The Boardroom Buzz: Grow, Sell, or Exit
The Boardroom Buzz is a podcast for owners of service businesses who want to master growth or prepare for an exit. Hosted by Jason and Jeremy Julio, the 'Blue-Collar Twins,' along with deal-maker Paul Giannamore, the show offers deep dives into real transactions and valuation levers. Each episode provides gritty war stories and step-by-step tactics for owners eyeing the $5M–$100M revenue range. New episodes drop every Thursday, presented by Potomac M&A.
Episodes
Why Avoiding Debt Made Byron Barnes the Youngest Millionaire Pest Control CEO
Explore Byron's inspiring story of taking over his family's pest control business at 22, navigating debt, and growing it to a $5 million company through innovative micro acquisitions, branding, and community-focused culture. Discover his insights on leadership, managing growth, and using modern tools like AI to enhance customer service.
In this episode:
Byron shares how he took over his fam
How Asking 'Why Not?' Transformed My Business and Can Change Yours Too
Most pest control companies get stuck doing the same thing day after day. Tim Whitt, a 40-year veteran in the industry, reveals how a mindset shift, similar to fighting insect behavior, can elevate your business to the next level. From humble beginnings as a termite helper to building a multimillion-dollar franchise, Tim shares the exact strategies that turned small-town pest control into a s
The Truth About Building a Relational Business in a Transactional World
Jeremy and Jason Julio host The Boardroom Buzz with guest David DeStefano of Digital Building Consultants, who shares his upbringing in Detroit and Kentucky roots, early entrepreneurial moments, and lessons from union commercial roofing in New York City. He describes starting a residential roofing business in college, how wrestling taught self-reflection and persistence, and how faith shifted
How a 100-Year Family Business Evolved Through Generations of Challenges
On The Boardroom Buzz, the Blue Collar Twins interview Ralph Citarella Jr., president of Bayonne Exterminating, about the company’s 100-year history and his path into the family business. He explains the firm was founded in 1926 by Harry Albert and purchased by his grandfather on May 1, 1945 after World War II, then grown by Ralph’s parents through added employees and involvement in the New J
The Surprising Shift from Commercial Dominance to Residential Profitability
Carmen Reno of Anchor Pest Control (East Brunswick, NJ) joins Boardroom Buzz to share how he bought a one-person, $130K business in 2005 after leaving IT for hedge funds, then grew it to $8.5M last year with a goal of $11M. He discusses evolving from a commercial-heavy model (multifamily and former restaurant work) toward more residential and wildlife services due to cash-flow delays in comme
How Failure Fueled Allan Draper's Multi-Million Dollar Success in Pest Control
Allan Draper shares how he entered pest control through his brother Brent’s door-to-door success, their failed early attempt to launch Freedom Pest Control, and Allan’s detour through banking and law school before quitting his legal job to cofound Proof in 2014–2015. He explains why they chose Detroit, how door-to-door jumpstarted early revenue, and how they bootstrapped with $100K while rein
From Big Ponds to Big Leaps: Eric Triplett's Story of Innovation and Tenacity
Jeremy and Jason Julio interview Eric Triplett (“The Pond Digger”) about building and scaling a Southern California pond and aquatic business, surviving stage-four HPV-related tonsil cancer diagnosed in 2015, and the leadership lessons that followed. Triplett recounts noticing a swollen tonsil, facing seven surgeries over roughly three years, and temporarily shutting down his stressful constr
From Door to Door to Industry Leader: Chad Louk's Pest Control Journey
On The Boardroom Buzz, the Blue Collar Twins interview Chad Louk, founder of Prodigy Pest Control Solutions in Sarasota, Florida, about building a fast-growing, year-round pest control company and a separate Prodigy Marketing arm. Chad shares his start in door-to-door sales in 2015, launching and exiting an initial Naples partnership, then starting Prodigy with $7,000 and a used truck; he now
Inside The Freight: Craig McGraw on Navigating the Heavy Transport Industry
In this episode of The Boardroom Buzz, Jeremy and Jason Julio interview Craig McGraw, Vice President of Trans American Trucking and Warehouse, a New Jersey-based family business founded in 1976 that specializes in logistics, warehousing, and heavy/oversize freight transport. McGraw explains how the company evolved from port container work into moving massive machinery—up to 300,000 pounds on
Building Legacy: Kevin Reif on Growing a Pest Control Brand Organically
Building a Legacy Pest Control Brand in Charleston with Kevin Reif
Jeremy and Jason Julio (the Blue Collar Twins) host The Boardroom Buzz with guest Kevin Reif, owner of Reif Environmental, discussing his path from door-to-door pest control sales across multiple states to launching his own company in Charleston, South Carolina. Kevin shares how Reif Environmental has grown organically to rou
Harnessing AI for Business Growth: Insights from Mat Rogers
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Mat Rogers, the COO at Lizard Marketing.
