An audio rebroadcast from POTOMAC.TV.

Nick Bartolo turns the mic on Paul Giannamore to discuss his strategy for selling fire protection businesses. Paul reveals how a formal sell-side process, combined with competitive leverage, drives transaction multiples to new highs. 

Learn how you can maximize the value of your fire protection business in the growing M&A market and cut taxes on the transaction. 

Recorded at NFPA 2024 in Orlando, Florida.

In this episode:

• Importance of competitive auctions in fire protection
• Why sell-side representation matters
• Tips for preparing years ahead of sale
• Common challenges in M&A deals
• Success stories in raising multiples

Robert Pittman, owner of Tuxedo Mosquito Control, joins Nick Bartolo and Fat Pat aka Patrick Baldwin to discuss his journey in developing a specialized mosquito control business centered around family values and focus. Taking over from his father-in-law, who founded the company, Robert has upheld a culture that treats employees like family—a principle that’s integral to the company’s success in a seasonal industry. By prioritizing fair pay and taking a genuine interest in employees’ well-being, Robert has cultivated a loyal, motivated team. How can other leaders foster similar commitment and loyalty among their employees?

Tuxedo Mosquito’s strength lies in its unwavering commitment to a single focus: mosquito control. By specializing, rather than expanding into general pest control, Robert has built a trusted brand known for expertise in this niche area. He views this narrow focus as a competitive advantage, differentiating Tuxedo from broader pest control companies. Despite occasional encouragement to diversify services, Robert firmly believes in the power of specialization to set his business apart. Is this strategy the right approach for all niche businesses, or might it limit future growth?

To ensure the right people are in the right roles, Tuxedo Mosquito uses the Culture Index, a tool that helps them hire individuals whose skills and traits match the demands of the job. By defining ideal profiles for each position, Robert has minimized hiring mismatches and created a team that operates with minimal oversight. This hiring strategy has allowed Tuxedo to maintain a cohesive, efficient team that is aligned with the company’s values. How might similar tools benefit other businesses in finding and retaining talent that truly fits their unique culture?

Chase and Fat Pat explore the often-complex landscape of change management. Change within an organization requires more than just fresh ideas; it demands a well-executed plan and consistent momentum. Decision-makers must be resilient and somewhat shielded from daily challenges, allowing them to focus on long-term goals rather than immediate hurdles. This "immunity" to the daily grind is key to sustaining momentum and reaching successful outcomes, even when facing resistance. How can leaders create the right conditions to stay focused and maintain momentum during challenging times?

The duo delves into first-order thinking, a strategy that strips problems down to their basic elements, enabling organizations to innovate by building solutions from the ground up. This approach results in truly effective and impactful change rather than simply repurposing old solutions. Chase shares how Go-Forth used this approach to design a unique, customer-focused program tailored specifically to client needs. In Chase’s view, first-order thinking is essential for identifying fresh, effective strategies that align with long-term objectives. How might organizations cultivate a culture that encourages this level of foundational, creative thinking?

Chase brings up his perspective on employee turnover. While turnover is often seen as a negative, he explained that it can serve as a natural part of organizational growth, especially when underperformers are replaced by top talent. Embracing turnover as an opportunity to strengthen the team and foster resilience can make change feel less disruptive and more like a constructive evolution. For Chase, fostering a culture that adapts to change, rather than resisting it, enables organizations to thrive despite disruptions. How can companies reframe turnover as a positive force, and what steps can they take to make the transition smoother?

Audio mixing and editing by www.verbell.ltd.

Wall Street equity analyst, Jamie Clement, joins Paul and Patrick and takes a hard look at the current state of the economy, focusing on how it impacts both consumers and the pest control industry. With rising costs hitting American households—particularly those in the lower income brackets—the discussion centers on how this economic squeeze could affect pest control operators. As consumers feel the pinch, businesses might face challenges with customer retention and acquisition. Could economic pressures fundamentally change consumer behavior in sectors like pest control?

Jamie dives into the potential impact of tariffs and tax reductions on inflation. He makes it clear that tariffs are inflationary, leading to higher costs for everyday items, which are often passed on to consumers. Speculating on future economic policies, Jamie warns that it might be premature to declare inflation under control, given the potential for more price hikes. How might further inflation affect industries that rely on a stable consumer base?

