PMP Industry Insiders

In this episode of the PMP Industry Insiders Podcast, Dan and Donnie discuss how to avoid being an unpaid bank by managing commercial credit terms. Dan explains the cash flow challenges of commercial accounts receivable and the importance of calculating Days Sales Outstanding (DSO). They discussed strategies such as setting payment terms, using ACH or credit cards, and having a structured collection process. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

Welcome to Insiders Rewind — Recapping August   This month, we are looking back to: Ep. 285 - What's Really Driving the Pest Market? Ep. 286 - Building a Purpose-Driven Company Ep. 287 - The Multi-Million Dollar Question: Is Your Estate Plan Ready Ep. 288 - Is Your Inventory Costing You Money?   A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders   Peer Groups: https://www.pmpindustryinsider.com/peergroups   Insiders Conference: https://www.pmpindustryinsider.com/conference   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/    

This week, Donnie and Dan discuss how to build a company that AI recommends, revisiting a previous episode on the death of search engines. Donnie demonstrates how AI agents make recommendations based on clarity, discoverability, and evidence, emphasizing the importance of consistent and specific online information.  Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

This week on PMP Industry Insiders, Dan and Donnie welcome Finn Forshaw, Strategic Business Manager for Forshaw, to discuss inventory challenges for pest control operators and how to overcome them. Finn covers common pain points — cash being tied up in inventory, shrinkage and waste, and emergency buys due to stockouts — and inventory management strategies. He also explains Forshaw's ForeSight system, including its data visibility and forecasting capabilities.   Guest:  Finn Forshaw, Strategic Business Manager, Forshaw Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

In this episode, Dan and Donnie break down why estate planning matters for pest and lawn business owners. With successful pest control companies potentially valued at 10 to 14 times EBITDA, the business can create a significant estate—and significant tax and succession challenges. The conversation covers federal estate tax exemptions, gifting strategies, revocable and irrevocable trusts, asset protection, probate, and ways business owners can structure their estates to protect their families and preserve the value they've worked so hard to create.    Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

This week, Dan and Donnie interview Dean Burnside, owner of Good News Pest Solutions, a faith-based pest control firm in Florida. They discuss Dean's journey to ownership, his decision to operate the business as a platform for ministry, how the company's values integrate into its culture, and the concepts, systems, and primary metric Good News Pest relies on to achieve its goals.  Guest: Dean Burnside, President/Owner, Good News Pest Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

This week, Dan and Donnie talk with analyst Tim Mulrooney about the current state and future prospects of the pest control industry. Tim shares insights about the long-term strength of the industry and near-term headwinds, such as weather, consumer behavior, and digital marketing costs. He also discusses the K-shaped economy and its potential effects on the industry.    Guest: Tim Mulrooney, Group Head-Global Services, William Blair & Co.  Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

Welcome to Insiders Rewind — Recapping July This month, we are looking back to: #281 - Is Complexity Killing Your Business #282 - HR Update: Noncompetes, Marijuana, Contractors & I-9s #283 - Why You Need a CD Playbook in Pest & Lawn #284 - The Death of Search Engine   A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference: https://www.pmpindustryinsider.com/conference   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.    

In this episode, Donnie and Dan discuss how the traditional customer journey—web searching, reviewing multiple companies, and contacting businesses directly—is going away due to AI, comparing it to the shift from Yellow Pages to Google. Donnie also does a live demo of an AI agent researching and recommending local services, and he explains how business owners should respond to this shift in consumer behavior.    Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

In this episode, Dan and Donnie welcome Margaret Garcia, founder and CEO of Grit PPO, to discuss why every growing company needs a Customer Experience (CX) playbook and actionable steps to create one. Margaret explains why customer service shouldn't rely on tribal knowledge or individual personalities. Successful companies create repeatable systems that ensure every customer receives the same high-quality experience.   Guest: Margaret Garcia, Founder & CEO, Grit PPO Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

In this episode, HR expert Jean Seawright joins Donnie Shelton and Dan Gordon to break down the biggest employment issues affecting pest control companies today. Jean explains what the FTC's recent action against Rollins means for non-compete agreements and why now is the time to review your employment contracts. She also covers the evolving workplace implications of medical marijuana, what employers need to know about reasonable accommodations, and why documenting impairment—not assumptions—has become increasingly important. Finally, Jean shares the latest guidance on independent contractor classification and an important warning about new I-9 enforcement standards.   Guest: Jean Seawright, HR Update: Noncompetes, Marijuana, Contractors & I-9s Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

