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PMP PestManagement
PROFESSIONAL
Clark heeds
the call of
the wild
Since selling Critter Control to
Rollins Inc. last year, Kevin Clark
is now the brands ambassador.
VOL. 84, NO. 8
TWO GREAT OFFERS *
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Merlin Peregrine
Clark heeds
the call of
the wild ON THE COVER:
Critter Control
By John Walsh
p. 32
10 Launch Pad
Products that are new
to the pest industry
18 66 Conducive Conditions
Earwigs
By Mark Sheperdigian, BCE ON THE COVER: Since selling Critter Control to
Rollins Inc. last year, Kevin Clark is now the brands
ambassador. Photo: Angel Eye Photography
www.bugofpccenter.com 212.781.2304
INSIDE
AUGUST 2016
VOL. 84, NO. 8
86 After Hours
Bob Kunst
By Diane Sofranec
88 Caption This
74 Mobile PMP By Leo Michael
Website design
By Diane Sofranec 92 Photo Finish
Summertime, and
76 Marketing Matters the stinging is easy
Enewsletters, outdoor By Heather Gooch
advertising, Facebook ads
By Harvey Goldglantz
78 Added Value
Where will the journey lead you?
84
By Ray Johnson
80 Start-up Diaries
Equipping employees
for success
By Pete Schopen
NEW Improved station design
Activation by simply removing a
sticker over the entry hole
nth Residual
Michael Joyce, Senior Account Manager
dsofranec@northcoastmedia.net
l 12-Mo
mjoyce@northcoastmedia.net
216-706-3793
216-706-3723
e d B u g C o n tro
Will Nepper, Senior Editor
wnepper@northcoastmedia.net
216-706-3775
Ryan Gerard, Account Manager
rgerard@northcoastmedia.net G reen B
216-363-7921
Joelle Harms, Digital Editor
jharms@northcoastmedia.net Kelli Velasquez, Classified Sales
216-706-3780
Dr. Stuart Mitchell, Technical Editor
kvelasquez@northcoastmedia.net
216-706-3767 Cimi-Shield is the best
docmitchell@northcoastmedia.net
515-333-8923
Pat Roberts, Vice President of Sales
proberts@northcoastmedia.net
216-706-3736
value for the successful
Jerry Mix, Editor-at-Large
jnmix@aol.com 440-668-7810 Ryan Bockmuller, PMP Events Manager
rbockmuller@northcoastmedia.net
treatment of bed bugs.
Tracie Martinez, Art Director 216-706-3772
tmartinez@northcoastmedia.net
216-280-6127 Scott Gebler, Marketing Manager
sgebler@northcoastmedia.net
Courtney Townsend, Graphic Designer
216-363-7932
Job Cost = Labor Cost + Materials Cost
ctownsend@northcoastmedia.net
216-363-7931 Bethany Chambers, Digital Operations Manager
bchambers@northcoastmedia.net
PRODUCTION/CIRCULATION 216-706-3771 Without Cimi-Shield, bed bug elimination
Rhonda Sande, Manager, Production Services
Jesse Malcmacher, Web Developer requires 2, 3 and sometimes 4 return
rsande@northcoastmedia.net
jmalcmacher@northcoastmedia.net
216-978-9778
216-363-7925 treatments. With Cimi-Shield, one treatment
Antoinette Sanchez-Perkins, List Rental
Senior Audience Development Manager Pest Management Professional
saves huge labor costs that are only possible
asanchez-perkins@northcoastmedia.net 1360 East 9th St., Suite 1070 because of the residual it leaves behind. This
216-706-3750 Fax: 702-586-2790 Cleveland, OH 44114
Subscriptions & Customer Service 216-706-3700 Fax: 216-706-3712 means that you will have more time to win
847-513-6030 MyPMP.net pmp@northcoastmedia.net more jobs with bigger proits.
Kevin Stoltman, President & CEO
kstoltman@northcoastmedia.net 216-706-3740 PMPs use Cimi-Shield because it saves
Steve Galperin, Vice President of Finance & Operations
sgalperin@northcoastmedia.net 216-706-3705
them money and puts more profit per job
Pete Seltzer, Vice President of Graphic Design & Production in their pockets.
pseltzer@northcoastmedia.net 216-706-3737
Marty Whitford & Marisa Palmieri, Editorial Directors
mwhitford@northcoastmedia.net 216-706-3766
mpalmieri@northcoastmedia.net 216-706-3764
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A bee, or
not a bee?
By Will Nepper | Senior Editor
only works out for the pests!) PMP considered, as does the extra The Call of the Wild the best one
equipment expense. for my business? PMP
You can reach NEPPER at wnepper@ Rollins weighed these and other
northcoastmedia.net or 216-706-3775.
considerations last year, before You can reach GOOCH at hgooch@
acquiring Critter Control. As youll northcoastmedia.net or 330-321-9754.
4
3
1EcoVia CA and EcoVia G to secure in place and can be useful for 4Aqua Zenivex E20
following contours of a metal substrate,
Rockwell Labs RockwellLabs.com Central Life Sciences CentralMosquitoControl.com
the company says. They also can be
EcoVia CA contact aerosol and EcoVia New Aqua Zenivex E20 expands the
used for nets that need to be opened.
G granular products are new Federal Zenivex adulticide lineup of reduced-
Two models are available, for jobs with
Insecticide, Fungicide and Rodenticide risk mosquito products, with an option
cable (pictured) and without cable.
Act (FIFRA) 25(b)-exempt and research- that offers easier mixing and equipment
based botanical insecticides. EcoVia cleanup. The water-dilutable adulticide
CA provides rapid knockdown and 3Soft Bait innovations features a reduced-risk classiication from
residual kill/repellency for crawling and Liphatech Liphatech.com the U.S. Environmental Protection Agency.
lying insects. Its labeled for indoor and New 4-lb. Soft Bait Bags open and Its active ingredient, etofenprox, presents
outdoor use for crack, crevice, void, spot reopen easily, and the full label is printed low toxicity to birds, and dried foliar
and space treatments, and is compatible directly on the bag. The bags are residues are not harmful to honey bees,
with professional aerosol injection delivery available with 10g pouches of FirstStrike the company says. It can be used either
systems. EcoVia G is a broad-spectrum or 12g pouches of Resolv. Pail sizes are diluted or undiluted for ultra low-volume
insecticide that can be used for exterior available, as well. In addition, 16-lb. pails (ULV), fogging or aerial applications.
perimeter, yard and soil treatments. EcoVia of soft bait containing 40g pouches of Available in 2.5-, 30- and 275-gallon
CA is available in 16-oz. cans that include FirstStrike or Resolv now come with ive packaging, it requires no synergist, and
an injector straw; EcoVia G is available in SoftSecure Technology units (SSTs) a the mixed/agitated solution stays without
10-lb. resealable bags. rodenticide placement device for bait stratifying or settling. All Aqua Zenivex E20
stations. To use, place the bait in the orders placed through Aug. 31, 2016, will
2Net Magnets SST, close the lid and go. The rodents immediately receive a 10 percent discount
Bird Barrier BirdBarrier.com feed on the bait directly between the off the 2016 list price. These purchases
Net Magnets are designed for use when bars. The SST also eliminates bait rod also qualify toward Central Life Sciences
drilling is not an option. They are quick hassles, especially in cold weather. 2016 ALL Clear Rebate program.
7
8
5PestWorks software keeps birds away from solar panels insecticide and Archer insect growth
and adds a moneymaking opportunity regulator (IGR), the program provides
855bugs.com PestWorksApp.com
for pest and wildlife management an additional revenue-generating
855bugs.com, a residential and
technicians. The weather-resistant opportunity for pest management
commercial pest management franchise
mesh effectively blocks pest birds from professionals (PMPs). PMPs can
based in Waco, Texas, releases
nesting or roosting under the panels. It participate by purchasing Demand CS
PestWorks, its proprietary industry
also prevents critters from chewing on and Archer between Jan. 1 and Nov.
management software. The owners
the electrical wiring under solar panels. 30, 2016, and by making applications
of 855bugs.com have worked in pest
Installation is fast and easy, thanks before Dec. 31, 2016.
management for a combined 33 years.
to specially designed clips that wont
They designed PestWorks to focus on
scratch or affect the integrity of solar
empowering employee productivity and
panels, the company says. Theres no
8BURRAT Samurai
removing friction. Tools, including Tech Burrtec Burrtec.co.jp/english
drilling, and the mesh, which is now
Dashboard, allow pest managment The BURRAT Samurai armor door
available in 100-ft. rolls, is virtually
professionals (PMPs) to view schedules, sweep prevents the entry of rodents,
invisible when installed.
create estimates, and complete and insects, dust, wind and snow through
invoice jobs on site. The software is all gaps in industrial environments,
compatible with all browsers; PMPs can 7SecureChoice Flea and restaurants, museums and more.
access it on any device, the company Tick Assurance Program Even rodent teeth are no match for the
says. A demo version of PestWorks is Syngenta SyngentaPMP.com/flea-tick products stainless steel frame. The
now available as a 14-day free trial. The SecureChoice Flea and Tick Japan-based manufacturer will exhibit
Assurance Program from Syngenta this and other products at the National
6Bird-blocking mesh offers guaranteed control of outdoor Pest Management Associations
Bird B Gone BirdBGone.com leas and ticks for up to 90 days. PestWorld 2016 event in Seattle
Bird B Gones Solar Panel Bird Deterrent With the power of Demand CS this October.