Join us to learn about Mat's career evolution from pest control to marketing. The impact of AI and digital tools on business growth and the strategies for branding and online presence in the service industry.
You’ll learn:
From Pest Control to Digital MarketingNavigating the
EP233 – From Lawn Care to $100M Pest Control Empire: Jonas Olson's Journey
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Jonas Olson, the founder and CEO of Pest Badger in Wisconsin and Michigan.
Join us as Jonas shares his inspiring journey from lawn care to building a multi-million dollar pest control empire. Discover his strategies for scaling, marketing, team building, and the importance of relentless execution in business growth.
EP232 – From One-Man Van To National Player: Gary Journeaux On Building Australia’s Largest Independent Pest Company
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Gary Journeaux, founder of Competitive Pest Services (CPS) – the largest independent, 100% Australian‑owned pest company with national coverage and a 200% money‑back guarantee.
Gary bought a tiny one‑man pest business at 24, with zero experience on the tools, and grew it into a 200‑person operation with teams across A
EP231 – Door-to-Door Millionaire: Lenny Gray On Building In‑House Sales Engines That Actually Stick
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Lenny Gray, the guy other Utah killers call “the godfather of door-to-door.”
Lenny started as an Orkin rep in the late 90s, built his own pest company from two dudes and a truck into the largest residential player in Utah, and went on to three separate exits across multiple branches. Today, he runs D2D Millionaire,
EP230: From Zero To 3,000 Reviews In 3 Years – How Ruva Blends Door-to-Door & Digital In The Northeast
In this episode of The Boardroom Buzz, the Blue Collar Twins sit down with Trevor Sharp and Scott Sandberg from Ruva Pest Control, the Utah door-to-door guys who packed up, moved to Connecticut, and built a high-retention pest brand from scratch.
In just three years, Ruva has stacked close to 3,000 five-star Google reviews, blended aggressive door-to-door with disciplined digital, and built
Episode 229 — The '96 Bulls of Pest Control: Chase Goodeill on Partners, Growth, and Grit
What does it take to build a pest control company that wins—year after year—without relying on outside investors to do the heavy lifting? According to Chase Goodeill, it starts with the right people around you. This week, the Blue Collar Twins sit down with the owner of Pest Control Consultants to unpack why he and his partners joke they’re the “’96 Bulls”—a tight, competitive crew with compl
Episode 228 — Discipline Over Flash: How Michael Garvey Built Coastal Fertilization While Wearing a Badge
Michael Garvey isn’t a full-time entrepreneur — he’s a full-time New Jersey state trooper who built a serious lawn fertilization and weed control business on his days off. The Blue Collar Twins sit down with the founder of Coastal Fertilization to unpack how discipline, structure, and smart partnerships turned a side hustle into a tightly run operation serving nearly 900 customers.
