PMP Industry Insiders

Welcome to Insiders Rewind

This month, we are looking back to:

#293 - CEO to Exit: Hope Is Not An Exit Plan

#294 - From CEO to Exit: Build Value & Go to Market

#295 - Structure Before Scale: How Recon Is Building For Growth

#296 - The $3M Pest Company That Doesn't Make Any Money #

297 - Profitable But Broke: When the P&L Says 'Yes' But the Bank Says 'No'

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: https://www.pestpac.com/pmpindustryinsiders

Peer Groups: https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/

Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

We’d love to hear from you.

Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.

This week, Dan and Donnie discuss how a pest or lawn company's profits can be reflected in P&L statements while cash is tied up in accounts receivable, vehicle financing, and other balance sheet items. They cover key strategies for managing cash flow, including creating weekly forecasts, being disciplined about debt usage, and paying yourself from cash rather than profit. Finally, they explain that cash is the most critical metric and running out of it will put you out of business immediately.
Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders

This week, Dan and Donnie explain how two companies can have similar revenue but vastly different economic results. They discuss how pest and lawn owners often overlook inefficiencies while pursuing revenue targets. Additionally, they explore the most important KPIs for profitability and Donnie's recent experience implementing a price increase.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

This week, Austin and Bo Graham of Recon Pest Services share how they’ve grown their Nebraska-based pest control business from door-to-door sales into a company pursuing growth through organic expansion and acquisitions. They discuss how implementing EOS, defining clear ownership and leadership roles, and building accountability have helped them strengthen their culture, manage operations across state lines, and navigate the challenges of acquisition integration.

Guest: Austin Graham, CFO & Visionary & Bo Graham, Sales & Marketing Manager & Integrator, Recon Pest Services

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

In part 2 of 2 about Dan's new book, "From CEO to Exit: The Ultimate Payday for Pest and Lawn Care Operators," Dan and Donnie review how to build business value before an exit using the 4 Cs framework (human capital, structural capital, customer capital, and social capital). They also outline a systematic approach to exit planning involving discovery, preparation, and decision phases, and they delve into the challenges of the due diligence process.
Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Welcome to Insiders Rewind - Recapping September

This 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/

PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders

Peer Groups: https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Hosts:

Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/

Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Welcome to Insiders Rewind — Recapping August

This 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/

PestPac by WorkWave: https://www.pestpac.com/pmpindustryinsiders

Peer Groups:

https://www.pmpindustryinsider.com/peergroups

Insiders Conference:

https://www.pmpindustryinsider.com/conference

Hosts: Dan Gordon,

PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/

Donnie Shelton,

Triangle Home Services: https://trianglehomeservices.com/

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 Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Business Manager, Forshaw

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 preserve the value they've worked so hard to create.

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Welcome to Insiders Rewind — Recapping July

This 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: https://www.pestpac.com/pmpindustryinsiders

Peer Groups: https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

Hosts: Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/

Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

We’d love to hear from you. Drop a comment, leave a review on Apple Podcasts or Spotify, and connect with us on social media @PMPIndustryInsiders.

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 Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference

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 become increasingly important. Finally, Jean shares the latest guidance on independent contractor classification and an important warning about new I-9 enforcement standards.

Guest: Jean Seawright, HR Update: Noncompetes, Marijuana, Contractors & I-9s

Hosts:
Dan Gordon, PCO Bookkeepers & M&A Specialists: https://pcobookkeepers.com/
Donnie Shelton, Triangle Home Services: https://trianglehomeservices.com/

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: https://www.pestpac.com/pmpindustryinsiders
Peer Groups:
https://www.pmpindustryinsider.com/peergroups

Insiders Conference: https://www.pmpindustryinsider.com/conference