In this episode of the PMP Industry Insiders Podcast, Donnie and Dan tackle a challenge nearly every pest control and lawn care company faces: the slow creep of unnecessary complexity. From software overload and endless KPIs to outdated service offerings, bloated processes, and unnecessary meetings, they explore why business systems fail when execution breaks down and how pest and lawn companies can avoid this trap.   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services   Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/   Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference: https://www.pmpindustryinsider.com/conference

🎙️ Welcome to Insiders Rewind — Recapping June.   This month, we are looking back to: Ep. 277 - What's happening with Rollins & What It Means for Pest Control M&A Ep. 278 - Gamifying Growth: Using Data to Help Your Team Perform Ep. 279 - The New Rules of Pest Control Growth with Jonas Olson Ep. 280 - Avoid These Hidden Risks in Pest Control   A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/   Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference: https://www.pmpindustryinsider.com/conference   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.    

This week, PestSure's Todd Burke & Kristina Phillips join Dan and Donnie to discuss risk exposures that pest control business owners may overlook. They cover cyber liability threats and real-world examples of breaches, employment practices liability insurance (EPLI) for wage and hour allegations and harassment claims, auto insurance complexities around company vehicles used for personal errands, and the importance of proper umbrella coverage given increasing claim costs.  Guests: Todd Burke, COO & Kristina Phillips, VP & Director of Client Services, PestSure  Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference

This episode features Jonas Olson, co-founder of Pest Control Millionaires and CEO of Pest Badger, discussing his journey from starting a lawn care company in 2010 to getting into pest control in 2020 and scaling Pest Badger to nearly $20 million in annual revenue across 17 locations in just six years. He highlighted pivotal moments in his firm's growth — including the transition to door-to-door, his approach to AI, and how mindset and finding mentors are essential for business owners looking to break through revenue plateaus. Guest: Jonas Olson, Co-Founder, Pest Control Millionaires & CEO, Pest Badger   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups Insiders Conference:  https://www.pmpindustryinsider.com/conference    

This week, Dan and Donnie welcome Adam Weber, co-founder and CEO of Driven, to discuss how data and employee engagement tools can help pest control companies improve performance. Adam shares his journey from pest company owner to developing Driven, an employee engagement platform that helps service professionals see real-time scorecards and performance metrics. They cover how Driven works, the importance of giving employees ownership of their performance data, and why pest companies should focus on maximizing labor efficiency.  Guest: Adam Weber, co-founder and CEO of Driven Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups   Insiders Conference:  https://www.pmpindustryinsider.com/conference    

This week, Dan and Donnie break down the recent drop in Rollins stock, what’s driving Wall Street’s reaction and why it matters for the pest control industry. They discuss the impact of CFO Ken Krause’s resignation, explain why the core business remains strong and review what this could mean for valuations, deal activity and rolled equity in today’s M&A market.   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

🎙️ Welcome to Insiders Rewind — Recapping May.   This month, we are looking back to: Ep. 273 - Answering the Call: When & How to Deploy AI Voice In Your Business Ep. 274 - Brace for Impact: Economic Signals Pest & Lawn Owners Should Watch Ep. 275 - Streamlining the Pest Control Sales Process Ep. 276 - CEO Perspective: Next-Gen Leadership at Epcon Lane   A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/   Peer Groups: https://www.pmpindustryinsider.com/peergroups   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services:                  https://trianglehomeservices.com/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.        

