PHOTO: NEOGEN
From Nov. 1, 2018, through Dec. 31, 2018, purchase a pail of Neogen’s SureKill brand Command Rodenticide or a case of SureKill brand Flusher Insecticide and receive $20 off. See website for more details.
LOGO: U.S. DEPARTMENT OF AGRICULTURE
The U.S. Department of Agriculture (USDA) has announced the first update since 2013 of the National Road Map for Integrated Pest Management (IPM). It can be downloaded as a PDF here.
The update culminates a yearlong review by the Federal IPM Coordinating Committee (FIPMCC), a joint effort that is coordinated by the Office of Pest Management Policy in the Office of USDA’s Chief Economist, with representatives of all federal agencies with responsibilities in IPM research, implementation, or education programs. These agencies include Environmental Protection Agency (EPA), Department of the Interior (DOI), and Department of Defense (DoD).
IPM is a science-based, sustainable decision-making process that uses information on pest biology, environmental data, and technology to manage pest damage in a way that minimizes both economic costs and risks to people, property and the environment.
The National Road Map for IPM, first introduced in 2004, is periodically updated to reflect the evolving science, practice and nature of the IPM concept. The Road Map provides guidance to the IPM community on the adoption of effective, economical and safe IPM practices, and on the development of new practices where needed. The guidance defines, prioritizes, and articulates pest management challenges across many landscapes, including: agriculture, forests, parks, wildlife refuges and military bases, as well as in residential and public areas, such as public housing and schools. The Road Map also helps to identify priorities for IPM research, technology, education and implementation through information exchange and coordination among federal and non-federal researchers, educators, technology innovators, and IPM practitioners.
Cintas Corp. has increased the annual dividend on its common stock 26.5 percent to US$2.05 per share. The dividend is payable December 7to Cintas shareholders of record at the close of business... Read more
The Institute of Inspection, Cleaning, and Restoration Certification (IICRC) is now accepting applications from cleaning industry professionals to develop two new standards. IICRC is currently... Read more
Hill & Markes, Inc. has appointed Colin Doherty vice president of sales. Doherty joins Hill & Markes from Staples, Inc., where he served in a variety of sales leadership roles during his... Read more
The ISSA Hygieia Network, an ISSA Charities nonprofit organization dedicated to the advancement and retention of women in the cleaning industry, introduced its new mentoring program and announced... Read more
PHOTO: MODERN AC PRODUCTS
The Dauber Stopper is an insect screen that protects emergency drain lines on the property from invaders such as spiders, bees, wasps and more. In particular, it guards these open gateways into attics and basements from mud daubers building nests in these lines, which can block water flow and lead to expensive damage for the homeowner. Made of durable ABS plastic, this is a great upsell item to offer clients peace of mind — and installation only takes a few minutes, the company says.
ISSA has launched a new website for its upcoming trade show ISSA Expo Limpieza 2019. Taking place June 5-7, 2019, at the World Trade Center in Mexico City, Mexico, ISSA Expo Limpieza 2019 will... Read more
Ecolab, Inc. has declared a fiscal third-quarter profit of US$435 million, or $1.48 per share, up 11 percent from $393 million, or $1.34 per share, one year earlier. The company reported... Read more
J. Phillip Holloman, former president and chief operating officer of Cintas Corp., has been named the recipient of the Ohio Minority Supplier Development Council’s (Ohio MSDC) Cathy Mock... Read more
Illustration: Leo Michael
You know you have a funny quip for this Leo Michael panel. Why not share it with the industry? Send us an email with your idea to pmpeditor@northcoastmedia.net by Nov. 1, 2018. We’ll print our favorite in the December issue.
If we pick your entry, you’ll win a $50 VISA gift card. Some restrictions may apply.
*Entries must be emailed to the address above. Website and social media comments and/or replies will not be considered.
IMAGE: THE POTOMAC CO.
The Potomac Co. announces the sale of its client, Triple S Services, to American Pest, an Anticimex portfolio company.
Based in Manassas, Va., with offices in Beltsville, Md.; Fredericksburg, Va.; and Charlottesville, Va.; the 37-year-old Triple S is a family-owned and -operated company that serves the Washington, DC, metro area and most of Northern Virginia.
“With the acquisition of Triple S, we will expand our service territory south into Charlottesville and Richmond, Virginia,” says David Billingsly, president of American Pest. “Triple S and American Pest share a reputation of integrity, dependability and expertise, and we have tremendous respect for Triple S’s achievements. The synergies between our service lines and teams will significantly enhance opportunities to serve our customers.”