Jamie reflects on the challenges of managing businesses, especially in industries like pest control, where regional and cultural differences can complicate operations. Jamie stresses the importance of clear, honest communication with investors and warns against assuming everyone understands industry specifics. As companies navigate these complex times, how can businesses better tailor their strategies and messaging to align with market realities?

Nephi Julien and Shad Teerlink, co-owners of Evolve Pest Control, shared their remarkable journey from 323 clients in Nowhere, Nevada to a multi-million dollar exit. With no prior experience and limited resources, they leveraged door-to-door sales, persistence, and creativity to rapidly grow their customer base, overcoming significant financial challenges to build a thriving operation. What unconventional growth strategies could you implement in your business to achieve similar rapid expansion in its early stages?

As Evolve expanded, Nephi and Shad systematically tackled the common challenges of scaling—recruiting the right talent, maintaining service quality, and managing multi-location operations. They developed a structured hiring process that prioritized alignment with the company's core values, emphasizing that a strong, consistent company culture was essential to their success and sustainability. By focusing on building robust systems and processes, they maintained consistency and excellence in their services, allowing them to scale effectively while preserving their company culture. What specific systems or processes could you implement in your business to maintain quality and culture while rapidly expanding to new locations?

Ultimately, Nephi and Shad decided to sell their company, citing the competitive and increasingly expensive nature of door-to-door sales, coupled with attractive market offers. They candidly reflected on the stress and personal sacrifices made during their journey, as well as the rewards of building a successful business. Their story underscores the importance of adapting to market conditions and recognizing the right time to exit. Now exploring new ventures, they exemplify the ongoing entrepreneurial spirit. As you contemplate your own business journey, what key indicators would signal to you that it's time to consider an exit strategy, and how might you prepare for that possibility?

Audio mixing and editing by www.verbell.ltd.

Kyle Waltz, the owner of Conserv Wildlife Services, steps into The Boardroom with Patrick Baldwin and Nick Bartolo. It's clear that this isn't Kyle's first rodeo in the wildlife arena. Kyle shares about the challenges and opportunities he faces, and what he's learned along the way. With so many moving parts, how can businesses ensure they have the right structure and expertise to navigate this specialized field?

Kyle shares the story of his company's strategic shift from wildlife control to pest control, focusing on the need to increase recurring revenue. There were challenges, particularly in retraining technicians who are used to selling higher-ticket wildlife services. To tackle this, Kyle’s team introduced higher commissions for pest control sales which helped motivate the technicians and drive results. What creative approaches can businesses take to incentivize and support their teams during periods of operational change?

In discussing business growth, Kyle highlights acquisitions as a powerful way to scale. He stresses the importance of thoroughly analyzing potential acquisitions, including comparing financial metrics and pricing models, to ensure the acquired businesses align with existing strategies. This careful evaluation helps identify growth opportunities while minimizing risks. With so much at stake, what should companies focus on when assessing acquisition prospects?

Audio mixing and editing by www.verbell.ltd.

This week, Nick Gifford, president of Radix and founder of Diamond Lawns, joins Nick Bartolo and Patrick Baldwin as he shares his entrepreneurial journey—a story of grit, resilience, and teamwork. Building a business is no solo effort. Gifford attributes much of his success to the strong, dependable teams he’s built over the years. He emphasizes that finding the right people, who share your values and work ethic, can make or break your business. Hiring based on gut feeling and fostering trust among team members are strategies that have worked for him, but he admits there’s no foolproof formula. How do you know when you’ve found the right team for your business?

Gifford’s experience in door-to-door sales has been a defining factor in shaping his business philosophy. He believes there’s no better way to build resilience than by facing constant rejection on the front lines. To him, knocking on 100 doors a day wasn’t just about sales—it was about developing the grit to keep going despite setbacks. This relentless perseverance is essential not only in sales but in the broader world of entrepreneurship. How can facing rejection and failure more often prepare you for long-term business success?

Gifford reminds us of the importance of understanding your numbers. He’s seen too many businesses fail because they didn’t have a handle on their financials. Being proactive about your business’s financial health, from cash flow to profit margins, can prevent unnecessary risks and help you make informed decisions. Are you paying close enough attention to the numbers that drive your business decisions?

