Following the product label when applying pesticides is one of the most basic operational requirements in our industry. It is not only a training task for new staff or just a “best practice,” it is the law and is reinforced regularly in training with new and seasoned technicians because everyone must abide by product labels when applying pesticides. Pesticide labels help ensure pesticides are used and handled responsibly, and the violation of label directions and requirements can result in severe penalties.

Reading, understanding and following the termiticide label is one of the first tasks that must be completed before treating any structure for termites, however, there are many other considerations beyond those found on the product label that must be addressed to ensure a safe and effective termite treatment.

IT’S THE LAW. Most states have regulations regarding the provision of professional pest control services that are not label issues, but are part of state law and must be complied with. Requirements such as the removal of termite mud tubes and cellulose debris from the structure, crawlspace clearance and correcting wood-to-ground contact are not only best practices, they are often included in the regulations. Other aspects of protecting a structure are not legislated, but may be matters of company policy to help ensure customer satisfaction and reduce long-term liabilities. For example, a home may have spray foam insulation, exterior foam board insulation below grade or other issues for which your company has specific procedures or policies that must be followed.

Obeying applicable laws and regulations for performing professional services are required in this industry, but there are also the termites to consider. The “rules” termites follow are not dictated by government entities, and they do not produce a document to spell it out for us. It is our responsibility to understand their biology and how they behave to effectively protect our customers’ homes. Failure to control termites paired with miscommunication between you and your customer can turn into a nightmare.

PREP IS KEY. Preparation to treat a structure for termites starts at the office, not at the jobsite. As soon as you know a termite treatment has been sold, review the sales graph and other paperwork to make sure you fully understand your company’s agreement with the customer. If you sold it yourself, review your notes to avoid miscommunication and make sure all commitments are kept. Things to note include:

• Is this a bait or liquid treatment?
• What are the scheduling requirements?
• What type of structure will you be treating? What is the foundation type, size of the structure? Are there attached slabs or other structural elements? Is it a commercial or residential structure?
• How much time should you allow for the service?
• Are there considerations for the residents such as wellness issues, pet concerns or other unique circumstances?
• Will you need to call 811 (or other number) so the utility company can mark utilities before disturbing the soil? This is required by law in many states/cities/municipalities, even for trenching, drilling slabs or using an auger for bait installation. Notification is typically required three days or more prior to starting the job. State statutes such as these are not usually found in pest control regulations, but rather in your state’s legal code in the section regulating utilities. Regulations and penalties found in these codes vary considerably, so it pays to know your state’s requirements. Failure to call can result in severe penalties, especially if there is an incident.
• Is there a well, cistern or other water source or contamination concern on or near the property?
• Will the customer be home at the time of the service or have arrangements been made for you to access to all areas for inspection and treatment?
• If commercial, will business be disrupted?
• Are there any areas that will require a waiver or other preliminary paperwork per your state or local regulations?
• Does your state require pre-notification of any agencies or sensitive individuals? What is the required timeframe?

Use a checklist to make sure you are prepared before leaving the office. There are many things to remember that, if discovered at the job site, can cause delays, accidents, result in improper treatment or even violations. Failure to prepare can also result in customer disappointment and dissatisfaction when their expectation was that the work would be performed in a professional manner.

• Call the customer to verify the appointment time.
• Calculate the amount of termiticide or the number of bait stations needed.
• Check your truck to ensure you have the treating equipment and materials needed, and that your equipment is in good working order. Something as simple as a cordless drill or a flashlight that is not fully charged can result in a serious setback in completing the job in a safe and timely manner. One extra trip to the hardware store or back to the office can ruin your productivity for the entire day.

ON SITE. Once you’re at the jobsite, and you have read the termiticide label, you are ready to grab your tools and dive in, right? Well, not just yet, there are still a few things the label didn’t mention.

