PMP Industry Insiders

Episode 264: No More Artificial Harmony: Master Conflict and Build a Better Company

Thu, 05 Mar 2026 10:00:00 -0500

This week, Dan and Donnie address the best way for leaders to encourage healthy conflict to ultimately improve their companies. They share their mistakes, signs you may have a problem and recommendations for getting great results, including training your team to speak up respectfully. Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from February | Insiders Rewind

Tue, 03 Mar 2026 12:40:38 -0500

Welcome to Insiders Rewind - Recapping February

A shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure - Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

Forshaw - A third-generation, family-owned national distributor serving the pest management and wildlife control industry across the United States. They offer over 2,000 products, fast delivery, exceptional customer service, and innovative tools to help pest pros succeed!

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

Episode 263: Legislative Day: Focus On State Pesticide Preemption

Thu, 26 Feb 2026 10:00:00 -0500

This week, Dan and Donnie welcome Andy Architect (COO) and Megan Striegel (Senior Director of Public Policy) from NPMA to discuss the 2026 Legislative Day event, March 15-17 in Washington, D.C. They share priorities for this year's hill visits, including state pesticide preemption and legislation related to credit card swipe fees and wildlife services. They also cover practical advice for industry members who cannot attend Legislative Day in person, including suggestions for local advocacy and networking opportunities. Guest: Andrew Architect, COO & Megan Striegel, Sr. Director, Public Policy, NPMA

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 262: Practical AI Lessons from a Mid-Sized Pest Company

Thu, 19 Feb 2026 10:00:00 -0500

This week, My Pest Pros Co-Owner Brett Lieberman joins Dan and Donnie to share his company's real-world experiences with AI implementation. He discusses his firm's AI voice agent that books jobs and handles customer inquiries, what he learned from analyzing 1.3 million lines of call transcripts and how he created an AI board of directors to provide feedback on business decisions.

Guest: Brett Lieberman, Co-Owner, My Pest Pros

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 261: What Florida’s Crackdown on Illegal D2D Pest Sales Means

Thu, 12 Feb 2026 10:00:00 -0500

This week, Dan & Donnie welcome Mark Ruff, a pest industry attorney with MHR Law, to the podcast. They discuss a recent incident in Florida, where officials shut down an illegal door-to-door pest control sales operation and issued a $36,000 fine. Mark discussed how two firms violated Florida regulations, while Dan & Donnie explored the implications of this case for the industry nationwide.

Guest: Mark Ruff, Attorney, MHR Law

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 260: Growth Without the Grind: Building Sales and Systems That Don’t Burn You Out

Thu, 05 Feb 2026 10:00:00 -0500

In Part 2 of 2 with Pest Control Business Coach, Laura Corbin joins Dan and Donnie to discuss tools and methods pest and lawn firms can implement today to ensure office and admin teams support growth as companies scale. She also shares the one step she would take now to control chaos and avoid owner burnout. Guest: Laura Corbin, Team Development Coach, Pest Control Business Coach

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from January | Insiders Rewind

Mon, 02 Feb 2026 12:18:48 -0500

🎙️ Welcome to Insiders Rewind — Recapping January!

Episodes from December:

✅ Ep. 256 - 2026 Pest Control Reality Check

✅ Ep. 257 - I Sold My Business, Now What?

✅ Ep. 258 - The King Green Journey: Growth, Family & Private Equity

✅ Ep. 259 - How to Reach Your Next Million

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On:

Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 259: How to Reach Your Next Million

Thu, 29 Jan 2026 10:00:00 -0500

This week, in Part 1 of 2 with Pest Control Business Coach, Sheri Spencer Bachman joins Dan and Donnie to discuss achieving your next million dollars in revenue. She covers the challenges firms face at key milestones, including making your first hire, defining your culture and core values and establishing systems and processes to break through to the next level.

Guest: Sheri Spencer Bachman, Pest Control Business Coach

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 258: The King Green Journey: Growth, Family & Private Equity

Thu, 22 Jan 2026 10:00:00 -0500

Charlie King joins the podcast to discuss his experience building and eventually selling his lawn care company, King Green, to private equity firm Plexus in 2025. He shares challenges and lessons learned throughout his career and the exit process, including working with family, structuring the business, the decision to sell and building a brand.

Guest: Charlie King, Founder of King Green

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 257: I Sold My Business, Now What?

Thu, 15 Jan 2026 10:00:00 -0500

This week Dan and Donnie welcome Jeff Davenport to discuss his experience selling Official Pest Control in California to Anticimex in 2021. Jeff discusses his experience in the pest control industry and shares insights about the sale process, why it's important to think about what comes next and his current role running Prize Pest Control and providing lead gen services to pest control companies. Guest: Jeff Davenport, Owner, Prize Pest
Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 256: 2026 Pest Control Reality Check

Thu, 08 Jan 2026 10:00:00 -0500

David Billingsly joins Dan and Donnie to break down the biggest pest control trends for 2026. As a consultant and PMP Industry Insiders peer group facilitator, David gets behind-the-scenes access to how dozens of companies really operate. Hear his take on the industry’s No. 1 struggle, the push to cut indirect costs and whether pest control could one day become obsolete. Guest: David Billingsly, The Billingsly Group & PMP Industry Insiders Peer Groups

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from December | Insiders Rewind

Mon, 05 Jan 2026 14:10:34 -0500

🎙️ Welcome to Insiders Rewind —

Recapping November! Episodes from December:

✅ Ep. 253 - X-RAI Call Analytics Dashboard - Explained

✅ Ep. 254 - Safety Training That Actually Works

✅ Ep. 255 - AI's Impact on Pest & Lawn Marketing

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 255: AI's Impact on Pest & Lawn Marketing Trends

Thu, 18 Dec 2025 10:00:00 -0500

This week, Coalmarch Marketing CEO Jeff Davis joins Dan and Donnie to discuss how pest and lawn businesses should be shifting their marketing strategies in response to AI-driven consumer behavior changes. They cover results of the 2026 Marketing Benchmark Report, how search is evolving and what changes Jeff sees on the horizon. Guest: Jeff Davis, CEO, Coalmarch Marketing

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 254: Safety Training That Actually Works

Thu, 11 Dec 2025 10:00:00 -0500

In this episode, Donnie and Dan sit down with PestSure's COO Todd Burke and Director of Safety Linda Midyett to share what effective safety training looks like in pest companies. They share the results of their cell-free zone distracted driving initiative and cover other strategies to reduce claims, strengthen culture and lower insurance costs, helping owners build safer, more profitable operations. Guests: Todd Burke, COO & Linda Midyett, Director of Safety, PestSure
Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from November | Insiders Rewind

Mon, 08 Dec 2025 10:00:00 -0500

🎙️ Welcome to Insiders Rewind — Recapping November!

Episodes from October:

✅ Ep. 250 - Reflections on PestWorld & 250 Episodes

✅ Ep. 251 - When AI Picks the Pest or Lawn Company

✅ Ep. 252 - Why M&A Isn't Just For The Big Guys: Part 2

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 253: X-Rai Call Analytics Dashboard — Explained

Thu, 04 Dec 2025 10:00:00 -0500

This week, Voice for Pest's Raymond Kidwell joins Dan and Donnie to discuss X-Rai, a call analytics dashboard for pest control and lawn care businesses. He explains how the platform uses AI to prioritize leads and manage customer interactions based on data from more than 1 million calls per month, and he details its approach to AI agents.

Guest: Raymond Kidwell, Director of Business Development, Voice for Pest
Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 252: Why M&A Isn’t Just for the Big Guys: Part 2

Thu, 20 Nov 2025 10:00:00 -0500

Jeremy Ecker, CEO of Rest Easy Pest Control, joins the podcast to discuss his experience doing 16 M&A deals over 13 years, mostly self-funded and structured with earn-outs. Jeremy shares how he started as a bed bug canine inspection company and eventually pivoted to full-service pest control, and he details the challenges and opportunities of both acquisitions and organic growth.

Guest: Jeremy Ecker, CEO of Rest Easy Pest Control

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 251: When AI Picks the Pest or Lawn Company: What Businesses Must Know

Thu, 13 Nov 2025 10:00:00 -0500

This week, Dan and Donnie dive into AI updates, including the debut of the Atlas brower and rise of ChatGPT's "agent mode." They demo several examples of what this new technology can do for pest and lawn companies, and they discuss how marketing strategies must adapt as consumers move away from standard Google searches toward AI research and task execution. Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 250: Reflections on PestWorld & 250 Episodes!

Thu, 06 Nov 2025 10:00:00 -0500

This week, Dan and Donnie reflect on PestWorld 2025 and the podcast's 250th episode. They cover the buzz around the show in Orlando, including a rant about vendors who don't support the industry. They also reminisce about why they started the podcast and how it's evolved over five years — and thank their sponsors, guests and listeners for all the support.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from October | Insiders Rewind

Mon, 03 Nov 2025 10:00:00 -0500

🎙️ Welcome to Insiders Rewind — Recapping September!

