CRYSTAL BALL REPORT

21st CENTURY PEST MANAGEMENT

By Keelan Pulliam

These are exciting times for the pest management industry.

During the merger of Novartis Agribusiness and Zeneca AgroChemi-cals to become Syngenta late last year, we were fortunate to have the opportunity to take a long look at where we’ve been and where we’re going. As we looked back, the progress within the Professional Pest Management (PPM) industry was truly impressive. We’ve come a long way in recent years. And yet, as we looked ahead at the future of this industry – we believe there’s even more reason for excitement.

As a pest management professional, you’ve been a critical player in this change. And there’s no question you will be the catalyst for advances for the future. Our hope is that Syngenta Professional Products can be the company you come to depend on to find the products, solutions, resources and technology you need to do your job every day.

While change can be unsettling at times, it is not unfamiliar territory for any of us who have been in the business for a while. Fortunately, the formation of Syngenta has stimulated changes that we believe will directly benefit the PPM industry and you, the Pest Management Professional.

For instance, in contrast to its two legacy companies, Syngenta was structured from the outset to have a global center of excellence for the Professional Products business. As a result, Syngenta now has a fully dedicated global business unit based in Basel, Switzerland, designed to meet the specific needs of today’s pest management professional.

One of the products of Syngenta’s new global structure is a research and technology staff that has individuals dedicated to the Professional Products business, including professional pest management. Their job is to identify and develop products and technologies specifically for the Professional Products business unit. This experienced group is focused on providing cutting-edge pest management solutions for our customers, including those in the United States, the largest, most stable pest control market in the world. What does all this mean for you, the Pest Management Professional?

It means Syngenta can provide you with an established business unit that is prepared to bring the best in products, performance and knowledge to our customers. As you know, Syngenta’s existing product portfolio includes established, market-leading in-secticides such as Archer, Demand CS, Demon TC, Demon EC, Talon-G/Weatherblok XT and Prelude.

In the coming months and years, Syngenta Professional Products will work hard to fully develop its Professional Pest Management portfolio. In fact, we have just received an Experimental Use Permit (EUP) for Impasse, an exciting new termite barrier. Impasse will change termite management in the future; and you – the Pest Management Professional – will have the opportunity to be a part of this new technology as its commercial launch approaches. We’re also developing a new insecticide, thiamethoxam, that will further strengthen our product portfolio in the general pest control and termite markets.

Syngenta Professional Products also brings a commitment to continuing education and product stewardship. Just one example of this is the following editorial supplement highlighting a recent “Technology Summit” that brought together leading pest management professionals and university researchers from throughout the United States to discuss future technological developments in the structural pest control industry. The three-day conference was co-sponsored by Syngenta Professional Products and PCT magazine and is a reflection of our ongoing commitment to this essential service industry.

In addition, the formation of Syngenta creates a unique opportunity for us to maintain our involvement in industry associations and play a primary leadership role in providing stewardship to the industry through active involvement in the National Pest Management Association, Professional Pest Management Alliance, Responsible Industry for a Sound Environment (RISE), as well as other state and regional industry associations. Without question, it is critical that we all – including basic manufacturers, distributors, service organizations and others who provide products and services to the pest management industry – share in this responsibility.

These are exciting times for the pest management industry. We’re looking forward to sharing them with you as Syngenta Professional Products continues to develop products and services designed to provide 21st century pest management solutions for our business partners.

Keelan W. Pulliam
Professional Products Group Head
Syngenta Professional Products
Greensboro, N.C.

Think Tank

Attendees of the 2001 Syngenta Technology Summit were given a formidable assignment: create a vision for the industry in 2010, and conceptualize a few products and services that will be crucial to the pest management professional at that time.

Keelan Pulliam, head of Syngenta’s professional products group, charged attendees with this, asking them to consider external forces the industry must deal with today when developing ideas for the future.

For the project, attendees were assigned one of four specific market segments: urban/industrial, commercial, government, and novel/innovative technologies. They were asked to name several industry “drivers” that are important in each segment, then develop some product or service ideas to address those key drivers. Not surprisingly, group members had much to say about the industry’s likely needs in 2010. What follows are some of the specific suggestions from each group:

GOVERNMENT MARKET. Attendees working on the government segment named three main drivers affecting this market, which included Integrated Pest Management, regulations and specifications, and public perceptions.

