The Boardroom Buzz: Grow, Sell, or Exit

Travis Bottoms joins Jason and Jeremy for a wide-ranging conversation about building Nice Pest Control in Arizona, scaling it to nearly $2 million in recurring revenue, and creating a marketing engine built almost entirely on referrals, social content, and customer experience. They also dig into company culture, hiring, compensation, and Travis’s growing influence in the pest control industry through PestWorld. In this episode, Travis shares how he and his business partner Tyler split responsibilities, why he believes the integrator role is essential, and how their team structure lets the business run without Travis being in the day-to-day every minute. They also discuss the unusual tactics behind Nice Pest Control’s brand and the way Travis has turned community, content, and creativity into a real growth channel.

You will learn:

• Nice Pest Control’s size, team, and growth to nearly $2M recurring
• Visionary vs integrator and why Tyler matters
• Travis’s path from technician to COO to founder
• No traditional ads - growth from social, referrals, and organic reach
• Customer appreciation events as a marketing strategy
• Using customer reviews to shape the brand
• Seasonal smiley face branding and family-first positioning
• Culture, “it’s cool to care,” and supporting technicians’ families
• Technician social media requirements and daily posting
• Salary, commissions, and tips as upside on top of stable pay
• Using Pest AI and territory-based technician selling
• Travis’s growing role as an industry influencer
• The origin of PestWorld and how it became a live industry event
• Drafting teams, charity competition, and PestWorld’s structure
• The PestWorld itinerary: party, relay race, show floor, and Family Feud
• The Nice Pest Control tattoo promotion and the free-for-life offer
• Capping the tattoo program and the spike in new customers
• Viral technician content and millions of views
• Posting volume, consistency, and Instagram momentum over 90 days
• The monthly social bonus system for technicians
• Why technicians post about themselves, not just the company

Notable quotes:

“If we focus on being the best, we don’t have to focus on being the biggest.”

“It’s cool to care.”

“I’d rather spend money with you than with Google or Meta.”

Action items

• Build a referral program into everyday operations, not just a campaign.
• Make technicians part of the marketing engine through simple, repeatable content expectations.
• Pay for cultural fit as seriously as skill, especially in customer-facing businesses.
• Use customer appreciation as retention and referral fuel, not just a feel-good gesture.
• Consider whether your brand could be more memorable, more personal, and more family-friendly.

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

In this episode of Boardroom Buzz, Bill and Sarah share their inspiring journey from starting their pest control company in a basement to achieving over ten million dollars in annual revenue. They discuss the importance of core values, strategic growth, community engagement, and building a strong team to sustain their success. Whether you're an entrepreneur or a seasoned business owner, their insights on leadership, scaling, and maintaining culture are invaluable.

Main Topics:

• How Sarah's family legacy shaped the start of Thomas Pest Control and their acquisition strategy
• The critical role of sales experience in scaling their business
• Implementing EOS (Entrepreneurial Operating System) for clarity and growth
• Community involvement and why they support cerebral palsy awareness
• Building a scalable service center model and local satellite branches
• Leadership structure, team promotions, and retention strategies
• Harnessing AI tools like Tasklet, X-ray, and role play platforms for training and performance
• Inside the sales process: inside vs. outside sales teams, leads, and customer relationships
• The importance of trucks, branding, and truck maintenance for reputation
• Personal dynamics of working with a spouse and maintaining work-life balance
• Long-term visions: expansion, acquiring more businesses, and innovative projects like pest control planes

Additional Highlights:

• The strategic importance of community involvement and giving back
• Building a leadership pipeline through internal promotions
• Embracing AI tools for continuous improvement and training
• Maintaining culture and customer service excellence amidst rapid growth
• Long-term vision: innovation, expansion, and brand-building strategies

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Explore Brian Hopkins’ journey from firefighter to successful entrepreneur in pest control and pool care industries. Gain insights into organic growth, strategic branding, team management, and adapting to industry challenges without heavy marketing.

In this episode:

• How Brian leveraged relationships in the pest control and pool industries to grow his businesses
• The parallels between pest control and pool service models
• Strategies for organic growth and community engagement
• Challenges faced during business transitions and solutions implemented
• The importance of branding, professional appearance, and customer service
• Practical tips on route management, hiring, and tech training
• The significance of leveraging technology and digital reviews for business expansion
• Long-term goals: scaling operations and potential franchise opportunities

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Discover how Luke transitioned from an FBI analyst to leading a booming pest control business, scaling to nearly $24 million in revenue. Gain insights on effective marketing, team management, and the mindset needed to transform challenges into growth opportunities.

