The Boardroom Buzz: Grow, Sell, or Exit

Lawn Care Millionaire Jonathan Pototschnik gets candid about difficult decisions and focus on his way into, during, and out of Service Autopilot. How did pre-Fat Pat’s Pest Fat Pat find himself on the lawn-centric SA platform many moons ago? From multi-state janitorial to healthcare software to Dallas metro-based lawn and pest business to ServiceAutopilot, hear where pain finds its place in business. Jonathan goes into detail on the dynamics of private equity through his exit, and how a third party advisor helps beyond the bottom line. What’s next for Jonathan as he winds down his sabbatical? Audio Mixing and Editing by www.verbell.ltd

Step on into The Boardroom to hear from PSSI’s VP of Strategic Development, Paul Lambert. As a leading food safety company, PSSI is responsible for opening more than half of the food production plants in the US every morning. From labor to chemistry to software to consulting, hear how PSSI found its way into pest control. Their strategic approach involves not just expanding customer numbers but enhancing service capabilities. Do you offer a guarantee as strong as PSSI’s? Safety plays no small role in this billion dollar enterprise. Balancing their approach between authority with accountability, you’ll hear a lot about PSSI’s team structure. As critical team members, how do PSSI’s field workers collaborate for seamless service? The Boardroom dives into the strategy behind PSSI’s expansion. Upstream? Downstream? This way? That way? Just can’t blame an optimistic capitalist. Audio Mixing and Editing by www.verbell.ltd

Recession is baked into your cake, Fat Pat. Learn from others’ mistakes. You’ll hear what tax wedge distortions caused owners to do back in ’08-’09. Looking across the service industry, which dynamics and sensitivities will help businesses weather a recession? Step into The Boardroom as Uncle Paul and Fat Pat take on more listener questions, such as where do one-time services fit into the mix, if at all? In regards to valuing a business, following EBITDA, what else is important? What’s not on the P&L that influences top-line revenue quality? What does it cost to buy a customer list versus growing without acquisitions? The focus has shifted from just buying accounts to considering the cash flow stream in recent years, but what perspective should you take as you’re looking to buy 1-3 route businesses? Have issues with you recurring revenue? There’s a 12-step program for that. Audio Mixing and Editing by www.verbell.ltd

From coach to owner and back again, Brian Peters is not the typical CEO. How did Brian go from supporting franchisees at The Dwyer Group (now Neighborly) to spinning-off his residential-exclusive Evergreen Heating & Air? From turning away predictable revenue to insights on the world of franchising, you’ll hear tough decisions Brian has made on the road to optimizing his HVAC business. As a self-professing non-tradesperson, tune-in to see why Brian and his wife viewing themselves as their own target customer impacts their marketing. How does Evergreen build and maintain high trust with their clients? What do you think about Brian’s Work Huddle? Want Comfort? There’s a Club for that. Audio Mixing and Editing by www.verbell.ltd

Is there a safe answer to the oft-asked but rarely-known “what’s my business worth?” From scaling to an exit strategy to the intricacies of valuation multiples, Paul and Seth tackle a range of listener questions. They even drill down on scaling a million dollar business towards the biggest possible exit. Seth shares his personal thesis with Paul about valuation, but it’s not what you think. What could it be? What about monetizing consumer data, and using big data for marketing campaigns, cross-selling, upselling, and more? You might miss Fat Pat this week, but you definitely don’t want to miss Paul’s soliloquy on when to buy and when to sell. Audio Mixing and Editing by www.verbell.ltd

The pest control industry has seen an influx of private equity firms, leading to increased competition and often outbidding strategics. How might this heightened competition impact the market dynamics and strategies of the few remaining strategics in the industry? How might this change in dynamics affect the overall industry and the opportunities available to sellers? And on an individual level, how does a deal with private equity impact a seller’s considerations and the process to exit? Also, a listener writes-in about protecting his customer list. What protections should be in place while with a potential buyer, and ultimately what happens if they break that trust? Audio Mixing and Editing by www.verbell.ltd