Group members said that while most customers in the government sector specify “integrated pest management” in their contracts, this term isn’t particularly well suited for the structural pest control industry since it was originally defined with agricultural customers in mind. Therefore, they contend, IPM must be redefined for the professional pest control industry. “This would set us aside from agriculture and other pesticide user groups,” said group moderator Dr. Richard Kramer, technical director, American Pest Management, Takoma Park, Md. “We have to help government customers define what they consider IPM, because regulations regarding IPM will drive what we do in this industry.”

Other important benefits of this effort would be setting new standards for the industry and creating a positive statement about the quality of its services. “Redefining IPM would empower the industry,” Kramer said. “It would really tell our story and spell out what IPM is from a structural pest control perspective. And we would be delivering that message to those customers who most need to hear it.”

A related issue is the regulations and specifications that often drive the types of services pest control companies are able to provide their customers. The group indicated the industry needs to assist government customers in better defining their treatment specifications. “By setting standards and helping to write specifications, we will positively influence pest management in government facilities,” Kramer explained. Doing this would also allow more consumers to see how professional pest management practices are performed.

The group also suggested that a national credentialing program be established to set an educational standard. “Establishing this on a national level will complement the certification and training programs that go on in each state,” Kramer said. “It will let everyone in the country know what type of technician may be coming into his or her home.”

Besides raising the bar for professionalism, implementing a credentialing program would increase consumer confidence in the industry, enhance its value, and provide a way for pest control operators to recognize exemplary employees. “A lot of companies have excellent training programs, but that needs to be nationalized so customers and prospective customers recognize and value the technical competence offered by pest management professionals,” Kramer explained.

Group members also said more customers are requesting low-impact pest control. Toward this end, the government group created two product concepts for the industry. First, they suggested a solid, flexible, installable and removable pesticide delivery device. “Not being able to remove treatment efforts has been a downfall of the industry,” Kramer said. “The industry may value a product that can be removed when it has done its job.”

Some specific ideas mentioned included removable baseboards that have been treated with insecticide or removable repellent barriers for flying insect control. Such products would address recycling and disposal issues, Kramer said. “These are essentially non-residual, residual pesticides,” he added. “They can stay in place as long as desired, but they also can be removed.” Such products also would be seen as environmentally friendly and reinforce the industry’s concern for safety, both of which are important “buying influences” of government pest control purchasers.

Finally, the group mentioned the concept of “cradle-to-grave” product stewardship, which would involve manufacturers working more directly with individual pest control companies and product distributors to provide “just-in-time” delivery. For example, through a bar coding system, manufacturers could ship products only when needed, thereby reducing storage costs and overhead, while enhancing record keeping and creating better efficiencies for PCOs, distributors and manufacturers.

“The technology is currently available to provide such a service,” Kramer said. “It’s just a matter of implementing it throughout the industry.”

URBAN/RESIDENTIAL MARKET. Members of the urban residential group said three main drivers in this segment were an overall lack of training standards, poor public perception of the industry, and a need for technological improvements in the PMP’s product arsenal.

Group members said the industry needs standardized training for technicians. “There are all kinds of training programs out there,” explained group leader Tony Borski of Terminix International, “and none have the consistency we are looking for on a national basis.” The ideal basic training program for technicians would be consistent and standard throughout the industry, group members said. In addition, those who attend ongoing training and/or complete advanced training should receive pay incentives or rewards. “This would attract higher quality people and keep them around longer,” Borski said. Standardized training would also enhance the PCO’s image and give customers greater peace of mind, group members said.

Group members suggested a comprehensive Web-based training program to ensure standardization and allow for training any time of day, 24/7. In addition, Web-based product “fact sheets” could provide basic information to customers about the materials being used and be readily accessible from the field.

In order to implement such a program, the group said, an organization such as the National Pest Management Association would need to provide leadership by adopting a training standard. In addition, manufacturers would also need to provide development assistance and field support.

In the area of public perception, the group came up with a few product ideas that might help to improve the public’s opinion of the pest control industry. The group said the industry needs improved delivery and inspection materials. One such tool could be a digital imaging system that would provide photos of job sites to entomologists or other pest control experts at remote locations. Additionally, ancillary services – such as plumbing, tree service or construction repairs – could be offered to eliminate the “conducive conditions” that so often contribute to pest problems (i.e., moisture, wood-to-soil contact, etc.). While increasing market penetration and generating additional revenues, these services could potentially enhance the credibility of the pest control industry.