Starting
Episode 227 — The Business of Looking Sharp: Inside Brian Hatfield’s ByDesign Standard
Landscaping has long carried a rough-and-ready reputation — trucks with branches sticking out, stained shirts, and crews that “get the job done” but don’t always look the part. Brian Hatfield set out to rewrite that story.
The Blue Collar Twins, Jason and Jeremy Julio, sit down with the President of ByDesign Landscapes to unpack how he built a brand where clean fleets, crisp uniforms, and el
Episode 226 — From Gang Life to Growth Mindset: How Michael Keith Built Cal Coast Pest Management
Most people in pest control don’t start their story in county jail — but Michael Keith did. The Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Cal Coast Pest Management to hear how he went from a violent upbringing in South San Diego to building one of the most respected pest companies in the region.
After doing time at 18 and cutting ties with his past, Michael bo
Teach, Build, Exit: The Unexpected Journey of Dan Peltz and Shift New Jersey
From history teacher to CEO, Dan Peltz never planned on becoming an entrepreneur — but when he saw a gap in how young adults with special needs were supported after graduation, he built something extraordinary.
This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the founder of Shift New Jersey to uncover how a simple idea turned into a statewide service helping thousands
Windows, Washers, and What Matters Most: How Freddie Hodge Built Clearview’s $2.6M Climb
What starts with a $400 window job in college turns into a 21-year power washing powerhouse. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Freddie Hodge, founder of Clearview, to unpack how a family business built on hustle, humility, and heart became one of New Jersey’s most respected exterior cleaning brands.
From cleaning windows with his dad on weekends to runni
Say Yes and Figure It Out: How Jay Vigilante Turned Frozen Yogurt and Fitness into Freedom
What do a CrossFit gym, a frozen yogurt shop, and an ice cream parlor have in common? Jay Vigilante. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with the serial entrepreneur who proves that saying “yes” and figuring it out later can build a life most people only dream about.
From overcoming addiction in his early twenties to owning three thriving businesses on the Jers
$400, One Truck, and a Tune: How Jason Stenseth Built a Brand That Sticks
When most people hear “ROX Rocks Heating and Air,” they don’t just remember the tune — they remember the brand. This week, the Blue Collar Twins, Jason and Jeremy Julio, sit down with Jason Stenseth, President of Prime Home Services Group, to unpack how $400, a beat-up truck, and a $60 jingle grew into a thriving portfolio of home-service brands.
From working in his father’s HVAC shop at age
Mazza Recycling: From Family Scrap Yard to State-of-the-Art MRF—Dominic “DJ” Mazza’s Playbook
Dominic “DJ” Mazza walks through how a third-generation New Jersey scrap and demo outfit became one of the region’s most diversified recycling platforms—spanning transfer stations, a single-stream MRF, mulch & bagging, roll-off and commercial collection, scrap, concrete, and more. The Blue-Collar Twins dig into capital intensity, acquisitions (Liberty/Bull), building a professional manage
Ports, Trucks & Time: Arturo Lewin on Building Alliance Worldwide Logistics in Intermodal Drayage
Founder Arturo Lewin unpacks the drayage grind behind U.S. imports—how Alliance Worldwide Logistics Corp grew from a two-truck hustle into a reliable intermodal carrier by obsessing over turn times, chassis and free-time clocks. The Blue-Collar Twins dig into pricing discipline (detention/demurrage/accessorials), owner-operator recruiting, port/rail expansion, and the culture/tech stack that
Skye LaJaunie: Purpose-Driven Leadership, EOS Discipline, and Building Eagles Nest Peer Groups
Skye LaJaunie joins the Blue-Collar Twins to unpack how she moved from salon owner to visionary at LaJaunie’s Pest Control, why EOS transformed her leadership, and how the Eagles Nest peer groups are forging courageous, accountable operators. From door-knocking with her family to doubling goals and navigating the next wave of regulation and tech, Skye lays out a clear, people-first path to sc
Josh Fleenor: Whatever It Takes—Building Pest Pros, Owning Multifamily, and Leading with Heart
From a wrong-number job interview to running two Bay Area branches and finally launching his own shop, Josh Fleenor lays out how Pest Pros grew from two trucks to a regional force—anchored in multifamily, a “whatever it takes (the right way)” culture, and promoting leaders early so the company can scale without breaking. You’ll hear the origin story, the first-year sprint to $747k, the blue-o
QB54: From Backyard Prototype to Big-Box Shelves — Mike Silva’s Playbook for Building a Tailgate Phenomenon
Part inventor, part hustler, part one-man media team—Mike Silva turned a Thanksgiving garbage-can game into QB54: a dual-purpose football game you play (then sit in). The Blue-Collar Twins dig into how he went from beach-day preorders to manufacturing at scale, survived COVID freight shocks, landed in 200 Dick’s Sporting Goods stores, and kept his family in the ride the whole way.