In this episode of the PMP Industry Insiders Podcast, Dan and Donnie interview Kacey Wyman, CEO of Epcon Lane Pest Control, a fourth-generation family business. They discuss her transition to CEO, her involvement in NPMA leadership, and what it takes to create a self-sustaining business while maintaining 90 percent recurring revenue. She also shares details about the company's nonprofit initiative supporting children with cancer and their families through Akron Children's Hospital. Guest: Kacey Wyman, CEO, Epcon Lane Pest Control Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

This week, SmarterLauch Co-Founders Eric Fletcher & Cody Smith join Dan and Donnie on the PMP Industry Insiders Podcast. They walk through the development of their proposal software, how it works and the ROI pest control companies typically see when they use it. Donnie also shares Triangle Pest Control's experience with SmarterLauch. Guests: Eric Fletcher & Cody Smith, Co-Founders, SmarterLaunch Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

Economist, author and Forbes contributor Bill Conerly, Ph.D., join Dan and Donnie this week on the PMP Industry Insiders Podcast. Bill discussed the potential for a global recession related to the war in Iran, changing labor market dynamics, AI's impact and more. He closed with advice for a simple approach to contingency planning in your business.    Guest: Bill Conerly, Ph.D., Economist, Author & Consultant Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

This week, Dan and Donnie welcome back Raymond Kidwell, director of business development for Voice for Pest, for an update on the current capabilities of AI voice agents. Raymond explains how pest and lawn companies are using this ever-changing technology now, where it's going in the future, and how companies that have not yet incorporated it can get started.    Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/ Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ Peer Groups: https://www.pmpindustryinsider.com/peergroups

🎙️ Welcome to Insiders Rewind — Recapping April.   This month, we are looking back to: Ep. 268 - After the Exit: How to Keep More of What You’ve Built Ep. 269 - Q1 Wrap: A Cooling Economy or Just a Cold Winter? Ep. 270 - Reactive to Proactive: Rethinking Driver Safety in Pest & Lawn Ep. 271 - How to Build Strong Mid-Level Management in Pest Control Ep. 272 - Scale Smarter with ROI-Driven Marketing in Pest & Lawn   A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/   Peer Groups: https://www.pmpindustryinsider.com/peergroups   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.    

This week, Donnie and Dan welcome back Alex Booth, a digital marketing consultant for Coalmarch, to the podcast. He explains how AI search changes are affecting marketing strategies for pest and lawn businesses and what owners must focus on to grow. He details the importance of properly and consistently tracking leads and advice for focusing on revenue attribution rather than just traffic metrics.   Guest: Alex Booth, Digital Marketing Consultant, Coalmarch   Hosts:  Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/   Sponsors: Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/      

This week, Dan and Donnie sit down with Kevin Lemasters, Founder of PCO Leader Academy and Action Leadership, to tackle one of the pest control industry’s biggest challenges: developing strong middle management. Kevin breaks down his 18-month train-the-trainer leadership program, explains why investing in leaders is critical for growth and shares insights on self-awareness, accountability, and the traits that define an effective mid-level manager.   Guest: Kevin Lemasters, Founder, PCO Leader Academy & Action Leadership Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services        

In honor of National Distracted Driving Awareness Month, Dan and Donnie welcome David Coleman from Truce Software and Romex Pest Control's Technical Manager Kannon Cravey to the show. They cover how Truce turns mobile devices into driver coaching tools instead of enforcement systems, how the platform addresses distracted driving and what implementation can look like for a pest or lawn company.    Guests: David Coleman, Head of Commercial Solutions, Truce Software & Kannon Cravey, Technical Manager, Romex Pest Control Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie analyze the available data for the first quarter of 2026, including the Pest Index, unemployment figures and fuel, labor and material costs. They discuss the impact of this winter's cold snap, how the industry is holding up against the March energy spike, thoughts on price increases and AI's impact on marketing.    Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind - Recapping February   This month, we are looking back to: -Ep. 264 - No More Artificial Harmony: Master Conflict and Build a Better Company -Ep. 265 - 100 Years In: How Sprague Pest Grows & Wins in Commercial Services -Ep. 266 - Why Getting Involved with Regulatory Issues Matters -Ep. 267 - Exit by Design, Not by Exhaustion: A Planned Exit vs. A Desperate One.   A shout to our sponsors! Coalmarch:  Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure - Providing pest industry specific insurance for your business and insuring the future of pest control.  VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/ Forshaw - A third-generation, family-owned national distributor serving the pest management and wildlife control industry across the United States. They offer over 2,000 products, fast delivery, exceptional customer service, and innovative tools to help pest pros succeed! We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.

