The standard way to use a insect glue trap

Like anything, they can be a bit overused and just placing them willy nilly around the house oftentimes catches nothing but dust- but with some forethought and just a little bit of creativity, you can use this quiet little accessory in some surprising ways and in areas where pesticides might not be practical (or safe) to use.

For me, I use Trapper LTD’s and they come in perforated sheets of three traps per sheet. This is nice because you can split the sheet and use one, two or all three. They’re designed to simply fold up in a tent shape which is great but I thought you might like to see a few pictorial ideas of how you can expand the way you use this simple tool. Perhaps this might be helpful or it may be that you have a way in which you use them that isn’t listed. If so, we’d all be grateful to hear about it. Just leave your comment below.

One little known trick I use is to cut my boards for a custom fit into a tight or odd shaped area. By using a little soap directly on a knife or pair of scissors you can cut your trap and not have a sticky mess. Apply the soap directly to the blade and cut while the protective wax paper is still over the glue. Nothing sticks and you can have custom insect trap in minutes. See the last two pics for examples.

Have fun-catch more bugs!

Slide the tabs into the larger ‘view’ slot and use the excess to tuck and secure trap in otherwise difficult spots..The seam at the top of cabinets etc…

Invert the sticky trap and secure the tabs. Great for under sinks around pipes or in closets or pantries for moths.

Lure traps are expensive-save money by just purchasing the lure. Fold one sheet in tent form and place on open sheet with one tab out act as anchor point.

Fold the flaps downward as a tent. Great to place over sink strainers on a plants soil for gnats. Here it catching gnats in an under sink food compost.

Fold the tabs to be able to use the slim aspect of your trap (see next photo)

The tabs keep you from losing the sheet and you can now service the slimmest of areas such as between cabinets and walls.

And don’t forget the easy method of hanging your trapper with a string. Great for flying pests or spots where the folding tab trick won’t work.

I use this trick for all sorts of tricky spots where a standard placement wont work.

When a sticky trap is desirable under the sink but there’s no room to put it…The possibilities are endless.

I was at the dentist the other day & in between rinse and spit and the anesthesia slurred words we had a pretty good conversation. Of course the topic came around to pest control, as it often does and soon I found myself trying explain about this bug or that pest. For some reason people are always amazed when you give out little factoids or when you, politely’, correct a certain belief they’ve had maybe for years.

Campontus floridanus dunt eet wude– I said while drooling. No I’m not that smart, it just came out that way with the effect of the “happy juice” he shot in me–. “Ahhhh he exclaimed in relief as he repeated my words. Carpenter ants don’t eat wood!, I get it.” From there however the conversation went the way of many that I’ve been involved with over the years–my guess is you have too.

It’s when suddenly, you’re expected to be an expert in ALL things creature related even though you might not know a thing about the subject. In a way, this quote seems to sum it up quite appropriately.

I’m always amazed to hear of air crash victims so badly mutilated that they have to be identified by their dental records. What I can’t understand is, if they don’t know who you are, how do they know who your dentist is?

Paul Merton

The Expert In Us All

It’s funny how people just come to expect that exterminators know just about everything about anything that crawls, slithers or flies. While it’s true we hone our craft through much training and field experience. That over time we see some really rare or extraordinary situations which allow us to figure out the next case with a bit more ease. However, for the most part, your average bug man is well versed in household pests and the things he/she is paid to prevent or eradicate, not in the mating habits of the North American Skink or anything about the largest American moth, you know, The Royal Walnut Moth who has a wing span of about 4 1/2 inches. (Geesh, everyone knows that)

Then of course there’s the excrement field of study. Oh my, EVERYBODY’S got some poop for you to look at. Look at this poop what about that plop who would make that smear? and on and on it goes. 1/2 the time it’s not even fecal matter at all but just household debris but God forbid don’t say that! Household pest poop must be a personal thing because people will defend their assertion with their lives & what’s more — YOU BETTER DO SOMETHING ABOUT THIS IRREFUTABLE EVIDENCE!!

Sorry–got a bit carried away, it’s just that I’ve had many a conversation about what poop was or was not and then add in the fact it’s rarely cleaned up from my last service so it now looks like (to them) a chronic problem… I just couldn’t help but digress.

It’s Probably Your Fault

You the professional most likely don’t want to admit this, but this stereotype about you is probably your own fault. I mean you use words like chitin inhibitor, synapse, holometabolous, thigmotropic and on and on. You sound like a scientists already so what is your unsuspecting customer suppose to think? Then you piece clues together like a detective and find the source of a problem when it seemed an impossible task. Add to that you can’t keep your big trap shut and you start telling some fantastic stories about great infestations or whacky wild things you’ve experienced in the past and lo and behold— You have now assumed the role of EXPERT on ALL Things Creepy Crawly and other things as well. Yep that’s right, deserved or not, get ready for the questions about why spiders die with their legs curled up, the calls about how to keep frogs from nesting in the gaps of your siding and then the looks of disappointment when you’re not able to explain the migration of the Melanoplus sanguinipes or the decline of the honey bee.

