The Boardroom Buzz: Grow, Sell, or Exit

Join us for a new segment of The Boardroom Buzz where Paul gives direct market commentary as well as answers your questions. Please write in your questions to [email protected]

Jay Keating finds himself at the helm as CEO of PestCo Holdings, a Thompson Street Capital Partners portfolio company. He returns to The Boardroom to dive deeper into his background and what’s in store for PestCo. Give credit to All America Sears’ Chuck Steinmetz for finding Jay, and now Jeff Aiello for bringing him back. Tune in to see how Jay views what’s changed as he returns to the industry. With a blank slate and a few deals in the books, Jay is looking to build his team. He has already brought on leaders through acquisition, but what leadership gaps exist & how will he fill them? It’ll be interesting to watch from the outside looking in as PestCo picks up more brands, geography, and capabilities as they bulk-up at a rapid clip. The industry has seen a lot of private equity try to compete. Listen in as Jay discusses how will PestCo will differentiate itself. Paul prods Jay if PestCo could be the right exit strategy for founders that want to completely exit. By the numbers: $1.3B fund, 90 days as CEO, Top 25 size company, 4 companies acquired via 3 deals. Once a year service? TBD. Watch it now on YouTube Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez. Additional Editing by Garrett Ware. ----- Sign up for Bubble Trouble, our May 4th Live Event. Potomac Pest Control Group: https://www.potomacpestcontrol.com/

Join us for a new segment of The Boardroom Buzz where Paul gives direct market commentary as well as answers your questions. Please write in your questions to [email protected]

You first heard about Chicago-based Pointe Pest in Episode 15 with Tim Mulrooney. Tim gave Pointe props on his annual-recurring research quest. Now 75 episodes ago, was selling even a consideration for Jared Borg and his partner, Kyle Woodbury? Rewind 16 years (and $20M of annual revenue). How did Pointe get its start? Hear how Jared, Kyle, and Aaron Allred knew sales from their shared days at Eclipse, but Jared admits they didn’t know how to run a business. Somewhere along the way, they found themselves operating a DC-based Green Pest as well. Jared shares how his business evolved, including buying-out mentor and now billionaire Aaron Allred along the way. An in-house tech developer, SQL, BI… is this a tech company that happens to do pest control? Jared saw that business was going flat so it was time to go cutting edge. That doesn’t mean he needed to reinvent the wheel. In fact, his 5-Star Service protocol was “stolen”. You’ll hear about what works and what doesn’t work when it comes to displaying data for all employees to see. Jared is quick to share his experience with how much data is too much and what shouldn’t be gamified. In fact, Jared doesn’t bat an eye before rattling off his top 3 or 4 KPIs. Surviving this recent sell-side process with a 90-day fiancé theme, Jared shares how his experience differed from a more common 100% buy-out with a strategic buyer. In his new role at PestCo, a portfolio company of Thompson Street Capital Partners, strategy is the real buzz in this Boardroom chat. Paul and Jared dig into trusting others’ input, growth strategy, and replacing yourself in this real-world session. Take Jared’s advice on making hard decisions and getting out of the way. It’s his life motto though that’s really going to resonate with you. Watch it 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, send an email to... [email protected] Potomac Pest Control Group: https://www.potomacpestcontrol.com/

Join us for a new segment of The Boardroom Buzz where Paul gives direct market commentary as well as answers your questions. Feel free to write in your questions to [email protected]

Jared Borg and Jay Keating step into The San Juan Boardroom as the ink dries on their new business relationship. It’s a tale of two pest control backgrounds converging in this week’s San Juan Session. The two will get their own airtime in the future, but for now, dive into their background and hear how they arrived in The Boardroom. Enter Jay Keating, CEO of PestCo, a new Thompson Street Capital Partners (TSCP) business. Jay first earned his stripes working for the legendary Chuck Steinmetz as a service technician at All America Termite & Pest Control aka Sears Pest. Now with 25 years in pest control, Jay returns to the industry he loves, but this time with a massive checkbook. Let’s take a step back. Who is TSCP? Paul knows this too well. Private equity comes knocking to get into pest. This time persistence pays off. It took a lot more than persistence though. St. Louis-based TSCP’s Jeff Aiello put his money where his mouth is. Jeff recruited Jay and one day looking back, they’ll say the rest is history. For now, PestCo has access to a $1.3 billion fund, and in less than six months and three platforms later, PestCo has in excess of $40 million in annual revenue. Enter Jared Borg. Hear how Jared and his business partner, Kyle Woodbury, grew Chicago-based Pointe Pest and DC-based Green Pest. Selling wasn’t in Jared’s playbook, at least not at 41-years old. He’s not ready to sit around and do nothing. The dust hasn’t settled yet as Jared gives his perspective on selling to strategics versus private equity. Hear his excitement as he now has “a blank check to go grow and grow.” PestCo now has three platforms in three areas. So what’s next? What’s PestCo’s growth strategy? Jared’s itching to know so he can (buy and) build the marketing stool. You’ll hear the guests agree that it’s all about the front-line workers; definitely said or shown in two different ways. One guest just happens to deliver booze. The question you haven’t asked yet. Can Jared really sell and service Seth Garber’s meta real estate? … stay tuned. 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 Virtual Event, send an email to... [email protected] Potomac Pest Control Group: https://www.potomacpestcontrol.com/

There are countless lessons that second generation-owner David Clark learned from his dad. His dad preaching and modeling “sticktoitiveness” won’t soon be forgotten. Hear how David and his dad balanced making decisions versus making plans. Clark’s Termite & Pest Control grew from $250k in annual revenue to $20M before selling in 2021. Between builders and realtors, David scaled his way to one of the largest pest control companies in the country. David distills prioritizing people and processes to reach success. He even gets in the weeds on paperwork and mistakes that made along the way. From pretreats to lawn care, Clark’s evolved over the years. Their upward progression helped them not only survive, but grow through the housing crisis. The conversation looks back on the third-generation business, and its climb to the top. David is quick to credit the Clark’s team for their success. He even shares a quick lesson on marketing messaging that you don’t want to miss. Where else can you learn life lessons about repoing repos? Step back in for another San Juan Session to hear how David and his family business struggled on their way to the top. ------ 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 Virtual Event, send an email to... [email protected] Potomac Pest Control Group: https://www.potomacpestcontrol.com/