Mark Sheperdigian
Take the bite out of mosquitoes and eliminate them from chemical storage sheperdigian@earthlink.net
your home and the immediate yard. which, hopefully, you
Our traps are unobtrusive and constantly on duty for the Dr. Stephen Vantassel
secured beforehand
next swarm of mosquitoes. stephenvantassel@hotmail.com
Custom-fitted window screen mosquito trap that is and then reach
out to customers. MORE ONLINE
easily installed and maintained by your pest
management professional. See more great advice
What a marketing and insights from our
opportunity! contributors at mypmp.net.
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PEST TRENDS
D YOU
DI ?
Spidey gene might unlock
mystery of waxy insects KNOW
A
n international team of scientists, led by University of Firelies (lampyridae) are
Hawaii at Mnoa researcher Dr. Joanne Yew, has identified on the decline. One of the
a gene in fruit flies (Drosophila melanogaster, also known as prime suspects is overharvesting for
vinegar flies) responsible for the insects waterproof coating, biomedical use. Two of their enzymes,
which provides protection from microbes and environmental luciferin and luciferase, are used to
stress. The team nicknamed the gene spidey, and announced the track the growth of cancer
findings in a recently published study in PLoS Genetics. tumors, for example.
When we knocked out spidey in adult flies, the flies exhibited Source: Xerces.org
several striking features, explains Dr. Yew, an assistant researcher
based in the Pacific
Biosciences Research
Center of UH Mnoas Magnets make mice happy.
School of Ocean and A recent report in Nature
Earth Science and Neuroscience found that lab mice
Technology. Their walking through a magnetic ield
lifespan was shortened by made their brain react pleasurably,
about 50 percent. They similar to having eaten a delicious
lost almost all of their treat. While the remote control
waxy coating, and the of the nervous systems of living
flies frequently got stuck animals is a bit on the scary side,
to the sides of the plastic it does have health treatment
implications as well as the
vials and were unable to
potential for new pest management
free themselves. This last techniques. Before you start taking
feature was reminiscent of the comic The wax-producing cells of
magnets off the fridge and placing
book character Spider-Man, which is Drosophila spp. have been
genetically labeled with a them into your bait stations, though,
why we named the gene spidey. green fluorescent marker, remember this is a preliminary study.
PHOTOS: YIN NING CHIANG AND JOANNE YEW; BY TERRY PRIEST (OWN WORK) [CC BY-SA 3.0 (HTTP://CREATIVECOMMONS.ORG/
Spidey is important for regulating levels allowing the cells to be Source: Nature.com
of a steroid hormone, which maintains visualized in live flies.
Atlanta-based Arrow
Exterminators acquired
40-year-old C&H Pest Anthony Kruszewski, regional manager of Wil-Kil Pest
PHOTO: ISTOCK.COM/DIMITRIOS STEFANIDIS/DEFUN
Control, Picayune, Miss. Controls Chippewa Falls, Wis., office, cuts the ribbon
It will operate as Stark for the companys new training center in Chippewa
Exterminators. Pictured Falls. The state-of-the-art facility features four full-
from left are Arrows size environmental modules designed to provide
Tommy Giardino and real-world experience before entering the field. The
Kevin Burns, C&Hs modules consist of a kitchen, grocery store, hotel
Linda and Darryle room and warehouse. The training facility also holds
Whitfield, and Arrows different types of pest management equipment to
Tim Pollard. complete proper training and education.
True rotation involves more than just switching productsits about switching to
the right product. Only Maxforce has Impact, designed with an alternate
bait matrix that eliminates resistant, bait-averse roaches.
Bayer CropScience LP, Environmental Science Division, 2 T.W. Alexander Drive, Research Triangle Park, NC 27709. 1-800-331-2867. www.backedbybayer.com. Bayer, the Bayer Cross and Maxforce are registered trademarks of Bayer.
Not all products are registered in all states. Always read and follow label instructions. 2016 Bayer CropScience LP
INDUSTRY INTEL
Products, manufacturer of Vikane
MOVERS & SHAKERS fumigant. The contest recognizes
PESTCAL WINS California fumigators for promoting
structural fumigation through signage at
PCOC-VIKANE job sites. This year, there were a record
CONTEST
Pest Control Operators of California
64 banner entries.
PestCal Exterminators of Van Nuys, PestCal Exterminators submitted this
Calif., won irst place. The company years first-place banner in the 13th annual
(PCOC) announced the winners of the
Fumigation Banner Bonanza Contest.
13th annual Fumigation Banner Bonanza serves the greater Los Angeles area.
Contest, sponsored by Douglas The judging panel commented the
winning banner was simple and
professional and projected trust.
Judges also noted the companys logo
and found the bug outline over the state
of California to be memorable.
I designed our company logo
and this banner myself, says
RODENTICIDES Kevin Campos, owner of PestCal
Exterminators. One day, before I
Aromatic, Secure started this company, I was driving
around and pictured a roach with the
state of California. I havent seen that
& Simply Deadly done for a logo yet, and I thought it
would catch peoples eyes. I drew it up,
and thats the logo that you see today
Pest Management
Professional (PMP)
magazine is proud
to announce that
Technical Editor Dr.
Stuart Mitchell achieved
physician-medical
> Unsurpassed moisture tolerance corps membership status in the United
States Regional And National Group
Emergency Responders (RANGER).
> Easy to secure, hole cast into block
Atlanta-based Arrow
> Chocolate aroma for added attractiveness Exterminators promoted
Tommy Giardino to
senior vice president
of operations for the
PelGar USA 610.849.1723
PHOTO: PESTCAL EXTERMINATORS
CONTINUED ON PAGE 22
GO SOCIAL.
Zoecon with design and Precor are registered trademarks of Wellmark International. 2016 Wellmark International.
INDUSTRY INTEL
CONTINUED FROM PAGE 20
Holds: Kness Big Snap, Trapper T-Rex, Catchmaster Model 621P EZ,
Motomco Tomcat, Victor Power Kill Rat Trap.
1-800-503-5444 www.pestbarrier.com
SUPPLIER UPDATE
C
isse Spragins
holds a occupies a 50,000-
bachelors sq.-ft. facility in North
degree in Kansas City, Mo.,
chemistry, masters that Dr. Spragins
degrees in chemistry purchased in 2011 to
and physics, and a Dr. Cisse Spragins keep up with growth David Murphy
Ph.D. in plasma physics. and consolidate the
Equally important, the owner and CEO companys ofices, labs,
of Rockwell Labs Ltd also possesses manufacturing, warehousing
an unwavering commitment to and shipping under one roof.
discovering and meeting unmet Before that, Rockwell leased
customer needs and bridging the a 20,000-sq.-ft. building a few
industrys integrated pest management blocks away. The company solutions now numbers
(IPM) technology gaps. employs 35 people not some 40 products, most of
I founded Rockwell including four which meet its Green Zone
Labs in 1998 with young, professional sustainability standards,
one overarching women Rockwell notes David Murphy, the
mission: to provide hired recently as companys vice president
pest management chemistry and of marketing, product
professionals (PMPs) engineering interns (see management and customer service.
with an Unfair July issue, page 22). This year alone, we launched
Advantage against the Were constantly EcoVia G granular insecticide, EcoVia
myriad structural pests reinvesting, Dr. Spragins CA contact aerosol insecticide,
threatening our public says. For instance, we and EcoVia 3-in-1, an emulsiiable
health and property, just added a machine to concentrate (EC) insecticide, miticide
Dr. Spragins says. automate production of our and fungicide, Murphy adds. We
Dr. Spragins is a rare InTice Gelanimo Ant Bait. also redesigned our InTice Gelanimo
ind: a science-based entrepreneur. The equipment cost more than my Ant Bait station, making it even more
She invests signiicant time and house, but were not stopping there. user friendly, and worked hard to
monies to ensure each control solution Were also increasing automation on add more than a dozen additional
bearing the Rockwell name stands our dust line this year to keep pace pests to our CimeXa insecticide dust
out from the pack, from product with demand. label, including stored product pests,
packaging to performance. How does Rockwell do it? The old- clothes moths and carpet beetles.
