In response to a social media post debating the importance of understanding industry averages, Dan and Donnie discuss the power of benchmarking. They delve into the concept of leadership capital, goal setting and using benchmarks as a starting point to become a better-than-average pest control or lawn care company.  Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie delve into the importance of nailing your marketing messaging. They cover how to improve your positioning in the marketplace and why you must differentiate your company from the competition.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Sharon Roebuck-McBride, VP of Culture and Customer Experience for Triangle Home Services, is back on the podcast to discuss the people component of EOS and what pest control and lawn care professionals can learn from it.    Guests: Sharon Roebuck-McBride, VP of Culture and Customer Experience, Triangle Home Services   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

Veteran sales consultant Patrick Quigley joins Dan and Donnie to discuss how to develop selling technicians. He covers different types of techs and salespeople, the concept of "drop-dead pests" and steps to take to cultivate technicians who sell in your company.    Guests: Patrick Quigley, president of Sales Training by Design   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

What is company culture? How do you know if yours is effective or ineffective? On this episode, Dan and Donnie discuss how they think about culture in pest control and lawn care companies and how to approach a culture change if you need one.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

Description: On this episode, Dan and Donnie reflect on 2023 from an economic and trend standpoint. They cover the Pest Index, the Rollins Q3 earnings call, marketing, M&A, and they look ahead to 2024 and beyond.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie discuss the status of private equity firms rolling up companies in the pest control, lawn care and home services industries. They cover why it's happening, how it's different from other roll ups in the past and the end game for these firms.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

PestSure's Todd Burke gives us an inside look at various areas of the pest control insurance market. We cover what PMPs should know, price increases, questions to ask before your next renewal, and ways to limit your exposure.    Guest: Todd Burke, COO PestSure   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

Many pest and lawn businesses are great at training technicians but neglect to develop their leaders. On this episode, pest control industry veteran and consultant David Billingsly discusses the building blocks of leadership and how to set your company's leaders up for success.    Guest: David Billingsly, The Billingsly Group Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

On this episode, Dan reviews an exclusive labor inflation study he conducted and wrote about for Pest Management Professional magazine's December 2023 cover story. Then, he and Donnie discuss tactics you can implement to reduce turnover and create a positive, productive work environment for your team members.   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie revisit the rapidly changing topic of artificial intelligence (AI) in business. They dive into how AI works and applications for the pest control and lawn care industry. They also speculate about what's going on in the AI world.  Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

At Triangle Pest Control, Donnie is a big fan of hosting "state of the company" meetings. On this episode, he and Dan discuss why these meetings are a great tool and how to go about planning and executing them in a pest control or lawn care company.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Fox Pest Control Co-Founders Mike Romney and Bryant White join the podcast to discuss the keys to scaling their company from $0 to $120 million before selling to Rollins earlier this year. They also cover their exit-planning advice for other owners.   Guests: Mike Romney & Bryant White, Co-Founders, Fox Pest Control   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

It's easy to be overwhelmed by the quantity of data available to you in your pest or lawn business. On this episode, Dan and Donnie discuss how to ensure you're working with good data, why to focus on key industry KPIs and how to use these insights to improve your business.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

Being a successful door-to-door (D2D) company in the pest control and lawn care industries begins with your ability to hire sales reps. Stephen Rhyne, CEO of ConveYour, joins the podcast to share tips for recruiting, onboarding, training and retaining salespeople. Guest: Stephen Rhyne, CEO, ConveYour Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Lawn care industry icon Joe Kucik joins the podcast to share the wisdom he's gathered from decades of experience as an operator and as founder of Real Green Systems. He shares what he's up to now, where the industry is headed and what advice he'd give his younger self.    Guest: Joe Kucik, co-chairman of ExperiGreen & founder of Real Green Systems Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services      

On this episode, Dan and Donnie revisit one of their favorite topics — artificial intelligence — and how it relates to operating a home services business. Today's discussion covers how to think about using this emerging technology from a strategic standpoint and why Dan and Donnie believe it's not just a fad.   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialist Donnie Shelton, Triangle Home Services

