For anyone involved in the industry, it has become evident in the past few years that regulators will continue to push for less use of spray pesticides not only inside the home, but outdoors as well. In fact, on Aug. 21, the state of New York passed a new pesticide law requiring lawn and tree care companies to notify neighboring properties within 150 feet of any area where pesticides have been sprayed (see related story on page 10).
While this law does not pertain to the pest control industry per se, it is further proof that lawmakers on the federal, state and local levels will continue to push for anti-pesticide legislation.
"It has become obvious that EPA and environmental groups are working toward elimination of broadcast applications of residual insecticides," says Alan Bernard, president, Innovative Pest Control Products. "First the organochlorines were forced off the market and now the organophosphate insecticides are under attack. The impending loss of these products and this type of treatment is forcing the industry to seek alternative methods to control their customers’ problems."
FILLING A NEED. Recently, PCOs and manufacturers have been seeking alternatives to spray pesticides. And one of the responses from manufacturers in recent years has been the continued development of outdoor refillable bait stations for perimeter pest control. This type of pest management offers reduced pesticide use and, at the same time, can provide long-term control of a variety of pests.
The concept of perimeter pest control using outdoor perimeter baiting stations is simple. An insecticide bait, in the form of granules, pellets, flowable powder, paste or liquid is placed in an easy-to-use bait station that can be either in- or above-ground, depending on the model type and target pest.
The baits used in the stations are an active ingredient mixed with food or an attractant carrier and they are fed upon by the targeted pest. Baits are particularly effective on social insects such as ants and termites because these pests collect food and share it with their colony. Because of this food-sharing behavior, a slow-acting insecticide is best for controlling social insects, so the insect carrying it does not die before returning to the colony. By gradually destroying the colony, some contend that baits offer a more permanent pest solution than broadcast applications of spray pesticides.
The biggest advantage of the station is its ability to preserve and protect baits, many of which are sensitive in nature.
"Waterbury Companies and other manufacturers started developing outdoor perimeter baiting stations to overcome challenges faced by the new liquid and gel bait formulations (e.g., evaporation, degradation and contamination) now preferred by ants — the No. 1 outdoor pest," said Dr. Mohamed Rachadi, vice president, professional products division, Waterbury Companies. "Better understanding of ant foraging and feeding behavior led to the development of outdoor localized bait delivery systems."
Because of the market potential for outdoor perimeter baits and baiting stations manufacturers have introduced several new products (see chart on page 101).
"The public in general continues to be more concerned about pesticide exposure, and effective products that minimize exposure will be increasingly in demand," said Mark Neterer, senior marketing specialist, Dow AgroSciences. "Perimeter bait stations are an ideal option because they typically use minute amounts of active ingredient and do so outside of the property owners’ living space."
PCO REACTION. Outdoor perimeter baits and bait stations are attractive to PCOs because they offer targeted applications with reduced pesticide use, an "outdoor solution" to a pest problem and long-term control. However, using outdoor perimeter baits and baiting stations is a departure for PCOs accustomed to making broadcast applications of spray pesticides or granules for perimeter control. Broadcast applications have proven effective, low cost, easy to use and efficient. Therefore, many PCOs continue to use this method, despite the movement to minimize large-scale pesticide use.
Another aspect of outdoor perimeter baits and baiting stations that PCOs have had to get used to is the cost factor. Stations range in price from $1 to $7 per unit (with most falling in the $3 to $4 per station range), but the major cost is labor. Each station takes 2 to 3 minutes to install, which may mean an extra 20 to 30 minutes per account for the initial service. This labor cost has been too high for many PCOs, especially since in most cases these stations have to be used in combination with other treatments because baits only work on certain pests. Perimeter bait stations also require frequent monitoring, thus another added labor cost. Manufacturers have responded to this need by making stations with larger bait chambers so that they will have to be checked less frequently. Also, most newer outdoor perimeter baiting stations no longer have to be removed from the ground in order to be refilled with bait. This allows for quicker, more efficient servicing.
