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PESTPEST CONTROL’SCONTROL S MOST-TRUSTEDMOST-TRUSTED RESOURCERESOURSINCE 1933DEDICATED TODAMAGE CONTROLPMP ’s exclusivesurvey shows termitecontrol is satisfyingand gratifyingINSIDEBROUGHT TO YOU BYTM2 Word from our sponsorTM3 Termite managementsurvey analysisTM4 Pro tips for controlsuccessTM6 Termite managementsurvey infographics
ADVERTORIALWORD FROM OUR SPONSORYOUR PARTNERIN TERMITEMANAGEMENThilehil preparingi my ffirsti t ““WordW d fromfOurSponsor” piece, I thought there’s nobetter time than now to say “hello,”introduce myself, and express myexcitement to serve our industry in thisnew capacity. In my role as technical service managerat Control Solutions Inc. (CSI), I look forward to sharinguseful information through articles such as this.I have been a part of CSI’s research and developmentteam for four years, supporting the development of manyof our newly launched products in a behind-the-scenesrole as project manager. Now, I get to come out frombehind that curtain and engage with our pest managementprofessional (PMP) community in a whole new way.On the topic of current events impacting PMPs’business operations, it’s (still) almost impossible to notmention COVID-19. As we roll into 2022, the effectsof the pandemic remain a relevant point of discussion.We’ve learned quite a bit through this experience —including that, in many ways, we can achieve successwhen embracing adaptability and flexibility amidst theuncertainty.At least one thing remains certain: Termites have notstopped attacking, infesting and damaging homes andother structures.WTM2January 2022 Pest Management ProfessionalAs PMPs, we know theseriousness of termites, and thelucrative business (and liability)they can bring. Most of us haveseen the statistics, graphs andcharts on the annual economicimpact of termites, and arefamiliar with the challengesthat come with some termitejobs. This is why there is valueBy Heatherin helping our customersErskine Patterson,understand that a preventive,Product Developmentproactive termite controlTeam Technical Serviceprogram can be an effectiveManager, Controlway to protect their structures,Solutions Inc. (CSI)before termites ever get thechance to start an infestation.But in many cases, action isn’t taken until notabledamage has been done. When PMPs get that call,CSI is here to help.Providing our industry with a variety of reliable,innovative and effective solutions is key to our productdevelopment mission at CSI. Our termite toolbox ofproduct offerings has recently grown to include anotheruseful option: Taurus Dry featuring CSI’s PrecisionDelivery System (PDS).With this tool, PMPs have another way to tackletough termite infestations in hard-to-reach areas.Formulated with the active ingredient fipronil, TaurusDry is a non-repellent, highly effective dry flowableproduct that can be used against both drywood andsubterranean termites. When applying this productdirectly into termite galleries and shelter tubes, itflows easily through those spaces within an infestedpiece of wood that termites move through. Treatedtermites generously share these deadly particles withtheir nestmates through physical or topical transfer,which occurs through their normal, natural, colonyinteractions.Visit csi-pds.com for more information about thisdry flowable termiticide and the Precision DeliverySystem.CSI is proud to offer other termite control optionsin addition to Taurus Dry, including Fuse, Fuse Foam,Taurus SC, Bifen I/T, Bifen XTS, and Dominion 2L.The CSI team values our relationship with this industry,as well as our partnership with PMPs to help overcomethese pest challenges. It all comes back to our credo:CSI: Innovation you can apply.mypmp.net
BROUGHT TO YOU BYDEDICATED TODAMAGE CONTROLTermite control is satisfying for pest management professionals —and gratifying for their customersBy Diane Sofranec PMP Senior EditorPHOTOS, GETTY IMAGES: CTURTLETRAX//ISTOCK / GETTY IMAGES PLUS (TOP), WUTTICHOK/ISTOCK / GETTY IMAGES PLUS (HEADER),ON THE COVER: EDWARDSNOW/ISTOCK / GETTY IMAGES PLUSIn the United States, subterranean termitesinflict more than 5 billion of structuraldamage annually, the National PestManagement Association reports, and can befound in every state except Alaska.“The threat posed by termitesto our customers’ homes andbusinesses is very real,” saysDr. Santos Portugal, BCE.