Evergreen teams with new Super Home Services

Dubin Clark, a private equity firm with offices in Boston, Mass., and Jacksonville Beach, Fla.,  has created a new holding company, Super Home Services, to invest in Evergreen Lawn & Pest Control. Greg Clendenin of The Clendenin Consulting Group and Graham Anthony acted as transaction advisors for Evergreen.

Founded in 1991, the Apopka, Fla.-based  firm also has locations in Orlando, Leesburg, and DeBary, Fla. Its services include lawn spraying, tree and shrub services, pest control, termite treatment and mosquito control.

“We are excited to partner with the Dubin Clark team, and look forward to leveraging their extensive knowledge to help us drive continued growth,” Evergreen Owner Jim Fanning said in a news release from The Clendenin Group. “This partnership will allow us to expand our service offering to our customers, while continuing to provide superior services and exceptional care.”

Dubin Clark Managing Partner Brent Paris agreed. “We are thrilled to add Evergreen to our portfolio as the cornerstone of a new home services platform, Super Home Services,” he noted in the news release. “We look forward to leveraging our experience in specialty residential services to assist Jim Fanning, the incoming CEO, George Godfrey, and the remaining team to drive platform growth and quality service for our current and future clients. We hope to unlock value creation through a number of organic and add-on acquisition growth initiatives, with the goal of providing customers with a best-in-class solution for all of their home service needs.”

According to the news release, Dubin Clark is led by experienced private equity professionals who bring decades of success in lower middle market investing. The firm targets investments in branded niche manufacturing and specialty services segments with at least $5 million in sales (less for add-ons). Its mission is to create value by helping portfolio companies grow through a coordinated approach that includes providing the capital necessary to support internal growth, completing complementary add-on acquisitions to build market position, and helping develop new strategies for the future while protecting the independence, culture and values that made the company successful.

Dubin Clark’s other recent platforms in the home services sector include Affordable Water Heaters & Plumbing, acquired in July 2020, and Sila Heating & Air, sold to Morgan Stanley Capital Partners in May 2021.

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from Pest Management Professional https://www.mypmp.net/2021/07/30/evergreen-teams-with-new-super-home-services/
Sacramento CA

AAPSE hosts conference, installs Golden as president

The AAPSE/PACT meeting took place at the Sheraton, but there were virtual elements for those who could not attend in person. PHOTO: AAPSE

From July 19 to 21, the American Association of Pesticide Safety Educators (AAPSE) met in conjunction with Pesticide Applicator Certification and Training (PACT) in Denver, Colo. The goal of the meeting was to provide state lead agencies (SLAs) and Pesticide Safety Education Program (PSEP) staff and other stakeholders with the most up-to-date regulatory information to support implementation and compliance assistance.

At the conclusion of the meeting, Faye Golden was installed as president of the AAPSE. Golden is the government affairs director for Cook’s Pest Control, Decatur, Ala., as well as secretary of the National Pest Management Association (NPMA) and treasurer of Black Ownership Matters (BOM), which recently held its own leadership meeting. Other BOM leaders in attendance at the AAPSE/PACT meeting included Board Member Dr. Sonja Thomas, who is the PSEP coordinator for Auburn (Ala.) University, and Secretary Sterling Barbour, owner of Revolution National Pest Council.

Newly installed AAPSE President Faye Golden, in orange dress, is surrounded by past presidents at the event’s closing dinner reception. IMAGE: AAPSE

“I am excited to have this opportunity to lead an organization I have been a member of for more than 15 years,” Golden tells Pest Management Professional. “AAPSE is an amazing organization filled with incredibly talented people.”

ABOUT AAPSE

AAPSE’s mission is to provide a collective voice and forum for professional development, advocacy, and collaboration in the development, delivery, and advancement of pesticide applicator certification and safety education. AAPSE has a diverse membership, comprised of state and federal regulatory officials,  university pesticide safety education specialists,  pest management professionals, pesticide registrants, and  public and private entities. The organization trains and certifies 500,000 applicators in agriculture, urban landscapes, parks, structures and buildings, forests, roadside rights of ways, watersheds, public health, and more. Each year, AAPSE reaches nearly 2 million people — from pesticide educators, farm laborers, backyard gardeners to inner-city and remote rural communities with education and outreach.

ABOUT PACT

The goal of PACT is to improve implementation of Certification of Pesticide Applicators Rule (40CFR171) and the Agricultural Worker Protection Standard Revision (40 CFR170) by state and tribal pesticide programs. This project has been funded wholly or in part by the U.S. Environmental Protection Agency under assistance agreement X8-83927401 to Michigan State University.

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Sacramento CA

The Seven Emotions of a Business Sale

My experience with the sale of a business has been an eye-opening one, and it’s helped me realize the full spectrum of emotion my clients encounter during the selling process.

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Mold Remediation Baltimore

CSI: Doxem IG Cockroach & Occasional Invader Bait

IMAGE: CONTROL SOLUTIONS INC.

Doxem IG is a fast-acting granular bait that can control a wide range of household pests, both indoors and outdoors. Featuring the active ingredients novaluron and indoxacarb, it can be used as a broadcast or perimeter treatment, or as a spot treatment on insect harborage areas outdoors. It can also be applied along boundaries, such as fences. Doxem IG is highly attractive to target pests, while at the same time having minimal impact on non-target species, the company says. Other features include:

• It is weather-resistant for up to 14 days, and keeps working even after rain or irrigation events.
• It is so attractive that pests seek it out even in the presence of mulch and other food sources.
• It starts working within 48 to 72 hours.
• It is effective against both nymphs and adults, and can be used any time in their life cycle.
• It uses multiple modes of action to manage insect resistance.

