The right broker is crucial to a successful M&A sale

Selling a pest control company is one of the most important financial decisions you’ll ever make. Unlike selling a home or vehicle, selling a business is a complex process that requires careful planning, confidentiality, negotiation and execution.

Daniel Aust

The sale process often includes business valuations, preparing a confidential information memorandum (CIM), identifying and engaging qualified buyers, negotiating price and terms, facilitating due diligence and guiding the transaction to closing. It can take months to complete and involves numerous moving parts. You only have one opportunity to take your company to market, so choosing the right broker is critical.

Important influence

A good broker does much more than simply find a buyer. Their job is to position your company in the best possible light and maximize its value. This includes highlighting key strengths such as recurring revenue, strong earnings before interest, taxes, depreciation and amortization (EBITDA), low customer churn, route density, long-tenured employees, tenured customers and an experienced leadership team. These factors can significantly influence both buyer interest and valuation.

Confidentiality is another crucial aspect of the sale process. If employees, customers or competitors learn prematurely that your business is for sale, it can create unnecessary uncertainty and disruption in your business. An experienced broker acts as a buffer between seller and buyer, carefully screening prospective acquirers and requiring signed non-disclosure agreements (NDAs) before sharing confidential information. Protecting confidentiality helps preserve employee morale, customer confidence and the overall value of the business throughout the process.

Valuable experience

One of the biggest mistakes business owners make is misinterpreting the underlying value of their company. Some inflate what buyers are willing to pay, while others underestimate the value they’ve built. A broker who specializes in the pest control industry understands current market conditions, knows which buyers are actively acquiring companies and can identify which parties have the financial capital and know-how required to close a transaction.

Stuart Aust

Just as significantly, an experienced broker knows how to create competitive tension among multiple qualified buyers. When buyers compete for a strong acquisition opportunity, sellers often benefit from higher valuations, better terms and greater negotiating leverage. This competitive process can add substantial value to a transaction and often results in outcomes that would be difficult for an owner to achieve on their own.

Selling a company without professional representation can be costly. Most business owners sell only one company in their lifetime, while experienced brokers participate in transactions every day. Without access to qualified buyers and market research, it’s difficult to know whether you’re receiving the best offer or leaving substantial money on the table.

Before hiring a broker, check references. Speak with previous clients and look for someone who has a proven track record in the pest control industry, not simply a general business broker.

Selling your business isn’t just about finding a buyer. It’s about achieving the best possible outcome while minimizing risk. A great broker will protect confidentiality, attract qualified buyers, negotiate on your behalf, manage due diligence and guide the process from start to finish. Don’t be penny-wise and pound-foolish with what may be the largest financial transaction of your life. The right broker can make all the difference.

FACT: Buyers will thoroughly examine your financial statements, operations, contracts, licensing and customer data. This is often where deals encounter challenges and pitfalls. A skilled broker helps prepare documentation in advance, anticipates potential issues and keeps the transaction moving toward a successful closing.

Stuart Aust and Daniel Aust can be reached at stuart@theaustgroup.com and daniel@theaustgroup.com.

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Sacramento CA

Truly Nolen exec marks 30 years with promotion

Truly Nolen Pest Control has promoted Mari Varnell to national commercial business manager. The Tucson, Ariz.-based company’s National Commercial division manages pest control in all 50 states and for some of the largest companies, brands and restaurants throughout the nation.

Varnell joined the company in June 1996 as an admininstrative assistant for the North Tucson, Ariz., service office. In 2005, she joined the National Commercial team, where she has been “an integral part of building several internal systems as well as creating and improving processes that have contributed to much of the division’s success,” per a news release.

“I am excited about the opportunity to continue help developing procedures and processes that enhance and help our division’s continued growth and success,” Varnell said in the news release. “My favorite thing about working for Truly Nolen is the team members I get to interact with each and every day and help them expand and develop in their roles.”

Truly Nolen National Commercial Division Manager David Bolton called Varnell “a shining star throughout her 21 years within our department in various roles. She was well-deserving of this promotion, and I look forward to her continued success.”

About Truly Nolen

Based in Tucson, Ariz., Truly Nolen of America traces its roots to 1938, and to 2006 PMP Hall of Famer Truly Wheatfield Nolen. Nolen’s son, the late Truly David Nolen, founded Truly Nolen of America and Orlando, Fla.-based Truly Nolen International, both of which feature a fleet of yellow “mouse cars” and antique vehicles. Truly Nolen of America is one of the largest family-owned pest control companies in the United States, with more than 80 branch offices in Arizona, California, Florida, Nevada, New Mexico and Texas. It also has independently owned and operated franchises in an ever-growing number of territories, including Georgia, Kentucky, New Jersey, New York, North Carolina, Ohio, Pennsylvania, South Carolina, Tennessee, Canada, Puerto Rico and more than 60 countries.

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Sacramento CA

Bell: Express iQ Rodent Sensing Trays

Easily upgrade Bell’s most versatile rodent station into a rodent sensing machine with Express iQ rodent sensing trays. Each tray is completely weather- and waterproof and comes with a fully integrated battery, proprietary sensor and antenna. The sensors collect timestamps of rodent activity and use Bluetooth technology to communicate that data to technicians’ smart devices via the free Bell Sensing App. The data gathered empowers pest management professionals (PMPs) to improve their service, letting them know where to add additional rodent stations or rodenticide, or where to move stations to win the fight against rodents.

Express iQ trays can be placed in both new and existing Express stations. To install, simply remove the existing tray and add the iQ tray, follow set-up instructions and begin sensing — there’s no need for tools, nuts, bolts or expensive gateway equipment.

Just like the standard Express tray, the Express iQ tray works great for baiting or trapping, offering versatile options to fit the needs of the account. Each tray can hold two TRAPPER T-Rex or T-Rex iQ rat traps, two Mini-Rex mouse traps, up to eight bait BLOX or a combination of these. PMPs can also purchase a full pallet of 96 Express stations with the iQ tray pre-installed.

About Bell Labs

Led today by Pest Management Professional Hall of Famer Steve Levy (Class of 2022), Bell Laboratories remains steadfast in its mission to deliver innovative, science-driven rodent control solutions while upholding the values that have shaped the company since its founding in 1975 by Pest Management Professional Hall of Famer Malcolm Stack (Class of 2004). Bell Sensing Technologies is a division of Bell Laboratories that develops and supports iQ products.  