Start by meeting with your new customer. Beyond the courtesy of introducing yourself, it is an opportunity to discuss their concerns and help them know what to expect when the treatment is performed. The customer also may know details about the house or property that are important in providing a safe and effective treatment. Things like a well nearby, an addition or other structural change that has been made to the house may not be readily apparent and could be missed during your visual inspection.

The label for most liquid termiticides requires an inspection by the applicator before the treatment begins to ensure that the termiticide does not flow to an unintended location. Termite bait labels do not require such an inspection, however, a preliminary inspection for bait or liquid treatments is important for several reasons. A thorough inspection will help you determine:

• The layout of the structure.
• Safety hazards in your path.
• The best way to complete your treatment plan.
• Conducive conditions that must be discussed with the customer.
  

The inspection also will give you an opportunity to find termite activity, existing damage and evidence of other wood- destroying organisms that might have caused damage. It is best for your customer to understand the condition of their home from the start of your relationship with them, especially in areas where they might not normally go, such as an attic.

The best way to record the findings from your inspection is to draw a graph of the structure that shows the foundation, your treatment plan and any critical treatment considerations. The graph is also the best way to document current conditions with regards to termite activity and damage. Digital photo documentation of termite activity and damage also will improve communication with your customer and note current conditions. Other wood-destroying organism activity and/or damage, along with conducive conditions that should be addressed by the homeowner, should be included on the graph with the photos. If they choose not to address noted conditions, you will have a written record of your recommendations.

HIT THE ROAD. You have completed the treatment, so it’s time to pack up and head to the next job, right? Not just yet. The label (for liquid treatment) requires you to perform a final inspection to make sure no off-target application has occurred. Once again however, there are things that the label does not say, but that must be done to properly complete the service.

First, review your graph to make sure all areas have been treated as planned. It is easy to forget a bath trap or an isolated crawlspace area. Also be sure to add any termite activity to the graph that you found as you were trenching. Many states require that bait stations must be indicated on the graph, which is best done after installation. Be sure you have properly documented all materials used and completed all paperwork that is required.

Now you can pack up, making sure you have all of your tools and equipment securely placed back in your vehicle and that the jobsite is clean. Meet with your customer once more to go over the service that was provided and answer any other questions they might have.

The last thing that is often overlooked is to conduct a follow-up inspection on any areas of termite activity that were found. A brief visit to the customer’s property, 30 to 90 days later to make sure the termite activity has been resolved is invaluable. It shows the customer that you care about their home and the work you have done to protect it, and gives you an opportunity to stop any termites that may still be active before additional damage has occurred.

Following the label when treating for termites is critical, but it is only one part of successfully controlling them. Be prepared, know your state regulations and follow your company’s policies. Remember that details matter with termites and one little miss can turn into a big mess for everyone.

W. Douglas Webb, B.C.E., is technical manager with Terminix International. He earned his master of science degree in wood science and technology from Mississippi State University. He has served Terminix customers for more than 38 years.

Almost like Carmax, the “no-haggle pricing” that’s clearly defined on the rate cards Greg Schmidt provides potential customers leaves no question about what services will cost — and no wiggle room for technicians to bump it down to win a job.

“We don’t play the pricing game,” says Schmidt, president, Pest Solutions, Richmond, Va. “It doesn’t matter the size of the house or the car you drive.”

Aside from military, senior citizen and first-responder discounts, the price is the price. For the most part, existing clients get it and Pest Solutions is charged with explaining the value of their service to prospects so they understand the real cost associated with receiving quality pest management. So when a low-baller tosses out an estimate that feels like one of the old K-Mart Blue-Light Specials, Schmidt doesn’t counter-offer and customers who bite often return after getting burned. 

“I do recall an elderly widow that had our service for a number of years and a door-knocking company came to her neighborhood and promised her a lot for a lower price,” he says. “It turned out they delivered a lot — a lot less. She ended up coming back to our service within six months. That made us very happy, and her as well.”