In the area of technology, the group said, the industry needs services and products that provide fast results in terms of information gathering, management, and control. Multi-function products, such as pesticide-impregnated caulks, would allow PMPs to accomplish several tasks at once, saving valuable time and money. Thermal imaging and acoustic detection devices could also be used to provide better initial service and thus more complete diagnoses of problems.

“All of these products would provide a higher level of professional service by the PMP,” Borski said, “and timely information about the account to the customer.”

COMMERCIAL MARKET. The commercial group considered pest control work performed in such settings as industrial warehouses, hospitals, sports arenas, office buildings, hotels and restaurants. Key “drivers” cited in this market included regulatory issues such as USDA, FDA and HAACP requirements. Members also mentioned customer awareness and the challenges associated with corporate decision-makers who have varying degrees of understanding of how pest control services should be performed.
“We’re not talking about the sanitarian in an account who is working directly with the pest control firm to address pest problems,” said group leader George Rambo, GR Consulting Services, Herndon, Va. “We’re talking about the corporate decision makers who control the finances and pay for the services.

Too often, they’re only interested in the lowest bid rather than the quality of services rendered. Those are the people who need to be properly educated.”
The group also came up with a number of services and products that could be of assistance in the commercial segment. Add-on services, such as cleaning and exclusion, are two choices, as is comprehensive post-treatment monitoring programs.

A credentialing program for commercial service technicians, as mentioned by others at the Technology Summit, also was endorsed by those in the commercial pest control market group. However, any creden-tialing program must include input from state regulators, university extension personnel and urban entomologists, according to Rambo. The group also mentioned that customer retention methods and/or programs would be beneficial, since commercial customers may be easily lost to lower-priced competitors.
New products mentioned included baits and traps containing pheromones and other “combination” products using unconventional materials, like repellents incorporated into caulking materials.

In addition, the group suggested upgrading the quality of educational materials for technicians. “Training materials have to cover the area of communication and customer relations,” Rambo said. “Training in these areas is currently lacking.” Furthermore, the industry may need to convince state regulators to award recertification credits for training programs that incorporate customer service topics into the curriculum. “We have to teach service technicians more than simply how to apply pesticides,” Rambo said.

More thorough, easily documented record-keeping and technical communication for ISO 9000 customers were also cited as a pressing need, as was Internet technology providing a more direct link between manufacturers and PCOs.

The group said these products and services would help solidify the value of professional pest control services, and increase customer retention, profitability, and industry professionalism. Furthermore, they would help reduce the growing threat of liability in the commercial arena. “Oftentimes, large management companies are responsible for overseeing pest control services in commercial facilities, so they’re concerned about the threat of liability resulting from botched pest control efforts,” Rambo explained. “If we have programs in place that train our service personnel more thoroughly; provide more thorough record-keeping; and utilize more effective technology in controlling pests, there is reduced liability on their part and increased reliability on the part of the pest management professional.”

NOVEL/INNOVATIVE TECHNOLOGIES. Members of this group listed several key market “drivers.” Information management – utilizing technology to track business activity, product inventory, employee issues, scheduling, and customer information – was cited as an important factor. Members also discussed safety issues in terms of packaging technology that could reduce the need for personal protective equipment, and reduce drift and non-target pesticide exposure. Lower-risk, insect-specific, and other highly targeted products were also cited as key needs of the future.

Finally, the group cited labor considerations, namely employee retention, as another driver. The trend towards greater work force diversity also will become more important in the next 10 years, members said. As a result, companies will need to develop employee recruitment and retention programs tailored for women and minorities, the two fastest-growing segments of the work force.

Pest control firms will need to recruit employees with solid decision-making and customer service skills. “The most effective technicians are those who can think on their feet and aren’t intimidated by interacting with customers,” explained group leader Brian Forschler of the University of Georgia, Athens, Ga. “You can train a technician about how to kill pests, but customer service skills are a different story. That’s why hiring people with the right kind of interpersonal skills is so important.”

The group said the industry will need a computer-based record keeping system that is geared toward providing better customer service, and more efficient use of labor. Such a system would provide demographic information about customers and help personalize service based on specific customer information collected in the database. “If you can personalize service and provide customized information to the customer, that will foster increased professionalism in the industry,” Forschler said. The new termite baiting technologies have proven that increased communication with customers attracts and maintains business, group members noted.