Triple S President Tony Sfreddo agreed, adding, “I am confident that the partnership with American Pest is the best and most promising option for Triple S and the most positive outcome for our business, our employees and our clients. We share the same values and Triple S will further pursue its strategy, accelerate its development, and deliver its pest control vision, as a part of American Pest.”
“Phil and Tony have truly built an amazing business, and how they dealt with the sell-side process reflected how they did business on a day-to-day basis,” notes Paul Giannamore, managing director of Potomac’s Pest Control Group. “From the first step through the closing, there was never a day that they didn’t put their people first. This business was founded by their father, Clement Sfreddo. Though I never got an opportunity to meet Clem, as he passed away at a relatively young age, the way that Tony and Phil conducted themselves over the years and the decisions that they made reflected the culture that Clem established and the values that he instilled as a young founder. I am extremely happy to be able to honor the memory of Clem by advising his company and his sons, he would be very proud of them today.”
The acquisition of Triple S Pest Services is Anticimex’s largest add-on acquisition in the United States. It’s also American Pest’s seventh and largest acquisition, bringing 70 professionals to its growing team.
Giannamore and Ericka Andes of The Potomac Co. acted as exclusive financial advisors to Triple S Termite & Pest Control. Cory Vargo, of Wipfli/Macpage, acted as tax advisor.
Dr. Janis Reed, BCE, Control Solutions Inc.
Stinging insects are terrifying. There, I said it. Unfortunately, part of being a pest management professional (PMP) is managing stinging arthropods such as wasps, bees — and even centipedes, scorpions and caterpillars. And often, PMPs must show no fear in front of clients during these calls.
Typically, these arthropods won’t bother you if you don’t bother them, but we often are tasked with engaging them in battle. As fall approaches, we must be more aware of the dangers of managing these pests. Here are some tips to remember:
PHOTO: iStock.com/ViktorCap
Claude Griffin, owner of Gotcha Pest Control, Houston, Texas, tells The Midland Reporter-Telegram that a recent honey bee infestation was one of the worst he’s faced during his 20-plus years as a pest management professional (PMP).
The southwest Houston home had two bee hives, nine to 12 feet tall and in some areas, three-feet thick, according to Griffin. He estimates the hives were home to over one million bees, according to a report in the The Midland Reporter-Telegram. According to information he received from the homeowner, Griffin says the hives had been at the home for 10-20 years. Maybe that explains why the job of removing the hives took Griffin over eight hours.
Have you ever had to deal with massive hives or been faced with a takeover of africanized or “killer” honey bees? Let us know in the comments or by emailing pmpeditor@northcoastmedia.net.
ISSA Show North America 2018 enjoyed a solid start Monday in Dallas, TX, with an impressive slate of seminars, workshops, and special events peppering the schedule during the day. With an education... Read more
The Team ISSA Welcome Reception was an occasion to not only renew business relationships for hundreds of cleaning industry professionals, but also to announce the winners of some well-deserved... Read more
PHOTO: INNOVATIVE PEST CONTROL PRODUCTS
The Ant Café — a staple of the pest control industry for more than 18 years, and with over 4 million sold — now has big brother. The Ant Café Pro refillable insect bait station offers pest management professionals (PMPs) twice the volume of the Ant Café for larger bait placements; a built-in locking mechanism for convenience and safety; a tighter seal to keep gel and liquid baits fresher longer; and an adjustable entryway that allows large ants and small cockroaches to access the bait. Its polypropylene construction is built tough for many months of use, while its triangular shape allows inconspicuous placement on window sills and counters. Double-sided tape ensures secure placement.
Joe Flood, Cleveland District Manager PHOTO: Rose Pest Solutions
Joe Flood, has been promoted to Cleveland district manager by Rose Pest Solutions. Flood, who was previously a Saginaw, Mich. district supervisor, will oversee all district operations including client satisfaction and quality control. He will also recruit, interview, select and train new employees who join the Rose Pest team.
Flood originally started as an intern with the company in 2007. Then, in 2008 Flood worked seasonally in the mosquito abatement department within the Saginaw district while studying entomology at Michigan State University. He received his entomology degree in 2009. He was hired as a service technician in 2010, eventually becoming Rose’s municipal mosquito coordinator, where he oversaw mosquito control for various municipalities in the Saginaw service area. He was promoted again in 2014 to training supervisor before eventually becoming the Saginaw district supervisor. Flood has served on the planning and scientific committees of the Michigan Mosquito Association.
PHOTO: iStock.com/Talaj
Gaining control over cockroach infestations is only part of the challenge for many pest management professionals (PMPs). Attracting customers can be a struggle, too.