“It is our obligation as pestmanagement professionals[PMPs] to have the most highlyDr. Santos Portugaltrained technicians we can, toprotect the most expensive investment most peoplewill ever make.”The technical director for ABC Home &Commercial Services, Austin, Texas, adds, “I thinkmost PMPs would agree that pest managementoverall is very satisfying, and termite work is justone component of pest management. We are anindustry of problem-solvers.”FULFILL DEMANDThe damage termites do to structures illustrateswhy pest control was deemed an essential serviceat the outset of the COVID-19 pandemic. PMPsare licensed and trained to use specially formulatedproducts that protect their customers’ structuresfrom destructive pests.Pest Management Professional’s 2022 TermiteManagement Survey responses show existingresidential structures account for the majority oftermite work, among the PMPs who answered. Arecent rebound in existing home sales is creatingadditional opportunities to provide termite controlservices, they say.Many PMPs say the pandemic helped boostbusiness because customers working from homemypmp.netnoticed pests they didn’t knowthey had, and couldn’t bear tolive with. Termite control is not ado-it-yourself service because itrequires an understanding of notonly termites, but the structuresDr. Brian Forschlerthey invade.“Termite management is complicated because itrequires knowledge of termite biology, constructionpractices, and treatment options and tools,” saysDr. Brian Forschler, an entomology professor atthe University of Georgia in Athens, Ga. “It is notsomething average homeowners can understand ordo themselves.”When inspecting for termites, technicians shouldunderstand the elements of a structure’s foundation,and concentrate their efforts on areas with cracksand crevices. They should strive to determine thelocations where termites enter the structure.“Focus interventions for remediating infestationsaround known and potential entry points, based onwhat you know about that building’s foundation,”Dr. Forschler adds. “Study available termiteinspection, application and exclusion solutions.Pick an approach, and understand ‘one size’ doesnot always work with termite management. So, keeptrack of complaints, fix ’em fast, and don’t repeat.”TYPES OF TRAININGFortunately, training is readily available to PMPs.It may encompass termite biology and behavior,as well as construction basics based on thearea. In addition to continuing education units(CEUs) required for recertification, Dr. Forschlerrecommends PMPs search online for schools thatoffer intensive, hands-on training sessions andcertification classes. Clemson University, UniversityCONTINUED ON PAGE TM4Pest Management Professional January 2022 TM3
2022 TTERMITE MANAGEMENT SUPPLEMENTCONTINUED FROM PAGE TM3of Florida, University of Georgia,North Carolina State University, PurdueUniversity and Texas A&M are just a fewof the places where PMPs can learn moreabout termites and their control.In addition, Dr. Portugal suggestsPMPs coordinate with their localextension services and/or universityentomology programs for informationon swarming seasonality for their areas.Training prepares PMPs for whateverthey may encounter during inspections.Customers rely on the knowledgeand training the professionals theyhire possess; don’t let callbacks andunsatisfied customers hurt your termitecontrol business.“It is essential that techniciansbe capable of making an accurateidentification and be familiar withtermite biology,” says Dr. Portugal.For example, he says, both thelight southeastern drywood termite(Incisitermes snyderi) and the Formosansubterranean termite (Coptotermesformosanus) have alates, or swarmers,that are brownish and might appearsimilar at a cursory glance. The termitespecies’ behavior, and their respectivecontrol, can be very different, however.“A misidentification could turn out to bevery costly in the long run,” he adds.Kevin Mills, president of Mills PestManagement in Burbank, Calif., agreesPMPs need to know what they are“IT’S NOT ASdoing when it comes to termite control.SIMPLE AS“It’s not as simple as deciding toDECIDING TO OFFER offer termite control services oneTERMITE CONTROL day because you want to make moremoney,” he says. “There can be a lot ofSERVICES ONEchallenges and liability concerns whenperforming termite work.”DAY BECAUSEYOU WANT TOMAKE MOREMONEY. THERECAN BE A LOTOF CHALLENGESAND LIABILITYCONCERNS WHENPERFORMINGTERMITE WORK.”