While together at TPCA’s Pest Expo, Patrick and Seth dive into technicians as salespeople. In the service industry, it’s assumed and expected for techs to sell, right? The two chat through sales, from (pure) selling to upselling, and even having salespeople perform initial services. And what about selling service over the phone? Maybe it’s a question of efficiency, or it may just come down to necessity. Just like not saying sorry, are these universal guidelines? Put technicians aside for a minute. What about hiring salespeople who are hunters versus lead chasers? Is prior experience as a sales hunter necessary or can it be trained? From job description to interview questions, can managers effectively assess a candidate's potential as a hunter, or is this a model some are better off to avoid? A Sebring Convertible. Really Rob? Audio Mixing and Editing by www.verbell.ltd

Do you pay your salespeople in perpetuity? Peel back the layers to expose the hidden dangers of perpetual payouts. Irregardless of what an acquirer wants, it’s time to take another look at your sales comp plan. The partnering-with-pest-control question continues. In this case, The Boardroom takes another stab at the home inspection question from Episode 131. Do the same rules regarding perpetuity pay for salespeople apply to paying joint venture partners? And should it (and you) stay or should it go? When it comes to joint venture partners and also founders, what challenges and opportunities exist when it comes to transitioning after an exit? And how does it differ between strategics and private equity? Audio Mixing and Editing by www.verbell.ltd

Step on in to hear Carroll Fitzgerald's inspiring journey from a bank examiner to a successful entrepreneur in the landscaping industry. How did his banking background contribute to his thriving side hustle of mowing foreclosed lawns? As time went on, Fitzgerald's portfolio expanded to include landscape, tree care, and irrigation services. Carroll shares insights into the profit margins of these divisions and how they complement each other in his business. Moreover, what did Carroll avoid when exploring new avenues to generate additional revenue? You’ll hear Carroll open up about hiring practices, safety measures, and branding strategies during this engaging discussion. No stone gets left unturned by the end of this casual conversation. Audio Mixing and Editing by www.verbell.ltd

Paul invites Patrick and Seth to discuss FRAXN. Yes, you’ll hear a lot of “Buzz” words, but with Fat Pat as a Co-Founder, what else would you expect? Patrick and Seth have built not only a management tool but also a great team at FRAXN. With FRAXN, pest control owners gain insights into their business and identify areas for improvement. Register for The Moneyball Series at fraxn.com/events Audio Mixing and Editing by www.verbell.ltd

Seth Garber steps into The Boardroom while Paul is away. This time to tackle controlling a phone conversation. Sorry. Say what? From upset customers to prospects, does saying “I’m sorry” convey responsibility? Is Peacemaker Patrick alone here? Is the customer always right? Do your CSR’s go through 9-degrees of training? It sounds like it’s the perfect opportunity to role play with none other than Fat Pat’s Pest. Changing course here, what’s the interplay between pest control and the home inspection business? From equity to revenue share to profit share, is there a right answer? And would it really be an episode with Seth Garber if he didn’t kill a sacred cow? Audio Mixing and Editing by www.verbell.ltd

Garland Vance has a PhD in leadership. Literally. Garland has helped industry-giant Rollins build and develop their leadership pipeline. Keynote speaker, entrepreneur, and author of Gettin’ (un)Busy, Garland can now add The Boardroom Buzz guest to his resumé 😉. Hear how Fat Pat met Garland at Arizona Pest Professional Organization’s (AzPPO) Great Western Conference. It goes without saying - leadership isn’t easy - but is there such a thing as a born leader? From clarity to consistency, Garland shares the traits that you need to lead. Garland breaks down strengths and weaknesses to expose both as potential liabilities. There are a few gut checks in this sit-down, including what causes organizational whiplash. Quick word of advice…before you press play, go ahead and lookup the definition for intertemporally. Audio Mixing and Editing by www.verbell.ltd

You don’t want to miss this round of listener-submitted questions, including Andy Sanefski’s question on past and future consolidation trends. Is there such a thing as too high revenue per technician?In 2021, everything must go, but what about now?When to increase pricing, and how much? And should I communicate the price increase? Paul has a secret trip planned. Don’t get FOMO like Patrick. Subscribe to Potomac TV today. Audio Mixing and Editing by www.verbell.ltd

