PMP Industry Insiders

17:35

Top Takeaways From September - Insiders Rewind

PMP Industry Insiders ·

2026/10/05

Welcome to Insiders Rewind - Recapping SeptemberThis month, we are looking back to: Ep. 285 - What's Really Driving the Pest Market? Ep. 286 - Building a Purpose-Driven Company Ep. 287 - The Multi-Million Dollar Question: Is Your Estate Plan Ready Ep. 288 - Is Your Inventory Costing You Money? A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/

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32:46

Episode 293: CEO to Exit: Hope Is Not An Exit Plan

PMP Industry Insiders ·

2026/10/01

In part 1 of 2 about Dan's new book, "From CEO to Exit: The Ultimate Payday for Pest and Lawn Care Operators," he and Donnie discuss key exit planning concepts, including three gaps to consider: the wealth gap (difference between needed income and current assets), the value gap (improving multiples), and the price gap (potential versus current sale value). They also talk about misconceptions around multiples and understanding adjusted EBITDA. Hosts: Dan Gordon, PCO Bookkeepers & M&A

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35:54

Episode 292: Second-Gen Journey: Building,...

PMP Industry Insiders ·

2026/09/24

This week, STL Pest Control GM Zach Isenmann talks to Dan and Donnie about his experience joining his father's company, the challenges and growth they faced, and the decision to partner with private equity firm Perennial Services Group. He explained the transition process, the benefits of additional support and resources, and the post-transaction status of the company's culture and operations. Guest: Zach Isenmann, General Manager, STL Pest Control Hosts: Dan Gordon, PCO Bookkeepers & M&A

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36:36

Episode 291: Lawn Care Marketing: What’s Working...

PMP Industry Insiders ·

2026/09/17

This episode features Liam Sunstrum, owner of Yard Dawgs in Western Canada, discussing his company's rapid growth and marketing strategies. Liam tells Dan and Donnie how his company tripled from 4,000 to 12,000 customers over the past year by expanding to five new markets and implementing an advanced tech stack—including HubSpot, Claude AI, and RealGreen—and he details his Facebook and SMS marketing efforts.Guest: Liam Sunstrum, Owner, Yard Dawgs Hosts: Dan Gordon, PCO Bookkeepers & M&A

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23:21

Episode 290: Getting Paid: Managing Commercial Pest...

PMP Industry Insiders ·

2026/09/10

In this episode of the PMP Industry Insiders Podcast, Dan and Donnie discuss how to avoid being an unpaid bank by managing commercial credit terms. Dan explains the cash flow challenges of commercial accounts receivable and the importance of calculating Days Sales Outstanding (DSO). They discussed strategies such as setting payment terms, using ACH or credit cards, and having a structured collection process.Hosts: Dan Gordon, PCO Bookkeepers & M&A

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15:50

Top Takeaways from August | Insiders Rewind

PMP Industry Insiders ·

2026/09/07

Welcome to Insiders Rewind — Recapping AugustThis month, we are looking back to: Ep. 285 - What's Really Driving the Pest Market? Ep. 286 - Building a Purpose-Driven Company Ep. 287 - The Multi-Million Dollar Question: Is Your Estate Plan Ready Ep. 288 - Is Your Inventory Costing You Money? A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/

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35:21

Episode 289: How to Build a Pest Company That AI...

PMP Industry Insiders ·

2026/09/03

This week, Donnie and Dan discuss how to build a company that AI recommends, revisiting a previous episode on the death of search engines. Donnie demonstrates how AI agents make recommendations based on clarity, discoverability, and evidence, emphasizing the importance of consistent and specific online information. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/ Donnie Shelton, Triangle Home

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35:31

Episode 288: Is Your Inventory Costing You Money?

PMP Industry Insiders ·

2026/08/27

This week on PMP Industry Insiders, Dan and Donnie welcome Finn Forshaw, Strategic Business Manager for Forshaw, to discuss inventory challenges for pest control operators and how to overcome them. Finn covers common pain points — cash being tied up in inventory, shrinkage and waste, and emergency buys due to stockouts — and inventory management strategies. He also explains Forshaw's ForeSight system, including its data visibility and forecasting capabilities.Guest: Finn Forshaw, Strategic

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35:22

Episode 287: The Multi-Million Dollar Question: Is...

PMP Industry Insiders ·

2026/08/20

In this episode, Dan and Donnie break down why estate planning matters for pest and lawn business owners. With successful pest control companies potentially valued at 10 to 14 times EBITDA, the business can create a significant estate—and significant tax and succession challenges. The conversation covers federal estate tax exemptions, gifting strategies, revocable and irrevocable trusts, asset protection, probate, and ways business owners can structure their estates to protect their families and

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39:07

Episode 286: Building a Purpose-Driven Company

PMP Industry Insiders ·

2026/08/13

This week, Dan and Donnie interview Dean Burnside, owner of Good News Pest Solutions, a faith-based pest control firm in Florida. They discuss Dean's journey to ownership, his decision to operate the business as a platform for ministry, how the company's values integrate into its culture, and the concepts, systems, and primary metric Good News Pest relies on to achieve its goals. Guest: Dean Burnside, President/Owner, Good News Pest Solutions Hosts: Dan Gordon, PCO Bookkeepers & M&A

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38:27

Episode 285: What's Really Driving the Pest Market?