Formulations designed to limit end-user contact with insecticides (i.e., tablets, single-dose packaging, etc.) is a trend that is likely to continue in the coming decade, according to attendees. “Anything that reduces the technician’s or the public’s exposure to pesticide is to the advantage of the industry,” Forschler said. “More insect-specific products or roll-on pesticides might also be beneficial since they might allow reduced exposure to applicators and customers, providing reduced liability and reduced non-target contamination.”

The group also mentioned that having a one-stop shop for products and services would be valuable. “PCOs know there is a variety of tools and tactics out there,” Forschler said, “but they do not want to shop at six different facilities in order to maintain their inventory. If they could go to a particular manufacturer which could provide them with a ‘system’ of products, that would simplify the purchasing process.” Such systems might also provide PCOs with expanded advertising and marketing opportunities, group members said.

Other recommendations made by this team were using remote sensors to monitor pest populations off-site; developing an all-in-one ant control system to control a wide range of ant species; creating repellents for the growing spider control market; and introducing new products to address seasonal pests.

CONCLUSION. “It is clearly a time of dramatic change in the pest control industry,” observed Keelan Pulliam, group head of Syngenta’s Professional Products. “However, no one entity – manufacturers, associations, distributors, PMPs – can provide the leadership necessary to address all of the industry’s challenges and opportunities. Each one of us must contribute in our own way. The coming decade is going to be very exciting and Syngenta is looking forward to developing products and services designed to meet the needs of the 21st century pest management professional.”

Technology Summit Participants
Earlier this year, more than 20 leading pest management professionals and industry educators participated in a Technology Summit co-sponsored by Syngenta Professional Products and PCT magazine. The three-day event, held in mid-May at the historic Fairmont Hotel in New Orleans, La., featured presentations by well-known industry consultant Dr. George Rambo and a number of leading scientists from Syngenta, including Global Public Health Research Manager Dr. Phil Wege and National Technical Manager Dr. Bill McClellan.

“The Syngenta Technology Summit provided us with a unique opportunity to gain valuable market insights from both the research community and people on the front lines of the pest control industry,” said Keelan Pulliam, group head of Syngenta’s Professional Products business unit. “We want pest management professionals to know we’re serious about this market and the Technology Summit is one of the first steps in that process.”

During the conference, working groups of six to eight pest management professionals, including Syngenta representatives, participated in breakout sessions designed to identify key market “drivers” in the pest control industry during the coming decade, as well as the likely products and services needed to support these rapidly changing market developments. Program participants were divided into four groups – Urban/Residential, Commercial, Government and Novel/Innovative Technologies, and included:

URBAN/RESIDENTIAL MARKET

Tony Borski
Terminix International
San Antonio, Texas

Dr. Bob Cartwright
Syngenta Professional Products
Greensboro, N.C.

Dr. Susan Jones, Moderator
The Ohio State University
Columbus, Ohio

Jim Luck
Schendel Pest Control
Topeka, Kan.

Dr. Don Reierson
University of California
Riverside, Calif.

Jeff Seabrook
Syngenta Professional Products
Greensboro, N.C.

Hans Steiner
Syngenta Professional Products
Basel, Switzerland

James Earl Thomas
Redd Pest Control
Ridgeland, Miss.

COMMERCIAL MARKET

Gary Colender
Syngenta Professional Products
Greensboro, N.C.

Darrell Hutto
HPC Services
Houston, Texas

Dale Kaukeinen
Syngenta Professional Products
Greensboro, N.C.

Pat King
Lester Humphrey Pest Control
Abilene, Texas

Randy Moser
Syngenta Professional Products
Greensboro, N.C.

Dr. George Rambo, Moderator
GR Consulting Services
Herndon, Va.

Elray Roper
Syngenta Professional Products
Greensboro, N.C.

Jim Schmitt
Wil-Kil Pest Control
Appleton, Wis.

GOVERNMENT MARKET

Richard Berman
Waltham Services
Waltham, Mass.

Alan Buckle
Syngenta Professional Products
Greensboro, N.C.

Berry Cothern
Syngenta Professional Products
Greensboro, N.C
Dr. Richard Kramer, Moderator
American Pest Management
Takoma Park, Md.

Dr. Bill McClellan
Syngenta Professional Products
Greensboro, N.C.

Jeff Spencer
Griffin Pest Control
Kalamazoo, Mich.

