Varying Viewpoints On Over-The-Counter Sales

But killing bugs is easy; at least that is the prevailing perception among consumers I have talked to. Often consumers do not want to hear that they really should use professional services, or that PCOs have the knowledge and experience to deal with the problem. These homeowners think they can do it themselves. They have no regard for what chemicals they use, nor do they know how to use the chemicals properly. Their attitude is, “Just give me the stuff and let me do it myself.” Will we ever get to those people? Are they the people we will target as customers in the future?

How many of you sell pest control products — products that are “for use by professional pest management companies only” — to these people? I find this interesting. You do not want the manufacturers to make the product available to homeowners but you will sell it to them. Money does make the world go round, doesn’t it?

There is a way of dealing with this scenario. We could make all of our products restricted use only. This is a fairly severe thought, considering that the “restricted use” designation carries with it the connotation that the chemical is some deadly poisonous material. However, we could face that situation in the future if things go on the way they are — the U.S. EPA may impose its style on the products we use. Furthermore, through the Food Quality Protection Act of 1996, we, as well as consumers, could lose products.

Perhaps our job is to bring some equality to the situation. Maybe we need to stress that these products can be purchased and used by the public, creating greater exposure risk to children than when PCOs make applications. But we would really need to have the back-up data to take that kind of stance. In addition, since the materials available to both the industry and the public have become more benign over the years (baits, for example), this issue could become moot.

WANTS AND NEEDS. Our most recent experience with consumer products has hit the southern states in the form of a new termite bait available to the homeowner. The product, called Terminate, is available at a much lower cost than those available to PCOs.

The industry’s position on over-the-counter termite bait products is that our professional experience is needed to successfully use termite baits. This brings us to an interesting situation. The label of the Terminate product is much more liberal than the similar professional product from FMC Corp. Many PCOs have thought about buying Terminate and using it since it is cheaper and can be used more liberally.

Furthermore, some regulators question the performance of baits. Others may be concerned about warranties. They also may believe the promotional claims for these do-it-yourself termite bait products are bordering on the fraudulent. After all, they hold your feet to the fire if damage continues or consumers complain. Who are they going call when the consumer bait fails and consumers start complaining? I have heard that during presentations on this bait product at distributing centers, homeowners have been told that damage occurring during the baiting period will be covered by homeowners insurance. Right! Don’t we wish!

We could send a letter to the Federal Trade Commission about this product, but not much is likely to happen — consider how long we’ve had ultrasonic devices for pest control. What, if anything, has the FTC done?

WHAT WE CAN DO. We maintain that our style is to offer professional services, but we work against this daily. Furthermore, we get help from the general media. Every year in the spring there are those wonderful stories about termites in the consumer magazines we receive, especially those geared toward remodeling and home repair. The articles are laced with the usual recommendations, such as contacting the NPCA. Still, I generally can’t get through these articles without spotting something wrong. Usually it is inaccuracies in product availability or termite development. But one article really bothered me this spring. It stated that homeowners should “Insist on a free inspection.”

Where do you think this comes from? After I calmed down from that I opened the mail and found an envelope full of coupons for local companies offering services from carpet cleaning to — you guessed it — pest control. One coupon said “Free termite inspection,” “$25.00 off,” and better yet a $65.00 termite warranty, inspection and treatment (with the caveat being there are no termites in the structure at this time). Yes, we are our own worst enemy.

George Rambo is a contributing editor for PCT. He is based in Herndon, Va.