Key Topics

• Luke’s unconventional career journey from FBI analyst to pest control business owner
• Building a premium brand through high-end service and pricing
• Leveraging digital marketing channels like SEO, pay-per-click, and automation
• Structuring and scaling team hierarchies for rapid growth
• The importance of KPIs and data-driven decision-making
• Handling operational crises like catalytic converter thefts and staff turnover
• Strategic leadership traits: accountability, motivation, and detailed involvement
• Personal health and maintaining work-life balance amidst rapid expansion
• Future goals: aiming for a $100 million revenue by 2032

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Explore Byron's inspiring story of taking over his family's pest control business at 22, navigating debt, and growing it to a $5 million company through innovative micro acquisitions, branding, and community-focused culture. Discover his insights on leadership, managing growth, and using modern tools like AI to enhance customer service.

In this episode:

• Byron shares how he took over his family's pest control company at age 22 after his father's passing
• The challenges of transforming an insolvent business into a thriving enterprise
• His unique approach to micro acquisitions and organic growth strategies
• Building a strong brand with branded trucks and local marketing efforts
• The importance of customer service and community engagement in business success
• His perspective on using AI responsibly for customer interactions and marketing
• Lessons learned about managing people and cultivating a positive work culture

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Most pest control companies get stuck doing the same thing day after day. Tim Whitt, a 40-year veteran in the industry, reveals how a mindset shift, similar to fighting insect behavior, can elevate your business to the next level. From humble beginnings as a termite helper to building a multimillion-dollar franchise, Tim shares the exact strategies that turned small-town pest control into a scalable, innovative empire.

You’ll discover:

• How to leverage niche markets like lawn care to diversify your revenue streams and redefine your service categories.
• The importance of protecting your business name and intellectual property before scaling.
• Why adopting a ‘why not’ mindset can unlock explosive growth and new opportunities.
• Practical steps on hiring for character, building leadership, and succession planning to secure your company’s future.
• How to confront the negative “bloodsuckers” in your business, internal or external, and turn them into opportunities for improvement.

Tim’s insights are about more than pest control, they’re about mindset shifts, strategic branding, and creating a culture that repels the pests of poor leadership and internal sabotage. His story of moving from corporate routines to owning his own franchise is a blueprint for entrepreneurs everywhere who want to challenge the status quo. If you're ready to turn your passion into a thriving, scalable business—this episode is your must-listen. Perfect for service business owners, aspiring entrepreneurs, or anyone tired of doing what everyone else does, Tim’s advice will inspire you to ask: Why not?

Guest Tim Whitt is a serial entrepreneur, author of Infested, and founder of Pied Piper Pest Control. Known for his innovative approach and candid insights, he’s helping operators rewrite the rules of the industry, and his franchise model is just getting started. Tune in and discover how to fight the pests that threaten your business, and more importantly, how to prevent the ones hiding within.

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Jeremy and Jason Julio host The Boardroom Buzz with guest David DeStefano of Digital Building Consultants, who shares his upbringing in Detroit and Kentucky roots, early entrepreneurial moments, and lessons from union commercial roofing in New York City. He describes starting a residential roofing business in college, how wrestling taught self-reflection and persistence, and how faith shifted his focus from “provisions” to purpose after business and personal lows. DeStefano emphasizes relational client service, integrity, and caring for employees’ families, while explaining NYC’s complex waterproofing environment and high insurance costs. He discusses building multiple entities including an AI platform and “Digital Dave” digital-twin concept centered on shared data ownership, advising businesses to learn prompting, protect data, and adopt AI strategically for long-term advantage.