NOVEL/INNOVATIVE TECHNOLOGIES

Dr. Brian Forschler, Moderator
University of Georgia
Athens, Ga.

Wayne Grush
McCall Service
Jacksonville, Fla.

Danny Myers
Myers Services
Euless, Texas

Jim Sargent
Copesan Services
Brookfield, Wis.

Clay Scherer
Syngenta Professional Products
Greensboro, N.C.

Dr. Phil Wege
Syngenta Professional Products
Greensboro, N.C.

Karen Westcott
Syngenta Professional Products
Philadelphia, Pa.

NUISANCE PESTS INSECT PROBLEM PRODUCTS
Ants Invaders Demand CS
Boxelder Bugs Invaders Demand CS
Clover Mites Invaders, Tiny Demand CS
Cockroaches Invaders, Abhorrence Demon WP/EC, Demand CS, Archer
Crickets Invaders, Noise Demand CS
Earwigs Invaders, Fear Factor Demand CS
Firebrats Invaders Demand CS
Flies (house and cluster flies) Invaders Demand CS, Archer, Demon WP/EC
Millipedes Invaders Demand CS
Sowbugs Invaders Demand CS
Spiders Invaders, Webbing Demand CS
Spider Mites Invaders, Tiny Demand CS

ECONOMIC PESTS INSECT PROBLEM PRODUCTS
Carpenter Ants Damage Wood Demand CS, Demon TC
Carpenter Bees Holes in Wood Demand CS, Demon TC
Carpet Beetles Damage Carpets & Fabric Demand CS
Cigarette Beetles Damage Stored Goods Demand CS
Confused Flour Beetles Damage Stored Goods Demand CS
Lesser Grain Borers Damage Stored Goods Demand CS
Litter Beetles Damage Wood, Structures Demand CS, Archer
Red Flour Beetles Damage Stored Goods Demand CS
Rice Weevil Damage Stored Goods Demand CS
Saw-Toothed Grain Beetles Damage Stored Goods Demand CS
Silverfish Damage Paper Products, Stored Goods  Demand CS
Termites Damage Wood And Other Building Materials Demon TC (below ground), Demand CS

PUBLIC HEALTH PESTS INSECT PROBLEM PRODUCTS
Ants Bites, Irritation Demand CS, Archer, Demon WP/EC
Bedbugs Bites, Irritation, Allergies, Possibly Diseases  Demand CS
Bees Sting, Allergies Demand WP/EC, Demand CS
Centipedes Bites Demand CS
Cockroaches Allergens, Salmonella, Diarrhea,  Wound Infection,
 Enteritis, Leprosy Demand CS & Archer
Commensal Rodents (Norway  Bites, Infection,  Salmonella, Plague, Typhus, Leptospirosis,   Talon Pellets, Talon WeatherBlok
Rats, Roof Rats, House Mice) Hantavirus, Trichinosis, Rat Bite Fever, Etc.    
Fire Ants Bites, Irritation Demand CS
Fleas Bites, Irritation, Allergies, Plague, Murine Typhus Demand CS/Archer   Filth Flies (House, Little House, Irritation, Salmonella, Typhoid, Cholera, Diarrhea,    Demand CS/Archer   False Stable, Blow, Flesh) Dysentery, TB, Anthrax, Parasitic Worms
Mosquitoes West Nile Virus, Various  Encephalitides, Dengue, Demand CS, Archer
 Parasitic Worms, Etc.
Scorpions Bites, Allergies Demand CS
Spiders Bites, Irritation, Allergies, Tissue Necrosis Demand CS
Ticks Lyme Disease, Colorado Tick Fever, Relapsing Fever,  Demand CS, Archer
 Tularemia, RMSF, Typhus
Wasps Bites, Allergies Demon WP/EC, Demand CS

Syngenta has a wide variety of products to control nuisance, economic and public health pests. In fact, Syngenta has the broadest product line in the industry, with insecticides, IGRs, rodenticides and termite control agents. Below are key points that highlight important benefits of each product from Syngenta. In addition, tear out, copy and use the matrix on page 8 to determine which products Syngenta recommends for different pest species.