ControlSolutionsInc.com

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Sacramento CA

Hawx Services partners with private equity firm

LOGO: HAWX SERVICES

Ogden, Utah-based Hawx Services has partnered with private equity firm PCM Growth. The transaction closed in March, with LR Tullius acting as exclusive financial advisor to Hawx. The management team of Hawx, led by Matt Mehr, Scott Wilson and J.K. Gleave, remain with the company and continue to hold significant equity positions. Terms were not disclosed.

PCM Growth was founded and is led by Mike Paulus, a financial investor whose startup successes include Assurance IQ, a Seattle, Wash.-based tech company he founded in 2016 and sold to Prudential Financial in 2019.

Founded in 2013 by President Matt Mehr and CEO Scott Wilson, Hawx started with one branch and has since grown to 16 branches throughout the United States. The company provides general pest control, mosquito and termite services.

“Hawx has grown rapidly by focusing on providing opportunities for our employees to grow, to nurture our customer base and focus in on the customer experience, from sales all the way down through the entire service plan with us,” Mehr said in a news release from LR Tullius.

Mehr reports that Hawx plans to expand into new geographies in the coming year, and capture additional market space.

In the news release, Hawx’s Gleave said pest control is a platform that makes sense for Paulus and PCM Growth because of their past successes in the insurance industry.

“I think there’s a lot of correlation between the two spaces, and with the amount of success Paulus had previously, we believe that together we’ll have the same success here in pest control,” Gleave said.

Scott Wilson said, “We want to be the biggest and best pest control company we can be, and to do that, you have to have a great following of customers, and you have to be able to prove that what you do works. Our goals are quite lofty. We want to continue to grow our current footprint — our four major territories — and continue to open up new branches.”

PCM’s Paulus said of Hawx, “It is a company that has been around long enough to have really learned the model and executed it across a number of locations, but it also has a very entrepreneurial management team that’s incredibly ambitious.”

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Sacramento CA

Meet R&R’s New Editor, Valerie King!

Valerie King introduces herself to the restoration and remediation community.

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Mold Remediation Baltimore

An Overview of Photocatalytic Oxidation Technologies for Restoration Professionals

This article is designed to provide some general information regarding a number of technologies that utilize different wavelengths of light as a sanitizing process under the general heading of photocatalytic oxidation (PCO).

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Mold Remediation Baltimore

How PMPs can battle the employment crisis

PHOTO: METAMORWORKS/ISTOCK / GETTY IMAGES PLUS/GETTY IMAGES

Across all industries, employers are struggling to find the right talent. The struggle is even more pronounced in industries like pest control and other services, where working from home — at least for field teams — is not a realistic option.

How should companies combat this nationwide economic struggle? While there is no silver bullet to finding talent, Truly Nolen is determined to traverse this challenge like any other obstacle. We have been examining how to be the employer of choice in this incredibly competitive market. As a result, Truly Nolen’s approach is focus on career pathing and challenge our current set of biases to find talent in unlikely places.

THE IMPORTANCE OF A CAREER PATH

Career pathing our partners is critical to training and development.  It is not enough to simply show people how to prevent pests. Employers should go beyond initial training and illustrate the career opportunities available in our industry. Going beyond the bugs will not only uplift one’s business, but also elevate an employee’s life. As we all know, our industry is all about the people we serve. There are infinite ways to develop and understand team members a company serves within its organization, as well as its customers’ psyche.

Truly Nolen offers an array of programs that focus on professional as well as personal development. To name a few: Pathway to Leadership class, the Truly Development Program (TDP), the Manager in Training (MIT) program, Train the Trainer class, and Trul-e-learn online training courses are some of the ways Truly Nolen supports our partners in building their career.

In addition, I believe it is a great time to reflect on our own biases of who we are hiring. Just for exercise purposes, imagine a convict. Most will visualize a Caucasian or Black man in an orange jumpsuit. However, did Martha Stewart come to mind? Not likely. Ask someone to list ‘blond celebrities’ and encourage them to use Google as a resource. They might rattle off Britney Spears, Charlize Theron, or maybe even Barbie. However, it is unlikely that even after a long well-thought-out list that Owen Wilson, Chris Hemsworth, or any other male will come up — even after Googling to make the list! These simple exercises expose the gender biases we all share. I challenge pest management professionals to consider what biases that might be holding their business back and limiting their ability to find great talent.

Therefore, as you chart your employment hiring course for the rest of the year and beyond, I hope that by considering things such as career pathing and checking your own biases, you will be able to widen your search of qualified applicants and begin to bring new team members on board. This, in turn, will be good for your overall bottom line.

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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

BluSky Restoration Contractors, Integrity, RebuildEx Merge

The merged companies will continue as BluSky Restoration Contractors, operating 37 offices in 17 states.

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Mold Remediation Baltimore

Newly Revised ANSI/IICRC S100 Standard Published

ANSI/IICRC S100 describes the procedures, methods, and systems to be followed when performing professional commercial and residential textile floor coverings maintenance and cleaning.

