Talking Pest Management

Clive Boase from the UK is the invited guest in this week’s Talking Pest Management interview.

A scientist and independent consultant but Clive is also a key player, and a joint co-founder, of the International Conference on Urban Pests, or as it is more commonly referred to, simply ICUP.Clive relates how what started out as a bright idea in the early 1990s by a handful of people to hold an international urban pest conference, has developed into the event we know today. With no commercial funding, it was decided to hold the inaugural event in 1993 Cambridge, a location near to where Clive lives. The event was a resounding success and since then a purely scientific conference has been held every three years.  Of the six people originally involved in its creation, only he and Bill Robinson from the US remain on the executive committee.These ICUP events move around the world and consist of scientific presentations, poster papers, workshops but perhaps most importantly, and certainly very popular, are the networking and social events where ideas are freely exchanged. Every paper and poster presented is published in printed proceedings, but these are now all available in a searchable database on the ICUP website. A unique resource our TPM host describes as the ‘Google of urban pest control’.The 10th event was scheduled to be held in Barcelona in July 2020, but was postponed until September 2021 by the corona-virus pandemic. Clive explains that this is now again postponed due to the uncertainties caused by the pandemic, although Dr Rubén Bueno’s organising committee will be ready to re-start the conference as soon as the future becomes clearer. Clive is keen to stress though, that in the meanwhile other ways of bringing the ICUP ‘family’ together, are being considered. Watch this space!Looking to the future....Asked what challenges Clive thinks the industry generally will face in the next 10 years he sees climate change playing a significant role – new pests coming into play in new territories. Also the challenges faced by increased pesticide resistance, a reduced stable of available pesticides and less new chemicals developed than was the case in the past. Basically the challenge is to use what we have in smarter ways.This can be described as Integrated Pest Management, but Clive feels it must be underpinned by robust science.

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Indianapolis, right in the centre of the USA is the location for this week’s interview with Tom Mueller, Vice President of Insects Limited Inc. The company, started by Tom’s father Dave in 1982, has made a name for itself internationally with its pioneering work with insect pheromones. Tom’s brother, Pete, manages the servicing arm of the business, Fumigation Services & Supply (FSS) Inc. As Tom explains, “Insects Limited is more the technical wing and looks for non-toxic alternatives to solving pest problems. Pheromones are a big part of this as they are indicative of the presence of an insect infestation.” Whilst digital monitoring traps are now well known for use with rodents and wildlife, Insects Limited has developed a unique digital, WiFi-powered, monitoring trap for moths with in-built camera. This serves the need of companies who not only want insect information, but also how to solve that problem with the collection of real-time data. This development fulfils the company’s values of innovation and science so as to be educational. Big food manufacturers themselves, rather than the pest control servicing companies, are driving their use and can now see the benefits and the transparency of the information offered. Despite an initial slow start and some reluctance, growth is exponential, as it is now for all digital products. Auditors are supportive and have written them into their procedures. As for the future, Tom predicts digital products are gradually changing the world of pest control – away from simple routeing and trap checking to charging for the quality of the service.

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Take a deep breath and prepare to feel exhausted by this week’s guest – Heiko Kaiser – or as he is often called ‘Hyper Heiko’!  Based in Rotorua, located on the North Island of New Zealand, Heiko is the founder and owner of pest control company ALPECO (Alternative Pest Control), as well as involved with product sales, BRC insect lights and Designed-2-Kill (D2K), a company specialising in non-toxic pest control products.  However Heiko is probably best known for his work with bed bugs.   For over 25 years Heiko worked in Germany and New Zealand within the food and hospitality industries before immigrating to New Zealand some 20 years ago. So, becoming involved with bed bugs within the hotel industry was something of a natural progression. His emphasis is very much on non-toxic treatments and he has become well known for his work with heat creating the Thermo-bug system. This is with high temperatures, over 55°C, but sometimes also uses using freezing. Chemicals are only used as and when totally necessary.  Heiko now builds his own specialised heaters and treatment equipment and has recently diversified treating borer (common furniture beetle) in containers and is proud to announce he has recently been certified to legally undertake these treatments in France.  Responding to the coronavirus crisis Heiko and BRC have developed a product, shortly to be released, to kill coronavirus. Pests and viruses offer comparable strategies.  Another project he is working on, in conjunction with Vodafone, is combining remote monitoring technology with traps in wildlife sanctuaries to save native species. This high tech approach appeals to a younger generation of volunteers. Sensors, drones and automated traps are the future.