The Boardroom is so glad you decided to join us for this communication session. Chris Eby avoided the steady diet of government cheese, by jumping out of financial services and into pest control. Redirected from getting a law degree, he wanted to get the world by the tail, and wrap it around, and put it in his pocket! He’s not here to “come down on you”, but respect has to be earned. Hear how Chris backdoored his way into the door to door industry. You don’t miss his approach to sales on the back porch either. There are other names for knocking, such as crack, ice, boom, pow. Call it what you want, but cloning knocks and scripts can only get you so far. You need confidence on the doors, or you’re not gonna amount to Jack Squat! Bundles are a great idea, but I can’t see real good…is that Bill Shakespeare over there? Coming from a guy that looks like Santa’s evil twin, he admits the mistakes of his bundle-only approach. Reps are overpaid across the door-knocking industry. You can take a Moneyball approach…I wish you could just shut your big yapper! We’re gonna be buddies! We’re gonna be pals! And we’re gonna pay your front line workers and managers! Chris expanded his company’s service offerings, but there came a point in which it made sense to partner with allied industries. He goes into detail about his allied partner incentives in this San Juan Boardroom chat. The nicest, shrewd businessman you’ll meet already has plans for the future. He’s working on making a lasting legacy which starts with living in a lambo, down by the river. ------ 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 Virtual Event, send an email to... [email protected] Potomac Pest Control Group: https://www.potomacpestcontrol.com/

Step back into The Boardroom for the second round of the San Juan sessions. The cameras rolled as Paul brought clients through Puerto Rico for some R&R. Subscribe to The Boardroom Buzz on YouTube to access these upcoming client sit-downs. The current market volatility on top of the Rentokil / Terminix deal brings a lot of unknown to the M&A market. Paul also makes the rounds with updates on Anticimex (including Jarl Dahlfors and David Billingsly), Rentokil, Terminix, and private equity. Black Bear’s service area was home to Chip & Joanna’s Magnolia Mecca as well as a beaver-monikered 200+ gas pump megaplex. While those destinations get all the limelight, it’s hard to quantify the market dynamics surrounding Black Bear just six months ago. The pest industry has benefitted from multiple expansion in recent years. What’s next? Stay tuned for Potomac’s May event, Bubble Trouble. TL;DR if you were thinking about selling soon, then it’s time to accelerate your plans 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 Virtual Event, email [email protected]

Harold was Zod Dad of Todd Pest Jest got made to lead the trade adam's life cycle can find no rival Harold plus Don a name they gave up on rat bait in mixers had crazy killers Todd pissed his pants for rats not ants rebuild your system his letters told them after pest pac scorn a blu star was born Associated meeting best practices bring Adam-ize his learning incentives incurring glad you stepped in welcome to canon but four hours later concerns mother nature Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Seth Garber’s first venture into the pest control industry lasted four years before selling his Florida-based business. It may be hard to retire from pest control at age 31. It’s even harder to stay away. Seth has already built quite the resume for 41-years young. Finding himself back in pest control, he brings his experience from both health care and high tech. Seth got sucked back into the industry as a consultant. The three chat about the various consulting methodologies and where Seth sits on the playbook-scale. Now that Seth has boomeranged his way back into pest control, Paul wants to know if Seth sees it more or less competitive now than before. It’s ok for CEO’s to make bad decisions, but is there a tell-tale sign of what makes for a bad CEO? Pest Daily started as a passion project, but hear about its quick growth trajectory and the variety of courses it offers. What started as leaving a legacy, has grown into an industry leader for education. Maybe you sensed this coming, technology enters The Boardroom discussion. Is there a place in the industry for a gig economy? Speaking of gig economy, Seth shares his tested opinion on customer touchpoints. Stay tuned for a set of soliloquies that cover the gamut from self-development to competition to sacred cows. Maybe next time Seth visits The Boardroom, it’ll be in SethGarberLand’s metaverse. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Inquiring minds want to know (Patrick included) what Paul’s predictions are for M&A in 2022, especially in light of the Rentokil / Terminix deal. Place your bets people. No one would have predicted four consecutive private equity deals in a row to kick off Potomac’s year. Before stepping in with John Roberts PhD, the two discuss the macro market, and even its effects on BrightView’s earnings report. First recommended to Paul by now Six Flags CEO Selim Bassoul, The Modern Firm, earned The Economist’s business book of the year in 2004. “Nobody, it can now be said, is fully fit to run a modern firm until they have read The Modern Firm” - The Economist There are various ways to modify performance. Monetary incentives through culture. Not the culture that looks like sticking mission and vision statements on the wall. Take a look at the culture of BP as an example, especially in light of Amoco post-integration. Going deeper on culture, Paul argues that culture stems from the founder’s decisions. The conversation takes a turn into a developing country case study. Now it looks like Patrick has his work cut out for him. When is the last time you spoke about path dependence within a culture? Paul adds “Strategy” to John’s “People-Architecture-Routines-Culture”, to help him analyze businesses through his S-P-A-R-C spectacles. Are there alternatives to monetary incentives? Paul invites John to critique his thought process on incentives. Think about your best and worst performers. John gives great insight on pulling up your laggard’s performance. Paul asks about balanced incentives. Join the three in The Boardroom to see if you’re incentivizing for A while hoping for B. Paul is making the entire interview available to his clients. Shoot an email to [email protected] for access. “If it’s not S-P-A-R-C, then it’s P-O-L-E….and yes, there is a benchmark for hookers on a P&L…Mom?” Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

It’s time for Paul and Patrick to catch up on listeners’ (and Patrick’s) questions. Episode 80 seems like yesterday, but there’s an update to give on the sentiments surrounding the Rentokil / Terminix deal. Paul lays out his reasons why Terminix franchisees could have a banner exit on their hands. One question on yellow and red flags in financial statements goes down a rabbit’s trail of following trends, benchmarking (Ep 24 with Jarl Dahlfors), getting granular with your chart of accounts (Ep 32 with Doug Stevenson), and managing your business as if you’re going to sell. It’s not too late to go back and give Ep 26 a listen and get your free Chart of Accounts template. If you’re asking yourself about what an acquirer would say about your write-offs, Paul brings clarity to the confusion. Do you get a pandemic pass for your production? Terminix didn’t according to Tim’s recent episode. In a different fashion than the self-conscious drop your drawers financial exam, Patrick learns about Paul’s 12-month checkup with acquirers. How do the acquirers stack up against the forward projections in the Potomac CIMs? Don’t miss out on overcompensating employees, trademarks, marketing multi-branch offices, KPIs not found on financial statements, and the “newest edition to our service”. You’re going to want to get your hands on Potomac’s upcoming Valuation Report. Make sure your sign up for The Commentary at potomacpest.com Almost forgot…. in true Boardroom Buzz fashion, the episode has its own disclaimer. It may be about tax, or it may be about expenses that don’t need to go on the credit card. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Bill Hoffman breaks down his buy-side basics in the Boardroom. Paul and Bill first met in Philly 15 years ago. Since then, Hoffman’s Exterminating has grown into a serious northeast contender. While the big money buys up businesses, Bill shares his tips on making friends with neighborhood competitors. (Keyword: friends.) That’s the key that unlocked Bill’s now 8-figure business. With 15 acquisitions in the last 6 years, he has experience with integration, payroll, and the growth beyond the acquisition. Hear his take on deal structure, financing, and how he keeps his Brady Bunch business happy. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

