The Boardroom Buzz: Grow, Sell, or Exit
By: The Boardroom Buzz
Language: en
Categories: Business, Management, Investing
Boardroom Buzz is the straight-talk playbook for owners who built their service businesses from the crawlspace up and want to master the next move—whether that’s doubling down on growth or preparing for a life-changing exit. Hosted by Jason & Jeremy Julio—“The Blue-Collar Twins” who turned a service-truck start-up into a multimillion-dollar success—and mentored by veteran deal-maker Paul Giannamore, the show turns boardroom finance into stories you’d swap over a tailgate. Expect 40-minute deep-dives that unwrap one real transaction and one valuation lever you can pull today, plus quick “Market Pulse” riffs that flag shifts every operator should watch. If y...
Episodes
Episode 227 — The Business of Looking Sharp: Inside Brian Hatfield’s ByDesign Standard
Dec 11, 2025Landscaping has long carried a rough-and-ready reputation — trucks with branches sticking out, stained shirts, and crews that “get the job done” but don’t always look the part. Brian Hatfield set out to rewrite that story.
The Blue Collar Twins, Jason and Jeremy Julio, sit down with the President of ByDesign Landscapes to unpack how he built a brand where clean fleets, crisp uniforms, and elevated service weren’t nice-to-haves — they were the strategy. 
Brian started cutting lawns with his father, worked for top New Jersey competitors, and saw firsthand how the image of the industry held...
Duration: 00:47:30Episode 226 — From Gang Life to Growth Mindset: How Michael Keith Built Cal Coast Pest Management
Dec 04, 2025Most people in pest control don’t start their story in county jail — but Michael Keith did. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Cal Coast Pest Management to hear how he went from a violent upbringing in South San Diego to building one of the most respected pest companies in the region.
After doing time at 18 and cutting ties with his past, Michael bounced through jobs until a community college class introduced him to pest control — and the structure he’d been missing. From Joshua’s to Clark t...
Duration: 00:47:27Teach, Build, Exit: The Unexpected Journey of Dan Peltz and Shift New Jersey
Nov 26, 2025From history teacher to CEO, Dan Peltz never planned on becoming an entrepreneur — but when he saw a gap in how young adults with special needs were supported after graduation, he built something extraordinary.
This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Shift New Jersey to uncover how a simple idea turned into a statewide service helping thousands — and ultimately, a multi-million-dollar acquisition.
Dan shares how he launched Shift with no business experience, survived losing his investors just six months in, and scaled the company to 40+ employees and...
Duration: 00:56:51Windows, Washers, and What Matters Most: How Freddie Hodge Built Clearview’s $2.6M Climb
Nov 20, 2025What starts with a $400 window job in college turns into a 21-year power washing powerhouse. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Freddie Hodge, founder of Clearview, to unpack how a family business built on hustle, humility, and heart became one of New Jersey’s most respected exterior cleaning brands.
From cleaning windows with his dad on weekends to running an eight-truck operation with 26 employees, Freddie’s story is a blueprint for persistence. He shares how a single newspaper ad launched his career, why his wife’s obsession with systems changed everyt...
Duration: 01:02:00Say Yes and Figure It Out: How Jay Vigilante Turned Frozen Yogurt and Fitness into Freedom
Nov 13, 2025What do a CrossFit gym, a frozen yogurt shop, and an ice cream parlor have in common? Jay Vigilante. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the serial entrepreneur who proves that saying “yes” and figuring it out later can build a life most people only dream about.
From overcoming addiction in his early twenties to owning three thriving businesses on the Jersey Shore, Jay’s story is raw, real, and relentlessly motivating. He shares how community, creativity, and curiosity became his secret weapons — turning a struggling gym, a $30,000 yogurt shop, and a fo...
Duration: 00:53:44$400, One Truck, and a Tune: How Jason Stenseth Built a Brand That Sticks
Nov 06, 2025When most people hear “ROX Rocks Heating and Air,” they don’t just remember the tune — they remember the brand. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Jason Stenseth, President of Prime Home Services Group, to unpack how $400, a beat-up truck, and a $60 jingle grew into a thriving portfolio of home-service brands.
From working in his father’s HVAC shop at age 12 to acquiring and scaling multiple companies, Stenseth’s story is pure blue-collar brilliance. He reveals how bold marketing moves, community-first outreach, and a focus on profit over size powered his growth —...
Duration: 00:50:42Mazza Recycling: From Family Scrap Yard to State-of-the-Art MRF—Dominic “DJ” Mazza’s Playbook
Oct 31, 2025Dominic “DJ” Mazza walks through how a third-generation New Jersey scrap and demo outfit became one of the region’s most diversified recycling platforms—spanning transfer stations, a single-stream MRF, mulch & bagging, roll-off and commercial collection, scrap, concrete, and more. The Blue-Collar Twins dig into capital intensity, acquisitions (Liberty/Bull), building a professional management layer, and why process, cost accounting, and tech are DJ’s real superpowers.
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How a Big Four CPA ditched fluorescent auditor rooms to scale the family business with cousin Jimmy.The “feed your own transfer station” move: launching roll-off & commercial colle... Duration: 00:44:19Ports, Trucks & Time: Arturo Lewin on Building Alliance Worldwide Logistics in Intermodal Drayage
Oct 25, 2025Founder Arturo Lewin unpacks the drayage grind behind U.S. imports—how Alliance Worldwide Logistics Corp grew from a two-truck hustle into a reliable intermodal carrier by obsessing over turn times, chassis and free-time clocks. The Blue-Collar Twins dig into pricing discipline (detention/demurrage/accessorials), owner-operator recruiting, port/rail expansion, and the culture/tech stack that keeps containers moving when everyone else is stuck at the gate.
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Port Playbook: dispatch, pre-pulls, and the free-time math that saves customers from five-figure D&D bills.Pricing That Holds: a... Duration: 01:00:25Skye LaJaunie: Purpose-Driven Leadership, EOS Discipline, and Building Eagles Nest Peer Groups
Oct 16, 2025Skye LaJaunie joins the Blue-Collar Twins to unpack how she moved from salon owner to visionary at LaJaunie’s Pest Control, why EOS transformed her leadership, and how the Eagles Nest peer groups are forging courageous, accountable operators. From door-knocking with her family to doubling goals and navigating the next wave of regulation and tech, Skye lays out a clear, people-first path to scale.
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How Skye shifted from integrator to visionary—and why disciplined meetings changed everything.The origin of Eagles Nest peer groups and the “feedback is a gift” covenant that drives real resul... Duration: 00:47:09Josh Fleenor: Whatever It Takes—Building Pest Pros, Owning Multifamily, and Leading with Heart
Oct 09, 2025From a wrong-number job interview to running two Bay Area branches and finally launching his own shop, Josh Fleenor lays out how Pest Pros grew from two trucks to a regional force—anchored in multifamily, a “whatever it takes (the right way)” culture, and promoting leaders early so the company can scale without breaking. You’ll hear the origin story, the first-year sprint to $747k, the blue-ocean play in property management, and how hugs, hard conversations, and clear guardrails keep the team winning year after year.
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The misdial that led to pest control, five years... Duration: 00:53:30QB54: From Backyard Prototype to Big-Box Shelves — Mike Silva’s Playbook for Building a Tailgate Phenomenon
Oct 02, 2025Part inventor, part hustler, part one-man media team—Mike Silva turned a Thanksgiving garbage-can game into QB54: a dual-purpose football game you play (then sit in). The Blue-Collar Twins dig into how he went from beach-day preorders to manufacturing at scale, survived COVID freight shocks, landed in 200 Dick’s Sporting Goods stores, and kept his family in the ride the whole way.
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The origin story: buckets to chairs, a light-bulb prototype, and first cash-in-hand preorders on the Jersey Shore.Testing before betting: small runs, tailgate demos, and learning to trust (but verify) manufacturers.Retail... Duration: 00:57:24Byron Gifford: Door-to-Door Grit, Cashflow at Scale, and Building Teams That Don’t Break
Sep 25, 2025The Blue-Collar Twins sit down with Byron Gifford—the “godfather of door-to-door”—to unpack his ground-zero start in summer sales, the Evergreen chapters (launch, rapid expansion, strategic exits), and the operating cadence that lets his team add tens of thousands of accounts without melting down. It’s a masterclass in self-financing hypergrowth, centralizing ops, and developing leaders who can actually carry the load.
