PMP Industry Insiders

By Brought to you by Donnie Shelton and Dan GordonBusiness Marketing Management

PMP Industry Insiders episodes

October 22 Episode 296: The $3M Pest Company That Doesn't Make Any Money
This week, Dan and Donnie explain how two companies can have similar revenue but vastly different economic results. They discuss how pest and lawn owners often overlook inefficiencies while pursuing revenue targets. Additionally, they explore the most important KPIs for profitability and Donnie's recent experience implementing a price increase.

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
42 min
October 15 Episode 295: Structure Before Scale: How Recon Is Building for Growth
This week, Austin and Bo Graham of Recon Pest Services share how they’ve grown their Nebraska-based pest control business from door-to-door sales into a company pursuing growth through organic expansion and acquisitions. They discuss how implementing EOS, defining clear ownership and leadership roles, and building accountability have helped them strengthen their culture, manage operations across state lines, and navigate the challenges of acquisition integration.

Guest: Austin Graham, CFO & Visionary & Bo Graham, Sales & Marketing Manager & Integrator, Recon Pest Services

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
45 min
October 08 Episode 294: From CEO to Exit: Build Value & Go to Market
In part 2 of 2 about Dan's new book, "From CEO to Exit: The Ultimate Payday for Pest and Lawn Care Operators," Dan and Donnie review how to build business value before an exit using the 4 Cs framework (human capital, structural capital, customer capital, and social capital). They also outline a systematic approach to exit planning involving discovery, preparation, and decision phases, and they delve into the challenges of the due diligence 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
35 min
October 05 Top Takeaways From September - Insiders Rewind
Welcome to Insiders Rewind - Recapping September
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/
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.

18 min
October 01 Episode 293: CEO to Exit: Hope Is Not An Exit Plan
In part 1 of 2 about Dan's new book, "From CEO to Exit: The Ultimate Payday for Pest and Lawn Care Operators," he and Donnie discuss key exit planning concepts, including three gaps to consider: the wealth gap (difference between needed income and current assets), the value gap (improving multiples), and the price gap (potential versus current sale value). They also talk about misconceptions around multiples and understanding adjusted EBITDA.

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
33 min
September 24 Episode 292: Second-Gen Journey: Building, Partnering & Staying
This week, STL Pest Control GM Zach Isenmann talks to Dan and Donnie about his experience joining his father's company, the challenges and growth they faced, and the decision to partner with private equity firm Perennial Services Group. He explained the transition process, the benefits of additional support and resources, and the post-transaction status of the company's culture and operations.

Guest: Zach Isenmann, General Manager, STL 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/
PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders

Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference:
https://www.pmpindustryinsider.com/conference
36 min
September 17 Episode 291: Lawn Care Marketing: What’s Working Now—and What’s Not
This episode features Liam Sunstrum, owner of Yard Dawgs in Western Canada, discussing his company's rapid growth and marketing strategies. Liam tells Dan and Donnie how his company tripled from 4,000 to 12,000 customers over the past year by expanding to five new markets and implementing an advanced tech stack—including HubSpot, Claude AI, and RealGreen—and he details his Facebook and SMS marketing efforts.

Guest: Liam Sunstrum, Owner, Yard Dawgs

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
37 min
September 10 Episode 290: Getting Paid: Managing Commercial Pest A/R
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
24 min
September 07 Top Takeaways from August | Insiders Rewind
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/

16 min
September 03 Episode 289: How to Build a Pest Company That AI Recommends
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
36 min

About PMP Industry Insiders

From the publisher's feed

The PMP Industry Insiders podcast helps pest control and lawn care professionals grow their businesses. Every week, hosts Donnie Shelton and Dan Gordon talk with the biggest players in the pest…