It was beginning to look a lot like Christmas for Tim, at least until the news broke of Rentokil making a move to acquire Terminix. Join in as William Blair’s Group Head of Global Services Equity Research Analyst Tim Mulrooney returns to The Boardroom. Speculation abounds in this $7.5 billion deal. In this deal that stretches Across the Pond, what needs to get carved-out and why? There is value to unlock in this deal, and it sounds like the accretion estimates are conservative. There are hidden synergies, including the Terminix turnaround surrounding termite claims and employee retention. Rentokil can knock out one of their competitors at the M&A table while picking up a network of 360 branches. While over in Memphis, it’s hard to turn down a 50% upside. With the recent antitrust precedence, it sounds like Terminix has their work cut out for them to get to their grand finale at the closing table. Terminix has to look at how they’re going to carve out their national account business to pass muster with the DOJ and the SEC. There is a $245 million threshold, but cutting out that revenue is easier said than done. Place your bets on the buyer for “Copesan 2.0”. There is too much to list here, but you won’t be disappointed as The Boardroom chats about deal risk spread, Terminix franchisees, auction theory, price discovery, and William Blair ratings. Connect with Tim by email at [email protected]. You’ve read this far so you too can put up with Patrick’s “low thinking”. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Grab a beverage, and join the Boardroom conversation about boardroom conversations. John Byrne, former editor at both Fast Company and BusinessWeek, goes into detail on the three collaborative works he did with businessmen Morton Mandel, Jack Welch, and John Scully. The conversation kicks off into his immersive work with Mandel in the book “It’s All About Who”. It’s a book that keeps on giving, or at least gifting. From Paul, that is. From befriending the books’ subjects to his hours spent in the archives, John dives into the process of distilling their success. He even shares the unquenchable trait he found between Mandel, Welch, Scully, and other successful businesspeople. This chat pulls in lessons from outside the route-based service industry. From family business to ranking employees to implementing a factbook system, there is a lot to learn from this accomplished author, editor, and entrepreneur. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Peter Schiff argued for gold while denying all things Bitcoin in Episode 56. The Buzz makes its way back to the same table but this time for the flip side of the coin with world-renowned cryptocurrency expert Teeka Tiwari. Teeka begins by admitting his skeptical start before diving into crypto. With his Wall Street roots, he saw this “magic internet money in 2011” as a flash in the pan. Before diving into Bitcoin, Ethereum, and the myriad of alt coins, Teeka breaks down the blockchain basics. He recalls his Road to Damascus experience when he knew Bitcoin was here to stay. Bitcoin as reserve asset and a speculative asset - is it possible to check both boxes? Hear how Bitcoin compares to gold as Teeka shares his opinion on going back to the gold standard. Watch this San Juan Session in 4K on YouTube. Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez.

Watch Here You couldn’t ask for better weather as the duo enjoy Cuban cigars on Paul’s balcony. Paul makes time to chat as his firm works on closing out a banner year. Hop on over to YouTube, and watch Paul and Patrick reminisce on 2021 and look ahead to 2022. Merry Christmas from The Boardroom Buzz! Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd Additional Videography by Gabriel Gonzalez.

Link To Video Episode You know there’s going to be good information when the interview starts with a legal disclaimer. Phil Tortorich sits down poolside with Paul and Patrick in The Boardroom’s first San Juan Session. This interview is the prelude to Paul and his wife sitting down with Phil for Paul’s personal planning. Phil made his Boardroom debut in Episode 73. Phil steps into the outdoor Boardroom to respond to a listener’s question about the pros and cons of an LLC taxed as a S-Corp vs being taxed as a partnership. The three also discuss The State and Local Tax (SALT) Deduction for 2021, the likelihood of retroactive capital gains taxes, captive insurance, and asset protection. This interview dives into more details on trusts and personal effects. Hear how a trust is used to gift shares to the next generation. Pull up a lounge chair, and join us on YouTube for this pool patio interview. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

You can sprinkle pixie dust and hold your breath, or you can build a system to deliver a world-class experience for your customers. Stop waiting to exhale and step into The Boardroom with our guest Vance Morris. Vance shares his best practices for service businesses from his time at Disney operations. He’s going to clue you in on ways to set yourself apart from your competition. Hear how ownership mentality and employee engagement differ from Vance’s time while working with The Mouse. You’ve thought about direct mail to grow your top line but have you tested it? Feel free to test it out at your expense, or learn from others’ experience in this Boardroom interview. Lights. Camera. Action. The service industry puts all employees on stage. One bad act can shine a bad light on your business. It’s time to create a script for your technicians to follow. Are you struggling with scaling up-sells? It’s time to put the law of reciprocity to work. From implementing a simplified mission to establishing a What-How-Why for each of your actors, this interview is full of tangible takeaways. Disnify your business. Grab a copy of Vance’s book at deliverservicenow.com Roll the credits. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

The locker room meets The Boardroom as Paul and Patrick visit with the newly appointed president of Nisus, Lee Barrett. It wasn’t just any ordinary agent that got Lee his start in pest control. The franchise leader pushed his West Coast way forward from the mailroom at US Borax to now president at Nisus. With 30 years under his belt in the industry, which type of coach is now at the helm of Team Nisus? Before running Nisus, Lee was reading eyes and patiently following his coach’s system. What did that teach him about sales and execution? There is a new game plan in place, and it calls for a real team effort. Lee opens up about adversity, the sport of business, and more in this motivating interview. Run for 4 yards. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Paul makes a trip to the Holy Land, but has he found the Holy Grail? Tel Aviv’s high-tech hub creates a new generation of mousetraps. Paul visits with Ronen Amichai and Ethan Vickery of PestOptix to see how future technology is now a reality. The pair of tech-forward thinkers go all-in on digital to change the industry. Pest control is full of countless creatures, but the most reliable is the creature of habit. Has PestOptix created the disruptive monster that non-adopters fear? Imagine the day you’re not shelling out cash to check empty stations. This one of a kind technology is ahead of what Anticimex and Rentokil deploy. Could this be your opportunity to stay ahead of the larger players? Ronen and Ethan created a camera-enabled, AI-driven system to keep you ahead of the competition. As you’ll hear, you can stay ahead of bad press with 24/7 monitoring. Ronen shares his customer interactions about transparency, thresholds, privacy, pricing, and service frequency. As costs continue to go down, this technology also finds its home in the residential side of the business. Alexa, is there a rat in the house? Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Paul claims that this is “one of the most valuable sessions we have done thus far, if not the most valuable session, when it comes to very, very important estate planning issues.” Before jumping into estates and trusts with attorney Phil Tortorich, The Boardroom conversation begins with the pros and cons of various entity structures. Paul recalls witnessing a debate between Phil and Paul’s CPA regarding flexibility and self-employment tax. How far into this discussion before regret sets-in and conversion begins? Level-up your estate plan… before the government does it on your behalf. When it comes to trusts and planning, which level can (should) you achieve? When a domestic trust isn’t enough, what options exist with higher levels of sophistication? Trusts made the news with the recent release of The Pandora Papers, including Walmart’s Walton’s and Nike’s Phil Knight. Other than using trusts, what other common traits has Phil witnessed in his 20+ year practice working with ultra high net worth individuals? Tax changes are on the horizon, and so is a follow-up sit-down with Phil. Make sure to RSVP your spot by emailing a question that you’d be proud of to [email protected] While we wish you a Happy Thanksgiving, don’t be a turkey. Leave a review on Apple Podcasts here. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