BellSensing.com

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Sacramento CA

IPMA hosts successful summer meeting

The Indiana Pest Management Association (IPMA) held its annual Summer Conference July 16–18 at Indiana’s historic French Lick Resort, bringing together pest management professionals (PMPs) from across the state for education, networking and fellowship.

The event kicked off Thursday evening with a welcome dinner at the iconic 33 Brick Street Bar & Restaurant, famously associated with Indiana basketball legend Larry Bird. Attendees enjoyed reconnecting with industry colleagues and preparing for a busy weekend of learning and activities.

Friday morning featured an outdoor Continuing Education Unit (CEU) training program attended by 36 participants. Six industry experts delivered hands-on educational sessions, including B&G Systems equipment training, Birchmeier backpack sprayer training presented by R-Pro Partners & Solutions LLC, liquid termiticide equipment calibration by Reliable Exterminators, regulatory updates from the Indiana State Chemist Office, and Bell Laboratories’ rodent sensor bait station training. The outdoor format provided attendees with practical, real-world learning opportunities focused on improving service quality and operational efficiency.

That evening, members gathered for the IPMA Membership Dinner, Board Association Membership Meeting and Live Auction benefiting the IPMA Scholarship Funds. During the dinner, IPMA presented the prestigious Keyman Award to Joe Long of Ace Pest Control in North Webster, Ind. The award recognizes Long’s outstanding service to the association, his dedication to the board and the countless hours he has devoted to representing the industry and advocating on behalf of the Legislative Committee.

On Saturday morning, attendees enjoyed the title-sponsored Oldham Chemical Co. Golf Open Tournament at Sandy Creek, the resort’s newest nine-hole course. Throughout the day, participants also took part in clay shooting and poolside activities, offering opportunities to relax and strengthen professional relationships outside the meeting room.

The weekend concluded with a memorable strike with Neogen’s Sponsored Bowling and Billiard’s Night at the French Lick Resort’s newly renovated bowling facility. The event provided a fun and energetic finale to a successful Summer Meeting.

About the Indiana Pest Management Association

The Indiana Pest Management Association is a statewide association dedicated to advancing the pest management industry through education, advocacy and professional excellence.

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Sacramento CA

J.F. Oakes: Pro-Pest Lookout

The Pro-Pest Lookout monitor/trap has a highly effective, specially formulated, attractant already impregnated into the glue for cockroaches and other common household crawling insects.

The Pro-Pest Lookout comes two traps per sheet (pictured), allowing the flexibility of having two separate traps or one larger trap. Both configurations offer ramps on both ends, even after separating along the perforation.

Pro-Pest Lookout monitor/traps are manufactured with heavy-duty cardboard and a printed black interior. Easy-to-follow directions and a tracking chart are printed on the bottom of each trap. The units are discreet and easily placed to pinpoint infestations. Private labeling is available.

About J.F. Oakes Sales & Marketing

As a salesman of termite and rodent control products for a major chemical manufacturer for 26 years, Jim Oakes worked closely with both industry distributors and pest control companies all over the southeastern U.S. Recognizing a need for product lines specifically designed for the pest control industry, Oakes founded J.F. Oakes Sales & Marketing in May 1989.

With his experience and knowledge of termites and treatments, the first lines Oakes introduced were drill bits and spray hoses. Sheffield Masonry Drill Bits were designed with an emphasis on using quality European steel for durability and a full selection of shanks, diameters and lengths commonly used by pest control companies. Chemtrol, now known as Chemoak, was designed with consideration to chemical resistance, safety factors, working pressures, flexibility and ease of use.

Nearly four decades later, the product lines of J.F. Oakes Sales & Marketing include not only equipment, but encompass a wide range of products, including:

• Advantage Flying Insect and Yellow Jacket Traps
• Pro-Pest Professional Lures for Rodents and Nuisance Wildlife
• XLure Pheromone Monitoring Traps
• Pro-Pest and Safestore brands
• Pro-Pest Pantry and Clothes Moth Traps
• Pro-Pest Crawling Insect Traps
  

J.F. Oakes Sales & Marketing sells its products through distributors in the U.S., Canada and internationally.

JFOakes.com

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Sacramento CA

Oridian launches service brand platform

Oridian Capital Partners, a lower middle-market private equity firm formerly known as HCI Equity Partners, has formed AnchorPoint Foundations. Based in Washington, D.C., AnchorPoint is building a platform of quality brands specializing in foundation repair, crawlspace encapsulation, basement waterproofing, concrete lifting and related technical services.

AnchorPoint’s initial family of brands includes:

• B.A.M. Basements and Masons (Iowa)
• Champion Waterproofing (Pennsylvania)
• Cornerstone Foundation Repair and Waterproofing (North Carolina)
• Edens Structural Solutions (Oklahoma)
• Foundation Repair Services (North Carolina)
  

Each company will continue operating under its own trusted local brand, supported by the shared resources, infrastructure and expertise of the AnchorPoint network. Oridian intends to make significant investments in the team and infrastructure, and in the expansion of AnchorPoint’s brand portfolio through targeted acquisitions.

“The foundation repair and waterproofing industry represents an attractive opportunity to build a scaled platform in an essential services category,” Doug McCormick, Oridian chief investment officer, said in a news release. “We are excited to partner with a group of high-quality operators who have built trusted businesses in their respective markets and are well-positioned for continued growth.”

Oridian Managing Director Nate Novak added, “AnchorPoint reflects Oridian’s strategy of building strong service platforms in tandem with experienced local management teams. We look forward to supporting our partners as we continue to invest together in their people, expand their capabilities and deliver quality service to homeowners.”

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Sacramento CA

PestWest: Mantis Uplight LED

Pest management professionals (PMPs) can now upgrade Mantis brand flying insect management systems to energy-efficient light-emitting diode (LED) technology in the way that works best for your operation:

• For technicians who prefer to retrofit existing systems on their own schedule, the exclusive PestWest LED Lamp Conversion Kit (product code: 130-000328) provides a simple upgrade from 15-watt fluorescent lamps (with magnetic ballast) to LEDs. Installation requires only replacing the fluorescent lamp and starter with the included LED lamp and dedicated LED smart starter.
• Now for a limited time, PestWest also offers a convenient, ready-to-use option: a complete Mantis Uplight that has already been retrofitted with LED technology (product code: 125-000553). This eliminates the need for field conversion and allows PMPs to order a fully assembled LED-equipped system — same classic design, powered by next-generation LED technology.
  