This one’s for the partners out there. Before pressing play, ask yourself if there’s a common theme behind partnership problems. How do you prevent blowing up friendships over the course of building a business together? Know your role. Tune in to hear about the importance of distinguishing between shareholder vs employee roles. Partners, how did you decide compensation, equity, and strategy decisions? How do you stay on the same page? What about a tiebreaker? Maybe you don’t already have a shareholder agreement in place. It’s not too late. If you do, does it include a provision for calculating the value of your business? Exits happen. Do you have a plan for both voluntary and involuntary exits? Have you worked through any issues that could arise? If your shareholder agreement has a preamble, email it to The Buzz ([email protected]). Are you ready if your plane falls? Audio Mixing and Editing by www.verbell.ltd

Let’s keep this short and sweet. Paul and Patrick answer six listener questions. So the 6th listener to email [email protected] with the Subject Line “I actually read this” will get a gift. Audio Mixing and Editing by www.verbell.ltd

He’s made his way up the ranks in the pest industry but David Johnson finds himself falling into plumbing of all places. Buy a commercial plumbing company in 2020 without any experience? It’s a great idea, they said. Now the proud owner of Atlanta-based Citywide Plumbing, David shares his life lessons on leadership, sales, taking risks and more in this Boardroom chat. David takes us back to his pre-pest days in retail and his moving & shaking days of commercial pest control sales in Orlando. Tune-in to hear David’s take leadership and more in this multi-decade look-back. Have you ever seen your “exes” get married? David has. Audio Mixing and Editing by www.verbell.ltd

Of all people, how did Patrick’s college friend Ryan Bishop get swept into the cleaning business? Ryan leads DTK Facility Services’s over 1,600 employees across 190 counties. Similarities between pest control and janitorial cleaning? Step into The Boardroom to find out. Clean. Setup. Repeat. Ryan breaks down the complacency breakdown in this repetitive industry. Salesperson at heart, Ryan shares his project-based entry methods and balancing sales with the operations-side of the business. Tune-in to hear about the highs and lows of channel partners, hiring, management, peer groups and more. With a state as wide as Fat Pat, how does Ryan drive culture and density across the great state of Texas? Audio Mixing and Editing by www.verbell.ltd

You could say that Bryan Benak worked his way up in the trades. Recruited by Albert Cantu himself into the glory days of Terminix, Bryan went from managing a $1 million branch to present-day where he’s the CEO of $250 million Southern Home Services. Making stops at ServiceMasters’ Merry Maids and American Residential Services, and then finding a special situations detour along the way, Bryan has experience in both realms of publicly traded and private equity. All eyes are on the local manager in this double-distributed service model chat. From interest rates affecting M&A to understanding people, this interview doesn’t lack substance. Audio Mixing and Editing by www.verbell.ltd

What do Switzerland, Cypress, Japan, Turkey, Israel, Germany have in common? This episode, of course. Banks are in the headlines. From SVB to Credit Suisse, who is getting bailed out and why? Is this bank event the calm before the storm of a real credit collapse? Paul returns from his trip Across the Pond where he interviewed Rentokil CEO Andy Ransom. What’s Andy’s take on the near-future of pest control? Tune in and subscribe to Potomac TV to find out. Remember from Episode 102, money doesn’t sit on the sidelines. The bank event changes Patrick’s previous tune of chasing yield to chasing safe haven. It begs the questions ‘where is a good place to store wealth?’ From making bank deposits to bail-ins to kick the proverbial can up the stairs, there’s a lot to take in during this bank-centric sit-down. Audio Mixing and Editing by www.verbell.ltd

From building phase to harvesting phase to lining up fund sequences, Paul breaks down private equity funds’ capital allocation and limited duration. What lessons can you apply in your privately held service business? Mike Rogers built Killingworth’s Komfort Air. Patrick tried to add carpet cleaning. What guiding parameters should you put in place if you decide to expand? FedEx and ISS show clear ups and downs of expansion. Don’t miss Paul G’s Law of Cross-Selling. You’re convinced you could do so much more if you had access to capital. Stay tuned… Audio Mixing and Editing by www.verbell.ltd

Without strategy, that list of hopes and desires is just a list. It’s time to put on your thinking caps, and dive deep on this brain-straining exercise. From identifying gaps to growth limitations, you’ll hear all about cause and effect in this week’s Boardroom chat. You don’t want to miss Paul’s Sunday school lesson on strategy. He holds nothing back is his fact-over-fiction viewpoint on KPIs and benchmarking. It’s time to reverse engineer your business for success during this off-season. Bodyweight as a KPI? Sure, why not Fat Pat? Audio Mixing and Editing by www.verbell.ltd

