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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

00:44:27

Episode 144 — Holding Managers Accountable for...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/09/07

You expect your managers to make well-informed decisions to benefit your company, but do they have a good grasp of financial concepts? It's important to question whether they truly understand the impact of their choices on your company's finances. Have you assigned specific responsibilities for parts of your Profit and Loss (P&L) statement, and do you assess their performance based on these financial figures? Team meetings and one-on-one sessions serve as essential tools for keeping

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01:13:51

Episode 143 — Nick Bartolo: Not Your Typical Wealth...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/08/31

Definitely qualified (CFA, CPA, MBA) and without the typical cookie cutter approach, Nick Bartolo of Essential Partners, steps into The Boardroom to chat through the world of wealth management. More than just diversifying assets and ensuring performance, Nick introduces a unique framework to grow and protect one's wealth. With ever-changing economic conditions, what thoughts (and emotions) come to mind as you think about your financial future? Speaking of emotions, wealth advisors are not only

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00:53:28

Episode 142 — The High-Stakes Home Game: Consumer...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/08/24

More customers are pushing back on price hikes while new demand softens. Increased credit card defaults and car foreclosures further the evidence on consumers’ financial struggles. Have you seen the same trends in your business? The pest control sector has observed declining customer loyalty, probably due to higher prices and tightened budgets. Yet, there's a promising opportunity for companies specializing in termite baiting, as they could gain profits given the consistent demand for such

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01:55:13

Episode 141 — More Than a Lawn Care Millionaire with...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/08/17

Lawn Care Millionaire Jonathan Pototschnik gets candid about difficult decisions and focus on his way into, during, and out of Service Autopilot. How did pre-Fat Pat’s Pest Fat Pat find himself on the lawn-centric SA platform many moons ago? From multi-state janitorial to healthcare software to Dallas metro-based lawn and pest business to ServiceAutopilot, hear where pain finds its place in business. Jonathan goes into detail on the dynamics of private equity through his exit, and how a

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01:25:10

Episode 140 — Food Safety and Pest Control Intersect...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/08/10

Step on into The Boardroom to hear from PSSI’s VP of Strategic Development, Paul Lambert. As a leading food safety company, PSSI is responsible for opening more than half of the food production plants in the US every morning. From labor to chemistry to software to consulting, hear how PSSI found its way into pest control. Their strategic approach involves not just expanding customer numbers but enhancing service capabilities. Do you offer a guarantee as strong as PSSI’s? Safety plays no small

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00:34:05

Episode 139 — Buy Versus Build and Preparing for a...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/08/03

Recession is baked into your cake, Fat Pat. Learn from others’ mistakes. You’ll hear what tax wedge distortions caused owners to do back in ’08-’09. Looking across the service industry, which dynamics and sensitivities will help businesses weather a recession? Step into The Boardroom as Uncle Paul and Fat Pat take on more listener questions, such as where do one-time services fit into the mix, if at all? In regards to valuing a business, following EBITDA, what else is important? What’s not on

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01:25:46

Episode 138 — Brian Peters: From Franchise Support to...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/07/27

From coach to owner and back again, Brian Peters is not the typical CEO. How did Brian go from supporting franchisees at The Dwyer Group (now Neighborly) to spinning-off his residential-exclusive Evergreen Heating & Air? From turning away predictable revenue to insights on the world of franchising, you’ll hear tough decisions Brian has made on the road to optimizing his HVAC business. As a self-professing non-tradesperson, tune-in to see why Brian and his wife viewing themselves as their

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00:48:45

Episode 137 — Scaling for an Exit and Leveraging...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/07/20

Is there a safe answer to the oft-asked but rarely-known “what’s my business worth?” From scaling to an exit strategy to the intricacies of valuation multiples, Paul and Seth tackle a range of listener questions. They even drill down on scaling a million dollar business towards the biggest possible exit. Seth shares his personal thesis with Paul about valuation, but it’s not what you think. What could it be? What about monetizing consumer data, and using big data for marketing campaigns,

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00:50:55

Episode 136 — Private Equity’s Impact: Dynamics,...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/07/13

The pest control industry has seen an influx of private equity firms, leading to increased competition and often outbidding strategics. How might this heightened competition impact the market dynamics and strategies of the few remaining strategics in the industry? How might this change in dynamics affect the overall industry and the opportunities available to sellers? And on an individual level, how does a deal with private equity impact a seller’s considerations and the process to exit? Also,

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00:36:08

Episode 135 — The Salesperson Spectrum: Technicians...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/06/29

While together at TPCA’s Pest Expo, Patrick and Seth dive into technicians as salespeople. In the service industry, it’s assumed and expected for techs to sell, right? The two chat through sales, from (pure) selling to upselling, and even having salespeople perform initial services. And what about selling service over the phone? Maybe it’s a question of efficiency, or it may just come down to necessity. Just like not saying sorry, are these universal guidelines? Put technicians aside for a

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00:45:05

Episode 134 — The Pain and Possibilities of Paying in...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/06/22