David Giannetto, CEO of WorkWave, sits down with Dan and Donnie to discuss his background, the software company's current initiatives and what the future holds for the business. He also gives his take on the health of the pest industry based on his observations and WorkWave's data.    Guest: David Giannetto, CEO, WorkWave   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialist Donnie Shelton, Triangle Home Services

Coalmarch by WorkWave's Rachel Betterbid is back on the podcast for part 2 of a discussion about how demand for home services is slowing down. In this episode, she shares several things business owners can do in the short- and long-term to overcome a drop in demand for pest control and lawn care services.    Guest: Rachel Betterbid, VP of Digital Marketing, Coalmarch by WorkWave   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Like what you heard? Rate and review us on Apple. Tell a friend in the industry.  

Coalmarch by WorkWave's Rachel Betterbid joins the podcast to discuss why many home services companies are seeing a drop in demand. She shares her observations, market data and marketing trends in the pest control and lawn care industries.    Guest: Rachel Betterbid, VP of Digital Marketing, Coalmarch by WorkWave   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

Guest: Dr. Mike Bentley, Vice President of Training & Technical Services, NPMA   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Dr. Mike Bentley, vice president of training and technical services for the National Pest Management Association, joins Dan and Donnie to discuss what PMPs can expect from PestWorld 2023, which is taking place in Honolulu, Hawaii, Oct. 17-20. He also covers key projects he's working on and gives a tribute to the late Bob Rosenburg.    You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK

On this episode, Dan and Donnie discuss noncompete and nonsolicitation agreements. They cover what they are, how they're used in the pest and lawn  industries, their importance when it comes to selling your business, and what questions to ask your lawyer before implementing them in your company.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK

Carlos Mendez is a former Navy SEAL and investment banker who helps companies implement the principles of "Extreme Ownership" as a consultant and instructor with Echelon Front. He joins Dan and Donnie to discuss the universal challenges associated with being a leader and how to overcome them to get the best results.    Guest: Carlos Mendez, Consultant & Instructor, Echelon Front   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK

Erin Werde joins the podcast to discuss Kolbe Wisdom and how to tap into your instincts to use your time and resources more efficiently and do more fulfilling work. She covers why Kolbe is different from other assessments and how to use this tool to effectively hire, manage and retain team members.   Guest: Erin Werde, President of The Instinctive Advantage   You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK        

Door-to-door sales veteran Lenny Gray joins the podcast to discuss this targeting approach to growing a pest control or lawn care business. He covers the overall strategy and goes into detail about recruiting, technique and more. Guest: Lenny Gray, author of “Door-to-Door Millionaire” You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK

Training is one of the most critical activities in the pest control and lawn care business, yet it's often treated as an afterthought. On this episode, Dan and Donnie dive into why and how to train your team and what to cover to improve your key performance indicators.  Join PMP Industry Insiders on TikTok, Facebook and YouTube!!  Get show notes and more by visiting OUR WEBSITE!!

On this episode, Dan and Donnie discuss why they recommend pest management professionals begin their annual planning now for the following year. They walk through how to plan around the seven centers of management and the importance of having a clear vision.   Join PMP Industry Insiders on TikTok, Facebook and YouTube!!  Get show notes and more by visiting OUR WEBSITE!!

PestSure's Linda Midyett, a safety expert and 20-year veteran of the pest industry, joins Dan and Donnie to discuss the biggest areas of exposure for pest control companies and recommendations for minimizing risk and implementing safety programs.  Guest: Linda Midyett, Director of Safety, PestSure   You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels.  Click below!  YOUTUBE FACEBOOK TIKTOK    

When it comes to selling a business, do you understand the due diligence process? Ilka Krieger and Claire Williams do. They perform financial due diligence on behalf of buyers and have worked on 40-plus pest control deals in the past three years. They join the podcast to walk listeners through due diligence from beginning to end. Join PMP Industry Insiders on TikTok, Facebook and YouTube!!  Get show notes and more by visiting OUR WEBSITE!! Guests:  Ilka Krieger, Senior Director, Alvarez & Marsal Claire Williams, Director, Alvarez & Marsal

In this episode, Dan and Donnie welcome industry veteran David Billingsly to the podcast to cover the power of sharing best practices with other professionals and the role peer networking has played in his career. They also unveil a new venture: PMP Industry Insiders Peer Groups, which David will help facilitate.    Hosts:   Dan Gordon Donnie Shelton   Guest:   David Billingsly   Join PMP Industry Insiders on TikTok, Facebook and YouTube!!    Get show notes and more by visiting OUR WEBSITE!!

