Written by Bob Williamson, pest & lawn director for the M&A advisory firm Cetane Associates. This article was originally posted on PMP Pest Management Professional  As a kid, I would play "10 Questions" to meet new friends. I discovered it was a great way to learn more about people I didn't know. I meet pest management professionals (PMPs) often, and they will ask me for a value multiple for their business. My professional answer is "It depends — please let me ask you a few questions." What follow are 10 questions I would expect them to know the answers to and readily share. 1. What are your yearly gross sales? Good – The higher, the better Bad – Not a deal breaker, but smaller deals often require a strong market presence to allow existing operations to absorb. 2. What percentage of renewable services do you provide? Let's define renewable. My best and very liberal definition is any service that is routinely scheduled by the company, as compared to waiting for the customer to call. There are many gradients to this answer, with the gold standard being automatic monthly credit card payments for quarterly or bi-monthly service based on geographic region. Good – 80 percent or better Fair – 65 percent to 79 percent Poor – Less than 65 percent 3. When was your last price increase? Great – They do one every year. Good – Six months to a year ago, and they know how much. Fair – They do one about every three years. Bad – Either they don't know, or it was more than three years ago. Few customers care when you wait three years and then increase to try and catch up. Your employees care, however, when they don't see routine increases. 4. What do you charge for a residential quarterly or bi-monthly service? Good – The higher, the better Bad – More than 20 percent below what the buyer charges This is the easiest way to determine relative price. Commercial and one-time services are tricky and difficult to compare. An obtuse answer here is scary. This rate will help determine your value to the buyer. New owners will avoid any significant price increases for at least six months to minimize disruption. 5. What is your commercial vs. residential ratio? This answer will have a very different impact for each buyer. Residential is more often better, but not exclusively so. Multi-family housing can be a deal killer for some buyers and acceptable to others. Unlike the other nine questions, though, nearly all sellers know this number. 6. Do you do any bid work for municipalities or school districts? Good – They never take on that work. Fair – They do a few small ones. Poor – It is a large part of their business. Bid work almost always goes to the lowest bidder, and some contracts have stayed the same for more than 10 years. This is not a good model to run your business. 7. What software do you use to run your business? Good – They use a reputable pest control business software system. Bonus points if they elaborate on having someone on staff as an expert in using the software. Fair – They use a system that is no longer supported. Not as bad as it sounds – They still hand route or use an index card system. This will require manual data entry for the new owner. I have done several deals for firms like this, however, and sometimes I can pull better notes from the cards than what they may have otherwise entered into a software application. 8. What vehicles do you use? Good – Any answer that indicates they are in the practice of replacing vehicles routinely. Bad – They haven't bought a new vehicle in a while. Vehicles are an important part of running a pest control business. A good business will have a practice in place to replace vehicles routinely. 9. Are you an active member of your state pest association? Great –They serve on the board. Good – They attend meetings routinely and have several friends there. Fair – They're a member, but rarely attend meetings. Poor – They have no interest in belonging to industry organizations. This speaks volumes about the owner's commitment to running a growing, professional business. 10. How many employees do you have? I try to correlate answers back to revenue to get some idea of the efficiency and scale. Many firms are currently under their desired staff count. Depending on the magnitude, this will need to be clarified to assess the impact. I like to hear positive personal endorsements of staff, because it speaks to the owner's engagement in the business.

Of the 200+ types of mosquitoes in the U.S., twelve carry the West Nile and Zika viruses. More than simply being annoying, mosquitoes can be dangerous, yet they are an important part of the world's ecosystem

Michael Benard, associate professor and chair of Case Western Reserve University's Department of Biology, focuses research on how to control mosquito populations while maintaining environmental stability. Specifically emphasizing how changing environments affect organisms' abundances, traits and ecological interactions. Benard says to first look to amphibians. 

In an article from Case Western Reserve Universiy's The Daily, Benard states: "Amphibians provide an important ecological service in insect control and are a sensitive indicator of environmental change that might directly harm humans."

In a survey of wetlands across various habitats, biologists in Switzerland associated high numbers of mosquitoes in wetlands that were modified by humans. Specifically, areas with low amphibian populations had higher numbers of mosquitoes.

Insecticides have been used to effectively control both the flying adult mosquitos and the aquatic larval mosquitoes. However, some insecticides may have negatively effect fish, amphibians and other animals.

Eco-friendly methods of mosquito control employed by pest control companies, such as trapping, larviciding, and IPM, can help restore the ecological balance tipped by heavy insecticide usage.