Yep, my thinking is that this is a monster we created all by ourselves and honestly–there isn’t much we can do nor do I think maybe we want to do about it.–but of course, we all knew that already Just how to deal with it? Well why not try this quote, I think it just might help.

I told my dentist my teeth are going yellow. he told me to wear a brown tie.

Rodney Dangerfield

This year my company went through the ‘pains’ of a price increase. We don’t do it nearly as often as “the experts” say to do it but honestly, more than I’d like to. I hate raising prices or let me rephrase that– I hate the process of raising prices. Somehow I feel like a filthy corporate raider just interested in profits as I send the extra $2.00 I’ve pilfered from you off to my secret account in the Cayman Islands….Well, that’s how some people would have me feel anyway as they lay on the guilt when they get the news. However once it’s all put to bed, the grumbling has stopped and all the fall out is over, it does seems worth while and life at the ol Bug Doctor office gets quiet again–just the way I like it.

But I wonder…..Did this increase in my fees actually benefit me? I mean, am I actually putting more money in my pocket or am I just treading water? Now that I think about it, have our prices even ever gone up by any real amount or have we just repackaged our service fees and frequencies and our charges are just about the same as they were 20 years ago????

I’ll give you my thoughts, random I’ll admit, but I’d love to hear yours and how you handle (or don’t) this essential part of any business…… Raising Prices.

Are Our Expenses Just Like Ant Lions?

You ever see an ant lion at work? They live just below the sand trap they’ve created and wait for a hapless ant to wander by. Once the ant walks in the concave shaped trap he struggles a bit trying to climb out to the other side–that’s when the invisible ant lion goes to work flinging sand at it with it’s tail preventing the ant from making it out. The ant scrambles to reach the top but the loose footing and the persistence of the ant lion finally causes him (her) to succumb. Sadly, few ants make it out.

I don’t know about you but my prices for pest control products have SKY ROCKETED in the last year and I sometimes feel just like that ant. I used to say to my clients that gas was the number one reason for an increase but I believe my monthly chemical bill has now taken that over. Add to that the ever increasing cost of paper, ink, phone, insurance, advertising,vehicle maintenance, computer costs, TAXES, employees, (did you know they get grumpy when they don’t get a raise?) etc.etc.etc. AND don’t forget the aforementioned GAS!!!!!

Egads,,and all I usually ask for is a $2 dollar increase?…. might be time to rethink that.

Do Customers Really Care?

It’s amazing to me the response we get when we raise our prices. Everything from “about time, still not enough” to “you’re killing me & I can’t feed my puppy because of you.” I guess it’s my fault, I only raise my prices every 3 to 5 years so my people aren’t used to it. Some companies do it annually but personally, I don’t see how that works at all… I know I’d be shopping for a new service if……whoa whoa whoa… would I really? I don’t cancel when my garbage pick up goes up, my cable, my phone and all the items listed above do I? Nope all I do is grumble… so what makes me different then my customer?

In reality, I think people are just used to increases in prices and while some bark and yes some do leave, the majority just see it as a natural part of having services in their lives. Things just go up! The biggest gripe I get is how I’ve presented it to them but that is in my opinion a no win situation. We’ve sent out letters ahead of time= griping, grumbling, some cancelations. Let them know when we scheduled them by phone= griping, grumbling, some cancellations and this round we decided not to say a word and we actually got less griping, less grumbling and fewer cancelations. (which is never many anyway) So for this cycle that worked well but who knows if in 5 years it will again?

Is It Just An Illusion?

When I started in 1984 monthly pest control was the norm and prices were around 22 to 25 dollars. Initial services were 75 to 95 so the years total at the higher end was about $370 dollars. Fast forward to 2013 and (at least around here) services range from 45 to 70 ish per visit. That sure sounds like prices have soared with the magic of time–but have they? It seems that a lot of companies have opted out of the initial charge choosing rather a flat price across the board. Also, instead of monthly visits almost everybody has moved to bi monthly or the ever popular quarterly visits. $70 ish is the price point I see most for qtly visits so assuming there’s no excess initial that’s only $280 for the year. What???? Have we actually come down in price? Even bi-monthly at $45 is only $270. Have we really done ourselves any favors here?

Now I realize these numbers don’t fit every scenario all over the country, heck I’m sure not even in my own state. There’ll always be the high rollers and the low ballers, that will never change. Plus there are less visits (if you don’t get complaints)- Also, I wasn’t around but not long before I started I heard of the $4 dollar regular services with the $8 to $12 initials. (fogging was $3 bucks extra) so I understand I’m seeing history based on my own little sphere…. but am I that far off? I hope so but I think not.