If you’re not too busy breaking fire boards or walking on crushed glass, step into The Boardroom with Mike Agugliaro. On his own at age 15, Mike chose the martial arts and vocational school combo. Follow Mike’s path scaling from electrician to entrepreneur to exits. Exits, yes, plural. There were times when Mike and his business partner, Rob, fought for survival. Hear how together they chose the path to not quit. Mike’s formula of sales, marketing, and leadership should help bring clarity to your business. With more than an ordinary reputation, Mike grew his staff (that would fight to the death for him) without negotiating compensation. Is the secret in how he aligned himself with his staff’s personal goals? Everyone has their own opinions on commercial vs residential and single vs many service offerings. Mike will open your mind with his reasons. Speaking of mind… Mike is a learner, a teacher, and an author. Get schooled on his take on ‘mindset’. The Italian Grandmaster's serve-first philosophy grew Gold Medal to best of class service and also birthed CEO Warrior. Born out of a Buddha moment, CEO Warrior brought CEOs together and gave them the path to conquer fear and change their destiny. Don’t miss Mike’s philosophy of a leader’s #1 job. As the leader of his family, Mike was intentional on his family’s involvement in business and modeled hard work with a front row seat. Don’t tap-out on this interview. How many more service vehicles are you ordering? Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

"How do you best sabotage the wealth building exercise of growing a business?" sounds so gloom and doom. It could be re-stated "how do you increase the value of your business?" for the eternal optimists out there. It's not often that Patrick gets away with giving Paul homework. In no particular order, The Boardroom duo makes it through a top seven list. Now it's time for you to do your homework. Email [email protected] with your prioritized list (recurring revenue, pricing, incentive structure, service offerings, density, organizational chart, and understanding profitability). For extra credit, include the number of Episode 70 - Jay & Jason references. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Class is in session. Log this one in your planner as a case study on search funds. Harvard Business School classmates, Jay Davis and Jason Pananos, left their successful careers behind to find search funds, or maybe, search funds found them. One minor (major) problem. The year is 2008. Armed with patient investors and critical criteria, the determined duo found themselves in pest control, specifically vector control. Their entry with Vector Disease Control International got the search fund party started, but hear how shortly thereafter they made a splash into lake management. Fourteen acquisitions later, the HBS grads were not bashful about their buy-side bravery. Don’t be fooled though. Although 'acquisition' was in their name (Vector Disease Acquisition), they stress a more critical skill during this interview. You won’t believe it until you hear it, but don’t miss out on some real sage advice from a pair of forty year olds. Step into this Boardroom conversation to hear how these students turned lecturers and businessmen turned investors found their way to a 2-platform exit with Rentokil. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

A listener’s economic question kicks off this episode although Patrick admits to his own self-interest. Following the listener’s follow-up research on Supernova, the signals and signs are out there, but what are they? The conversation inside The Boardroom turns to investing and the economy. As you can imagine, this episode earns its fair share of financial disclaimers. Paul chooses to self-manage his portfolio, but that begs the questions of how and why. Diversification goes a lot further than choosing multiple asset classes. Paul shares his investing mindset that goes beyond increasing wealth and into preservation. From crypto to commodities, there are various playbooks out there, but is there one that can solve for inflation? Paul can’t predict the future, but he does see trends reversing. Has anyone ever accused Paul of wearing rose colored glasses? He shares his take on massive demographic shifts and the very real threats of inflation. Tax receipts are at an all-time high, but they still can’t keep up with the US’s debt to GDP ratio. How will the US government navigate out of this extreme liability? Negative forward returns are on the horizon. There can be a variety of extreme outcomes. Take note. Ignorance will not excuse poor preparation. While it may or may not change who you choose to follow on Instagram, it’s time to sign off with one last reminder that Paul, Patrick, and The Boardroom Buzz disclaim all liability. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Paul goes unplugged in this interview. Literally. Maybe this was part of Paul’s plan to get Allan back for another episode, but the show must go on. This isn't an ivory tower novel. What was the powering force for Allan writing The 1-Page Marketing Plan? You’ll be glad that Allan wrote a book to himself but shared it with everyone. Paul name drops some of the biggest names in direct response marketing. Pop quiz, Allan… Shots fired. Allan says, "Don’t start with why. Start with buy." From attribution to target market, The Boardroom Buzz guest gives great advice on marketing for service businesses. Would it really be a Boardroom Buzz episode without mentioning pricing? Allan even gives his recent experience shopping for a plumber… and from there, a 1-star idea is born. You would clone your customers (at least most of them), but how can you scale your business through word of mouth marketing? “Orchestrating and Stimulating Referrals” gets a chapter all to itself. Implementing the template will more than pay for your copy of Allan’s book. Kohl’s finds a way to set a hook in the Baldwin budget. Have you implemented a voucher into your marketing strategy? Patrick wasn’t expecting to find a derivative of The Pareto Principle (the 80/20 Rule) in Allan’s “marketing” book. There’s a lot more than marketing in this bestseller. High five for this week’s guest as he shares his take on entrepreneurship as a tool for social good. If you get to listen to 1% of this episode, then listen to the angel investor bit ;) Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Guest Bryan Dodge kicks off the interview as the host as you’ll hear him interviewing Paul. Young Paul was an entrepreneur in the… farming industry?!? From Cornell to investment banking to private equity, Paul opens up about his world traveling backstory with Bryan. It must be a prank when McGraw-Hill, one of the largest publishers in the world, calls you. It’s a good thing Bryan answered that call (twice) because he went on to write and publish The Good Life Rules in 2009. Shortly thereafter, Patrick received it as a gift, and you can say the rest is history. Although Bryan denies it, the book had an impact on Patrick’s life. It feels like today’s society requires formal education. It's a stark contrast as you'll hear about getting a job vs. making a fortune. The Boardroom conversation turns to Bryan's more recent book, The Principles of an Unstoppable Family Business. Bryan shares how the faces are different but the problems are the same, including overpaying family members. There are lots of nuggets in this interview. Take notes, and as you’ll hear, don’t be afraid to ask for help. Don’t forget to pick up a free copy of one of Bryan’s books by emailing [email protected] & cc: [email protected] (Don’t forget to include your shipping address) Now, grab yourself a drink, give your grandkids a Red Bull, and send in your questions for Bryan’s Bonus Buzz. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