SELLING THE SERVICE. Because of the costs associated with outdoor perimeter baits and bait stations, this type of control has not totally replaced broadcast applications of pesticides for perimeter pest control. However, many PCOs have found value with these stations, using them to treat a specific pest problem, as a monitoring device or as part of an overall service program.
For example, some PCOs have made outdoor perimeter bait stations an add-on service. They can offer their customers who receive regular pest services installation and regular servicing of outdoor perimeter bait stations for a small additional fee. Offering this type of service allows a PCO to differentiate him or herself from competitors.
Like so many of the services being offered by PCOs today, successful and profitable outdoor perimeter pest control using baits and baiting stations is dependent on innovative PCOs who must sell their customers on the benefits of this service.
Gordon Morrison, national sales and marketing manager, The Clorox Company, says that if the salesperson or technician is in tune with the features and benefits of the stations, "it’s relatively easy to sell the customer on the concept of trying to do better pest control with less pesticides."
Also, outdoor perimeter bait stations have become attractive to some PCOs from an operational standpoint. In the past 20+ years, there have been more two-income families. People are at homes less and it has become increasingly difficult to schedule service times. As a result, many PCOs are concentrating more of their control efforts outdoors since outdoor treatments do not require a homeowner to be present.
Moreover, outdoor perimeter baiting stations can provide PCOs with an effective marketing tool. "They offer a ‘leave behind’ and a way to remind their customers they are still working — even when they are not there," says Eric Snell, technical director, B&G Equipment.
A number of manufacturers have developed outdoor bait stations specifically designed for social insects such as termites and ants, as well as stations for general insect control. A recent trend in outdoor baiting system product development has been baiting stations with multiple feeding chambers to control more than one target pest or pest species.
Manufacturers are also pushing the envelope in terms of making stations inaccessible to children and pets. Child-resistant or sealed caps, as well as caps with locks and keys, have become prominent features. These secure-closing features give customers peace of mind that 1) the bait will remain effective; and 2) it will not pose harm to children and/or pets.
CONCLUSION. Since they were introduced several years ago, outdoor perimeter baits and bait stations have piqued the interests of the pest control industry. Outdoor perimeter baiting systems offer PCOs and their customers an innovative pest control solution with reduced pesticide exposure.
Market acceptance to outdoor perimeter baits and bait stations by PCOs has been gradual due to costs associated with this type of control. However, with recent regulatory challenges forcing PCOs to reexamine the use of large-scale spray pesticide use outdoors, perimeter baits and baiting stations will be a pest management alternative to watch in the future.
A Powerful Marketing Tool
In addition to being an innovative tool for the control of structure-infesting pests, outdoor perimeter baiting stations can give PCOs added value because of their marketing potential.
Pest control is work that largely goes unnoticed or is soon forgotten by customers. This is especially true when PCOs use spray pesticides. Outdoor perimeter baiting stations, on the other hand, provide customers with a constant reminder that their property is being protected against structure-infesting pests.
"I was at a course taught by Dr. Austin Frishman and he said that some customers attach the success of your program by the stuff you install and I’ve found that to be true," said Bob Heiney, owner/operator, Ants and Things Pest Control, Bayport, N.Y., who uses B&G’s Perimeter Patrol System at a number of his accounts.
In fact, B&G Equipment Company has even created a flyer for PCOs to hand out to existing or potential customers (above) about the benefits of its outdoor perimeter baiting systems. This flyer also serves as reminder of the bait station’s benefits.
Also, Heiney noted that when installing the bait stations, customers have become more interested in pest control work being done on their property. He added that if customers don’t renew their contracts with him that he will remove the stations and reuse them to save money, but also because "every time they see the stations it is a reminder that we are visiting and when they don’t see it, it is a reminder that we are not visiting."