For Matt Blair, a pest control technician with Tri State Pest Control, Wheeling, W.Va., customer referrals are a powerful sales tool.
“Always do right by the customer, and business will follow,” he says. “Customers are the only reason we are in business.”
Referrals tend to come easy when customers are satisfied with your work. That’s why it’s important to set expectations during the initial inspection. Tell customers how many service calls you expect it will take to get their pest problem under control and let them know this is simply an estimate. Clearly communicate why their cooperation is critical to the pest control process.
Be careful not to overpromise your ability to gain complete control. Some cockroach jobs are more difficult than others, and it’s best to explain that to customers during your initial meeting. Don’t be afraid to be honest with your customers. It’s better to set realistic expectations during your initial service call than to lose an unsatisfied customer who has the potential to damage your reputation.
Consider offering incentives to current customers who offer referrals. It may encourage satisfied customers to share the favorable experience they had with your company.
Also, do not hesitate to explain the drawbacks of going the do-it-yourself route. Stress that your certification and years of training make you an expert at finding and eliminating cockroaches. Let them know the products you use are for professionals only and therefore more effective. If they don’t listen, politely remind them you will be available should they require your expertise later.
Further your training to learn the latest cockroach control techniques. Attend pest management industry conferences, webinars and/or product demonstrations to ensure you’re providing the best service possible. Reach out to experts, such as entomologists or longtime PMPs, for advice. Let customers know you are knowledgeable, experienced and above all, professional.
“Let great results and word-of-mouth support your marketing efforts,” advises Josh Fleenor, president, Pest Pros Pest Solutions, Sacramento, Calif.
Eastman Chemical Co. has reported fiscal-third-quarter earnings of US$517 million, or $2.89 per share, up from $464 million, or $2.22 per share, for the same time period one year ago. For... Read more
ABM has been awarded a contract with air travel provider JetBlue. The multi-year deal calls for ABM to provide catering logistic services to JetBlue flights originating out of four East Coast... Read more
NETWORK Services Co. presented its 2018 Member of the Year Awards at the organization’s recent stockholder meeting. NETWORK Services’ 2018 award recipients are: Member of the Year... Read more
LOGO: NATURE’S OWN PEST & LAWN SERVICES
Houston, Texas-based Nature’s Own Pest & Lawn Services has expanded to add Nature’s Own Chimney Cleaning to its family of home services in Eastern Texas. Offering chimney sweeping in Houston, Dallas and Austin, the company is rapidly expanding both its geographical reach as well as the number of residential problems they’re able to address.
Chimneys are an often-overlooked part of many residential homes, but the ventilation they provide prevents smoke and other air pollutants from amassing within a home. An untended chimney can lead to a buildup in carbon monoxide gas, as it becomes trapped and clogged by debris. Furthermore, residue from chimney use, like creosote and soot, can accumulate over time and become a fire hazard. According to statistics by the U.S. Consumer Product Safety Commission in 2017, there are 22,000 fires caused by chimneys or fireplaces annually. When soot and smoke have gathered within a flue, they can waft back down into homes and lead to respiratory health issues, whether they aggravate issues like asthma and COPD or lead to entirely new problems.
After a thorough chimney inspection, the trained professionals at Nature’s Own pressure-wash the chimney; repair any cracks or holes in drywall, sheetrock or brick; and reline flues to ensure the chimney is working optimally. How often homeowners should have their chimney cleaned depends on how often it’s used, but most experts recommend an inspection at a minimum of once a year.
Nature’s Own Chimney Cleaning also offers a number of other chimney-related services, ranging from repairs for issues like damaged ducts and leaks to animal and pest removal. The team also specialized in air duct system cleaning, as another measure to ensure its clients have clean air to breathe. As an offshoot of the established Nature’s Own Pest Control, the chimney sweep team at Nature’s Own Chimney Cleaning asserts their passion for customer satisfaction and strives to provide a robust set of services for residential and commercial buildings.
PHOTO: iStock.com/Goldfinch4ever
Gain control over a cockroach infestation, and your customer will reward you for it with loyalty, referrals and stellar reviews. No one wants these filthy, disease-carrying and allergy-causing pests in their homes or businesses.
Cockroaches are resilient, however, and infestations can be difficult to control. No wonder: They date back about 140 million years, according to the Entomological Society of America (ESA). Fortunately, pest management professionals (PMPs) have plenty of options.
“The key to cockroach control, honestly, is being just as adaptable as they are,” says Josh Fleenor, president, Pest Pros Pest Solutions, Sacramento, Calif. “Don’t get stuck in a ‘this is how we have always done it’ or ‘this always worked before’ mentality.