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Mold Remediation Baltimore

Rockwell Labs: InVict Gold Cockroach Gel

PHOTO: ROCKWELL LABS

Formulated with an exclusive bait matrix and 2.15 percent imidacloprid, InVict Gold Cockroach Gel achieves palatability, value and lightning-fast results: Cockroaches begin dying as soon as 20 minutes after eating the bait, so they don’t overfeed and waste bait. InVict Gold also has proven secondary kill when cockroaches are exposed only to carcasses and droppings of cockroaches that ate the bait. InVict Gold is formulated with food-grade attractants that are intentionally different, making it an ideal choice for bait rotation with InVict AB Insect Paste to prevent bait aversion. It is also formulated without the eight most common food allergens, making it ideal for sensitive applications. The product is available in boxes of four 35-gram syringes with a plunger included; single 35-gram syringes with plunger; and a 300-gram “Big Gun” tube that fits in a standard caulking gun.

RockwellLabs.com

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Sacramento CA

Go pro, and grow

(ILLUSTRATION: LEO MICHAEL)

As a pest management professional (PMP), do you stress the professional part of your job?

Looking and acting like a pro will help you attract and keep customers. The PMPs interviewed for our cover story, “Tips on how to build your brand identity,” and our contributors and Editorial Advisory Board members share why a professional image adds to your brand.

PMPs have several opportunities to convey professionalism, including:

• In person: Technicians who appear neat and well-dressed, in color-coordinated uniforms featuring company logos, convey professionalism. Paperwork and handouts with your company logo prominently displayed also demonstrate a positive image.
• Online: Use your company logo, color(s) and slogan or mission statement on your website and social media platforms, and in videos and email signatures. Sticking with a consistent look illustrates the professionalism of your company, no matter the venue in which customers connect with you.
• On the road: Some PMPs make the most of their “rolling billboards” by requiring technicians to keep their company vehicles clean at all times, and adding eye-catching pests (or pest parts) and graphics. Using consistent colors and logos allows potential customers to get familiar with your brand, a move that will pay off when they need pest control services.

Adopt a professional look, leave a positive impression, and help elevate the pest control industry.

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from Pest Management Professional https://www.mypmp.net/2021/07/26/go-pro-and-grow/
Sacramento CA

Target Specialty Products to host equipment product showcase webinar

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 a free product showcase webinar next week, as part of its Business Growth Webinar Series of 2021.

On Thursday, Aug. 5, 2021, at 1:30 p.m. Eastern, Target Specialty Products will present “Product Showcase V: Equipment.”

During this product showcase, manufacturers will discuss the latest advancement, updates, and more on their equipment offerings for pest management professionals (PMPs) and other product details.

Technical experts from Gardner, B&G/Pelsis, and Seaira Global will share the latest advancements and updates on their company’s respective 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.

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.

As reported recently, Target is also once again sponsoring the 2021 Women of Excellence Award on behalf of the National Pest Management Association (NPMA). This will be Target’s eighth year in a row sponsoring the award, which is open to women across the pest management industry, including pest management professionals, manufacturers, and research organizations who demonstrate outstanding leadership and have made notable contributions to the development and growth of the profession, their business, and other women in the industry.

Award nominations must be received by Aug. 31, 2021. Nominees may self-submit or may be nominated by others. Click here to submit the form.

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from Pest Management Professional https://www.mypmp.net/2021/07/26/target-specialty-products-to-host-equipment-product-showcase-webinar/
Sacramento CA

Certus acquires Geyer’s, facilitated by The Aust Group

LOGO: CERTUS

Orlando, Fla.-based Certus Pest has purchased Geyer’s Pest Control Services. Terms of the June 1 transaction were not disclosed. The Aust Group, also based in Orlando, represented the Geyer’s Pest Control Services as its exclusive financial advisor.

Based in Acton, Calif., Geyer’s Pest Control Services was founded by Mark Geyer in 1999. He has been involved in the pest control industry for more than 40 years, having started as a service technician in 1980. Geyer’s provides pest and gopher control services to customers throughout the San Fernando Valley, Santa Clarita Valley and Antelope Valley.

In a news release from The Aust Group, Geyer noted that he and his staff were excited to join the Certus team and help add density to Certus’ existing footprint in the Greater Los Angeles area.

ABOUT CERTUS

So far in 2021, the company has purchased several companies, including Columbus, Ga.-based Pesty John’s Pest Control, Venice, Fla.-based Bug Termite & Pest Control, DeLand, Fla.-based Aaron Pest Control, Palm Desert, Calif.-based Bug Guys Pest Control, and Gilbert, Ariz.-based Bryant Pest Control. Certus also purchased its first company in Georgia with Peachtree Pest Control; its first in Nevada with Las Vegas Pest Control; and began the year with acquisitions of 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

BOM hosts leadership summit, announces PestWorld package program

From left are Dr. Hamilton Allen, Faye Golden, Jim Steed, Jason Payne, Dr. Sonja Thomas, Sterling Barbour, Wayne Golden and Ashley Clark. IMAGE: BOM

In late June, Black Ownership Matters (BOM) held its first-ever Executive Board Leadership Summit. The event took place in Washington, D.C., and in addition to strategic planning and program development, BOM leaders met with several local companies and individuals interested in growing their businesses, or searching for guidance in starting their own pest control companies.

The meeting was attended by several BOM board members, including:

• Jason Payne, CEO of Payne Pest Management
• Wayne Golden, Owner of GSquared Consulting
• Dr. Hamilton Allen, BCE, Florida Regional Technical Director for HomeTeam Pest Defense (and a member of the Pest Management Professional Editorial Advisory Board)
• Faye Golden, Director of Government Affairs for Cook’s Pest Control
• Sterling Barbour, President of Revolution National Pest Council
• Dr. Sonja Thomas, Extension Specialist of Pesticide Safety Education for Alabama Cooperative Extension
• Ashley Clark, VP of Allenstrategic Communications
• Jim Steed, Owner of Neighborly Pest Management

“I was inspired by the work our team was able to accomplish in Washington D.C. and look forward to the year ahead,” Payne, who is president of BOM, said in a news release. “Momentum is building for our organization and the populations we are striving to serve. We’re looking forward to carrying that momentum through to PestWorld this year.”

