PMP Industry Insiders

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

PMP Industry Insiders episodes

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
August 27 Episode 288: Is Your Inventory Costing You Money?
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
36 min
August 20 Episode 287: The Multi-Million Dollar Question: Is Your Estate Plan Ready?
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
36 min
August 13 Episode 286: Building a Purpose-Driven Company
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
40 min

About PMP Industry Insiders

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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…