Why upgrade to PestWest LED Technology?

• Flexible options: Retrofit an existing Mantis system or order a complete, field-ready, retrofitted Mantis LED Uplight.
• Simple installation: Each conversion lamp includes a dedicated LED starter.
• Each complete LED Uplight (125-000553) contains the 64-diode lamp, smart starter and the LED glue board for maximum catch.
• Energy savings: Reduce energy consumption by up to 60 percent.
• Extended service life: Rated for up to three years of operation.
• Effective attraction: Produces 365nm UV-A light to attract flying insects.
• Broad compatibility: Designed for 120-volt direct, 15-watt magnetic ballast systems.
• Quality construction: Features metal end caps, an uncoated glass tube and UL-listed components.
  

The PestWest LED Lamp Conversion Kit (product code: 130-000328) LED-compatible black glue boards (product code: 135-000247) and complete retrofitted Mantis Uplight (product code: 125-000553) are available through preferred structural pest management distributors. Installation videos and additional LED flying insect management options are also available online.

About PestWest USA

Based in Sarasota, Fla., PestWest USA is a leading manufacturer of insect light traps (ILTs) and part of the Killgerm group of companies. PestWest offers a full range of traditional fluorescent and advanced LED ILTs, Bio-gel+ biological cleaning products, bed bug inspection tools, and expert training for pest management professionals.

Expert support

Dr. Stuart Mitchell, a frequent Pest Management Professional contributor, is also a valuable member of the PestWest USA team and has an “Ask Doc” and a FAQ section on the PestWest website.

PestWest.com

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Sacramento CA

NPMA, WorkWave survey focuses on sales best practices

The National Pest Management Association (NPMA) released the findings of its 2026 Pest Control Industry Sales Operations Survey, a first-of-its-kind study examining how pest control companies structure, staff and incentivize their sales functions. The research, sponsored by PestPac by WorkWave, reveals an industry where, per its news release, “sales is deeply embedded in service delivery rather than handled by traditional, dedicated outside sales teams.”

Conducted in April among pest control business owners, operators and managers, the survey found that technicians and ownership/management are the most common sources of sales activity, with outside sales representatives playing a secondary role at most companies. Management and ownership contribute the largest share of revenue among respondents, though technicians are nearly as prominent once all revenue sources are considered. Other key findings, per the news release, include:

• Digital channels, referrals and word of mouth rank as the top lead generation channels industry-wide.
• Pricing and promotions are the most commonly cited factors in winning new residential contracts, followed closely by service quality and reputation.
• Base pay plus commission is the most common sales compensation model, and commission on any closed sale is the most prevalent commissionable event.
• Most companies do not yet offer back-end or retention-based sales incentives; clawback provisions and no-penalty policies are the most common approaches when customers cancel early.
• Cash remains the top incentive for sales performance, with non-cash rewards used far less frequently.
• Artificial intelligence (AI) has not yet been widely adopted for sales support, signaling significant room for growth.
  

Open-ended responses reinforced these themes, per the release, with companies “repeatedly describing education-first, trust-based selling; technicians as a core sales channel; referrals and customer advocacy as primary growth drivers; collaborative internal cultures over individual sales competition; and service quality and reliability as their strongest sales differentiators.”

“This survey confirms what many of us have long suspected: In pest control, sales and service are inseparable,” NPMA CEO Dominique Stumpf, CAE, said in the release. “Our members employ a variety of sales strategies, always focused on protecting residential and commercial clients from the disease and damage caused by pests. While each company may utilize different strategies, we are impressed by the results of this survey, demonstrating how companies continue to evolve and adapt to meet the needs of their consumers. “

WorkWave CEO Kevin Kemmerer agreed, noting: “These findings validate the shift we’re seeing across the industry: Data and AI adoption in pest control is still in its early innings, and for PCOs making these investments, that’s a massive competitive advantage. Businesses that pair their strongest asset — trusted, technically credible field technicians — with predictive AI insights, richer [customer relationship management, or] CRM data, and smarter automation are the ones positioned to scale the fastest and capture market share. We’re proud to sponsor research that gives expanding companies a clear benchmark for where they stand today and how to leverage advanced technology for explosive headroom tomorrow.”

The report also identifies clear opportunities for the industry moving forward, including:

• formalizing technician sales training and incentive programs
• developing back-end and retention-based compensation structures
• investing in sales talent retention practices,
• exploring how CRM systems and AI can support sales at scale
  

The full report, including detailed findings on sales team composition, compensation structures, training timelines, and technology adoption, is available at NPMApestworld.org/salessurvey.

About the National Pest Management Association

The National Pest Management Association is a non-profit organization with more than 4,000 members. It was established in 1933 to support the pest management industry’s commitment to the protection of public health, food and property from the diseases and dangers of pests. The association has had many notable leaders over the years, including Pest Management Professional Hall of Famers Bill Buettner (Class of 1998), Dr. Ralph Heal (Class of 2003), Dr. Phil Spear (Class of 2004) and Bob Rosenberg (Class of 2013), to name just a few.

About WorkWave

WorkWave is on a mission to “deliver innovative software and fintech solutions to the dedicated service professionals who ensure the world remains safe, clean and beautiful.” Powering millions of services every year, leading companies in lawn care, pest control, commercial cleaning and security guarding rely on WorkWave’s comprehensive software-as-a-service (SaaS) solutions, including its core offerings PestPac, RealGreen & TEAM Software, to manage and grow their businesses. Backed by decades of experience, passionate teams and an unwavering commitment to its customers, WorkWave’s vision is to empower the world’s mobile service workers to build a brighter future.

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Sacramento CA

PelGar: Roban Foam

Roban Foam is a dense, low-expansion polyurethane sealant that blocks rats, mice, and insects from entering structures. It cures slowly to create a strong seal in structural gaps, cracks, and pipe penetrations. A rodent-repellent chemical is added for greater repellency. The durable, long-lasting formulation offers all-weather pest protection. It it particularly ideal for filling and sealing around foundation gaps, utility lines and other high-risk entry points.

Combine Roban Foam with Roban Blocker or copper mesh to create an even more robust rodent protection barrier. In areas with a severe rodent infestion, use Roban Guard for enhanced protection.