This week, Dan and Donnie welcome Nick Bartolo, CFA, CPA, founder of Essential Partners, a wealth management firm specializing in post-exit planning. He shares strategies for maximizing after-tax wealth, including Roth IRAs, company retirement plans, and diversification of investment portfolios, with emphasis on preparing businesses for potential sale at any time.   Guest: Nick Bartolo, Founder, Essential Partners Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie discuss why 80 percent of businesses fail to sell when they go to market, and they explore what it takes to maximize a company's value over several years using a proper discover/prepare/decide model, rather than exiting at a disadvantageous time.   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In Part 3 with the Pest Control Business Coach team, Rick Bell, former VP of government relations at Arrow Exterminators, joins Dan and Donnie to discuss why smaller companies need to engage with regulators and participate in legislative processes. He provides successful examples of industry advocacy and outlines the primary issues PMPs should monitor.    Guest: Rick Bell, Technical & Compliance Coach, Pest Control Business Coach Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

This week, Dan and Donnie welcome AJ Treleven, executive vice president of Sprague Pest Solutions, to the show. He covers the history and philosophy of the 100-year-old family business and shares how Sprague has grown to $50 million-plus with a stewardship mindset and a commercial focus.   Guest: AJ Treleven, Executive Vice President, Sprague Pest Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan and Donnie address the best way for leaders to encourage healthy conflict to ultimately improve their companies. They share their mistakes, signs you may have a problem and recommendations for getting great results, including training your team to speak up respectfully.      Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Welcome to Insiders Rewind - Recapping February   A shout to our sponsors!   Coalmarch:  Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure - Providing pest industry specific insurance for your business and insuring the future of pest control.  VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/ Forshaw - A third-generation, family-owned national distributor serving the pest management and wildlife control industry across the United States. They offer over 2,000 products, fast delivery, exceptional customer service, and innovative tools to help pest pros succeed! We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.    

This week, Dan and Donnie welcome Andy Architect (COO) and Megan Striegel (Senior Director of Public Policy) from NPMA to discuss the 2026 Legislative Day event, March 15-17 in Washington, D.C. They share priorities for this year's hill visits, including state pesticide preemption and legislation related to credit card swipe fees and wildlife services. They also cover practical advice for industry members who cannot attend Legislative Day in person, including suggestions for local advocacy and networking opportunities.      Guest: Andrew Architect, COO & Megan Striegel, Sr. Director, Public Policy, NPMA Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, My Pest Pros Co-Owner Brett Lieberman joins Dan and Donnie to share his company's real-world experiences with AI implementation. He discusses his firm's AI voice agent that books jobs and handles customer inquiries, what he learned from analyzing 1.3 million lines of call transcripts and how he created an AI board of directors to provide feedback on business decisions.   Guest: Brett Lieberman, Co-Owner, My Pest Pros Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week, Dan & Donnie welcome Mark Ruff, a pest industry attorney with MHR Law, to the podcast. They discuss a recent incident in Florida, where officials shut down an illegal door-to-door pest control sales operation and issued a $36,000 fine. Mark discussed how two firms violated Florida regulations, while Dan & Donnie explored the implications of this case for the industry nationwide.   Guest: Mark Ruff, Attorney, MHR Law Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

In Part 2 of 2 with Pest Control Business Coach, Laura Corbin joins Dan and Donnie to discuss tools and methods pest and lawn firms can implement today to ensure office and admin teams support growth as companies scale. She also shares the one step she would take now to control chaos and avoid owner burnout.    Guest: Laura Corbin, Team Development Coach, Pest Control Business Coach Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

🎙️ Welcome to Insiders Rewind — Recapping January!   Episodes from December: ✅ Ep. 256 - 2026 Pest Control Reality Check ✅ Ep. 257 - I Sold My Business, Now What? ✅ Ep. 258 - The King Green Journey: Growth, Family & Private Equity ✅ Ep. 259 - How to Reach Your Next Million   A HUGE shout to our sponsors! Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control. VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.   🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts    

This week, in Part 1 of 2 with Pest Control Business Coach, Sheri Spencer Bachman joins Dan and Donnie to discuss achieving your next million dollars in revenue. She covers the challenges firms face at key milestones, including making your first hire, defining your culture and core values and establishing systems and processes to break through to the next level.    Guest: Sheri Spencer Bachman, Pest Control Business Coach Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Charlie King joins the podcast to discuss his experience building and eventually selling his lawn care company, King Green, to private equity firm Plexus in 2025. He shares challenges and lessons learned throughout his career and the exit process, including working with family, structuring the business, the decision to sell and building a brand.    Guest: Charlie King, Founder of King Green Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