In the end I know that every business needs to periodically raise prices to stay alive but it sure isn’t a pleasant part of owning a company.- I wish I could space mine out further or just not do it at all. You know, thinking about it, I may just do a big ad campaign and tell people I’m rolling back my service fees to 1984 levels. I think people might really like the sound of that, I mean who wouldn’t want to go back to the $22 dollar days?… Looking at the numbers, I wouldn’t need to raise my prices for at least another 20 years. Wonder if I still have my old bell bottom jeans?????

Two realities; #1. I’m not a psychologist or anything close enough to give me authority in this field. That said, I’ve been dealing with (and you as well if you’ve done pest control for any length of time) difficult people & criticism for years. In fact, my very first account was a ‘difficult’ person and I learned a valuable lesson from day one.

#2. Pest control IS a complaint business. It’s been that way from the beginning of time and regardless of the advancements, catered approaches or painstaking time it takes to educate– I just don’t see this changing anytime soon. Do you?

So my goal in this writing isn’t to give you a silver bullet. (there isn’t one) Nor do I have all the answers. (some things just don’t come with answers as you’ll see) Instead, I’m just putting out a few observations I’ve had over the last few decades and while I don’t think these will cause you to be best buds with a difficult customer, perhaps one or two might just help you win him or her over and hopefully avoid an unnecessary cancelation.

Praise & criticism can be windows to the soul. ie; if all you get is negative this and critical that whenever you enter the account. Be prepared each time you service and keep this in the back of your mind… Some people in this world are just cynical, just glass 1/2 empty types, sourpusses—NEGATIVE…In that light think this….. this person had the problem before I walked in, I might not be that bad.

Criticism often reveals a clients deepest insecurities. ie; If I had a nickel for every comment about someone dying of poisoning just because I entered a room, I’d easily have enough for a sweet new decked out termite truck. Or that lady with visions of massive roach invasions who’s berating me that I’m not doing enough, all because she saw one or two in the garage. What’s really going on here? Refer to #1 above but hey, it is so many times just critical remarks born of fear, paranoia or (hopefully) wrong teaching. Now I can ‘sort of’ combat wrong teaching if someones willing to learn. The other two conditions?, not so much. That said, I can deal MUCH better with all three when I see it from this perspective and not as something personal.

Response to criticism is, eh ehmm, Critical. ie; There is a proverb that says “a soft answer turneth away wrath”, another says “a fool uttereth all his mind while a wise man keepeth it till afterwards.” Both are so correct, I only wish I had the wisdom to know when to apply one over the other. Just remember, critical words even though sharp and directed right at you, are seldom personal. If you can remember this, your response most always will be right. Too often we revert to the survival mentality of “Fight or Flight”. While both have their place, you’ll ALWAYS be wrong if you do this because you’re offended and reacting to the clients harshness, this almost always produces bad results.

Fight Is Correct when either the client is only critical because they are trying to help or they are willing to change because there is some missing information. Oh & hey, when someones right, they’re just right…Score two for the good guys, one for them for pointing it out & one for you to receive in a humble manner… Ps… when I say ‘fight’ I don’t mean confrontational per se..just you sticking up for yourself or the results of your actions — it’s the opposite of flight (see below) but not AT ALL an argument or verbal fisticuffs.. more over a discussion, discourse or even a negotiation. At times YES-you have to be stern.

Flight Is Correct when, in your wisdom, you can see no positive change coming with a dialogue and so for the good of the situation, checking account or company (hopefully yours) you eat the preverbal excrement sandwich. It doesn’t always end up that way & I in no wise think someone should beat up on another…it’s just sometimes best to say “yes Ma’am, or yes Sir” and live to fight another day……I know this is a sticking point for many of you right now and believe me-I’ve eaten more of those sandwiches than my pride wants to admit. But Hey, the check still cashes regardless of the attitude when written right? As long as your license or safety isn’t a concern– consider ‘flight’ as a viable conflict resolution tool.

Unlikely sources criticize too but it’s most often invalid. ie; I’ve had plenty of accounts that were the nicest folks and got along just fine for years who have ‘snapped’ at me when I feel I hadn’t done anything wrong at all. Most times it’s “invalid criticism” and simply dismissing it is the best answer. So many times you later find out that customer had some emotional things going and was wounded in some way– Just remember..”Hurt people, hurt people.” Not always true but something to consider before snapping back…usually a good time for the “flight” rule here.

Lastly—You can please some of the people some of the time…. hmmm, can’t remember the rest of how that saying go’s….. Oh well, like I said, I’m not a psychologist, so rather than harbor on it, I think I’ll just,,,,, walk away, knowing I did my best for you in this service I provided. I trust it’ll help.