You’ll hea
Byron Gifford: Door-to-Door Grit, Cashflow at Scale, and Building Teams That Don’t Break
The Blue-Collar Twins sit down with Byron Gifford—the “godfather of door-to-door”—to unpack his ground-zero start in summer sales, the Evergreen chapters (launch, rapid expansion, strategic exits), and the operating cadence that lets his team add tens of thousands of accounts without melting down. It’s a masterclass in self-financing hypergrowth, centralizing ops, and developing leaders who c
Pest Pros, Peer Groups & People-First Growth: Maria Sorrentino’s Playbook
Maria Sorrentino started as a tech while studying social work and went on to build Pest Pros in Kalamazoo—plus Hive Nine and the “Lead People Manage Stuff” workshops. The Blue-Collar Twins dig into how she hires, pays, and develops people, why peer groups changed her trajectory, and the faith-driven mission that keeps her scaling without losing the heart of the business. It’s a field-tested b
Letters, Letting Go & “What’s Next”: Alina Stevens on Selling All Pro Pest Without Losing the Team
For three decades, Alina Stevens’ family business got “we want to buy you” letters almost daily—then in 2024, she finally said yes. In this candid conversation, Alina walks the Blue-Collar Twins through scaling All Pro Pest from ~25 to ~50 employees, choosing a buyer who kept the team (only one person left), and the emotional gear-shift from making every decision to consulting while the new o
Hustle → Habit: Sam Gembel’s Blueprint for Turning Atlas Outdoor into Michigan’s Culture-First Landscape Machine
Flint-born mower jockey Sam Gembel went from nights-and-weekends side hustle to founding Atlas Outdoor—a 110-person, two-branch landscape + snow powerhouse now adding a million in revenue each year. In his first Boardroom Buzz appearance, Sam sits down with the Blue-Collar Twins to unpack:
Grass-Cutting Genesis – quitting high school, banging stripes, and learning his real job was “making cr
From Pig-Farm Grit to Eagles’ Sidelines: Bill Hoffman’s 35-Year Journey Building Hoffman's Exterminating into a Top-100 Pest Firm
What began as a $4-an-hour summer gig at Western Pest has grown into Hoffman’s Exterminating, a six-branch powerhouse ranked among PCT’s Top 100—and CEO Bill Hoffman is still at the helm. Certified as an entomologist and PCQI, Bill joins the Blue-Collar Twins to unpack how pig-farm discipline, union-shop lessons, and a “coach-not-tech” mindset fueled steady, one-to-three-hires-per-year growth
Systems Save the Day: David Mulcahy on Scaling O’Deer, Launching Ghost Scoopers & Leading Through Crisis
When a life-threatening brain injury sidelined his five-year-old son, David Mulcahy discovered whether the playbook he’d written for O’Deer South Shore & Cape Cod (natural deer, tick & mosquito control) could truly run without him. Spoiler: it did—and the EOS-driven machine now powers 26 spray rigs, year-round revenue and a fast-growing spinoff called Ghost Scoopers. David joins the B
The Rebuild Mindset: Brandon Kraupp on Turning Setbacks into a Multi-State Service Machine