Rockwell has fashioned way: with Rockwells top sellers include:
come quite a ways cash, not credit. InTice 10 Perimeter Bait, InVict Gold
from its humble We upgrade as Cockroach Gel, CimeXa and BorActin
beginnings 18 demand for product dusts, EcoVia EC, InVict Xpress
years ago, when grows, Dr. Spragins Granular Bait, and its InVade bio
Dr. Spragins was adds. We invest sanitation line.
the sole employee, where it makes We dont try to be all things to all
working on the the most sense to PMPs, Dr. Spragins adds. Rockwell
companys irst automate. We dont is super-focused on developing and
product prototype (the take on debt. manufacturing proven performers
D-Sect IPM Station) Rockwells control solutions and treatment
from her apartment growing family of protocols designed to drive the industry
in Minneapolis. pest management forward, while illing PMPs wallets.
fter leaving college in 1975, Kevin Clark headed All of a sudden, instead of breathing soot, I was
A
home to Dearborn Heights, Mich., and held pulling animals from structures, repairing roofs and
a number of jobs. But he didnt find his niche installing chimney caps, he recalls. I discovered wildlife
until his father, Jack, suggested he try chimney management was a growing trend and a more profitable
cleaning, a job the elder Clark had done part business, so I concentrated on animal control.
time to supplement his salary as a teacher. In 1986, Clark incorporated the Critter Control
Using some equipment Jack Clark loaned him, name and built his business in Westland, Mich. He
Clark added a wet-dry vacuum and chimney sweep began offering franchises in neighboring states a year
brush. He was in business. later, and added an average of one new franchise a
By 1983, the chimney cleaning business was steady. month during the next 10 years.
But Clark started receiving more requests to remove Critter Control grew from a one-man operation
animals from chimneys. with sales of $45,000 in 1982 to a $35 million-a-year
mypmp.net
operation. By 2007, it had more than 100 locations
and 450 employees. The company averaged a steady
20 percent annual sales growth for almost 20 years,
until Sept. 11, 2001.
Clark generated growth largely from existing
franchisees. In 2007, less than 10 percent of his 100
licensees operated more than one location. But when
Critter Control joined Atlanta-based Rollins Inc. in
March 2015, it reportedly had been the largest wildlife
control company in the United States for more than
two decades.
Franchise strategies
Early on, Clark allowed franchisees to name their
territories. The fees were the same no matter the size
of the market. As Clark gained experience including
buying machine-made chimney caps instead of making
them from hardware cloth by hand at home he had
established four different types of franchise territories:
A-TYPE covered markets of 600,000 people or less,
and cost a one-time fee of $18,000 plus 6 percent of
annual revenues for ongoing support. The initial fee
covered the application, license, training, marketing
support and customer relationship management tools.
B-TYPE covered markets of 600,000 to 1.2 million people.
It cost $24,000 up front, plus 6 percent of annual revenues.
C-TYPE covered markets of 1.2 million to 1.8 million
people and cost $30,000 up front, plus 6 percent of
annual revenues.
D-TYPE covered markets of 1.8 million to 2.4 million
people and cost $36,000 up front, plus 6 percent of
annual revenues.
There are currently more than 115 Critter Control
franchises in more than 40 states. Todays franchise
territories are based on populations or profit potential.
Licensees sign non-compete agreements covering the
proprietary information and trade secrets the company
has developed throughout the years. Recent growth is
attributed to brand awareness and sales in key markets.
The company, which markets with the tagline
Protecting people, property and wildlife,
differentiates itself from competitors in the market
by its people and commitment to providing quality
service. That service includes guaranteed satisfaction. The gloved hand
of Peter Riney,
Its teams expertly handle animals of all sizes, focusing
owner of Critter
on vertebrate pests such as squirrels, raccoons, bats Control of Central
and birds. Missouri, holds a
In 2014, the year before Rollins bought Critter captured snake.
Control, company revenue was $58 million, Clark
PHOTO: CRITTER CONTROL
8 Possums (Didelphimorphia spp.) are the only marsupials native to North America, where
they thrive in wooded and suburban areas east of the Rocky Mountains. The nocturnal
mammals eat almost anything, including garbage, roadkill, rotten fruit, grass, insects, birds
and snakes. They have a reputation for playing dead by curling onto their back, sticking their
PHOTOS: CRITTER CONTROL; ISTOCK.COM/OKTAY ORTAKCIOGLU
tongue out, squirting foul fluid from their anuses, and staring off into space when confronted
by predators. They also attempt to scare predators by baring their teeth and hissing.
9 The Norway rat (Rattus norvegicus), which is the most commonly found rat pest in
the U.S., is also called a brown, house, sewer or wharf rat. Found in every state, its
considered the most economically important rat in the U.S.
10 The house mouse (Mus musculus) is second only to humans as the most common
mammal in urban areas throughout the country. House mice are notorious
nibblers that climb, jump and swim to reach to their favorite foods, which are often found
in houses, farms, open fields and commercial buildings. Curious and fearless, theyll
chew through walls, electrical cables and storage containers to get what they want.
SOURCE: ROLLINS
Gepaval
Guardian-2 ECO
Propane Cannon
Guardian-2 Single
Rotary Propane Cannon
Gepaval Guardian-2 Standard Propane
$264.95 Cannon w/Telescoping Barrel
CONTINUED FROM PAGE 36 franchise owners, however, so there Services, have taken positions with
brand, and there was never any was little cultural impact. other Critter Control offices, and
doubt about those. We have a handful of support one went to work with one of our
With such purchases, some employees who will be affected. Some vendors.
employees who work for smaller jobs will be eliminated because of Rollins, which owns primarily
companies leave because they dont economies of scale, and some will be pest control companies such as
want to work for large ones. The vast retained, Clark says. Two-thirds of Orkin, Permatreat and Western
majority of Critter Control employees our employees are still on staff with Pest Services (see box below), was
work directly for independent Critter Control under Rollins Wildlife interested in Critter Control because
its a strong brand and a customer-
centric organization, Leavitt says.
We share similar ethics and
a devotion to the customer, he
continues. Since the beginning of
An industry
power player
Founded in 1948 as Rollins Broadcasting,
today Rollins Inc. is a global consumer and
commercial services company. At press
time, its wholly owned subsidiaries include:
AllPest
Crane Pest Control
Critter Control
HomeTeam Pest Defense
Murray Pest Control
Orkin Canada
Orkin LLC
PermaTreat
Statewide Pest Control
The Industrial Fumigant Co.
Trutech LLC
Waltham Services LLC
Western Pest Services
Rollins serves more than 2 million customers
in the United States, Canada, Central
America, South America, the Caribbean,
the Middle East, Asia, the Mediterranean,
Europe, Africa, Mexico and Australia from
more than 700 locations.
SOURCE: ROLLINS.COM
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Cl e a n t
o u t B a i
are fierce
fighters
Polistes apachus, commonly
encountered in the western
external wood fibers to become loosened from poles,
United States, can act menacingly plant stakes, posts, etc. They would repeatedly return
when foraging for nest materials. to the same piece of wood to gather cellulose fibers. On
one occasion, I observed five wasps four P. apachus
But their Achilles heel just and one P. fuscatus aurifer, commonly known as the
might be plain old H2O. golden or northern paper wasp remove wood fibers
from the same piece of wood at the same time.
BY HANIF GULMAHAMAD, BCE | Contributor By mid-February, 10 different nests were being
constructed on various sites on both the first- and
P
aper wasps (Polistes spp.) sometimes second-story eaves of my home. As the skittish wasps
pose aggravating problems at human went about their tasks, they posed a menace to my
habitation. Over many years of delivering family as we did yard work, took out the trash,
pest management services to homeowners gardened or simply tried to enjoy the yard.
in southern California, I have dealt with Unlike bees, which have barbed stingers that rip out
cases of paper wasps landing directly on after a sting, causing the death of the attacker, paper
the surface of water in swimming pools to drink and/ wasps have needle-like stingers that they can use to sting
or collect water, especially on hot summer days. In repeatedly. The idea that paper wasps typically do not pose
southern California, particularly in inland areas, summer a threat to homeowners unless the nest is disturbed is not
temperatures often exceed 100F for weeks at a time. entirely true. On one occasion, I came within 2 ft. of a
This becomes a frustrating problem when large paper paper wasp nest in a citrus tree in my backyard. Although
wasp nests are on neighboring properties that you I was not stung, the wasps on the nest bristled with
cannot access or treat. Homeowners with small children activity as if they were spoiling for an attack.
frolicking in and around pools are deathly afraid of these My wife, however, was not so lucky: She was stung
wasps, and they may be skeptical of explanations that the by a wasp constructing a nest about 5 ft. above her
wasps are invading from neighboring areas rather than head, on the eaves of the garage above the back door.
their own yard. They often insist that something be done CONTINUED ON PAGE 50
to alleviate a virtually impossible situation.