About PelGar

Based in the United Kingdom, PelGar provides products and expertise in more than 60 countries worldwide, including the United States. The company supports customers who are directly involved in controlling nuisance pests, national campaigns against the vectors of disease, and local and national Conservation in Partnership (CiP) projects. PelGar’s global network of experienced staff and in-country resources guarantee an exceptional level of service.

PelGar.co.uk

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Sacramento CA

Registration opens for 2027 WorkWave user conference

WorkWave, a Holmdel, N.J.-based provider of software and solutions that help mobile service companies thrive, has opened registration ior the WorkWave AMPLIFY Customer Conference 2027. Taking place from Jan. 31, 2027, through Feb. 3, 2027, at the iconic Hilton New Orleans Riverside, the conference will bring pest control, lawn care, cleaning and security professionals together to explore strategies for scaling operations, adopting new technology, and preparing for what’s next in field service.

Formerly known as Beyond Service, the conference has evolved into WorkWave AMPLIFY to reflect the momentum and impact of WorkWave’s community of industry innovators and principal decision-makers. It is designed to help business owners, executives and operations leaders turn deep industry knowledge into actionable, measurable results. For PestPac, RealGreen and TEAM Software customers, the 2027 conference offers a powerful opportunity to learn from peers, product experts and industry leaders.

WorkWave AMPLIFY 2027 is expected to bring together more than 1,000 forward-thinking attendees for three powerhouse days of immersive learning, technology insights and more than 70 focused sessions. The event will feature operational expertise, data insights and technology solutions for field service organizations.

Event highlights

• AI and innovation. Get an exclusive first look at new tools and product announcements that are redefining how the pest, green, cleaning and security sectors leverage artificial intelligence (AI) for growth.
• High-value, role-specific learning paths. Explore practical strategies for tackling operational bottlenecks and common industry challenges, from labor constraints and rising costs to business scaling.
• Peer-to-peer learning. Join customer-led sessions focused on real-world business wins, practical lessons and strategies that have supported growth.
• Complimentary product boot camps: Kick off the experience on Sunday, Jan. 31, with intensive, focused product training led by software experts to help attendees build product mastery before the main event begins.

“As our customers continue to push boundaries and scale new ways to grow, we’ve transformed our flagship event to match their ambition,” WorkWave CEO Kevin Kemmerer said in a news release. “Next year’s conference is focused entirely on helping you amplify what matters most: your growth, your impact and your ultimate results.”

Learn more and register online at WorkWave.com/amplify27.

About WorkWave

WorkWave is on a mission to “deliver innovative software and fintech solutions to the dedicated service professionals who ensure the world remains safe, clean and beautiful.” Powering millions of services every year, leading companies in lawn care, pest control, commercial cleaning and security guarding rely on WorkWave’s comprehensive software-as-a-service (SaaS) solutions, including its core offerings PestPac, RealGreen & TEAM Software, to manage and grow their businesses. Backed by decades of experience, passionate teams and an unwavering commitment to its customers, WorkWave’s vision is to empower the world’s mobile service workers to build a brighter future.

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Sacramento CA

Aruza expands in Charleston, S.C.

Aruza Pest Control has acquired the Charleston, S.C., operations of Core Pest Solutions. Core Pest Solutions will continue with its operations in Charlotte, N.C., and Logan, Utah. The acquisition expands the Charlotte, N.C.-based Aruza’s footprint in the Charleston market.

“This acquisition represents another exciting step in Aruza’s growth strategy,” Aruza CEO Joshua Langdon said in a news release. “Core Pest Solutions has earned an outstanding reputation in the Charleston market by putting customers first and building lasting relationships. Those values closely align with our own. We’re excited to welcome their customers and team members to Aruza and look forward to continuing the high level of service they have come to expect while introducing expanded service offerings.”

“We’re proud of what our team has built over the years,” Core CEO Tyler Roskelley said in the release. “Finding the right long-term partner was incredibly important to us. Aruza shares our commitment to customer care, employee development, and operational excellence, making them the ideal organization to continue serving our customers and providing new opportunities for our employees.”

The acquisition also reflects the continued investment and strategic support of Concentric Equity Partners, Aruza’s investment partner based in Chicago, Ill.

“At Concentric Equity Partners, we seek to partner with exceptional management teams that prioritize people, culture and long-term value creation,” Concentric Operating Partner Rob Swartz said in the release. “This acquisition represents another important milestone in Aruza’s strategic growth across the Southeast.

The acquisition supports Aruza’s long-term strategy of growing through a combination of organic expansion and strategic acquisitions of respected pest management companies that share its commitment to customer service, employee development, and core values.

Customers transitioning from Core Pest Solutions will continue receiving professional pest control services with access to Aruza’s comprehensive residential pest management programs, including Aruza 360°, Aruza 360° Plus, termite protection, mosquito reduction, rodent control, crawlspace solutions, insulation services and other home protection offerings.

About Aruza Pest Control

Founded in 2016, Aruza Pest Control offers comprehensive services in North and South Carolina, Florida and Texas. Built on a foundation of five Core Values — accountability, integrity, humility, kindness and gratitude — Aruza’s commitment to exceptional customer service and innovative pest management solutions has earned it recognition, including being named to the Inc. 5000 list of fastest-growing private companies.

About Concentric Equity Partners

Concentric Equity Partners is a private investment firm that partners with leading middle-market companies by providing capital and strategic advisory to accelerate long term value creation. Concentric’s approach is simple: Support entrepreneurs and operators by providing the resources required to achieve extraordinary results. The firm’s investment team is made up of individuals with distinguished track records as operators and professional investors across a variety of growth oriented middle market companies.

Concentric Equity Partners is the direct investing arm of Financial Investments Corp., a private asset management firm and family office with over $2 billion in investment commitments under management. Financial Investments Corp.was founded in 1994 by father and daughter Harrison and Jennifer Steans and has been partnering with private companies for more than 25 years.

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Sacramento CA

Arrow Exterminators: Merger Opportunities

Family-owned and -operated since 1964, Atlanta-based Arrow Exterminators is the largest family-owned pest and termite control company in the United States, ranked by revenue. Arrow has more than 200 service centers, more than 3,600 team members and revenues exceeding $470 million. Featuring QualityPro accreditation by the National Pest Management Association, the company offers innovative and environmentally responsible services to protect homes and businesses of customers and operates in 16 states: Alabama, Arizona, Delaware, Florida, Georgia, Kentucky, Louisiana, Maryland, Mississippi, New Jersey, North Carolina, Pennsylvania, South Carolina, Tennessee, Texas and Virginia. 