Sure, it’s personal when a client lets you loose because a cheaper deal landed on their doorstep, Schmidt admits. “We are a family-owned company, we have a good team, and we consider our clients a big part of that, so we do take it personally,” he says. “But we are all consumers, especially in this environment of cutting expenses, so I understand it — I don’t hold anything against them. Instead, we endeavor to personally talk to them and show them the difference every time someone calls to cancel for any reason.”

For Travis Aggson, securing business in the competitive Manhattan, Kan., market involves understanding how low they can go while still making a profit and delivering value. American Pest Control provides this bold offer, written out on the back of fliers: If you can match our credentials and service, we’ll match a competitor’s price for a typical service call.

The thing is, many lowballers do not have the same credentials, and the service they’re delivering is not the same. So, this opens up an opportunity for American Pest Control to explain their price and, essentially, justify a higher cost to a skeptical prospect who’s been romanced by a low-ball estimate.

“We try to be competitive, but we need to survive and pay our bills,” Aggson says. “We want to compare apples-to-apples, so we’ll look at our service offer and say, ‘We can match that price, but we’ll take off this line item,’ whether it’s quality control or providing an added inspection. But we’ll never get to a point where it’s detrimental to a property.”

This requires setting an expectation that you get what you pay for.

And ultimately, that’s the hard-knocks lesson clients learn when they’re lured into a contract that is way below market price.

Lowballing is an industry constant, pandemic or not.

“It’s always a topic of discussion at industry roundtables,” says Martin Overline, president, Aardvark Pest Management, Philadelphia, Pa.

It’s a rather heated topic, actually. “Lowballing is a race to the bottom and not one we care to win,” says Carl Braun, president, Quality Pest Control, Omaha, Neb. “In the lowball game, eventually corners are cut, and who pays the price? The client.”

But the temptation is real when a business is struggling, a market is saturated with competitors, or the economic landscape of a region is such that clients are tightening purse strings. The key to holding a solid ground on pricing and sustaining a healthy profit is to know your numbers, show your value and stick to your guns.

PRICING TO LOSE? “Beware of bargains in fire extinguishers, brain surgery and pest management,” quips Braun. (It’s one of his favorite lines.)

Common lowball clients include multi-family complexes, especially those with many locations that want a volume discount, Braun notices. The same goes for some government/municipal accounts. Real estate termite inspections are another piece of business that tends to operate based on how low you can go. “We’d do some of those inspections, but we never got the job when we bid it,” he says.

Seasonal salespeople who might not understand the service are also lowball instigators. “They might not have full knowledge of the business, or they are given the freedom to roll with whatever to get the contract,” Schmidt says.

There are lowballers and value-players if you ask Braun. “There is a guy in town who advertises, whatever the competitor’s price is, we’ll beat it by $50 — so that’s lowballing, and we never get those jobs,” he says.

On the other hand, there is competitive bidding. And that demands owners understand their expenses and time. As Aggson says, “Time is something you will never get back, so make sure you are pricing to control pests and not just to get a job.” That’s why American Pest Management leverages its software program to produce productivity reports. Technicians are equipped with handheld devices that generate virtual service tickets for every account. While on site, technicians clock in and out of jobs.

In the system, the drive time and materials are assigned for every job. So, Aggson can quickly review a dashboard and determine, based on time, whether the job is profitable. This helps with bidding new work and establishing pricing. “Rather than asking a tech who is bidding a job, ‘How much material are you going to use? How long does it take to drive there?’ All I have to ask is, ‘How long will it take to do the initial service and how long for the follow-ups, including drive time?’ Then, I can give them a low-level number to offer the service.”

This is competitive pricing, not lowballing. “We do not offer free inspections, and that helps us cut out people who are just looking for the cheapest options,” Braun says.

FREE INSPECTIONS? What about free inspections? Even with the right pricing, will you ram revenues into the ground if you’re spending time on properties without billing?