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In this Talking Pest Management interview we hear about pest control activities in Finland from Lars Schauman, the managing director of S-Tuholaispalvelut Oy.   Based in Espoo, the second largest city in Finland, Lars is an early adopter of new ideas and is well known internationally for his search of new innovations.  Lars explains how the coronavirus situation has caused him to change his whole way of thinking regarding customer servicing. Namely, how to maintain a good level of service when access is not possible?   For rodent control, the devices provide the control, so does a technician need to be there?  The task becomes one of measuring and recording it, so the use of remote digital monitoring and recording devices provides the solution. For the future, he is now considering switching all his remaining analogue clients to digital systems – not just for rodent control, but for all types of pest control.  Non-toxic pest control is increasing, but an interesting method allowed in Finland is shooting. This being particularly effective where rodents have adequate cover and supplies of food, so are not attracted into baited boxes. When shooting, safety is a key requirement. This is undertaken at night when the rodents are active, but can lead to some interesting encounters with the Police, despite advising the authorities in advance!

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Pest control in Slovenia, one of the smallest countries in Europe, is featured this week. Positioned at the crossroads between Western & Eastern Europe and with a population of just over two million, Talking Pest Management is delighted to welcome Zlatko Dakiċ.

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The focus in this week’s interview switches to the subject of mosquitoes and the spread of malaria and other mosquito-transmitted tropical diseases. Something of a change from the more traditional pest management topics discussed in previews interviews, yet still a subject of relevance and opportunity for professionals.  No doubt already well known to listeners for his involvement over very many years in the global professional pest market, Rob Fryatt of UK-based Xenex, has for the last 15 years also been heavily involved in mosquito abatement worldwide.  Just after the turn of the millennium, Rob was involved with a wider group of people working with the Boston Consulting Group compiling a report for the Bill & Melinda Gates Foundation. The brief was to establish how best to invest the Foundation’s financial resources for greatest reward in the area of malaria control. Rob contributed a pest management perspective – basically how to get appropriate technologies into the hands of people in developing markets, in particular SE Asia and Africa.  The Foundation quickly picked-up on the use of insecticide treated bed nets – an action Rob views as the biggest intervention in the last 20 years.  However, with the arrival of the coronavirus pandemic, Rob is concerned regarding the future for malaria control with the already thinly stretched resources – it would be all too easy to forego the progress made. Malaria remains the single largest killer of children on the planet, after malnutrition and gastro-enteritis.  Emergence of neglected tropical diseases  Rob reminds listeners not to overlook the other mosquito-borne diseases – in particular dengue, zika, chikungunya and West Nile (WNF) fever – often referred to as neglected tropical diseases (NTD). In the US over the last 15 years, WNF has grown to such an extent that around 200 deaths are recorded annually, which has expanded the market such that now some 30% of National Pest Management Association (NPMA) members undertake mosquito work leading to a market worth in the order of $500 million.  With changes in weather patterns and climate, Rob predicts an upsurge in WNV in Europe – a threat the industry in not prepared for as it has, so far, been ignored.