In February, I observed several female Apache wasps
(P. apachus) flying in my backyard in Ontario, Calif. We
had a mild winter, and temperatures were in the mid
Whats an Apache wasp?
This particular paper wasp has been referred to as the Apache
80s. As a result, wasp foundresses (new queens) were wasp most likely because of its species name, Polistes apachus
beginning to construct nests at several sites under the (Saussure). It reportedly was introduced into California from Texas
PHOTO: DR. HANIF GULMAHAMAD
eaves of my house much earlier than normal. about 1920. Apache wasps are now common in the central valleys
and have become the most frequently encountered paper wasp
I watched as the wasps scraped weathered,
nesting under the eaves of buildings in southern California.
construction-grade lumber and removed cellulosic They also nest in fruit trees, vines, shrubbery and other bushy
wood fibers (see Fig. 1). They seem to prefer certain areas, where their presence interferes with the harvesting of fruits,
types of aged wood, because the weathering causes trimming of hedges, and pruning of landscape plants. H.G.
TEMPORARY DIGS
The dozen employees who were
with the previous incarnation of the
museum still have lots of work ahead.
Building the structure is the easy
The new museum is slated for a grand was growing at a satisfactory pace, but
opening in November 2017. part, Brian Cook explains, noting that
the museum side of things had plateaued.
construction will inish in January 2017.
We unanimously decided to not let it just
The late John R. Cook Sr. was inducted into Then you have to ill it.
run its course, but rather, look to the future,
the Pest Management Professional Hall of In the 1980s, the late John Cook
recalls Brian Cook, chief administration
Fame last year for his many contributions Sr. helped design the Bradford
oficer for Cooks Pest Control and Cook
to the industry. Among them was his gift to Square ofice complex, named after
Sr.s grandson. How do we make it more
his Decatur, Ala., community: the Cooks the Bradford pear tree. In addition to
meaningful for the next generation? It was
Natural Science Museum. housing the headquarters of Cooks
currently just a look-and-see museum, full
The contents of the museum have their Pest Control, the building also leases
of glass cases. We decided we needed to
roots in the 1960s, as an insect collection units to a variety of tenants. Brian
make it more hands-on, with technology,
for Cooks Pest Control techs to reference Cook notes, As our corporate ofice
outreach and educational programs.
in training and troubleshooting. The has grown, weve expanded into
To accomplish this goal, the museum
collection expanded over time to include additional units in the complex.
PHOTOS: COOK MUSEUM OF NATURAL SCIENCE/FREEDOM LIGHT PRODUCTION
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Spray them, vaporize them or just fog them. If you need a tool to reach them, reach for NUVAN.
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EFFECTIVE AGAINST
Ants, Bed Bugs, Bed Bug Eggs, Bees, Beetles, Carpet Beetles, Clothes Moth Larvae,
Cockroaches, Crickets, Fleas, Flies, Flour Beetles, Gnats, Hornets, Millipedes, Mosquitoes,
Moths, Silverfish, Sowbugs, Spiders, Ticks, Wasps, Waterbugs, and Weevils.
STINGING INSECTS
CONTINUED FROM PAGE 50 across my yard. Can you come and
to no risk to the applicator. Catch do something about it? My kids are
the nest early enough, and you afraid of those things, you know.
wont have to break out the bee The customer understood that he
suit and other personal protective had signed on for 24/7/365 service,
equipment (PPE). and he decided to use the service
When directing a water stream at on that day for a single wasp flying
a wasp nest, do so at an angle. Do across his yard.
not stand directly below the nest, From a technical point of view,
because water will run off the eave paper wasps foraging for nest
and fascia boards and drench you. materials are more of a perceived
Keep in mind that wasps falling problem than a threat. However,
from a nest dislodged by water can to the people who feel threatened,
fall on the applicator directly below, the hazard is real. Destroying
resulting in a possible sting. small, early-season nests on a
At facilities where children are structure with a high-pressure
present, wasp nests can be removed water jet can reduce wasp activity
by water treatment on holidays and/ on a property and alleviate the
or on weekends when no one is threat. It is also a non-chemical
present, to avoid inadvertent stings. method of management, which
Always read and follow label directions. Zoecon with design, Altosid and Mavrik are registered trademarks of Wellmark International. 2016 Wellmark International.
STINGING INSECTS
entirely of social wasps. Twenty-two species on p. 50 contains about 264 cells, not
More on Polistes of Polistes are recorded in the United States,
and more than 200 species occur worldwide.
counting the unused, partially constructed
ones at the periphery. They are petiolated
Thanks to their penchant for building nests
on, in or near structures, paper wasps of the Wasps gathering wood fibers are skittish (stelocyttarous), one layer single-combed,
genus Polistes are commonly encountered and fly off quickly if you approach them to unprotected at the bottom and open
by humans. They tend to locate nests on take pictures. Rapid nest construction takes (gymnodomous) to the exterior. Nests that
sheltered and seldom-used parts of buildings, place in early spring, and wasps are busy are exposed to weather conditions, such as
thus increasing the potential for stings. travelling from their nest sites to a cellulose those built in shrubs and trees, are often very
Paper wasps belong to the family source, particularly on warm days. effectively waterproofed on the upper surface
Vespidae (Hymenoptera) and the subfamily Polistes nests can often attain large by the wasps using salivary proteins.
Polistinae, which is the second-largest of the sizes, but tend to maintain a basic, umbrella- Material from the European paper wasp,
six Vespid subfamilies. They are composed like shape. The large circular nest in Fig. 2 P. dominula, has been cloned for use as a
waterproof coating used in the manufacture
of biodegradable unmanned aerial vehicles
(UAVs). In a tongue-in-cheek reference to
this use, one writer referred to it as water-
proofing using wasp spit.
In general, all paper wasp colonies
are annual. Fertilized queens hibernate in
protected and secluded places, and emerge
in early spring to begin the search for
suitable nesting sites.
Some species exhibit fidelity to the site
where they were reared, especially if they
hibernated nearby. When a nest site is
chosen, a foundress (new queen) begins a
search for sources of cellulose (wood fibers),
which she uses to construct her paper nest.
Once a nest is established, the founding
queen may be joined by one or more gynes
(mated females), and they cooperate in nest
construction, nest enlargement, gathering of
cellulosic material, foraging for food, and the
progressive feeding of larvae.
The original foundress usually becomes
a mother superior by aggressive behavior
toward other subordinate reproductive
members. The first brood of workers produced
tends to be smaller, sterile females. They
assume all the work in the colony, such as
collecting cellulose material, enlarging the nest,
foraging for food and water, defending the
nest, and feeding and caring for the brood.
The original foundress then assumes her
primary duty of laying eggs. Depending on
weather conditions, food availability, and lack
of predation, paper wasp nests can increase in
size to encompass hundreds of individuals.
Depending on geographic location and
weather conditions, male and female larvae
are produced in early fall. Adults leave the
nest in late fall to mate. The males die,
while the mated females go into hibernation
in protected and secluded places. Older
workers die off. Replacements are no
longer produced, and the nest is eventually
abandoned. Abandoned paper wasp nests
on structures often become reservoirs for
Dermestid beetles (carpet beetles) that
invade structures, and thus should be
removed to minimize that risk.