Here at pestcemetery we’re always willing to hear what you have to say. (especially if you’re nice when you ask For me, the jury is still out on this subject but the writer does seem to present some interesting and compelling facts. So with that, I’m happy to post her information and I’d love to hear what other pro’s and homeowners alike have to say;

There is a long-going debate into the effectiveness of electronic pest repellents, such as the popularised ‘ultrasonic repellent’. Scientific research positively suggests the use of ultrasonics as a means of repelling rodents. In addition to this, consumer reports also suggest a general satisfaction with the effectiveness with the products. Read on to find out more about ultrasonic repellents.

Introduction

Sensory rodent repellents have always appealed to to homeowners. Early civilisations including the ancient Chinese used sensory repellent devices to deter rodents from agricultural crops and from buildings. These included wind and water operated sound and vibrational repellents.

How do they work?

Today’s modern ‘electronic repellents’ work using the same principles. Ultrasonic repellents are amongst the most popular pest control products. These devices produce ultrasonic frequencies of above 20 KHz that are not heard by humans, but cause great discomfort, and can bring about fear disorientation and even physical pain to rodents such as mice and rats.

Opposing studies have suggested that electronic repellents work initially as a means to repel mice, but as they grow accustom to the noise, they can in a sense overcome their fear and return. However, many modern ultrasonic repellents emit changing frequencies of sound, so that rodents cannot get used to them, whilst causing additional discomfort. From a humane perspective, repellents such as these provide a far friendlier option to simply eradicating rodents by traditional methods of baiting and trapping. Also, the fact that you are not killing the rodents means that homeowners are not given the additional responsibility of dealing with dead mice and rats.

Modern ultrasonic pest repellents stem from a phenomenon know as the audiogenic seizure response. Lehmann and Busnel (1963) found that rats displayed physiological distress signs when stimulated by intense sonic and ultrasonic noise. Frings (1948) also concluded that ultrasonic noise is a means of repelling rodents based on the audiogenic seizure phenomenon. Similarly, a 1984 study by the University of Nesbraska found that decibels from 120 to 150 caused seizes and even death to laboratory mice.

Because ultrasonic repellents work using a high pitch sound frequency, they are most effective when used indoors or in confined spaces such as rooms and garages. Of course, you cannot expect a single repellent to sufficiently deter rodents from a entire home. We would recommend strategically placing them in potential areas of infestation. We would also recommend that you invest in sonic repellents that produce a varying sound wave to prevent any reinfestation.

Other electronic repellents

Other methods of sensory induced pest control include electromagnetic devices. These devices were said to generate their own magnetic field that could act as deterrent against rodent species. The electromagnetic field would interfere with rodents and with their natural instinct to feed and reproduce and thus, they will ultimately drive any potential infestation from the home. Although these products were extremely popular, little evidence is show to support the claims. Because of this we therefore we do not produce any electromagnetic products and are concerned with only providing products that are tried and tested.

Ultrasonic repellents continue to be a great means of pest control. The humane nature as well as the relative ease of installing them, they provide a great means of deterring rodents. The debate will continue, but we invite you to give them a try and judge the effectiveness for yourselves.

Written by Lynne Dickson, Marketing Manager at Victor Pest. Victor Pest is the global leader in rodent control and creator of the original snap trap. Victor offers a variety of rodent control solutions including ultrasonic pest control. For more tips and advice, please follow the links.

Have you ever tried losing weight by doing a crash diet? It’s an extreme technique and most Doctors would advise against it. Wrestlers and boxers do it all the time trying to make weight and women who want to fit into a gown for an upcoming wedding or gala will also endure this torturous endeavor. Crash diets are a radical change in ones behavior, a drastic measure that requires discipline and sacrifice to be able to reach the goal. In the short term it can work fairly well despite the huge sacrifice and the all consuming mental aspect of giving up what just comes natural 3 times per day. (eating) Unfortunately for most, once the goal as been reached the weight comes back quickly if not more and in the mean time we haven’t done our bodies any good.

In the world of German roaches however, crash diets can be a very good thing. Large infestations can be put under huge stress’s with crash diets and population numbers can DRASTICALLY diminish very quickly. This result can even be achieved without using one drop of a pesticide.

Reducing Food Is Not The Answer

Ask any exterminator and he’ll tell you that eliminating available food for the German cockroach is a very helpful thing. He or she would be exactly right. Having said that, hopefully you’d also get the explanation as to why this task is almost impossible when it comes to the German roach.

German roaches can live about a month without food but this hardly ever occurs because this roach eats just about ANYTHING regardless of nutritional value. Grease, soap,toothpaste, dead mouse carcass, cellulose material like paper and cardboard, glues, unsanitary wastes including their own fecal matter etc. etc. The German roach will even cannibalize each other. It just doesn’t seem to matter. The reason for this is that they have a tiny organism in their body (bacteroides) that manufacture all the essential vitamins they need to live. So in essence, all they need to do is fill their gut with anything handy and they’re basically good to go.

Now given the choice between a pizza box filled with crumbs and dried cheese and say the corner of an old newspaper the preference is obvious–so my advice is to follow your pro’s direction and do your best to eliminate as much as you can.