 DEMON® WP

• Good general pest control in and around buildings
• Broad label, many use    areas and listed pests
• Flexible rates
• Excellent flushing action
• Indoor crack-and-crevice, spot and exterior perimeter
 use

 DEMON  EC

• Contains cypermethrin, synthetic version of natural plant
 product
• Liquid form for ease in    mixing
• Penetrates porous
 surfaces, controls wood-infesting insects
• Protects wood in place

 DEMON TC

• Low odor — ideal for sensitive accounts
• Low-use rates for reduced
 environmental impact and
 competitive costs
• Dual action — kills and 
 repels
• Stable under different soil conditions
• Protects the property
• Helps termite baits
• No cholinesterase blood sampling needed
• Superior efficacy in alkaline soils
• No leaching or underground water contamination
 concerns
• Broad label use (pre- and post-construction, lawn and
 perimeter)
• No need for special posting at application site
• No airborne residue concerns
• No plant uptake
• More than 10 years of good results
• Five-year guarantee
• Variety of sales containers provide easy mixing and
 convenience

 DEMAND® CS

• Effective control from inside to curb
• Low cost per 1,000 ft2
• Highly active — only small amounts needed
• Low-use rate 
• No odor
• No phytotoxicity — also    use for turf and ornamental pests
• Novel capsule formulation
• Fast knockdown and extended residual
• Broad label — inside, outside, food-handling
• Water-borne formulation
• No dust when mixing
• 1-quart bottle treats an area 10 feet wide, 1½ miles long
• Convenient packaging — squeeze and pour 8 ounce and
 quart bottles  

 ARCHER®

• Novel IGR with many pests on the label
• Stays where it’s placed, will not
 be diluted by air changes in rooms
• Non-volatile; No concerns with
 regard to air quality
• Sunlight stability (two weeks in full sun)
• A candidate for tank-mixing with Demand CS for
 resistance management

 TALON®-G/ WEATHERBLOK® XT

• Pellets, blocks, placepacks
• Low-dose single feed anticoagulant
• Control of both rats and mice including resistant strains
• Antidote available
• Very water-resistant – WeatherBlok registered for sewer use
• Improved taste, enhanced take
• Extruded profile
• More edges for gnawing
• Flexible use label
• Contains Bitrex,® a bitter, human taste repellent
• Proven for more than 20 years
• Convenient packaging — buckets easy to use and store
• Registered for burrow baiting, outdoor use around
 Ag Buildings

A BRIGHT FUTURE

Although the U.S. professional products industry is the fastest growing, most stable pesticide market in the world, external forces will continue to bring change to pest management professionals, particularly on the regulatory and environmental fronts. As a result, the industry must continue to emphasize the value of its products and services, while aggressively addressing the arguments of its opponents, if it is to continue to prosper in the years ahead.

That was the message shared by Keelan Pulliam, group head of Syngenta’s Professional Products and president of Responsible Industry for a Sound Environment (RISE), at the Syngenta Technology Summit earlier this year. The workshop, held in mid-May in New Orleans, brought together prominent PMPs and industry experts to look strategically at the future of the pest control market.

Pulliam, who delivered the Summit’s opening address, discussed the state of the professional pesticide industry and named some of the external forces that will continue to affect it. He also charged attendees with a number of key tasks during the workshop: creating a vision of where the industry could be in the year 2010, conceptualizing product and service ideas that might be crucial in 10 years, and defining the roles of tomorrow’s successful PMPs.

Pulliam said the newly formed Syngenta was proud to serve the Professional Products business, including the structural pest control industry. The company was founded in November of 2000 by the merger of Novartis Agribusiness and Zeneca Agrochemicals, and holds leadership positions in the professional pest management, turf and ornamental, and vegetation management businesses.

“The new organization has the combined strengths of both organizations,” Pulliam said, “to bring us a broad portfolio of current products and an exciting pipeline for the future.”

Pulliam said the professional pest management industry has been characterized by continued growth along with some distinct market shifts in recent years. “Indoor pest control measures were replaced by perimeter treatments,” he said, “and the termite control sector grew with a new category of non-repellent products.” In addition, Pulliam said, the general pest control market continued its shift away from dilutables and aerosols and toward baits. “Overall, the industry continues its strong position,” Pulliam said. “The results of this have fueled mergers and acquisitions at all levels and even more focus on specialty pesticides.”

However, in spite of and perhaps because of the pest management industry’s strong growth, Pulliam added, it will continue to be viewed as an easy target by activists, environmentalists, and even some regulatory officials. “If you use pesticides and you believe in the benefits and value of pesticides, let me assure you we are in the fight of our lives,” Pulliam said. He referred to the messages being promoted by such groups as the National Coalition Against the Misuse of Pesticides, which is dedicated to banning the use of pesticides for any purpose. “The public is generally supportive of our industry and unaware of their objectives,” he said.

