Certus’ Ron Shakespeare stands with Bug Termite & Pest Control Owner Danny Swain. PHOTO: CERTUS

Orlando, Fla.-based Certus Pest has purchased two companies in the southeast. Terms of the transactions were not disclosed.

Columbus, Ga.-based Pesty John’s Pest Control is a second-generation, family-operated company that serves pest control customers throughout Georgia and Alabama.

“Knowing that Certus will support my employees and help them grow in their careers made the transition from business owner much easier for me,” Owner John Allen said in a news release. He has more than 50 years of experience in the pest control industry.

From left are Pesty John’s Owners Donna and John Allen with Certus’ Verne Keller. PHOTO: CERTUS

Bug Termite & Pest Control, headquartered in Venice, Fla., is owned and operated by another 50-year industry veteran, Danny Swain.

“I wanted to sell my business to a company that would keep the family feel for my team and be flexible through the transition period,” Swain said. “Certus’ leadership has enlisted the hands-on experience in the industry to best understand my team and business model.”

Mike Givlin, CEO and co-founder of Certus, said, “Both companies bring a wealth of pest control experience and are great additions to our fast-growing Southeast market.”

ABOUT CERTUS

So far in 2021, the company has purchased several companies including DeLand, Fla.-based Aaron Pest Control, Palm Desert, Calif.-based Bug Guys Pest Control, Gilbert, Ariz.-based Bryant Pest Control, its first company in Georgia with Peachtree Pest Control, its first in Nevada with Las Vegas Pest Control, Palm Desert, Calif.-based Bug Guys Pest Control., Stuart, Fla.-based Patrick Exterminating and Hayward, Calif.-based Keystone Pest Control.

Certus now operates in California, Georgia, Alabama, Washington, Oregon, Florida, Idaho, Arizona and Nevada. The company expects to continue to grow in its existing markets and enter new markets into 2021.

In 2019, CEO and co-founder Mike Givlin partnered with Imperial Capital, a mid-market private equity firm from Toronto, Canada. Then Certus was launched and entered the pest control market in 2019 in the Pacific Northwest with its first two acquisitions: Mathis Exterminating, Puget Sound, Wash., and Eco Elite Pest Control, Seattle, Wash.

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Sacramento CA

Woodstream: TERRO Wasp & Hornet Killer

IMAGE: WOODSTREAM

The TERRO Wasp & Hornet Killer (#T3300-6) is the latest launch from Woodstream. A water-based aerosol formula that greatly reduces staining issues, the effective spray features the active ingredients tetramethrin and sumithrin. Competitively priced and available in a 19-ounce can that provides excellent knockdown, the spray is designed to reach 20 feet using foam to coat the nest and insects for a complete kill.

WoodstreamPro.com

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Sacramento CA

Realtime Labs And Wonder Makers Environmental Present Information Regarding Mycotoxins And How Those Poisons Impact Fungal Remediation

Mycotoxins, the chemical byproducts produced by mold, are linked with many health effects and need to be removed during remediation, as well as the visible colonies and microscopic spores. 

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Mold Remediation Baltimore

Ensuring Complete and Professional Odor Removal After a Sewage Back-Up

A sewage back-up can wreak havoc on a property. Even small back-ups like in the bathroom of a single-family home can create lasting issues for the property owner or manager. 

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Mold Remediation Baltimore

Celebrating Women in Restoration: Advice

R&R celebrates Women in Restoration by asking getting their advice for fellow women in the trades.

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Mold Remediation Baltimore

Celebrating Women in Restoration: Favorite Things

R&R celebrates Women in Restoration by asking about a few of their favorite things.

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Mold Remediation Baltimore

Onboarding — The Start of a Wonderful Relationship

There was a time when new hire orientation meant the new employee spent a day or two in the office filling out forms, signing documents, and reading a slew of company literature and policies, many of which were outdated. 

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Mold Remediation Baltimore

Restoration 1 Adopts Xcelerate as Restoration Job Management Software of Choice

Restoration 1 to roll out Xcelerate across franchisees nationwide.

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Mold Remediation Baltimore

NPMA Academy returns in-person this summer

LOGO: NPMA

The National Pest Management Association (NPMA) will hold Academy 2021, its annual summer conference, July 13-15 in Tucson, Ariz.

Early bird registration discounts for the event, which will be held in person at the Westin La Paloma Resort & Spa, are available through June 25.