Audio mixing and editing by www.verbell.ltd.

Jonas Olson, CEO of Pest Badger, joins Paul and Patrick to share his entrepreneurial journey from lawn care to pest control. When the pandemic shut down his lawn care services, he saw an opportunity to pivot into pest control—a more recession-proof and scalable industry. It was such a pivot that he rebranded from Lawn Badger to Pest Badger. His existing expertise in sales and marketing allowed him to quickly grow this new venture while maintaining both pest and lawn care services post-pandemic. How can you identify opportunities in times of crisis, and what factors should guide a strategic pivot?

Jonas highlights the importance of recognizing when to shift strategies in response to challenges. His success, he says, comes from focusing on core strengths, empowering his team, and fostering a strong company culture. By aligning his team's growth with the company’s goals, he’s created an environment that encourages retention and long-term expansion. Effective delegation and mentorship have been key to scaling his business sustainably. What is the role of leadership in empowering teams, and how can you foster a culture that supports both individual and company growth?

Franchising and partnerships have been part of Pest Badger’s growth strategy, but he underscores that these models require careful planning, strong legal frameworks, and strategic decision-making. Whether franchising is right for every business depends on a variety of factors, but his experience shows that leveraging mentorship, professional development, and strategic planning can pave the way for sustainable growth and success. What should leaders consider when evaluating franchising or partnership opportunities, and how can they ensure these models align with long-term goals?

Audio mixing and editing by www.verbell.ltd

Charlie Church, owner and president of Getem Services Termite and Pest Control, joins Patrick Baldwin and Nick Bartolo to share his journey of unexpectedly taking over his family's pest control business. Through this, he highlights his experience with perseverance, adaptability, and a self-starter mentality. Drawing from his background in wrestling, Charlie developed discipline and resilience—traits that have proven invaluable to the success of Getem Services. What steps can you take to improve your discipline to step up, learn, and evolve as a leader?

Charlie delves into the importance of early financial planning and investment, explaining how he began investing in real estate shortly after joining the family business. He emphasizes that diversifying assets—whether through real estate, stocks, or other means—builds long-term financial security. Early investments can lay the groundwork for future success in both business and personal wealth. How are you leveraging early financial strategies to build a foundation for lasting success and wealth growth?

Community engagement has always been central to Charlie’s values, and Getem Services exemplifies how a commitment to local causes can enhance both reputation and growth. When businesses invest in their communities, they foster stronger relationships, build brand loyalty, and amplify their societal impact. How can businesses strategically integrate community involvement into their core operations for sustainable success?

Audio mixing and editing by www.verbell.ltd.

Paul, Chase, and Fat Pat explore the intricate dynamics of company management, emphasizing the crucial role of understanding what employees value to build a high-performance culture. By recognizing individual needs and preferences, leaders can significantly boost employee satisfaction and engagement, ultimately benefiting the business. They highlight the importance of offering thoughtful, low-cost perks that enhance the perceived value of employment. Additionally, setting clear goals and tapping into what drives each employee is key to unlocking their full potential. How can leaders effectively identify and cater to the unique motivations of their team members?

The trio discusses the role of technology and automation in acquisitions. Through personal experiences, they share that integrating new systems often made certain roles redundant, underscoring the need to evaluate the cultural fit between companies during mergers. Chase explains how Go Forth handles newly acquired office and branch managers, highlighting the company's technology capabilities and organizational structure. Strategic planning and adaptability are crucial in the acquisition process, so what steps can businesses take to ensure smooth cultural integration when merging or acquiring companies?

Effective management hinges on striking a delicate balance between empathy and performance expectations. While understanding and meeting employee needs is important, overindulging in perks that don’t genuinely enhance their work experience can backfire. Perks like free lunches and other bonuses are appealing but should not come at the expense of maintaining high-performance standards. A successful management approach thoughtfully balances employee support with a focus on results, driving both satisfaction and strong business performance. How can companies find the right equilibrium between supporting their teams and upholding rigorous performance expectations?

Audio mixing and editing by www.verbell.ltd.