That’s a wrap on the Atlanta Sessions, but Paul is already heading back to Atlanta for a celebratory dinner. Congrats to Anticimex and Pestban! Patrick knows the emotions involved in selling a business. Imagine the feeling when your out-of-the-know acquirer calls the office line. There is more chatter about private equity. Is this a tell-tale sign of the bubble? What scenarios make sense for private equity to win deals? Can private equity pay as much as acquirers? Paul provides answers on why and why now. You can’t miss Paul citing his investment banking business mentor’s 2003 speech. Do you find yourself nodding to these signs of the times? Paul sheds light on anchoring in negotiation. Would a trained buyer ask “what do you want for the business”? Class is back in session as The Boardroom discussion turns to negotiation and NDAs. As a potential seller, is there a reason to sign an NDA if they want to see my numbers? Process control, emotions, the Dunning-Kruger effect, and more get unpacked in this episode. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Congratulations to Brian Alexson on his recent promotion at Anticimex (AX). Quicker than you can say SMART, Brian rose the ranks from reporting to Senator Scott Stevenson to the President of Anticimex North America. Stockholm-based Anticimex views North America as a new frontier. AX entered the US in 2016, and now sits at #8 on PCT's Top 100 list. With $1 billion in its sights, will AX provide coast-to-coast coverage like its North American counterparts? Brian has experience in janitorial, solar, and recycling. What can the pest control industry learn from Brian’s varied background? What prevents industry innovation? Jarl Dahlfors preached on the decentralized format at Anticimex in Episode 24. Let’s find out if there are exceptions to that rule. As an outsider looking in, it’s hard to find room for improvement at AX. What can Brian do to raise the bar with their high performing culture? Watch in 4K on YouTube, or tune in to hear Brian share his take on customer experience, communication, and leadership. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Andreas was first mentioned in Episode 23 via shared credit for Nomor’s turnaround alongside Svein Olav Stölen and Robert Stierngranat. It’s time to put the spotlight on former Nomor COO Andreas and his wife, Victoria. Victoria represents the world’s largest privately held leadership development organization, Franklin Covey. (Yes, as in Stephen Covey's The Seven Habits of Highly Effective People, Franklin Covey.) Victoria shares a lot of the lessons given in her Wall Street Journal bestseller, Everyone Deserves a Great Manager, a book she co-wrote with Scott Miller and Todd Davis. As an executive coach, author, and keynote speaker, Victoria is on a mission to help first level leaders. There is a wide gap between donning the title of leader and receiving proper leadership training. There are finance classes and degrees, for example, but where can you go to learn leadership? Often with a lot of chaos and a little planning, promotions are handed out to the best individual contributor. Is it possible to design and implement a formal training program? Strategy takes top priority for senior executives, but should leadership development take the front seat? Not only did Andreas dive into the unglamorous pest control industry, he landed in the middle of a wasp summer at the start of Nomor's turnaround. Undeterred from the bad season at a troubled business, Andreas injected his hospitality experience into the industry. Trust, determination, and pride were critical in the turnaround. What really stands out though is when Andreas shares the first commandment of leadership: Know thyself. It’s easy to throw stones at selling during a service call, but it’s hard to argue when you're adding value. That’s sales and service. With previous experience inside larger organizations, Andreas, Svein Olav, and Robert, built and refined incentives to create the winning culture. It’s a relief to hear that incentives can be refined through trial & error. Senior executives underestimate the importance of being leadership coaches. Watch (or listen) as Victoria coaches Paul and Patrick throughout the interview. From formal feedback to employee engagement to adapting to change, you’ll find ample relevant advice throughout this Atlanta interview. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

How did Arrow Exterminators grow into the $300 million family business it is today? Step into The Boardroom as Emily Thomas Kendrick takes us back to Arrow’s humble beginnings. What sounds like an episode of Breaking Bad, was just Emily’s PawPaw cooking up business greatness. Step back to hear Arrow’s family heritage, including Joe “Chief” Thomas taking the reins in the ‘70s and Emily’s rise to Chief Executive Officer. Hear how he now-Arrow President Tim Pollard found his way onto the Arrow team. The two have a long-standing history as “Sugar Booger” recalls their first meeting. The two strike a great balance, and Emily concedes to Tim’s operational prowess. “Chief” gets credit for growth by division business model. Hear the irony of trying to stay small as you grow. With 2,736 teammates spread over 144 service centers in 11 states, its family culture on a massive scale that has led to Arrow’s success. It’s clear that hard work and results get rewarded at Arrow. In fact, they morphed their longstanding generic vision into spotlighting rockstars. What can be overlooked in such a large organization; the executive team emphasizes how decision making impacts the entire team. Family culture shines through as Emily and Tim describe former COO and President-to-be late Jeff Singley as a brother, son, and best friend. The conversation turns to M&A and integration. How does Arrow decide on geographic expansion? Paul asks about integrating new employees into the deliberate family culture. Sitting off-stage, Kevin Burns gets credit for setting the stage for smooth integration weeks before Emily and Tim arrive on the scene. It sounds like deliberate transparency takes center stage describing opportunities for new teammates. It's been rumored that Emily gives out her cell number while onboarding new teammates. Is it true? If so, does she regret it? How does Emily respond to representing women in pest control? It begs to discuss diversity in a male-dominated industry. Do Arrow’s teammates represent the cities they serve? Speaking of local, Emily and Tim share their new plan to give back to local charities. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

