SKA S RA TA B T E E N QUALITY EDUCATION SAFETY PESTPEST NEWSNEWS Nebraska State Pest Control Association We have a 8700 Executive Woods Dr, Ste 400, Lincoln, NE 68512-9612 new address! Phone: (402) 476-1528 Email: [email protected] | www.nspca.org Official Newsletter of the NSPCA Fall 2018 Message from the President By Travis Lucas “What are common knowledge. I’ll briefly de- blame and the bill onto one another. you treating scribe other instances where customer The landlord wants to find evidence for?” That’s a confidentiality is an important consid- that the tenant brought the bedbugs in common ques- eration. so that he can avoid paying for the tion that most of One relocation company that we treatment, keep the damage deposit, us get asked by a receive WDI inspection orders from and/or evict. The tenant would like to customer’s has very direct wording prohibiting the blame the landlord, insist that he pay neighbor. “Ants. inspector from disclosing any informa- for the treatment and any additional Spiders. Bee- tion or results to the homeowner.As the compensation they have a right to, or tles” are com- purchaser of the inspection, they own break a lease without penalty. Both mon enough the information. Similarly, in a routine parties want incriminating evidence on replies. The real estate WDI inspection, the purpose the other and they expect you to pro- neighbor usually goes on to tell you is to inform the buyer about the condi- vide your expert opinion. about a time he had ants and what he tion of the home, and ideally, they re- In the above examples, and in many did to get rid of them and everyone ceive the others, a little carries on with their business. What if report before information the answer is Bed Bugs, Roaches, or the seller has in the wrong Rats? The conversation will usually knowledge hands can go in a much different direction. We if it. Creating a Successful cause big all know that those type of pests are AroundCompany Culture trouble. In our associated with, in truth or not, filth, the shop, and business we unsanitary living conditions, and amongst have a ‘one stigmatized socio-economic or racial others in the customer’ demographics. When someone finds business, we practice. One out that they are living next to a home all have a person or- with roaches they may jump to certain good time dered the conclusions about their neighbor, how telling our “worst ever” stories. These work, that person is also paying the he does or doesn’t clean his house or are the ones about the man with Bed bill, and that one person is the only one even what type of people he associ- Bugs in his chest hair, roaches in the entitled to findings, recommendations, ates with. It may reinforce negative bed, basements carpeted in dog poop, or proposals. If they ask you to share feelings that he already had about and all the aromas associated with the information, you do, but otherwise “those people”. hoarding. Sharing these stories in pri- it’s between you and the customer.And This is just one example of the vate is good fun, but if we put a name or in case the nosey neighbor asks, you’re sticky business of customer confiden- an address to the stories, this informa- treating for pests. tiality. We work in some of the most tion can cause embarrassment, anger, private settings of people’s businesses rumoring, or even cost a business it’s Save The Date and homes. We see food harvested, reputation. JuneThursday-Friday 3-9, 2018 slaughtered, processed, sold, and Ranking as the most contentious February 21-22, 2019 served. We work where people live, realm of customer confidentiality is- TheIs CornhuskerNPMA MarriottBed sues, one that I touched on last quarter, eat, sleep, and bathe. They tell us de- Lincoln, NE tails of their travels, habits, families, is the department of tenant and landlord Bug Awareness and lives. And, quite frequently, they relations. It is all too common to be show us their bites. Much of what we caught in the middle of a dispute be- Week see are things that no one wants to be tween two parties that want to pass the NSPCA DIRECTORS& OFFICERS 3 Factors To Consider Before Selling Your Company By Stuart & Donna Aust Currently, merger and acquisition activity in the pest con- trol industry continues to surge. How long this will last is unknown. However, this trend should continue to remain active for some time thanks to the favorable business climate, low interest rates, access to loans and capital, strategic plan- ning and growth of pest control companies, and entry of pri- vate equity firms in the industry. Travis Lucas, ACE Shawn