Arrow is led by President and COO Tim Pollard, CEO Emily Thomas Kendrick, and Chairman Joe Thomas, a Pest Management Professional Hall of Fame inductee (Class of 2009). The company was founded in 1964 by industry veteran Starkey Thomas and his wife, Jean. Since acquiring its first company in 1988, Arrow has grown by partnering with pest control businesses that share its values and dedication to quality. Today, it stands as the largest family-owned pest and termite control company in the United States.

Arrow offers a full range of services, including pest control, termite protection, mosquito prevention, wildlife control and exclusion, handyman work, insulation services and new construction treatments. These services are available for both residential and commercial customers.

As a third-generation family business, Arrow respects the time and effort it takes to build a successful pest management company. The team understands the importance of creating strong foundations for lasting partnerships and works closely with acquisition partners to ensure a smooth transition for both customers and employees.

Whether you’re ready to sell or just exploring options, email mergers@arrowexterminators.com or visit online.

ArrowExterminators.com/mergers

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Sacramento CA

Clicki Referrals: RewardsPass

Clicki Referrals, a referral automation platform built for pest control and home service businesses, has launched and trademarked RewardsPass, a new digital wallet experience that helps companies keep referral programs, rewards, promotions and loyalty offers directly in their customers’ phones.

RewardsPass allows pest control, lawn care, cleaning and other home service businesses to create branded Apple Wallet and Google Wallet passes that customers can save to their digital wallets. Each pass can include a referral QR code, referral link, reward details, customer balance, booking links, promotions, VIP perks, contact information and other program details.

The biggest advantage to RewardsPass, according to the Clicki team, is permanence. Once installed, the business earns a lasting place inside the same digital wallet customers already use for boarding passes, credit cards, event tickets and other everyday items. Instead of asking customers to remember a link, search through old emails or download another app, RewardsPass gives them a branded referral and rewards hub that stays with them at all times.

For service companies, this makes referrals easier to remember, share and track.

“Most pest control and home service companies already earn referrals through great service, but the referral process is usually too manual, too forgettable, or too hard for the customer to act on,” Kendall Hines, co-founder and CEO of Clicki Referrals, said in a news release. “RewardsPass puts the referral program right inside the customer’s digital wallet, next to the things they already use every day. No app download. No messy tracking. Just a simpler way to activate the customers who already love your business.”

RewardsPass also creates a new communication pathway after the pass is installed. Businesses can use wallet-based push notifications to keep referral offers, seasonal promotions, rewards, booking reminders and customer campaigns top of mind. This gives businesses another way to stay visible without relying only on email, text messages, paid ads or social media algorithms.

RewardsPass connects with Clicki’s referral tracking and payout system, allowing businesses to manage referral offers, customer rewards, campaign performance and payouts from one platform. Companies can send customers a branded RewardsPass through SMS, email, QR code or post-service follow-up, making it easy to introduce the program immediately after a completed service visit.

Once saved, RewardsPass gives customers a persistent, mobile-first way to refer a friend at the exact moment someone asks for a recommendation. The pass is always with them, sitting directly in their digital wallet, which makes the referral experience faster and more natural for the customer while giving the business a repeatable system for turning customer goodwill into measurable growth.

“Referral programs should not live in a forgotten email or on a buried landing page,” Hines said. “They should be with the customer all the time, ready the moment someone asks, ‘Who do you use?’ That is the future we are building with RewardsPass.”

About Clicki Referrals

Based in Grand Rapids, Mich., Clicki Referrals is a referral automation platform built for service businesses. The platform helps companies automate referral tracking, reward payouts, customer engagement, employee incentives, partner programs and campaign management. Clicki works with home service businesses across pest control, lawn care, cleaning and other appointment-based industries.

JoinClicki.com

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Sacramento CA

QOTM: Best ant management practices our experts have learned

What’s the best ant management lesson you’ve learned?

Dan Baldwin

Dan Baldwin, MPH, BCE, REHS/RS, FRSPH, Hawx Pest Control

“Most of the ants we deal with have subterranean nests and can travel long distances from their nests. Because they also are influenced by temperature and other environmental factors, never assume that just because you don’t find ants during the inspection, they’re not there. Targeted baiting in likely nesting areas or in areas where ants may have been observed in the past, for example, is a prudent practice.”

Foster Brusca

Foster Brusca, The Pest Posse

“Return to the absolute basics of pest control: You must seek out the source. When I deal with an ant infestation, I know success relies on looking beyond the inside of the structure. You must inspect the outside to locate the actual colony or trailing paths. I always ask myself, ‘Why are the ants trailing to this area?’ and ‘Where are the entry points?’ Managing ants effectively isn’t about quick treatment; it’s about finding the root cause both inside and out.”

Doug Foster

Doug Foster, Burt’s Termite & Pest Control

“Meticulous attention to detail is the best lesson I have learned to help curb retreatments and profit-killing return visits. Did you inspect and treat both the interior and exterior? Did you get into the crawlspace? Did you use multiple baits? Of course, a checklist and standard operating procedures (SOPs) serve as a great guide for both new and seasoned technicians.”

Dr. Hamilton Allen

Dr. Hamilton Allen, BCE, Fox Pest Control

“Ants can have discerning palates. A bait product working today may not work tomorrow. Many service professionals have their go-to ant bait. However, ant feeding preferences may change with the season, so it’s best to carry a few different products with you just in case the ‘preferred flavor of the month’ has changed.”

Michael Broder

Michael Broder, BHB Pest Elimination

“Get a positive ID on the exact species you are treating. While many ants look alike, treatment protocols can vary greatly depending on the specific species.”

Dr. Mohammed El Damir

Dr. Mohammed El Damir, BCE, Adam’s Pest Control

“Success depends on colony elimination and correcting underlying conditions, rather than immediate kill counts. For example, seeing dead carpenter ants can provide a false sense of control if the queen remains or if moisture issues and satellite colonies aren’t addressed. I also remind clients that baiting may temporarily increase visible activity. Ultimately, effective control requires understanding biology, performing thorough inspections, and setting realistic expectations.”