Braun says that his firm’s fast response to calls is part of the reason. “We say, ‘I can have someone out to look at your property tomorrow,’ and I let them know the fee,” he says. “If they say, ‘Hold up, I want you to take a look and give me the options,’ I say, ‘Perfect. That will cost $89, and we will apply that to your service.’ If they balk at that, it’s a disqualifier. We are either selling the job on the phone for a one-time service, or we are telling them we will charge them for an inspection. Most of the time, our clients are fine with that.”

Yant points out, “Plumbers and electricians do not come on site without charging a fee to make an assessment.”

Julie Yant says she and husband, Andy, tried to charge a nominal $25 fee for inspections, but that lasted for less than a year. “It was not well received,” says the co-owner of Pest Inc., Goodlettsville, Tenn. “We wanted to at least cover the labor and gas for the drive time, and I wish we could go back to charging, but in our market everyone offers free inspections.”

However, Pest Inc., does charge for bed bug inspections, and this service is not included in their Happy Home Pest Protection Plan, a bundle that allows the company to give customers a “deal” while maintaining profitability. “We have tiers and add-ons with the program,” she says, noting how the “buildability” of their offer gives clients flexibility to spend more or less on pest control. Services are slightly discounted if purchased with the program. “We let them know if they want that pricing, there is the program — and otherwise, we have one-time pricing,” Yant says.

SHOW THEM THE VALUE. Before door-knocking season in the spring, when salespeople tend to hit the streets to earn new business, Schmidt sends out a friendly letter to his client base. “It’s a forewarning of the solicitations that will occur to give them a heads-up,” he says, noting that the letter is ultimately a value statement. “We want them to know we are serving them.”

Selling value vs. price is how to avoid playing the pricing game.

“If you’re doing your job and you have investigated where your pricing stands in the market per hour, you should be able to uphold that price,” Overline says.

Yant reflects back on when Andy started their business 20 years ago and set pricing for services. They went in 20 percent higher than competitors. “My husband had worked in the industry for a period of time and he knew what other companies were offering and not offering,” she says. “He wanted to differentiate us from that and offer the caliber of service we wanted to provide.”

He knew he had to cover costs, too. “Our focus has always been to be the professionals and experts in the field,” Yant says.

But how do you show that to prospects and clients who don’t necessarily understand the training, quality control and knowledge required to deliver effective pest management?

Sometimes, they learn the hard way after they leave for a lower-priced provider and then return for superior service. “If clients are not happy and think they are not getting value, we ask them to let us know and give us a chance to fix it,” Braun says. “And, we let them know they are not held to a contract, and that seems to ease their minds.”

BUILDING VALUE. Braun reminds PMPs that there’s big value in the little things, such as bringing in trash cans from the curb, walking a newspaper that was flung into the lawn up to the front porch, or making a personal phone call to ask, “How is our service?”

Ultimately, “You are not going to stay in business if you are a lowballer,” says Dan Gordon, owner, PCO Bookkeepers and M&A Specialists, who also broadcasts the PMP Industry Insiders podcast with Donnie Shelton of Coalmarch and Triangle Pest Control.

He recommends reviewing the cost study at PCOBookkeepers.com to understand how much you must spend to run your business so you can price for profitability. “Your price-per-hour should be at least $100 and your route efficiency needs to be a minimum of 65 percent,” Gordon says, adding that this is a general baseline and companies must carefully review overhead, labor, material and other expenses like insurance.

A danger of newer business is entering a market with a price that’s too low, even if your expenses are a startup level, Aggson says. “You might not have a brick-and-mortar office or employees, but if you are charging 50 to 20 percent less than the competition, you’re leaving money on the table,” he says.

Plus, eventually raising prices as your business and its overhead expenses grow could result in more client attrition than you expected. And Gordon notes that in today’s hot M&A market, potential buyers are not turned on by companies for sale that are price-cutters — an important succession-planning factor to consider. In the service industry, buyers are essentially purchasing your customers, and they don’t want them to cancel the service if pricing must be corrected. “If you are a lowballer, your company has very little value on the M&A market,” he says simply.