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Hypergrowth reality: why fast scale feels like self-financing—and why people are harder than cash.Ground zero of D2D: Salesnet → Eclipse → starting a pest company from a marketing engine.Evergreen playbook... Duration: 00:51:50Pest Pros, Peer Groups & People-First Growth: Maria Sorrentino’s Playbook
Aug 14, 2025Maria Sorrentino started as a tech while studying social work and went on to build Pest Pros in Kalamazoo—plus Hive Nine and the “Lead People Manage Stuff” workshops. The Blue-Collar Twins dig into how she hires, pays, and develops people, why peer groups changed her trajectory, and the faith-driven mission that keeps her scaling without losing the heart of the business. It’s a field-tested blueprint for owners who believe culture and accountability win long term.
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The “part-time is a lie” origin story and why pest control is a marketable, problem-solving trade.How she worked... Duration: 00:54:31Letters, Letting Go & “What’s Next”: Alina Stevens on Selling All Pro Pest Without Losing the Team
Aug 09, 2025For three decades, Alina Stevens’ family business got “we want to buy you” letters almost daily—then in 2024, she finally said yes. In this candid conversation, Alina walks the Blue-Collar Twins through scaling All Pro Pest from ~25 to ~50 employees, choosing a buyer who kept the team (only one person left), and the emotional gear-shift from making every decision to consulting while the new owner hums along. It’s a masterclass in female leadership inside a family company, statewide routing without extra branches, and knowing when to let the kids “go to college.”
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The moment “s... Duration: 01:13:16Hustle → Habit: Sam Gembel’s Blueprint for Turning Atlas Outdoor into Michigan’s Culture-First Landscape Machine
Jul 31, 2025Flint-born mower jockey Sam Gembel went from nights-and-weekends side hustle to founding Atlas Outdoor—a 110-person, two-branch landscape + snow powerhouse now adding a million in revenue each year. In his first Boardroom Buzz appearance, Sam sits down with the Blue-Collar Twins to unpack:
Grass-Cutting Genesis – quitting high school, banging stripes, and learning his real job was “making crew leaders,” not mowing lawns.Rapid Ramp – $300 k ➜ $1 M ➜ $3 M in four seasons, then stalling at $5 M until a coach killed the “sell-more” dopamine loop.Pandemic Reset – why losing seven crew leaders on Day 1 of... Duration: 01:27:04From Pig-Farm Grit to Eagles’ Sidelines: Bill Hoffman’s 35-Year Journey Building Hoffman's Exterminating into a Top-100 Pest Firm
Jul 24, 2025What began as a $4-an-hour summer gig at Western Pest has grown into Hoffman’s Exterminating, a six-branch powerhouse ranked among PCT’s Top 100—and CEO Bill Hoffman is still at the helm. Certified as an entomologist and PCQI, Bill joins the Blue-Collar Twins to unpack how pig-farm discipline, union-shop lessons, and a “coach-not-tech” mindset fueled steady, one-to-three-hires-per-year growth—and landed Hoffman’s as the official pest-control partner of the Philadelphia Eagles.
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Door-Knock Origins – mortgaging sweat equity into a one-man startup while moonlighting at a deli and landscapi... Duration: 00:58:32Systems Save the Day: David Mulcahy on Scaling O’Deer, Launching Ghost Scoopers & Leading Through Crisis
Jul 17, 2025When a life-threatening brain injury sidelined his five-year-old son, David Mulcahy discovered whether the playbook he’d written for O’Deer South Shore & Cape Cod (natural deer, tick & mosquito control) could truly run without him. Spoiler: it did—and the EOS-driven machine now powers 26 spray rigs, year-round revenue and a fast-growing spinoff called Ghost Scoopers. David joins the Blue-Collar Twins to share how franchise systems, profit-share incentives and relentless KPI tracking kept the wheels turning while his family focused on recovery—and why recurring-service operators should fix their P&Ls before they chase the next...
Duration: 00:53:36The Rebuild Mindset: Brandon Kraupp on Turning Setbacks into a Multi-State Service Machine
Jul 10, 2025After losing his first fortune to a Ponzi scheme in his late twenties, Brandon Kraupp didn’t lick his wounds—he grabbed a clipboard. Today, his Utah-based Romex Pest Control spans four states, fields nearly two hundred teammates, and runs on an EOS-powered culture that blends door-knock grit with relentless data-tracking. Brandon sits down with the Blue-Collar Twins to share how maxed-out 0 % credit cards and a “just make more tomorrow” mindset turned a single truck into a regional platform. You’ll hear:
FBI Wake-Up Call – why losing everything crystallized a fearless approach to risk and... Duration: 00:40:38The Beehive Blueprint: Jason Carpenter’s 3,000-Page SOP, Million-Door Data Engine & Golf-Course Deal Flow
Jul 03, 2025From mortgaging his house for a used “bug truck” to commanding Ohio’s slickest 10,000-sq-ft “Beehive” HQ, Jason Carpenter has turned Environmental Pest Management into the Midwest’s apartment-pest juggernaut—servicing 1 million+ units with a patented data platform (“Pest Genius”) and a 3,000-page digital playbook that lets the business run while he’s on the back nine. Sit in with the Blue-Collar Twins as Jason lays out:
Door-Knock Origins → $350 K Contract – how a single 50-unit bed-bug job snowballed into a $300 K+ recurring deal and rewired his focus from homes to high-density housing.Pest Genius – the... Duration: 00:46:31Scaling Spidexx: Coleman Spaulding’s Door-Knock Grit, Nine Acquisitions & the Next Chapter After Proactive
Jun 26, 2025Coleman Spaulding cut his teeth knocking doors for Safeguard in 2005, parlayed that experience into Proactive Pest Management in suburban Chicago, and—after a decade of steady growth—launched Spidexx Pest Control in 2016 with a bigger vision: blend door-to-door horsepower, bolt-on buys, and EOS culture to build a multistate platform. Fresh off selling Proactive this spring, Coleman joins the Blue-Collar Twins to unpack the playbook behind nine tuck-ins, 65-person teams, and why he’s doubling down on Spidexx with a new HQ and more acquisitions on deck.
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Door-Kno... Duration: 01:08:04From High-School Dropout to $12 M Pest-Control Powerhouse: Jared LaJaunie’s 18-Year Climb on the Gulf Coast
Jun 19, 2025Louisiana native Jared LaJaunie went from quitting school at 17 to leading 65-plus employees, 72 trucks, and four branches of LaJaunie’s Pest Control—now tracking $12 million in annual revenue. In this candid sit-down with the Blue-Collar Twins, Jared breaks down the sales grit he learned at Orkin, the mindset shift that doubled his vision, and the family-run EOS machine that keeps it all humming.Buzz EP 207 Jared L MAS…
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Door-Knock Roots – joining Orkin’s late-’90s “Splat” crew and turning 20 straight “no’s” into $10 k days.18-Year Overnight Succ... Duration: 01:00:10In PS3 We Trust: Paul Sansone Jr. on Sub-Prime Innovation, TikTok Car Sales & the 100-Year Dealer Legacy
Jun 12, 2025Third-generation dealer Paul “PS3” Sansone III joins the Blue-Collar Twins to share how Sansone Jr’s Auto Group balances 67 years of family tradition with social-media hustle, deep-subprime financing, and a brand-new Keyport Kia store. From rent-to-own experiments that became New Jersey Auto Lending to “Motivational Mondays” that fire up 25 salespeople, Paul explains the systems—and the mindset—that keep customers, staff, and community in his corner. Buzz EP 206 Paul Sanson…
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Subprime Mastery – why PS3 built an in-house “lease-here, pay-here” bank that boosts FICO scores by 140 pts on average.EZ Ref... Duration: 00:52:13Building Axel: Sean DeDeyn’s Path from D-1 Wrestling to a Staffing Powerhouse
Jun 05, 2025Former Rutgers heavyweight Sean DeDeyn turned a hard-charging wrestling mindset into The Axel Group, a niche staffing firm that now supplies talent across every stage of major construction projects. Sean joins the Blue-Collar Twins to unpack the six-year sprint from a two-desk office to a 30-person team, a tech-driven recruiting engine, and side ventures ranging from tiki party boats to college-wrestling commentary.