The question remains: Why are mosquitoes important? They are an important food source for animals. In particular, mosquitoes are the cuisine of choice in the diets of over 70% of the little brown bats sampled in the midwestern U.S. Also, the aquatic larvae of mosquitoes are the preferred prey of many salamanders. An individual salamander can consume over 800 mosquito larvae per day.

Therefore, if mosquitoes disappear, many animals will lose an important food source. It is important to maintain healthy, balanced ecosystems that benefits creatures great and small (even if they are annoying). Let's not forget that mosquitoes are the unsung pollinators.

A targeted approach that uses multiple methods based on the local environment can be an effective way to control mosquitos while limiting negative effects on other species. This ultimately has a positive impact on us humans.

We recently caught up with David Johnson, North Central Region Manager of AP&G Co./ Catchmaster, Inc. a leading manufacturer of Intelligent Pest Management solutions. AP&G is a family-owned company with a proud history of making quality glue-based pest control products that are trusted by the pros.  Additionally, Catchmaster is a valued partner-sponsor of TPCA. David shared three concerns that face the pest control industry.

Spotted Lanternfly (SLF)

A native of China, the insect was discovered in Pennsylvania in 2014 and has since spread to 13 other states. Though beautiful as an adult, the insect is a voracious eater that feeds on woody and ornamental trees as well as a wide variety of crops and plants. Left unchecked, Pennsylvania alone could lose hundreds of millions of dollars and thousands of jobs. Oddly enough, USDA scientists have discovered that the SLF is attracted to vibrations and are exploring how these methods may be applicable to controlling SLF populations.

With tree farms and vineyards being especially vulnerable to SLF, Catchmaster has a key product to help monitor their activity. Their effective tree banding glue can easily be applied to vineyard end posts, fence posts and even on trees themselves. 

Glue boards for rodent management

Catchmaster's glue is unique as it is designed to target the specific need for your rodent management program. Just be sure to monitor them constantly to account for dust or other conditions that could negatively affect the trap's performance. If you find that rodent sticky traps are not working, consider changing locations, replacing your traps with new clean ones, or using larger traps. The more the merrier when it comes to using multiple traps. Be sure to place them in different directions in order to maximize your catch and make trapping easier. Just be sure not to overwhelm small spaces with too many traps.

Another concern with glue traps is the cold weather. Catchmaster's Cold Weather Glue Trays are made with AP&G's legendary, non-toxic glue formula and are the only cold weather glue trays on the market to work in temperature down to 0 degrees Fahrenheit. They are also a great option for locations that are damp and/or humid, where glue boards and other traps may not hold up.

EPA 15-year cycle

Catchmaster is watching the Pesticide Interim Decision (PID) that is still upcoming on the 13 actives targeting our industry's SG anticoagulated rodenticides. Although Catchmaster does not have any SG anticoagulant products in this arena, it is still a concern as they are a much-needed tool for our industry.

Our glue is our bond

Backed with 65+ years of know-how, Catchmaster utilizes a science-based approach to create high-quality products for rodent, insect & mosquito management. Their products are field-tested under the harshest conditions to ensure maximum reliability for any level of pest control expert. With the firm belief that monitoring is a cornerstone to Intelligent Pest Management, Catchmaster's products allow you to monitor rodents, insects & mosquitoes with confidence. 

No matter if you are needing glue trays to aid in cold environments or if you are needing to capture female mosquitos, Catchmaster has the formulation that will do the job with confidence!

David Johnson 

75 East 2^nd Street Bayonne, NJ  07002

AP&G Co./ Catchmaster, Inc.