In this episode, Dan and Donnie review the second quarter of 2023. They discuss inflation and price increases, state of the economy, the status of the pest and lawn M&A markets, and much more.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Donnie and Dan discuss the case for keeping a close eye on your cancellation rate. They illustrate why you can't simply outsell your cancels as your business gets larger, and they share key targets for pest control companies.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

Brian Post of PCO Bookkeepers & M&A Specialists joins the show to share misconceptions and mistakes pest control operators make when budgeting. He also discusses his top recommendations for budgeting and how to execute the process successfully.   Guest: Brian Post, CPA, Managing Member, PCO Bookkeepers & M&A Specialists   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

On this episode, Dan and Donnie debate the merits of open book management for pest control companies. They discuss the benefits, including transparency, engagement and informed decision-making, as well as the drawbacks and challenges of this approach.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

Description:  Rich Vallari, CPA, joins the podcast to discuss a niche but important topic: sales and use taxes. He covers the definitions of sales and use taxes, how they apply to pest and lawn companies, the role record keeping plays in this issue, and why it's important to get this area of your business right.    Guest: Rich Vallari, CPA, owner of Southwest Sales Tax Solutions Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services    

  On this episode Dan and Donnie discuss areas of exposure for tax audits and why this is one part of your business where you don't want to roll the dice. They cover some of the most common risks related to income tax, payroll and sales and use tax audits.   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   On this episode, Dan and Donnie do a deep dive on mosquito control and make a case for going all in on this service line if you haven't already. They cover profit potential, customer demand and operational details. If you're looking to add or expand your mosquito program, this episode is for you. 

In part 2 of 2, attorney Mark Ruff is back to dig deeper on the topic of termite liability. He shares why the pre-purchase inspection form is a top area of concern, and the steps pest control companies can take to reduce their legal exposure.    Guest: Mark Ruff, Attorney, MHR Law   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:    Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

Attorney Mark Ruff joins Dan and Donnie to discuss why and how termite lawyers go after pest control companies. In part 1 of 2, he covers how PMPs can minimize their risks and protect themselves against these claims, including training, documentation and more.   Guest: Mark Ruff, Attorney, MHR Law   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:    Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

A ChatGPT Field Report On this episode, Dan and Donnie continue "geeking out" over the artificial intelligence tool ChatGPT. Donnie shares several real-life examples of how he's using it in his business and they discuss how other pest control and lawn care operators can do the same.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:    Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Description:  In this episode, Dan and Donnie review the first quarter of 2023, delving into the status of the pest control M&A market, why attitudes are changing about door-to-door, and where lawn care valuations stand. They also cover how the economy is affecting sales and marketing.    For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:    Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest: Liam Sunstrum, Owner of Yard Dawgs   Description: Liam Sunstrum, owner of Yard Dawgs in Calgary, joins Dan and Donnie to discuss his company's approach to marketing automation, including Hubspot, artificial intelligence and more to streamline sales, accounts receivable and cancellations. He also details other marketing successes and failures.    For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:  Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

Dan and Donnie catch up with industry veteran Bobby Jenkins of ABC Home & Commercial Services in Texas. He talks about where things stand at his firm and his advice for pest management professionals interested in becoming more active in their communities.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest:  Bobby Jenkins, owner of ABC Home & Commercial Services    

Coalmarch COO Frank Andolina joins Dan and Donnie to discuss signs it's time to move on from your marketing agency. He also shares several steps to take before you make a move.  Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest:  Frank Andolina, COO, Coalmarch    

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest:  Jean Seawright, Seawright & Associates   HR expert Jean Seawright is back on the podcast to discuss key regulations employers should have on their radar. She covers the Federal Trade Commission’s proposed rule to ban noncompetes, plus the Department of Labor's independent contractor rule, and a proposed rule to increase the guaranteed salary level for white-collar exempt employees. 