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Fired on Monday, Founder by August – how a commission dispute became the push to launch Axel in 2017.Why “One Rep, One Bo... Duration: 00:33:05From Candy Bars to Cleaning Empires: Dom Williams on Systems, Mindset & Multiple Revenue Streams
May 29, 2025Serial entrepreneur Dom Williams sits down with the Blue-Collar Twins to reveal how a kid running county-wide candy routes now leads a 200-employee cleaning company, owns drive-thru “drink barns,” flips HUD rentals, and is launching a lounge—while coaching other service-business owners past the six- and seven-figure ceiling.
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Early Hustle → Corporate Wake-Up – the Wall Street layoff that pushed Dom full time and helped CNC Cleaning hit $1 M in six months.Play Business for Life – treating strategy like a game and using daily “pulse meetings” to keep the scorecard... Duration: 00:34:45Oceanside Service: Scott Nelson’s 36-Year HVAC Journey from One-Man Shop to 10 Million in Revenue
May 22, 2025The Blue-Collar Twins sit down with Scott Nelson, founder of Central-Jersey’s iconic Oceanside Service—the turquoise-truck HVAC firm he bootstrapped for 36 years before handing the keys to private equity earlier this spring. Scott unpacks the branding bets, “golden-handcuff” culture, and 20 %-margin playbook that turned a $600 van into a top-1 % contractor (and a life-changing buyout).Buzz EP 203 Scot N Mix …
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Branding on Wheels – why he painted every truck Caribbean blue (and wrapped the last two).25-Minute Rule – slashing windshield time to keep service profit-positive.Earn While You L... Duration: 01:01:39From Wall Street to Water-Damage Warrior: How John Majeski Scaled Four SERVPRO Franchises—and Aims to Top the Northeast by 2034
May 15, 2025Lifeguard buddies turned blue-collar founders Jason & Jeremy Julio reconnect with longtime friend John Majeski—once a Manhattan finance analyst, now the force behind four thriving SERVPRO franchises across New Jersey. John breaks down the gritty first three-year slog, the culture playbook that powers his team, and the BHAG that keeps everyone rowing: “Be the #1 SERVPRO in the Northeast by 2034.
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Career 180° – ditching Wall Street for sewage back-flows and never once looking back.Buying, Not Building – why acquiring an eight-month-old franchise beat starting from scratch.The ‘World’s Stron... Duration: 00:43:13From Side-Hustle to Eight-Figure Exit: The Blue Collar Twins
May 08, 2025Meet Jason & Jeremy Julio—the Blue-Collar Twins—as they trade gym whistles for board-room banter and join producer-turned-host Dylan Seals behind the mic. In their debut as co-hosts they unpack:
Side-Hustle Genesis – the late-night kitchen-table brainstorm that birthed Last Bite Mosquito & Tick.Scaling While Clocked-In – juggling lesson plans, beach-club shifts, and 55 techs by reinvesting every dollar.The Potomac Playbook – how CIMs, buyer psychology, and a discipline 90 % of sellers flunk drove an eight-figure deal with Viking Pest / Anticimex.Seller Blind Spots – retention metrics, seasonality... Duration: 00:55:17Paul Giannamore Unfiltered: Hustling Out of Chicago, Cracking Wall Street, and Building POTOMAC M&A
May 01, 2025Meet Jason & Jeremy Julio—the Blue-Collar Twins turned eight-figure sellers— as they step in as your new co-hosts of The Boardroom Buzz. In their maiden voyage they flip the script, putting mentor Paul Giannamore in the hot seat to uncover the back-alley hustle that took him from inner-city Chicago to building Potomac M&A into a middle-market powerhouse.
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How the twins scaled a New Jersey pest-control roll-up while teaching full-timePaul’s early days flipping farm gear, tech-banking in the dot-com frenzy, and spotting gold in fragmented service marketsWhy CEOs should o... Duration: 01:14:13Episode 199 — From $3K to $150M: Brian Gottlieb’s Leadership Beyond the Hammer
Dec 26, 2024Brian Gottlieb, author of Beyond the Hammer, joins Patrick Baldwin in The Boardroom to share his inspiring story. From launching his home improvement business with just $3,000 and a folding table, Brian built a thriving organization with 600 employees. He attributes much of his success to a people-first leadership philosophy, emphasizing the importance of developing employees and fostering a strong company culture. How can leaders ensure their people are set up to achieve their highest potential?
Brian dives deep into the idea that businesses grow only as much as their people do. He explains the value of becoming a tra...
Duration: 01:06:00Episode 198 — Discipline by Example with Fred Wingate
Dec 12, 2024Fred Wingate, owner of Noosa Pest Management, joins Nick Bartolo and Patrick Baldwin to share his inspiring journey from professional water skier to thriving entrepreneur in the pest control industry. His story is rooted in discipline and resilience, values that have guided his approach to both sports and business. Fred emphasizes the importance of a people-first philosophy, demonstrating how strong relationships with customers and employees alike are the cornerstone of lasting success. By fostering trust, valuing contributions, and encouraging collaboration, he has cultivated a company culture that drives growth and loyalty. How can businesses effectively balance meaningful relationship-building with...
Duration: 01:09:02Episode 197 — Leveraging Fire Protection Sell-Side M&A with Paul Giannamore and Nick Bartolo
Nov 28, 2024An audio rebroadcast from POTOMAC.TV.
Nick Bartolo turns the mic on Paul Giannamore to discuss his strategy for selling fire protection businesses. Paul reveals how a formal sell-side process, combined with competitive leverage, drives transaction multiples to new highs.
Learn how you can maximize the value of your fire protection business in the growing M&A market and cut taxes on the transaction.
Recorded at NFPA 2024 in Orlando, Florida.
In this episode:
Importance of competitive auctions in fire protectionWhy sell-side representation mattersTips for preparing years ahead of saleCommon challenges in... Duration: 00:37:05Episode 196 — Family First, Focused Always: Robert Pittman’s Specialized Vision for Tuxedo Mosquito
Nov 14, 2024Robert Pittman, owner of Tuxedo Mosquito Control, joins Nick Bartolo and Fat Pat aka Patrick Baldwin to discuss his journey in developing a specialized mosquito control business centered around family values and focus. Taking over from his father-in-law, who founded the company, Robert has upheld a culture that treats employees like family—a principle that’s integral to the company’s success in a seasonal industry. By prioritizing fair pay and taking a genuine interest in employees’ well-being, Robert has cultivated a loyal, motivated team. How can other leaders foster similar commitment and loyalty among their employees?
Tuxedo M...
Duration: 01:02:00Episode 195 — Don’t Just Change, Get to First-Order Thinking
Nov 07, 2024Chase and Fat Pat explore the often-complex landscape of change management. Change within an organization requires more than just fresh ideas; it demands a well-executed plan and consistent momentum. Decision-makers must be resilient and somewhat shielded from daily challenges, allowing them to focus on long-term goals rather than immediate hurdles. This "immunity" to the daily grind is key to sustaining momentum and reaching successful outcomes, even when facing resistance. How can leaders create the right conditions to stay focused and maintain momentum during challenging times?
The duo delves into first-order thinking, a strategy that strips problems down...
Duration: 01:14:18Episode 194 — Tackling Today’s Economic Shift with Jamie Clement
Oct 24, 2024Wall Street equity analyst, Jamie Clement, joins Paul and Patrick and takes a hard look at the current state of the economy, focusing on how it impacts both consumers and the pest control industry. With rising costs hitting American households—particularly those in the lower income brackets—the discussion centers on how this economic squeeze could affect pest control operators. As consumers feel the pinch, businesses might face challenges with customer retention and acquisition. Could economic pressures fundamentally change consumer behavior in sectors like pest control?
