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.

<p>The post NPMA, WorkWave survey focuses on sales best practices first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/npma-workwave-survey-focuses-on-sales-best-practices/
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

<p>The post PelGar: Roban Foam first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/pelgar-roban-foam/
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.

<p>The post Registration opens for 2027 WorkWave user conference first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/registration-opens-for-2027-workwave-user-conference/
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.

<p>The post Aruza expands in Charleston, S.C. first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/aruza-expands-in-charleston-s-c/
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

<p>The post Arrow Exterminators: Merger Opportunities first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/arrow-exterminators-merger-opportunities/
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

<p>The post Clicki Referrals: RewardsPass first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/clicki-referrals-rewardspass/
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.”

<p>The post QOTM: Best ant management practices our experts have learned first appeared on Pest Management Professional.</p>

from Pest Management Professional https://www.mypmp.net/qotm-best-ant-management-practices-our-experts-have-learned/
Sacramento CA