Furthermore, said Pulliam, a major theme for the activists, and one that is supported by regulators and politicians, is the protection of children’s health. Other tactics commonly exploited by the industry’s adversaries include “right-to-know” legislation and universal notification requirements, both of which are designed to limit the use of pesticides, regardless of the public health threats posed by pests, Pulliam added.

The only way to overcome these obstacles, Pulliam said, is through education. “These forces will not go away,” he said. “We have to educate consumers and government officials of the value in our products and services.” Further, Pulliam said, the need for accurate information about pesticides will be greater than the need for services and products. “One of the most important things we can do is communicate the essential role pesticides play in protecting the public’s health and property,” he said. 

One organization specifically dedicated to this goal is Responsible Industry for a Sound Environment (RISE), a standing committee of the American Crop Protection Association which promotes the interests of companies engaged in the production and marketing of turf, ornamental, pest management and vegetative control specialty pesticides. Members of RISE manufacture pesticides that are used in various consumer and professional markets, as well as represent other groups providing products or services related to the specialty pesticide industry, such as the National Pest Management Association. Some of the organization’s key objectives, Pulliam said, include providing a strong unified voice for the industry, positively influencing public opinion, promoting safe and responsible use of industry products, and promoting industry stewardship. “Our mission is to address the critical needs of the specialty pest management industry,” Pulliam said.

Similarly, Pulliam asked attendees of the Syngenta Technology Summit to uncover the needs of tomorrow’s pest control industry, considering some of the external forces at work today. “You will be determining the drivers of this market,” he said. “Your goal is to determine the kinds of products, services, and tools that will be needed in 2010, and what your role will be.”

The State of the Pest Control Industry

Key trends in the structural pest control industry, according to Keelan Pulliam of Syngenta, include:

• Continued industry growth
• Treatments moving outside the home around the perimeter of structures
• General pest control market moving from dilutables to aerosols to baits
• Termiticide sector expanding
• Ongoing mergers and acquisitions at both the PCO and manufacturer level
• Pesticide sales/usage down

Choosing the proper formulation is critical to the success of any pesticide application. Different formulations are needed under different circumstances, depending on the target pest, surface, treatment location, and various environmental factors that exist in an account.

Fortunately, Syngenta offers a wide range of formulations to meet virtually any pest control need. Here’s a listing of the company products, formulations and active ingredients:
• Archer Insect Growth Regulator, emul-
 sifiable concentrate, pyriproxyfen
• Demand CS Insecticide, microcap,
 Lambda-cyhalothrin
• Demon EC Insecticide, emulsifiable
 concentrate, cypermethrin
• Demon TC Insecticide, emulsifiable
 concentrate, cypermethrin
• Demon WP, wettable powder, cyper-
 methrin
• Prelude Termiticide/Insecticide, emul-
 sifiable concentrate, permethrin
• Talon-G Rodenticide, bait (pellets
 placepacks), brodifacoum
• Weatherblok XT Rodenticide (blocks),  brodifacoum

“Not only do we offer excellent formulations for all of our products, but we’re a leading developer of innovative packaging,” said Tim Cotter, global head of packaging for Syngenta.  “We strive continuously to develop packaging solutions and innovative formulations that fulfill unmet customer service needs.” Cotter spoke on day two of the Syngenta Technology Summit earlier this year in New Orleans, La. 

The following are among the packaging “firsts” pioneered by Syngenta:
• First to use a fluorinated polyethylene
 jug (1976).
• First to develop a refillable container
 (1979).
• First to develop a universal closed sys-
 tem (1981).
• First to use a water-soluble film to con-
 tain a gel (1993).
Throughout the next decade new developments and insecticide packaging will be influenced by a number of factors, including environmental concerns and development costs.
“We will continuously be under pressure from regulatory and environmental groups to provide safer packaging solutions,” Cotter says. But he’s confident Syngenta will be up to the challenge. “We’ve always been on the cutting edge of new packaging and product development,” he says.

Selecting A Formulation

Ask yourself the following questions when selecting a pesticide formulation:
Is it a liquid or solid formulation?

If solid, remember that fine particles generally have a high inhalation hazard.

If dry, remember that products applied as very small particles usually provide very good coverage but have a high drift potential.