Jamie dives into the potential impact of tariffs and tax reductions on i...
Duration: 01:02:53Episode 193 — Evolve's Blueprint: Rapid Growth to Strategic Exit
Oct 17, 2024Nephi Julien and Shad Teerlink, co-owners of Evolve Pest Control, shared their remarkable journey from 323 clients in Nowhere, Nevada to a multi-million dollar exit. With no prior experience and limited resources, they leveraged door-to-door sales, persistence, and creativity to rapidly grow their customer base, overcoming significant financial challenges to build a thriving operation. What unconventional growth strategies could you implement in your business to achieve similar rapid expansion in its early stages?
As Evolve expanded, Nephi and Shad systematically tackled the common challenges of scaling—recruiting the right talent, maintaining service quality, and managing multi-location operations. They de...
Duration: 01:31:02Episode 192 — The Wildlife Playbook with Kyle Waltz
Oct 10, 2024Kyle Waltz, the owner of Conserv Wildlife Services, steps into The Boardroom with Patrick Baldwin and Nick Bartolo. It's clear that this isn't Kyle's first rodeo in the wildlife arena. Kyle shares about the challenges and opportunities he faces, and what he's learned along the way. With so many moving parts, how can businesses ensure they have the right structure and expertise to navigate this specialized field?
Kyle shares the story of his company's strategic shift from wildlife control to pest control, focusing on the need to increase recurring revenue. There were challenges, particularly in retraining technicians...
Duration: 01:22:47Episode 191 — 100 Doors a Day: Grit, Rejection, and Success with Nick Gifford
Oct 03, 2024This week, Nick Gifford, president of Radix and founder of Diamond Lawns, joins Nick Bartolo and Patrick Baldwin as he shares his entrepreneurial journey—a story of grit, resilience, and teamwork. Building a business is no solo effort. Gifford attributes much of his success to the strong, dependable teams he’s built over the years. He emphasizes that finding the right people, who share your values and work ethic, can make or break your business. Hiring based on gut feeling and fostering trust among team members are strategies that have worked for him, but he admits there’s no foolpr...
Duration: 01:15:41Episode 190 — An Interview with Jonas Olson, the Pest Control Millionaire
Sep 26, 2024Jonas Olson, CEO of Pest Badger, joins Paul and Patrick to share his entrepreneurial journey from lawn care to pest control. When the pandemic shut down his lawn care services, he saw an opportunity to pivot into pest control—a more recession-proof and scalable industry. It was such a pivot that he rebranded from Lawn Badger to Pest Badger. His existing expertise in sales and marketing allowed him to quickly grow this new venture while maintaining both pest and lawn care services post-pandemic. How can you identify opportunities in times of crisis, and what factors should guide a strategic pi...
Duration: 01:28:18Episode 189 — Always Ready to Lead: How Charlie Church Took Over and Transformed a Family Business
Sep 19, 2024Charlie Church, owner and president of Getem Services Termite and Pest Control, joins Patrick Baldwin and Nick Bartolo to share his journey of unexpectedly taking over his family's pest control business. Through this, he highlights his experience with perseverance, adaptability, and a self-starter mentality. Drawing from his background in wrestling, Charlie developed discipline and resilience—traits that have proven invaluable to the success of Getem Services. What steps can you take to improve your discipline to step up, learn, and evolve as a leader?
Charlie delves into the importance of early financial planning and investment, explaining how he...
Duration: 01:08:16Episode 188 — Mastering Management: Finding the Balance Between Empathy and Expectations
Sep 12, 2024Paul, Chase, and Fat Pat explore the intricate dynamics of company management, emphasizing the crucial role of understanding what employees value to build a high-performance culture. By recognizing individual needs and preferences, leaders can significantly boost employee satisfaction and engagement, ultimately benefiting the business. They highlight the importance of offering thoughtful, low-cost perks that enhance the perceived value of employment. Additionally, setting clear goals and tapping into what drives each employee is key to unlocking their full potential. How can leaders effectively identify and cater to the unique motivations of their team members?
The trio discusses the...
Duration: 01:18:02Episode 187 — The Unofficial State Bug of Rhode Island with Brian Goldman
Sep 05, 2024PCT Top 100 CEO Brian Goldman of Big Blue Bug Solutions joins hosts Fat Pat and Chase Hazelwood in the Boardroom this week. Brian shares the story behind their famous mascot, Nibbles Woodaway - a giant blue termite that has become an unofficial symbol of Rhode Island. The discussion explores how unique marketing can forge a deep bond between a business and its local community. Did you know Big Blue Bug wasn’t always Big Blue Bug?
The chat takes an intriguing turn as the three explore different perspectives on remote work. While Brian advocates for increased efficiency th...
Duration: 01:58:01Episode 186 — Stop Selling with Mark Stewart
Aug 29, 2024Patrick and Nick step into The Boardroom with Mark Stewart, consultant, sales coach, and author of Stop Selling, to uncover how businesses can get the most out of their sales teams. Mark has experience helping companies double and even triple in size and keep the same talented people. They dive into what makes the next generation of employees tick, sharing unique tips and tricks for hiring them and keeping them motivated. Once you've recruited this workforce, how do you take them to the next level and mentor them to greatness? Fat Pat and Nick challenge Mark with some curveballs, a...
Duration: 01:22:10Episode 185 — Why Execution Matters More Than Ideas
Aug 22, 2024Paul Giannamore, Mat Rogers, and Patrick Baldwin begin the episode by paying tribute to Andrew Beck, the CEO of Aruza Pest Control, who passed away last week. They share personal stories, remembering him as a devoted business leader, father, husband, and friend. If you knew Andrew or would like to help his family in this unimaginably difficult time, Paul has set up a GoFundMe page at 4AndrewBeck.com
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Fat Pat and Chase Hazelwood break down why ideas alone aren't enough to guarantee success this week in The Boardroom - it’s all about execution. He...
Duration: 01:35:28Episode 184 — Taking a Different Route with Court Parker
Aug 15, 2024Patrick Baldwin and Nick Bartolo are joined by Court Parker, the CEO and owner of Bug Busters USA to share insights into the growth and management of his thriving pest control business. When exploring Court’s background and how Bug Busters has evolved over the years, Court lets us in on some growth strategies, particularly the importance of route density in the pest control industry. By focusing on increasing density within existing markets rather than overextending into new ones, Bug Busters has been able to optimize resources and boost profitability. How can your business apply this principle of focusing on...
Duration: 01:08:27Episode 183 — Summer Heat: Rentokil Speculation and Private Equity Deals
Aug 08, 2024Paul Giannamore is back in The Boardroom this week joining Patrick Baldwin to cover the surprisingly bustling pest control M&A market. You’d expect transactions to slow down due to summer vacations, but it’s actually quite the opposite. Paul shared that Potomac has “closed more transactions than we have in a two-month period, except in Q4 of 2020." Private equity firms are at the forefront, driving many of the recent transactions. Unlike strategic buyers, these firms often operate under the radar, leading to many deals happening without public fanfare. With big names like Rentokil, Rollins, and Anticimex staying relati...
Duration: 00:42:02Episode 182 — Leveraging Social Accountability
Aug 01, 2024This week, Patrick Baldwin, Nick Bartolo, and Chase Hazelwood explore the game-changing impact of AI on sales centers. They dive into how automating data collection and reporting can uncover a significant number of missed calls—those often ignored but crucial for sales performance. Chase shares how his team at Go-Forth Home Services used AI to identify these missed opportunities and develop effective strategies to tackle them. This reframes individual responsibilities as integral parts of the collective effort, driving a sense of shared purpose and responsibility. How can businesses integrate AI to improve operations while maintaining a corporate culture of pe...