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest: Lee McInnis, Senior Vice President, Fidelity Bank   Description:  On the heels of the second largest bank failure in U.S. history, Dan and Donnie welcome Lee McInnis, senior vice president of Fidelity Bank, to the podcast to discuss small business banking issues. They discuss banking with small and regional banks, the best strategies to mitigate risk, how to get loans and lines of credit, and more.

Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Guest: Jennifer Lemcke, CEO of Weed Man & Turfbot   Dan and Donnie are joined by lawn care industry leader Jennifer Lemcke, CEO of Weed Man and Turfbot. They cover her background, the challenges Weed Man is facing, how it's overcoming them, and the opportunities for growth Jennifer sees coming down the pike.    For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

How do you compete against the big boys and private equity firms in the mergers and acquisitions game? On this episode, Dan and Donnie discuss the opportunities that exist for smaller players to purchase other pest control companies and the steps involved in closing a deal.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

With so much data at your fingertips, it's easy to get bogged down. In this episode, Dan and Donnie discuss the importance of streamlining the information in your pest control business so you can track progress and make better management decisions.    More from PCO:  Dashboard Confessional: What Makes for Good Reporting? How to Create the One-Minute Manager Report

On this episode, Sharon Roebuck-McBride gives us an overview of the Entrepreneurial Operating System (EOS) and the steps required to implement it. Sharon and Donnie Shelton discuss the EOS journey at Triangle Home Services, including challenges, wins and benefits. They also reveal Triangle's goals and next steps.    Guest: Sharon Roebuck-McBride, VP of Culture and Customer Experience, Triangle Home Services   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

Tune in to hear Dan and Donnie discuss phantom stock as a deferred compensation model in the pest control industry. They cover the pros and cons, why Dan is a fan of this approach and why Donnie no longer uses it in his business.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

On this episode, Dan and Donnie discuss the potential problems with relying *too much* on technology in pest control and lawn care companies. They cover how to avoid technology becoming a distraction from the fundamentals of your business.   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

Dan and Donnie dive into why this popular new artificial intelligence technology is poised to revolutionize how businesses communicate — pest control and lawn care companies included.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

What's a balance sheet and why is it important for a pest control company? On this episode, Dan and Donnie cover the components of a balance sheet, how it's different from a P&L, and smart ways to use a balance sheet in your business.    Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

Jim Fredericks, Ph.D., joins the podcast to discuss his new role as executive director of the Professional Pest Management Alliance. He also talks about what's in the pipeline for PPMA and NMPA and what the future may hold for the industry.    Guest:  Jim Fredericks, Ph.D.  Executive Director, PPMA Senior Vice President of Public Affairs, NPMA   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to this episode's sponsor, Coalmarch by WorkWave!

If you need ideas, information and accountability that you can't get from within your organization, it's time to consider joining a peer group. On this episode, Dan and Donnie dive into peer groups — how they work, how to find one and how to get the most out of them.   Hosts Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:  Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor, Coalmarch by WorkWave!

On this episode, Dan and Donnie recap the fourth quarter of 2022 and look ahead to 2023. They make predictions for the new year and share how they're preparing in case of a recession and housing market slowdown. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media:  Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders   Thank you to our sponsor Coalmarch by WorkWave!

With the mega merger complete, integration is well underway at Rentokil Terminix. In an exclusive conversation with the company's U.S. leaders, Dan and Donnie get an update on the status of the combined company and what it means for employees, operations, M&A and the industry.   Guests:  John Myers, CEO, U.S. Pest Control Brett Ponton, CEO  Rentokil Terminix   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services & Coalmarch   For detailed show notes and more information, visit PMPIndustryInsider.com. 

On this episode, Donnie and Dan discuss the concept of 10Xing a business and what it may mean for a pest management firm. They talk about the mindset and steps required to achieve exponential growth. Plus, Donnie shares Triangle's 10X goal and timeline.  

Bestselling author and entrepreneurship icon Verne Harnish is back to talk with Dan and Donnie about why pest management professionals should start strategic planning now if they aren't already, no matter the size of the company. He also covers where to begin.