What hatched as a Peugeot and an island dream, turned into the breeding grounds for the largest pure-play mosquito business, Mr. Mister. Evolving their client-technician relationship, Matt Brill and Ryan Claterbaugh, quickly qualified for PCT's Top 100 list. Matt sits down to share their recipe for success in the first Atlanta Session. As mosquito franchises swarm this industry, Mr. Mister progressed through its life cycle; it too considered the franchise route. What gave them the biggest bang for their buck? Was it "partnering" with Andrew Barrows while at EPS that helped them focus? What did Matt and Ryan decide to do with their "Pest Control for the People" business? Talk about commitment. Nothing says burning the ships like key swapping a BMW for a Tacoma. It was that same commitment to service that set Mr. Mister apart. Matt shares that they were a service company that chose to offer mosquito control. "Jesus Chicken" closes on Sundays, but not Mr. Mister with its same-day and next-day response. Adaptation was at the foundation of their management style. Hear how the right decision today may or may not be the right decision tomorrow. There was no time for stagnant thinking as this business emerged into a service industry powerhouse. While the yin-yang duo stayed in their own lanes, at times extra opinions drifted over. How did the two agree to keep commodity pricing at bay? From referrals to retention to review response, Matt gives practical advice based on their experience. Their 24/7 marketing coverage pays homage to Waffle House's patty melt. The duo wasn't harvesting yard signs, but their marketing efforts didn't go unnoticed. Before deciding on selling to Terminix, hear how Matt had extra fun with the yard signs as the time to sell approached. The two took a bite out of time theft as they adapted their pay plans. "Always staffing" goes to a whole new level when discussing backup techs for no shows. Itching to grow a mosquito business? Don't forget that Matt and Ryan found success in their countercyclical approach to the offseason. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Patrick and Paul have been busy during the break. Tune in to find out what they’ve been up to since the end of Season 1 and what's next for Season 2. The two look back at Project Black Bear. Behind the scenes of the process, Patrick was able to visit with Rentokil’s Alex Nigh and other potential acquirers. As a client, what does Patrick have to say about his first hand experience working with the Potomac team? The two debrief on the recent interview with Terminix CEO Brett Ponton in Waco. Since publishing the interview, Paul can’t count the times he’s been asked what his legitimate opinion is about the relatively new CEO. What is Paul’s take on the new CEO and the reestablished M&A team? Patrick learns that the lunch table conversation covered a lot more ground than Brett’s favorite color. Speaking of Terminix’s M&A team, Andrew Klein made the trip to Waco for the closing dinner and employee announcement. Having sold his business to Terminix a couple years ago, what advice does “Moses” give on employee transition? Check it out at ProjectBlackBear.com. Also on ProjectBlackBear.com, you can watch a clip of Paul and Patrick’s session with Arrow Exterminators’ CEO Emily Thomas Kendrick and President Tim Pollard about culture and scale. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Brett Ponton makes his first industry media appearance since taking over at Terminix. The Boardroom Buzz took the show on the road as Brett and Paul joined Patrick in Waco. Why Waco? Check out Episode 59. Brett has a storied history in the automotive industry. So what is it that steered him to Terminix? His experience with private equity and publicly traded companies fill his resume, but this stop is different. Patrick isn’t afraid to ask the easy questions such as, "How does leading an automotive store chain translate to the route-based service model at Terminix?" and "what signal are you sending by buying back stock?". Also, listen for how Brett responds when posed with a turnaround question. With less than a year under his belt, Brett is quick to invest in his team’s future success with investments such as Terminix Way and CxP. Opportunities abound, and he has the vision to put the tools in place to maximize his team’s capabilities. He sees today's investments paying off in employee retention and in-turn, customer lifetime value. Incentive structure and defining career paths are part of the discussion on ways to improve team member performance. From technology to staffing to franchisee relationships, Brett isn’t afraid to address where opportunity exists. Paul’s experience with Terminix’s M&A model and team over the years is not left out of this sit-down. Brett is conscious of the psychology of the deal and brand reputation post-sale. Brett states the paradigm that exists between strengths and weaknesses. His management philosophy is clear as he discusses an inverted org chart style and responsibility for front-line team members. Hop over to ProjectBlackBear.com to watch the interview. Co-Produced, Edited, and Mixed by Dylan Seals of Verbell.Ltd

Welcome back to Season 2. Head over to ProjectBlackBear.com for a video-only episode. Subscribe to our YouTube channel - youtube.com/theboardroombuzz

Before jumping into next week's Supernova presentation, Paul and Patrick catch up on all things M&A. Tune in to hear what the strategic acquirers have been up to so far this year. Gambling, gold, or gambling for gold. Before signing off for Season 1, Paul recalls clients who found even greater wealth after pest control. A few seats remain for Supernova. Register today. It’s not even July. Is that Christmas music? Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

From mixologist to MBA to management trainee, Kyle Varona traveled a road less taken into his family's pest control business. Instead of graduating into Fahey! Pest & Lawn Solutions, it was Truly Nolen - the business - that launched Kyle into his post-college career. It was Truly Nolen - the (legend) person - that inspired Kyle along the way. Customer reviews do a lot more than make a phone ring. Listen for added benefits of 2400+ Google reviews. Kyle also extracts success with a simplified service footprint and offering. Diving into this interview, you’ll hear how Associated Pest finds a common origin with Fahey. When it was time for David & Terry Pomfret (aka Dad & Mom) to practice retirement, Kyle found himself at the helm. His entrapped experience in New Mexico made taking over a breeze. Fast forward to 2020, and hear how Kyle realized his destiny. With valuations at an all-time high, Fahey found itself selling to Turner Pest Control instead of selling to the next generation. Register for Potomac's upcoming M&A Supernova event to hear more about valuations and the consolidation boom. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Peter Schiff joins Paul for lunch at Dorado Beach to chat about currency, asset prices, and what is coming down the pipeline for America's economy. Peter is a successful investor, author, and host of The Peter Schiff Show. Before stepping into this interview, you'll hear Peter's 2006 CNBC's Kudlow & Company clip in which he predicts the economic downturn. Of all days to visit, Paul and Peter find themselves immersed in their conversation during a crypto bloodbath. Peter shares that the world of cryptocurrency is built on speculation and margin debt. With blood in the water, is this the tipping point for politicians to get involved? Will this interference lead to laws to protect people from the free market, or find itself as another means to punish capitalism? Peter does not like any of the thousands of alt-coins, but it sounds like crypto is less likely to be manipulated than traditional fiat currency. Peter has long been known for his love of gold. It's interesting to hear his argument for a national currency that marries block chain with his shiny gold standard. Peter and Paul make time to discuss inflated asset prices. The Feds believe that the wealth effect creates economic growth. Does it? Peter preaches that entrepreneurship and capital investment grow an economy. After years of 'monetary heroin', Peter reasons that we should let the free market work. Looking to the future, Peter shares that the dollar is the only limiting factor, and that our future lies in the hands of our creditors. Peter contends that a strong currency leads to competitive advantage, and that sound money is the foundation of any prosperous country. Inflated asset prices affect pest control shareholders. Following the sale of a business, how can owners protect their assets? Peter advises on rearranging assets into international emerging markets. In regards to wealth management, Peter's company as well as BKD are a couple places Paul says to research. Patrick missed the Dorado invite (or The Mex intercepted it). In the post-Peter cafe chat, Patrick asks Paul about alternate scenarios had the Federal Reserve not taken the easy way out. Is it time for economic rehab? Paul shares that during the financial crisis, Peter both made money and defended his thesis. From thesis to application, Paul makes a case for preparation over prediction. Paul also recommends watching Peter's Mortgage Bankers Speech from November 2006 and Why the Meltdown Should Have Surprised No One from March 2009 For more information on current market conditions and valuations, register for M&A Supernova: Navigating the Late Stages of the Pest Control Consolidation Boom Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Sally sells seashells by the seashore, but Shelley wants to know about selling her pest control company and starting back up in a nearby area. Brands, logos, and restrictive covenants come to mind. What else will Patrick pull out of the mystery grab bag of listener-submitted questions? While Shelley is curious about making an exit, Jesse wants to know about competition. Does The Boardroom Buzz duo have an opinion on competing against a large corporation or several mom & pops? Tune in for a quick Q&A session on digital marketing, inflation, and the current M&A markets. Paul reinforces that there is a lot more at risk this year with valuations than taxes. To hear more about the M&A market in your region, register for a free event at theboardroombuzz.com/supernova Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