Duration: 01:03:19Episode 181 — Discipline for Long-Term Value Creation in Commercial & Residential with Drew Fenn
Jul 25, 2024In this week's episode of The Boardroom, hosts Patrick Baldwin and Nick Bartolo are joined by Drew Fenn, President of Fenn Termite & Pest Control in Southern California with a focus on commercial and residential customers. They delve into the critical role of discipline and focus in growing a business. Drew emphasizes the necessity of deeply understanding your business and adhering to your core competencies without getting sidetracked by external influences. Maintaining a sharp focus on profitability and operational efficiency, while staying true to what you do best, sets the foundation for lasting success. How can companies preserve this level...
Duration: 00:59:58Episode 180 — Principles, Pest Control and Politics with Jason Walton
Jul 18, 2024Jason Walton, U.S. Senate Candidate in Utah and co-founder and CEO of Moxie Pest Control, joins Patrick Baldwin and Nick Bartolo for an enlightening episode of The Boardroom Buzz. Jason begins by discussing how mentors influenced his success such as Brent Bingham, Jimmy Hale, and the Rollins family. He also stresses that principled living and keeping commitments are key to personal and professional success. Through these experiences, Jason learned that success is about more than financial gain. What personal principles or commitments have guided you to your own definition of success?
Walton highlights the importance of t...
Duration: 01:20:04Episode 179 — This Ain't His First Rodeo with Mike Houston
Jul 11, 2024Mike Houston, the seasoned owner of Sureguard Termite and Pest Services, joins Nick Bartolo and Patrick Baldwin in the Boardroom to share his extensive experience in the pest control industry. Mike's humble beginnings in the industry accelerated into a successful business he exited. Mike took a break from pest control but has built again. He prioritizes maintaining strong customer service and building relationships as foundational to his business strategies, including acquisitions. How might you approach acquisitions on the buy side vs. the sell side?
In the interview, Mike Houston detailed his approach to growing his business through m...
Duration: 01:21:34Episode 178 — Paul’s Ultimate Guide to Pest Control Success in 2024 from POTOMAC TV
Jul 04, 2024You can watch Paul’s presentation in its entirety on POTOMAC TV here: https://youtu.be/OiY68KAOIC8?si=UK-Tcq2GA7b1Ec4v
In an insightful speech at the AZPPO Great Western Pest Control Conference in March 2024, Paul Giannamore, the industry’s foremost authority on business valuation, shared valuable strategies for growing, managing, and valuing pest control businesses. He emphasized staying focused on core pest control services for better performance and higher valuations. Paul stressed prioritizing cash flow over revenue and building a strong base of recurring revenue to attract private equity firms. Are you focusing on y...
Duration: 00:58:13Episode 177 — Advising From Experience with Attorney Phil Rinehart
Jun 27, 2024Today in the Boardroom, Nick Bartolo and Patrick Baldwin sat down with Phil Rinehart. Phil is a practicing attorney and principal at The Law Offices of Phillip Rinehart. Phil is uniquely suited to provide legal advice as he also has a 20+ career in pest control and is currently the owner and CEO of EcoGen. As an attorney, Phil specializes in litigation, consulting, management, entity formation, liability protection, and growth. Phil shares essential tips on safeguarding your business through the right contracts. He emphasizes the importance of well-structured employment contracts, including critical clauses like non-solicit, confidentiality, and liquidated damages. Phil als...
Duration: 01:16:52Episode 176 — Commission Culture: The Power of Production Pay
Jun 20, 2024This week in The Boardroom, Paul, Patrick, and Chase explore the benefits of switching from hourly pay to production commission for technicians. It's not just an incentive but a reward for effort and results, fostering a sense of ownership among employees. How could a commission-based pay system boost your company’s productivity and engagement?
Chase shares his innovative hiring practices, suggesting businesses look outside their industry for high-quality, friendly employees. He's even found success in hiring staff from a pet daycare, who brought strong customer service skills to the team. What new talent pools could your business ex...
Duration: 01:12:45Episode 175 — Lessons in Culture & Authenticity with Caleb Fabry
Jun 13, 2024In this episode, we spoke with Caleb Fabry, owner of Town & Country Pest Solutions in Rochester, New York. Caleb discusses the importance of a strong company culture and employee engagement. By using the Culture Index, he aligns team members with roles that fit their unique attributes while enhancing communication. How can utilizing culture tools help to retain team members, create mission alignment, and beat your financial goals?
A significant part of Caleb's marketing strategy involves a dedicated in-house team focused on video content and social media. This approach has helped Town & Country Pest Solutions build a strong o...
Duration: 01:24:49Episode 174 — Focus on Joy: Brian Lunsford's Leadership Journey
Jun 06, 2024Brian Lunsford, owner and CEO of Bring the Joy Ventures—the parent company of LunsPro Inspections, Kingfish Pest Control, JoyLights, Fix-it Flamingo, and Jacksonville Real Producers—rejoins The Boardroom Buzz to recount his journey as a business leader. After a successful pest control business sale in Atlanta, Brian and his wife Kristin are building synergistic businesses in Jacksonville with less personal risk. How could a liquidity event give you the capital and confidence to build again on your family’s terms?
Mentorship and personal connections are key in any leadership position. Brian proactively sought out experienced individuals to learn...
Duration: 01:08:49Episode 173 — Chasing Excellence and The Role Mistakes Play
May 30, 2024This week in the Boardroom, Paul, Patrick, and Chase discuss building a high-performance business culture by expecting and monitoring mistakes. Transparency is key. When we expect each other to make mistakes and hold each other accountable, we're building a supportive environment. How can your organization see mistakes as growth opportunities?
Trust and accountability must be balanced. Trust doesn’t mean avoiding accountability but creating a safe space for improvement. Highlighting mutual respect and accountability, the co-hosts emphasize that no team member is above the team. How can leaders balance trust and accountability effectively?
Measuring performance is...
Duration: 01:20:55Episode 172 — The Dual Pillars of Trust and Accountability
May 23, 2024Paul, Patrick, Nick Bartolo, and Chase Hazelwood discuss the pivotal role that trust plays within teams. While trust is a cornerstone of effective teamwork, we can't forget the importance of accountability. Building trust is a gradual process built by recognizing and acknowledging when your team excels. How can your team strike a balance between fostering trust and upholding accountability to ensure consistent and high-quality performance?
Staff turnover can be beneficial, contrary to popular belief. It may even be healthy to bring on new talent and ideas, pushing both employees and employers toward excellence. What strategies can you...
Duration: 01:05:40Episode 171 — From Scarcity to Abundance: The Key to Business Growth with Jared LaJaunie
May 16, 2024Explore the fascinating world of pest control with Jared LaJaunie, founder of LaJaunie's Pest Control. From humble beginnings as a one-man operation to scaling up with a team, Jared shared the secrets behind his success. How can we maintain that relentless dedication and hunger for self-improvement in our own endeavors?
Jared observes the power of mindset shifts in driving business growth. Transitioning from scarcity to abundance can open up new possibilities, not just for leaders like Jared but for entire teams. Ponder this: What mindset shifts can we make in our businesses to unlock untapped potential and...
Duration: 00:51:46Episode 170 — Earnouts Unraveled: Navigating Risks, Rewards, and Reputation in M&A
May 09, 2024Paul and Patrick break down earnouts, those tricky tools that promise to bridge valuation gaps but often lead to unexpected headaches. Ever wondered why earnouts can be such a gamble? Picture this: a seller with a rock-solid EBITDA track record sees their earnout shrink because the buyer reinvests in the business, slashing the payout. So, are earnouts worth the risk, or are they just a ticking time bomb?
Revenue-based earnouts are generally safer than cash-flow ones. Why? Because the deeper you delve into the profit and loss statement, the less control sellers have. But here's the kicker...
Duration: 00:50:51Episode 169 — Why World-Class Dealmakers Avoid Negotiations
May 02, 2024This keynote speech by leading M&A advisor, Paul Giannamore, was filmed at the AZPPO Great Western Conference in Mesa, Arizona, on March 27, 2024.
The presentation revolves around the key decision-making processes in mergers and acquisitions (M&A), focusing particularly on the choice between negotiation and auction when selling assets. Paul Giannamore, with over 20 years of experience in M&A advisory, emphasizes that understanding and choosing the right selling process—negotiation or auction—is crucial, not only in M&A but in any asset sale.
