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PODCAST

The Boardroom Buzz: Grow, Sell, or Exit

The Boardroom Buzz

Boardroom Buzz is the straight-talk playbook for owners who built their service businesses from the crawlspace up and want to master the next move—whether that’s doubling down on growth or preparing for a life-changing exit. Hosted by Jason & Jeremy Julio—“The Blue-Collar Twins” who turned a service-truck start-up into a multimillion-dollar success—and mentored by veteran deal-maker Paul Giannamore, the show turns boardroom finance into stories you’d swap over a tailgate. Expect 40-minute

business management

All Episodes

01:19:57

Episode 17 — A Sell-Side M&A Discussion Puts Patrick...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/08/20

Paul and Patrick start the show by celebrating The Buzz’s #1 business podcast ranking in Seychelles. Episode 14 — Buy-Side: “The Opposite” tipped the scales with listener questions. Patrick thought the he could one-up Paul by blindsiding him with a question or two from the mailroom, but Paul rope-a-doped with an extended sell-side role play scenario. Sell-Side Sensei and M&A Master Paul Giannamore took Patrick to school. Patrick may have made a fool of himself (again), but he’s recovering

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02:02:37

Episode 16 — Socialized Pest Control and Intrastate...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/08/13

Brett Ponton is rolling out of rubber retail into the revolving ServiceMaster CEO seat. Does he check guest co-host and EPS M&A Director Andrew Barrow’s boxes, or will the Board be calling in their own retreat? Paul doesn’t always agree with return guest Jamie Clement, but Paul gives his ‘million percent’ ( 💯 ^ 💯 ^ 💯) approval of Jamie’s take on a company going public. Speaking of going public, COULD Patrick take his company public through an intrastate offering? Also, what’s more

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01:44:07

Episode 15 — Tim Mulrooney, Rockstar Analyst of Pest...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/08/06

Asset managers, hedge funds and private equity firms, collectively managing almost $1 trillion, call on Tim Mulrooney for his investment advice. As William Blair’s service analyst, he covers 20 stocks, but spends more than 50% of his time focusing on the pest control and three key players, Rollins, ServiceMaster and Ecolab. Tim and Paul have debated valuation, asset price inflation, industry growth and fundamentals for years, but today he joins Paul and Patrick on The Buzz. When Tim isn’t

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01:12:28

Episode 14 — Buy-Side: “The Opposite”

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/30

For nine years, Patrick has asked Paul about buy-side M&A in order to grow his Texas-based pest control firm. While Patrick knows that Paul’s true love is sell-side advisory, he also knows that Paul used to work for one of the largest buyout shops in the world and has advised publicly-traded companies on setting up their M&A departments and buy-side M&A processes – such as valuation modeling and negotiation strategy. But Patrick is extremely persistent… Patrick: Paul, what about

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00:41:53

Bonus Buzz — Jamie Clement and Andrew Barrows Debate...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/28

Industry colleague Andrew Barrows, head of M&A at Environmental Pest Service, joins The Buzz this week as guest co-host to interview equity research analyst Jamie Clement. When Andrew listened to Episode 6, he contacted Paul and Patrick and said that he wished he had been in the room with them to talk shop with Jamie. This week, his wish was granted. He was brought on The Buzz for a lively discussion with Paul, Patrick and Jamie. Patrick and Paul decided to make the first half of the

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01:21:13

Episode 13 — Incentive Structures, Opportunity Costs,...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/23

In this Episode, Patrick and Paul discuss Terminix Commercial pulling millions of dollars in Copesan accounts from Copesan partners and affiliates, Potomac's Nomor transaction being nominated for European Transaction of the Year in the Nordic Region, three kinds of benchmarking (internal, competitive and world class), the subjective nature of value and its impact on incentive structures.... and also a rogue, naked technician with a pool cue in his behind. The Boardroom Buzz was recently added

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01:19:19

Episode 12 — A Conversation with Transaction Attorney...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/16

Attorney Mike Stanczyk has advised on over a dozen transactions in the pest control industry, many of them with Potomac. Paul and Patrick along with Mike, discuss the expertise that a specialist attorney brings to the table when the stakes are high. Mike’s practice focuses on transactional law issues, including mergers and acquisitions, buying partners in and out of operating entities, executive compensation, intellectual property, contracts, and compliance issues. Mike's firm also provides

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00:38:33

Episode 11 — Thinking About Your Business as an...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/09

Paul and Patrick respond to two PCT Top 100 listener questions with a previously glossed-over term from Episode 3, proximate objectives. By the way, what are proximate objectives? Don’t worry, Patrick asks for you. The strategic acquirers are doing some thing(s) right, depending on the company, the point-of-view, and apparently what today’s date is. Does it matter? We drop a few names such as Rentokil’s Andy Ransom and Certus CEO (and Episode 7 guest), Mike Givlin. Topics include : Aligning