Academy is an annual event that is designed to advance the professional and business development of the industry’s current and emerging leaders in a hands-on, interactive environment. The NPMA’s Leadership Networking Community (LNC), which hosts Academy, has a mission to cultivate professional development and networking opportunities throughout the year.

Last year, the event was a virtual program held over eight weeks because of the coronavirus pandemic.

This year’s program features two keynote sessions designed to motivate attendees and leave them with insider tips on how to build trust using non-verbal success strategies and ways to adjust their leadership style to stress less and accomplish more.

At Academy, attendees are placed on teams where they will engage in friendly competition through a mix of physical and mental team tasks in the Academy Olympics. Also, they have many opportunities to collaborate and network through small group interactions in Academy Learning Labs and Academy Brain Dates. New this year, Brain Dates are open to all attendees and will give them a chance to offer advice and mentorship to their peers on specific areas of interest.

“The energy and team spirit at Academy is contagious, and after a year of virtual events, we are excited to host Academy face-to-face once again,” said the NPMA’s CEO Dominique Stumpf. “Each year, through insightful presentations, team building events, and networking, attendees return from Academy refreshed and refocused to lead their companies to achieve its goals.”

In addition to premier sponsor Corteva Agriscience, Academy is sponsored by Control Solutions Inc., Douglas Products and Neogen.

Interested pest management professionals can go online to check out the NPMA Academy’s full program and register today.

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Sacramento CA

Arab, Hatfield win Indiana business awards

LOGO: IEDC

Indianapolis, Ind.-based Arab Termite and Pest Control and La Porte, Ind.-based Hatfield Pest Control were recently honored with a 2021 Governor’s Century and Half-Century Business Award, respectively. The awards were bestowed by Indiana Gov. Eric Holcomb via the Indiana Economic Development Corp (IEDC).

There were 33 Century award recipients and 68 Half-Century recipients this year, making a total of 101 award recipients. Arab Termite and Pest Control has been in business for 109 years, and Hatfield Pest Control has been in business for 77 years.

“I’m honored to recognize these dedicated Hoosier business leaders who have created a lasting impact not only on their communities but to the state as a whole,” Holcomb said in a news release. “As we continue to attract new jobs and investment to Indiana, these well-established businesses will set the tone for a Hoosier economy dedicated to hard work, constant improvement and strong community roots. I’m confident these businesses will continue providing great service and keep Indiana on the path to success.”

ABOUT IEDC

The Indiana Economic Development Corporation (IEDC) leads the state of Indiana’s economic development efforts, helping businesses launch, grow and locate in the state. The IEDC manages many initiatives, including performance-based tax credits, workforce training grants, innovation and entrepreneurship resources, public infrastructure assistance, and talent attraction and retention efforts.

ABOUT ARAB TERMITE AND PEST CONTROL

Per President Sid Shah, “In the early 1900s, Dr. Allen, an entomologist, developed a chemical for mothproofing expensive Oriental Rugs from carpet beetles, but he had no knowledge of marketing (Editor’s Note: His first name has been lost to history). So, he asked his friend Mr. Herman B. Jordan, a businessman from Indianapolis, to assist him in marketing the product to the public. Both friends had a good product, but needed a marketable name. They knew the name had to be catchy, distinctive, colorful and descriptive. After much work and contemplation, Arab (pronounced AA’rab) a term derived, in this case, from the theme of the Arabian Nights was created. The new label had romantic flair, illusions of flying Persian carpets and mysteries of the East. Then came the well-known [tagline], ‘See a bug… call Arab.’ Jordan and three employees would walk the streets knocking on doors, giving free pest control inspections, and offering free inspections to their family and friends. Once Arab performed a satisfactory job, they always asked for referrals. The business was growing steadily, and then came the Great Depression of 1929. Dr. Allen and Mr. Jordan were in fear of losing everything, so they decided to set up a private corporation to limit Arab liabilities. That’s how Arab Termite and Pest Control, Inc. was incorporated in 1929. However, the Arab name is over a century old. The Arab name has survived the Great Depression, both World Wars, the Vietnam War, several recessions, and the coronavirus pandemic of 2020. The Arab logo is still standing after over a century.”

