Episode 196

10/3/24

Topic: Turning Around a Pest Control Company

Guest: Steve Durham, former owner of EnviroCon Pest

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In this episode we discuss:

• Our sponsors Coalmarch by Workwave and PestSure

• PMP Industry Insiders Peer Groups

• How Steve was a peer group member who eventually turned around his business and sold it to Triangle Pest Control (Donnie's firm)

• How Steve and his partner David Rice left corporate jobs to start the company in 2002

• The tipping point at which Steve began thinking about improving the business in order to sell it

• How they transitioned from 80 percent one-time business to nearly all recurring revenue

• The discipline and time it takes to make this kind of transformation

• The power of requiring customers to being on auto-billing

• Why triennial service is such a profitable proposition for pest control companies

• How Steve overcame the challenge of communicating a new business model to his team

• Why "living within your means" is so important when it comes to cash flow

• What Steve would have done differently and his advice for other pest companies

Notable: "When 80 percent of your business is one-time business, you have nothing to sell." —Steve Durham

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