PMPs Greenlight Natural Products

Chris Thornton believes in the power of natural pest management. His company, Earth Right Exterminating, manages pests for customers in Tennessee, Georgia and Alabama with great success using an organic-first approach. According to Thornton, 75 percent of the products he uses are organic, and they’ve helped his team achieve a 99 percent success rate.

“Organic pest management is nothing new; it’s actually stuff Grandma knew back in the day,” said Thornton. “She washed dishes in a dish pan and then poured the water around the house to get rid of the bugs. It worked because she was using soap made of lye, a natural insect repellent. So the organic trend started with ‘grandmother science,’ and then manufacturers serving the pest control industry got into the game.”

As those manufacturers continue to evolve and improve organic pesticides, these products are gaining momentum with PMPs and customers alike. In 2023, PCT’s State of the Naturals survey revealed that 75 percent of PMPs were using at least some natural products in their pest control services. That percentage grew to 81 percent in 2024, with respondents reporting that, on average, 16.4 percent of the products they use are green.

It’s not just using the products but understanding how to use them that’s helped them become more popular. For full effectiveness, they must be used as part of a comprehensive IPM program implemented by a knowledgeable technician.

“You have to bring science into it. That’s why all my technicians take entomology courses, so they can bring the science of nature into customers’ living rooms,” Thornton said.

Dalin Russell of Green Balance Pest Control in Richmond, Texas, explained, “Our first responsibility as pest management professionals is to educate the customer — after all, they are paying us for our expertise. This includes having an open discussion with them about what they’re seeing and suggesting realistic action thresholds for the pest(s) they’re dealing with. Then, we inspect, make recommendations for removing conducive conditions and, as the last step, discuss their product choices. Great IPM entails being open to the conscientious use of conventional pesticides as well as organic products that can be effective.”

THE PRICE IS RIGHT. One of the obstacles to using natural products has historically been their higher price. But PMPs are finding their price tags to be more comparable with those of their conventional pesticide counterparts, which means opting for an organic program doesn’t necessarily raise the price for the customer.

Across the country, only about a third (34 percent) of companies are charging more for a green service, according to the 2024 PCT study, with the Northeast and Midwest regions being outliers, at 43 percent and 14 percent, respectively. Sixty-two percent charge the same for green and conventional treatments. Very few charge less for green, which is understandable given the investment of time that goes into a service that’s focused on using minimal product to achieve maximum effectiveness.

Price usually isn’t the biggest factor for customers committed to a green lifestyle, said Russell. “Often, these customers are willing to pay more because they see more value in a natural solution.”

STOP & SMELL THE ROSEMARY OIL. Remember when pest management companies hesitated to use natural products because so many of the botanical oils had a strong scent? Customers wouldn’t want those odors in their homes or businesses, PMPs reasoned, so they often opted to steer clear of them.

It’s a new day.

“Some of our older customers feel that, if it doesn’t smell, it’s not real pest control. With conventional pesticide applications, that smell told them it was working,” said Thornton. “When we spray an eco product in one of their homes, we try to spray a little around where they are so they can smell it. That gives them more confidence.”

In fact, Thornton added, a lot of Earth Right’s customers prefer the scent of green products. “It’s not an invasive smell, like the chemical, metallic smell of some conventional pesticides. Some people say it smells like a greenhouse or a fresh summer day.”

Toby Crowe of Compass Pest Management in Cornelia, Ga., agreed. “If a pesticide has no odor, our older customers wonder if we’re just spraying water,” he said. “That odor lets them know they’re getting something for their money. Plus, some of the natural products — mint and eucalyptus, for example — really do smell good.”

Pest management professionals need to be respectful of customers’ sensitivities and be willing to engage in discussions about products, said Russell. “In interior areas especially, the aroma of natural products is more prevalent. When we use those products, it requires some pre- explanation. For example, we may say, ‘There’s cedar oil in this product; if the smell bothers you, let me know, because we can pivot and look at other treatment options,’” he said.

But for those customers who are looking to add a little kick to their indoor fragrance profile, bring on the botanicals, Thornton said. “During the holidays, we use a lot of peppermint and spearmint for a fresh, Christmas-y feeling,” he shared. “Psychologically, it brings a little more joy to the customer, and we notice it also seems to make them a little more receptive to the treatment.”