You'll learn:

• Detroit Roots and Hustle
• Grandpa’s Roofing Lessons
• Wrestling Mindset for Business
• Faith Shift and Hard Lessons
• Relationships Build Trust
• NYC Roofing and Waterproofing
• Insurance and Mega Projects
• Hiring Ownership Mindset
• Vision And Integrity First
• AI Crossroads And Data Ownership
• Prompting And Team Enablement
• Finding Aligned People
• Therapy And Staying Grounded
• AI Implementation And Privacy
• Discipline And Market Opportunity

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

On The Boardroom Buzz, the Blue Collar Twins interview Ralph Citarella Jr., president of Bayonne Exterminating, about the company’s 100-year history and his path into the family business. He explains the firm was founded in 1926 by Harry Albert and purchased by his grandfather on May 1, 1945 after World War II, then grown by Ralph’s parents through added employees and involvement in the New Jersey Pest Management Association (NJPMA). Ralph describes leaving the business during his parents’ divorce, bartending after graduating from TCNJ in 2002, and returning at 26 as a managing partner with a goal to reach $1M revenue, learning from early mistakes like building his own website. He discusses industry professionalism, regulation, consolidation, succession issues, his NJPMA leadership roles, earning board-certified entomologist credentials, current operations (six technicians, $1.4M revenue), marketing limits, customer mix, and prioritizing family and sustainable growth.

• Century Old Company Origins
• Dad Returns And Expands
• Why Stay In New Jersey
• Ralph Jr Early Work Years
• Coming Back At 26
• First Big Goals And Mistakes
• Trade Associations And Compliance
• Industry Future And Consolidation
• Corporate Buyout Fallout
• Legacy Reputation Pressure
• Mentors And Association Support
• Running The Business Daily
• Content Marketing Next Step

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Carmen Reno of Anchor Pest Control (East Brunswick, NJ) joins Boardroom Buzz to share how he bought a one-person, $130K business in 2005 after leaving IT for hedge funds, then grew it to $8.5M last year with a goal of $11M. He discusses evolving from a commercial-heavy model (multifamily and former restaurant work) toward more residential and wildlife services due to cash-flow delays in commercial receivables, plus the strategic value of recurring revenue and high-margin one-time work. Reno covers rebranding with a new logo inspired by his former bed bug dog, billboards across Middlesex/Monmouth, heavy social media, and building a review-driven culture that produced roughly 12,000+ Google reviews. He highlights EOS, hiring a CFO and strong leaders, using Clipboard CRM, AI tools for sales coaching and call handling, key KPIs, and lessons from two failed acquisitions, plus his view that technology and consolidation will widen the gap between small and large operators.

You'll learn:

• Anchor Origins
• From IT to Pest Control
• Commercial vs Residential Shift
• Scaling to Eight Figures
• Rebrand and Billboards
• EOS and Leadership Structure
• Training SOPs and AI
• CRM Efficiency with Clipboard
• Owner Role and NJPMA
• Mosquitoes and Seasonal Service
• CFO Discipline at Five Million
• Hiring for Culture Fit
• Borrowing from HVAC and Roofing
• Building a Review Culture
• KPIs and Lead Targets
• AI Phones and Virtual Assistants
• Planning the Exit Strategy
• Shifting to Residential and Wildlife
• Advice and Acquisition Mistakes

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore

Allan Draper shares how he entered pest control through his brother Brent’s door-to-door success, their failed early attempt to launch Freedom Pest Control, and Allan’s detour through banking and law school before quitting his legal job to cofound Proof in 2014–2015. He explains why they chose Detroit, how door-to-door jumpstarted early revenue, and how they bootstrapped with $100K while reinvesting profits and paying themselves modestly. Draper discusses lessons from repeated failures, self-doubt, and the importance of extreme ownership, resilience, and isolating what a leader can control. He outlines Proof’s growth to roughly 120 trucks, the decision to add partners for sales recruiting, and how he replaced himself operationally to pursue other ventures. Draper also describes building Bug Bucks from a 2020 Facebook group into a media/community platform and conference focused on peer networking, plus his routines, goals, and focus on legacy.

You'll learn about:

• Failure Mindset Shift
• Ownership Lessons
• Launching Proof in Detroit
• Bootstrapping and Growth
• Partners and Stepping Back
• Aha Moments and New Ventures
• Why Building Wins
• Risk Tolerance and Stress
• Fitness and Matt Rogers
• What Is Bug Bucks
• Bug Bucks Con Networking
• Mentors From Afar
• Daily Routine and Journaling
• Disconnecting and Online Advice
• Confidence Through Failure

Ready for boardroom-level help with your own business?

• Grow, sell, or exit your service company with Potomac: https://www.potomaccompany.com

Connect with the hosts:

• Blue Collar Twins – Jason & Jeremy Julio: https://bluecollartwins.com

Connect with Paul:

• Paul Giannamore – Managing Director & M&A advisor at Potomac: https://www.linkedin.com/in/paulgiannamore