Episodes from October: Ep. 245 - Building Business, Industry & Community with Audrey Hall

✅Ep. 246 - Empowering Pest Techs with Automated, Real-Time Data

✅Ep. 247 - Unlocking Profit with Tiered Pricing for Pest Control

✅Ep. 248 - Why M&A Isn't Just for the Big Guys

✅Ep. 249 - New Pest Control Industry Cost Study Data Revealed

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 249 - New Pest Control Industry Cost Study Data Revealed

Thu, 30 Oct 2025 10:00:00 -0400

On this episode, Dan and Donnie review the new Pest Control Industry Cost Study, produced by PCO Bookkeepers & M&A Specialists. They discuss what's changed since last time PCOB did the cost study; the PCOB Competitive Index, a new composite score to track; and the Big 3 expenses every pest firm must manage for profitability. Tune in for an overview of this comprehensive report. Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 248: Why M&A Isn’t Just for the Big Guys

Thu, 23 Oct 2025 10:00:00 -0400

This week, Dan and Donnie talk to Pest Control Consultants President Chase Goodeill about his approach to M&A at his $11 million firm. He shares his vision for expansion, his financing strategies and his experience doing nine acquisitions since 2019. Tune in to hear about his "whatever it takes to grow" mindset. Guest: Chase Goodeill, President of Pest Control Consultants

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 247: Unlocking Profit with Tiered Pricing for Pest Control

Thu, 16 Oct 2025 10:00:00 -0400

This week, Dan and Donnie highlight the concept of tiered pricing and its psychological impact on customer decisions. They explain price anchoring, the decoy effect and how tiered pricing can help customers overcome analysis paralysis and guide them toward the most profitable option. Tune in to learn how to use these strategies in your pest or lawn business.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 246: Empowering Pest Techs with Automated, Real-Time Data

Thu, 09 Oct 2025 10:00:00 -0400

Applause CEO Taylor Olson joins Dan and Donnie this week. They discuss how he came to found Applause, a platform that provides incentives for hourly service workers through features like customer feedback collection, performance measurement, instant cash rewards and a technician dashboard. Taylor also details the power of automating employee incentives, and he shares tips for implementation. Guest: Taylor Olson, CEO of Applause

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from September | Insiders Rewind

Mon, 06 Oct 2025 10:00:00 -0400

🎙️ Welcome to Insiders Rewind — Recapping September!

✅ Episodes from August:

Ep. 241 - Getting People Decisions Right

Ep. 242 - Go Big & Simplify: Lessons From Big Blue Bug

Ep. 243 - How to Build a Successful Sales Machine

Ep. 244 - Budgeting Breakdown: What Pest & Lawn Pros Should Spend on What A

HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 245: Building Business, Industry & Community with Audrey Hall

Thu, 02 Oct 2025 10:00:00 -0400

This week Dan and Donnie host Audrey Hall, president of Eco Serve Pest in New York, who discussed her journey from growing up in the pest control industry to turning a small operation into a thriving company with 27 employees. She shares her development as an entrepreneur, the company's expansion plans and her philosophy for community giving.

Guest: Audrey Hall, President, Eco Serve Pest Services

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 244: Budgeting Breakdown: What Pest & Lawn Pros Should Spend On What

Thu, 25 Sep 2025 10:00:00 -0400

On this episode, Dan and Donnie discuss the budgeting process from both a strategic and practical standpoint. They discuss how to get started if you're not already following a budget and which key performance indicators are most important to strong financial performance.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 243: How to Build a Successful Sales Machine

Thu, 18 Sep 2025 10:00:00 -0400

Pest-End COO Courtney Carace joins Dan and Donnie this week to share her company's experience growing from $6.5 million in 2020 to around $15 million today. Courtney shares the structure and philosophy she and her team are employing in pursuit of reaching $30 million by 2030.

Guest: Courtney Carace, COO, Pest-End

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 242: Go Big & Simplify: Lessons from Big Blue Bug

Thu, 11 Sep 2025 10:00:00 -0400

Big Blue Bug Solutions CEO Brian Goldman joins Dan and Donnie to share insights on building a unique brand by being bold, proactive and unafraid to stand out and embrace change. He also discusses the benefits of simplifying operations by focusing on core competencies versus diversifying into other service lines.

Guest: Brian Goldman, CEO, Big Blue Bug Solutions

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 241: Getting People Decisions Right

Thu, 04 Sep 2025 10:00:00 -0400

Effectively managing people is essential when scaling a pest or lawn business. In this episode, Dan and Donnie discuss how to align values, instill accountability and evaluate employees' understanding, motivation and capacity to perform their roles.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Top Takeaways from August | Insiders Rewind

Mon, 01 Sep 2025 10:00:00 -0400

🎙️ Welcome to Insiders Rewind — Recapping August!

✅ Episodes from August:

Ep. 237 - Turnaround Tactics: Fix Your Team's Deadline Problems for Good

Ep. 238 - Insider Look: A PMP Shares His Journey to $3M & Peer Group Takeaways

Ep. 239 - Culture, Legacy & Leadership at Sherrill Pest Control

Ep. 240 - Return on Motivation (Just When You Thought You Had Enough MBA Buzzwords)

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you.

Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 240: Return on Motivation (Just When You Thought You Had Enough MBA Buzzwords)

Thu, 28 Aug 2025 10:00:00 -0400

This week, Dan and Donnie explore the concept of "Return on Motivation" and its importance in business, discussing how leadership and team commitment impact employee performance and company culture. They share personal experiences and insights about creating motivated teams, measuring the impact of motivational efforts and the role of clear communication and recognition in employee engagement.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 239: Culture, Legacy & Leadership at Sherrill Pest Control

Thu, 21 Aug 2025 10:00:00 -0400

This week, Dan and Donnie interview Sherrill Pest Control's Kevin and Patrick Sherrill, who shared their company's transformation from a small operation to a successful enterprise, including being recognized in PCT Magazine’s 2025 Best Places to Work rankings. They cover their approach to leadership, culture and core values, and they share the resources that have helped their business get ahead.

Guests: Kevin Sherrill & Patrick Sherrill, Sherrill Pest Control

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists
Donnie Shelton, Triangle Home Services

Episode 238: Insider Look: A PMP Shares His Journey to $3M & Peer Group Takeaways

Thu, 14 Aug 2025 10:00:00 -0400

Justice Pest Control Owner Caleb Cunningham shares his 13-year journey from working in a cubical to buying a one-man pest control route to building a $3 million company. He talks with Dan and Donnie about what held him back for his first decade in business and how he has scaled since with help from outside resources, including peer groups.

Guest: Caleb Cunningham, Owner, Justice Pest Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 237: Turnaround Tactics: Fix Your Team’s Deadline Problems for Good

Thu, 07 Aug 2025 10:00:00 -0400

If your team isn't executing as well as you'd like, this episode is for you. Dan and Donnie dissect reasons your people may be blowing deadlines and share strategies for improving communications and turning things around.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Top Takeaways from July | Insiders Rewind

Mon, 04 Aug 2025 10:00:00 -0400

🎙️ Welcome to Insiders Rewind — Recapping July!

✅ Episodes from July:

Ep. 233 - Opportunities & Challenges for Pest Control Firms Today

Ep. 234 - OBBBA: Operational & Tax Impacts for PMPs

Ep. 235 - How to Establish a Legal, Effective AI Policy

Ep. 236 - How to Grow a Pest Company Through Fintech

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media

@PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 236: How to Grow a Pest Company Through Fintech

Thu, 31 Jul 2025 10:00:00 -0400

This week, Jacob Olins, SVP & GM of Fintech for WorkWave, joins Dan and Donnie this week to discuss trends in financial services available through pest and lawn software providers and how they can help you grow your business. They touch on consumer financing, fleet cards, credit card surcharges and more capabilities on the horizon.

Guest: Jacob Olins, SVP & GM, Fintech, WorkWave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 235: How to Establish a Legal, Effective AI Policy

Thu, 24 Jul 2025 10:00:00 -0400

Artificial intelligence is changing the way we do business, but it's still the Wild West. This week Dan and Donnie welcome Bennett Borden, CEO of Clarion AI Partners, who shares his expertise as an AI lawyer and data scientist. He covers how to responsibly implement policies for using AI — which he calls the most transformative technology since electricity — in pest and lawn companies.

Guest: Bennett Bordon, CEO, Clarion AI Partners Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 234: OBBBA: Operational & Tax Impacts for PMPs

Thu, 17 Jul 2025 10:00:00 -0400

The One Big Beautiful Bill Act was signed into law on July 4. This week on PMP Industry Insiders, Dan and Donnie discuss what the tax and operational impacts will be for pest control companies and their owners.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 233: Opportunities & Challenges for Pest Control Firms Today

Thu, 10 Jul 2025 10:00:00 -0400

Allie Allen, BCE, CAE, VP of Membership and Certifications for National Pest Management Association, joins Dan and Donnie this week. She shares takeaways from the recent Executive Leadership Forum, where industry leaders discussed challenges and opportunities related to workforce development, regulatory challenges, the economy and insurance. Guest: Allie Allen, BCE, CAE, VP of Membership & Certification, National Pest Management Association Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Top Takeaways From June | Insiders Rewind

Mon, 07 Jul 2025 10:00:00 -0400

Welcome to Insiders Rewind — Recapping June!

✅ Episodes from June: 229 - What’s Trending in Commercial Insurance?

230 - Untapped Talent: How a VA Can Help You Grow

231 - The Biggest Marketing Mistakes We See

232 - From Authority to Ownership: Leadership from the Trenches

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 232: From Authority to Ownership: Leadership from the Trenches

Thu, 26 Jun 2025 10:00:00 -0400

In this episode, Dan and Donnie tap into their experiences as owners and managers to share their thoughts on the importance of effective leadership and how to be a good leader. Tune in for their perspectives on what it takes to positively transform your company culture through leadership in the pest and lawn industry. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 231: The Biggest Marketing Mistakes We See

Thu, 19 Jun 2025 10:00:00 -0400

In this episode, Coalmarch's Janelle Lucas digs into the top marketing missteps made by pest and lawn companies. From ignoring local SEO to under-investing in branding, she uncovers what successful operators are doing differently.

Guest: Janelle Lucas, Team Lead, Client Success, Coalmarch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 230: Untapped Talent: How a VA Can Help You Grow

Thu, 12 Jun 2025 10:00:00 -0400

This week Seth Watson joins Dan and Donnie to share what it takes to successfully incorporate virtual assistants into pest control operations. As the owner of Arete Pest Control and Focus Virtual Assistants, Seth shares first-hand lessons learned, common pitfalls and details about costs, communication strategies, legalities and more.

Guest: Seth Watson, Owner, Arete Pest Control and Focus Virtual Assistants Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 229: What’s Trending in Commercial Insurance?