Is there really a formula to creating wealth? Can it be distilled down to creating, documenting, and following a process? Credit to John Roberts PhD author of The Modern Firm and Episode 83 guest to give us “People”, “Architecture”, “Routines”, and “Culture”. Add Paul’s “Strategy”, and now you have the S.P.A.R.C. This week’s chat breaks down Routines. Literally, the why and how of documenting your business processes. It’s this living document that will help build your culture and success as you add employees and branches. In fact, are you currently screening and hiring job candidates? There’s a process for that. “Thank you for calling Fat Pat’s…” Now what? Audio Mixing and Editing by www.verbell.ltd

Buyers appreciated the sage advice and a good ol’ Fat Pat case study in Episode 118, but Paul turns the tables. Sellers, take heed. The stage is set for one last push for sellers. Is it 1st Quarter or Bust in this economic environment? M&A is a high-risk, high-reward table if the cards are played right. Take note of the buyer who is helping you avoid running a formal process. Birds and bats and bobcats. Oh my. From cash flow to selling, what does the Wizard have to say about wildlife and other auxiliary services? Does private equity view wildlife with different spectacles than the traditional acquirers? What’s scarier than all of these wild animals put together? Finding the one way to measure customer retention. From psychology to anchoring to overconfidence bias, Paul shares his perennial reference book for both M&A professionals and business owners. Audio Mixing and Editing by www.verbell.ltd

With buy-side M&A on the mind, how do you go about grounding a seller whose visions include sugar plum fairies and a whole lot more? Who doesn’t loooooove a good Fat Pat case study? This time, unreasonable exit-minded Fat Pat comes back to reality. Interest rates, yield curve control, NINJA loans; the list goes on. There are a lot of dynamics at play in this economy and valuations, but what-say-you about Mr. Giannamore setting the market price? This Boardroom chat dives into to cash on cash returns, capital allocation, and more. And as you know, at a level even Fat Pat can understand. If that’s not enough, stick around for the conversation surrounding residential pricing and frequency. With expansion on the mind, make sure to email us at [email protected] Post-synergy or not, we still love you Delores. Audio Mixing and Editing by www.verbell.ltd

The Boardroom dives into human resources, but it’s not all warm and fuzzies as former Terminix CHRO David Dart steps into The Boardroom. From his time in the US Navy to present day at Caliber Collision and everything in-between, David shares his experience on building high performance teams. You’ll rethink your strategy and your pay plans as you listen through this episode that takes human resources to an executive level. From onboarding to training, there is no shortage of takeaways from this interview. Grab a pen and paper and do your best to keep up on David’s emphasis on operational models, organizational design, compensation, capabilities, culture, execution… the list goes on. Before listening in on this conversation, ask yourself - what’s more important: employee turnover or employee retention? Audio Mixing and Editing by www.verbell.ltd

Feeling stuck? You’re not alone. It’s all about facts over feelings in this high-speed, low-drag chat between Patrick, Paul, and Seth. Look for fact patterns and listen for the biggest levers that can trigger vast changes in your organization. The barriers are there. The struggles are real. The real question is how hard are you willing to push through them? Audio Mixing and Editing by www.verbell.ltd

Happy New Year from The Boardroom Buzz! With 2022 in the rearview mirror, what’s the outlook for 2023? With a potential credit event on the horizon, Paul shares his expectations for the economy and the service industry .Is it too early to decide if demand destruction has begun on the residential-side of the industry? With the end in mind, one Buzz listener asks about vehicles. Should he finance or lease, or does it matter? In this zero cash, zero debt valuation world we live in, which way does Paul lean on this issue? And how do the value of the vehicles come into play? Partnerships in pest control are more popular than Taylor Swift’s new album. Merle asks about valuing his business to add a partner. There’s a lot more at stake than the headline value as you’ll hear from someone who deals with this relationships on an intimate level. It turns out that there are a lot less expensive alternatives to equity agreements. Considering adding a partner, or have a similar need for your business? According to Fat Pat, Phil Rinehart is the man. Audio Mixing and Editing by www.verbell.ltd