The Crash Comes With Lack Of Moisture

It’s said that a roach can live without food for about a month but only a week without water. This then by default should be where we concentrate our efforts to have your infestation “crash.” Reducing moisture is probably the #1 thing in any German roach control effort, even before reducing foods and even before spraying.

If you’ll take the time and make the sacrifice of effort you can cause any German roach population to crash in 30 days or less simply by removing their moisture. I tell my clients to do a nightly moisture sweep of their kitchens and bathrooms and it works almost every time.

Take a towel and remove water from the dish strainer, the sink and counter tops, dishwasher or any where else a seemingly harmless drop of water sits. Don’t fill the coffee maker with water the night before and empty and dry that dogs dish. (in fact move them to another room if you have to) Fix that leak under the sink or that drip from the water spout in the refrigerator door. Plants on the kitchen window sill that you’ve watered? Remove them. Anything anywhere that gives them even a smattering of life giving water needs to be dried up or removed and you will soon see your crash diet take hold. This requires an attentive eye and discipline to do this every night or it will not work. Do it 5 days out of 7 and you’ll just stunt the colony a bit but not have near the results. Do it in a drastic manner and you’ll get your drastic decline.

By drastic I mean drastic and I’ve even had folks run a dehumidifier to make the kitchen as dry as possible and get great results. Do a moisture sweep every night, reduce the food where you can for the next 30 days and you can enjoy the fruits of of your German roach crash diet.

As the truck rounds the corner a wave of familiarity gently flows across his mind. It’s been 10 years since he’s been on this street. Ten years. Although he doesn’t see the old broken down basketball hoop precariously anchored to the curb by a pile of bricks and a mob of carefree kids just happy to be outside, not much else has changed. He remembers losing– – a few games of H-O-R-S-E he played when back then, time was a little more free. The old Oaks still stand with their canopy casting that most welcome shade. The Johnson’s home still looks like it should be on the cover of Better Homes & Gardens and the neighborhood dogs (although not the same ones) still run up and down the tiny white fence lines announcing his arrival. Ten Years!

Pulling into the driveway his mind flows back to the earliest of days. This woman worked with his wife and was a customer practically from the start. Back then when life was a long period of serious doubts and the only thing he had an abundance of was time–Back then when his company was barely an embryo and had no real chance to survive. (or so they said) But she was always faithful, always took the service and ALWAYS promoted his little company. Eventually the whole family became customers and a couple of them said it was just to keep her quiet,— he cracks a smile because each is still a client to this day. They swapped a lot of stories over the years and each knew each others history as they grew their business / friendship bonds.

It’s been a long time since he’s walked through that door, too long, and so with a bit of excitement he rings that bell, eager to hear how his long time friend has been and anxious to tell her about all the great things he’s had happen.

To his dismay and a bit of a shock, she doesn’t know who he is….

Bewildered But Trusting

With the familiarity of the uniform and that unmistakable truck parked in the drive she has no problem letting him in but it’s obvious she knows this isn’t Kevin, the guy she’s had for the last decade. Not nervous but somewhat disgruntled she makes mention that the office should have told her someone ‘new’ was coming out. Sensing that she hasn’t made the connection he tells her that the regular tech is on vacation but not to worry, he’s been here before. At first he’s astonished that she doesn’t remember him so he goes about his service dropping hints of who he is and recalls a few stories of old. “ I was here during your Boxelder invasion & we had to spray the yard” he says almost in desperation, wanting her to finally put two and two together– “You got mad at me for making you spend $60 bucks when after your sons chopped down the tree they were coming from and they disappeared, remember?” She did recall the invasion but it was obvious she did not recall him.

Something Clicked For Both Of Them

Perhaps it was the persistence of this entrepreneur to have a reconnection using old stories or something else, who knows. But something clicked and somewhere in the service this long time client began to tell this man about her history with the company and the owner she once knew.

In her still proud but now frail voice she began,“ I was one of the first customers they ever had, number 3 they told me. Third one! I worked with his wife and that boy worked his tail off trying to make a way for his young-uns. He used to come out all the time and he really knew his bugs.”

Suddenly it was as if the flood gate of memories opened widely and this long time friend called to mind all sorts of information that even he had forgotten, but alas, not him. She spoke of his professionalism, how he took his shoes off at the door and that because of his care and concern, she gave the company a key to her home, something no one else has.

“I got him a lot of business, my whole family uses him and my church! He’s gone off and made the big time now–he’s got trucks and even a secretary. You know you made it good when you got some gal answering the phones” she say’s still not knowing the man to whom she speaks.

It’s then he recognizes that she’ll not likely to put the face with the name. That this bold, proud and strong woman has been afflicted with a insidious disease that robs her of her most precious gift. He’s seen it first hand with his Mother-in law and so sadly, quietly, he listens and he’s amazed at what he hears and the detail in which she recounts.