Thu, 05 Jun 2025 10:00:00 -0400

PestSure's Todd Burke joins Dan and Donnie this week to give an update on the commercial insurance market. He covers various challenges, including auto insurance difficulties, the rise in private equity-funded claims and adequate umbrella coverage limits, and provides recommendations for pest business owners regarding insurance coverage.

Guest: Todd Burke, COO, PestSure Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Top Insights From May's PMP Industry Insider Podcast

Mon, 02 Jun 2025 10:00:00 -0400

🎙️ Welcome to Insiders Rewind — Recapping May!

This month, we’re diving into insights from Episodes 224-228

✅ Episode Highlights: Ep. 224: Triangle & Voice for Pest: How this amazing tech can flag customers that could be ready to turn away.

Ep. 225: Are You Recession Ready? What to do when the slow times come around.

Ep. 226: Cybersecurity! If you're handling customer credit cards, it is important to protect them AND protect yourself from attacks.

Ep. 227: Massey Services Tom Jarzynka joins the show to discuss the importance of accreditation and how you can get started.

Ep. 228: The Ideal Branch Size: Dan and Donnie discuss the pros and cons of big branches vs smaller branches. What is more desirable to you?

A HUGE shout to our sponsors!

Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Click here to claim yours!

PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control.

VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. Ready to learn more? Click here!

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 228: The Ideal Branch Size for Pest Control

Thu, 29 May 2025 10:00:00 -0400

This week, Dan and Donnie debate the ideal branch size for a pest control company. Is it better to operate several smaller branches or one multi-million location? They explore the pros and cons of smaller offices, larger locations and a hybrid model with satellites.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 227: QualityPro: Taking Your Company to the Next Level

Thu, 22 May 2025 10:00:00 -0400

Tom Jarzynka, VP of Technical & Training for Massey Services, joins Dan and Donnie this week to share his journey in the pest control industry and talk about credentials. As a member of NPMA's QualityPro board, Tom shares what it takes to become accredited, how it helps pest control companies in practical terms and what's coming down the pike for the program.

Guest: Tom Jarzynka, Vice President of Technical & Training, Massey Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 226: Cybersecurity in Pest & Lawn: Real Threats, Real Solutions

Thu, 15 May 2025 10:00:00 -0400

This week Dan and Donnie discuss the prevalence of cyber attacks on small businesses. They cover common threats (phishing scams, ransomware attacks and data breaches), first-hand experiences and real-world case studies. Finally, they share several strategies for protecting your company from cyber attacks to avoid costly consequences.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 225: Are You Recession-Ready? Prepare Your Pest & Lawn Business for a Slowdown

Thu, 08 May 2025 10:00:00 -0400

This week, Dan and Donnie discuss the potential for a lasting economic slowdown and the impact it would have on pest control and lawn care businesses, including customer price sensitivity and increased cancels. They also share strategies for increasing revenue, reducing costs and handling marketing during uncertain times.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Top Insights from April's PMP Industry Insider Podcast

Mon, 05 May 2025 10:00:00 -0400

🎙️ Welcome to Insiders Rewind — Recapping April!

This month, we’re diving into insights from Episodes 220 to 223,

✅ Episode Highlights: Ep. 220: Accurate Reports - Are you squeezing enough value out of your CRM data?

Ep. 221: Tariffs! - Lots of chemicals used in the pest control industry come from other countries. What is the impact on these with all of the tariff talk?

Ep. 222: AI CSRs - Ka Tsu from Avoca AI explains more about AI CSRs and how they never sleep, never take a day off and never miss a call!

Ep. 223: Passing the Torch #3 - The third installment of the Passing the Torch Series featuring Nozzel Nolen Pest Solutions. Hear more about being the boss' kid and the pressures that come along with it.

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts

Episode 224: Triangle & Voice for Pest: A Field Report

Thu, 01 May 2025 10:00:00 -0400

Voice for Pest's Director of Business Development Raymond Kidwell joins the show to discuss the recent implementation of a new phone system at Donnie's company, Triangle Home Services. They cover Donnie's initial concerns, highlight the benefits of the system, including enhanced efficiency and reporting features, and discuss the AI capabilities Donnie is most excited about. Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 223: Passing the Torch: Part 3

Thu, 24 Apr 2025 10:00:00 -0400

This week, Dan and Donnie continue the family business series with Mikey & Mandy Nolen, the father-daughter team who operate Nozzle Nolen in West Palm Beach, Fla. They cover how the company is transitioning to a new generation of leadership, including Mickey's philosophy of "getting out of the way without going away."

Guests: Mickey Nolen & Mandy Nolen, Nozzle Nolen Pest Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 222: Are AI CSRs Really Here? An Implementation Q&A

Thu, 17 Apr 2025 10:00:00 -0400

What if you had a CSR who could answer after-hours calls, schedule service and respond to questions 24/7/365? On this episode, Ka Tsu of Avoca AI joins Dan and Donnie to discuss an AI call center and customer service platform. Tune in to hear a Q&A about the benefits and challenges of implementing AI CSRs in pest control.

Guest: Ka Tsu, Sales & Partnership Lead, Avoca AI Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 221: Tariff-Proof Your Pest Business: What To Do Right Now

Tue, 08 Apr 2025 10:00:00 -0400

In this early-release episode, Dan and Donnie react to the Trump administration's sweeping tariff announcement. They cover potential consequences for the pest and lawn industries, share best practices for weathering an economic jolt and offer advice for owners experiencing uncertainty. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Top Takeaways From March's PMP Industry Insider Podcast | Insiders Rewind

Mon, 07 Apr 2025 10:00:00 -0400

Welcome to Insiders Rewind — Recapping March!

This month, we’re diving into insights from Episodes 216 to 219, covering everything from Agent AI to tax strategies, growth challenges, and flipping business models for success!

Ep. 216: Agent AI Playbook for Service Business Owners — Discover how Agent AI works autonomously and integrates with your systems for true automation.

Ep. 217: Taxes 101 — Dan and Donnie share tax tips and how to avoid common pitfalls for pest and lawn business owners.

Ep. 218: The GreenPal Story — Brian Clayton explains why he built GreenPal for lawn care pros, not homeowners, and why it worked!

Ep. 219: Creating Cohesion — Donnie talks about managing team growth and navigating when great employees can’t keep up.

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

Episode 220: Why Accurate Reports + Actionable Data = Success

Thu, 03 Apr 2025 10:00:00 -0400

In this episode, Dan and Donnie discuss what you need to do month in and month out to create accurate financial statements so you can take meaningful action in your business. Donnie offers a glimpse into the numbers he uses to run Triangle Pest Control, and Dan shares an accountant's perspective and tools he recommends.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 219: Creating Cohesion: The Power of a Singular Vision

Thu, 27 Mar 2025 10:00:00 -0400

In this episode, Dan and Donnie dig into the challenges of managing growth and keeping your team on the same page as your pest or lawn company scales and becomes more complicated. They share their experiences and strategies for overcoming growth-related obstacles, and why having a strong vision is essential.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 218: Evolving With Your Business: An Entrepreneur's Journey

Thu, 20 Mar 2025 10:00:00 -0400

On this episode, Dan and Donnie welcome Bryan Clayton, CEO and co-founder of GreenPal, an online marketplace that connects homeowners with lawn mowing professionals. He walks through his journey from mowing lawns to scaling and selling a $10 million landscaping company to founding an "Uber for lawn care," and he shares advice for growing as an entrepreneur along the way. Guest: Bryan Clayton, CEO and Co-Founder, GreenPal Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 217: Taxes 101: Make Better Decisions & Save Money

Thu, 13 Mar 2025 10:00:00 -0400

Understanding taxes empowers you to make informed decisions and ultimately saves you money. But many successful business people don't really understand their taxes. In this episode, Dan and Donnie delve into tax-related topics, including individual taxes, capital gains, business income, deductions and the executive order on tax credits. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 216: Marketing, Sales & More: The Agent AI Playbook for Service Business Owners

Thu, 06 Mar 2025 10:00:00 -0500

What if you could eliminate all your repetitive administrative tasks? In this episode, Dan and Donnie discuss the potential for leveraging "agent AI" technology in your pest control business. Donnie also walks through a software demo and shares how to begin creating an AI personal assistant so you can make better use of your time.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Insiders Rewind: Top Insights and Takeaways From February

Mon, 03 Mar 2025 10:00:00 -0500

Welcome to Insiders Rewind, the new monthly recap series from the PMP Industry insider Podcast! In this episode, Brett The Editor, takes you through the most impactful moments from February's episodes.

Ep. #212 - A 7 Point Plan To Get Ready For The Season

Ep. #213 - 3 Takeaways From Beyond Service

Ep. #214 - 4 Pest Industry Trends For 2025

Ep. #215 - A Top 100 Turnaround

Whether you're in the pest & lawn industry or a business leader looking for growth strategies, Insiders Rewind delivers key insights you can implement right away!

Episode 215: A Top 100 Turnaround: The Bugman's Brian Olson Returns

Thu, 27 Feb 2025 10:00:00 -0500

The Bugman's Brian Olson joins Dan and Donnie to share how he turned around his Top 100 pest control business after struggling to achieve growth and profit goals. He shares the lessons he's learned by getting laser focused on KPIs in pursuit of becoming a customer- and team-centric firm with 80 percent recurring revenue.

