The Boardroom Buzz: Grow, Sell, or Exit – Details, episodes & analysis

Kyle 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 who are used to selling higher-ticket wildlife services. To tackle this, Kyle’s team introduced higher commissions for pest control sales which helped motivate the technicians and drive results. What creative approaches can businesses take to incentivize and support their teams during periods of operational change?

In discussing business growth, Kyle highlights acquisitions as a powerful way to scale. He stresses the importance of thoroughly analyzing potential acquisitions, including comparing financial metrics and pricing models, to ensure the acquired businesses align with existing strategies. This careful evaluation helps identify growth opportunities while minimizing risks. With so much at stake, what should companies focus on when assessing acquisition prospects?

Audio mixing and editing by www.verbell.ltd.

This 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 foolproof formula. How do you know when you’ve found the right team for your business?

Gifford’s experience in door-to-door sales has been a defining factor in shaping his business philosophy. He believes there’s no better way to build resilience than by facing constant rejection on the front lines. To him, knocking on 100 doors a day wasn’t just about sales—it was about developing the grit to keep going despite setbacks. This relentless perseverance is essential not only in sales but in the broader world of entrepreneurship. How can facing rejection and failure more often prepare you for long-term business success?

Gifford reminds us of the importance of understanding your numbers. He’s seen too many businesses fail because they didn’t have a handle on their financials. Being proactive about your business’s financial health, from cash flow to profit margins, can prevent unnecessary risks and help you make informed decisions. Are you paying close enough attention to the numbers that drive your business decisions?

Audio mixing and editing by www.verbell.ltd.

This 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 personal accountability? 

Chase Hazelwood delves into his team's unwavering dedication to fostering positive customer service experiences. At Go-Forth Home Services, while they leverage AI to enhance their operations, they never lose sight of the human element. Their focus is on making sure customers feel genuinely heard and understood. To Chase, while efficiency and technical expertise are essential, the true differentiator is connecting with customers on a personal level. How can businesses strategically blend advanced technologies with a personal touch to deliver an unparalleled customer experience?

Audio mixing and editing by www.verbell.ltd.

Right Time

Take a stroll down memory lane as Frank and Cindy Miller step into the San Juan Boardroom. It’s clear that opposites attract as you hear about their background going back to when they met in the ‘60s. The couple open up about the difficulties they faced together - over the decades as well as recent history. Stay tuned as Cindy opens up about how things have changed over the years for women in the industry.

Right Place

The two transplanted out of New York into Florida, and seized an opportunity in an industry new to them. Without giving too much away, they credit their success to the…

Right People

Frank and Cindy sold Impact Pest Elimination to Turner Pest, an Anticimex platform, in the fourth quarter of 2021. The recently retired duo give credit to Arab - where they got their start - and the people that they surrounded themselves with - Gary Cole, Tom Wisdo, and Donnie Karcher - and those that were born into the business and had to work their way up - Leanne Prewitt and Kristine Krauss. Their daughters don’t fit the SOB (sons of businessmen) mold that Paul frequently finds. There is a lot to learn as they talk about their four branches (and four corporations) and how they thrived on inner-company competition. Starting with Customer #1 many times over, Frank and Cindy share their secret to success in this memorable sit-down.

On today’s menu: PB&J on toast as Frank adds, “would you like a warm-up on your coffee? Hey! Keep your hands to yourself!”

Watch now on YouTube

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Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

To sign up for Bubble Trouble, our May 4th Live Event, please visit bubbletrouble2022.com

Potomac Pest Control Group: potomacpestcontrol.com

Jay Keating finds himself at the helm as CEO of PestCo Holdings, a Thompson Street Capital Partners portfolio company. He returns to The Boardroom to dive deeper into his background and what’s in store for PestCo. Give credit to All America Sears’ Chuck Steinmetz for finding Jay, and now Jeff Aiello for bringing him back. Tune in to see how Jay views what’s changed as he returns to the industry.

With a blank slate and a few deals in the books, Jay is looking to build his team. He has already brought on leaders through acquisition, but what leadership gaps exist & how will he fill them? It’ll be interesting to watch from the outside looking in as PestCo picks up more brands, geography, and capabilities as they bulk-up at a rapid clip.