Welcome Scott Fortson of Terminix Service, Craig Heath of Aiken Pest, and Clemson’s not-quite-retired Urban Entomology Chair, Eric Benson PhD. The Clemson Urban Entomology Program needs to raise $5M to keep the urban entomology department at Clemson. No money = no endowment = no department. What is urban entomology? Why does this endowment matter to the industry outside of South Carolina? Who better to ask than Rentokil Terminix’s Director of Technical Services Cassie Krejci, PhD? Cassie steps back in but this time as a co-host to field these questions as she shares her personal experience raising endowment funds while at Texas A&M University. We’re all in this together…. To donate, go to scueca.org Audio Mixing and Editing by www.verbell.ltd

As president of Sprague Pest Solutions, Ross Treleven holds the reins of the nearly century old family business. Following in the footsteps of the 3rd generation while literally holding the 5th generation (his newborn Kate is soooo cute by the way), family values come through in this interview surrounding the largest family-owned commercial pest control company in the United States. He is responsible for living up to the family expectations as well as finding success for over 300 employees. No pressure, Ross. From management cadences to leadership development programs, Sprague does a lot well and continues to find ways to improve. Listen for the cost / benefit analysis Ross shares of focusing on commercial-only pest control. Sprague Pest Solutions by the numbers. $40M annual revenue. 96 years. 300 employees. 20 branches. 10 states. 1 focus. Audio Mixing and Editing by www.verbell.ltd

Please give a warm Boardroom welcome to one of Paul’s all-time favorite CFOs, Tony DiLucente. Although a CFO, there's a lot more in this conversation than just financial strategy. How did Tony maintain consistency through ServiceMaster’s rotating CEO program? The Boardroom may or may not mention the Rentokil / Terminix transaction in future episodes. No promises. It’s time to get Tony’s input on the deal, and his thoughts on integration and synergies. Since the conversation dives into M&A deals, why not set the record straight on ServiceMaster’s acquisition of Alterra in 2015? Rollins is the industry’s unicorn, but is Rollins’s Achilles heel its own family trust? From leading and lagging indicators to M&A to taking a company public, you don’t want to miss this interview with Tony! Audio Mixing and Editing by www.verbell.ltd

Paul and Patrick compare notes from recent Potomac | TV episodes, wouldn’t you know it’d uncover Jarl Dahlfors Anticimex Road Show investor presentation? A quick conversation about Steve & Michelle Mote, Shawn Hollis, and Sebastian Tomassoni turns into a pop quiz comparing Patrick’s list of Sebastian’s list (Anticimex’s VP of M&A North America) and comparing it to Jarl’s Top 14 List. Want to have some fun with this episode, and play along with The Boardroom Buzz? … Just like the Mexican’s love life, this won’t take long. Before you listen to this week’s episode, write down your list in order for comparison sake. And then, rank them. Audio Mixing and Editing by www.verbell.ltd

When it comes to public relations, there’s a lot to learn. Who better than Mike Harris from Uproar PR (not Puerto Rico) to discuss PR? Take it from the guy that can make drywall exciting. Nothing is guaranteed, but can public relations be held accountable for ROI? Listen to hear if getting national coverage is bad for a regional business. And when it comes to crisis management, do you really want your technician giving a soundbite to the media? In other words, if you’re in crisis mode, is it too late to plan? From Running of the Chihuahuas to making the Inc. 5000 list to $50,000 pool cues, step on in for this great discussion on all things PR. Audio Mixing and Editing by www.verbell.ltd

You first heard about SOLitude Lake Management back in Episode 70 with Jay Davis and Jason Pananos, but where (or who) gave SOLitude its start? Kevin Tucker steps in to share his backstory and breaks down the basics of lake management. Surely it’s a recurring service, but is it year-round or seasonal, is it route-based, is there any competition out there? Speaking of competition, you’re going to love to hear Kevin’s two cents on competing on price. From sales and marketing to vendor relationships to managing referrals, Kevin unpacks a lot in this episode. Seth avoided lake management years ago so his pest techs didn’t become champion fishermen, while Fat Pat suggests the Enterprise Rent-A-Car recruiting model for pest control. What do you think Paul thinks about four-year degrees? Mommy, Mommy. Look at that man’s back. Audio Mixing and Editing by www.verbell.ltd