Guest: Brian Olson, President/CEO, The Bugman Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 214: 4 Pest Industry Trends for 2025

Thu, 20 Feb 2025 10:00:00 -0500

This week Dan and Donnie check in with David Billingsly, a consultant with The Billingsly Group and the facilitator of the PMP Industry Insiders Peer Groups. David covers four trends he's seeing among companies in the peer groups and how to apply them to your business to get better in 2025. Guest: David Billingsly, The Billingsly Group & PMP Industry Insiders Peer Groups
Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 213: 3 Takeaways from Beyond Service

Thu, 13 Feb 2025 10:00:00 -0500

This week, Dan shares his observations from WorkWave's Beyond Service user conference, which took place earlier this month. He covers can't-ignore topics from the event, including the ubiquity of artificial intelligence tools, an increased focus on key performance indicators and the mark private equity investors are making on the pest and lawn industries.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 212: A 7-Point Plan to Get Ready for the Season

Thu, 06 Feb 2025 10:00:00 -0500

Industry veteran Patrick Quigley is back on the podcast to discuss how to prepare for the busy pest control season now. He shares a 7-point plan to overcome common challenges and set your team up for success.

Guest: Patrick Quigley, President, Sales Training by Design Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Insiders Rewind: Top Insights and Takeaways from January

Mon, 03 Feb 2025 14:18:17 -0500

Welcome to Insiders Rewind, the brand-new monthly recap series from the PMP Industry Insider Podcast! In this episode, Brett The Editor, takes you through the most impactful moments from January’s episodes.

Episodes Featured:

207: 2025 Marketing Trend Shifts w/Alex Booth

208: Recapping 2024 & Forecasting 2025 w/Dan and Donnie

209: The Long Game: Mastering Exit Planning w/Dan and Donnie

210: Passing the Torch Part 1 w/Charlie, Chaz & Carley Church

211: Passing the Torch Part 2 w/Howard and Conner Bright

Whether you're in the pest & lawn industry or a business leader looking for growth strategies, Insiders Rewind delivers key insights you can implement right away!

Episode 211: Passing the Torch: Part 2

Thu, 30 Jan 2025 10:00:00 -0500

This week, Anti-Pesto's Howard Bright and Conner Bright join the show to discuss how they are transitioning the company to the next generation of leadership. They talk about the challenges and opportunities presented by the succession process with a focus on the importance of relationships, learning from others and transparency.

Guests: Howard Bright & Connor Bright, Anti-Pesto Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 210: Passing the Torch: Part 1

Thu, 23 Jan 2025 10:00:00 -0500

On this episode, Dan and Donnie welcome the leaders of Getem Services, a 103-year-old, fourth-generation family pest control business. Charlie Church, owner and president, and his children Chaz Church, VP of operations, and Carley Church, marketing and HR manager, discuss how they're working toward a smooth transition to the next generation of ownership.

Guests: Charlie Church, Chaz Church & Carley Church, Getem Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 209: The Long Game: Mastering Exit Planning for Your Business

Thu, 16 Jan 2025 10:00:00 -0500

On this week's episode, Donnie and Dan discuss the importance of long-term exit planning for your company. They cover common exit strategies for pest and lawn care business owners and emphasize the need for clear financial goals and contingency plans in case of unexpected events.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 208: Recapping 2024 & Forecasting 2025

Thu, 09 Jan 2025 10:00:00 -0500

On this week's episode, Dan and Donnie review the industry's track record in 2024 and share their predictions for 2025. Tune in to hear them discuss economic news, pest- and lawn-specific trends, technology, M&A and more. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 207: 2025 Marketing Trend Shifts

Thu, 02 Jan 2025 10:00:00 -0500

Coalmarch's Alex Booth joins the show this week to discuss changes in marketing trends for 2025, including competition, AI and more. They cover strategies for optimizing for AI search, how Alex would spend a $100,000 marketing budget and the importance of knowing your company's strengths.

Guest: Alex Booth, Digital Marketing Consultant, Coalmarch by WorkWave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 206: How to Make Money with AI in Pest Control

Thu, 19 Dec 2024 10:00:00 -0500

This week, Dan and Donnie welcome Sellify AI Founder Thomas Lundberg to the show to discuss the benefits of selling pest control with AI via text message. They cover his background in the industry, growth potential and use cases for the product, including upselling, cross-selling, setting appointments and winbacks.

Guest: Thomas Lundberg, Founder, Sellify AI Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 205: 60 Years of Growth: Lessons from Arrow’s Leaders

Thu, 12 Dec 2024 10:00:00 -0500

In this episode, Dan and Donnie welcome Emily Thomas Kendrick and Tim Pollard of Arrow Exterminators back to the show. They discuss their approach to keeping a small company feel even as they exceed $400 million in revenue, why and how they choose an annual theme and what's in their growth plans for 2025 and beyond.

Guests: Emily Thomas Kendrick, CEO, and Tim Pollard, President & COO, Arrow Exterminators Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 204: A Sit-Down with NPMA President Faye Golden

Thu, 05 Dec 2024 10:00:00 -0500

This week Dan and Donnie welcome Faye Golden, new National Pest Management Association president, to the podcast. She shares her goals and initiatives, including a new individual certification program, how she plans to share the "hidden secret" of pest control careers and pressing regulatory issues. Guest: Faye Golden, Director of Government Affairs, Cook's Pest Control & President, NPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 203: Search Everywhere Optimization: The Evolving SEO Landscape

Thu, 21 Nov 2024 10:00:00 -0500

Coalmarch's Derek Cummings joins the show to discuss the changing search landscape and its effect on pest and lawn marketing strategies. He covers the increasing integration of AI in search engines, a rise in search on social media directly and how not to get overwhelmed about being 'everywhere.'

Guest: Derek Cummings, Team Lead, SEO, Coalmarch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 202: 2024 Election: What It Means for Pest & Lawn Businesses

Thu, 14 Nov 2024 10:00:00 -0500

This week, Dan and Donnie are breaking down the outcome of the 2024 election. They analyze how the results will affect the pest and lawn industries in key areas, including taxes, labor and inflation, and they emphasize the importance of focusing on business fundamentals.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 201: Avoiding a ‘Nuclear Verdict’

Thu, 07 Nov 2024 10:00:00 -0500

PestSure's COO Todd Burke & Board Chairman Mike Rottler, CEO of Rottler Pest Solutions in St. Louis, join the show to talk about a hot topic in the insurance market: auto insurance claims. They discuss how to think about insurance as a PMP, why auto settlements are increasing and practical things you can do to avoid a so-called 'nuclear verdict.'

Guests: Todd Burke, COO & Mike Rottler, Board Chairman, PestSure

Hosts:

Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 200: Top Insights from 200 Episodes

Thu, 31 Oct 2024 10:00:00 -0400

This week Dan and Donnie celebrate and reflect on more than four years and 200 episodes of the podcast! They cover how the podcast got started; their favorite guests, shows and topics; and the lessons they've learned from the show and implemented in their own businesses.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 199: The Critical Role of Due Diligence in Pest Control M&A

Thu, 24 Oct 2024 10:00:00 -0400

On this episode, Donnie and Dan discuss the intricacies of the due diligence process in pest and lawn mergers and acquisitions. They explore the perspectives of both buyers and sellers and review the three major work streams in due diligence: legal, operational and financial.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 198: Q&A: Listener Mailbag

Thu, 17 Oct 2024 10:00:00 -0400

On this episode, Donnie and Dan walk through answers to recent questions they've received from podcast listeners. Topics include tracking your critical number, how to develop your leadership skills, the best business advice they've ever received, customer service training and more.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 197: End-of-Season Wrap-Up

Thu, 10 Oct 2024 10:00:00 -0400

With the busy season behind us, Dan and Donnie dive into the state of the market. From economic factors like inflation and interest rates to industry-specific trends, they break it all down and give you the insights you need to finish the year strong. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 196: Turning Around a Pest Control Business

Thu, 03 Oct 2024 10:00:00 -0400

On this episode, Dan and Donnie welcome Steve Durham, former owner of EnviroCon Pest in Tomball, Texas. He explains how he successfully transformed his company by moving to a recurring revenue model. Steve talks about the discipline required to get away from one-time work, move to auto billing, transition to triennial service — and ultimately exit.

Guests: Steve Durham, former owner, EnviroCon Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 195: PestWorld 2024 Preview

Thu, 26 Sep 2024 10:00:00 -0400

On this episode, NPMA's CEO Dominique Stumpf joins Dan and Donnie to discuss what's new at the association and what PMPs can expect from PestWorld 2024. Highlights include a nearly sold out exhibit hall, an improved first-timers experience, a new initiative called NPMA Basecamp, featuring fireside chats and opportunities for attendees to learn and engage with leaders, and more. Guest: Dominique Stumpf, CEO, National Pest Management Association Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 194: How to Fuel Growth by Reducing Taxes

Thu, 19 Sep 2024 10:00:00 -0400

On this episode, Dan and Donnie discuss smart strategies pest control operators can use to fund their growth by reducing taxes. They cover tax rate basics, accelerated depreciation, the importance of tax planning and other tactics for reinvesting tax savings into your business to scale and improve the value of your business long-term.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 193: The Blueprint for a Dream Workplace

Thu, 12 Sep 2024 10:00:00 -0400

Trent and Amanda Ragar, owners of Natural State Pest & Lawn in Lowell, Ark., join Dan and Donnie to discuss their efforts to build a great workplace, including programs they use and activities they do to foster employee engagement. Natural State was recently named to PCT's 2024 Best Places to Work rankings in the medium employer category.

Guest: Trent & Amanda Ragar, Owners, Natural State Pest & Lawn Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 192: From Lead to Lifetime Customer: Transforming Sales in Pest Control

Thu, 05 Sep 2024 10:00:00 -0400

On this episode, Sheri Spencer Bachman shares her journey from second-generation PMP to founding her consulting firm, Pest Control Business Coach. She discusses best practices for developing salespeople, including training, role playing, tracking and more.