It should also be pointed out that paper
wasps are beneficial in the ecosystem,
because they prey on caterpillars with which
to feed their larvae.H.G.
www.bugoffpccenter.com
By Will Nepper | Senior Editor
A good game of
hide-and-seek
Carpenter bees
(Xylocopa spp.) can
nest where you
least expect it.
o be honest, I wasnt thrilled
account is a previous customer. She gives her a quick crash course on damage, so it is something youll want
has returned to the company for an what she has been seeing, as well as to take care of before it gets worse.
assist after seeing just a few bees what to expect from carpenter bees. CONTINUED ON PAGE 58
CONTINUED FROM PAGE 56 any carpenter bees inside, they had A LIGHT DUSTING
Worse, it seems, can mean several most likely flown in through an After gearing up to work, Turpin
things. When carpenter bees finally open screen door or window. fearlessly scales the ladder toward
abandon the gallery, secondary The females have the brighter, the first hole with duster in hand.
pests might later infest its tunnels. livelier color, and its very rare that Oh yeah, this is definitely
Scavengers will come to feed on we see them, Senese continues. The a carpenter bee entrance, he
unused pollen and nectar. Worse, female has a lot of yellow on her. But confirms. He carefully blows the
certain wasps, ants and other types shes normally in the hole, and thats dust into the hole with the tool.
of bees also will gravitate to old where we want to get, to dust them. A carpenter bees gallery-
galleries, using them for shelter and The customer agrees. The three of entrance hole is typically on the
nesting sites. us walk around the homes perimeter, wood surface. It continues in for a
But what about the females? searching for more evidence that short distance before a sharp turn
the customer asks. Can they sting? would indicate carpenter bee activity upward, extending the tunnel in the
Yes, they do have stingers, particularly, gallery entrance holes. same direction of the wood grain.
but youre not likely to see them There were only a handful of spots, Thats where the dust needs to get.
because they stay inside the gallery but they were easy to see and all After completing the perimeter
while the males go out these along where the roofline meets the check and directing Turpin to
PHOTOS: WILL NEPPER
guys like to be outside, Senese says. homes exterior wall. From Seneses each place he needs need to dust,
This leads the customer to ask, and Turpins trained eyes, it was clear Senese asks the customer about
how then, had she seen them inside? to them both that this was indeed the the garage-sized coach house
Senese explains that if there were work of carpenter bees. CONTINUED ON PAGE 60
Contact your local distributor or CSI representative for more information. This product may not be registered in all Find us on
states, please check the CSI website or the states department of agriculture for registration information. Taurus
and Combination Chemistry are registered trademarks of Control Solutions Inc.
CONTINUED FROM PAGE 58 When we step up to the
he noticed at the far end of the backyard structure, Senese takes
backyard. one look inside and realizes weve
I havent seen any bees there, found the root source of the bees.
the woman reports. But I have seen Evidence along the top of the walls
foxes going in and out from under it. reveals the coach house as the most Oh yeah, I can hear them inside
Senese looks skeptical, but nods significant crime scene. there buzzing around, he says.
understandingly. Well, this is a home run, he That means theyre in there and
Well check it out, too, he says with a chuckle. See that frass? theyll be finished when they come
says, before thanking the customer. Thats from when theyre chewing out. It looks like weve got four
He tells her that well be done into the wood its the pulp that more places to treat.
shortly and will let her know theyre pooping out. The protocol is the same. Dust is
before we leave. He points to three clearly visible A.P.E.s weapon of choice in these
As we walk back to the coach areas around the carriage house cases, but Senese says hes interested
house, Senese explains that wildlife roofline before discovering another in trying foam, reminding me that
control is something that he would home run on the far end. residual is important to prevent
like to offer after obtaining the They definitely have four areas of callback trips.
PHOTO: ISTOCK.COM/AKIYOKO
necessary licensing, which he is in activity on this structure, Senese says.
the process of pursuing. Senese grabs a ladder from the A LITTLE MORE CONVERSATION
We get plenty of requests, and truck and scales the side of the Well, we didnt see any foxes,
Im tired of having to turn them coach house so he can feel around Senese reports to the customer
down, he admits. along the roof for holes. CONTINUED ON PAGE 62
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CALLBACK CURES HOUSE MOUSE
By Dr. Jim Fredericks | Contributor
W
materials and surfaces
Penetrates deeper more than 2.5 wisdom is the more, the merrier. Thats not
More accurate readings - narrower sensor the case for rodenticide baiting, though.
Inundating a population of mice with bait
stations is an inefficient way to approach the problem.
INDUSTRY PROVEN Instead, efforts are better focused on these three steps:
ENTOMOLOGIST VERIFIED 1Identify the best sites. When selecting a site to place
Non-invasive inspections a bait station, many factors need to be considered.
via MOVEMENT /
Begin with a careful inspection of an account to
MOISTURE / THERMAL
sensors determine where mice are active. For example, a station
placed in a corner where accumulations of droppings
are discovered will be more effective than one placed
Call (404) 210-5633 or your local supplier along a suspected runway, or a location where no
mouse activity has been observed. Mice prefer to stop
in corners or other places that are protected from
www.termatrac.com predators, which is why droppings often build up in
corners and under or inside items thats where the
mice are spending time. Placing bait stations where
mice are most comfortable will increase the odds that
they eat the bait.
Get Equipped 2Ensure the bait is secure, eliminating the possibility of
non-target exposure. Inside residences, curious children
with Thor
and pets could potentially encounter bait stations
intended for mouse control. Current label directions
require any bait that is accessible to non-targets be
placed inside tamper-resistant stations. Many companies
require technicians to use tamper-resistant stations in all
circumstances to ensure that exposure doesnt occur. The
most effective placements are typically in areas that pose
the least risk: behind appliances or furniture, in out-of-
reach and out-of-sight places, or behind stored items.
3Follow up. Once a mouse
population is controlled,
rodenticide bait should be
removed. This practice eliminates
the potential for non-target
exposure, and it reduces the
potential for infestation of
forgotten bait by secondary pests.
When used as part of a sensible
integrated pest management You can reach
(IPM) program incorporating Dr. Fredericks, VP of
technical and regulatory
traps, sanitation and exclusion,
affairs for the National
baits can be a great way to limit
ENSYSTEX, Inc. Pest Management
house mouse callbacks and keep Association (NPMA), at
1-866-FOR-THOR - FOR-THOR.COM
clients happy. PMP jfredericks@pestworld.org.
We have openings 2
available
H
ow small a hole is required for insects to enter a
building? We frequently look to doors, vents and
openings around pipes and cables, but are those
the only entry points?
Many of the occasional invaders that enter buildings reside
under the slab and enter through openings in the substructure.
Many kitchens, food plants and other commercial facilities rely
on high-tech epoxy loor coatings to seal the environment.
Often, the people who apply and/or maintain them have little
understanding of the size of breach necessary to let in pests. PMP
1
In Fig. 1 and its inset close-up photo, Fig. 2, take note of a small chip in the epoxy. It is big enough to allow an earwig to squeeze through.
There are many other small insects and arthropods that can also come through this opening. To be sure, this particular opening happens to
be perfectly placed to provide entry for invading pests, but it can hardly be known by looking at it. For this reason, every opening should be
suspected. Make recommendations to the customer to fill the gaps.
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efore the modern era of baiting, control obtained by adding a few important tools. Strategically
for German cockroaches meant late- placed insect monitors, for example, could quickly
night cleanouts performed by a crew with characterize the population. They indicate where to
sprayers, dusters, flushing agents, drills focus the search, track the infestation as it crashes, and
and extension cords. Working late into the document conditions of zero cockroaches.
night, the crew would move methodically through the In the late 1980s, the advent of machines that could
facility. They flushed to find the roaches, and then deliver ultra-low volume (ULV)-sized particles into
dusted voids and sprayed appropriate surfaces. By the voids through narrow cracks was a game changer.
time they were done, there would be roaches flopping After several iterations and alterations, the equipment
and flipping on the floor like so many fish. improved. In fact, a number of manufacturers still
A follow-up visit within the week would gauge offer it for control of cockroaches and other pests.
the success and plot the path for the next go-round. About 30 years ago, insect growth regulators (IGRs)
If things went well, services would shift to monthly were brought to market for cockroaches. They can help
inspections and preventive treatments. short-circuit infestations that defied discovery, because
In spite of the crucial role of limiting food, water even if you dont kill the adults, preventing the next
and harborage, a determined crew could still get the generation is pretty important.
upper hand in kitchens with poor sanitation. For When facing infestations of monstrous proportion,
accounts that seemed otherwise hopeless, quarterly vacuums have been used to rapidly crash populations,
intensive treatments could maintain a surprising reducing the time to control. It can be hard work, but
degree of control. a good vacuum in the hands of a skilled technician
These labor-intensive services were expensive, is a force-multiplier.
but some accounts responded well to the high Just when we were getting good at this, the baiting
degree of attention and didnt seem to mind technology exploded onto the scene and the
the extra cost. While improved sanitation is always paradigm once again shifted. Instead of chasing the
best, some companies can still make do on skill cockroaches, we began applying baits and letting
and determination. the cockroaches come to us.