Know your species
With more than 4,000 species of cockroaches in the world, knowing which one(s) you’re dealing with is imperative. You won’t gain control until you understand the biological habits of the cockroaches you’ve been called out to eliminate.
“Knowing their likes and dislikes, as well as where they are most likely to hide and breed, is key,” says Dennis Mastrolia, CEO, Dennis the Mennis Pest Experts, Lynn, Mass. “Determine what is contributing to the likelihood of them sustaining and reproducing, and eliminate the root causes.”
Use your training to positively identify the pest. If you’re not sure what species you’re dealing with, consult with an entomologist or a university’s entomology department. Reference sources such as Truman’s Scientific Guide to Pest Management Operations or the National Pest Management Association’s (NPMA’s) Field Guide also are helpful.
Inspect thoroughly
Because cockroaches prefer dark, out-of-the-way places, a thorough inspection is a must. During your initial inspection of a customer’s home or business, check the spots in which cockroaches are known to hide.
“Get down on your hands and knees, and look with a flashlight,” advises Crystal Boyd, commercial sales manager, Pest Management of Texas, Sachse, Texas. “Check in cracks, crevices, near warm and wet areas — anywhere you think roaches would hide.”
Bill Melville, owner, PRIZM IPM Solutions, West Linn, Ore., agrees. “Always perform a thorough and complete inspection of every location — not just where the client may have seen cockroaches, but all suspect areas where cockroaches may find ideal harborage.”
Cockroaches need water to survive. Damp, dark areas like basements and sewers are good places to start.
“Use your flashlight to light up dark areas where cockroaches may seek out sanitation and structural issues,” says Kent Smith, ACE, owner, A+ Quality Pest Control, Oskaloosa, Iowa. “Find as many harborages as you can to stay on top of the issue. Take your time.”
Randy Konold, owner of Sodak Pest Control in Watertown, S.D., agrees. “Many technicians hurry through the job and don’t eliminate all of the cockroaches,” he says. “Slow down. In the pest control business, time is money, so we are always in a hurry. But you have to know when to slow down and when to speed up.”
Sometimes, a thorough inspection is nearly impossible. Customers who refuse access to areas, won’t move items or clear out clutter may make your job difficult.
“Lack of a thorough inspection may result in many missed harborages,” says Smith. “This can delay results and create frustrations for customers and PMPs.”
Educating customers is a must. Tell them what they need to do to help you get their infestation under control.
Melville says he meets with the decision maker for the account to discuss the cockroach problem and explain the pest control plan.
“It is easy to determine if they just want a quick treatment, with a report to show the health inspector, or if they are truly committed to working with me to create a pest-free environment,” he says. “Then, we can work together toward proper access, preparation, cleaning, and support from their employees or family members and a long-term commitment to remaining pest-free.”
Educate customers
Because customers often don’t know why they have cockroaches, it helps to explain why the conditions in their homes or businesses are favorable for these pests. For instance, let them know why they must eliminate moisture in the basement or keep their kitchens clean, and then insist they follow through with your guidelines.
“One of the biggest challenges for getting control is customer education,” says Bob Winslow, inspector and service manager, A1 Exterminators, West Harwich, Mass. “Control is a partnership between the PMP and the customer.”
Insist on cooperation
After your initial inspection, map out a plan your customer can follow to help eliminate conducive conditions. Some PMPs provide easy-to-follow written instructions, whereas others explain in detail, face-to-face, what needs to be done. Smith says a combination of both is best.
“Take notes on what steps can be done for the customer to assist in cleaning and keeping competing food sources out of reach of the cockroach population,” he adds. “Don’t just hand them a list, but show them what you are talking about.”
Consider charging a cleaning fee, which includes labor and materials, if customers cannot or will not complete the task themselves, Smith says. Above all, make sure customers are aware that sanitation is key to the control of cockroaches. Ignoring this important step will hamper control efforts.
“If food is left out, dirty dishes are in the sink or dishwasher, and crumbs are on the floor or counters, cockroaches are smart enough to eat at those locations rather than the bait that is left out for them,” says Boyd.
Think twice about working with customers who do not resolve their sanitation issues.
“If they don’t follow good sanitation practices, you have to make the decision to walk away from an account,” says Lee Tubbs, owner, Enviroguard Pest Solutions, Ringgold, Ga.
Lack of cooperation by customers is one of the biggest obstacles to complete control.
“Certainly, the customer will need to follow preparation instructions to enable the service to succeed,” Mastrolia says. “However, this often fails.”
Customers may have no desire to clean up after themselves, be unable to sufficiently remove clutter, or lack the funds to make needed repairs. Working with customers in multi-unit housing presents additional challenges.