PMP Industry Insiders ·

2026/08/06

This week, Dan and Donnie talk with analyst Tim Mulrooney about the current state and future prospects of the pest control industry. Tim shares insights about the long-term strength of the industry and near-term headwinds, such as weather, consumer behavior, and digital marketing costs. He also discusses the K-shaped economy and its potential effects on the industry. Guest: Tim Mulrooney, Group Head-Global Services, William Blair & Co. Hosts: Dan Gordon, PCO Bookkeepers & M&A

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18:53

Top Takeaways from July | Insiders Rewind

PMP Industry Insiders ·

2026/08/03

Welcome to Insiders Rewind — Recapping JulyThis month, we are looking back to: #281 - Is Complexity Killing Your Business #282 - HR Update: Noncompetes, Marijuana, Contractors & I-9s #283 - Why You Need a CD Playbook in Pest & Lawn #284 - The Death of Search Engine A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest: https://www.voiceforpest.com/podcast Forshaw: https://www.forshaw.com/ PestPac by WorkWave:

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38:13

Episode 284: The Death of Search Engines

PMP Industry Insiders ·

2026/07/30

In this episode, Donnie and Dan discuss how the traditional customer journey—web searching, reviewing multiple companies, and contacting businesses directly—is going away due to AI, comparing it to the shift from Yellow Pages to Google. Donnie also does a live demo of an AI agent researching and recommending local services, and he explains how business owners should respond to this shift in consumer behavior. Hosts: Dan Gordon, PCO Bookkeepers & M&A

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37:54

Episode 283: Why You Need a CX Playbook in Pest & Lawn

PMP Industry Insiders ·

2026/07/23

In this episode, Dan and Donnie welcome Margaret Garcia, founder and CEO of Grit PPO, to discuss why every growing company needs a Customer Experience (CX) playbook and actionable steps to create one. Margaret explains why customer service shouldn't rely on tribal knowledge or individual personalities. Successful companies create repeatable systems that ensure every customer receives the same high-quality experience.Guest: Margaret Garcia, Founder & CEO, Grit PPO Hosts: Dan Gordon, PCO

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44:53

Episode 282: HR Update: Noncompetes, Marijuana,...

PMP Industry Insiders ·

2026/07/16

In this episode, HR expert Jean Seawright joins Donnie Shelton and Dan Gordon to break down the biggest employment issues affecting pest control companies today. Jean explains what the FTC's recent action against Rollins means for non-compete agreements and why now is the time to review your employment contracts. She also covers the evolving workplace implications of medical marijuana, what employers need to know about reasonable accommodations, and why documenting impairment—not assumptions—has

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48:35

Episode 281: Is Complexity Killing Your Business

PMP Industry Insiders ·

2026/07/09

In this episode of the PMP Industry Insiders Podcast, Donnie and Dan tackle a challenge nearly every pest control and lawn care company faces: the slow creep of unnecessary complexity. From software overload and endless KPIs to outdated service offerings, bloated processes, and unnecessary meetings, they explore why business systems fail when execution breaks down and how pest and lawn companies can avoid this trap. Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists Donnie Shelton,

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13:17

Top Takeaways From June | Insiders Rewind

PMP Industry Insiders ·

2026/07/06

🎙️ Welcome to Insiders Rewind — Recapping June. This month, we are looking back to: Ep. 277 - What's happening with Rollins & What It Means for Pest Control M&A Ep. 278 - Gamifying Growth: Using Data to Help Your Team Perform Ep. 279 - The New Rules of Pest Control Growth with Jonas Olson Ep. 280 - Avoid These Hidden Risks in Pest Control A HUGE shout to our sponsors! Coalmarch: https://www.coalmarch.com/podcast PestSure: https://www.pestsure.com/ Voice for Pest:

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41:25

Episode 280: Avoid These Hidden Risks in Pest Control

PMP Industry Insiders ·

2026/06/25

This week, PestSure's Todd Burke & Kristina Phillips join Dan and Donnie to discuss risk exposures that pest control business owners may overlook. They cover cyber liability threats and real-world examples of breaches, employment practices liability insurance (EPLI) for wage and hour allegations and harassment claims, auto insurance complexities around company vehicles used for personal errands, and the importance of proper umbrella coverage given increasing claim costs. Guests: Todd Burke,

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36:50

Episode 279: The New Rules of Pest Control Growth...

PMP Industry Insiders ·

2026/06/18

This episode features Jonas Olson, co-founder of Pest Control Millionaires and CEO of Pest Badger, discussing his journey from starting a lawn care company in 2010 to getting into pest control in 2020 and scaling Pest Badger to nearly $20 million in annual revenue across 17 locations in just six years. He highlighted pivotal moments in his firm's growth — including the transition to door-to-door, his approach to AI, and how mindset and finding mentors are essential for business owners looking

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35:35

Episode 278: Gamifying Growth: Using Data to Help...

PMP Industry Insiders ·

2026/06/11

This week, Dan and Donnie welcome Adam Weber, co-founder and CEO of Driven, to discuss how data and employee engagement tools can help pest control companies improve performance. Adam shares his journey from pest company owner to developing Driven, an employee engagement platform that helps service professionals see real-time scorecards and performance metrics. They cover how Driven works, the importance of giving employees ownership of their performance data, and why pest companies should focus on

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