Eric Scherzinger

Eric Scherzinger, Scherzinger Pest Control

“Make sure you identify what type of ant you are dealing with correctly, or you can turn an ant problem into a really bad ant problem.”

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Sacramento CA

NPMA debuts workforce initiative for college campuses

The National Pest Management Association (NPMA) has announced a new initiative designed to build a stronger talent pipeline for the $13+ billion U.S. pest management industry. The first LAUNCH: Pest Management Career Summit will take place March 8–10, 2027, at the University of Tennessee, Knoxville.

“Pest management is a dynamic, growing industry, but too few students and other emerging talent know it’s even an option,” NPMA CEO Dominique Stumpf, CAE, noted in a news release. “LAUNCH is our opportunity to change that — to show talent from technical schools, two-year programs and four-year universities alike, across every discipline from business to the skilled trades, that this industry offers real careers with real growth potential. We’re proud to bring this event to life in Knoxville and to partner with faculty and career services professionals who are on the front lines of guiding students toward their next opportunity.”

The event brings together four key audiences:

1. college students and other emerging talent
2. faculty and career services professionals who influence student career decisions
3. NPMA member pest control companies
4. pest management industry suppliers

Over the three-day event, students will engage in the “Employer Engagement Zone,” a career fair connecting them directly with hiring companies. There will also be team-based challenges, professional development sessions and networking receptions built around the summit’s core theme: Business. Technology. Science. Service.

For NPMA member companies and industry suppliers, LAUNCH offers a direct line to emerging talent through career fair participation and a range of sponsorship opportunities. Details on sponsorship tiers are now available.

More information for students and faculty is available at LaunchYourPestCareer.org. Companies and suppliers interested in participating or sponsoring can learn more at NPMAlaunch.org.

About the National Pest Management Association

The National Pest Management Association is a non-profit organization with more than 4,000 members. It was established in 1933 to support the pest management industry’s commitment to the protection of public health, food and property from the diseases and dangers of pests. The association has had many notable leaders over the years, including Pest Management Professional Hall of Famers Bill Buettner (Class of 1998), Dr. Ralph Heal (Class of 2003), Dr. Phil Spear (Class of 2004) and Bob Rosenberg (Class of 2013), to name just a few.

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Sacramento CA

FPMA bestows inaugural award on McCall technician

The Florida Pest Management Association (FPMA) has awarded its inaugural Pest/Termite Technician of the Year to David Biddle, a universal service professional with Jacksonville, Fla.-based McCall Pest & Wildlife.

Biddle received the honor, designed to recognize top performance in technical expertise, customer service and leadership, at the FPMA Summer Conference Awards Dinner in Orlando, Fla., in June. He was selected based on his experience, certifications, training achievements, and strong customer and company testimonials. Per a news release from the Northwest Family of Brands, Biddle is “known for his dedication to customers and his commitment to making a meaningful impact in the community.”

“This is a proud and surreal moment for Dave and the entire McCall team,” Jeff Dunn, co-president of Northwest Family of Brands, said in the release. “We are grateful to have a teammate like Dave, who genuinely cares about his customers and the communities he serves, and for the McCall service center leaders and team who cultivate an environment where excellence thrives. Dave is truly deserving of this FPMA recognition, and we appreciate the example he sets for us all.”

About FPMA

Founded in 1945 and based in Tarpon Springs, Fla., the Florida Pest Management Association (FPMA) is a nonprofit trade organization representing more than 1,000 pest management professionals, business owners and suppliers across Florida. It advocates for the industry, provides continuing education and hosts events like the annual Business & Operations EXPO.

About McCall Pest & Wildlife

Family-operated since 1928 and a certified QualityPro provider, McCall Pest & Wildlife is part of the Northwest Family of Brands. Service areas include Gainesville, Jacksonville, Ocala, Tallahassee, Tampa and Orlando, Fla. Northwest Exterminating was founded in 1951 and joined the Rollins Inc. family of leading brands in 2017. Northwest has grown across the Southeast to include over 60 service centers, with plans to continue that growth alongside Rollins in partnership with leading pest control brands. 

Rollins Inc. is an Atlanta, Ga.-based consumer and commercial services company. Through its family of leading brands, Rollins and its franchises provide essential pest control services and protection against termite damage, rodents and insects to more than 2.8 million customers in North America, South America, Europe, Asia, Africa and Australia, with approximately 22,000 employees from more than 850 locations. Rollins is parent to Aardwolf Pestkare, Clark Pest Control, Crane Pest Control, Critter Control, Fox Pest Control, HomeTeam Pest Defense, Industrial Fumigant Company, McCall Service, MissQuito, Northwest Exterminating, OPC Pest Services, Orkin, Orkin Australia, Orkin Canada, PermaTreat, Safeguard, Saela Pest Control, Trutech, Waltham Services, Western Pest Services and more.

Gary Rollins, Rollins’ Executive Chairman Emeritus of the Board, is a member of the Pest Management Professional Hall of Fame (Class of 2012).

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Sacramento CA

Kness Pest Defense: Ants-No-More Ant Bait Station

The pro’s edge comes from control that lasts. 

Kness Ants-No-More Bait Stations are designed to target ant colonies at the source, helping prevent repeat activity instead of chasing trails. The controlled-access, tamper-resistant design supports consistent performance across residential and commercial accounts. 

When control is precise and predictable, routes stay efficient and results stay professional. That’s the pro’s edge. 

Discover how Ants-No-More helps you work smarter in the field.

About Kness Pest Defense

Per company history, the Ketch-All was invented by a young, widowed father of six, Austin Enos “Brick” Kness, in 1924. Mice were prevalent at the high school in which Kness was a custodian, and led him to the idea of the “box” trap. Kness, a Pest Management Professional Hall of Famer (Class of 2024), built the first trap from a square oilcan, a Tuxedo Tobacco can, a spring from a curtain rod, and the wood base of a crate. The first night he set his trap, he captured five mice.

He was elated and showed the teachers and his friends. He was encouraged to build others for his friends and to seek a patent. By 1927, Kness Mfg. Co. was formed to produce the KetchAll Automatic Mousetrap and another of Kness’ inventions, the RotoBow tree saw.

Kness.com

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Sacramento CA

Aruza Pest Control appoints Human Resources VP

Aruza Pest Control named Caroline Fanucchi VP of Human Resources (HR).