To that end, BOM will host its first membership meeting during the National Pest Management Association’s (NPMA’s) PestWorld 2021 event. It will take place on Thursday, Nov. 4, in Las Vegas, Nev. To RSVP or learn more, please visit BlackOwnershipMatters.org/contact-us.

BOM has also partnered with the NPMA to offer a select number of complimentary full registration packages for PestWorld, which is taking place Nov. 2-5, 2021. BOM encourages interested parties to apply online at BlackOwnershipMatters.org/pestworld2021 by Aug. 1, 2021.

“Whether you are interested in starting your own business, or looking to move up in your field, we’re here to help,” said Payne. “We encourage individuals to reach out to us for guidance and support, and we welcome all Black-owned companies to join our cause.”

BOM is currently working on several projects that promote Black ownership of pest control companies and advancement in the industry. The organization, founded in 2020, has benefited from the support of contributing companies and industry partners who have pitched in to provide both financial and in-kind support.

“We need all hands on deck to advance equity in our industry,” said Payne. “We invite everyone to visit our website and contact us if you are interested in getting involved. We’re looking for dedicated individuals that are interested in serving as mentors in their areas of expertise, as well as companies interested in sharing their resources and knowledge.”

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from Pest Management Professional https://www.mypmp.net/2021/07/26/bom-hosts-leadership-summit-announces-pestworld-package-program/
Sacramento CA

Searching for snakes in a crawlspace

A chipmunk on the wood beams stares down a snake under a bird feeder in the author’s backyard. PHOTO: JUDY BLACK, BCE

QUESTION:

Hi Judy. I was conducting a termite reinspection and found snakeskins in the crawlspace. I told the homeowners about it, and they really want me to get out any snakes that might be in there. I didn’t see a snake, but rat snakes (Colubrinae) are pretty common around here. Any suggestions on how to approach this?
—Seeking Nifty Answers, Kindly Explain

ANSWER:

Thank you, SNAKE, for conducting a comprehensive termite reinspection. It’s important to the entire industry that we do a great job on those reinspections, so it’s wonderful that you are realizing how important it is to get into the crawlspace.

Snakeskins in a dark crawlspace will certainly get your heart pumping, even if you are fairly sure it’s a nonvenomous rat snake. Before you do anything, though, make sure you have the proper licensing in your state to perform snake work. It may be under a wildlife category, not general household pest control.

I’m of the “live and let live” mentality, generally speaking, with snakes and other wildlife when they are on the exterior of the home. But wildlife inside the home is a whole different ball game.

I would think of this in four phases:

1. Get rid of the food source. As their common name suggests, the primary food for rat snakes is rodents. Set traps in and around the home to see whether you have an active rodent issue. Monitoring bait blocks also might be useful.
2. Get rid of any harborage/den material, such as wood or other debris. Don’t forget about bird feeders. They can attract rodents to the dropped seeds, which then attract snakes.
3. Seal up entry points, for both snakes and rodents. Most rodent-proofing material also will keep out snakes.
4. Address the snake situation. You noted you didn’t see any snakes during your inspection, but I’d still recommend a comprehensive search for them inside.
   If you find them — and are trained to remove them — get them out of there. A snake stick (snake tongs) is your best bet. Don’t forget to wear your personal protective equipment (PPE). Keep in mind the time of year, as well. If it’s winter, you are unlikely to find that well-hidden snake in its hibernaculum.

If you are confident you found a snake entry point but did not find a snake, you could install a one-way device, similar to those used with bats, for a couple days. This would allow the snake to exit if all other entry points are sealed.

Last, but not least, I often am asked about snake repellents. If you have resident snakes, repellents are less likely to have an impact. But if the snakes are merely “passing through,” repellents may discourage them from taking up residence.

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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from Pest Management Professional https://www.mypmp.net/2021/07/26/searching-for-snakes-in-a-crawlspace/
Sacramento CA

Control Solutions Inc.: Fuse

IMAGE: CONTROL SOLUTIONS INC.

Fuse is a proprietary, Combination Chemistry product containing two industry-trusted active ingredients, fipronil and imidacloprid. Fuse offers multiple modes of action to fight resistance and provide a powerful tool for termite and perimeter pest control applications. Fuse has very flexible application zones, approved by the U.S. Environmental Protection Agency. The Fuse perimeter application zones allow for pest management professionals to treat many pest entry points. In the video link below, Brent Agee, general manager of Action Termite & Pest Control in Phoenix, Ariz., shares how Fuse has helped his team win the battle against termites.

Youtu.be/dZp7hKzqR5E

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from Pest Management Professional https://www.mypmp.net/2021/07/26/control-solutions-inc-fuse/
Sacramento CA

Douglas Products hires international business development manager

James Ewing

James Ewing has joined Liberty, Mo.-based Douglas Products as a business development manager to support customers using Vikane and ProFume gas fumigants.

“James joins our national sales team to serve customers in Hawaii, Australia and Asia,” Heather Kern, commercial leader of the Douglas Products Pest Management Division in North America, said in a news release. “His industry background spans fumigation management, quality assurance, training and marketing support.”

Ewing holds licenses in structural fumigation, commodity fumigation, wood-destroying organisms, and general pest control. Prior to joining Douglas Products, Ewing was the branch manager with Terminix on Maui-Oahu. His previous experience includes sales and marketing support in San Diego, Calif., for D.S. Waters of North America. He has also coached high school football.