Guests: Sheri Spencer Bachman, Owner, Pest Control Business Coach Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 191: AI in Action: Enhancing Pest & Lawn Call Centers

Thu, 29 Aug 2024 10:00:00 -0400

Pest control industry veteran Raymond Kidwell, Director of Business Development at Voice for Pest, joins the podcast to discuss AI's potential to enhance customer service and call center operations in the pest and lawn industries. He explores the benefits of AI-powered phone systems, such as call monitoring and scoring, and he addresses the limitations at this stage in the game. Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 190: Journey of a Pest Control CEO

Thu, 22 Aug 2024 10:00:00 -0400

On this episode, Certus Pest CEO Dave Bradford joins Dan and Donnie. He shares insights on the importance of employee and customer retention, data visibility and long-term value creation. They also cover growth opportunities for Certus and the company's unique approach to evaluating branch performance.

Guest: Dave Bradford, CEO, Certus Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 189: Meta Marketing: What Makes a Great Facebook & Instagram Ad?

Thu, 15 Aug 2024 10:00:00 -0400

James Szojka, co-founder of Yard Dawgs in Calgary, Alberta, joins Dan and Donnie to share his experiences and strategies for using social media ads to market his lawn care company, emphasizing the importance of tracking lead sources and continuously testing and optimizing ads. He covers the difference between ads on Facebook and Instagram compared with Google, how to approach lawn care vs. pest control and much more.

Guest: James Szojka, co-founder of Yard Dawgs in Calgary, Alberta Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 188: When Private Equity Comes Calling: Navigating the PE Acquisition Process

Thu, 08 Aug 2024 10:00:00 -0400

As a pest or lawn business owner, it can be exciting to get your first call from a private equity firm. But it also raises many questions. Why are they contacting you now? How should you handle the call? Should you even take it? On this episode, Dan and Donnie answer these questions and other things to consider about partnering with private equity.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 187: Revolutionizing Search for Businesses: What You Need to Know About Search GPT

Thu, 01 Aug 2024 10:00:00 -0400

On this episode, Dan and Donnie explore the impact of AI-powered search engines on pest and lawn businesses. They discuss the shift from optimizing for search engines to focusing on user intent, emphasizing the importance of natural language processing and conversational AI integration.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 186: The Power of One: Harnessing the 'One Number' to Drive Business Growth

Thu, 25 Jul 2024 10:00:00 -0400

On this episode, Dan and Donnie dive into Donnie's efforts to boil down team members' effectiveness to a single metric. Inspired by his experience as a pilot, Donnie shares how he is evaluating critical results to communicate clearly and ensure quality and excellence at Triangle Home Services.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 185: 8 Critical Factors for Profitability in Pest & Businesses

Thu, 18 Jul 2024 10:00:00 -0400

Description: On this episode, Dan and Donnie share eight factors that can help you create a sustainable, thriving pest or lawn business and achieve a healthy bottom line. Dan details a list of useful operational ratios and gives an accountant's view on them, while Donnie gives an operator's perspective. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 184: GPT-4o: Unleashing Its Power for Your Business

Thu, 11 Jul 2024 10:00:00 -0400

On this episode, Dan and Donnie review GPT-4o — OpenAI's latest artificial intelligence model. They cover how the algorithm is different from previous models, why that matters and how you can use it in your pest or lawn business. Donnie also demonstrates how to use it for data analysis, so be sure to check out the video version of this episode at youtube.com/@pmpindustryinsiders. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 183: Review Generation & Its Impact on Your Growth

Thu, 27 Jun 2024 10:00:00 -0400

Coalmarch's Christin Nein joins the podcast to share her expertise on the always important topic of generating customer reviews. She covers why reviews matter, how to generate more reviews, how to make sure you get the right reviews and what to do if you get a negative review. Guest: Christin Nein, Sr. Director, Product Development, Coalmarch by Workwave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 182: Fly On The Wall: What We're Hearing in Peer Group Meetings

Thu, 20 Jun 2024 10:00:00 -0400

David Billingsly, president and founder of The Billingsly Group, gives the inside scoop about what he's hearing as the facilitator of the PMP Industry Insiders Peer Groups, including insights on the economy, pricing, routing and AI. David also discusses how the groups are going so far and goals for the future. Guest: David Billingsly, President & Founder, The Billingsly Group Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 181 - 6 Keys to Customer-Centric Innovation

Thu, 13 Jun 2024 10:00:00 -0400

On this episode, Dan and Donnie welcome Dr. Cassie Krejci Ph.D., Head of Science & Innovation, North America, for Rentokil Initial — better known as the Bug Doc. She updates us on Rentokil's new North American Innovation Center, details her six points of customer innovation and shares four ways she leverages social media to raise the profile of the pest control industry. Guest: Dr. Cassie Krejci, Ph.D., BCE, Head of Science & Innovation, North America, Rentokil Initial Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 180: Google AI Overview: The Next Frontier of Digital Marketing

Thu, 06 Jun 2024 10:00:00 -0400

On this episode, Dan and Donnie break down Google's new AI-powered tool, formerly known as Google SGE. They cover why the search giant is rolling it out, how it works and what you need to know about it to market your pest control or lawn care company more effectively.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 179: 3 New Regulations Employers Need to Know

Thu, 30 May 2024 10:00:00 -0400

HR expert Jean Seawright is back to discuss the latest federal regulations that affect employers, including pest control and lawn care companies. Tune in to hear what you need to know about three new rules that pertain to independent contractors, overtime pay and noncompete agreements. Guest: Jean Seawright, President, Seawright & Associates Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 178: Protecting the Future of Pest Management

Thu, 23 May 2024 10:00:00 -0400

JD Darr, Director of Legislative and Regulatory Affairs for the National Pest Management Association, joins Dan and Donnie on this episode to share the legislative and regulatory issues on NPMA members’ minds. He also covers the importance of using your voice to influence public policy and what you can expect when you attend a Legislative Day event.

Guests: JD Darr, Director, Legislative and Regulatory Affairs, National Pest Management Association Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 177: What To Do About Distracted Driving

Thu, 16 May 2024 10:00:00 -0400

Distracted driving is on the rise, driving up auto insurance claims and increasing exposure for pest control companies. PestSure's Director of Safety Linda Midyett joins Dan and Donnie to discuss the problem and the most important things PMPs can do to fix it and control costs. Guests: Linda Midyett, Director of Safety, PestSure Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 176: Optimizing Your Taxes as a PMP

Thu, 09 May 2024 10:00:00 -0400

On the heels of tax season, Dan Gordon & Donnie Shelton review common questions pest control company owners have about optimizing their taxes. They discuss filing extensions, avoiding penalties, tracking expenses and claiming tax credits, among other FAQs. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 175: Rentokil's Leaders Talk Growth Strategy

Thu, 02 May 2024 10:00:00 -0400

Join Dan and Donnie as they welcome Rentokil's John Myers and Brad Paulsen to the podcast. John shares the leadership lessons he's learned during Rentokil's period of explosive growth, Brad discusses the firm's The Right Way 2 Growth Plan, plus they cover the Terminix integration, M&A prospects, and much more. Guests: John Myers, CEO of U.S. Pest Control, & Brad Paulsen, CEO of North America, Rentokil Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 174: Lawn Care Issues Update

Thu, 25 Apr 2024 10:00:00 -0400

On this episode, Dan and Donnie welcome back Andrew Bray, senior vice president of government relations & membership for the National Association of Landscape Professionals, to discuss top-of-mind issues on the lawn care side of the business. They cover the Farm Bill's significance, state preemption of local pesticide laws, election year scenarios, overtime pay and other regulatory concerns.

Guest: Andrew Bray, Senior Vice President, Government Relations & Membership, National Association of Landscape Professionals Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 173: Optimize Your Organizational Health with Patrick Lencioni

Thu, 18 Apr 2024 10:00:00 -0400

Join Dan and Donnie for an energizing episode with best-selling author Patrick Lencioni, the mastermind behind "The 5 Dysfunctions of a Team" and "The Advantage." They dive into the dysfunctions, three three essential traits of exceptional team players and how to get more out of meetings. Patrick also shares details about his latest book and concept, "The 6 Types of Working Genius." Guest: Patrick Lencioni, best-selling author & founder of The Table Group Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 172: The Economy Here & Now

Thu, 11 Apr 2024 10:00:00 -0400

On this episode, Dan and Donnie review some of their recent predictions about the economy and whether or not they were correct. They also cover economic positives and negatives, trends to consider in the near term, and tips for pest and lawn companies. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 171: What's on Deck for PPMA

Thu, 04 Apr 2024 10:00:00 -0400

Jim Fredericks, Ph.D. is back on the podcast to share the latest Professional Pest Management Alliance initiatives and what's coming down the pike. They cover large-scale projects, media coverage, the benefits of investing in PPMA and other ways the organization is growing and protecting the industry. Guest: Jim Fredericks, Ph.D., Senior VP of Public Affairs of NPMA and Executive Director of PPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 170: Say THIS, Not THAT: Mastering Customer Phone Calls

Thu, 28 Mar 2024 10:00:00 -0400

In this episode, Margaret Garcia, president of Grit PPO, joins Dan and Donnie to share her expertise in pest control customer service. She covers how to take control of a phone call, the importance of tone, words to avoid, what to say instead, why call scripts work and more.

Guest: Margaret Garcia, President, Grit PPO Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 169: From Zero to $100 Million+

Thu, 21 Mar 2024 10:00:00 -0400

Hawx Pest Control Co-founder Matt Mehr walks Dan and Donnie through how he and his partners have built a nine-figure enterprise from scratch. He discusses how his door-to-door business has evolved using data and proprietary technology, what it's like to get a private equity infusion and key metrics they're focusing on to continue to scale up. Guest: Matt Mehr, Co-founder, Hawx Pest Control Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 168: Customer Reviews: Do's & Don'ts

Thu, 14 Mar 2024 10:00:00 -0400

In this episode, Dan and Donnie cover why online reviews are so critical in the pest control and lawn care industry and what you can do to up your review game. They go into the psychology of consumer reviews, Google's policies, how to get more reviews and tactics to avoid.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 167: Is Work From Home Dead?

