Evolving solutions in termite control help to deliver success

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Termite control solutions are more effective and affordable than ever, and that’s good news for pest management professionals (PMPs) and their clients.

In a list of opportunities for maintaining and growing termite revenue, it ranks among the top by readers who answered Pest Management Professional’s (PMP’s) 2025 Termite Management Survey.

James Kane

“Seeing how things have changed from my dad’s years of trenching and rodding to today’s integrated pest management (IPM) approaches really tickles my fancy for keeping the environment protected and using science to help our clients,” says James Kane, president of Kane Exterminating in Kings Park, N.Y.

Kane says he developed an affinity for termite control because when he was a kid, his dad pulled him out of school to go on termite inspections. “What kid would say no to playing hooky?” he asks. Now, all these years later, he shares his knowledge about these innovations with his clients.

Good News Pest Solutions, a North Venice, Fla.-based company that will mark 36 years in business in April, offers clients environmentally friendly control solutions. President and owner Dean Burnside says termite management is satisfying and lucrative. “You are solving or preventing a very important problem for your clients,” he adds. “It’s the main reason we are in business, right?”

Because both drywood termites (Kalotermitidae) and subterranean termites (Reticulitermes spp.) are prevalent in Florida, he says, “the very real threat of termite damage to many homeowners’ most valuable asset is a compelling need to help.”

Educating

Most PMPs who answered PMP’s 2025 Termite Management Survey say termite control is challenging and rewarding. For the average homeowner, however, termite treatments are an unexpected and costly expense.

Kane, who primarily encounters Eastern subterranean termites (Reticulitermes flavipes) because his company is based in the northeast, recommends being honest with clients. “Tell them the reality of the situation and be an advocate for their success,” he says.

“It can be a bit of a shock, but especially in the springtime when swarms are prevalent, clients will be very interested in finding a resolution,” Kane adds. “A client who is educated about these insects’ biology and conducive factors will be more compelled to take action.”

An IPM approach has proved successful with Kane’s clients. His technicians perform a root cause analysis (RCA) for clients, a tactic he considers just as important as any product applications they may make.

Because almost every termite condition Kane has uncovered has pointed to a moisture issue,
his technicians:

• Inspect downspouts to ensure they drain away from the home.
• Make sure gutters are functional and clear of debris.
• Look for plumbing or structural leaks.
• Inspect landscape beds for soil-to-wood contact.

“Termites are heavily influenced by moisture content,” he says, “and rectifying moisture issues will reduce callbacks and provide safe and effective control for years to come. Pest prevention is always the best pest control.”

Frederick Rozo

No matter what insect you’re dealing with, PMPs need to know its biology, habits and conducive conditions. “This information will help you explain to your client why they have a pest issue, what is causing its attraction to their structure, and what you and the client can do to eliminate the pest,” says Frederick Rozo, BCE-Emeritus, who retired in 2022 after a 40-year career in the pest control industry.

Rozo notes that communicating with clients is critical: “Explaining your plan to tackle the pest issue, the outcome you are seeking, the products you will be using and confirming when you will provide your service will go a long way in getting the approval to proceed with your treatment.”

Selling

While readers who answered PMP’s 2025 Termite Management Survey consider effective, affordable termite control solutions to be an opportunity for maintaining and growing termite revenue, they also believe control technologies and techniques that work too well to be an obstacle. So, how can PMPs boost their bottom lines?

Ron Dawson

Ron Dawson, president of Dallas Fort Worth Pest Control in Dallas, Texas, uses sales consultants to sell termite control services because they usually can maximize the potential revenue a customer may offer. In addition, they are eager to sell because they earn commissions on their sales.

“They see the customer as a profit center and have more of an incentive to sell the proper service and additional or add-on services,” he says. “Because they do not provide the pest control work, time is not a limiting factor.”

By contrast, Dawson says, technicians may limit a company’s profit potential because they are conditioned to finish a job as quickly as possible and get to their next customer, especially if they are on a production-based earnings plan.

“Hourly paid service technicians involved in sales can be a positive thing for your company,” he says. “But you have to be certain they can sell, have a high closing rate and don’t spend too much time on the clock ‘not selling anything.’”

Bundling

Good News Pest Solutions’ Burnside says termite control services give PMPs an opportunity to bundle pest control with termite control as a subscription service. “Bundling these two services, or more, and allowing clients to pay monthly improves cash flow, customer retention and collections — a great triple combo,” he explains. “Incremental monthly price increases are easier to swallow for most customers, thus minimizing cancellations due to price increases.”

Dean Burnside

ZipZap Termite & Pest Control Technical Director Jeffery Preece, BCE, PHE, says his Lawson, Mo.-based pest control company offers bundled pest control programs that include both preventive and curative termite treatments. “By combining these services, we can provide comprehensive protection for clients’ properties and generate steady, recurring revenue,” he says.

Burnside says annual renewable warranties also prove lucrative. “Customers typically renew at an 80 percent to 90 percent retention rate, which provides considerable recurring revenue,” he adds. “Renewal dollars are some of our most profitable dollars, especially if no treatment is required in subsequent years. Highly profitable, recurring revenue is the name of the game.”

The new construction pre-treat business provides even more opportunities to solve problems and create profit. “Providing the pre-treatment opens the door to not only renew the termite warranty for years, but also add general pest, rodent, and other needed services for the new homeowner immediately upon taking occupancy,” Burnside says. “And if the same builder is building many homes in each community, your future pest control routing is extremely efficient, again maximizing profit potential.”

Documenting

Dawson, who has 50 years of pest control experience, says termite control, either preventive or corrective, can encompass a large portion of a PMP’s business. “Treat it as the most important part of your business. The sales, treatment and renewal processes are all equally important,” he adds.

In addition, Dawson advises documenting everything. “Existing and visible termites, damage, conducive conditions, structural graphs, contracts, terms and conditions — everything is important,” he says. “Whether you plan on staying in business or selling your company, your documentation will add value to your business and help protect against liability.”

Dawson also recommends ensuring someone capable and knowledgeable inspects and signs off on termite treatments. “The worst thing is for a sales consultant to sell a termite treatment and fail to perform a proper inspection or properly document anything, and then a technician goes on the service call and does a poor job,” he says. “The documentation is more important than the treatment itself. Unfortunately, most company owners don’t find this out until they are sitting on the witness stand.”

Training

Jeff Preece

Termite control requires specialized training.

Preece says his company’s technicians participate in continuous, specialized training programs focused on termite control throughout the year. “As a board-certified entomologist, I am committed to ensuring our team has the latest knowledge and skills to manage termite infestations effectively,” he says.

Preece offers three reasons why termite management can be both satisfying and lucrative: It solves a tangible problem. Termites cause billions of dollars in property damage each year. By effectively managing termite infestations, technicians are directly helping homeowners protect their most valuable assets.

Practitioners are constantly learning new things. The field of termite control is continually evolving with new technologies and treatment methods. This provides opportunities for technicians to learn and grow their expertise.

There’s rarely a dull moment. Termite management involves a variety of tasks, from inspecting homes to applying treatments. This diversity can keep the job interesting and challenging.

“Our company has a history of termite control, dating back to 1985 when I started with my dad in pest control using chlordane,” Preece concludes. “As regulations and technology advanced, we transitioned to newer, more effective products.”

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from Pest Management Professional https://www.mypmp.net/2025/01/14/evolving-solutions-in-termite-control-help-to-deliver-success/
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