The success of the program rested on the ability In the 25 years or so since then, however, we have seen
PHOTO: MARK SHEPERDIGIAN
of the pest management professionals (PMPs) to seek a general loss of the necessary skills to eradicate German
out the active harborages and kill the roaches at their cockroaches using contact insecticides alone. But there
source. The cockroaches that escaped detection or is a clear advantage in being able to deftly apply both
found clean harborage would live and so the chase systems: When a given cockroach wont respond to baits,
was on. It was a game of pursuit. it is important to be able to take the next steps. PMP
epresentative or
visit online at mgk.com/backpack.
www.mgk.com
ORDER a world
COCKROACH
chaos BY DR. AUSTIN M. FRISHMAN,
BCE-EMERITUS Contributor
TOP 4 APPROACHES
A
n effective cockroach cracks. This points you to how and
management strategy requires You can incorporate these four pieces where the American (and other
more than one approach. of equipment into your cockroach peridomestic) cockroaches can
I have three favorite management strategy plan. All are enter a structure. Next, find the
cockroach-related expressions: not needed every time, but sooner or openings and get them repaired.
COCKROACHES COME FROM later, all are likely to be needed. Hint: Theyre often in wall voids.
1 COCKROACHES. Clutter, lack of
customer cooperation and poor 1 MONITORS. Placing sticky traps
and coming back a week later 3 VACUUMS. When you have
access to large German
sanitation make it difficult to gain to look for cockroaches in them cockroach (Blattella germanica)
control, but the persistence of is not monitoring. Monitoring is populations, one initial vacuuming
cockroaches stems from a rapid recording what you catch, what does wonders. It removes many
reproductive rate or influx of new stages they are in, and where and cockroaches, which reduces the
populations. You must account for when you caught them. Look for need to use a lot of bait. It can
this and go the extra mile. Sometimes trends: Are they increasing or also remove asthmatic-attacking
youre missing the breeding source decreasing? antigens if you use a vacuum
in a wall void or adjacent garbage You dont need sticky traps if cleaner that is high-efficiency
chute. Sometimes its a hidden void numbers are high. Theyre best particulate air (HEPA)-filter rated.
under a sink. Dont blame it all on utilized when you think youve PLASTIC BAGS/BINS. The
the customer. Search for the source.
THERE IS NO DISGRACE IN
done a good job and want to verify
it or perhaps, more realistically,
4 concept of reducing harborage
to control cockroaches is more than
2 HAVING COCKROACHES, BUT IT
IS A DISGRACE TO KEEP THEM. For
want to find what you missed.
Sticky traps are less helpful if you
100 years old. To accomplish this,
you first need to work with the
various reasons, people choose to dont implement a plan of action client to reduce clutter. Then, insert
live with cockroaches. Therefore, its when even one cockroach is caught. in sealed plastic bags the boxes,
important in multi-complex units that Monitoring also can mean papers and loose items the client
each unit be inspected and treated on recording verbal reports from wont throw out. Lastly, use proper
a regular basis. The regularity varies occupants at the account. The first sealants for eliminating cockroach
with the neighbors, conditions of person to turn on the lights in the harborages in a structure. Caulking
the building, and what initially exists morning is often an excellent source will only create additional
when you begin the service. of information. cockroach harborage areas if not
THINK LIKE A COCKROACH. To SMOKE MACHINES. When applied properly. PMP
3 win a war, you must know how
the enemy thinks, acts and reacts to
2 American cockroach (Periplaneta
americana) problems continue to Contact DR. FRISHMAN, a PMP Hall of
Famer, at PMPEditor@northcoastmedia.net.
PHOTO: ISTOCK.COM/PIXEL_SQUID
Q
Moths are being found in
the kitchen and living room
of a third-floor condo. Ive
Q that said you could not repeat
an application of a residual
insecticide for at least 30 days. I
Q fleas and flea bites. She has no
pets. We have put out several
monitors and have not found anything
use this reason when a customer that bites. We have not applied any
emailed you several pictures of
wants me to return after a few days pesticide. She wants to know what to
the moths; can you identify them
following a treatment. Is there such do next. What should we tell her? The
so we can offer an appropriate a law? If I need to retreat after a few bites began after she put in a new
control program? days, what can I do? kitchen floor. Could this be the cause?
NEILSON M., NEW JERSEY BILLY K., NEW YORK Her husband has no bites.
They are leafroller moths
A
Im glad you didnt apply
pesticide without knowing the
PHOTO: TODD M. GILLIGAN AND MARC E. EPSTEIN, TORTAI: TORTRICIDS OF AGRICULTURAL IMPORTANCE, USDA APHIS ITP, BUGWOOD.ORG
They roll the leaf over to make a Agency (EPA) was considering cause of the problem. If you
tube in which they live, securing such a requirement on labels. At had and there were no biting insects
the tube with silk. These are the request of the then-National there, she would be calling you back
outdoor insects so, unless the Pest Control Association (now day after day asking you to spray
condo owner has lots of green the National Pest Management again. Spraying also reinforces her
plants inside, the moths are most Association, or NPMA), the company belief that insects are biting her.
likely coming in through windows I worked for at the time took several Lots of medical problems cause
or doors that are left open or are EPA executives to visit some low- itching. She may have allergies, or
not sealed well. The moths are income apartments in Washington, it could be delusional parasitosis
attracted to lights. D.C. After visiting two apartments, (Editors Note: For more on DP, also
the visitors had seen enough and known as Ekboms syndrome, see our
did not wish to continue. Thus, that February 2016 issue, p. 54).
30-day limitation never materialized. Regardless, I would suggest
Email your questions about
insect identiication and The label is the law, so check the
label on the individual products you
seeing an allergist first. If that turns
up nothing, consider having an
pest management technologies
are using. Some residual labels place industrial hygienist sample the air for
and techniques to Dr. Mampe
a time limit on repeated applications contaminants. The flooring could be
at dentomol@aol.com. Your in commercial food-handling causing the problem. If that doesnt
questions most likely will be establishments, for example. generate answers, its best to then
printed and answered in one of When customers request a repeat leave it to the customers family
Pest Management Professionals application after a few days, explain doctor to determine whether DP
upcoming Ask the Expert columns. to them the chemical hasnt had is the cause. PMP
Target Specialty Products has been trusted to deliver pest control products
and equipment for almost 50 years. But thats not all, we deliver solutions.
Learn how our certified and experienced staff can partner with you
to better serve your customers.
holds appeal
looking site out there, but if people
cant find it, its useless.
Fresh content also helps a website
earn the top spot in an internet
search. Millers website features a
new blog post every week, a feat it
A
s a pest management Even if were in a house and the accomplishes by working closely
professional, you know husband and wife are sitting there with the website design firm.
people dont want to see talking, 90 percent of the time were Miller redesigned the company
pests in their homes or talking to the woman because shes website three times in three years,
businesses. If they did, you the one making the decisions, he and says he is happy with the design
wouldnt be in business. says. You dont want to turn off the company he chose this time around.
But did you know some people hate person you want using your service. He found the firm by typing into
pests so much, they dont want to The new design is reader- Google the letters SEO and the
see them on your website, either? friendly on mobile devices, and the name of the town in which his
Joel Miller, operations and companys phone number is easy company operates.
marketing manager for Miller Pest to find on the page. The site is also If youre really good at designing
& Termite in Des Moines, Iowa, less cluttered and more professional websites and doing SEO, you should
says positive feedback poured in looking. The company Miller probably be first on that list, if not
since removing photos of pests hired to redesign the website used second, he says. If youre not, youre
from his companys website. analytics to determine which pages probably not the best at what you do.
Right after we switched it over, a people clicked on most often. It In addition to research, Miller
customer said she went to two other kept the most commonly selected recommends checking references
websites first, but they freaked her links on the home page and moved and communicating with who you
out, he says. She couldnt stand the rest to a drop-down menu. hire regularly. Dont assume the
the thought of looking at the pests, We still have every one of those company is automatically working
so she left the previous websites, pages. The people who really want on your website, especially if it has
found ours, and called us up. to read them are going to find that a long list of clients. Find out how
MillerTheKiller.com now information, he says. Instead it is going to help you.
features silhouettes of pests (such as of taking up all that space on the Make it a priority to spend a
termites and rodents) and a clean, home page and getting lost in the little bit of time on your website,
PHOTO: ISTOCK.COM/AMPLIONUS
modern look that mimics Pinterest. shuffle, they have to click on them. Miller says. Its not one of those
Because women are the In addition, Miller Pest & things you can set and forget. You
companys target audience, it made Termite appears at the top of the have to put a little effort into it. PMP
sense to design the website around list in internet searches, thanks to
a social media site that studies show the design firms understanding of You can reach SOFRANEC at dsofranec@
most women prefer, Miller says. search engine optimization (SEO). northcoastmedia.net.