Illustrating this, he shares a personal story about selling a valuable fami...
Duration: 00:51:53Episode 168 — Inside Modern Leadership with Skye LaJaunie
Apr 25, 2024Skye LaJaunie, COO of LaJaunie's Pest Control, joins Paul and Patrick in The Boardroom to dive into the crucial role of company culture in driving business success. There is a huge need for a strong culture built on genuine relationships between leaders and team members. But what does it take to truly understand your team's motivations and aspirations? And how can leaders foster an environment where everyone feels valued and connected?
Skye sheds light on the importance of adapting business strategies to align with employee values, especially considering the unique characteristics of the younger generation in the...
Duration: 01:38:23Episode 167 — Hitting the Brakes on Growth
Apr 18, 2024We always think high growth is the golden ticket. Sure, rapid expansion can be sweet, but have you ever wondered if there's such a thing as too much growth? When should you hit the brakes and focus on other priorities, especially if selling your company is in the cards?
Let's talk about keeping those customers happy. Implementing a killer retention program can seriously beef up your bottom line. But here's the million-dollar question: Are you doing enough to keep your customers coming back for more? Have you ever really sat down and thought about how to keep...
Duration: 00:40:20Episode 166 — Breaking the Bias: In Honor of Daniel Kahneman
Apr 11, 2024Paul and Patrick dive into the intricate world of cognitive biases, drawing insights from Daniel Kahneman's book, Thinking, Fast and Slow. The duo dissected the concept of representativeness bias, which can lead us to make flawed assumptions based on surface-level similarities. Think about it: How often do we catch ourselves falling into this trap in our day-to-day decision-making? Can we truly overcome this bias, or is it wired into our brains?
Next, exploring the subtle power of priming – how seemingly insignificant cues can sway our judgments without us even realizing it. It makes you wonder: How much of...
Duration: 00:50:47Episode 165 — Partnership Agreements & Trusts
Mar 28, 2024Paul is getting on the road to double-keynote this year's AZPPO Great Western Conference. But first, Paul takes on a FRAXN client's question, beginning with the vital need to keep partnership agreements and valuations current. Surely, you’ve considered the potential chaos if your business partner suddenly left the picture. Updating your operating agreement can smooth out what would make for a rough ride. When was the last time you revisited your partnership paperwork?
When it comes to valuing your business, growth rates and margins play a pivotal role. But are you factoring them into your valuation st...
Duration: 00:46:23Episode 164 — Paul Answers Listener Questions
Mar 07, 2024Fat Pat and Uncle Paul dive into business expansion strategies and the power of partnerships. Instead of sticking to the traditional 'buy or build' mindset, here's an alternative: forming alliances with established players in new markets. But here's the kicker: Have you considered how such partnerships could reshape your business expansion plans?
We all know negotiation is a crucial skill for sealing deals. Ask the right questions and keep crucial information close to the chest. Have you honed your negotiation tactics to secure the best outcomes for your business transactions?
When acquiring a business, it's...
Duration: 00:41:27Episode 163 — The Wild Life of Mike Hurley
Feb 29, 2024Are you ready for another guest episode? Mike Hurley, the genius behind a thriving wildlife business, Xceptional Wildlife, joins the Boardroom to uncover the secrets to his success. Mike hits home the importance of ironclad processes in business growth. Drawing from his experience with Six Sigma, he emphasizes the power of identifying and perfecting process failures. How do you think implementing a structured approach to processes could benefit your own business?
Mike stresses the significance of choosing the right partner in business. A supportive partner can make all the difference, while the wrong one can spell disaster...
Duration: 01:01:30Episode 162 — Nurturing a High-Performance Culture
Feb 22, 2024Chase Hazelwood, owner of Go-Forth Pest Control, takes us through their remarkable journey from $2 million to an astonishing $25 million empire in just ten years. Curious about his winning formula? It's all about cultivating a high-performance culture. Chase tells us about his relentless focus on customer service and sales that skyrocketed productivity. How can you apply his strategies to supercharge your business?
Chase didn't stop at the surface level. He stresses the crucial role of training, transparency, and accountability in shaping a workforce poised for success. Creating an environment where slacking off is a major faux pas and...
Duration: 01:26:46Episode 161 — The Rule of Ten
Feb 15, 2024Looking to crack the code of success in the wildlife and pest control sectors? Fat Pat and Seth drop some wisdom on why simplicity is the name of the game for top-performing companies. By starting with a single service and gradually adding on more, these businesses maximize profitability and route density. Do you think your company could benefit from simplifying its offerings, or are you tempted to throw everything at the wall and see what sticks?
Let's talk recurring revenue. Seth spills the beans on how some savvy companies are ditching annual warranties in favor of monthly...
Duration: 00:42:56Episode 160 — The Lies We Tell Ourselves
Feb 01, 2024Uncle Paul is preparing his upcoming presentation at Energy by Pest Daily, happening this weekend in Tampa, Florida. But first, he's answering listener questions by uncovering the secret sauce of setting that initial price point. How does anchoring impact negotiations? How can you take control by making the first offer?
Private equity firms are ditching pest control for the untamed world of wildlife businesses—it's all about the lower acquisition prices. Paul goes in-depth into this potential new frontier for private equity investments. Are you ready to jump into the wildlife platform trend, or are you sticking to...
Duration: 00:25:15Episode 159 — The Happiness of Pursuit
Jan 25, 2024Have you ever felt dwarfed by a competitor's size, wondering, "What am I doing wrong?" Uncle Paul goes solo with a few listener questions in hand, and reminds us that size isn't everything; it's about playing the hand you're dealt. What unique strengths can you leverage in your business?
Take it from the expert—ditch the grand goals and focus on small, daily changes. How can your business benefit from implementing small changes? Can skipping the business equivalent of a fast-food binge lead to significant improvements
Don't accept the first offer when selling your business. In...
Duration: 00:25:51Episode 158 — Are Your Goals Nothing More Than a Wishlist?
Jan 18, 2024Fat Pat and Uncle Paul kick off the new year at WorkWave's 2024 Beyond Service User Conference and unpack the highlights of Paul's appearance at their panel discussion.
"Strategy in 2024" takes center stage. Spoiler alert: it's all about goals and objectives—it just keeps all the wheels turning. But so does showing your commitment to your people. How does sending team members of all levels to user conferences show you're invested?
PestPac vs FieldRoutes. Paul and Patrick lay down the lowdown on the types of companies that invest in these platforms. Why do some companies lean to...
Duration: 00:46:21Episode 157 — Scaling: Sales, Service, and SOPs
Jan 11, 2024How much time is needed to train a technician to work independently? What strategies encourage technicians to expand their (non-upselling) sales skills, and is it advisable? Fat Pat and Seth delve into these listener questions and more this week. From scaling up clients to promoting from within, they dive into a few different topics.
If you were to create one standard operating procedure (SOP) now, what would it be and why? More importantly, is your focus better directed elsewhere? Just like most other answers on The Buzz, it's not necessarily a one-size-fits-all answer.
Audio Mixing...
Duration: 00:54:33Episode 156 — The Cost to Step Aside
Jan 04, 2024As CEO, which tasks can and should be outsourced? Better yet, what about replacing yourself? One listener asks if his involvement affects how much the business’s value.
Some buyers might like the owner being less hands-on and having a strong team already in charge. What factors influence how the buyers see the level of owner involvement?
Are you really the best person for the job? From risk to flexibility to finances, what’s the return on replacing yourself as CEO?
Audio Mixing and Editing by www.verbell.ltd
Duration: 00:33:22Episode 155 — Management Matters: Subscription Billing and Price Increases
Dec 14, 2023While Uncle Paul is away, Fat Pat and BroSeth tackle subscription billing and collection exceptions. How long should companies should stick to service once a customer gets behind?
Customer communication is a tricky wicket. Who gets price hikes and how do you communicate them?
While Seth is fielding all the questions this week, let’s get his take on artificial intelligence. But this isn’t an A.I. convo you’ve heard before.