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Mergers and Acquisitions (M&A) in the Pest Control Industry  This week’s interview is essential listening for all those interested in what’s happening in the global pest control company mergers and acquisitions (M&A) market, especially if you yourself are contemplating the sale of your own business. So, settle down and listen to what Paul Giannamore, the managing director of the Potomac Company (www.PotomacPest.com), has to say. With offices in Geneva, Switzerland and Philadelphia, USA, the Potomac Company specialises in global mergers and acquisitions, with special expertise in the pest control sector.  Paul first explains that the reasons why an owner wants to sell their business varies greatly, and interestingly, has changed over time. Traditionally the sale of what are mainly family businesses often came about as a result of a family death or divorce, with the average age of the seller being 70-80 years old. Now sellers are around the 40-50 year mark and are aiming to cash-in on their investment, often then going on to start a second career.  Over the last few years, pest control businesses have experienced asset price inflation – from traditionally five to eight times cash flow, to now 15 to 20 times. Amazingly, these businesses have increased in value by 300% in the last five years.  2019 was in fact the highest year on record for spend on servicing company acquisitions – an estimated $1.5 billion (1.3 billion Euros) – double that of 2018. However, with the arrival of the coronavirus pandemic, the market this year is only 10% of 2019. But... Paul anticipates the market to return with force in Q4 and into 2021, with valuations remaining high.  So, no better time to sell. But how to do it? For those contemplating selling-up, Paul recommends taking on the services of an advisor. He notes how those companies making acquisitions are getting a much better deal in Europe than in the US. Staggeringly, transaction multiples in Europe are only two-thirds of what they are in the USA.   As to what a company is worth, factors such as client base, geographic coverage, proportion of recurring contracts e.g. commercial accounts, resilience demonstrated during the Covid-19 crisis are significant factors, in addition to profitability. But listen to what else he says....  Paul stresses that if listeners take home one single message it would be, not to simply have casual conversations with a few potential purchasers – put together your sales materials, contact at least three or four potential acquirers and run a formal competitive process. Make them work for the acquisition.  As for the future, Paul views the largest business opportunity is making the industry more technologically focussed. Whilst people still remain key, there is increasing scope for enhanced data management and the use of remote technology, especially as the regulatory agencies continue to search for reduced biocide use.  Paul Giannamore can be contacted at [email protected]

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Today Daniel is talking to Steve Broadbent. We have August 2020 right now and the pandemic is still not over yet unfortunaly. That's why Steve gives us an update on how COVID has affected Australia and Asia. Daniel and Steve also talk about new ways of work in our industry and how important pest control is for global health.

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This week a very well known and much respected member of the international pest control industry finds himself in the Talking Pest Management hot seat – Serge Simon.  Serge is managing director of Edialux in France and has been an active member in the pest control industry for over 30 years. His company is not only a member of the French and also the Swiss trade associations, but Serge has also played an active role within CEPA (Confederation of European Pest Management Associations) and is on the CEPA board of directors.  He relates how he has always considered training to be fundamental, in fact Edialux was the first company to set up courses in France. He stresses that his purpose in life has never been to talk about himself, but talk about what you are useful for. The same applies to a pest control company – stress the importance and relevance of what you do protecting public health – how many lives you have saved.  Likewise for CEPA – validate its worth and contribution within public hygiene. Dispel the idea that the industry is just users of biocides. Biocides are simply one part of the job – one tool in the tool box. The first key thing is always to establish the cause of any pest problem. This sentiment leads seamlessly into a discussion regarding the Memorandum of Understanding (MoU) and the significance of Integrated Pest Management (IPM). Serge describes IPM as simply using the right tool, be it a biocide, physical proofing activities, cleaning, even training, at the right time.   For the MoU, Serge neatly sums up its objective as creating an agreement – an agreement on one side between the person using pest management services, and on the other, the person doing the pest management.  Demonstrating his long term commitment to the industry, Serge says: “Not only is this a business, its role is to protect and take care of people.”

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This week’s interview with Alain van Lidth de Jeude majors on the importance of Integrated Pest Management and its significance to the professional pest control industry.

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