The industry has seen a lot of private equity try to compete. Listen in as Jay discusses how will PestCo will differentiate itself. Paul prods Jay if PestCo could be the right exit strategy for founders that want to completely exit.

By the numbers: $1.3B fund, 90 days as CEO, Top 25 size company, 4 companies acquired via 3 deals. Once a year service? TBD.

Watch it now on YouTube

Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

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Sign up for Bubble Trouble, our May 4th Live Event.

Potomac Pest Control Group: https://www.potomacpestcontrol.com/

You first heard about Chicago-based Pointe Pest in Episode 15 with Tim Mulrooney. Tim gave Pointe props on his annual-recurring research quest. Now 75 episodes ago, was selling even a consideration for Jared Borg and his partner, Kyle Woodbury?

Rewind 16 years (and $20M of annual revenue). How did Pointe get its start? Hear how Jared, Kyle, and Aaron Allred knew sales from their shared days at Eclipse, but Jared admits they didn’t know how to run a business. Somewhere along the way, they found themselves operating a DC-based Green Pest as well. Jared shares how his business evolved, including buying-out mentor and now billionaire Aaron Allred along the way.

An in-house tech developer, SQL, BI… is this a tech company that happens to do pest control? Jared saw that business was going flat so it was time to go cutting edge. That doesn’t mean he needed to reinvent the wheel. In fact, his 5-Star Service protocol was “stolen”. You’ll hear about what works and what doesn’t work when it comes to displaying data for all employees to see. Jared is quick to share his experience with how much data is too much and what shouldn’t be gamified. In fact, Jared doesn’t bat an eye before rattling off his top 3 or 4 KPIs.

Surviving this recent sell-side process with a 90-day fiancé theme, Jared shares how his experience differed from a more common 100% buy-out with a strategic buyer. In his new role at PestCo, a portfolio company of Thompson Street Capital Partners, strategy is the real buzz in this Boardroom chat. Paul and Jared dig into trusting others’ input, growth strategy, and replacing yourself in this real-world session.

Take Jared’s advice on making hard decisions and getting out of the way. It’s his life motto though that’s really going to resonate with you.

Watch it now on YouTube

Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

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To sign up for Bubble Trouble, our May 4th Live Event, send an email to... events@potomaccompany.com

Potomac Pest Control Group: https://www.potomacpestcontrol.com/

Jared Borg and Jay Keating step into The San Juan Boardroom as the ink dries on their new business relationship. It’s a tale of two pest control backgrounds converging in this week’s San Juan Session. The two will get their own airtime in the future, but for now, dive into their background and hear how they arrived in The Boardroom.

Enter Jay Keating, CEO of PestCo, a new Thompson Street Capital Partners (TSCP) business. Jay first earned his stripes working for the legendary Chuck Steinmetz as a service technician at All America Termite & Pest Control aka Sears Pest. Now with 25 years in pest control, Jay returns to the industry he loves, but this time with a massive checkbook.

Let’s take a step back. Who is TSCP? Paul knows this too well. Private equity comes knocking to get into pest. This time persistence pays off. It took a lot more than persistence though. St. Louis-based TSCP’s Jeff Aiello put his money where his mouth is. Jeff recruited Jay and one day looking back, they’ll say the rest is history. For now, PestCo has access to a $1.3 billion fund, and in less than six months and three platforms later, PestCo has in excess of $40 million in annual revenue.

Enter Jared Borg. Hear how Jared and his business partner, Kyle Woodbury, grew Chicago-based Pointe Pest and DC-based Green Pest. Selling wasn’t in Jared’s playbook, at least not at 41-years old. He’s not ready to sit around and do nothing. The dust hasn’t settled yet as Jared gives his perspective on selling to strategics versus private equity. Hear his excitement as he now has “a blank check to go grow and grow.”

PestCo now has three platforms in three areas. So what’s next? What’s PestCo’s growth strategy? Jared’s itching to know so he can (buy and) build the marketing stool.

You’ll hear the guests agree that it’s all about the front-line workers; definitely said or shown in two different ways. One guest just happens to deliver booze.