ABOUT HATFIELD PEST CONTROL

Per the company website, Founder Dean Hatfield began his career in pest control at the Kingsbury Ordnance Plant during World War II as the superintendent for roads and grounds. Therefore, he was in charge of all pest and weed control throughout this major facility. After the war, he began using his skills in the business community and soon had a varied and extensive group of clients. Greg Campbell had already worked in the pest control field for seven years and had a degree in entomology from Purdue University when he was approached by Hatfield to take over the business in 1980. Campbell’s daughter, Carrie, purchased the company from him in 2015. As president, Carrie Campbell is a certified technician and is active on several community boards as well as the Indiana Pest Management Association.

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Sacramento CA

What to do about a capital gains tax increase

PHOTO: BET_NOIRE/ISTOCK / GETTY IMAGES PLUS/GETTY IMAGES

On April 28, President Biden floated his plans for tax increases in his speech to Congress. While there are many aspects to his plans, this column will address his recommendation for increasing the long-term capital gains tax (LTCGT).

With all the government stimuli given out as a result of dealing with the pandemic, it was pretty much a foregone conclusion that taxes had to go up. But tax increases can become a slippery slope in terms of unintended consequences.

REASONS FOR INCREASES

Why do we raise taxes? The obvious answer is the government needs money to pay for current programs and perhaps new ones, such as an infrastructure plan. While I do not want to debate the politics of the increase or the spending program, I’d like to point out that there is another reason to raise taxes, and it has nothing to do with revenue increases: As a public policy matter, raising or lowering the tax rate discourages certain behaviors and promotes others.

Take taxes on alcohol or cigarettes, for example. In theory, if we increase taxes on either of these, we may be able to reduce consumption. Sounds good, right? If we make cigarettes very expensive because of a tax we impose, hopefully we can get people to either stop smoking altogether or reduce their cigarette consumption. Alternatively, if we give a deduction for taxpayers to make contributions to charity, we encourage giving to people who need the money for causes that promote decency and philanthropy.

So, we raise taxes to increase government revenue, and we use taxes to promote certain behaviors. Enter the LTCGT, which allows a taxpayer to invest in an asset — such as a business, a stock, bond or real estate — and hold it for a minimum of one year and receive special tax treatment.

PROPOSED CHANGE

Currently, the highest marginal rate for a LTCGT is 20 percent. The proposal would eliminate the LTCGT for anyone whose taxable income is over $1 million, which includes the capital gain itself. The issue here is that most people do not earn $1 million per year, except perhaps for the year that a business owner decides it’s time to capitalize on a lifetime’s worth of work in building his or her business and sells that business.

In the year of sale, most of our clients would yield well over $1 million for the sale of their businesses. Their marginal tax rate would be at the top ordinary income tax rate (currently 37 percent); however, the president has floated raising the top rate to 39.6 percent. It’s not the difference in going from 37 percent to 39.6 percent that matters so much. It’s the elimination of the LTCGT, thereby just about doubling the amount of tax a seller would pay on the sale of his or her business.

If you want to raise income tax rates a few percentage points to get more revenue for the government, most people would not be happy about it — but they could live with it. Eliminating the LTCGT treatment on selling investment assets would change behaviors, just as a tax on cigarettes would. The behavior that would change is people will hesitate to invest in businesses or stocks, bonds or real estate because, by increasing the maximum marginal tax from 20 percent to 39.6 percent, a good chunk of the reward will be eliminated. With a fragile economy, that may not be a good idea.

For those pest control business owners who have greater than 10 years until retirement, my advice is to hold on. Taxes may change, and you should be able to grow your company over time, ultimately yielding more than you could get today. For those with a three- to five-year runway, you may want to think about accelerating your exit plan to take advantage of the current tax rates. Many pest management professionals have realized this, and currently our merger-and-acquisition business has never been busier.

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from Pest Management Professional https://www.mypmp.net/2021/06/23/what-to-do-about-a-capital-gains-tax-increase/
Sacramento CA

PMPs show off brilliant branding

Next month, our cover story will focus on how creating a professional, consistent brand can skyrocket pest control firms to success. To whet your appetite for it, though, here’s a roundup of just a few of the creative ideas your colleagues have implemented. We’re always looking for clever branding ideas: Drop us a line at pmpeditor@northcoastmedia.net and let’s continue the conversation.