— Kevin MillsTIPS TO ENSURE TERMITECONTROL SUCCESSCommunicate with your customers about what your“termiteservice entails. Make sure your liability is covered,so your company is protected in a case of false litigation orstructure depreciation. Spread the word on your company’ssocial media channels about how to identify the dangerousdifference between carpenter ant species and termitespecies.” — Casey Repici, Office Manager, Page ExterminatingServices, East Boston, Mass.Conducting thorough annual inspections adds value and“sustainsrelationships with your customers. Always followproduct labels for all service applications.” — John Henderson,District Manager, Rentokil Presto-X, Indianapolis, Ind.Bundle your termite prevention services with your pest“controlservices initially. Propose blanket prevention throughall of the pest control services you offer.” — Dean Burnside,Owner, Good News Pest Solutions, North Venice. Fla.TM4January 2022 Pest Management ProfessionalCONSTRUCTION KNOW-HOWPMPs can overcome one such challengeby understanding the basics of their localmarkets’ building construction types.“More specifically, know what isbehind ‘that wall’ and under ‘thatfloor,’” Dr. Portugal says. “Know thetermite weaknesses of the commonfoundation types in your region.”Termites often are referred to as“hidden invaders” for a reason, he adds.The termite treatments you providewill be more likely to fail if you do nothave a good understanding of howand overdeliver. Always be truthful with“yourUnderpromisecustomers. Most consumers are internet-savvy andwill research whatever an inspector says. If you don’t knowthe answer, say so but follow with, ‘I will research this andget back with you.’” — Tim McCafferty, General Manager,Leaf Pest Control, Monaca, Pa.inspections and our commitment to excellence do“theOurselling for us. If a potential customer chooses not to dobusiness with us, it’s typically because they are basing theirdecision solely on price. If a customer’s decision is basedon quality and customer service, we expect to get theirbusiness because we work hard to earn and keep it.”— Kevin Mills, President, Mills Pest Management,Burbank, Calif.the inspection skills of“yourImprovetechnicians. Perform annualinspections as part of your quarterlyservice packages.” — Andy Shrawder,Owner, Hershey Termite and Pest Control,Hershey, Pa.Andy Shrawdermypmp.net
BROUGHT TO YOU BYfoundations and structures are built. Study thebuildings and homes under construction in yourarea. See for yourself how they are built. “Readingdiagrams in a book is one thing, but seeing it withyour own eyes is another,” Dr. Portugal says.Conducive conditions may lead to termiteinfestations, so advising customers of problemareas is critical. “We cannot see into or throughwalls, subfloors, joists, sill plates, etc.,” says TimMcCafferty, general manager at Leaf Pest Controlin Monaca, Pa. “We need to discuss conduciveconditions and educate customers about the risks,and help them reach the same conclusion we did.”Spray foam insulation makes inspections morechallenging for PMPs, depending where it has beenused. Often, it entirely covers walls and crawlspaces,concealing the existence of termites. (Editor’s Note:See the Regulatory Report column on p. 20 of this issueto learn how one state has addressed this problem.)PLAN AHEADMills says his goal this year is to grow his company’stermite business. “We already perform a fairamount of termite work, but pest control has beenthe majority of our customer base, and I wouldlike to be closer to 50/50,” he says. “Hopefully, theeconomy and real estate market will cooperate.”He says he already has been getting more ofhis current pest control field staff licensed andtrained in termite control work. He plans to hireand train more good people, and invest more ofthe company’s advertising dollars in itstermite control services.PMPs concerned about inflationand a possible recession are bracingfor whatever 2022 may bring.“In ‘normal times,’ termitemanagement is lucrative becauseit is less sensitive to customers’Tim McCaffertybudgetary issues,” McCafferty says.These are not normal times, however, and the LeafPest Control general manager expects his company’stermite business to drop sharply due to inflation andthe economy. Fortunately, he has a plan in place andis offering an early-bird special for termite renewals.“The majority of our customers are acutelyaware of what’s coming this year,” he says. “So far,80 percent of our termite customers took advantageof early-bird pricing that locks in their renewal ratesuntil 2023-2024, thus minimizing the ‘bite.’”Helping customers prevent damage is satisfying andlucrative for PMPs with sufficient training and expertise.