Successful business owners have a “win some, lose some” mindset if a customer shops only on price. And many industry consultants recommend raising prices annually, as the cost of materials, labor, insurance, rent and even the K-cups for the office will naturally rise every year.

Attrition isn’t necessarily a bad thing if you’re losing the folks who only want a deal.

The author is a frequent contributor to PCT.

Pest control is a critical component of food safety programs in food plants and food service facilities across North America. This is particularly true during a global pandemic, when protecting the nation’s food supply and the supply chain become even more important as food processors and industry product suppliers respond to this once-in-a-lifetime event. Fortunately, there is ample market expertise to help PMPs, food processors, sanitarians, quality assurance personnel and other industry stakeholders navigate the uncertain waters caused by the pandemic.

To learn more about the ins and outs of pest control in food-processing and commercial facilities, as well as how technology is transforming the treatment and regulatory landscape in these complex facilities, check out PCT’s inaugural virtual conference of 2021. For only $99, PMPs can hear from an impressive speaker faculty on this topic. Learn more at http://foodprocessing.pctonline.com.

Sessions and Speakers Include:

Rodent Exclusion and the Emerging Role of Electronic Rodent Monitoring Systems (ERM), Dan Collins, Director of Pest Management, Rose Acre Farms, Seymour, Ind.

How to Stay Audit Ready, Chelle Hartzer, Board Certified Entomologist, Owner, 360 Pest and Food Safety Consulting, Atlanta, Ga.

Key Inspection Points in Liquid & Dry Processing & Storage Facilities, Pat Hottel, Technical Manager, Terminix, Bartlett, Ill.

The Role of New Technology in Today’s Food Safety Standards and Regulations, Kristie Grzywinski, Technical Director, Safe Quality Food Institute, Arlington, Va.

PCT Virtual Conference: Pest Control in Food Processing & Commercial Facilities

Date: Wednesday, April 28

Time: 12:00-5:00 p.m. (EDT)

Cost: $99 per person

Learn More: http://foodprocessing.pctonline.com

Can’t Attend the Day of? All registered attendees also will receive a link to an online copy of the virtual conference 5 to 10 days after the event.

Platinum Sponsor:

Gold Sponsors:

MONHEIM, Germany — Bayer announced on Feb. 24 its intent to divest the company’s Environmental Science Professional business (ES) as part of “plans to accelerate the strategy implementation of its Crop Science division.” 

Bayer’s Environmental Science Professional business provides solutions to control pests, disease and weeds in non-agricultural areas such as professional pest management, vector control, industrial vegetation management, forestry, and turf and ornamentals. The Environmental Science Professional business had sales of more than $725 million in 2019. 

In the professional pest control market, Bayer offers one of the largest portfolios of products and solutions in the industry, supported by a strong and experienced technical/sales team. The company’s product line includes such well known brands as DeltaGard, Maxforce, Premise, Suspend, Tempo and the Bayer Rodent Monitoring System.

Following the announcement, PCT and sister publication Golf Course Industry caught up with Gilles Galliou — currently head of commercial operations for Bayer Vegetable Seeds Americas — who has been tapped to lead the divestment of Bayer’s Environmental Science business.

Galliou said ES was a “special” and “profitable” business for Bayer, and it benefitted from Bayer’s technology, research capabilities and processes, but ES was “always on the side of the major business that’s the crop business.”

Bayer had long considered divesting ES, Galliou said, and the decision to do so now was based on “a focus on the transformation and the investments that Bayer Crop Science wants to do in the ag world,” and that for the investments ES needs to move forward, “maybe those investments are better placed outside.”

As leader of the divestment, Galliou will act as CEO of this new company. He said his immediate responsibilities will focus on separating ES from Bayer and structuring the business independently, then leading as CEO once the organization is ready to become independent. “It’s a marathon, it’s a long process. It’s not easy to separate a fully integrated division,” said Galliou, who added he expects the divestment to be finalized in mid-2022.