The Eulogy Ends

The home, although so familiar is suddenly dark and a little bit cold as she recounts her tales and admiration for a man and his vision that he and his wife worked so hard for. His long time friend bounces in and out of clarity and stories and the great company she helped build and warns her ‘new’ technician to not wander off, — “You won’t get a better person to work for.” she say’s as she reminds him she’s paid for the year (as always) “so don’t even bother with a receipt”. The words he heard that day were kind, sobering, humbling and painted a picture so clear….. she shows him to the door.

With her goodbye, she reminds him of where the key is hidden–”In the plant by the side garage door” (which is the place HE chose over 20 years ago) “I’d never do that for just anybody but, since you work for him—you’re alright with me. Then with a chuckle she say’s, You tell him I said hi, if he ain’t forgot all us little people that is.”

As his truck turns down that familiar but now o so lonely street– he wipes a tear from his eye, thankful for the people who are his bedrock for his business, grateful for a God who has sent such people his way.

Be good…..Do well…

I get a lot of questions from pest control owners on how to grow their business. The request usually is preceded by a long list of things they’ve tried that didn’t work or asking for specifics on something I’ve written about in my topic area, The Business Of Pest Control.

Now don’t get me wrong, I love these questions and I’m humbled that someone would think enough of me so as to seek my help. Unfortunately, “quick fixes” are mostly the call of the day since the reader is usually in a bit of a bind by the time they’ve found my blog. With disappointing sales and a small route they’ve got to find new accounts quickly to keep the mounting bills at bay and their dream of a successful pest control company alive. There are some quick remedies for this–but this article may be one that describes a more long termed approach. Still it’s something you can do at anytime and at any sized company you are.

Don’t Leave It On The Table

One problem I see with growing companies is that we leave TOO much on the table in our quest. Sure once in awhile we revisit the plentiful bounty that was laid before us but only long enough to grab another quick bite and then off we go, chasing that illusive big account or those exceptions to the rule. (oh if we could just STOP doing that–we’d be so much happier with our businesses)

There’s an old sales adage that goes, “Don’t leave any money on the table” which loosely means get the sale, but also, did you offer them any of your other products or services? The thinking is that they’re already saying YES because you demonstrated you’re someone they can trust and have something they want or need, why wouldn’t they continue? More importantly why wouldn’t you at least make it available to buy something else from you? Wise words indeed but I have a different twist for you.

“Put Another Niche Under Your Belt.”

Say you’ve got a nice little commercial account and in the break room there’s a bulletin board where people advertise something they’re selling or announcements are made. Or, you provide service at the place you worship and people see you doing the work and also Saturdays or Sundays.(when you’re all cleaned up Maybe 3 ladies on your bowling team of 7 (I don’t know bowling) use you but the other 4 do not–the list goes on and on and anyone of us may have literally dozens of these opportunities sitting there right in front of us everyday. These my friends, are what we call niches. Oh not the classic definition like the guy who chases rats in the sewer systems or the entomologist who only only consults on coffin flies. (that guy is a lot of fun at parties) But niches none the less and who, I said WHO has the best shot at landing these folks as a customer than you? Does Mega Pest Works? Global Conglomeration Services Inc.? Nope! and why is that?

There’s Power In The Niche

People buy for all sorts of reasons and yes sometimes it’s not from you. However, there’s a lot of comfort in taking on a service that a fellow worker, relative, comrade or other group member has. You could call it a herd mentality but I have more faith in people than that. Trust is a huge issue in our buying decisions and if you’re good enough for 1/2 the bowling team…. well you get the idea. It just makes the buying decision so much easier and word of mouth is a cinch since they see you on a regular basis. The whole thing just sort of flows when you’re seeking to service a niche and you’ve got a good toe hold.

My little company has huge numbers of different church people for instance. Churches I don’t even go to! But since so & so got my service, then told their boss, and then she told someone and then 4 family members of that referral were all having dinner when the conversation about bugs came up so they called and so on and so on. I must have the keys (the holy grail of any route) to 5 or 6 churches and many individuals from each congregation, all because of the power of the niche.

Now niches don’t come by osmosis, they aren’t usually something that “drops” into your lap. (that does happen sometimes) This is where I believe we leave “money on the table.” In our commercial break rooms we put up a little ‘tear off’ flyer, perhaps with a coupon. I ask my clients about their friends or relatives or church and if they’d mind slipping a card to the person in charge of maintenance, or who does their work place?Never pushy, I don’t even have to work very hard at having it come up in conversation. Then when I feel that my new referral trusts my service enough, I simply repeat the process.

Simple, easy and direct. You can call this referral marketing, bird dogging or whatever you like and you’d be pretty accurate. This niche or targeting specific groups mentality however…, gives those accounts an added layer of insulation in that– “the rest of the group uses him, I’m gonna stick with the group.” So with that I say, “put another niche under your belt.” You’ll be glad you did.