PPMA Executive Director Cindy Mannes joins the podcast to discuss the organization's consumer research and what to consider for your marketing messaging going forward. She also discusses a few key takeaways for industry members prior to her retirement at the end of the year.

On this episode, Dan and Donnie answer listener questions about technician pay, scheduling, office pay, and implementing price increases when you have credit cards on file. Tune in to hear their take on these issues.

Coalmarch COO Frank Andolina joins Dan and Donnie to discuss why digital marketing costs are on the rise and what pest control operators can do about it. They cover Google ads, search and recommendations for improving your ROI in 2023. 

Dan and Donnie give their field reports from PestWorld 2022, held in Boston earlier this month. They give their take on educational sessions, the exhibit hall and what they heard from clients and friends in the industry.

On this episode, Dan and Donnie reflect on the third quarter of 2022, including the latest economic news, and they predict how it may affect the pest control industry the rest of the year.  

During PestWorld 2022, Dan and Donnie celebrate the podcast's century mark by discussing the state of the economy and the pest control market with one of the industry's most astute observers — William Blair's Tim Mulrooney.

Dan and Donnie are happy to welcome pest industry sales trainer Patrick Quigley back to the podcast. They ask Pat about selling in good times vs. tough times and whether pest control companies should modify their approach to sales when the economy takes a hit.

On this episode, Dan and Donnie chat with Adam's Pest Control's Anne-Marie Tulp and Tiffany Ghent about the next frontier of pest control sales — text messaging. They cover how they got started and the nuts and bolts of this sales method.

It's no secret that pest management firms must recruit well to grow. On this episode, Dan and Donnie talk with WorkWave's Jeff Davis about things you can do to find the right people and get them up and running quickly at your company. Jeff brings a wealth of experience in HR software to WorkWave and the pest management industry.

Looking to attract and retain competent managers who will help you scale your business? On this episode, Dan and Donnie walk through six things to think about when creating a fair, effective incentive program for your leadership team.

With costs going up and economic uncertainty on the horizon, Dan and Donnie discuss the importance of going back to basics with budgeting. On this episode, they cover how to dial in the three buckets of revenue and the expense portion of a pest control company budget.

Most pest management professionals know the importance of having standards, checklists and procedures in their businesses, but some of us fall short in holding our teams accountable to them. On this episode, Dan and Donnie dive into why you must have a system for managing your systems and where to begin.  

PCO Bookkeepers Managing Member Brian Post, CPA, joins Dan and Donnie on this episode to discuss the Inflation Reduction Act and the associated increase in funding to the IRS. They cover the potential for more audits, the anatomy of an audit and how pest management professionals can avoid being audited.  

Savvy pest management professionals know their companies are their greatest investment, but they don't always treat them that way. Dan and Donnie review mistakes operators often make when it comes to operating their businesses like investments, and how to avoid those pitfalls to increase their overall value.

Coalmarch's Katie McCaskill and Alanna Young join the podcast to discuss trends in search engine marketing, the top 3 recommendations they have for getting the most out of your Google paid marketing budget, and why you should start planning your 2023 marketing budget now.

The Most Important Ratio for High Profitability In good times or bad, gross margin is the key performance indicator that all pest control companies must keep in check to remain profitable. Dan and Donnie explain gross margin, where it should be, and strategies for keeping it there.

Pest control software industry veteran Andrew de la Chapelle talks with Dan and Donnie about steps PMPs can take now to route more efficiently to save on fuel costs and improve efficiency. Speaker: Andrew de la Chapelle Corporate Development PCO Bookkeepers & PCO M&A Specialists

On this episode, Dan and Donnie review Q2 2022 and take a look at the broader forces affecting the pest control industry as we head into the second half of the year.  