Thu, 07 Mar 2024 10:00:00 -0500

On this episode, Dan and Donnie ask whether there is still a place for allowing some staff to work from home in the service industry. They discuss the effect on productivity, culture, communication and client relationships, and they brainstorm ways to mitigate the downsides of WFH. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 166: Q&A with an AI Expert

Thu, 29 Feb 2024 10:00:00 -0500

Dan & Donnie quiz AI consultant Andrew Louder about implementing AI in your business. They cover writing effective prompts, AI tools to consider and potential opportunities for the pest management industry, including marketing, operations and beyond. Guest: Andrew Louder, Founder, Louder Co. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Episode 165: How To Be Better Than Average In Pest & Lawn

Thu, 22 Feb 2024 10:00:00 -0500

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

Episode 164: The Single Biggest Marketing Mistake & How to Avoid It

Thu, 15 Feb 2024 10:00:00 -0500

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

Episode 163: The People Component of EOS

Thu, 08 Feb 2024 10:00:00 -0500

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

Episode 162: Get the Most Out of a Selling Technician

Thu, 01 Feb 2024 10:00:00 -0500

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

Episode 161: Signs You Might Need a Culture Change

Thu, 25 Jan 2024 10:00:00 -0500

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

Episode 160: Reviewing '23, Planning for '24

Thu, 18 Jan 2024 10:00:00 -0500

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

Episode 159: Home Service Industry Roll Ups & What It Means for You

Thu, 11 Jan 2024 10:00:00 -0500

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

Episode 158: Pest Control Insurance Market Update

Thu, 04 Jan 2024 11:50:08 -0500

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

Episode 157: Developing Your Leadership Bench

Thu, 21 Dec 2023 10:00:00 -0500

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

Episode 156 - 9 Levers to Control Labor Costs

Thu, 14 Dec 2023 10:00:00 -0500

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

Episode 155: How to Leverage AI in 2024

Thu, 07 Dec 2023 10:00:00 -0500

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

Episode 154: Why to Host a State of the Company Meeting

Thu, 30 Nov 2023 10:00:00 -0500

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

Episode 153: How to Craft a Successful Transition

Thu, 16 Nov 2023 10:00:00 -0500

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

Episode 152: The Difference Between Information & Insight

Thu, 09 Nov 2023 10:00:00 -0500

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

Episode 151: How to Build a D2D Team

Thu, 02 Nov 2023 10:00:00 -0400

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

Episode 150: Lawn Care Wisdom with Joe Kucik

Thu, 26 Oct 2023 10:00:00 -0400

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

Episode 149: A Winning AI Strategy for your Pest & Lawn Company

Thu, 19 Oct 2023 10:00:00 -0400

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

Episode 148: What’s Next for WorkWave

Thu, 12 Oct 2023 10:00:00 -0400

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

Episode 147: Is Demand for Home Services Slowing Down? Part 2

Thu, 05 Oct 2023 10:00:00 -0400

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.

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Episode 146: Is Demand for Home Services Slowing Down? Part 1

Thu, 28 Sep 2023 10:00:00 -0400

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

Episode 145: PestWorld 2023 Preview

Thu, 21 Sep 2023 10:00:00 -0400

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.

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Episode 144: Questions to Ask about Noncompetes & Nonsolicitations

Thu, 14 Sep 2023 10:00:00 -0400

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

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Episode 143: Lead Like a SEAL

Thu, 07 Sep 2023 10:00:00 -0400

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

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Episode 142: Kolbe Assessment: Get the Right Person in the Right Seat

Thu, 31 Aug 2023 10:00:00 -0400

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

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Episode 141: D2D: Get the Sales You Need With a Proven Playbook That Works

Thu, 24 Aug 2023 10:00:00 -0400

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”

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Episode 140: One Activity That Improves Every Number

Thu, 17 Aug 2023 10:00:00 -0400

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.

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Episode 139: Plan Next Year — Now

Thu, 10 Aug 2023 10:00:00 -0400

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.

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Episode 138: How to Upgrade Your Safety Protocols

Thu, 03 Aug 2023 10:00:00 -0400

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

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Episode 137: How Investors Look at Your Pest Control Company

Thu, 27 Jul 2023 10:00:00 -0400

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.

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Guests:
Ilka Krieger, Senior Director, Alvarez & Marsal
Claire Williams, Director, Alvarez & Marsal

Episode 136: Doubling Down on Peer Groups & Best Practices

Thu, 20 Jul 2023 10:00:00 -0400

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

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Episode 135: Q2 Review

Thu, 13 Jul 2023 10:00:00 -0400

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

Episode 134: Why Cancels Are the Key to Growth

Thu, 29 Jun 2023 10:00:00 -0400

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

Episode 133: Budgeting Mistakes & What to Do Instead

Thu, 22 Jun 2023 10:00:00 -0400

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

Episode 132: Is Open Book Management Right for You?

Thu, 15 Jun 2023 10:00:00 -0400

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

Episode 131: What You Need to Know About Sales & Use Taxes

Thu, 08 Jun 2023 10:00:00 -0400

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

Episode 130: 10 Ways to Get a Tax Audit

Thu, 01 Jun 2023 10:00:00 -0400

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

Episode 129: The Most Profitable Pest Ever

Thu, 25 May 2023 10:00:00 -0400

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.

Episode 128: Termite Liability & You — Part 2

Thu, 18 May 2023 10:00:00 -0400

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!

Episode 127: Termite Liability & You — Part 1

Thu, 11 May 2023 10:00:00 -0400

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!

Episode 126: A Chat GPT Field Report

Thu, 04 May 2023 10:00:00 -0400

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!

Episode 125: Q1 Review: M&A, Door-to-Door & More

Thu, 27 Apr 2023 10:00:00 -0400

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!

Episode 124: How One LCO Leverages Marketing Automation Tools

Thu, 20 Apr 2023 10:00:00 -0400

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!

Episode 123: How to Deepen Your Company’s Community Involvement

Thu, 13 Apr 2023 10:00:00 -0400

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

Episode 122: When Is It Time to Fire Your Marketing Firm?

Thu, 06 Apr 2023 10:00:00 -0400

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

Episode 121: HR Hot Topics: Noncompetes, Independent Contractors & Exempt Employees

Thu, 30 Mar 2023 10:00:00 -0400

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.

Episode 120: Is My Money Safe? And Other Small Biz Banking Questions

Thu, 23 Mar 2023 10:00:00 -0400

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.

Episode 119: How to Evolve & Grow in Lawn Care

Thu, 16 Mar 2023 10:00:00 -0400

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!

Episode 118: How to Expand Your Business Through M&A

Thu, 09 Mar 2023 10:00:00 -0500

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!

Episode 117: How to Create Dashboards That Work

Thu, 02 Mar 2023 10:00:00 -0500

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

Episode 116: EOS Implementation - A Field Report

Thu, 23 Feb 2023 10:00:00 -0500

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!

Episode 115: Should You Incentivize Your Team with Phantom Stock?

Thu, 16 Feb 2023 10:00:00 -0500

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!

Episode 114: When to Go Low Tech in a High-Tech World

Thu, 09 Feb 2023 10:00:00 -0500

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!

Episode 113: ChatGPT: The Pest and Lawn Game Changer

Thu, 02 Feb 2023 10:00:00 -0500

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!

Episode 112: Everything You Always Wanted to Know About Balance Sheets

Thu, 26 Jan 2023 10:00:00 -0500

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!

Episode 111: Looking into the Pest Industry Crystal Ball

Thu, 19 Jan 2023 10:00:00 -0500

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!

Episode 110: Peer Groups — Next Level Opportunity or a Waste of Time?

Thu, 12 Jan 2023 10:00:00 -0500

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!

Episode 109: Q4 Recap and New Year Predictions

Thu, 05 Jan 2023 10:00:00 -0500

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!

Episode 108: Rentokil Terminix — an Exclusive Integration Update

Thu, 15 Dec 2022 10:00:00 -0500

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.

Episode 107: How to 10X Your Pest Control Company

Thu, 08 Dec 2022 10:00:00 -0500

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.

Episode 106: Strategic Planning Made Simple

Thu, 01 Dec 2022 11:59:42 -0500

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.

Episode 105: Inside the Mind of a Pest Control Purchaser

Thu, 17 Nov 2022 10:00:00 -0500

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.

Episode 104: Your Questions — Answered

Thu, 10 Nov 2022 10:00:00 -0500

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.

Episode 103: Combating the Ever-Rising Cost of Digital Marketing

Thu, 03 Nov 2022 10:00:00 -0400

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.

Episode 102: PestWorld in Review

Thu, 27 Oct 2022 10:00:00 -0400

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.

Episode 101: Q3 Reflections

Thu, 20 Oct 2022 10:00:00 -0400

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.

Episode 100: Analyst Tim Mulrooney Is Back for Our 100th Episode!

Thu, 13 Oct 2022 10:00:00 -0400

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.

Episode 99: Selling Strong, No Matter the Market

Thu, 06 Oct 2022 10:00:00 -0400

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.

Episode 98: How to Sell Pest Control via Text Message

Thu, 29 Sep 2022 10:00:00 -0400

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.

Episode 97: Up Your Hiring & Onboarding Game

Thu, 22 Sep 2022 10:00:00 -0400

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.

Episode 96: Build an Effective Leadership Incentive Plan

Thu, 15 Sep 2022 11:15:12 -0400

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.

Episode 95: How To Create a Common Sense Budget

Thu, 01 Sep 2022 10:00:00 -0400

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.

Episode 94: Inspect What You Expect: The Key to Excellence

Thu, 25 Aug 2022 10:00:00 -0400

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.

Episode 93: Will the Inflation Reduction Act Prompt More IRS Audits?

Thu, 18 Aug 2022 10:00:00 -0400

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.

Episode 92: Treat Your Company as an Investment

Thu, 11 Aug 2022 10:00:00 -0400

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.

Episode 91: Maximize Your Google Paid Budget

Thu, 04 Aug 2022 10:00:00 -0400

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.