The question you haven’t asked yet. Can Jared really sell and service Seth Garber’s meta real estate? … stay tuned.

Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

To sign up for Bubble Trouble, our May 4th Virtual Event, send an email to... events@potomaccompany.com

Potomac Pest Control Group: https://www.potomacpestcontrol.com/

There are countless lessons that second generation-owner David Clark learned from his dad. His dad preaching and modeling “sticktoitiveness” won’t soon be forgotten. Hear how David and his dad balanced making decisions versus making plans.

Clark’s Termite & Pest Control grew from $250k in annual revenue to $20M before selling in 2021. Between builders and realtors, David scaled his way to one of the largest pest control companies in the country. David distills prioritizing people and processes to reach success. He even gets in the weeds on paperwork and mistakes that made along the way. From pretreats to lawn care, Clark’s evolved over the years. Their upward progression helped them not only survive, but grow through the housing crisis.

The conversation looks back on the third-generation business, and its climb to the top. David is quick to credit the Clark’s team for their success. He even shares a quick lesson on marketing messaging that you don’t want to miss.

Where else can you learn life lessons about repoing repos? Step back in for another San Juan Session to hear how David and his family business struggled on their way to the top.

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Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

To sign up for Bubble Trouble, our May 4th Virtual Event, send an email to... events@potomaccompany.com

Potomac Pest Control Group: https://www.potomacpestcontrol.com/

The Boardroom is so glad you decided to join us for this communication session.

Chris Eby avoided the steady diet of government cheese, by jumping out of financial services and into pest control. Redirected from getting a law degree, he wanted to get the world by the tail, and wrap it around, and put it in his pocket!

He’s not here to “come down on you”, but respect has to be earned. Hear how Chris backdoored his way into the door to door industry. You don’t miss his approach to sales on the back porch either.

There are other names for knocking, such as crack, ice, boom, pow. Call it what you want, but cloning knocks and scripts can only get you so far. You need confidence on the doors, or you’re not gonna amount to Jack Squat!

Bundles are a great idea, but I can’t see real good…is that Bill Shakespeare over there? Coming from a guy that looks like Santa’s evil twin, he admits the mistakes of his bundle-only approach.

Reps are overpaid across the door-knocking industry. You can take a Moneyball approach…I wish you could just shut your big yapper!

We’re gonna be buddies! We’re gonna be pals! And we’re gonna pay your front line workers and managers! Chris expanded his company’s service offerings, but there came a point in which it made sense to partner with allied industries. He goes into detail about his allied partner incentives in this San Juan Boardroom chat.

The nicest, shrewd businessman you’ll meet already has plans for the future. He’s working on making a lasting legacy which starts with living in a lambo, down by the river.

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Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

To sign up for Bubble Trouble, our May 4th Virtual Event, send an email to... events@potomaccompany.com

Potomac Pest Control Group: https://www.potomacpestcontrol.com/

Step back into The Boardroom for the second round of the San Juan sessions. The cameras rolled as Paul brought clients through Puerto Rico for some R&R. Subscribe to The Boardroom Buzz on YouTube to access these upcoming client sit-downs.

The current market volatility on top of the Rentokil / Terminix deal brings a lot of unknown to the M&A market. Paul also makes the rounds with updates on

Anticimex (including Jarl Dahlfors and David Billingsly), Rentokil, Terminix, and private equity.

Black Bear’s service area was home to Chip & Joanna’s Magnolia Mecca as well as a beaver-monikered 200+ gas pump megaplex. While those destinations get all the limelight, it’s hard to quantify the market dynamics surrounding Black Bear just six months ago.

The pest industry has benefitted from multiple expansion in recent years. What’s next? Stay tuned for Potomac’s May event, Bubble Trouble.

TL;DR if you were thinking about selling soon, then it’s time to accelerate your plans

Filmed, Edited, and Mixed by Dylan Seals of www.Verbell.Ltd

Additional Videography by Gabriel Gonzalez.

Additional Editing by Garrett Ware.

To sign up for Bubble Trouble, our May 4th Virtual Event, email events@potomaccompany.com