PHOTO: ISTOCK.COM/MAXUSER
Is an enewsletter important to my online
marketing strategy?
Yes. Using this medium is both cost-effective and
profitable, growing your business by increasing revenue and
referrals using your existing customer base. An enewsletter
not only increases lead generation and cross-selling, but
also increases the lifetime value of your customers.
Q
I own a small company and am seriously
considering outdoor advertising, but it seems
expensive. What results can I expect?
Outdoor advertising is a great media tool, but because
youre a small business, its not for you! There are many
different types of outdoor advertising, ranging from large
billboards to moving venues, to posters at bus stops.
Give Your Route Profit a However, if you expect a direct, measurable response,
think again. Outdoor advertising is a great branding
Big Lift
and supplementary tool, but it rarely produces a direct
lead response. Numerous other advertising vehicles will
produce far better results. I recommend that you invest
your limited advertising budget in other areas.
Q
Should my company advertise on Facebook?
That depends. Facebook drives consideration,
awareness and attention. Facebook uses interrupt
marketing, meaning people dont generally see an ad
and then click and convert like they would in Google.
People see an ad; your brand makes an impression,
Call for
Fast ROI. and later they go to Google to search for you. Thats
a starter the consumer behavior of Facebook ads. Facebook
KIT Perfectly fits
existing route
generally does not drive click response like Google does
search engine optimization (SEO) and pay-per-click
service cycles. (PPC) which is what you would
hear if you asked your customers
how they heard of you. Advertising
Easy to sell, on Facebook is similar to brand
install & advertising: If you can afford it, do it
service. as a supplement, not as a primary
marketing driver. PMP
(800) 247-0770
www.airscent.com (412) 252-2000
Email your industry marketing questions to Harvey
at hgpcmcinc@aol.com. Your questions may
Goldglantz is president
of Pest Control
2016 ASI
be printed and answered in one of Pest Management Marketing Co., Elkins
Professionals upcoming Marketing Matters columns. Park, Pa.
A
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IDE
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$ 125
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Pest Control special journey, too. Many of you have either started your
business from scratch, or are a second- or third-generation
OPPORTUNITY
way, there have most likely been tour guides people
who have helped you, giving you bits of wisdom and
advice that have been instrumental in your success.
As the old saying goes, if being in business for yourself
With as little as $495 down, you can own an exclusive was easy, then everybody would do it. Just like Gregs
franchise in one of the leading residential termite and pest journey of not knowing where he will eat or sleep along the
prevention companies in the industry.
way, none of us know what might be around the corner for
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us. Were not sure who our next great employee might be,
Comprehensive Management Training or when well land our next big client, but we continue in
Proven Marketing Program business because we love it and look forward to the future.
Volume Discounts on Supplies We also dont know who may come along to share
wisdom and guide us along the way. You may even be that
Call Bob Jones at 1-866-366-8683 For More Info. someone who helps a friend or competitor, giving them
insight on how to take their business to the next level.
PHOTO: ISTOCK.COM/SERGGN
ValuePest.com
Since 1989
I have learned so much from others about business.
Whenever I have been asked to share information,
I find its often a two-way street. In other words,
1-866-DONT-OVERPAY networking with peers in our industry is essential. You
2016 ValuePest All rights reserved. Franchises not available in all states. Call for full details. dont have to go on this journey alone. PMP
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To order by phone: 216-706-3750
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START-UP DIARIES
BY PETE SCHOPEN | Contributor
Equipping employees
for success
I
get many inquiries from
other pest management
professionals (PMPs), and
one of the most commonly asked and better to keep techs in their s SAFETY EQUIPMENT: $200.
questions is about the equipment own work trucks. The techs love it This includes goggles, hard hat,
I furnish for my technicians. because they can personalize their respirators, face shield, gloves, etc.
Every tech is different. Some are vehicles. The only thing I forbid is
like Inspector Gadget and want adding political bumper stickers. s SERVICE KIT WITH SPRAYER AND BULB
every tool under the sun. Other DUSTER: $300. We get the large square
employees arent very mechanically s GAS: $4,000. Thats an annual cost kits to fit an 18-in. wand. I also give
inclined, so they dont need a lot per vehicle. Ugh! my techs an empty, plastic coffee
of extra tools in their trucks. What container to keep their tubes of
follows is a list of basic items that s POWER SPRAYER: $3,000. Each truck ant and cockroach bait gel, a small
we supply, and what each item costs. is supplied with a power sprayer wrench, two larger wrenches and
rig that runs on a Honda open-air anything else they can use for their
s VEHICLE: $36,000. Each tech gets engine with a Hypro pump (290 psi) day-to-day jobs. On top of that, each
the latest model Toyota Tacoma and 300 ft. of hose. It also features tech receives a $30 cleanup kit for
truck. No one else including a J9-gun and a 50-gallon tank. This chemical spills.
me ever uses the truck. A tech setup upsets my dad: When he was
will perform a better service if running Mid Central Pest Control, s UNIFORMS: $345. This breaks down
he knows exactly what he has he would throw together power further to six shirts ($200), a spring
on his truck and where it is spray rigs for around $900. The jacket and winter coat ($120), and
stored. I firmly believe that if you problem is, his pumps were faulty a logo-emblazoned baseball cap
rotate trucks among employees, and were using electric motors that ($15). They supply their own work
something will get lost, forgotten wore down faster than pants and shoes.
or stolen. Its just easier a gas-powered motor
would. Plus, if I have an s ONE SEMINAR PER YEAR: $50.
issue with a sprayer, I can take it I do not pay for their licenses or
back to the manufacturer to get it continuing education (to maintain
fixed. I gladly pay more money to their licenses) because I dont
have fewer problems. own their licenses, they do. If they
leave Schopen Pest Solutions, their
s TRUCK TOP AND LADDER RACK: licenses go with them.
PHOTOS: ISTOCK.COM/ADAM SMIGIELSKI/JAMES BREY
FUSE FOAM
Control
Solutions Inc.
Innovation you can apply.
Consumer &
Professional www.controlsolutionsinc.com
Solutions www.adama.com
Find us on
5
1
questions with
Sarah McElwee
This month, we feature a question-and-answer session with Sarah McElwee, director of business development for
Pest Management, Inc., in Austin, Texas. McElwee is the irst in the Lone Star State to join an elite class of technicians
to earn the National Institute of Decontamination Specialists (NIDS) environmental disinfection certiication.
As we go to press, Pest Management, Inc. is the only Texas pest management company to hold this certiication.
5
concerns for our country, and same elevator as the basketball team. As a successful businesswoman
certain agencies have proven to be ill Since I stand at just over 5 ft., it was a in a largely male-dominated
prepared for such outbreaks or events. memorable experience standing next industry, do you have any advice
Our companys goal is to educate to players that were over 7 ft. tall, for young women looking to get into
organizations on how to prepare and especially Yao Ming I felt kid-size. the pest management industry?
respond to incidents, help minimize Being in that elevator with someone To simply sum up my advice for
damage, and reduce the likelihood so crucial to the organizations success professional women in any industry:
of further contamination. With made you feel like you shouldnt even Dont let someone else dictate what
2
What prompted you to seek of the solution to help keep athletes
such certification? and employees healthy and safe from
Pest Management, Inc. takes germs through our other company,
initiative and seeks out advanced GermLogic.
education and training for our
4
craft, so our clients receive the most Did you ever imagine that
up-to-date and effective treatment youd be working in this field
methods. For nearly three years, our before diving in?
company has provided disinfecting I certainly would have never guessed
and antimicrobial treatments. With that Id work in the pest management
this new certification, we opened the industry, but when family calls, you
door to more complex cleanups. have to answer the phone. That
call came in 2010, when a family
3
Have you had any other unrelated member asked me to help take their
jobs in different fields throughout one-town operation statewide. Six
your career? years later, we cover all of Texas,
My passion and career focus has Louisiana, Mississippi, Alabama and
always been in business development, Florida. My business experience from
and it has led me to a few different previous industries easily translated
industries. One of my first jobs was to the pest management sector, but
GO SOCIAL.
Zoecon, Zoecon with design, Essentria and Essentria with design are trademarks of Wellmark International. EcoPCO and EcoExempt are registered trademarks of Kittrich
Corporation. 2016 Wellmark International.