The Environmental Science Professional business will be based in Cary, N.C., effective June 1. The division conducts business on multiple continents and Bayer devoted significant time following the announcement communicating with employees about how the divestment will impact current operations and interactions with customers.

“This is not going to affect our employees and it’s not going to affect our relationship with our customers,” Galliou says. “This case is based on growth and it’s not based on cost management and, therefore, we will continue to fully engage our customers with the team that we have today. During the whole process our No. 1 focus will be to maintain the service and the product and the engagement we have toward our customers. It’s not going to affect that relationship. Our expectation is that it will maybe bring additional opportunities in the short and mid-term to those customers and employees.”

Bayer is one of the pest control industry’s strongest supporters and association partners and Galliou said this commitment will continue. “I can guarantee that our engagement toward the industry and industry associations, in general, will be very, very strong,” Galliou says.

While Galliou would not comment on potential suitors, he said, “We are looking to become an independent company, but again, we are at the very beginning of this process and we are preparing for all options.”

PCT will be providing additional coverage of this important industry development online (www.pctonline.com) and in the magazine. — Brad Harbison and Guy Cipriano (Golf Course Industry magazine)

In Memoriam: Bill Spitz

HOUSTON — Bill Spitz, who owned and operated Big State Pest Control, Houston, Texas, and was a former NPMA president (1971-72), passed away on Feb. 14. He was 95.

A Brooklyn native, Spitz enlisted in the U.S. Army at the outset of World War II. Serving in the U.S. Army Air Corps in Brooklyn, during flight school he distinguished himself and became the leader of 5,000 other cadets.

After the war, Spitz moved to Houston, Texas, in 1950, where he met his wife Joan. The couple launched Big State Pest Control, which grew to become a Fortune 500 company. Spitz became a respected businessman in the Houston community who made regular TV and radio appearances, according to his obituary on Legacy.com.

Bob and Judy Dold of Rose Pest Solutions, Chicago, were longtime friends and colleagues with the Spitzes. Judy Dold remembered Spitz as a charismatic, caring leader. “He was a big man physically, with a big personality, but never abrasive,” she said. “He loved spending time with his four boys and was active in his community and a leader at his temple.”

Later in life, Spitz mentored seasoned business executives and novices alike for more than 30 years and was president of Silver Fox Advisors. — Brad Harbison

April to be Recognized as National Pest Management Month

FAIRFAX, Va. — National Pest Management Month (NPMM) is an annual observance recognized by Chase’s Calendar of Events each April and the Professional Pest Management Alliance (PPMA), which serves as the consumer marketing and public outreach arm of the National Pest Management Association (NPMA), is encouraging the industry to get involved and celebrate. NPMM highlights the professional pest control industry’s commitment to the protection of public health, food and property from the threats posed by pests — a role that has become even more crucial amid the global pandemic.

“This special designation has been recognized for more than 40 years, and with professional pest control deemed an ‘essential service’ amid the COVID-19 pandemic by the U.S. Department of Homeland Security for its vital role as a protector of public health, there’s no better time to remind homeowners just how vital these services are,” said Cindy Mannes, executive director of PPMA.

With necessary social distancing measures in light of the COVID-19 pandemic still in effect, many are noticing pest infestations as they spend more time at home, underscoring the need for a reliable pest control partner. With a concerted media relations and social media campaign, PPMA will focus its public outreach efforts during NPMM on reinforcing the essential role of professional pest control and the value of working with a licensed pest control professional among consumer audiences.

PPMA is asking pest control companies to join the alliance in devoting their social media pages to National Pest Management Month, using the hashtag #NPMM in all posts and interactions on social properties this April to help bring further awareness to this observance.

Mainframe subscribers also will have access to an exclusive toolkit of marketing materials that can be used as a resource in their publicity efforts. For more information about PPMA and its marketing programs or to subscribe to Mainframe, visit http://www.npmapestworld.org/ppma.