I think most folks are familiar with the Biblical story of the prodigal son. A story where a young man, heir to his Father, decides to cash in early on what’s his and go off on his own. He leaves a very good situation, runs off for reasons unknown and for awhile–ahhhhhhhhhhh, he just lives the high life. You can read the rest of the story here-Luke 15:11-32

Suffice to say, the young man “comes to himself” after finding that’s he’s in a much worse circumstance then when he left– I guess that happens when you find yourself suddenly living in squalor compared to what you were a custom to. So, figuring out (finally) that the grass just wasn’t so green on the other side he heads back to the place he, for whatever reason came to dread. There he finds the familiar care and fulfillment and open arms to greet him. It’s there, he find’s home once again.

Well, for me, I think this story should really be referred to as the “Forgiving Father” as that’s truly the gist, sum and substance of the tale. Since however this is a pest control article, let’s just call it, The Tale Of The Prodigal Customer.

We All Have Them

Stick around long enough and you’ll find you have many ‘prodigal clients’. Good customers that have been faithful for years, or maybe newer ones that are all excited about your work or even those you’d least expect to leave but–suddenly, poof, they’re gone. Either convinced by slick commercials, lured away by enticing “one time” deals or perhaps swayed because of a stubborn cycle of unwanted bugs that you couldn’t get rid of quick enough…. for whatever reason….the grass looked greener, the promises of other companies appeared shinier or just the seduction of a better way persuaded them to leave you behind. (now try to imagine how the Father in the story felt)

It Stings

I guess for awhile the new service worked really well. Why else would they suddenly forget your years of effort? (a one year contract maybe?) The times you searched the attic for an hour and a half tracing down an ant trail? The day(s) you waited for 45 minutes while they were running late. How you didn’t charge extra for the $30 dollars in lure traps for that pantry pest invasion back in 09. This new service is so advanced, fresh and reinvigorating and the promises–oh the promises! Who wouldn’t jump ship and go with all those flowering words and professional brochures? And what’s worse– the way in which they leave. Sometimes you get no details at all only to find out later with your network of friends who they left you for. Other times you get the call and you’re blatantly told you’ve been replaced because of a deficiency (perceived) in your work. You know it’s not true and you want to scream, but politely, you thank them and simply hang up the phone or walk out the door. Thoughts of betrayal fill your mind but your experience, your professionalism and your zest for a vital business or route spur you on. You move forward but the wound bites, nags and persists.

That Familiar Call

Hang around long enough and you’ll ALWAYS get that call. In fact, stay on the route or in business for any length of time and you’ll find you’ll get the same cry more than a few times and many of those, from the same client(s).

Sometimes it’s an apologetic tone but mostly it’s just an vaned attempt to disguise themselves as a long lost client that’s alway’s loved your service and just now, suddenly, wants to reconnect….

“Hi this is Joe Smith, I was wondering if you still serviced my area? I’d like to have you guys start treating my home again.”

A sly grin brushes across your face and you want so badly to get the whole story and just find out why they left, where they went and what caused them to just out of the blue come back???? But you hold off. Why? Because more than anything, you’re Thankful. Thankful for the new (reinstated) business, the reaffirmation that you weren’t so bad AND that in the end, YOU, YOU, were that company, THAT TECHNICIAN and that trusted service provider who when push came to shove they needed most. That you were/are that forgiving individual, that they could’ve and should have, had faith in, all along.

I’ve never been accused of being the sharpest knife in the drawer and honestly, that’s ok. But you’d think after almost 3 decades of doing pest control I’d be the last one lulled into sleep over a minor problem and miss the answer to a pest mystery that LITERALLY was in front of my face for the past two years. (this being the third) Well, if you’ve tuned into this article thinking it was a really smart guy writing it I won’t blame you if you skip away. Go ahead, it’s ok.

Oh, you’re still here? Great, now the pressures really on and I’ve got to deliver some real wisdom really quickly or you’ll bolt for sure! How bout this?

Finding the common denominator can solve 95% of most pest problems 100% of the time. Common sense says that your client has this information at least 9 times out of 10 but only 50% of the time do they even know it, and of that only 3 out of 10 volunteer the common factor. For the remaining 7 out of 10 only 75% of the most skilled technicians (that’s you) will be able to even drag it out of that customer 1/2 the time while the remainder is left up to you to find and then only 5% of your customers (roughly) will believe you that what you found could even remotely be the cause.

Oh boy–Did I even pass my state cert test? I think I’m a moron.

K.I.S.S. Keep It Simple Stupid

I’m a BIG believer in common denominators when it comes to solving pest problems. Friends visit with pets = fleas, roof leaks= ants invade, leaf piles galore and Asian roaches pop up, etc.etc.etc. Nothing new right and we as professionals know to look for these things. Ask the pertinent questions and then look like the hero when with a stroke of our spray wands (caulk,duster,steel wool insert your cure here) the problem is solved. So why did it take me 3 years to figure out a seasonal ant problem for a client? Why do you have most likely the same thing happening in one or more of your accounts?