Episode 90: The Most Important Ratio for High Profitability

Thu, 28 Jul 2022 10:00:00 -0400

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.

Episode 89: Save Fuel with Tighter Routes

Thu, 21 Jul 2022 10:21:32 -0400

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

Episode 88: Q2 Wrap: Inflation, Pricing & The Economy

Thu, 14 Jul 2022 12:23:37 -0400

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.

Episode 87: Building a Company Through Acquisition

Thu, 30 Jun 2022 09:51:40 -0400

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

Episode 86: How Captive Insurance Works

Thu, 23 Jun 2022 09:00:00 -0400

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

Episode 85: Acquisitions at Arrow Exterminators

Thu, 16 Jun 2022 09:59:43 -0400

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

Episode 84: How Much You Need to Raise Prices to Combat Inflation

Thu, 09 Jun 2022 08:00:00 -0400

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.

Episode 83: How to Develop a Culture of Execution

Thu, 02 Jun 2022 08:00:00 -0400

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.

Episode 82: When Is It Time to Fire?

Thu, 26 May 2022 10:20:51 -0400

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.

Episode 81: The Business Case for Partnering with Private Equity

Thu, 19 May 2022 09:32:06 -0400

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.

Episode 80: How to Grow Your Pest Business with SBA Financing

Thu, 12 May 2022 08:00:00 -0400

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.

Episode 79: M&A Q&A with Anticimex

Thu, 05 May 2022 08:00:00 -0400

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.

Episode 78: When Do You Need a Manager?

Thu, 28 Apr 2022 08:00:00 -0400

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.

Episode 77: Creating Your Brand Through Operational Excellence

Thu, 21 Apr 2022 08:00:00 -0400

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.

Episode 76: Get to the Next Level with Cross-Functional Sales Teams

Thu, 14 Apr 2022 08:00:00 -0400

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.

Episode 75: Q1 2022 Wrap-Up & Predictions

Thu, 07 Apr 2022 08:00:00 -0400

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.

Episode 74: Terminix/Rentokil Update: An Exclusive Sit-Down with John Myers

Thu, 31 Mar 2022 08:00:00 -0400

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.

Episode 73: 10 Steps for a Killer Customer Experience

Thu, 24 Mar 2022 08:00:00 -0400

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.

How to Automate Your Critical KPIs

Thu, 17 Mar 2022 08:00:00 -0400

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.

Episode 71: How to Improve Sales in the Office

Thu, 10 Mar 2022 08:00:00 -0500

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.

Episode 70: Budgeting for Marketing That Works

Wed, 02 Mar 2022 11:07:04 -0500

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.

Episode 69: Who Is the Essential Field Technician?

Thu, 24 Feb 2022 10:00:40 -0500

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.

How to Deal with a Cash Crunch

Thu, 17 Feb 2022 08:00:00 -0500

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.

Episode 67: Digital Marketing - Beyond the Website

Thu, 10 Feb 2022 08:00:00 -0500

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.

Episode 66: Motivating Your Team Through Recognition

Thu, 03 Feb 2022 08:00:00 -0500

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.

Episode 65: Retaining Team Members & Fostering Culture

Thu, 27 Jan 2022 08:00:00 -0500

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.

Episode 64: 4 Decisions Every Business Must Get Right with ‘Scaling Up’ Author Verne Harnish

Thu, 20 Jan 2022 08:00:00 -0500

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.

Episode 63: How to Get Your Techs to Sell

Thu, 13 Jan 2022 10:08:00 -0500

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.

Episode 62: What’s Ahead in 2022?

Thu, 06 Jan 2022 08:00:00 -0500

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.

Episode 61: Rentokil Buys Terminix: The Deal of the Century and What It Means for You

Wed, 15 Dec 2021 14:06:55 -0500

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.

Episode 60: Finding Great People in an Impossible Labor Market

Thu, 09 Dec 2021 11:14:31 -0500

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.

Episode 59: Is Your Pest Control Company Financially Fit?

Thu, 02 Dec 2021 08:00:00 -0500

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.

Episode 58: What We Heard and Saw at PestWorld 2021

Thu, 18 Nov 2021 13:21:29 -0500

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.

Episode 57: How to Limit Your EPLI/Cyber Exposures

Thu, 11 Nov 2021 09:49:19 -0500

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.

Episode 56: How to Get Top Dollar When You Sell Your Pest Control Company

Thu, 04 Nov 2021 10:22:49 -0400

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.

Episode 55: Q3 in Review and What‘s Ahead?

Thu, 28 Oct 2021 11:19:16 -0400

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.

Episode 54: From Chaos to Consistency with ‘E-Myth’ Author Michael E. Gerber

Thu, 21 Oct 2021 09:30:00 -0400

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.

Episode 53: Stress Less and Accomplish More in Your Pest Control Business

Thu, 14 Oct 2021 10:37:52 -0400

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.

Episode 52: How to Amp Up Your Office with Technology

Thu, 07 Oct 2021 12:11:43 -0400

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.

NPMA’s Incoming President Talks Industry Issues

Thu, 23 Sep 2021 08:00:04 -0400

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.

How to Supercharge Your Sales Efforts

Thu, 16 Sep 2021 08:00:00 -0400

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.

10 Ways to Take Your Digital to the Next Level in the Off Season

Thu, 09 Sep 2021 08:00:00 -0400

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.

Episode 48: Legal Pitfalls in Pest Control

Thu, 26 Aug 2021 08:00:00 -0400

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.

Episode 47: The State of M&A in the Pest Control Industry

Thu, 19 Aug 2021 08:00:00 -0400

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.

Episode 46: COVID 2.0: What Employers Should Know

Thu, 12 Aug 2021 14:10:42 -0400

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.

Episode 45: Q2 2021 Wrap-Up

Thu, 05 Aug 2021 08:00:00 -0400

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.

Episode 44: Grow Faster with More Profit through Office Automation and Efficiency

Thu, 29 Jul 2021 08:00:00 -0400

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.

Episode 43: What PMPs and LCOs Should Know about the Chemical Supply Chain

Thu, 22 Jul 2021 08:00:00 -0400

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.

Episode 42: Public Pest Companies, Valuations + the Pest Index

Thu, 15 Jul 2021 08:00:00 -0400

Analyst, Tim Mulrooney, shares what he's learned by publishing the Pest Index for nearly a year with data from PCO M&A Specialists, how the average pest control company should use this information and his forecast for the industry in 2021 and 2022.

Episode 41: PMP Industry Insiders Launches Standalone Website

Thu, 08 Jul 2021 08:00:00 -0400

Donnie Shelton & Dan Gordon are excited to announce the launch of PMPIndustryInsider.com. The podcast's new companion website houses all episodes of the podcast, detailed episode show notes, downloads and additional resources for podcast listeners and members of the pest control and lawn care industries.

Episode 40: Inside the Blockbuster WorkWave/Real Green Systems Deal

Tue, 29 Jun 2021 08:00:00 -0400

In an exclusive interview with WorkWave CEO David Giannetto and Real Green CEO Bill Nunan, Dan and Donnie ask about how the two software firms will come together, what's in it for PCOs and LCOs, what's ahead for merchant services and much more.

Episode 39: Why All Companies Need an Operating System

Thu, 24 Jun 2021 08:00:00 -0400

EOS Visionary Mark O'Donnell explains the power of intentionally using an operating system in your business and options for implementing one.

Episode 38: Technology Trends and Opportunities for the Lawn Industry

Wed, 16 Jun 2021 13:32:07 -0400

Real Green Systems' President & CEO Bill Nunan covers the lasting changes of COVID-19, direct mail and the future of tech in lawn care.

Episode 37: How to Build a Network to Get You to the Next Level

Thu, 10 Jun 2021 08:00:00 -0400

Associated Group facilitator Ed Robinson, president of Capacity Building Solutions, talks about leadership development, the power of peer groups and what holds many businesses back.

Episode 36: What Happens After the Deal?

Thu, 03 Jun 2021 08:00:00 -0400

Certus COO Amy Wilson shares her impression of the pest industry so far and walks through her company's approach to M&A due diligence and integrations.

Episode 35: The Good, Bad and Ugly of Changing Software

Thu, 27 May 2021 10:30:38 -0400

Moyer Indoor | Outdoor General Manager Bob Williamson discusses how the fifth-generation company with eight service lines survived changing software systems.

Episode 35: The Good, Bad and Ugly of Changing Software

Thu, 27 May 2021 10:30:38 -0400

Moyer Indoor | Outdoor General Manager Bob Williamson discusses how the fifth-generation company with eight service lines survived changing software systems.

Episode 34: How to Grow Your Company Brand

Thu, 20 May 2021 08:00:00 -0400

Third-generation PCO Jamie Ogle of LLoyd Pest Control talks about his 90-year-old company's brand-building philosophy, which includes a money-back guarantee to ensure customer satisfaction, unique direct mail messaging and more.

Direct Mail Sample Pieces:

Direct Mail Sample 1

Direct Mail Sample 2

Episode 33: How to Build Your Business Through Community Involvement

Thu, 13 May 2021 08:00:00 -0400

Learn how Yankee Pest Control's Galvin Murphy has translated a "service before self" mindset, including his background in the Marines and as a firefighter, into a growing business and a satisfying career.

Episode 32: How to Lead in a Crisis

Thu, 06 May 2021 08:00:00 -0400

Tim Brock explains what steps his company took to keep people employed, access cash and get his business rolling again after enduring a category 5 hurricane.

How to Build a Rock Solid Leadership Team

Thu, 29 Apr 2021 09:15:32 -0400

Blades of Green/BOG Pest's Brad Leahy discusses defining company culture, overcoming hiring challenges and developing leaders from within.

Episode 30: The Ins and Outs of Buying Out a Partner

Thu, 22 Apr 2021 11:10:01 -0400

Ron Hodgkins shares how he started the conversation, made an offer and closed the deal to end his business partnership. Plus, Dan and Donnie cover the role buy-sell agreements play.