After losing his first fortune to a Ponzi scheme in his late twenties, Brandon Kraupp didn’t lick his wounds—he grabbed a clipboard. Today, his Utah-based Romex Pest Control spans four states, fields nearly two hundred teammates, and runs on an EOS-powered culture that blends door-knock grit with relentless data-tracking. Brandon sits down with the Blue-Collar Twins to share how maxed-out 0 %
The Beehive Blueprint: Jason Carpenter’s 3,000-Page SOP, Million-Door Data Engine & Golf-Course Deal Flow
From mortgaging his house for a used “bug truck” to commanding Ohio’s slickest 10,000-sq-ft “Beehive” HQ, Jason Carpenter has turned Environmental Pest Management into the Midwest’s apartment-pest juggernaut—servicing 1 million+ units with a patented data platform (“Pest Genius”) and a 3,000-page digital playbook that lets the business run while he’s on the back nine. Sit in with the Blue-Col
Scaling Spidexx: Coleman Spaulding’s Door-Knock Grit, Nine Acquisitions & the Next Chapter After Proactive
Coleman Spaulding cut his teeth knocking doors for Safeguard in 2005, parlayed that experience into Proactive Pest Management in suburban Chicago, and—after a decade of steady growth—launched Spidexx Pest Control in 2016 with a bigger vision: blend door-to-door horsepower, bolt-on buys, and EOS culture to build a multistate platform. Fresh off selling Proactive this spring, Coleman joins the
From High-School Dropout to $12 M Pest-Control Powerhouse: Jared LaJaunie’s 18-Year Climb on the Gulf Coast
Louisiana native Jared LaJaunie went from quitting school at 17 to leading 65-plus employees, 72 trucks, and four branches of LaJaunie’s Pest Control—now tracking $12 million in annual revenue. In this candid sit-down with the Blue-Collar Twins, Jared breaks down the sales grit he learned at Orkin, the mindset shift that doubled his vision, and the family-run EOS machine that keeps it all hum
In PS3 We Trust: Paul Sansone Jr. on Sub-Prime Innovation, TikTok Car Sales & the 100-Year Dealer Legacy
Third-generation dealer Paul “PS3” Sansone III joins the Blue-Collar Twins to share how Sansone Jr’s Auto Group balances 67 years of family tradition with social-media hustle, deep-subprime financing, and a brand-new Keyport Kia store. From rent-to-own experiments that became New Jersey Auto Lending to “Motivational Mondays” that fire up 25 salespeople, Paul explains the systems—and the minds
Building Axel: Sean DeDeyn’s Path from D-1 Wrestling to a Staffing Powerhouse
Former Rutgers heavyweight Sean DeDeyn turned a hard-charging wrestling mindset into The Axel Group, a niche staffing firm that now supplies talent across every stage of major construction projects. Sean joins the Blue-Collar Twins to unpack the six-year sprint from a two-desk office to a 30-person team, a tech-driven recruiting engine, and side ventures ranging from tiki party boats to colle
From Candy Bars to Cleaning Empires: Dom Williams on Systems, Mindset & Multiple Revenue Streams
Serial entrepreneur Dom Williams sits down with the Blue-Collar Twins to reveal how a kid running county-wide candy routes now leads a 200-employee cleaning company, owns drive-thru “drink barns,” flips HUD rentals, and is launching a lounge—while coaching other service-business owners past the six- and seven-figure ceiling.