The King of Route Density, Tony Sfreddo, surprised us all in his Potomac TV debut. It’s time to take another shot in “The Great Civil War” compensation discussion. Does compensation affect the bottom line or M&A? Pick a team. Are you Team Tony, Team Patrick, or Team Seth Goes Both Ways? Both pay structures have their benefits and limitations, but listen for Seth’s creative incentive in this week’s episode. From paychecks to diabetes, could it be a home run when it comes to CEO’s knowing their front line employees? Speaking of culture, which word du jour will send this conversation down a rabbit trail? Anxiety fills the air when it comes to the economy, and the employment market is ever-changing. How’s this for a new concept: hiring for life. Would you subscribe to this method? Hurricane Ian left a wake of destruction in the Ft. Myers area, but there is a great story you don’t want to miss. Listen in on the conversation with PestCo’s Jared Borg and Southwest Florida Pool Pros Chaz Hambling. Big Boardroom Buzz shout out to Infinite Pest’s Jason Woodbury! Audio Mixing and Editing by www.verbell.ltd

Brett Madden. Problem solver, risk taker, inventor, author, esquire, but don’t call him boss. From problem child to Cigar Aficionado, hear how younger Brett had a gift for observation. Brett has found his way in and out of both bird and bug businesses. Take note of his takeaways after selling his first bird business. From sales training to emotional response to listening skills, this week’s guest shares his 40+ years of experience. Now making a run at both Aviaway and Egnyter, this alpha male can’t be stopped. Audio Mixing and Editing by www.verbell.ltd

You’ve likely heard the term EOS® (Entrepreneurial Operating System). Maybe you read Traction. Heck, maybe you’ve drunk the Kool-Aid. The real question is: Have you read Rocket Fuel? Expert EOS Implementer Mark C Winters teamed up with Traction’s author, Gino Wickman, to produce the groundwork for the top of your accountability chart. So what, or who, is at the top? Enter the Visionary and Integrator. Mark argues it’s this one-two combo “that will get you more of what you want from your business.” Hear how the two top-level leaders work together to dream-up and execute ideas. From management to strategy to entitlement, this interview covers the gamut of leadership and execution. You’ve heard Paul mention a few times on The Buzz that the founder is not always the best CEO. What’s Mark’s take on this? With Patrick and Seth’s new business launching the week of PestWorld, can Patrick extract free advice from Mark in this interview? So what’s next for you? Join the free Rocket Fuel Community, or check out Rocket Fuel’s Crystallizer Assessment. Audio Mixing and Editing by www.verbell.ltd

EBIT, EBITA, and EBITDA all sound and look similar, but what sets them apart? USA vs rest-of world; buy-side vs sell-side; there are many views and preferences on the matter, but Paul brings clarity to the complications. From different brand names in the same market to brand positioning to outsourced capabilities, The Boardroom Buzz welcomes your questions ([email protected]). Don’t miss the literal million dollar question: with all of this capital pouring into pest acquisitions, what does it mean for non-sellers? Paul gives his first-hand accounts of both the infrastructure (or lack thereof) in post-Hurricane Fiona Puerto Rico and Europe’s financial predicament. Which is worse? You be the judge. Audio Mixing and Editing by www.verbell.ltd

Paul Giannamore and behind-the-scenes Producer, Dylan Seals discuss the past, present, and future of The Boardroom Buzz as well as the introduction of POTOMAC | TV, a YouTube Channel that seeks to delight, entertain and inform Service Industry owners and their families. Watch now at WWW.POTOMAC.TV Produced by Verbell.Ltd

Pest control in Europe is different, but how? Futura Germany CEO Daniel Schröer steps in to share the perspective from his side of The Pond. Both Daniel and his business partner, Oliver Klute, are second generation bug guys. It must’ve been their destiny to develop and distribute the world’s first digital mousetrap. Think you’re just too white and nerdy? Listen to how Futura Germany’s tech differs from Episode 74’s Ronen and Ethan’s. There is more pressure to be green in Europe, in fact, the IPM pyramid takes on a new shape. Is this interview the beginning of getting on the same page for “green” in the industry? Beyond virtue signaling with green pest, what mindset must you need to succeed with green tech? Winter is coming. The Boardroom conversation steers towards remote work, inflation, sanctions, and energy in this Europe-centric chat. Audio Mixing and Editing by www.verbell.ltd