This week Dan and Donnie welcome Jeff Davenport to discuss his experience selling Official Pest Control in California to Anticimex in 2021. Jeff discusses his experience in the pest control industry and shares insights about the sale process, why it's important to think about what comes next and his current role running Prize Pest Control and providing lead gen services to pest control companies.   Guest: Jeff Davenport, Owner, Prize Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

David Billingsly joins Dan and Donnie to break down the biggest pest control trends for 2026. As a consultant and PMP Industry Insiders peer group facilitator, David gets behind-the-scenes access to how dozens of companies really operate. Hear his take on the industry’s No. 1 struggle, the push to cut indirect costs and whether pest control could one day become obsolete.   Guest: David Billingsly, The Billingsly Group & PMP Industry Insiders Peer Groups Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

🎙️ Welcome to Insiders Rewind — Recapping November! Episodes from December: ✅ Ep. 253 - X-RAI Call Analytics Dashboard - Explained ✅ Ep. 254 - Safety Training That Actually Works ✅ Ep. 255 - AI's Impact on Pest & Lawn Marketing   A HUGE shout to our sponsors! Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control. VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.   🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts    

This week, Coalmarch Marketing CEO Jeff Davis joins Dan and Donnie to discuss how pest and lawn businesses should be shifting their marketing strategies in response to AI-driven consumer behavior changes. They cover results of the 2026 Marketing Benchmark Report, how search is evolving and what changes Jeff sees on the horizon.   Guest: Jeff Davis, CEO, Coalmarch Marketing Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services     

In this episode, Donnie and Dan sit down with PestSure's COO Todd Burke and Director of Safety Linda Midyett to share what effective safety training looks like in pest companies. They share the results of their cell-free zone distracted driving initiative and cover other strategies to reduce claims, strengthen culture and lower insurance costs, helping owners build safer, more profitable operations.   Guests: Todd Burke, COO & Linda Midyett, Director of Safety, PestSure Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

🎙️ Welcome to Insiders Rewind — Recapping November! Episodes from October: ✅ Ep. 250 - Reflections on PestWorld & 250 Episodes ✅ Ep. 251 - When AI Picks the Pest or Lawn Company ✅ Ep. 252 - Why M&A Isn't Just For The Big Guys: Part 2   A HUGE shout to our sponsors! Coalmarch: Digital strategies and conversion-driven websites are waiting for you and it's time for a free month! Visit https://www.coalmarch.com/podcast to claim yours! PestSure: Providing pest industry specific insurance for your business and insuring the future of pest control. VoiceForPest: Designing and implementing unparalleled integrated voice solutions for home service companies of any size from coast to coast. https://www.voiceforpest.com/podcast/   We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsider.   🎧 Listen On: Spotify | Apple Podcasts | YouTube | Google Podcasts    

This week, Voice for Pest's Raymond Kidwell joins Dan and Donnie to discuss X-Rai, a call analytics dashboard for pest control and lawn care businesses. He explains how the platform uses AI to prioritize leads and manage customer interactions based on data from more than 1 million calls per month, and he details its approach to AI agents.   Guest: Raymond Kidwell, Director of Business Development, Voice for Pest Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services

Jeremy Ecker, CEO of Rest Easy Pest Control, joins the podcast to discuss his experience doing 16 M&A deals over 13 years, mostly self-funded and structured with earn-outs. Jeremy shares how he started as a bed bug canine inspection company and eventually pivoted to full-service pest control, and he details the challenges and opportunities of both acquisitions and organic growth.   Guest: Jeremy Ecker, CEO of Rest Easy Pest Control Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services  

This week, Dan and Donnie dive into AI updates, including the debut of the Atlas brower and rise of ChatGPT's "agent mode." They demo several examples of what this new technology can do for pest and lawn companies, and they discuss how marketing strategies must adapt as consumers move away from standard Google searches toward AI research and task execution.   Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton, Triangle Home Services