“In multi-family situations, it is incredibly important to get everyone on the same page, working together collaboratively to resolve the issue,” says Fleenor. “This isn’t always easy, but it is necessary if you wish to gain long-term control of these situations.”
To facilitate control in multi-unit housing, tenants must immediately report cockroach sightings, building owners must eliminate conducive conditions, and PMPs must have the ability to inspect adjacent units.
“The tricky part is getting everyone on the same page,” Fleenor continues. “Often, tenants do not want to prep — and management just wants you to come in and make the cockroaches go away with as little effort on their part as possible. This isn’t always the case, but it is a common theme in properties with high cockroach activity.”
He suggests organizing a meeting with tenants, maintenance staff and property management, and educating them on their roles and responsibilities. Effective communication may result in 100 percent cooperation. All that’s needed is a little training and a lot of knowledge.
“Teach technicians and salespeople the life cycle of roaches, how to identify common roaches and their harborage sites, and the necessary steps for population reduction. Communicate the details of the pest control program and the time it will take to resolve their issue,” says Tubbs. “Explain to customers the reasons for their involvement in the pest control process.”
Communicate with customers
Once you develop your cockroach control protocol, share it with your customers.
“Let your customer know what steps you are taking to help take care of their cockroach issue,” says Smith. “Have a solid game plan, and possibly a back-up plan, to show the value for your service.”
Share the details of the work you plan to do on the initial visit, and let them know how long it will be before you return for a follow-up visit. Encourage customers to call you if they have questions or if cockroaches appear in places you did not note in your inspection report.
He also advises giving customers your expectations of the results that should occur over the next few service calls.
“For example, if you are baiting for cockroaches, explain that they may actually see more activity over the next few days, as cockroaches come out to feed on the bait you placed,” says Smith.
Tubbs agrees. “Always explain to customers what they can expect after your service call,” he says. “Follow up with your customers by telephone or in person, and remind them of how your program works.”
Tools for control
PMPs have several tools in their cockroach control arsenal. Many are simple and reliable products that have worked for decades.
One tried-and-true tool is the vacuum. It allows you to collect cockroaches out of hard-to-reach cracks and crevices. It also eliminates dead cockroaches, cast skins, droppings and other debris.
“I perform a thorough vacuuming of the premises initially, in all suspected cockroach areas,” says Melville. “This allows my baiting to be more effective, and makes it easier to assess any new activity on my subsequent follow-up inspections and visits.”
Another useful tool in the quest for cockroach control is the monitor, or sticky trap.
“Insect monitors are your eyes 24/7 for pest activity, and will give you clues if used correctly,” says Smith.
These low-cost devices are especially useful when first assessing the infestation, explains Melville, because each one will tell you a story. You can learn a lot by noting which caught adults, which have nymphs, which direction they entered the monitor, and of course, which monitors show no activity at all.
“By monitoring thoroughly prior to treatment, I am better able to direct our preparation and treatment efforts to areas where these efforts will be most beneficial, and produce the desired results — 100 percent elimination of the infestation,” says Melville. “Also, the effective placement and use of monitors after gaining control lets me quickly identify new introductions.”
Monitors also may be helpful in showing the source of cockroaches before an infestation occurs. For example, German cockroaches (Blattella germanica) are known to hitch a ride in shipments of boxes and crates.
“In the event cockroaches are being transported into the structure, eliminating the source before they’re introduced into the building is paramount,” says Philip Smith, president, Compass Pest Management, Cornelia, Ga. “After identification, inspection, and corrective actions have been employed, using good baits or pesticides labeled for cockroaches is the final step to a successful control program.”
PMPs have found that when it comes to cockroaches, pesticides alone do not ensure control. Success depends on several factors.
“Gaining and maintaining control starts with sanitation and eliminating conducive conditions, and ends with the proper application of materials labeled for cockroaches while monitoring and measuring results over time,” he says. “This almost always requires customer cooperation. If the customer will not cooperate, refer them to your best competitor.”
PHOTO: VM PRODUCTS
The EZ Conceal Insect Station is a small, discreet and simple device that creates brand loyalty and permanent inspection points for the technician. Simply lift off the lid, insert the glue board and/or gel bait, then replace lid. High quality, pre-attached foam backing is designed to work intricately behind stoves, refrigerators, freezers, dishwashers, etc. The lid keeps glue out of sight for inspectors, auditors and customers. The glue board comes out with the lid for easy service, while the base stays permanent. It uses the Catchmaster #72CRM glue board, which is included with the initial purchase. A barcode is also included for permanent placement, mapping and tracking of insects.