Ewing is based on Oahu and reports to Wes Otani, Douglas Products’ national sales leader for the North American Pest Management Division.

ABOUT DOUGLAS PRODUCTS

Douglas Products, an Altamont Capital Partners portfolio company, is expanding its portfolio through product acquisitions and in-licensing agreements. It is the only company offering both ProFume gas fumigant (sulfuryl fluoride) and PH3 fumigant (aluminum phosphine). It also provides Vikane fumigant (sulfuryl fluoride).

As a U.S.-based manufacturer of sulfuryl fluoride and a federal registrant for the active ingredients of both sulfuryl fluoride and aluminum phosphine, Douglas Products maintains important relationships with federal and state regulatory agencies. Its commodity fumigants are backed by a team of product development specialists recognized for their technical expertise and training. The company also maintains the consumer-facing educational website, FumigationFacts.com, which features a preparation guide for homeowners.

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from Pest Management Professional https://www.mypmp.net/2021/07/23/douglas-products-hires-international-business-development-manager/
Sacramento CA

PMPs embrace virtual training

PHOTO: FAD1986/ISTOCK / GETTY IMAGES PLUS/GETTY IMAGES

As I mentioned in my March 2020 column (“Never stop training… together”), I didn’t even touch a sprayer the first three months I began working in pest control — back in 1984.

Each day I came to work, I plunked down in a tiny kitchenette and watched video after video about our craft. I even listened to a few audio 8-tracks. You’d think I’d be bored with it after a few hours, but to me, it was enthralling. I actually ran through the pest control company’s entire collection of videos and tapes, and the manager had to pull more from other branches.

Of course, books and testing were part of my training, too. But what I always enjoyed most was popping in that huge VHS tape and just sort of inserting myself into what they were doing. To me, it was the next best thing to being there.

ACCESSIBLE TRAINING

Fast-forward (no pun intended) 37 years, and virtual training is more abundant now than at any time before. With a few clicks, you can dial in almost any pest control subject and have multiple streams of information to view. These are true experts sharing wisdom — really learned people teaching things that may otherwise take you years to learn on your own.

There are webinars, podcasts, training sites, YouTube videos, blogs and even my own Facebook group, PestCemetery.com. In that place alone, more than 11,000 people chime in all day, every day. So many folks are willing to share; so many people are giving information you might otherwise never come across. It’s all now so easily attained from the comfort of your own couch at home. Of course, you do need to weed through the few knuckleheads taking out a wasp nest with a firecracker — but all in all, it’s an amazing time to be in our industry.

MISSING OUT

With the days of in-person meetings in serious question, what exactly are we giving up? Just where does virtual training fall short?

For me and many others I know, we miss the chance to catch up at least once a year with our friendly, crosstown competitors. We miss meeting with vendors eagerly giving out samples, and the chance to actually see first-hand that sprayer or insecticide we had our eye on for a while.

Sometimes, an esteemed presenter comes along at an event, and it’s a bit like a rock star was there that day as pest management professionals ask for autographs and take selfies standing next to a pest control legend. Videos and online training can only take this so far, no matter how sophisticated they may be. And although virtual training is an exciting new chapter in our industry’s story, that’s a tough one to leave behind.

That said, virtual training is not going away anytime soon. Hey, at least with today’s technology, we don’t have to be reminded at the end of each session to please be kind and rewind.

Paul Bello

Tips from the Pest Cemetery crew

“Sure, virtual training is convenient and allows us to hold training classes under certain conditions. However, it can never replace the advantages of live, in-person events, where interaction between the attendees and the presenter are a valuable portion of the experience.”
— Paul Bello, ACE, BCE, President, PJB Pest Consulting and Education, Alpharetta, Ga.

Natalie Castillo

“When you attend a live training event, you have mentally and physically carved out and dedicated that time for learning, human interaction and industry connections. When you attend a virtual training event, you mentally think you’ve done the same, but in reality, all you’ve done is squeezed one more thing into your already-packed day.”
— Natalie Castillo, Owner, AmeriChem Lawn & Pest Control, Vero Beach, Fla.

Tim Leatherman

“I hope virtual training does not become the norm. You don’t learn as much in virtual meetings as you do in the hallways and bars after the in-person meetings. In virtual meetings, you also run the risk of getting talked over and not getting your questions answered.”
— Tim Leatherman, President, Perfection Pest Control, Union, Ky.

David Poplin, ACE

“With current technology, virtual training has a valuable place. But we also must not allow it to take over and separate our industry.”
— David Poplin, ACE, President, Legion Pest Management, Murrieta, Calif.

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from Pest Management Professional https://www.mypmp.net/2021/07/23/pmps-embrace-virtual-training/
Sacramento CA

ConidioTec: Redesigned Aprehend Spray Kit

IMAGE: CONIDIOTEC

Available this fall, the engineers at ConidioTec improved two key components in the Aprehend Spray Kit for ease of use and longevity. Designed specifically for use with the kit, a new rugged pouch is highly functional and versatile. It features a spray gun holster on both sides for right- or left-hand use; a strap that adjusts for wear on waist or shoulder; and secure, dedicated compartments for all components and up to two bottles of Aprehend. There’s even a spot for your flashlight and a carabiner for your keys. In addition, the new extension wand is more robust, extends 4 inches longer than the previous version, and features a larger, rubberized grip and twist-lock system.