Audio Mixing and Editing by www.verbell.ltd
Duration: 00:48:07Episode 154 — Short-Term Risks and Long-Term Gains
Dec 07, 2023You asked, we answered. More listener questions are on tap for this week’s Buzz. Starting with rate cuts. A rate cut is rumored. How would it impact M&A? Uncle Paul breaks down the signal along with the relationship between rate cuts, debt, and the overall economic environment.
Reliability’s best friend, recurring revenue, plays a critical role in a business’s market value. But some things are not worth their risk, especially when considering the timing. What should an owner NOT do when an exit is on the horizon? When is it wise to engage in door...
Duration: 00:36:11Episode 153 — Marcus Sheridan on Becoming the Voice of Trust
Nov 30, 2023Marcus Sheridan, keynote speaker on sales, marketing, and building trust, and author of They Ask You Answer, joins Paul and Patrick in the boardroom in an episode on becoming an industry expert through a customer-centric approach. He emphasizes the need to stand out, be more human, and engage better with customers and addresses concerns about costs. Can businesses truly become the voice of trust by discussing what others in their space might shy away from?
Sheridan advocates for the strategic use of digital platforms, suggesting the creation of a 'Learning Center' on websites. This not only positions...
Duration: 01:11:39Episode 152 — Subordinated Debt: Risk and Reward
Nov 16, 2023Companies can leverage subordinated debt to access capital without relinquishing ownership. Who has done this in the industry and for what purposes? Fat Pat and Uncle Paul chat through the impact of subordinated debt on financial stability along with its role within the broader capital structure. Are you staring down an opportunity where sub debt makes sense?
How do you value a business? Consider the complexity in rising valuations and the unique liquidation potential within the pest control industry. Think about other industries that could benefit from this approach and what the decision-making considerations are for these b...
Duration: 00:34:54Episode 151 — Rob Greer: From Rove Pest COO to Chris Voss co-author
Nov 09, 2023Rob Greer, COO of Rove Pest Control, steps into The Boardroom to chat about co-writing “Empathy and Understanding in Business” with Never Split the Difference author, Chris Voss. Before diving into the importance of empathy and if it’s something to be developed, let’s get on the same page by defining it.
Whether you use the term “empathy” or not, how does it shape your hiring decisions and culture?
Speaking of culture, Rob turns the tables and puts empathy on the back burner to chase down a culture conversation. Empathy, continuous learning, and culture intersect in...
Duration: 01:32:28Episode 150 — Reactions from Rentokil and Rollins Reporting
Nov 02, 2023At PestWorld, both Uncle Paul and Fat Pat had firsthand experiences that reinforced the notion of a younger and more sophisticated pest control industry. With Rentokil facing expectations of slower growth during the integration process, it's clear that the industry is in a transitional phase. Rollins and Rentokil both shared their quarterly earnings, but the crucial question is how investors reacted to their financial reports. This reaction could have significant implications for not only the North American market but also the global market.
The industry initially surged with high customer demand during the pandemic, driven by essential...
Duration: 00:30:27POTOMAC TV: Live from PestWorld 2023
Oct 26, 2023The time is now, if you haven't already subscribed to POTOMAC TV. Live from the exhibitor floor at PestWorld in Hawaii, Dylan Seals created a first of its kind studio, while Paul G and guests took the stage.
Check out this guest list:
Big Time Pest Control President, Mike Bullert
Greenix President, Andrew Barrows
WorkWave CEO, David F. Giannetto
Financial Advisor, Nick Bartolo
Rentokil Terminix Head of Science & Innovation, Cassie Krejci PhD
Rollins CEO, Jerry Gahlhoff
Lizard Marketing CEO, Mat Rogers
...
Duration: 00:01:01Episode 149 — Ritz-Carlton Service at Courtyard Pricing
Oct 12, 2023You remember those days of taking on every customer request as you were getting started. The only thing standard was saying ‘yes’ to get the job. It’s time to scale back to scale up in this chat about standardizing your service. Of course you want to go above and beyond to accommodate that potential client, but what if you can’t get them to fit in your box?
Maybe there is a place for concierge service. How can you make exceptions without compromising profit?
Surely your CSRs have ideas for days. Their pent-up creativity has to g...
Duration: 00:47:42Episode 148 — Jason Cupp: The Kolbe Index, Jerry Springer, and a Mexican Intervention
Oct 05, 2023You heard Jonathan Pototschnik give Jason Cupp props as a peer and consultant during his time leading ServiceAutopilot. Step on into The Boardroom this week to hear how Jason Cupp grew roots in landscape to later emerge as a Kolbe Certified Growth Consultant.
There are an endless number of tools to measure intelligence and personality, but this one of a kind index reveals a person's natural instincts and behaviors when it comes to performing tasks. From creating effective teams to making informed hiring decisions to resolving conflict, do you see how Kolbe can help you make sure...
Duration: 01:44:32Episode 147 — Succession Planning: Compensation and Communication
Sep 28, 2023Succession planning can be tricky. Family businesses often have both ownership and management roles mixed up together. Why is it so important to separate these two aspects when planning for the future of a family business?
You know The Tax Man is watching. Don’t skimp out on legal advice if you find yourself making plans to pass down to future generations.
When is comes to passing the CEO-torch and making tough decisions on compensation, an advisory board comes in handy. How do you see compensation impacting culture and growth?
Audio Mixing and Edi...
Duration: 00:44:09Episode 146 — Urban Invasion: Market Share and Labor Unions
Sep 21, 2023Is there a specific draw for acquirers when it comes to regions with higher population density? As businesses expand into urban, suburban, and rural markets, the strategies and service offerings spread out. How could a move towards urban areas influence service offerings and operational efficiency? How can business owners harness data to expand market share?
The surge in union activity, even in traditionally unaffected industries, is notable. How does this escalating union presence affect businesses, and what measures can be implemented to effectively address its consequences?
Audio Mixing and Editing by www.verbell.ltd
Duration: 00:44:34Episode 145 — M&A 103: A Three-Way Merger
Sep 14, 2023‘Merge my business? … Are you suggesting that I work with my competitors?’ Maybe. Paul and Fat Pat respond to a question about mergers from FRAXN’s recent Moneyball event.
Step on in to hear if the “juice is worth the squeeze”. It’s a lot more than just getting potential shareholders on the same page. What does and doesn’t need to get unified before selling off the whole kit and caboodle? Despite Paul threatening to do a 40-hour episode, you know it would take longer than that for Fat Pat to grasp the fundamental concepts.
Is a merger re...
Duration: 00:44:29Episode 144 — Holding Managers Accountable for Accounting
Sep 07, 2023You expect your managers to make well-informed decisions to benefit your company, but do they have a good grasp of financial concepts? It's important to question whether they truly understand the impact of their choices on your company's finances. Have you assigned specific responsibilities for parts of your Profit and Loss (P&L) statement, and do you assess their performance based on these financial figures?
Team meetings and one-on-one sessions serve as essential tools for keeping everyone aligned with the company's objectives and maintaining effective communication. But what makes these meetings so vital, and how do they...
Duration: 00:44:27Episode 143 — Nick Bartolo: Not Your Typical Wealth Advisor
Aug 31, 2023Definitely qualified (CFA, CPA, MBA) and without the typical cookie cutter approach, Nick Bartolo of Essential Partners, steps into The Boardroom to chat through the world of wealth management. More than just diversifying assets and ensuring performance, Nick introduces a unique framework to grow and protect one's wealth. With ever-changing economic conditions, what thoughts (and emotions) come to mind as you think about your financial future?
Speaking of emotions, wealth advisors are not only investment guides but act as buffers to provide emotional distance and manage risk. With most advisors acting more like salespeople than genuine investment...
Duration: 01:13:51Episode 142 — The High-Stakes Home Game: Consumer Fears & Private Equity
Aug 24, 2023More customers are pushing back on price hikes while new demand softens. Increased credit card defaults and car foreclosures further the evidence on consumers’ financial struggles. Have you seen the same trends in your business?