Certus Pest CEO Mike Givlin shares lessons learned from doing 57 acquisitions in three years. He discusses how the $80 million company approaches integration and executes change management within the organization. Mike Givlin, CEO, Certus Pest

On this episode, Dan and Donnie talk with Todd Burke, COO of PestSure, to learn more about how captive insurance works and understand why it's a good fit for pest control companies. Todd Burke COO PestSure

Atlanta's Arrow Exterminators has grown steadily over the last decade—much of it through acquisition. On this episode, Kevin Burns joins the podcast to talk about Arrow's acquisition strategy and processes. They also discuss the M&A market as a whole. Kevin Burns Chief Development Officer Arrow Exterminators

Savvy pest control operators already raised prices late last year or early this year to offset inflation. Is it time to raise prices again or more than you already have? On this episode, Dan and Donnie walk through why you should consider it.

Dan and Donnie welcome Tony Massey to the podcast to discuss how Massey Services excels at execution by focusing on accountability, communication and transparency. They also dive into inflation, the state of the economy, M&A and more.

Firing a team member is always a gut-wrenching decision. On this episode, Dan and Donnie talk through their experiences parting ways with employees. They cover the problems with keeping people too long, how to know if additional training will help, and other things to consider.

Dan, Donnie and Access Holding's Josh Finifter discuss why the pest control industry is so attractive to private equity investors and the differences between selling to a strategic buyer and a PE buyer. Josh explains how PE deals may be structured and the business case for an owner to partner with a PE firm.

In this episode, Dan and Donnie cover SBA loans vs. conventional loans, use cases for SBA loans, how they work, the pros and cons, and much more.

Dan and Donnie talk mergers & acquisitions with Sebastian Tomassoni, VP of M&A for one of the largest pest management firms in the U.S. Learn about strategy, decision-making, factors that bring maximum value to a seller and more.

Whether you're considering hiring your first supervisor or you're at the point where you need to add someone to your executive team, this episode is for you. Dan and Donnie cover 10 signs it's time to bring on a manager and other considerations.

Your company's brand is more than your logo or marketing tactics. In this episode, Dan and Donnie break down exactly what a brand is, why brands are ultimately a reflection of the owner, and how to create a company image you're proud of and that your team can execute on.

What is cross-functional selling, why is it important, and how do you execute it in the pest control industry? Tune in to this episode to hear Dan and Donnie answer these questions and more about developing a team approach to sales.

On this episode, Dan and Donnie review the first quarter of 2022 and look into the crystal ball to predict what may occur the rest of the year. They cover the Pest Index, the overall economy, interest rates, price increases and more.

With the deal of the century expected to close in Q3, Rentokil's President & CEO, John Myers, sits down with Dan and Donnie to discuss some background details and what the future holds for the company in terms of integration, franchising, branding, M&A, and more.

Customer service stinks these days. There's a huge opportunity for pest and lawn care companies to differentiate themselves by delivering excellent client service. Dan and Donnie delve into how to create a killer customer experience.

Dan and Donnie discuss how to sift through the mountains of data in your business to determine what's most useful for your pest control company. They cover leading vs. lagging indicators, how to get started, how to monitor your KPIs, and more.

When it comes to successful inside sales, pest and lawn companies need sound fundamentals and consistency. On this episode, Dan and Donnie outline what it takes to get your office staff selling better in a short amount of time.

On this episode, Dan and Donnie delve into how to maximize your investment in marketing to effectively grow your business. They cover various budgeting methods, the pros and cons of each, and key numbers to track, such as cost per sale, cost per lead and more.

In pest control, field technicians are your direct link to the customer. On this episode, Dan and Donnie walk through why and how to implement systems to ensure you're finding, training and retaining the best techs in the business.

On this week's episode, Donnie quizzes Dan on what's a true cash emergency, how and why it happens, and how to prevent a cash crisis from occurring in the future.

What role should search engine optimization play in today's digital marketing strategy? Is SEO still valuable for field service businesses like pest control companies? Coalmarch's Senior SEO Manager, Jay Stalls, shares his perspective along with strategies companies can use to tackle SEO challenges.

Emily Thomas Kendrick and Tim Pollard discuss how they approach employee recognition at Arrow Exterminators in Atlanta. They cover the business case for doing so, their philosophy, and their advice for other operators.  

Sarah Verlinger is back by popular demand to share the tactics Triangle Home Services uses to keep good staff, improve employee retention, and foster an overall positive company culture.