The company said she will lead its HR strategy, talent development, employee engagement, recruiting infrastructure and organizational planning initiatives. In addition, she will work closely with company leadership to strengthen Aruza Pest Control’s people-first culture while supporting its continued growth and operational scalability.

“Caroline brings a dynamic presence and a wealth of experience to Aruza,” said Aruza Pest Control’s CEO Josh Langdon. “She is a strong people-first cultural leader who focuses on kindness as a primary core value. She has led teams for high-velocity businesses across multiple industries, and she will draw on those accomplishments to continue Aruza’s march to becoming the employer of choice in the pest management industry.”

Fanucchi has more than 15 years of global HR leadership experience gained across multi-state and international organizations. She has expertise in workforce strategy, talent acquisition, organizational development, compliance and culture integration, the company said. Her background includes leadership roles supporting operations across the United States, Europe, Latin America and the Middle East.

She previously served as VP of Human Resources for Combined Caterers Inc., where she led HR operations for four brands and more than 1,500 seasonal and full-time employees across the Southeast. In that role, she developed scalable HR infrastructure, led workforce planning initiatives, improved retention, and standardized onboarding and compliance systems across multiple operating brands. Earlier in her career, Fanucchi held HR leadership roles with Integra Realty Resources, Decathlon, and Fremantle Media, gaining extensive experience in international workforce management, compliance, leadership development and organizational transformation. She is fluent in English, Spanish, French, Portuguese and Arabic.

“From my first conversations with the Aruza leadership team, I knew this was a company where people truly matter,” Fanucchi said. “The company’s core values really spoke to me; especially kindness, which is something I deeply value in leadership and culture. I immediately connected with the leadership team, not only professionally but personally, and recognized how aligned we are in the way we lead, support people, and build strong teams. I’m incredibly excited to join Aruza at such an exciting time and help continue building a culture where employees feel supported, valued and empowered to grow.”

About Aruza Pest Control

Aruza Pest Control was founded in Charlotte, N.C., in 2016, and provides comprehensive pest management services across North Carolina, South Carolina, Florida and Texas. The company is committed to exceptional customer service, innovative solutions, and a values-driven culture built on Accountability, Integrity, Humility, Kindness, and Gratitude.

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Sacramento CA

Skyhawk: Trapmate

Today’s pest management professionals (PMPs) need solutions that are efficient, scalable and built for long-term use. Skyhawk Trapmate delivers with a full suite of reusable electronic remote monitoring (ERM) devices designed to modernize pest control operations.

Every Trapmate device is battery-powered with replaceable batteries, eliminating the need for hardwiring or external power. This allows for flexible deployment in virtually any environment, while ensuring devices can be reused across accounts — reducing costs and maximizing return on investment.\

A complete monitoring ecosystem

Trapmate offers a comprehensive platform that supports:

• Rodent and wildlife monitoring across virtually any trap type
• Insect monitoring solutions, including vision-based systems like Trapmate InsectaVision
• Environmental sensors for temperature, humidity, water, entry and power
• A cellular-connected hub and software platform for real-time alerts and reporting

All devices communicate wirelessly, enabling remote visibility without relying on Wi-Fi or on-site infrastructure.

Built for the real world

Designed for durability and repeat use, Trapmate devices can be easily deployed, repositioned and redeployed as needs change. The battery-powered system ensures reliable performance across food facilities, warehouses, commercial properties and wildlife applications — especially in areas where power access is limited.

Smarter, more efficient operations

With continuous monitoring and real-time alerts, Trapmate shifts pest control from routine checks to exception-based servicing. Technicians can focus only where activity is confirmed — reducing unnecessary visits, improving documentation and optimizing service efficiency.

About Skyhawk

Based in Derry, N.H., Skyhawk Trapmate is a division of Skyhawk, a U.S.-based company specializing in remote monitoring technology for pest and wildlife professionals. Trapmate’s wireless, battery-powered sensors provide real-time trap activity and data to enhance technician efficiency, reduce service visits, and increase client retention.

Trapmate.ai

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Sacramento CA

Wildlife Control Supplies: WCS iChase Autonomic Laser

The trademarked Wildlife Control Supplies (WCS) iChase Autonomic Laser (ICH-AIBR) is an advanced bird deterrent powered by artificial intelligence (AI) and designed to protect sensitive environments from bird activity without harm. Using proven laser technology, the system projects a controlled moving laser pattern that birds perceive as a physical threat, encouraging them to leave the area without injury.

Fully automated, humane and chemical-free, the iChase operates 24/7 to reduce contamination, structural damage and biosecurity risks in farms, warehouses, roofs, and open structures. Other features include:

• Class 3B laser designed to startle birds without causing harm
• Programmable movement patterns
• Durable, commercial-grade construction for indoor and outdoor use
• IP66-rated for reliable performance in outdoor environments
• Operates in temperatures from -4 degrees Fahrenheit to 122 degrees Fahrenheit
• Wide coverage range of approximately 320 to 650 feet
• Compatible with 100- to-240-volt alternating current (VAC) power supply (50 to 60 Hertz)
• Supports professional integrated pest management (IPM) programs
• Discreet, quiet operation suitable for sensitive environments

About Wildlife Control Supplies

WCS was founded in 1998 by the late Alan Huot and his wife, Carol — both experienced wildlife trappers and experts. The company has been helping wildlife and pest control professionals capture, control and prevent wildlife in the field, in commercial buildings and in residential environments ever since. The Suffield, Conn.-based company not only offers a variety of brands and products, but also has developed its own WCS Premium Grade Bait products and breakthrough inventions in response to customer needs.

ShopWCS.com

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Sacramento CA

Polti USA: Bed Bug eGuide

Bed Bug Tool Kit: Control Methods to Combine in an IPM Bed Bug Protocol is a new, downloadable guide for pest management professionals (PMPs). It examines the strengths and limitations of all major bed bug control methods and, importantly, how each can be combined with superheated steam as part of an integrated pest management (IPM) approach. This comprehensive resource can be invaluable for companies looking to build more effective treatment programs.

About Polti

Founded in 1978, with North American headquarters based in Los Angeles, Calif., Polti was built on two pillars that characterize the company and its products to this day: quality and innovation. Over the decades. Polti has combined technological innovation with Italian-made quality and environmental compatibility to offer a clean and simple vision of the future. As a European leader in steam appliances, Polti’s patented products are available in more than 50 countries worldwide.