The marketing game is rigged. What would happen if advertising utilized a President-producing marketing machine? Phillip Stutts introduces his Undefeated Marketing System in this game-changing interview. There isn't enough room for our guest's resumé. Phillip has worked on eight presidential campaigns. Here are a few previous clients: Pres. George W. Bush, Sen. Bob Dole, Gov. Bobby Jindal, Sen. John Thune, and Gov. Ron DeSantis. And it turns out that Phillip and Paul share a mutual client. In politics, understanding the voter comes before spending money. The same idea is true for advertising. Phillip's screen-agnostic full-service marketing firm follows a five step process gleaned from the political arena. Skip a step. Skip success. The Boardroom has been home to a few digital marketing discussions. Jeff Phillips, Tracy Judnich, and Darin Huffaker to name a few. The odds were stacked against (now) Gov. DeSantis. Phillip innovated. Phillip led the largest geo-farming (yes, *geo-farming*) campaign in the history of advertising, and in doing so led voters across party lines. Most business owners talk about their business and how good it is. Guess what. Your customers don't give two shakes. If you knew your customers' most important values, wouldn't that be useful? Your potential customer will see 10,000 ads today. It turns out that competition extends beyond other pest control companies. There is a secret weapon in the pest control industry. By using customer data, you can get an advantage over your competition every time. Hear about a pest control company that lost money by advertising discounts. Perception is reality. Cheap and safety do not go hand in hand. Stutts' Win BIG Media team increased the client's top and bottom line with a 'smarter' campaign. Don't let looks fool you. Facebook, Coca-Cola, and Google don't sell soft drinks or search engines. Then what do they sell? Owning data is not under-emphasized in this interview. Phillip found himself canceled. Hear how he seized the opportunity. Connect with Phillip and his team: phillipstutts.com/insights Dogs >> Cats ;) Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

One year after selling Responsible Pest & Scorpion Services to Certus, Darin Huffaker recalls the glory and not-so-glory days. From California to Arizona to Idaho, Darin and his brother, David Huffaker, made big moves along the way. Darin is quick to share mistakes, and how the siblings journeyed together in this turnaround. Responsible found top-line growth on the doors, but it trickled all the way down to the bottom line. Add in the mix of recruiting plus ethics, and the brothers had to find another way to grow. Creditors turned down Darin and David left and right. Where could they turn as everyone else turned them away? Would saying no to business be the key to their bottom line success? Hear about the evolution of their brand name, and the impact it had on their marketing. Scorpions were a powerhouse pest for this Phoenix player. Darin shares how it proved difficult to find the best formulation, and how he had to put his mad scientist R&D skills to the test. Who doesn't want to see scorpions die a painful death? A price increase conversation comes back to The Boardroom, but this chat brings in a new angle. Perception is reality. Hear how Darin designed a small business mentality with white-glove service. For his team, technology was really a tool and not just a toy. From customer experience to remote working to online marketing, Responsible set themselves apart. Good luck finding another Blackberry-shot video with more YouTube views. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Tracy Judnich along with his two business partners, Joe and Jeremiah, led The Bug Guys to a solid (and speedy) exit. Certus has taken over, but looking back, what would Tracy do differently? Paul gives props to Tracy's unique capabilities. You'll be hard pressed to find a denser service map. That mad focus went straight to the bottom-line. Join the conversation as The Rule of 23 goes under the interrogation lamp. What top-line and bottom-line growth did his business have? How does it compare to Mike Rogers', Jim McHale's, and...Patrick's business? The business had roots on the doors. In fact, he reveals his connection to a previous Buzz guest. The Bug Guys maximized sales at the door, but it wasn't on the doors. Tracy gives details to this specific concept plus other start-up advice. You'll hear his opinion on selling over the phone and experience with bundling sales. The funny thing is that Tracy can't turn off his salesmanship. Who knew explaining employee benefits would turn into a sales presentation? He describes how compensation is more than an hourly rate. Stick around to hear Paul preach on pricing again. Is it ever too little too late for a price increase? Uh oh. Does Paul need to call Bobby? It's 2am. What are you smoking? Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Paul Utts directed RID Pest Control to provide a more than comfortable lifestyle. Now writing the last chapter of his pest control career, he still has some work to do before sailing into the sunset. With this transaction completed, it is time to tell the story of how Paul Utts stumbled into the industry. What ends an era in pest control services for Paul, began as a waiter at a kosher hotel. While he credits this role for learning customer service, would you agree that this time planted the seed for his love of acting? After college, Paul learned a lot about food safety as a health inspector. Seafood or see food? As a health inspector, did his inspections reveal a kitchen's true character? There are some technical bits in this Boardroom banter, but tune into the sales opportunities and advice. From inspector to management to an owner, Paul wore many hats in his storied career. "Managing from a P&L is fascinating" may not be the only line that he feeds during this interview. Speaking of management, he shines the light on using bonuses to motivate. Wow-ing your customers can be as simple as answering the phone. Is it too much to ask to get a 'hello' from the other side when you call a service company? Vulnerability comes to mind when it's time for due diligence. Before that scene plays out, acquirers should take a cue to shift their focus to the seller. Which hat did Viking Pest Control wear to the courting conversations? And for the record, Utts is not his Jewish name. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Why not wait until Episode 50 to start at the beginning? The beginning of M&A (mergers and acquisitions) that is. In the miniseries foretold, legal structure sits as the first building block of M&A. You'll hear about asset purchases and stock purchases. Don't get drowned out in the verbiage. Hear how the role you play in an M&A deal determines your preferences. For previous reference, Tony Sfreddo (Episode 5) built up quite the government contract portfolio. Does that lead itself to designing a deal one way or the other? Are there variations to asset purchase agreements and stock purchase agreements? Maybe there are more than two ways to skin a cat. The arrangement bakes-in tax implications. Is there a work around? Allocating purchase price can favor long-term capital gains over ordinary income rates. Fast forward from the announcement, what will benefits look like with the new owner? Deciding a deal's architecture determines how employees move forward while the ink dries. Thirsty for more? Go grab a vitaminwater® Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Before you can judge Patrick for his inability to explain Profit First, it's a better idea to ask the author. Mike Michalowicz gets his formal introduction to the pest control industry in this extended interview. Hear how Mike leverages human nature to establish predictable profit. Sales - Expenses = Profit. True, but Mike creates a cash management tool by flipping the traditional GAAP formula. Pre-Profit First, Mike struck it rich in his early 30's. As a new angel investor with a nice ride, Mike hit rock bottom in more ways than one. With raw emotions, he recalls the events that inspired his best seller. Writing became therapeutic as he began his 'journey to eradicate entrepreneurial poverty'. Revisiting his experience with depression, Mike recommends mental therapy. He even gives a poor man's version to help recover. Don't sit-back while Mike preaches on plowback pain and pleasure. Is there a better segue than hearing Mike advocating on profitability before selling? Paul counters by asking about ROI. What if your own business is the best vehicle to put capital to highest and best use? Hear how Profit First-adopted companies compare to the control. Windup the clock. Paul pulls another Michalowicz book, Clockwork, off the shelf for the session's 1st OT. Swooping in and saving the day as a superhero manager leaves a wake of damage. What can an owner taking a four-week vacation do for the business? Do you find yourself carrying the burden to provide jobs as an entrepreneur? By working in the business, are you taking jobs from your employees? The prolific author is releasing another book this year, Get Different. He gives an example of unique marketing as opposed to getting lost in the sea of industry best practices. Does Dad approve? Paul inquires about Mike's habits to produce these books. Mike goes onto share income generated from writing and distribution breakdown. Mike gives input on mainstream publishers vs self-publishing vs hybrid options. Is that Dad whispering in your ear, or Mike narrating another book for Audible? Dylan joins Paul and Patrick to recap the dynamic interview. The lines get blurred between private life and business life. Paul retells stories of those that have cashed out but hold onto regrets. Dylan opens up about his similar struggle with depression. He shares his success habits and the personal growth he's found through journaling. Dylan explores the subconscious mind, and how he utilized consistent habits as opposed to willpower. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