Real estate and termite-less businesses are at the top of the listeners’ list. Paul makes time for a few listener questions between four closings and his across-the-Atlantic “vacation”. Recurring will always be main stage, but is there room for expanded services to play second fiddle? Sure, you can make the argument that pests have evolved, but how has the industry evolved over the last 20 years? It’s interesting to hear how the strategics view add-on services versus private equity. With the end of ’22 in sight, what’s in store for the economy and the M&A market? In terms of bend but not break, will the economy be that lucky? If Paul had a full-drip, Instagram-worthy platitude, what would it be? Audio Mixing and Editing by www.verbell.ltd

Dress in your best socks and sandals because class is in session. Welcome @cassiethebugdoc aka the face of Terminix into The Boardroom. “Nerd” is a term of endearment for this not-your-everyday-entomologist. Cassie Krejci takes an approachable expert approach as she oversees training, safety, and compliance for Terminix’s over 11,400 employees. From her days in technical services to her present day role as the Director of Technical Services, she brings it in this episode that has its fair share of nerdy and non-nerdy moments. At what point does it make sense for you to add technical services onto your roster? Will Seth Garber’s thoughts on technical expertise get him kicked out of entomology conferences? Remember, there can only be one company that is first in the phonebook ;) Audio Mixing and Editing by www.verbell.ltd

Years before Boardroom Buzz fans celebrated their 100th episode, Paul participated as a guinea pig back in his Cornell college days. It turns out the research became of one psychology’s most recognized studies, the Dunning-Kruger effect. Is there a better way to celebrate 100 episodes than sitting down with Dunning-Kruger’s David Dunning PhD? Maybe you’ve made it this far in life without taking a psychology class. Take a seat because class is in session. From self-awareness to intellectual humility, it’s time to re-think things. Seth Garber joins Paul and Patrick to discuss the depth of Dr. Dunning’s infamous research to his current day work. Cutting class can be cool, but make sure you don’t skip this one. Audio Mixing and Editing by www.verbell.ltd

Welcome Gary Findley into The Boardroom this week. Literally. Gary steps into Patrick’s office for this sit-down on the ins and outs of franchising. Hear how this country boy’s gritty spirit grew one of the world’s largest franchises. Don’t forget to add Undercover Boss and author to Gary’s list of accolades. From fitness to service businesses and a lot of concepts in between, let’s get his take on what makes for a good franchise business. Welcome back Episode 84’s Seth Garber to give some extra color on this good ol’ boy conversation with The Redneck CEO. Audio Mixing and Editing by www.verbell.ltd

Andrea Brubaker takes us back to earlier days at Triple S. Triple S, you say? Yes, Episode 5 Tony Sfreddo’s Triple S. From shame to shamelessly fabulous, Andrea breaks down prospecting, hiring, compensation and more in the sales-centric chat. Who knew you could make hot water cool again? Check out what she’s up to present day before hitting rewind on her sales career. Don’t miss Paul’s current take on the reoccurring residential vs commercial debate and Patrick’s Texas Pest Expo takeaways. Audio Mixing and Editing by www.verbell.ltd

They say that history repeats itself, but where (or when) do we look back to see what’s in store for this economic outlook? Pest control thrived in 2020. Should a similar outcome be expected for this economic cycle? Help us welcome back Wall Street equity analyst Jamie Clement for another chat in The Boardroom. With a curative revenue model, where does pest control fit into the budget as gas and groceries continue to rise? The election, energy, and ESG find their way into this week’s discussion. Predictions were made on a Terminix (then ServiceMaster) takeover back in “JBug’s” Episode 6. Let’s see how the predictions panned out. Also, tune in to hear how Rollins is staged for future M&A participation. And on a literal side note, will Patrick be making his maiden voyage to a tattoo parlor? Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

History repeats itself. The economy is plagued with mispriced assets, but what’s next? Tune in to hear which era paints a dismal future. Paul places his bet on private equity for the year, and it’s a big target. Who’s side of the bet are you taking? Before pressing play, ask yourself: Does money flow in and out of markets? Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

