PMP Industry Insiders

Coalmarch by WorkWave's Rachel Betterbid is back on the podcast for part 2 of a discussion about how demand for home services is slowing down. In this episode, she shares several things business owners can do in the short- and long-term to overcome a drop in demand for pest control and lawn care services. Guest: Rachel Betterbid, VP of Digital Marketing, Coalmarch by WorkWave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Like what you heard? Rate and review us on Apple. Tell a friend in the industry.

Coalmarch by WorkWave's Rachel Betterbid joins the podcast to discuss why many home services companies are seeing a drop in demand. She shares her observations, market data and marketing trends in the pest control and lawn care industries. Guest: Rachel Betterbid, VP of Digital Marketing, Coalmarch by WorkWave Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Guest: Dr. Mike Bentley, Vice President of Training & Technical Services, NPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Dr. Mike Bentley, vice president of training and technical services for the National Pest Management Association, joins Dan and Donnie to discuss what PMPs can expect from PestWorld 2023, which is taking place in Honolulu, Hawaii, Oct. 17-20. He also covers key projects he's working on and gives a tribute to the late Bob Rosenburg. You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

On this episode, Dan and Donnie discuss noncompete and nonsolicitation agreements. They cover what they are, how they're used in the pest and lawn industries, their importance when it comes to selling your business, and what questions to ask your lawyer before implementing them in your company. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

Carlos Mendez is a former Navy SEAL and investment banker who helps companies implement the principles of "Extreme Ownership" as a consultant and instructor with Echelon Front. He joins Dan and Donnie to discuss the universal challenges associated with being a leader and how to overcome them to get the best results. Guest: Carlos Mendez, Consultant & Instructor, Echelon Front Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

Erin Werde joins the podcast to discuss Kolbe Wisdom and how to tap into your instincts to use your time and resources more efficiently and do more fulfilling work. She covers why Kolbe is different from other assessments and how to use this tool to effectively hire, manage and retain team members. Guest: Erin Werde, President of The Instinctive Advantage You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

Door-to-door sales veteran Lenny Gray joins the podcast to discuss this targeting approach to growing a pest control or lawn care business. He covers the overall strategy and goes into detail about recruiting, technique and more. Guest: Lenny Gray, author of “Door-to-Door Millionaire” You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

Training is one of the most critical activities in the pest control and lawn care business, yet it's often treated as an afterthought. On this episode, Dan and Donnie dive into why and how to train your team and what to cover to improve your key performance indicators. Join PMP Industry Insiders on TikTok, Facebook and YouTube!! Get show notes and more by visiting OUR WEBSITE!!

On this episode, Dan and Donnie discuss why they recommend pest management professionals begin their annual planning now for the following year. They walk through how to plan around the seven centers of management and the importance of having a clear vision. Join PMP Industry Insiders on TikTok, Facebook and YouTube!! Get show notes and more by visiting OUR WEBSITE!!

PestSure's Linda Midyett, a safety expert and 20-year veteran of the pest industry, joins Dan and Donnie to discuss the biggest areas of exposure for pest control companies and recommendations for minimizing risk and implementing safety programs. Guest: Linda Midyett, Director of Safety, PestSure You can learn more about PMP Industry Insiders by visiting our WEBSITE Keep up with content on our social media channels. Click below! YOUTUBE FACEBOOK TIKTOK

When it comes to selling a business, do you understand the due diligence process? Ilka Krieger and Claire Williams do. They perform financial due diligence on behalf of buyers and have worked on 40-plus pest control deals in the past three years. They join the podcast to walk listeners through due diligence from beginning to end. Join PMP Industry Insiders on TikTok, Facebook and YouTube!! Get show notes and more by visiting OUR WEBSITE!! Guests: Ilka Krieger, Senior Director, Alvarez & Marsal Claire Williams, Director, Alvarez & Marsal

In this episode, Dan and Donnie welcome industry veteran David Billingsly to the podcast to cover the power of sharing best practices with other professionals and the role peer networking has played in his career. They also unveil a new venture: PMP Industry Insiders Peer Groups, which David will help facilitate. Hosts: Dan Gordon Donnie Shelton Guest: David Billingsly Join PMP Industry Insiders on TikTok, Facebook and YouTube!! Get show notes and more by visiting OUR WEBSITE!!