After Hours
By Diane Sofranec | Managing Editor
Orchids are not like other plants, Bob Kunst notes. They do makes me feel really good. PMP
well when you dont pay much attention to them or move them.
He recommends starting with one of the easiest types of orchid You can reach SOFRANEC at dsofranec@northcoastmedia.net
to grow, Phalaenopsis spp. or 216-706-3793.
A
Trumans Scientiic Guide to
GU
TRUM
IDE
Pest Management Operations Seventh Edition
Since 1961
AVAILABLE
NOW!
$ 125
www.mypmp.net/shop
To Register
www.distance.purdue.edu/training/pest/ 800-830-0269 Email: pest@purdue.edu
JUNE ISSUE
CAPTION THIS WIN If we
RESULTS pick your entry, youll
Pat Callahan, senior win a $50 VISA gift card.
territory manager for Some restrictions may
Pelsis LLC, Alpharetta, apply. Visit mypmp.net
Ga., receives a $50 VISA card because of his for full details.
winning entry: And may God help the one
who suggested a destination wedding in Rio.
NWCOA Liability
Insurance Program
We b i n a r S e r i e s E x c l u s i v e
For details regarding training or membership contact us at:
to NWCOA Members
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Advertiser Name ...............................................................Page No. .............................................................................................website MGK .............................................................. CV4 ............................................................ mgk.com
4Most Innovations............................................ 24 ............................................ pestcontrolbuzz.com MGK ............................................................... 69 ............................................................. mgk.com
ADAPCO.......................................................... 63 ..................... myadapco.com; azelisamericas.com Nisus Corp....................................................... 23 ..................................................... nisuscorp.com
Air-Scent International ...................................... 76 ........................................................airscent.com Nisus Corp....................................................... 40 ..................................................... nisuscorp.com
AMVAC............................................................ 51 ........................................... amvac-chemical.com Nisus Corp....................................................... 62 ..................................................... nisuscorp.com
AP&G Co. ........................................................ 36 ...........................catchmasterpro.com/whycustom Nisus Corp....................................................... 67 ..................................................... nisuscorp.com
Aprilaire .......................................................... 29 .................................... aprilairepartners.com/pest Noble Pine Products......................................... 38 ........................................................ sterifab.com
BASF.............................................................. CV3 ..............................................pestcontrol.basf.us NWCOA ........................................................... 88 ..........................................................nwcoa.com
Bayer .............................................................. 19 ...............................backedbybayer.com/maxforce Oldham Chemicals Co. ...................................... 9 ................................................. oldhamchem.com
Bayer .............................................................. 49 ..............................................backedbybayer.com PCO Bookkeepers ............................................. 6 ............................................ pcobookkeepers.com
Bell Laboratories .............................................. BB ........................................................ belllabs.com PelGar USA...................................................... 20 ....................................................pelgar-usa.com
Bell Laboratories ............................................... 2 ......................................................... belllabs.com Pest Barrier ...................................................... 7 .....................................................pestbarrier.com
Bell Laboratories ............................................26-27 ..................................................... belllabs.com Pest Barrier ..................................................... 25 ....................................................pestbarrier.com
Bell Laboratories .............................................. 54 ........................................................ belllabs.com PestWest USA LLC ........................................... 66 ...................................................... pestwest.com
Bell Laboratories .............................................. 71 ........................................................ belllabs.com Polyguard ........................................................ 43 ............................................. insectexclusion.com
Bug Off Pest Control Center .............................. 4 ...............................................bugoffpccenter.com Protect-A-Bed................................................12-13 ...............................................protectabed.com
Bug Off Pest Control Center ............................. 55 ..............................................bugoffpccenter.com Rockwell Labs Ltd............................................. 5 .................................................. rockwelllabs.com
Burrtec Co. Ltd ................................................ 14 .............................................burrtec.co.jp/english Rockwell Labs Ltd..........................................46-47 .............................................. rockwelllabs.com
Central Life Sciences ....................................... 21 ......................................................... zoecon.com Rollins ............................................................. 52 ...........................................................rollins.com
Central Life Sciences ....................................... 53 ......................................................... zoecon.com Select Insurance Agency .................................. 41 ................................................ selectagency.com
Central Life Sciences ....................................... 85 ......................................................... zoecon.com Service Pro ...................................................... 31 .................................................... servicepro.com
Control Solutions Inc. ....................................... 15 .....................controlsolutionsinc.com; adama.com Service Pro ...................................................... 75 .................................................... servicepro.com
Control Solutions Inc. ....................................... 59 ......... controlsolutionsinc.com/products/taurus-trio-g; Stouffer Technologies ....................................... 83 ......................................................krittercap.com
controlsolutionsinc.com; adama.com Susan McKnight Inc. ........................................ 60 ..........................................insect-interceptor.com
Control Solutions Inc. ....................................... 81 ............. controlsolutions.com/products/fuse-foam; Target Specialty Products ................................. 73 .............................................target-specialty.com
controlsolutionsinc.com; adama.com Technicide ....................................................... 61 .................................................... technicide.com
Crawlspace Depot ............................................ 17 ...........................................crawlspacedepot.com Termatrac Australia Pty Ltd ............................... 64 ..................................................... termatrac.com
Ensystex .......................................................CV2-p1 .....................................................for-thor.com Tigermaze Inc. ................................................. 14 .......windowscreenmosquitotrap.com; tigermaze.com
Ensystex .......................................................... 64 .........................................................for-thor.com Tomahawk Live Trap......................................... 35 .........................................................livetrap.com
Garden Girls Repellents LLC ............................. 42 .....................................gardengirlsrepellents.com ValuePest ........................................................ 78 ..................................................... valuepest.com
J.F. Oakes ....................................................... 22 .........................................................jfoakes.com Wildlife Control Supplies................................... 37 .......................................................shopwcs.com
J.T. Eaton & Co. ............................................... 65 ......................................................... jteaton.com Woodstream .................................................... 44 .............................................woodstreampro.com
Kness Mfg. ...................................................... 57 ...........................................................kness.com WorkWave ....................................................... 39 ........................................................pestpac.com
Mattress Safe .................................................. 45 ....... pestreliefinternational.com; mattresssafe.com WorkWave ....................................................... 60 ........................................................pestpac.com
is easy
Pest Solutions, snapped a photo of it.
A sprinkler system
Mosquitoes and bed bugs may dominate the publics pest component makes
discussions, but at this time of year, stinging insects like an unlikely, but cozy
bees, wasps and fire ants are also top of mind. bee harborage. It was
discovered by Corkys
Pest Management Professional (PMP) (@pmp_magazine)
Pest Control (@corkyspest),
browsed its Instagram follower base and found a variety San Marcos, Calif.
of unusual stinging insect stories among our readers. Its
not too late to share a photo or two of your gnarliest nest
or near-miss stinging incident: Email us at pmpeditor@
northcoastmedia.net and well add you to our continuing
online coverage. In June, Orlando Gonzales
(@orlando_gonzales_
pest_pro), posted a photo
Last year, Lansing, of floating red imported
Ill.-based Platinum fire ants in a rain-flooded
Pest Solutions back yard in South
(@platinumpest1) Texas. Gonzales is field
removed this large supervisor of Pearsall,
bee colony near Texas-based Robledo Pest
the top of a large Control.
tree. The nest was
at a general pest
control account on Dr. Gerry Wegner, BCE-Emeritus, continues to observe
the south side of and photograph insects even in his retirement from pest
Chicago, and there management. He made a nesting board for solitary bees by
were complaints drilling a thick wooden board with numerous holes of various
that bees were diameters. The board rests in the recess of his garage
frightening window. So far, my only takers have been little red-marked
passers-by. mason wasps (Pachodynerus erynnis), he said in early June.
Although the job took about 10 hours, the tech was able to He recently noticed the larval food provision by a mama
bring it down intact by securing it with hooks, dollies and mason wasp in one of the
levers. It was about half the size of a Ford Fiesta, estimates nesting holes, however:
Brad Stein, the companys director of marketing and media The larder appears to
relations. Stein notes that the nest, still full of honey and bees, be little pyraloid moth
caterpillars, paralyzed by
SOLUTIONS, ROBLEDO PEST CONTROL, CORKYS PEST CONTROL, DR. GERRY WEGNER
was given to a professional beekeeper.
Mamas sting and ready
PHOTOS: PLATINUM PEST SOLUTIONS, ANTEX EXTERMINATING, ONEWAY PEST
Always read and follow label directions. Do not treat pets with this product.
Alpine and PT are registered trademarks of BASF. 2016 BASF Corporation. All rights reserved.
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