Verne Harnish, bestselling author, speaker and founder of the Entrepreneurs’ Organization (EO), joins the podcast to discuss the importance of fundamentals (people, strategy, execution and cash), in addition to what inspired him about Rockefeller and how many of his concepts come from 'Good to Great' author Jim Collins.

In this episode, Donnie and Dan review ways to encourage pest and lawn technicians to generate leads and close sales. They cover training, incentives, technology and automation tools, among other considerations.

Dan and Donnie are back to discuss the wild ride that was 2021 and what's in the cards for 2022. They cover COVID impacts, technology, industry growth, taxes, and what's likely to happen with mergers and acquisitions.

What will happen as two of the top three firms in the pest control industry combine into one? Dan and Donnie look at the deal from a big picture standpoint and speculate how it will affect M&A, other companies and more.

HR pro, Sarah Verlinger discusses Triangle Home Services' approach to attracting and screening candidates; onboarding new team members; retaining key players; and developing company culture.

PCO Bookkeepers' Managing Member Anthony Pepe joins the podcast to discuss the importance of having a financial process and how to implement one. He also covers tax planning, budgeting and developing a scorecard.

Dan and Donnie share their takeaways from the pest control industry's first in-person national trade show in two years. They cover the rise of M&A valuations, the proliferation of software and technology suppliers, the expansion of the pest market and more.

Darren Valencia, vice president of wholesale specialty insurance distributor CRC Group, joins the podcast to help pest management professionals better understand Employment Practices Liability Insurance and cyber coverage.

Whether you're looking to sell your business now or down the road, tune in to this must-listen episode to hear Dan and Donnie interview Brian Schoonmaker, former owner of Capitol Pest. He recently sold his firm to American Pest for one of the industry's highest multiples.

Tune in to hear Donnie and Dan analyze marketing data, the Pest Index, tax updates, supply chain issues, the labor market, inflation and other issues currently affecting pest control and lawn care operators.

Dan and Donnie are thrilled to welcome small business icon Michael E. Gerber to the podcast! They discuss taking 'E-Myth' principles to the next level, what all successful entrepreneurs have in common, how to handle staffing struggles and much more.

Sheri Spencer Bachman, president of Pest Control Business Coach and former owner of Spencer Pest Services, joins the podcast to share tools for streamlining your business and how to break the cycle of working all the time but feeling like you're never caught up.

Dan and Donnie talk with Triangle Pest Control's Josh Baker. They discuss what a Chief Administrative Officer does, the benefits of a well-run office, and the technology and systems that make the biggest impact.

McCauley Services CEO Justin McCauley discusses his journey into leadership roles at the state and national association, the biggest issues facing the pest control industry and how he plans to approach them.  

Patrick Quigley, a veteran pest control industry sales consultant, gives Dan and Donnie practical advice for training, motivating and hiring sales people in this week's episode.

Coalmarch's resident experts Rachel Betterbid and Rachel Kirkpatrick join the podcast to school pest control operators on marketing moves they should consider now to drive growth in the future.

Attorney, Mark Ruff, joins the podcast to share his expertise in several areas, including wood-destroying organism inspection reports, repair and re-treatment contracts, noncompete agreements, corporate mergers and acquisitions and other topics relevant to pest control operators.

Matt Whiting, who handles mergers and acquisitions for Orkin and other Rollins brands, gives us his take on the pest control M&A market's high valuations, different types of buyers and deals, how pest control companies can increase their values and more.

With the rise of the Delta variant, Jean Seawright is back to walk us through the latest information related to COVID-19 and the workplace. We cover CDC updates, masks, vaccines and a lot more.

Dan Gordon and Donnie Shelton discuss the state of the pest and lawn markets after the first half of 2021 and look ahead to the second half of the year. They discuss digital marketing, a Google algorithm update, the M&A market and much more.

Laura Corbin, president of Spencer Pest Services, talks about how her company gets the most out of its CRM, takes advantages of automation opportunities and uses dashboards and KPIs to run a better business. 

Syngenta's Marshall Gaster and Dave Ravel discuss what's driving chemical price increases and how planning ahead and other tactics can help alleviate the challenges for pest and lawn operators.