Aprehend.com

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from Pest Management Professional https://www.mypmp.net/2021/07/23/conidiotec-redesigned-aprehend-spray-kit/
Sacramento CA

Franklin Pest Solutions opens Indianapolis office

Franklin Pest Solutions, sister company of Chicago, Ill.-based Rose Pest Solutions, has opened an Indianapolis, Ind., office.

“We are excited that Franklin is growing with the addition of our Indianapolis location,” Janelle Iaccino, a public health expert with Franklin Pest Solutions, said in a news release. “We have been serving Indy out of our Lafayette office and this brings us closer to our Indianapolis customers, allowing us to be more efficient and respond much quicker.”

Franklin Pest Solutions serves pest control customers in both Indiana and Kentucky. The company will be hiring additional employees dedicated to the new location.

In collaboration with the Indianapolis Chamber of Commerce, Franklin Pest Solutions will be holding a ribbon-cutting ceremony on July 29 to celebrate the official opening.

Michael Huber, president of the Indianapolis Chamber of Commerce, will join the Franklin Bug Girls for the ceremony. Also in attendance will be local sports hero Ryan Berning, known for his skills on the Purdue basketball court in the 1980s and more recently as branch manager of Franklin Pest Solutions’ nearby Lafayette, Ind., location.

The Indianapolis location is the company’s fifth office in Indiana, including Lafayette, New Albany, Hammond and Michigan City. The new location is the 11th of the Franklin Pest Solutions and Rose Pest Solutions offices in a four-state area including Indiana, Kentucky, Illinois and Wisconsin.

ABOUT FRANKLIN PEST SOLUTIONS

The 1930 franchise was sold to C. Norman Dold, and the Dold family continues to lead the Illinois operations today. Norman’s son Bob, and his wife, Judy, are PMP Hall of Famers (Class of 2002) in recognition of the work they’ve done on behalf of the industry and their community. Bob and Judy are joined in leadership of the company today by their son Bob Dold Jr.

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from Pest Management Professional https://www.mypmp.net/2021/07/22/franklin-pest-solutions-opens-indianapolis-office/
Sacramento CA

Telecommuting in 2021 and beyond

ILLUSTRATION: RLT_IMAGES/DIGITALVISION VECTORS/GETTY IMAGES

During the COVID-19 pandemic, we all struggled with a high level of uncertainty, even after pest management was ruled as an essential service. At ABC, we immediately instituted a hiring freeze, since we did not know what the demand for our services would be. Thankfully, the phones did ring and people who were now working from home needed our services even more.

Because of the hiring freeze, we had to meet this increased demand with the same amount of labor as the previous year. We had to become more efficient, and did so by focusing even more on routing and scheduling. As the company’s overall revenue went up, our revenue per service specialist also went up. This made the company more profitable and put more money in the pocket of each of our service folks. At the end of 2020, because we have profit sharing for everyone who works at ABC, the year-end profit bonus checks were much higher than in previous years.

PANDEMIC AS PROVING GROUND

In March 2020, when everyone was required to shelter in place, our office staff took their computers and phone systems home. The team did a fantastic job answering phones, scheduling work and taking care of our customers from the comfort of their own kitchens or living rooms. We answered more calls with higher quality than we ever had in the past — and again, with the same number of people as in the previous year. This also affected our overall profitability.

Working from home works very well on several different fronts. From a business perspective, we hit and exceeded all key performance indicators we measure. Just as importantly, our employees loved working from home because they saved time and money in transportation costs, and had less stress.

TECHNOLOGY IS OUR FRIEND

From answering phones at home, to the convenience and efficiency of virtual team meetings, technology allowed us to keep working efficiently. Using video messages to communicate to the staff also proved to be an effective tool.

We became very intentional on communicating virtually to everyone, since we were not seeing them face to face. For most of last year, I would record a three-times-weekly video message to the entire team, letting them know what was going on and what we were planning and working on. We are still using video messages, but the frequency is down to twice a month.

In June, our office staff began a permanent weekly schedule of two days in the office and three days working from home. We have a Monday-Wednesday team and a Tuesday-Thursday team. Our managers work in the office Monday-Thursday. The entire office staff works from home on Fridays.

We also continue to broadcast company meetings, instead of having everyone come into the office at the same time. We continue to use virtual team meetings about half of the time.

Our expectations are that we are encouraging a happier, more productive office and field staff.
We hope we will be able to attract more potential candidates to the job. We think there will be less stress for our folks with less travel time each week, which also saves them money on fuel and vehicle maintenance bills.

On the two days per week our office staff is in the office, we are focusing on culture and team building. More events, rewards and team lunches are ways we plan to make the most out of the days we are together.

Looking long-term, flexibility is going to be very important to each individual. People want more control over their schedules; to compete with other industries and employers, we need a model in place that provides different, and possibly unique, schedule options.

I am excited about the future, but I also realize how we do business in the future likely will continue to evolve and change. I hope we will build a model that works for all — and that 2022 will be a walk in the park!

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from Pest Management Professional https://www.mypmp.net/2021/07/22/telecommuting-in-2021-and-beyond/
Sacramento CA

PelGar: Rodent Baits

IMAGE: PELGAR

As summer ends, rats will migrate toward the safety of buildings with plenty of available food. PelGar’s range of baits contain culinary-grade ingredients to produce highly palatable baits to combat this. Monark and Brigand soft baits give you the choice between difenacoum or bromadiolone, lard-based baits that withstand low temperatures; Brigand wax block is resistant to humid and wet conditions. Get stocked up with baits you can trust for the fall, ahead of the surge.