Do you pay your salespeople in perpetuity? Peel back the layers to expose the hidden dangers of perpetual payouts. Irregardless of what an acquirer wants, it’s time to take another look at your sales comp plan. The partnering-with-pest-control question continues. In this case, The Boardroom takes another stab at the home inspection question from Episode 131. Do the same rules regarding perpetuity pay for salespeople apply to paying joint venture partners? And should it (and you) stay or

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01:18:44

Episode 133 — Cash is King and It Grows On Trees with...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/06/15

Step on in to hear Carroll Fitzgerald's inspiring journey from a bank examiner to a successful entrepreneur in the landscaping industry. How did his banking background contribute to his thriving side hustle of mowing foreclosed lawns? As time went on, Fitzgerald's portfolio expanded to include landscape, tree care, and irrigation services. Carroll shares insights into the profit margins of these divisions and how they complement each other in his business. Moreover, what did Carroll avoid when

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00:39:47

Episode 132 — Performance-Driven Data and Fat Pat...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/06/08

Paul invites Patrick and Seth to discuss FRAXN. Yes, you’ll hear a lot of “Buzz” words, but with Fat Pat as a Co-Founder, what else would you expect? Patrick and Seth have built not only a management tool but also a great team at FRAXN. With FRAXN, pest control owners gain insights into their business and identify areas for improvement. Register for The Moneyball Series at fraxn.com/events Audio Mixing and Editing by www.verbell.ltd

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00:49:36

Episode 131 — Don’t Say Sorry?

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/06/01

Seth Garber steps into The Boardroom while Paul is away. This time to tackle controlling a phone conversation. Sorry. Say what? From upset customers to prospects, does saying “I’m sorry” convey responsibility? Is Peacemaker Patrick alone here? Is the customer always right? Do your CSR’s go through 9-degrees of training? It sounds like it’s the perfect opportunity to role play with none other than Fat Pat’s Pest. Changing course here, what’s the interplay between pest control and the home

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01:17:29

Episode 130 — AdVance Your Leadership with Garland...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/05/18

Garland Vance has a PhD in leadership. Literally. Garland has helped industry-giant Rollins build and develop their leadership pipeline. Keynote speaker, entrepreneur, and author of Gettin’ (un)Busy, Garland can now add The Boardroom Buzz guest to his resumé 😉. Hear how Fat Pat met Garland at Arizona Pest Professional Organization’s (AzPPO) Great Western Conference. It goes without saying - leadership isn’t easy - but is there such a thing as a born leader? From clarity to consistency,

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00:41:11

Episode 129 — Better Call Paul: More Listener Questions

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/05/11

You don’t want to miss this round of listener-submitted questions, including Andy Sanefski’s question on past and future consolidation trends. Is there such a thing as too high revenue per technician?In 2021, everything must go, but what about now?When to increase pricing, and how much? And should I communicate the price increase? Paul has a secret trip planned. Don’t get FOMO like Patrick. Subscribe to Potomac TV today. Audio Mixing and Editing by www.verbell.ltd

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00:49:48

Episode 128 — Preventing Partnership Problems

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/05/04

This one’s for the partners out there. Before pressing play, ask yourself if there’s a common theme behind partnership problems. How do you prevent blowing up friendships over the course of building a business together? Know your role. Tune in to hear about the importance of distinguishing between shareholder vs employee roles. Partners, how did you decide compensation, equity, and strategy decisions? How do you stay on the same page? What about a tiebreaker? Maybe you don’t already have a

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00:41:59

Episode 127 — The Mixed Bag of Questions One

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/04/27

Let’s keep this short and sweet. Paul and Patrick answer six listener questions. So the 6th listener to email thebuzz@potomaccompany.com with the Subject Line “I actually read this” will get a gift. Audio Mixing and Editing by www.verbell.ltd

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00:54:51

Episode 126 — From Pest Pro to Plumbing Proprietor...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/04/20

He’s made his way up the ranks in the pest industry but David Johnson finds himself falling into plumbing of all places. Buy a commercial plumbing company in 2020 without any experience? It’s a great idea, they said. Now the proud owner of Atlanta-based Citywide Plumbing, David shares his life lessons on leadership, sales, taking risks and more in this Boardroom chat. David takes us back to his pre-pest days in retail and his moving & shaking days of commercial pest control sales in

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01:09:45

Episode 125 — Commercial Broker to Janitor-in-Charge...

The Boardroom Buzz: Grow, Sell, or Exit ·

2023/04/06

Of all people, how did Patrick’s college friend Ryan Bishop get swept into the cleaning business? Ryan leads DTK Facility Services’s over 1,600 employees across 190 counties. Similarities between pest control and janitorial cleaning? Step into The Boardroom to find out. Clean. Setup. Repeat. Ryan breaks down the complacency breakdown in this repetitive industry. Salesperson at heart, Ryan shares his project-based entry methods and balancing sales with the operations-side of the

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231 results

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