“Termite work is not something to just jumpinto for a quick buck,” Dr. Portugal says. “Do yourhomework. Prepare, train and have a plan of attackbefore you start offering a termite service.” PMPYou can reach SOFRANEC at dsofranec@northcoastmedia.netor 216-706-3793.It doesn’t matter whether the“economyis up or down, customersProvide excellent training and offer employees above“averagepay. Providing an excellent benefits package, alongare still interested in maintainingtheir largest investments: theirhomes. Chemical options haveincreased flexibility and efficacyrates, and decreased callbacks.John EtheridgeMake sure your entire team— inspectors, managers andapplicators — understands customer service. Follow upafter you complete each termite job to ensure customersatisfaction and referrals.” — John Etheridge, Owner, Seashorewith annual bonuses based on company performance,will result in long-term, happy employees.” — Mark Harrison,Pest Control, Huntington Beach, Calif.“Understand the strengths and weaknesses of liquidapplications vs. baiting. Both approaches are veryeffective, but you need to figure out which is better foryou, your company and customers. Invest in qualityequipment, and don’t forget to regularly calibrate yourequipment. — Dr. Santos Portugal, BCE, Technical Director,ABC Home & Commercial Services, Austin, Texasmypmp.netOwner, Whitco Termite and Pest Control, Henderson, N.C.Develop a marketing strategy to increase termite-threat“awarenessin areas with termite activity. Leverage your fieldsales team to increase risk awareness in areas with termiteactivity. Offer bundled preventive services in termite-richareas.” — Steve McCullen, Managing Director, Thomas Pest Services,Schenectady, N.Y.Schedule follow-up inspections with your customers“whenthe termite work is complete. Let your customersknow the results of each follow-up inspection. Don’tdownplay your customers’ situations or scare them.”— Mike Conway, Owner, The X-Terminator, West Jefferson, OhioBe polite and informative without talking down to your“customers.”— Patti Wright, General Manager/Technician,POW Pest Control, Farmersburg, Ind.Pest Management Professional January 2022 TM5
2022 TTERMITE MANAGEMENT SURVEYSOURCE: PMP ONLINE SURVEY CONDUCTED OCTOBER - NOVEMBER 2021Area of OperationsNortheast20%Projected 2022 AverageInitial Termite Inspection& Treatment PriceMidwest14%West19%17% expect to charge anaverage of 499 or less forinitial termite inspection andtreatment services.South46%National1%39% expect to charge anSOUTH: AL, AR, FL, GA, KY, LA,MS, NC, OK, SC, TN, TX, VA, WVWEST: AK, AZ, CA, CO, HI, ID, MT,NM, NV, OR, UT, WA, WYMIDWEST: OH, IN, IL, MI, WI, MN,MO, IA, ND, SD, NE, KSNORTHEAST: CT, DE, ME, MD, MA,NJ, NH, NY, PA, RI, VT, D.C.NATIONALaverage of 500 to 999 forinitial termite inspection andtreatment services.Numberof TermiteTechs91%10 orfewer9%44% expect to charge anaverage of 1,000 or more forinitial termite inspection andtreatment services.11 or moreTermite ManagementRevenue from ExistingResidential Structures53% generate more than half oftheir termite management revenue byservicing existing residential structures.18% generate one-quarter or more oftheir termite management revenue byservicing existing residential structures.29% generate less than one-quarterof their termite management revenue byservicing existing residential structures.83% expect their numberof termite management jobsto grow less than 20% in 2022.7% expect their number ofProjected 2022Average Annual TermiteRenewal Inspection &Treatment Price10%expect to charge anaverage of 99 or less forrenewal termite inspection andtreatment services.80% expect to charge anaverage of 100 to 499 forrenewal termite inspection andtreatment services.10% expect to charge anaverage of more than 500for renewal termite inspectionand treatment services.termite management jobs togrow 20% or more.10% expect their number oftermite management jobs toremain flat this year.TM6January 2022 Pest Management Professionalmypmp.netILLUSTRATIONS, GETTY IMAGES: DENYS/ISTOCK / GETTY IMAGES PLUS (MAP), CHAMPC/ISTOCK / GETTY IMAGES PLUS (GRAPH),CHRUPKA/ISTOCK / GETTY IMAGES PLUS (HOUSE); WITSAWAT SANANRUM/ISTOCK / GETTY IMAGES PLUS (TERMITE)Projected 2022 TermiteJob Growth Rates
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