EPA Orders Amazon to Halt Illegal Pesticide Sales

SEATTLE, Wash. — The Seattle office of the U.S. Environmental Protection Agency announced on Feb. 9 that it has issued a “stop sale” order to Amazon.com to prevent sales on the platform of potentially dangerous or ineffective unregistered pesticides and pesticide devices making illegal and misleading claims, including multiple products that claimed to protect against viruses.

This action adds 70 products to a June 6, 2020, EPA order which contained more than 30 illegal products.

“Unregistered pesticides in the e-commerce marketplace pose a significant and immediate health risk to consumers, children, pets and others exposed to the products,” says Ed Kowalski, director of the Enforcement Compliance Assurance Division in EPA’s Region 10 office in Seattle.

This is the third pesticide stop-sale order issued by the agency to Amazon in the last three years. Beyond the stop-sales, EPA has mounted other efforts to stop fraudulent products, such as partnering with U.S. Customs and Border Protection to stop multiple imports of millions of illegal disinfectant products imported by or for sale on Amazon. EPA also has provided guidance to e-commerce companies on multiple occasions about their requirements to ensure their disinfectant products are legal and safe.

The agency advises consumers who have purchased an unregistered pesticide product or a misbranded pesticidal device to safely dispose of it in accordance with local, state and federal laws. This is especially important for consumers seeking to protect against SARS-CoV-2, the virus that causes COVID-19. EPA recommends that consumers only purchase products on EPA’s “List N of Disinfectants for Coronavirus (COVID-19).” EPA expects all products on this list to kill the coronavirus when used according to the label directions.

Under the Federal Insecticide Fungicide and Rodenticide Act, pesticides and disinfectants intended for sale in the U.S. must be evaluated for safety and efficacy by EPA and bear approved labeling with an EPA registration number and an EPA establishment number. In contrast, pesticidal devices must bear an EPA establishment number and conform to certain other requirements, but they are not evaluated for safety and efficacy by EPA before marketing. Source: EPA.gov

Documentary Details WSDA’s Hunt for Asian Giant Hornet

OLYMPIA, Wash. — The Washington State Department of Agriculture (WSDA) project to find and trap the Asian giant hornet is now the subject of a new documentary available to stream on Discovery+.

Last fall, a production crew spent six weeks in Washington filming beekeepers, researchers and WSDA staff for the documentary. The 90-minute production, “Attack of the murder hornets,” is available to stream via Discovery+, a subscription-based channel.

By chance, filming began the day before WSDA entomologist Chris Looney caught the first live Asian giant hornet in the U.S., with the crew capturing footage throughout the project, including when WSDA found and eradicated an Asian giant hornet nest.

In addition to documenting key developments in the quest to find an Asian giant hornet nest, the film also shows the extensive collaboration between government agencies and the public, including the widespread trapping work by members of the Mt. Baker Beekeeper Association and other citizen scientists around the state.

“This film is an opportunity to educate people in an entertaining way about the work that is being done to prevent Asian giant hornets from establishing in the Pacific Northwest,” Sven Spichiger, WSDA managing entomologist, said. “Viewers will see some great shots of these hornets and the film does a good job showing how important the partnership between government agencies and the public has been to this effort.”

“When it comes to preventing and stopping invasive species, we all have a role to play and this film demonstrates what can be accomplished through collaboration,” said Justin Bush, executive coordinator of the Washington Invasive Species Council. “We are excited to see how the film will increase awareness of invasive species with such a large audience.”

The film begins airing as WSDA’s Pest Program continues to evaluate results from last year’s giant hornet project and plans for the 2021 survey season, which will begin this summer.