PelGar.co.uk/usa

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from Pest Management Professional https://www.mypmp.net/2021/07/22/pelgar-rodent-baits/
Sacramento CA

Waynes buys third Nashville company

From left are Shawn Hollis, president of Waynes Pest Control, and Chris Eby, owner of HomeShield. PHOTO: WAYNES PEST CONTROL

Birmingham, Ala.-based Waynes Pest Control, an Anticimex company, has acquired Nashville, Tenn.-based HomeShield Termite and Pest Control. Terms were not disclosed, but this is Waynes’ third acquisition in the greater Nashville, Tenn., market within 18 months.

“I am excited to be partnering with Waynes,” Chris Eby, owner of HomeShield, said in a news release. “Waynes represents the very best within the pest control industry. I know that they will continue to service the community and our customers with the same dedication that HomeShield has. They will provide even greater resources and opportunities for our customers and employees.”

HomeShield has served Nashville and the surrounding communities for nearly 15 years.

“We are excited to add the HomeShield team to our Waynes family,” Shawn Hollis, president of Waynes, said. “Their customer-first approach is very similar to ours. Chris and his entire team have built something truly special and it is our commitment to each of their customers to fulfill our promise of ‘World Class Service – Every Time.’”

ABOUT WAYNES PEST CONTROL

Founded in 1973, Waynes began as a pest and termite control company, but has since expanded its offerings to other home-care services. It was acquired by Stockholm, Sweden-based Anticimex in 2019. Waynes operates in Alabama, Tennessee and Mississippi serving more than 100,000 customers.

ABOUT ANTICIMEX

Based in Stockholm, Sweden, Anticimex employs approximately 7,100 people, serving more than 3 million customers in 18 markets worldwide. In the United States, Anticimex operates through its seven platform companies: Modern Pest, Brunswick, Maine; American Pest Management, Fulton, Md.; Viking Pest Control, Basking Ridge, N.J.; Turner Pest Control, Jacksonville, Fla.; Killingsworth Environmental, Charlotte, N.C.; JP McHale Pest Management, Buchanan, N.Y.; and Wayne’s, Birmingham, Ala.

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from Pest Management Professional https://www.mypmp.net/2021/07/21/waynes-buys-third-nashville-company/
Sacramento CA

5 questions with Favio Ulloa

Karol and Favio Ulloa pose inside their PPS headquarters building in Hawthone, N.J. PHOTO: PRESTIGE PEST SERVICES

Favio Ulloa, who founded and owns Hawthorne, N.J.-based Prestige Pest Services (PPS) with his wife, Karol, spoke with Pest Management Professional recently about emigrating to New Jersey from Ecuador in 2000, while in their early 20s. Soon after they arrived, Ulloa says, they both learned English as a second language at a local community college, and held a variety of jobs that taught them about sales and customer service — all of which prepared them for becoming pest management professionals (PMPs).

1. Favio, you worked for Stuart Aust and his Paramus, N.J.-based Bug Doctor team (now a part of Anticimex) for more than 10 years. How did you and Karol decide the time was right to start your own company in 2014?

It was not an easy decision, but we both felt I gained the knowledge and experience in this industry, and I was ready to work on my own. We were both willing to take the risk and invest in ourselves.

2. What appealed to you about the pest control industry in the U.S.?

I have been an entrepreneur all my life — including being a tennis coach and a real estate investor. When I joined Bug Doctor about 17 years ago, it provided me the opportunity to learn various roles, from being a technician to becoming a top sales representative. I instantly fell in love with pest control, as it fits with my personality.

3. Do you have family members working at PPS?

My brother, Paul Ulloa, is our customer relations manager. In the summer, my sister-in-law Cristina Lebron, my nephew Matthew Ulloa and my niece Rebecca Ulloa, all help out in the office.

4. What is one of your favorite things about living in the U.S., and what is something you miss about Ecuador?

Karol and I are from Quito, the capital of Ecuador. It has beautiful spring weather all year long — something we can’t say the same for in New Jersey! But we love it here. Ecuador is a developing country, and its pest control industry is mostly commercial. We enjoy serving customers in both residential and commercial settings. The United States is a great country that offers many opportunities and blessings. We miss our family and friends that we grew up with, but we’ve met many new friends from many different cultures here in the U.S.

5. PPS has certainly come a long way from being founded in a backyard shed! What plans have you, Karol and Paul made to continue its growth in 2021 and beyond?

We would love to continue growing our business with great customer service, increasing our sales, keeping up our inventory and providing our technicians with the latest training and technology.

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from Pest Management Professional https://www.mypmp.net/2021/07/21/5-questions-with-favio-ulloa/
Sacramento CA

Polti USA: Cimex Eradicator

IMAGE: POLTI USA

The Polti Cimex Eradicator is the first steamer designed specifically to eliminate bed bugs, the company says. The boiler generates steam, which is then reheated inside the steam gun, thanks to Polti’s patented technology. The result is a flow of superheated dry steam that reaches up to 356°F, yet contains very little moisture. This bed bug “killing machine” eliminates adult bed bugs and eggs in seconds. The Eradicator is chemical-free, so it can be used on any surface and even in the presence of people.

PoltiEradicator.shop

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from Pest Management Professional https://www.mypmp.net/2021/07/21/polti-usa-cimex-eradicator/
Sacramento CA

ABC’s Construction Backlog Rises in June Along With Contractor Optimism

All three indices (sales, profit margins, staffing levels) remain above the threshold of 50, indicating expectations of growth over the next six months.

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Mold Remediation Baltimore

Preparing to Sell Driver #3: Creating a Neutral Structure

The role diversification plays in increasing the value of your business.