Ryan Deloitte conducted a recent survey of more than 1,000 SKA S President RA TA Vice President B T E E Benzel Pest Control N Heartland Pest Control corporate executives and private equity investors, and the 820 Burns St 813 Morrison Road QUALITY consensus was that merger and acquisition activity would Gering,NE 69341 EDUCATION Gretna,NE 68028 (308) 632-3437 SAFETY (402) 332-4707 continue to accelerate. Approximately 70 percent of execu- tives interviewed in the U.S. and 76 percent of executives from domestic-based private equity firms believe that deal flow will continue to increase. Other factors to consider – Although your company may be ready to sell, the question is, are you? Here are some of the “softer” factors to consider when deciding it’s time to sell: While all the internal and external selling factors may or may not line up, you may not be ready. Some owners make Brad Kuiper Andy Licht the decision to keep their business in the family. Others de- Government and Nebraska State Pest Legislative Chairman Control Association cide to sell. It’s a very personal decision.Yourdesire might be Heartland Pest Control 8700 Executive Woods Dr, Ste 400 to grow your business for now and sell in the future. If that’s 820 Burns St. Lincoln,NE 68512 Gretna,NE 68028 (402) 476-1528 the case, it’s important to keep in mind that the due diligence (402) 332-4707 (pre-sale) and integration process (post-sale) can take six months to a year and a half. Plan accordingly. Others see that selling can translate into higher income. They realize that investing the payment from the sale of their business can exceed their annual salary as owner. The return of your investment with a wealth advisor or in real estate can be quite lucrative. Selling your company does not mean it is time to retire. In fact, the sale can be the start of a new begin- ning that allows you the freedom to pursue other ventures, such as starting a new business, traveling, serving your com- Tracy Connor Carl Braun P. R. Olson munity or church, or continuing to work for the new buyer. District 1 Director District 2 Director District 3 Director City Wide Termite Quality Pest Control Olson’s Pest Technicians For instance, selling our company allowed us to start The & Pest Control PO Box 12140 PO Box 808 Aust Group. 14330 Corby Street Omaha,NE 68114 Norfolk,NE 68702 Omaha,NE 68164 (402) 738-9164 (402) 371-7976 When choosing a buyer, keep in mind that you will (402) 733-1784 likely be staying on at least six months to a year. In addition to getting your target price, you may want to ensure the cultures and leadership styles of the two companies are closely com- patible. This can ease the transition between staff members, as any merger can bring a certain level of stress. When you receive one of those offers to buy your com- pany, don’t be so quick to dismiss the prospect of selling. It’s easy to disregard the idea of selling when your revenue and profitability are surging and all is well. Defying logic, this could actually be the right time to give serious consideration Dave Ryan Gregory Poppe Wayne Lucas District 4 Director District 5 Director District 6 Director toward selling your company, as it can yield the highest re- Carey’s Pest Control Poppe Enterprises, LLC Benzel Pest Control turn. PO Box 895 PO Box 2042 813 Morrison Road Hastings,NE 68902 Hastings, NE 68902 Gering,NE 69341 STUART AUST is president and DONNA AUST is chief editor (402) 463-9416 (402) 984-2856 (308) 632-3437 and consultant of The Aust Group, a mergers and acquisitions consulting firm based in Upper Saddle River, N.J. Stuart is also a PMP columnist and former owner of Bug Doctor and its affiliates. He can be reached at [email protected]. How To Curtail Cockroach Callbacks By Diane Sofranec Mennis Pest Experts, Lynn, Mass. Cockroaches are not going to go agement, Cornelia, Ga. 7. Schedule follow-up visits and away by themselves. Effective treat- 4. If the source of the cockroach share expected results with your cli- ment depends on many factors; here’s infestation can be identified and linked ents. Let them know when you will be how to gain control. to a specific supplier, an employee who back and what to expect between now Sometimes, cockroaches come is bringing them in, a family member and then. Stay proactive in your plan, back after treatment thought to be who travels, a particular store where and discuss any questions your client successful. Even when pest manage- they shop, help them understand the may have when talking about next ment professionals (PMPs) use every changes in these areas that need to be steps.