djohnson@catchmasterpro.com

As digital technologies continue to evolve, pest control fleets will face both opportunities and challenges in adapting to these advancements. By focusing on fundamental practices, such as fleet maintenance and safety policies, owners and operators can safeguard their businesses against emerging challenges while preparing for future growth. Problem: Commercial Auto Accidents & High Vehicle Maintenance Costs  Distracted driving remains a leading cause of commercial auto accidents, but telematics and GPS tracking provide tools to mitigate risks by identifying unsafe driving behaviors and training needs. Despite rising costs and supply chain challenges, cutting back on vehicle maintenance, safety training, or insurance can exponentially increase risk exposure. Instead, fostering a culture of safety—with regular maintenance, driver training, and enforced fleet policies—helps prevent claims, control premiums, and ensure business continuity. Problem: Growing Business - Growing Costs  The pest control market is projected to thrive in 2025, driven by urbanization and increased awareness of health risks associated with pests. However, rising operational costs of critical resources — including labor, fuel and vehicles — and an uncertain economy will push PMPs to optimize efficiency and ROI. Companies that adopt AI-powered tools and intelligent automation, will gain a competitive edge by enhancing productivity, improving customer service, and boosting profitability despite resource constraints. Problem: Distressing MVR's  Hiring drivers with clean motor vehicle records (MVRs) and sufficient experience is crucial, even in today's challenging labor market. Regularly checking MVRs, at least twice a year, can help prevent coverage exclusions by insurers due to accidents or violations. To further mitigate risks, consider installing cameras and telematics in your fleet, hiring a fleet manager to oversee driving behavior, and addressing issues with problem drivers through coaching or, if necessary, termination. Proactive measures like these are essential to navigating the current fleet market effectively. Business owners and insurance providers must stay informed about industry changes to effectively address risk management and vehicle safety. Prioritizing essential practices like fleet maintenance and robust safety policies enables owners and operators to protect their businesses from evolving challenges and build a strong foundation for sustained growth.

The lone star tick (Amblyomma americanum) has long been associated with alpha-gal syndrome (AGS), the red meat allergy that has become increasingly prevalent. However, the latest issue of Emerging Infectious Diseases from the CDC reveals that the lone star tick is not the lone suspect.

What is AGS?

The steady stream of saliva released by the A. americanum tick bite, to keep its prey's blood flowing, contains a sugar molecule called alpha-gal. Alpha-gal syndrome (AGS) is not caused by a bacterium or virus like lyme disease or the heartland virus. The syndrome is instead an immune reaction to alpha-gal, a sugar found in almost all non primate animals, such as cows, horses and deer. The tick bite triggers an immunoglobulin E (IgE) antibody response in the body. People who mount this response develop an allergy to red meat. AGS was discovered in 2009, and the emergence of food allergies, following the tick bite, varies from hours to months after eating red meat. Researchers continue to study and unlock the perplexities of AGS.

Currently, the CDC shows high concentrations of AGS in Alabama, Arkansas, Georgia, Mississippi, Missouri, Kansas, Kentucky, Oklahoma and Tennessee.

The new tick in town

Cases of AGS in Washington and Maine have emerged, which is outside the territory of the lone star tick (predominately in the southern, midwestern, and mid-Atlantic regions). The CDC article links these cases of AGS to Ixodes scapularis, also called black-legged or deer ticks.

What this means to PMPs

• Expand your client's education. Let customers know about the potential risks posed of AGS by a wider range of tick species, not just the lone star tick. 
• Expand your tick management program and training. Emphasize the importance of comprehensive tick control measures and learn how to target multiple species. Protect yourself and your team with proper personal protective equipment (PPE) when treating tick accounts.
• Prepare for increased public awareness. It’s a good idea to create a script for your office and sales teams to use as the weather gets warmer and calls come in about tick control and prevention. It’s important to sound authoritative, with the data to back you up, but not frightening. Let callers know that you can help them mitigate the risk.

TPCA is in the business of improving your business

As a valued member of TPCA, you have access to valuable educational resources that not only keep you informed about the latest pest control techniques and regulations, but also growing your business.

Business growth is not always measured in expanded territories or profits. It can be measured in the overall health and vitality of your company. This can be acquired by better business practices, such as emphasizing employee development.

Why is employee development important?

Investing in employee development programs lead to higher employee satisfaction, better retention rates, and a competitive edge in the market. Employee development involves continuous learning and skill enhancement that aligns with both individual career growth and company goals. 

Employees who perceive growth opportunities are more likely to be engaged and committed to your company. Additionally, well-rounded development programs address gaps in skills and knowledge, while equipping employees to meet the evolving demands of their roles. This leads to increased efficiency, innovation, and productivity within teams.

Individual employee growth drives the company's growth

Professional growth can significantly benefit both your employee's career and your company. Professional growth efforts in the workplace include:

• Provide learning opportunities for new skills that will support employees as they advance in their career
• Provide employees with opportunities to work on areas they may be struggling with
• Help them become more productive and efficient in their work
• Allow them to develop and share a new perspective on a particular business strategy or way of doing things more efficiently
• Keep them up-to-date on relevant skills and knowledge in the pest management industry by registering them for CEU conferences and technical day schools