Episode 29: Reflecting on Q1 & Recalibrating for Q2

Thu, 15 Apr 2021 08:00:00 -0400

Dan Gordon and Donnie Shelton review the "overwhelming optimism" they're seeing in the pest control industry so far in 2021. Donnie discusses digital marketing strategy heading into the busy season and Dan touches on pending tax increases.

Episode 28: How to Recruit & Retain A Players

Thu, 08 Apr 2021 10:00:00 -0400

HR consultant Jean Seawright walks us through how to attract and keep great people, including women; why job boards may be working against you; and how to determine if you should hire a recruiter.

Downloads discussed in this episode:

Ideas for Sourcing Talent

Example Ad to Attract Women Service Professionals

Strategies for Attracting, Hiring, & Retaining Women

Episode 27: How to Use Data Analytics to Grow Your Business

Thu, 01 Apr 2021 10:56:13 -0400

Andrew de la Chappelle from PCO Bookkeepers and PCO M&A Specialists talks with Dan and Donnie about which KPIs and ratios are worth obsessing over.

Episode 26: 2021 Digital Marketing Strategies That Get Results

Thu, 25 Mar 2021 10:37:06 -0400

Hear from Coalmarch's in-house expert Rachel Betterbid about the steps PCOs should take to set up successful digital marketing campaigns this season.

Episode 25: Why Mistakes Matter -- And How to Learn from Them

Thu, 18 Mar 2021 08:28:55 -0400

Ryan Robinson shares how he's developed a learning culture at Green Drop. He also discusses the Effortless Experience concept and how it applies to the lawn and pest industries.

Episode 24: How to Grow a Lawn Care Company from the Ground Up

Thu, 11 Mar 2021 08:00:00 -0500

Virginia Green's Gil Grattan shares how he's grown his company to 40,000 customers and has positioned it to scale.

Episode 23: How Values, Attitudes & Attributes Drive Culture at Fox Pest Control

Thu, 04 Mar 2021 08:00:00 -0500

Mike Romney & Bryant White explain how their culture starts at the top with their 18 core values, including "extreme ownership." Visit Fox Pest at https://fox-pest.com/.

Episode 22: Develop a Stellar Sales Team

Thu, 25 Feb 2021 08:00:00 -0500

Ian Robinson covers how he's built a sales culture at Massey Services, including tips for recruiting, hiring, onboarding and helping team members evolve.

Episode 21:What Is Your Why? How to Find Real Success in Business

Thu, 18 Feb 2021 08:00:00 -0500

Pest industry icon Bobby Jenkins of ABC Home & Commercial Services in Texas lets us in on his family's unique business model, how philanthropy plays a big role in his life and why he’s a long way from slowing down.

Episode 20: How to Lead Your Business to the Next Level

Thu, 11 Feb 2021 08:00:00 -0500

Eastside Exterminators COO Sharon Roebuck shares how implementing EOS and working within a 90-day framework has helped the firm get organized and acheive its goals.

Episode 19: Building a Large Company in a Small Market

Thu, 04 Feb 2021 13:30:47 -0500

Kent Edmunds and Blair Burton share how they've created a profit machine out of Paul's Termite & Pest Control, the company founded by their father-in-law.

Episode 18: Transitioning Your Business from Good to Great

Thu, 28 Jan 2021 08:00:00 -0500

Mike Rottler of Rottler Pest Control in St. Louis talks about joining and growing the family business and the important of finding mentors in the indusry and fostering relationships with them.

Episode 17: The Business Case for Diversity

Thu, 21 Jan 2021 08:00:00 -0500

The Business Case for Diversity Truly Nolen President Scarlett Nolen shares how she uses her background in psychology to understand clients and develop employees; how her company is maintaining its culture throughout the pandemic; and how to attract a diverse labor force.

Episode 16: What's Ahead in 2021?

Thu, 07 Jan 2021 09:05:59 -0500

Dan and Donnie review the crazy year we've had and make recommendations for 2021 in the areas of pest control M&A, marketing, sales, customer service, finance, labor and more.

Episode:15 - What's the Value of your Business?

Sun, 20 Dec 2020 08:00:00 -0500

PCO Bookkeepers breaks down their Pest Index in partnership with William Blair, breaking down growth of 140 privately held pest control companies and summarizing the factors that affect the U.S. pest control industry. Download the monthly index at: https://www.sellmypcobusiness.com/

Episode:14 - Top Takeaway from CO2@Home

Thu, 17 Dec 2020 08:00:00 -0500

Donnie and Dan break down their favorite sessions and top actionable insights they gained from Coalmarch's 2020 CO2@Home conference.

Episode:13 - Preparing for a Biden Administration

Thu, 10 Dec 2020 08:00:00 -0500

Andrew Bray, VP of Gov’t Relations for NALP and former NPMA VP of Public Policy, covers how key issues like the environment, labor and remaining “essential” are likely to play out with a new president and congress.

Episode:12 - The State of the Industry, 2020

Thu, 26 Nov 2020 08:00:00 -0500

Pest Management Professional magazine's Marty Whitford and Diane Sofranec join Dan and Donnie to discuss their recently published industry data report. They cover how the year is shaping up for PMPs, COVID-19 impacts, opportunities for 2021 and more.

Episode:11 - Election 2020 - How Will Politics impact Pest Control

Thu, 19 Nov 2020 08:00:00 -0500

What does the election mean for the industry? Rick Bell, VP of Gov't Affairs and Industry Stewardship at Arrow Exterminators, shares how election outcomes could impact legislation and policy that impacts your pest control business.

Episode:10 - Confessions of a Private Equity M&A Hunter

Thu, 12 Nov 2020 08:00:00 -0500

What's your private equity acquisition IQ? Andrew Barrows, Director of M&A for Environmental Pest Service, shares insight into EPS purchasing strategy and how firms evaluate a pest control business' value.

Episode:09 - How Does Your Digital Marketing Stack Up?

Thu, 05 Nov 2020 09:03:08 -0500

Coalmarch breaks down industry averages on spend, lead generation, and cost per lead for pest control companies across some of the fastest growing digital channels. Download the Marketing Benchmark report at: https://www.coalmarch.com/2020-marketing-benchmark-report

Episode:08 - Leveraging Industry Associations to Grow your Business

Thu, 29 Oct 2020 08:00:00 -0400

The best business owners know they can't go it alone. Scott Steckel, NPMA President and Director of Strategic Development with Plunkett’s Pest Control, shares how peer networks and industry associations can change the trajectory of your business.

Episode:07 - Building Your A-Team

Thu, 22 Oct 2020 08:00:00 -0400

When Erin Richardson bought out the family business, she knew she wanted to have a team-first approach at All-American Pest Control. Learn how prioritizing work-life balance, instituting a 4-day workweek, and treating her employees the way she wants her customers to be treated has served her bottom line.

Episode:06 - Digital Business Transformation

Thu, 08 Oct 2020 08:00:00 -0400

From financial and operational KPIs to digital marketing - technology has shifted the way your business works. Hear from Anti-Pesto's Howard Bright on how new technology has impacted his priorities as a business owner and his growth capability.

Episode:05 - Scaling Through Innovation: The Secret to Growth Efficiency

Thu, 01 Oct 2020 09:00:00 -0400

The best business owners know that there's a balance between introducing new ideas and finding ways to scale what's working for your business. Learn from Terminix-Triad President and CEO, Burns Blackwell, as he shares how he approaches those conflicting ideals and prioritizes both to promote the growth of his pest control business.

Episode:04 - Family Ties: Challenges to Scaling a Family Business

Thu, 17 Sep 2020 09:50:00 -0400

Queue “We Are Family” by Sister Sledge.... If you inherited a pest control or lawn care business, then this episode is for you! Tune into this episode and hear from guest speaker, Tom Gibbons, co-owner of F&W Pest Control and consultant at WorkWave, as he discusses family ties and the challenges to growing a family business. Hear from this fourth-generation business owner as he discusses navigating ebbs and flows of business throughout the decades and gives tips on how to overcome the challenges to growth. Each PMP Industry Insider episode discusses impactful topics, where once applied, can help you grow your pest control business.

Episode:03 - AI and the Future of Pest & Lawn

Thu, 10 Sep 2020 09:42:00 -0400

How does Artificial Intelligence (AI) play into the future of the Pest & Lawn industries? Learn more about this topic from guest speakers, Kendall Hines and Erik Alburg, co-founders of Lawnbot. Kendall and Erik will discuss the fundamentals of AI, the different ways it can be applied to the pest and lawn industries, and the future impact it could make on the way business owners conduct day-to-day operations. Each PMP Industry Insider episode discusses impactful topics, where once applied, can help you grow your pest control business.

Episode:02 - Impressions of an Investment Analyst

Thu, 03 Sep 2020 09:15:00 -0400

How does pest control relate to Wall Street? Hear from our guest speaker, Tim Mulrooney, an Investment Analyst at William and Blair as he gives insight into his research on the pest market within commercial services. Learn what makes pest management businesses so attractive to the Wall Street crowd as well as Private Equity Investors. Each PMP Industry Insider episode discusses impactful topics, where once applied, can help you grow your pest control business.

Episode:01 - PMP Industry Insiders

Thu, 27 Aug 2020 18:56:00 -0400

With over 1,000 business owners and industry partners registering for their COVID series, hosts Dan Gordon and Donnie Shelton wanted to provide a way to have those conversations and make advice from some of the industry’s best leaders accessible. In this episode, get to know hosts Donnie Shelton (Triangle Pest Control, Coalmarch) and Dan Gordon (PCO Bookkeepers, M&A Specialists), as they discuss their motives behind starting the PMP Industry Insiders Podcast. Each PMP Industry Insider episode discusses impactful topics, where once applied, can help you grow your pest control business.