PHOTO: VIKING PEST CONTROL

Basking Ridge, N.J.-based Viking Pest Control, an Anticimex company, offers this free spotted lanternfly (Lycorma delicatula, or SLF) removal tool to anyone within its four-state service area of New Jersey, Delaware, Pennsylvania and Maryland. The instructions note to use the scraper to remove the egg mass, and then deposit the eggs into a plastic bag with hand sanitizer.

PHOTO: THE BUG LADY

Bobbie Terry, owner of Austin, Texas-based The Bug Lady and founder of Women in Pest Control, has had her personalized license plate since 2019. “I was always called ‘The Bug Lady’ by customers, even before I started my own business,” she says. “Some even called me Miss Ladybug!”

PHOTO: AMERICAN-ALLIED PEST CONTROL

For the past three years, the American-Allied Pest Control team has been handing out their patent-pending Flip Flop Flyswatters to new customers and to anyone stopping by their booth at builder shows, home and garden shows and more. Brenda Krabill, who co-owns the Abilene, Texas-based firm with her husband, Brad, notes that “We make them ourselves, and everyone absolutely loves them.”

PHOTO: XTREME WEED & PEST SOLUTIONS

The branding budget for Xtreme Weed & Pest Solutions is simple: hats, shirts, trucks, jackets, pint glasses. About that last item, explains Launa Benson, who co-owns the Ronan, Mont.-based firm with her husband, Tom, “I know the restaurant owners, and they contacted me about sponsoring the glassware. I love it when customers send us pictures when they are out to supper.”

PHOTO: GREEN AND GONE PEST SOLUTIONS

Kaija Saarinen, owner of Green and Gone Pest Solutions, Kenora, Ontario, shows off her uniform shirt, which coordinates with the onesie modeled by her newest technician, Reija (just seven weeks old in this photo).

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from Pest Management Professional https://www.mypmp.net/2021/06/23/pmps-show-off-brilliant-branding/
Sacramento CA

Bayer adds 6 to pest management, public health team

Bayer’s Pest Management and Public Health business has added six new executives to its team since the beginning of the year.

“All of these executives are passionate about helping our customers succeed and protecting people against pest-related threats,” Gokhan Vergon, head of Pest Management and Public Health for Bayer U.S., said in the news release. “We are thrilled to welcome them to the team, and we look forward to seeing their contributions to the pest management professionals we serve every day.”

The new team members have extensive pest management expertise in product development, customer solutions and marketing, according to a news release.

“Each of these executives bring a unique perspective and new expertise to our team,” Vergon said. “We are confident this will benefit our customers and business now and in the future.”

Clockwise from left are: Eric Picard, Dr. Sally Abbar, Mike Hirvela, Pat Morrow, Keith Miller and Mike Leahy. IMAGES: BAYER

Learn more about the six new team members:

• Dr. Sally Abbar, field development representative: Dr. Abbar is responsible for new product and concept development in the southeast U.S. She is an applied entomologist with a background in integrated pest management (IPM). Dr. Abbar specializes in both nonchemical and chemical control methods for urban and stored product pests (SPP).
• Mike Hirvela, customer marketing manager: Hirvela is responsible for marketing the business’s household health products and expertise. He joins from the Bayer Turf and Ornamentals business where he served as the customer marketing manager for the golf and sports turf segments. Hirvela brings more than 20 years of experience in the lawn care and golf business to the role.
• Mike Leahy, area sales manager: Leahy covers Ohio, Michigan, Indiana, Kentucky, West Virginia and western Pennsylvania as part of the Eastern region sales team. He brings more than 35 years of experience in both pest control sales and mosquito control sales.
• Keith Miller, area sales manager: Miller covers Alabama, Louisiana, Mississippi, Arkansas and Tennessee as part of the Western region sales team. He has more than 25 years of experience and joins from the Bayer Animal Health division.
• Pat Morrow, senior marketing communications manager: Morrow oversees the marketing and communications for Bayer Pest Management and Public Health business. She brings several decades of experience to the role. Morrow first joined Bayer in 2016 as the marketing communications manager for the U.S. Turf and Ornamentals business.
• Eric Picard, area sales manager: Picard covers New York, Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire and Maine as part of the Eastern region sales team. He has more than 13 years of experience in the pest management industry in both distribution and manufacturing.

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from Pest Management Professional https://www.mypmp.net/2021/06/23/bayer-adds-6-to-pest-management-public-health-team/
Sacramento CA