In this episode, Dan and Donnie review the second quarter of 2023. They discuss inflation and price increases, state of the economy, the status of the pest and lawn M&A markets, and much more. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Donnie and Dan discuss the case for keeping a close eye on your cancellation rate. They illustrate why you can't simply outsell your cancels as your business gets larger, and they share key targets for pest control companies. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Brian Post of PCO Bookkeepers & M&A Specialists joins the show to share misconceptions and mistakes pest control operators make when budgeting. He also discusses his top recommendations for budgeting and how to execute the process successfully. Guest: Brian Post, CPA, Managing Member, PCO Bookkeepers & M&A Specialists Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode, Dan and Donnie debate the merits of open book management for pest control companies. They discuss the benefits, including transparency, engagement and informed decision-making, as well as the drawbacks and challenges of this approach. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Description: Rich Vallari, CPA, joins the podcast to discuss a niche but important topic: sales and use taxes. He covers the definitions of sales and use taxes, how they apply to pest and lawn companies, the role record keeping plays in this issue, and why it's important to get this area of your business right. Guest: Rich Vallari, CPA, owner of Southwest Sales Tax Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

On this episode Dan and Donnie discuss areas of exposure for tax audits and why this is one part of your business where you don't want to roll the dice. They cover some of the most common risks related to income tax, payroll and sales and use tax audits. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services On this episode, Dan and Donnie do a deep dive on mosquito control and make a case for going all in on this service line if you haven't already. They cover profit potential, customer demand and operational details. If you're looking to add or expand your mosquito program, this episode is for you.

In part 2 of 2, attorney Mark Ruff is back to dig deeper on the topic of termite liability. He shares why the pre-purchase inspection form is a top area of concern, and the steps pest control companies can take to reduce their legal exposure. Guest: Mark Ruff, Attorney, MHR Law Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

Attorney Mark Ruff joins Dan and Donnie to discuss why and how termite lawyers go after pest control companies. In part 1 of 2, he covers how PMPs can minimize their risks and protect themselves against these claims, including training, documentation and more. Guest: Mark Ruff, Attorney, MHR Law Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

A ChatGPT Field Report On this episode, Dan and Donnie continue "geeking out" over the artificial intelligence tool ChatGPT. Donnie shares several real-life examples of how he's using it in his business and they discuss how other pest control and lawn care operators can do the same. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Description: In this episode, Dan and Donnie review the first quarter of 2023, delving into the status of the pest control M&A market, why attitudes are changing about door-to-door, and where lawn care valuations stand. They also cover how the economy is affecting sales and marketing. For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Liam Sunstrum, Owner of Yard Dawgs Description: Liam Sunstrum, owner of Yard Dawgs in Calgary, joins Dan and Donnie to discuss his company's approach to marketing automation, including Hubspot, artificial intelligence and more to streamline sales, accounts receivable and cancellations. He also details other marketing successes and failures. For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

Dan and Donnie catch up with industry veteran Bobby Jenkins of ABC Home & Commercial Services in Texas. He talks about where things stand at his firm and his advice for pest management professionals interested in becoming more active in their communities. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Bobby Jenkins, owner of ABC Home & Commercial Services

Coalmarch COO Frank Andolina joins Dan and Donnie to discuss signs it's time to move on from your marketing agency. He also shares several steps to take before you make a move. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Frank Andolina, COO, Coalmarch

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Jean Seawright, Seawright & Associates HR expert Jean Seawright is back on the podcast to discuss key regulations employers should have on their radar. She covers the Federal Trade Commission’s proposed rule to ban noncompetes, plus the Department of Labor's independent contractor rule, and a proposed rule to increase the guaranteed salary level for white-collar exempt employees.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Lee McInnis, Senior Vice President, Fidelity Bank Description: On the heels of the second largest bank failure in U.S. history, Dan and Donnie welcome Lee McInnis, senior vice president of Fidelity Bank, to the podcast to discuss small business banking issues. They discuss banking with small and regional banks, the best strategies to mitigate risk, how to get loans and lines of credit, and more.

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services Guest: Jennifer Lemcke, CEO of Weed Man & Turfbot Dan and Donnie are joined by lawn care industry leader Jennifer Lemcke, CEO of Weed Man and Turfbot. They cover her background, the challenges Weed Man is facing, how it's overcoming them, and the opportunities for growth Jennifer sees coming down the pike. For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

How do you compete against the big boys and private equity firms in the mergers and acquisitions game? On this episode, Dan and Donnie discuss the opportunities that exist for smaller players to purchase other pest control companies and the steps involved in closing a deal. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

With so much data at your fingertips, it's easy to get bogged down. In this episode, Dan and Donnie discuss the importance of streamlining the information in your pest control business so you can track progress and make better management decisions. More from PCO: Dashboard Confessional: What Makes for Good Reporting? How to Create the One-Minute Manager Report