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Mold Remediation Baltimore

Scale or fail: 4 steps to prepare for business growth

Scaling a business means setting the table to implement and support your company’s growth. Having the proper plan, processes, financial resources, technology and talent creates the foundation for growth, but to scale it requires the ability to leverage these resources and execute the plan.

It is about successful growth. You can grow your business, but that does not necessarily mean you are able to handle the increased output. In fact, your growth can have a detrimental effect on your business if you are not able to deliver quality services because you may not have the proper infrastructure.

To scale means you can take on the increased work and meet the demands of increased business without suffering or overstretching. It is about getting a comfortable handle on the increased workload, and then delivering.

CRITICAL STEPS

ILLUSTRATION: ERHUI1979/DIGITALVISION VECTORS/GETTY IMAGES

The four critical steps to scaling your business are:

1. Evaluate and plan. Is your company ready for growth? You need a baseline. If your plan includes doubling the size of your business, take stock. Does your organization have the people and systems it needs to handle new sales, without failing or hurting your reputation? This is where a good plan is paramount.

Start with a detailed sales forecast, broken down by number of new customers, as well as revenue by service type. Create this forecast month by month. The more specific you are, the more realistic your sales acquisition plan can be. Then create a similar expense forecast, based on adding technology, people, infrastructure and systems to handle all those new pest stops.

2. Find the money. Scaling a business does not come free. Your growth plan may call for hiring staff, deploying new technology, adding equipment and facilities, and creating reporting systems to measure and manage results. How will you find the money to invest for growth?

As the saying goes, “you can go broke getting rich.” If you determine how to fund your growth before embarking on the plan, you will have a better chance of achieving your goal. But at the very least, you will learn how much money it really takes to expand. The answer may surprise you.

3. Start selling. Scaling your business obviously assumes you will sell more. Do you have the sales structure in place to generate more sales? Look at sales from end to end. Do you have:

• A sufficient lead flow to generate the desired number of new sales?
• Marketing systems to track and manage leads?
• Enough sales representative bandwidth to follow up and close leads?
• A robust customer relationship management (CRM) system to manage the activity?

4. Find staff or strategically outsource. This is easier said than done. When I ask my clients what is the most difficult challenge they face, the answer always is finding good people. While technology has given us the ability to do more with fewer people, we still need great people.

You need technicians, sales staff and customer service representatives. Areas such as marketing and bookkeeping can be outsourced to an agency or a fractionalized CFO firm. Hire for the positions core to performing pest control services, and outsource the rest. This will allow you to focus on the core of your business: selling and performing pest control.

It has been said that if you are not growing, you are dying. To grow, you need to scale your business, which essentially creates the infrastructure to handle the growth.

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from Pest Management Professional https://www.mypmp.net/2021/07/20/scale-or-fail-4-steps-to-prepare-for-business-growth/
Sacramento CA

IN MEMORIAM: Randy Hames

Randy Hames

Randy Hames, a ServSuite sales executive with Columbus, Ohio-based ServicePro, A ServiceTitan Company, passed away July 9 from cancer. He was 71.

“Randy was a team player,” ServicePro Co-founder Andy Deering said in a news release. “You could always rely on him to lend a hand, and always with a smile on his face. He will be missed.”

Hames was a mentor to many of his colleagues throughout his 16 years at ServicePro. He began working as a salesman while still in college, and was soon recruited and hired by FMC to be part of their pest control software division. In 2005, after the department was closed down, former ServicePro President Dick Deering invited Hames to join his team.

Over the years, the news release notes, Hames “built strong relationships with customers and coworkers alike, all of whom he considered personal friends. He attended both ServSuite University and PestWorld on an annual basis, and continually demonstrated his dedication to the pest control industry.”

“Randy was proud to be part of ServicePro and part of this great industry, and we were proud to count him as one of ours,” ServicePro Marketing Director Ka Tsu said in the news release.

“His No. 1 word for how he approached his profession was ‘discovery,’” son John Hames said in the news release. “Some people sell at you, but he would sell with you. He first listened to people’s needs, and then tried to find how he could help them. He was always very honest in the way he sold to people.”

Hames was a soccer coach for 20 years and a state referee in his home state of Arizona for 10 years. He even coached a girls’ softball team for a number of years. He is survived by his wife, Joyce; sons John and Matt; daughter-in-law, Michelle; and grandchildren Carson and Bella. A memorial service will be held on Aug. 31, 2021, at 11 a.m. Mountain at Scottsdale (Ariz.) Bible Church. In lieu of flowers, the family requests that memorial contributions be made to the Scottsdale Bible Church Tanzania Project General Fund.

His family has created the following website in celebration of his life and legacy here.

The Pest Management Professional magazine staff extends its condolences to Hames’ family, friends and colleagues.

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from Pest Management Professional https://www.mypmp.net/2021/07/20/in-memoriam-randy-hames/
Sacramento CA

PCO Bookkeepers: PCO Insight Services

Through the PCO Insight Services program, PCO Bookkeepers’ experienced staff presents custom, detailed reports every month so you can understand the results of your operational efforts, as well as your financial position. Its client managers are all Certified Quickbooks ProAdvisors. With three tiers to choose from, reports can include everything from “Monthly Reconciliation of A/R from Routing Software to QuickBooks” to “Break-Even Analysis,” from “Budget Preparation” to “What-If Scenarios Consulting.”

PCOBookkeepers.com

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from Pest Management Professional https://www.mypmp.net/2021/07/20/pco-bookkeepers-pco-insight-services/
Sacramento CA