PoltiUSA.com

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Sacramento CA

New insurance benefit for NPMA members

The National Pest Management Association (NPMA) has partnered with VIU by HUB — a personal insurance platform backed by HUB International — to offer pest management professionals and their communities a simple, modern way to shop for home, auto, condo, renters and other personal insurance coverages. Program Brokerage Corp. (PBC) served as the catalyst behind this new member benefit.

Through VIU by HUB, members can compare quotes from more than 50 A-rated insurance companies in minutes. The experience is fully digital for those who prefer self-service, or one-on-one with a licensed advisor for those who want personalized guidance.

This benefit is available to NPMA members, their employees, friends and family, vendor employees, partners and business associates.

About the National Pest Management Association

The National Pest Management Association is a non-profit organization with more than 4,000 members. It was established in 1933 to support the pest management industry’s commitment to the protection of public health, food and property from the diseases and dangers of pests. The association has had many notable leaders over the years, including Pest Management Professional Hall of Famers Bill Buettner (Class of 1998), Dr. Ralph Heal (Class of 2003), Dr. Phil Spear (Class of 2004) and Bob Rosenberg (Class of 2013), to name just a few.

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Sacramento CA

Bite Back: An integrated approach to smarter mosquito control and disease prevention

Mosquitoes remain among the most significant and persistent pest groups worldwide, with more than 3,490 species identified. While many species are simply a nuisance, others serve as vectors of serious diseases such as malaria, dengue, Zika virus and West Nile virus.

In pest management, control efforts typically focus on a limited number of species that pose the greatest public health risks. Despite their diversity, mosquitoes share key biological and behavioral traits that can be leveraged for effective control. An effective mosquito management program should follow an integrated approach. Try using BITE as a mnemonic device:

B is for breeding site removal

El Damir

Routine inspection and maintenance are essential for reducing mosquito populations. Key actions include:

• Removing standing water from containers, tires and gutters
• Draining or modifying areas prone to water accumulation
• Treating unavoidable water sources with appropriate larvicides

I is for impacting populations

For adult mosquitoes, barrier treatments are a common strategy. Such applications target mosquito resting sites such as vegetation and structural
perimeters. Best practices include:

• Targeting shaded resting areas and the undersides of foliage
• Avoiding flowering or edible plants to protect pollinators
• Following all directions per the product label
• Maintaining proper equipment and application techniques
• Considering environmental conditions and local ecosystems

Larvicides, meanwhile, are essential for preventing mosquito development. Selection depends on site conditions and species. Common categories include:

• Biological larvicides such as Bacillus thuringiensis israelensis (BTI), Bacillus sphaericus and spinosad
• Insect growth regulators (IGRs) such as methoprene
• Larvicidal oils

T is for timing of applications

Apply treatments strategically based on mosquito activity and environmental conditions. Timing plays a critical role in control effectiveness.

• Reapply barrier treatments every three to four weeks as needed
• Begin treatments prior to peak mosquito season
• Monitor environmental conditions to adjust timing accordingly

E is for exclusion

Preventing mosquito entry is a key component of control:

• Seal cracks and gaps around structures
• Install door sweeps
• Maintain intact window screens
• Use air curtains in high-traffic areas

Exclusion measures, when combined with other strategies, significantly reduce indoor mosquito activity. Effective mosquito management requires a comprehensive, integrated approach that targets all stages of the mosquito life cycle. By combining breeding-site reduction, targeted treatments, strategic timing and exclusion practices, pest management professionals can reduce mosquito populations and mitigate the risks of mosquito-borne diseases.

Mosquito biology basics

Both male and female mosquitoes feed on plant nectar for energy. However, only females require bloodmeals to support egg development.

Female mosquitoes locate hosts using a combination of well-documented cues, including:

• Carbon dioxide (CO2)
• Body odor
• Heat
• Moisture
• Visual contrast

Understanding these cues supports more effective control strategies, including targeted trapping, habitat modification and environmental management.

Eastern treehole mosquito (Aedes triseriatus) (PHOTO: JAMES D. GATHANY)

Mosquito larvae develop in a wide range of aquatic habitats, including natural sites such as tree holes and phytotelmata (accumulated water in plant cavities), as well as artificial containers like tires, clogged gutters and flooded areas. These environments provide organic material and microorganisms that serve as larval food sources.

In colder climates, mosquitoes survive unfavorable conditions through diapause or dormancy. For example:

• Culex species overwinter as adult females and become active in spring.
• By comparison, the eastern treehole mosquito (Aedes triseriatus), a primary vector of La Crosse encephalitis, overwinters as eggs in northern regions and may persist as larvae in warmer climates.

Understanding these seasonal patterns improves the timing and effectiveness of control programs.

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Sacramento CA

LabelSDS.com: Commercial Customer Portal

LabelSDS.com continues to revolutionize the way that pest management professionals (PMPs) manage and distribute their product label and safety data sheet (SDS) books to technicians and their commercial customers.

Do you have commercial customers that require you furnish them with a Label/SDS Book of the products used at their facilities? LabelSDS.com has you covered! Easily create custom lists of the products that are used at their facilities. Your commercial customers can access this information by logging into their customized portal or through a QR code. The QR code provides unrestricted access to their labels and SDS in the event of a spill or inspection. Note that the U.S. Occupational Safety & Health Administration (OSHA) Hazard Communication Standard requires that all employees always have unrestricted access to these documents. 

Using a new product at their facility? Easily add new products with just a click of a button. No need to print out new labels or SDS or to update jump drives. As soon as you add the new product to the portal, it is viewable when logging in and through the QR code instantly.

The Commercial Customer Portal is perfect for property management groups, school districts, food-processing plants, restaurants and more.

About LabelSDS.com

LabelSDS.com is a web-based program with more than 20,000 product labels and safety data sheets (SDS) specific to the pest and turf industries. You can create your own company label and SDS “digital book” with the products your company uses. Easily add and delete products from your list. Don’t see the product you are looking for? With LabelSDS.com, you can submit a product request, and the team will add the product for you. All your employees can access, download, print, email and text your company’s labels and SDS from their computers, tablets or smartphones. Best of all, your company’s labels and SDS update automatically whenever there is a revision. LabelSDS.com is designed to be an easy and affordable way to access and manage your company’s labels and SDS.

LabelSDS.com

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Sacramento CA