It’s simply because for whatever reason, you did not find the cause, contributing factor or ‘shield’ that keeps you from success.—the common denominator.

Now I realize there are gaps in this theory- for example, the german roach account you picked up that will never end. Who cares what the common denominator is? They’ve got em and you just can’t seem to put it to bed. Knowing how they got them rarely helps right. Ahhh, but what’s keeping those little suckers alive? Could it be the constant supply of moisture? Why not move the coffee maker for a month or so? Only run the dishwasher during the day? Have them do a “moisture sweep” before bed making sure there’s not one drop they can get to. Can you say COLONY CRASH? Think you’re gel bait might work better now? But I digress….. Common denominators–even AFTER the fact of how the pest was introduced can be crucial to pest elimination.

My Dilemma

In my most recent failure, I was at fault more than any other factor. A regular client had little ants swarming out of some light sockets every spring like clock work. Then, as a good company does we send our man out and bada bing all went quiet. However the next year the same thing, and the next year and the next. That’s when I was called in. You know, the big boss with all the answers. Uh, and the next year and the next and the next……ugh

Now I tried to ask the right questions, I scoured the house but I relied too much on my tools like non repellants, dust in the walls and not enough on the most simple, most effective factor–the common denominator. Like I said I tried to ask but customers so many times have no clue how to put things together pest wise. To them, the things just showed up out of the blue and nothing they did or had happen could possibly influence that.

In this case there were no live ants (all 3 years) inside or outside. No fence line to search, utility lines are buried, no trees or bushes touching the home, not even a hint of a roof leak or stopped up gutter..how could there be, there isn’t a tree within 50 yards.

So after 3 years of my barrage of the usual questions I sort of resigned myself to thinking these ants were traveling the underground lines and my focus was on soaking the areas where I “guessed” would be most helpful. It wasn’t. And so each year I saw my credibility slip away and my ‘bag of tricks’ getting emptied with no results and no real hope for the desired end result.

The Common Denominator Out Of The Blue

In the beginning of this article you’ll remember I said “I was lulled to sleep” and that is unfortunately a big reason we as professionals miss quite a few common denominators. This woman is quite articulate, an educator who is very detailed. (and nice) We’ve spent much time going over every detail of her problem and she could rehearse every episode of where the ants were and where they went and where they eventually died. I’ll admit, it was kind of like watching paint dry but she thought every detail was so important. So, I listened, asked questions and hoped I’d hear that one clue that would send me off on the trail to eliminating the problem but alas……just another rendition of how ant #53 died in the corner while ant # 42 made it all the way up the wall but ants 27 through 41 fluttered around the nightstand lamp. zzzzzzz. However, this was a real problem to her and rightfully so.

So today, a year has passed and the call comes in and I’m back out so sure I’ll waste another 2 hours looking at dead ants and hearing about this unsolvable mystery of the annual ant swarm. However this time, I decided since my current approach wasn’t working I’d ask permission to poke a few holes in the wall near the plumbing of the near by bathroom so I could treat. Anythings better then what I’ve done for the last 2 years right? That’s when she smiles and say’s, “I’m one step ahead of you, I have an access panel and I was gonna ask you to spray in there this time.” AN ACCESS PANEL????? WHAT?????

So with that she proceeds to tell me that this is the THIRD bathroom shower she’s had installed over the last 5 years and all the trouble she had with moisture. (and contractors–ugh that took over 45 minutes for her to detail) Everything from leaky shower pans to mold on the walls. Just then her husband pipes up and say’s with a chagrined look, “Yeah, we call this our $10,000.00 dollar bathroom. Even with this information it still took me several tries to help them connect the dots that the ants started showing up when the problems with their bathroom occurred…”Ohhhh, that’s a common denominator you keep talking about isn’t it?” she said with a not so sure tone. They then begin to unpack the 3rd highest shelf in a closet behind the shower and sure enough–a big ol 12×12 removable access panel. (why so high? I’m not sure) Do you wanna guess what we found? C’mon, guess!

Now I’m not sure WHY my leading questions over the past 2 years didn’t register with her nor HOW this most applicable common denominator could have possibly been overlooked when I pointedly, matter of fact asked her, ”Are there any known moisture problems?” but man o man it was.

So, to get to my point (thank God cus I’m starting to sound like her describing ant #51–boy he was a doozy–(15 minutes worth)

Pest control customers, common denominators and common sense rarely go together. In fact, it’s a 50/50 crap shoot and it’s only your skill and perhaps a little bit of luck that’ll tip the balance. The only thing that’s most common is, when you find it, it’ll work almost 100% of the time. Well, mostly, at least the odds are in your favor.

FIND IT!