It’s time to catch-up with some listener submitted questions. Serial entrepreneur Patrick can’t find a way to dodge the first question about franchising. Six years ago, Patrick and Bobby franchised their business. With properly placed intentions, what advice can Patrick give looking back at the experience? Patrick goes into detail about what he would do differently if he had to make the decision again. While Paul recalls Patrick learning the hard way, Paul gives an alternate entry for staking start-ups. On the flip side, Paul gives advice to those considering the franchise-life. A business in a box sounds efficient, but ask yourself, ‘self, am I buying myself a job or building an asset?’ before becoming captive to the franchisor. Proposed tax increases have been a catalyst for sellers such as last week's guest, Jeff Phillips. What effect do these tax changes have on acquirers' appetites and the price they're willing to pay? The first quarter of 2021 has been Paul's busiest Q1 in his eighteen years as a pest control sell-side advisor. While tax speculation anxiety plays out in the US, tax increases are going into effect in Canada and other countries. Drilling down to specific markets, population exporter-California and importer-Texas get extra attention. What does Paul know about the buyers' outlook for this year in these markets? Scarcity of assets brings up another line of questioning. How can scarcity be quantified and managed? It's not just about size, but also the number of assets in a given market. Patrick caught wind of previous perverse incentives in M&A. That road led to a quick chat on leverage, contingencies, and skid marks. When it comes time to discuss growth strategies, would it really be an episode without discussing acquisitions? Referencing Pam Blauvelt's experience, Paul has seen where deals have led to distractions and mistakes. As exciting as arbitrage sounds, can it hurt more than help? Stay tuned for upcoming events: 1) a Mike Stanczyk collaboration on shareholder agreements, and 2) measuring and managing customer retention in The Attrition Condition. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Succession plans may sound easy compared to the alternatives. Hear how ripping off the Band-Aid compares to family buy-outs with strings attached. From managing the business to managing their health, Jeff Phillips's parents never enjoyed their golden years in retirement. It may be an extreme reaction, but at 47-years old, Jeff decided it was time to exit after his dad’s passing. Although his father is no longer with us, his wisdom lives on in this Boardroom conversation. From 'build it to sell' to 'do something and do something very well', Jeff's dad personified the Blue Chip mentality. After taking over as Blue Chip leaders, Jeff and his sister, Kim, ran an efficient business. Measure and manage. Routing, recurring, and responding to leads were a handful of monitored metrics. Knowing their numbers helped them when it came to save on overtime. Scott Stevenson, Doug Stevenson, Court Parker, and Sean McCauley. Now add Jeff to the list of U Groupers appearing on The Buzz. By picking up on the lessons while not making all the mistakes, hear how his peer group experience enhanced his bottom line. When it was time to make changes, Jeff realized that customers much like dropped children are resilient. There were times that Jeff found he already had the secret sauce. When scheduling headaches became a problem to solve, his business adopted exterior only service before it was popular. In terms of marketing, pest control is not sexy. It's about front of mind awareness. Jeff shares the balance between office location and paid remarketing ads. Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com

Step into The Boardroom to hear how Sean McCauley built his empire. As the owner of Aantex Pest Control, Sean is now on pest control company number three. While pest control runs through his veins, it's not the only ‘egg in his basket’. Sean has monetized his previous pest control investments to venture into other assets. Sean shares his opportunistic outlook: there are different advantages in every regime. Hear how to detach from the business, when to run into the fire, and where to find opportunities. This week's guest brings his crystal ball into The Boardroom. He sees a V-shape recovery. Will you heed Sean's advice to chill out and ride the wave? Put your economics hat on before stepping into this session. You will think about the bank after this episode. Whichever cards you think you are holding, remember the bank is the 'apex predator'. Paul questions Sean on who has the most to gain in an inflationary environment. With no topic off limits, it may surprise you to hear our guest's take on Millennials. Speaking of funny money, Fannie and Freddie aren't imaginary friends. Is the government-backed duo holding down interest rates? Sean even reveals terms for his commercial real estate notes. Sean finds he has a lot to gain underwriting entrepreneurs, in addition to his hard asset portfolio. It is one way he has found to diversify his net worth. Listen for how Sean and Paul get their returns on time invested. This is the unintended follow-up to Episode 14's buy-side conversation. From someone that will "never have to work another day in my life", Sean will encourage you to get un-lazy. Go out and find the deals. If you've made it this far, you may survive Professor Paul's Econometric After Party. Diversification 201 is in session. Sit back and hear how zombies do exist. Sean says we live our life in unrealized gains. Does that saying go deeper than a real estate metaphor? Co-Produced, Edited, and Mixed by Dylan Seals of hdaudiopost.com