On this episode, Sharon Roebuck-McBride gives us an overview of the Entrepreneurial Operating System (EOS) and the steps required to implement it. Sharon and Donnie Shelton discuss the EOS journey at Triangle Home Services, including challenges, wins and benefits. They also reveal Triangle's goals and next steps. Guest: Sharon Roebuck-McBride, VP of Culture and Customer Experience, Triangle Home Services Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

Tune in to hear Dan and Donnie discuss phantom stock as a deferred compensation model in the pest control industry. They cover the pros and cons, why Dan is a fan of this approach and why Donnie no longer uses it in his business. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

On this episode, Dan and Donnie discuss the potential problems with relying *too much* on technology in pest control and lawn care companies. They cover how to avoid technology becoming a distraction from the fundamentals of your business. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

Dan and Donnie dive into why this popular new artificial intelligence technology is poised to revolutionize how businesses communicate — pest control and lawn care companies included. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

What's a balance sheet and why is it important for a pest control company? On this episode, Dan and Donnie cover the components of a balance sheet, how it's different from a P&L, and smart ways to use a balance sheet in your business. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

Jim Fredericks, Ph.D., joins the podcast to discuss his new role as executive director of the Professional Pest Management Alliance. He also talks about what's in the pipeline for PPMA and NMPA and what the future may hold for the industry. Guest: Jim Fredericks, Ph.D. Executive Director, PPMA Senior Vice President of Public Affairs, NPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: YouTube.com/@pmpindustryinsiders Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to this episode's sponsor, Coalmarch by WorkWave!

If you need ideas, information and accountability that you can't get from within your organization, it's time to consider joining a peer group. On this episode, Dan and Donnie dive into peer groups — how they work, how to find one and how to get the most out of them. Hosts Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor, Coalmarch by WorkWave!

On this episode, Dan and Donnie recap the fourth quarter of 2022 and look ahead to 2023. They make predictions for the new year and share how they're preparing in case of a recession and housing market slowdown. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services For detailed show notes and more information, visit PMPIndustryInsider.com or follow us on social media: Facebook.com/PMPIndustryInsiders LinkedIn.com/company/pmp-industry-insiders Thank you to our sponsor Coalmarch by WorkWave!

With the mega merger complete, integration is well underway at Rentokil Terminix. In an exclusive conversation with the company's U.S. leaders, Dan and Donnie get an update on the status of the combined company and what it means for employees, operations, M&A and the industry. Guests: John Myers, CEO, U.S. Pest Control Brett Ponton, CEO Rentokil Terminix Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services & Coalmarch For detailed show notes and more information, visit PMPIndustryInsider.com.

On this episode, Donnie and Dan discuss the concept of 10Xing a business and what it may mean for a pest management firm. They talk about the mindset and steps required to achieve exponential growth. Plus, Donnie shares Triangle's 10X goal and timeline.

Bestselling author and entrepreneurship icon Verne Harnish is back to talk with Dan and Donnie about why pest management professionals should start strategic planning now if they aren't already, no matter the size of the company. He also covers where to begin.

PPMA Executive Director Cindy Mannes joins the podcast to discuss the organization's consumer research and what to consider for your marketing messaging going forward. She also discusses a few key takeaways for industry members prior to her retirement at the end of the year.

On this episode, Dan and Donnie answer listener questions about technician pay, scheduling, office pay, and implementing price increases when you have credit cards on file. Tune in to hear their take on these issues.

Coalmarch COO Frank Andolina joins Dan and Donnie to discuss why digital marketing costs are on the rise and what pest control operators can do about it. They cover Google ads, search and recommendations for improving your ROI in 2023.

Dan and Donnie give their field reports from PestWorld 2022, held in Boston earlier this month. They give their take on educational sessions, the exhibit hall and what they heard from clients and friends in the industry.

On this episode, Dan and Donnie reflect on the third quarter of 2022, including the latest economic news, and they predict how it may affect the pest control industry the rest of the year.

During PestWorld 2022, Dan and Donnie celebrate the podcast's century mark by discussing the state of the economy and the pest control market with one of the industry's most astute observers — William Blair's Tim Mulrooney.

Dan and Donnie are happy to welcome pest industry sales trainer Patrick Quigley back to the podcast. They ask Pat about selling in good times vs. tough times and whether pest control companies should modify their approach to sales when the economy takes a hit.

On this episode, Dan and Donnie chat with Adam's Pest Control's Anne-Marie Tulp and Tiffany Ghent about the next frontier of pest control sales — text messaging. They cover how they got started and the nuts and bolts of this sales method.