The pest control sector has observed declining customer loyalty, probably due to higher prices and tightened budgets. Yet, there's a promising opportunity for companies specializing in termite baiting, as they could gain profits given the consistent demand for such services. Would you follow Paul’s termite baiting-only business model?
Private equity deals can be intricate and come with potential risks that...
Duration: 00:53:28Episode 141 — More Than a Lawn Care Millionaire with Jonathan Pototschnik
Aug 17, 2023Lawn Care Millionaire Jonathan Pototschnik gets candid about difficult decisions and focus on his way into, during, and out of Service Autopilot. How did pre-Fat Pat’s Pest Fat Pat find himself on the lawn-centric SA platform many moons ago?
From multi-state janitorial to healthcare software to Dallas metro-based lawn and pest business to ServiceAutopilot, hear where pain finds its place in business.
Jonathan goes into detail on the dynamics of private equity through his exit, and how a third party advisor helps beyond the bottom line. What’s next for Jonathan as he winds down...
Duration: 01:55:13Episode 140 — Food Safety and Pest Control Intersect with PSSI’s Paul Lambert
Aug 10, 2023Step on into The Boardroom to hear from PSSI’s VP of Strategic Development, Paul Lambert. As a leading food safety company, PSSI is responsible for opening more than half of the food production plants in the US every morning. From labor to chemistry to software to consulting, hear how PSSI found its way into pest control. Their strategic approach involves not just expanding customer numbers but enhancing service capabilities. Do you offer a guarantee as strong as PSSI’s?
Safety plays no small role in this billion dollar enterprise. Balancing their approach between authority with accountability, you’l...
Duration: 01:25:10Episode 139 — Buy Versus Build and Preparing for a Recession
Aug 03, 2023Recession is baked into your cake, Fat Pat. Learn from others’ mistakes. You’ll hear what tax wedge distortions caused owners to do back in ’08-’09. Looking across the service industry, which dynamics and sensitivities will help businesses weather a recession?
Step into The Boardroom as Uncle Paul and Fat Pat take on more listener questions, such as where do one-time services fit into the mix, if at all? In regards to valuing a business, following EBITDA, what else is important? What’s not on the P&L that influences top-line revenue quality?
What does it cost to...
Duration: 00:34:05Episode 138 — Brian Peters: From Franchise Support to Chief Encouragement Officer
Jul 27, 2023From coach to owner and back again, Brian Peters is not the typical CEO. How did Brian go from supporting franchisees at The Dwyer Group (now Neighborly) to spinning-off his residential-exclusive Evergreen Heating & Air?
From turning away predictable revenue to insights on the world of franchising, you’ll hear tough decisions Brian has made on the road to optimizing his HVAC business.
As a self-professing non-tradesperson, tune-in to see why Brian and his wife viewing themselves as their own target customer impacts their marketing. How does Evergreen build and maintain high trust with their clients? Wha...
Duration: 01:25:46Episode 137 — Scaling for an Exit and Leveraging Consumer Data
Jul 20, 2023Is there a safe answer to the oft-asked but rarely-known “what’s my business worth?” From scaling to an exit strategy to the intricacies of valuation multiples, Paul and Seth tackle a range of listener questions. They even drill down on scaling a million dollar business towards the biggest possible exit.
Seth shares his personal thesis with Paul about valuation, but it’s not what you think. What could it be? What about monetizing consumer data, and using big data for marketing campaigns, cross-selling, upselling, and more?
You might miss Fat Pat this week, but you defini...
Duration: 00:48:45Episode 136 — Private Equity’s Impact: Dynamics, Risks, and Strategies
Jul 13, 2023The pest control industry has seen an influx of private equity firms, leading to increased competition and often outbidding strategics. How might this heightened competition impact the market dynamics and strategies of the few remaining strategics in the industry? How might this change in dynamics affect the overall industry and the opportunities available to sellers? And on an individual level, how does a deal with private equity impact a seller’s considerations and the process to exit?
Also, a listener writes-in about protecting his customer list. What protections should be in place while with a potential buyer, an...
Duration: 00:50:55Episode 135 — The Salesperson Spectrum: Technicians to Hunters
Jun 29, 2023While together at TPCA’s Pest Expo, Patrick and Seth dive into technicians as salespeople. In the service industry, it’s assumed and expected for techs to sell, right? The two chat through sales, from (pure) selling to upselling, and even having salespeople perform initial services. And what about selling service over the phone? Maybe it’s a question of efficiency, or it may just come down to necessity. Just like not saying sorry, are these universal guidelines?
Put technicians aside for a minute. What about hiring salespeople who are hunters versus lead chasers? Is prior experience as a sa...
Duration: 00:36:08Episode 134 — The Pain and Possibilities of Paying in Perpetuity
Jun 22, 2023Do you pay your salespeople in perpetuity? Peel back the layers to expose the hidden dangers of perpetual payouts. Irregardless of what an acquirer wants, it’s time to take another look at your sales comp plan.
The partnering-with-pest-control question continues. In this case, The Boardroom takes another stab at the home inspection question from Episode 131. Do the same rules regarding perpetuity pay for salespeople apply to paying joint venture partners?
And should it (and you) stay or should it go? When it comes to joint venture partners and also founders, what challenges and opportunities ex...
Duration: 00:45:05Episode 133 — Cash is King and It Grows On Trees with Carroll Fitzgerald
Jun 15, 2023Step on in to hear Carroll Fitzgerald's inspiring journey from a bank examiner to a successful entrepreneur in the landscaping industry. How did his banking background contribute to his thriving side hustle of mowing foreclosed lawns? As time went on, Fitzgerald's portfolio expanded to include landscape, tree care, and irrigation services. Carroll shares insights into the profit margins of these divisions and how they complement each other in his business. Moreover, what did Carroll avoid when exploring new avenues to generate additional revenue?
You’ll hear Carroll open up about hiring practices, safety measures, and branding strategies du...
Duration: 01:18:44Episode 132 — Performance-Driven Data and Fat Pat Spills the Beans
Jun 08, 2023Paul invites Patrick and Seth to discuss FRAXN. Yes, you’ll hear a lot of “Buzz” words, but with Fat Pat as a Co-Founder, what else would you expect?
Patrick and Seth have built not only a management tool but also a great team at FRAXN. With FRAXN, pest control owners gain insights into their business and identify areas for improvement.
Register for The Moneyball Series at fraxn.com/events
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Duration: 00:39:47Episode 131 — Don’t Say Sorry?
Jun 01, 2023Seth Garber steps into The Boardroom while Paul is away. This time to tackle controlling a phone conversation. Sorry. Say what? From upset customers to prospects, does saying “I’m sorry” convey responsibility? Is Peacemaker Patrick alone here?
Is the customer always right? Do your CSR’s go through 9-degrees of training? It sounds like it’s the perfect opportunity to role play with none other than Fat Pat’s Pest.
Changing course here, what’s the interplay between pest control and the home inspection business? From equity to revenue share to profit share, is there a right an...
Duration: 00:49:36Episode 130 — AdVance Your Leadership with Garland Vance, PhD
May 18, 2023Garland Vance has a PhD in leadership. Literally. Garland has helped industry-giant Rollins build and develop their leadership pipeline. Keynote speaker, entrepreneur, and author of Gettin’ (un)Busy, Garland can now add The Boardroom Buzz guest to his resumé 😉. Hear how Fat Pat met Garland at Arizona Pest Professional Organization’s (AzPPO) Great Western Conference.
It goes without saying - leadership isn’t easy - but is there such a thing as a born leader? From clarity to consistency, Garland shares the traits that you need to lead. Garland breaks down strengths and weaknesses to expose both as potentia...
Duration: 01:17:29Episode 129 — Better Call Paul: More Listener Questions
May 11, 2023You don’t want to miss this round of listener-submitted questions, including Andy Sanefski’s question on past and future consolidation trends.
Is there such a thing as too high revenue per technician?In 2021, everything must go, but what about now?When to increase pricing, and how much? And should I communicate the price increase?Paul has a secret trip planned. Don’t get FOMO like Patrick. Subscribe to Potomac TV today.
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