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02:10:29

Episode 10 — Killingsworth: From a Trailer to #37 on...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/07/02

Mike Rogers started Killingsworth Environmental of Charlotte in a double-wide trailer. Who could have imagined that a high school-educated Rogers, would end up turning his street smart salesmanship into a multi-faceted multi-million dollar conglomerate? Mike took the leap and bought out the owners when Killingsworth was at $5 million in revenue. Within a decade, he grew the business to almost $24 million in revenue, 182 employees, 156 vehicles and 11 service centers – including a 38,000 square

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01:05:14

Episode 9 — Fifty Shades of Gray and McKay: Is...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/06/25

Patrick and Paul’s longtime friends Lenny Gray (author of Door-to-Door Millionaire) and McKay Bodily (author of some emails and a birthday card) – partners at Rove Pest Control -- sit down to a surprising discussion on door-to-door trends over the last quarter century. What do these businesses sell for? What is the future of door-to-door sales in pest control? While Paul hates door-to-door sales, he loves enriching his clients and continues to advise on more door-to-door transactions ($250m+)

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00:54:24

Episode 8 — Why You Shouldn’t Really Care What...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/06/18

In this episode, Paul and Patrick answer listeners’ questions and discuss topics that were raised in previous episodes with Tony Sfreddo, Mike Givlin and Jamie Clement. Topics include: Understanding what drives acquirers to make acquisitions and how value is created by a business combination. Making the hard decision to say “no” to too many disparate service offerings. The advantages of decoupling service from billing. What do acquirers look for in acquisition targets and why you shouldn’t

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00:55:05

Episode 7 — Certus CEO Mike Givlin on Building a...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/06/11

When he’s not making maple syrup snow candy, sipping barely-drinkable coffee at Tim Horton’s, or waiting in a long line at Health Canada for his flu shot, Mike Givlin, CEO of Certus, is building the next US national pest control firm. In this episode, Paul Giannamore and Patrick Baldwin find out what it’s really like to raise private equity funding to build a business. In this interview, Mike holds nothing back, discussing his career trajectory and how he and his team are striving to put people

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01:27:51

Episode 6 — A Rare, First-of-its-Kind Conversation...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/06/04

Jamie Clement has worked on Wall Street for investment banking and research institutions for over two decades, providing actionable insight to hedge funds and institutional investors on pest control and other industries. He is an important part of Paul’s inner circle and one of his go-to guys for insight on pest control and other industries. For many years, the two have debated valuation, value creation and M&A in the pest control industry privately, and today you’ll listen in on one of

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01:33:18

Episode 5 — The King of Route Density and PCT Top 100...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/05/28

The Boardroom Buzz kicks off a new segment, Step Into the Boardroom, with former CEO of Triple S Services, Tony Sfreddo. Prior to selling Triple S to Anticimex, Tony and his brother Phil built the business into a commercial powerhouse in the Washington, DC metro area generating $267,000 in revenue per technician per year. Servicing accounts such as the Pentagon, the CIA, and the US Supreme Court, Triple S reached number #68 on the PCT Top 100 list prior to the sale. In this hard-hitting

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00:47:22

Episode 4 — Extortion at the Closing, Stay Bonuses,...

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/05/21

Paul and Patrick discuss the importance of stay bonuses, and how one management team tried to extort $1 million from a seller at the closing of the sale of his pest control business. We also learn about what happened to the family of a seller who died of a heart attack the day before the sale of his business. Patrick and Paul also talk about the closing of Project Warrior with Certus last week and how activist hedge fund, Third Point, has acquired a 3.1 million share stake in ServiceMaster

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00:51:43

Episode 3 — Valuations, Benchmarking, and KPIs

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/05/15

Paul Giannamore and Patrick Baldwin respond to "What makes a firm more valuable?" question submitted from the AFTERMATH presentation. They also take a step back into how they first met eight years ago when Patrick called on Paul to do a valuation (appraisal) for his pest control business.

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00:26:46

Episode 2 — COVID-19 effects on Pest Control Investments

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/05/07

Paul Giannamore and Patrick Baldwin discuss where money will end up after the COVID-19 pandemic. How will essential service businesses look for investors in the long-run? Pest control is an essential business. Will investors shift their portfolios to 'de-risked' industries because of Covid-19? How will the pandemic affect future pest control acquisitions? Will this shift valuations on residential vs commercial segments? Will the DOW return to its pre-COVID-19 high?

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00:25:01

Episode 1 — Deals, Contingencies, and Gotchas

The Boardroom Buzz: Grow, Sell, or Exit ·

2020/04/30

Paul Giannamore and Patrick Baldwin chat about how pest control transactions are structured differently. What happens after the sale... after Paul's first pest control deal in 2003, what happened after the close? Patrick and Paul also talk about "taking a lump sum in a duffle bag and the proper way to 'make it rain' when you're at an underground Romanian rave".

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