PCO M&A Specialists, William Blair Release December Pest Index

NEWTON, N.J. — According to the William Blair/PCO M&A Specialists Pest Index, which is a proprietary index of the monthly sales for 140 different U.S. pest control companies across 30 states, the total U.S. pest control index increased 8.8 percent year-over-year in December 2020. On a sequential basis, the index decreased 3.8 percent from November 2020, which is slightly better than the historical trend. The index declined 5 percent sequentially in December 2019 and 10 percent sequentially in December 2018. This index includes recurring and nonrecurring revenue for the residential pest, commercial pest and termite markets. It does not include residential door-to-door companies.

The 9 percent year-over-year U.S. pest index increase in December marks an acceleration from November (+7 percent) and October (+5 percent). The improving trend was driven by a step up in the residential pest market throughout the quarter, combined with stronger commercial growth in December, the report’s authors say.

“We are again surprised by another positive monthly report as trends continued to steadily improve throughout the quarter,” said William Blair Equity Researchers Tim Mulrooney and Sam Kusswurm, pointing to the work-from-home environment and favorable weather as factors supporting stronger residential volumes and retention rates. “Meanwhile, the commercial market appears to continue to recover as mandatory restrictions are lifted and businesses continue to reopen.”

View past reports at www.sellmypco business.com.

Pest Posse to Host Women in Pest Control YouTube Series

SANTA CLARA, Calif. — The Pest Posse will host its fourth annual Women in Pest Control YouTube series, sponsored by Target Specialty Products, each Monday throughout the month of March.

The Pest Posse, based in Santa Clara, Calif., is a weekly YouTube series, continuing training solution and consulting company dedicated to pest management professionals and owners of small- to medium-size businesses.

March is Women’s History Month, highlighting the contributions of women in history and contemporary society. The Women in Pest Control series will recognize five women who work in the pest control industry as service technicians, business owners or sales representatives. Each live episode will feature one of the women being recognized.

View the 2018, 2019 and 2020 Women in Pest Control series on The Pest Posse YouTube channel at www.youtube.com/c/thepestposse.

Learn more about The Pest Posse at www.thepestposse.net.

NPMA ELP Class of 2021 Announced

FAIRFAX, Va. — The National Pest Management Association (NPMA) announced the selection of the Executive Leadership Program (ELP) class of 2021 participants, which is designed to prepare professionals for association leadership roles and develop ambassadors for the industry, NPMA says.

“As proven with the previous four ELP classes, the curriculum presents a fantastic opportunity for these aspiring association leaders to grow professionally and personally. In turn, NPMA benefits by hearing fresh perspectives and establishing a pipeline of engaged members. It’s truly a win-win situation,” stated NPMA CEO Dominique Stumpf. “We are proud to continue this program with the support of WorkWave, and look forward to working with this new group of passionate participants.”

The six candidates of this class were selected through a rigorous application process. Applicants were selected based on broad criteria, which accounted for leadership potential, industry participation and commitment to professional development, among other factors, NPMA said.

The Executive Leadership Program Class of 2021 includes:

• Solomon Airhart, Aruza Pest Control, Charlotte, N.C.
• Austin Burns, Burns Pest Elimination, Phoenix, Ariz.
• Courtney Carace, Pest-End, Plaistow, N.H.
• King Jones III, CT Pest Solutions, Naugatuck, Conn.
• Rusty Prewett, Prewett Pest Control, Auburn, Ala.
• Mickey Thomas, Arrow Exterminators, Atlanta, Ga.

During the two-year curriculum, candidates will participate in training sessions and courses designed to cultivate skills and knowledge essential to successful organizational leadership within NPMA and beyond. Training will encompass a comprehensive range of competencies including: the history of NPMA and its future plans, industry trends and consumer insights, inclusion and diversity training, executive etiquette, public policy and legislative issue navigation and community engagement, along with a suite of skills related to strategic management and planning.

The Executive Leadership Program is an NPMA initiative designed to find passionate, committed and engaged individuals from all parts of the country who want to enhance the association and the membership experience. Applications for participation will be accepted on an ongoing annual basis. Visit www.npmapestworld.org/elp to learn about the program and to apply for the 2022 class.