From Episode 24 to Supernova to Bubble Trouble, you’ve seen and heard from David Billingsly, but it’s time to put Coach Dave in the hot seat. With a glass (or two) of Macallen in hand, David opens up about his career and what makes him tick. While David and his team identified and developed leaders, quick growth presented its own set of problems. From bringing in business coaches to building leadership programs, this Boardroom chat dives into the dynamics of personal development. What boundaries need to exist for healthy coaching relationships? It’s time to suit up. Free Agent David is gearing up to help others step up their game. Terms not expected to ever hear on The Boardroom Buzz: unicorns and shock collars. Watch now ------- Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez. Episode Title and Description written by Patrick Baldman. Additional Editing by Garrett Ware. Potomac Pest Control Group: https://www.potomacpestcontrol.com/

MUST READ before you watch this episode… Instead of providing you a brief overview about Paul’s experience with private equity, capital structure, the competitive process to raising debt, and the ever-changing dynamics of the M&A market, this week you’re going to play a game. Every time that you hear Paul say “Fat Pat”, take a drink. Watch on YouTube ------- Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez. Additional Editing by Garrett Ware. Potomac Pest Control Group: potomacpestcontrol.com

You don’t want to miss this conversation with Byron Gifford. There are grandaddies of door-to-door, but there’s only one “great grandaddy”. Even before Eclipse, Byron laced up his tennies at SalesNet. See for yourselves; he’s older than he looks. Byron has more than his fair share of hard times. After running (yes, literally running) doors his second summer, the anticipated $60k backend came up really short. Lyme disease goes under the microscope in this memorable episode. Through financial and physical trials, Byron has found a way to overcome. Pointe Pest was his baby. As you can imagine, in an interview filled with ups and downs, Pointe hit rock bottom for Byron. Based on personal experience, Byron shares his opinion on the looming disaster for leveraged D2D businesses. Forced to get out of pest control for a bit, Byron continued to sell in other industries. Pupil turned principal of the School of Hard Knocks, Byron put his money on “the turtle”, and returned to the pest industry. From recruiting with projectors, pizza, and paystubs to leveraging sub-, senior-, and family- debt, Byron looks back at the D2D landscape over the years in this candid sit-down. Having just sold a couple Evergreen Pest Control branches in Colorado to EnviroPest an Anticimex platform, you know that there’s light at the end of the tunnel. Now stronger for surviving tough experiences, this conversation goes deep on mindset, success, and overcoming. Quick question. If Paul got to choose the location for his mission, would it be Bangkok or Tijuana? Watch now on YouTube ------- Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez. Additional Editing by Garrett Ware. To sign up for Bubble Trouble, our May 4th Live Event, please visit bubbletrouble2022.com Potomac Pest Control Group: potomacpestcontrol.com

Right Time Take a stroll down memory lane as Frank and Cindy Miller step into the San Juan Boardroom. It’s clear that opposites attract as you hear about their background going back to when they met in the ‘60s. The couple open up about the difficulties they faced together - over the decades as well as recent history. Stay tuned as Cindy opens up about how things have changed over the years for women in the industry. Right Place The two transplanted out of New York into Florida, and seized an opportunity in an industry new to them. Without giving too much away, they credit their success to the… Right People Frank and Cindy sold Impact Pest Elimination to Turner Pest, an Anticimex platform, in the fourth quarter of 2021. The recently retired duo give credit to Arab - where they got their start - and the people that they surrounded themselves with - Gary Cole, Tom Wisdo, and Donnie Karcher - and those that were born into the business and had to work their way up - Leanne Prewitt and Kristine Krauss. Their daughters don’t fit the SOB (sons of businessmen) mold that Paul frequently finds. There is a lot to learn as they talk about their four branches (and four corporations) and how they thrived on inner-company competition. Starting with Customer #1 many times over, Frank and Cindy share their secret to success in this memorable sit-down. On today’s menu: PB&J on toast as Frank adds, “would you like a warm-up on your coffee? Hey! Keep your hands to yourself!” Watch now on YouTube ------- Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez. Additional Editing by Garrett Ware. To sign up for Bubble Trouble, our May 4th Live Event, please visit bubbletrouble2022.com Potomac Pest Control Group: potomacpestcontrol.com