You’ll hear:
Early Hustle → Corporate Wake-Up – the Wall Street la
Oceanside Service: Scott Nelson’s 36-Year HVAC Journey from One-Man Shop to 10 Million in Revenue
The Blue-Collar Twins sit down with Scott Nelson, founder of Central-Jersey’s iconic Oceanside Service—the turquoise-truck HVAC firm he bootstrapped for 36 years before handing the keys to private equity earlier this spring. Scott unpacks the branding bets, “golden-handcuff” culture, and 20 %-margin playbook that turned a $600 van into a top-1 % contractor (and a life-changing buyout).Buzz EP
From Wall Street to Water-Damage Warrior: How John Majeski Scaled Four SERVPRO Franchises—and Aims to Top the Northeast by 2034
Lifeguard buddies turned blue-collar founders Jason & Jeremy Julio reconnect with longtime friend John Majeski—once a Manhattan finance analyst, now the force behind four thriving SERVPRO franchises across New Jersey. John breaks down the gritty first three-year slog, the culture playbook that powers his team, and the BHAG that keeps everyone rowing: “Be the #1 SERVPRO in the Northeast by
From Side-Hustle to Eight-Figure Exit: The Blue Collar Twins
Meet Jason & Jeremy Julio—the Blue-Collar Twins—as they trade gym whistles for board-room banter and join producer-turned-host Dylan Seals behind the mic. In their debut as co-hosts they unpack:
Side-Hustle Genesis – the late-night kitchen-table brainstorm that birthed Last Bite Mosquito & Tick.Scaling While Clocked-In – juggling lesson plans, beach-club shifts, and 55 techs by reinv
Paul Giannamore Unfiltered: Hustling Out of Chicago, Cracking Wall Street, and Building POTOMAC M&A
Meet Jason & Jeremy Julio—the Blue-Collar Twins turned eight-figure sellers— as they step in as your new co-hosts of The Boardroom Buzz. In their maiden voyage they flip the script, putting mentor Paul Giannamore in the hot seat to uncover the back-alley hustle that took him from inner-city Chicago to building Potomac M&A into a middle-market powerhouse.
You’ll hear:
How the twins s
Episode 199 — From $3K to $150M: Brian Gottlieb’s Leadership Beyond the Hammer
Brian Gottlieb, author of Beyond the Hammer, joins Patrick Baldwin in The Boardroom to share his inspiring story. From launching his home improvement business with just $3,000 and a folding table, Brian built a thriving organization with 600 employees. He attributes much of his success to a people-first leadership philosophy, emphasizing the importance of developing employees and fostering a
Episode 198 — Discipline by Example with Fred Wingate
Fred Wingate, owner of Noosa Pest Management, joins Nick Bartolo and Patrick Baldwin to share his inspiring journey from professional water skier to thriving entrepreneur in the pest control industry. His story is rooted in discipline and resilience, values that have guided his approach to both sports and business. Fred emphasizes the importance of a people-first philosophy, demonstrating how
Episode 197 — Leveraging Fire Protection Sell-Side M&A with Paul Giannamore and Nick Bartolo
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
Episode 196 — Family First, Focused Always: Robert Pittman’s Specialized Vision for Tuxedo Mosquito
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
Episode 195 — Don’t Just Change, Get to First-Order Thinking
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 t
Episode 194 — Tackling Today’s Economic Shift with Jamie Clement
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 f
Episode 193 — Evolve's Blueprint: Rapid Growth to Strategic Exit
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 u
Episode 192 — The Wildlife Playbook with Kyle Waltz
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 thi
Episode 191 — 100 Doors a Day: Grit, Rejection, and Success with Nick Gifford
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 v
Episode 190 — An Interview with Jonas Olson, the Pest Control Millionaire
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 allowe
Episode 189 — Always Ready to Lead: How Charlie Church Took Over and Transformed a Family Business
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
Episode 188 — Mastering Management: Finding the Balance Between Empathy and Expectations
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
Episode 187 — The Unofficial State Bug of Rhode Island with Brian Goldman
PCT Top 100 CEO Brian Goldman of Big Blue Bug Solutions joins hosts Fat Pat and Chase Hazelwood in the Boardroom this week. Brian shares the story behind their famous mascot, Nibbles Woodaway - a giant blue termite that has become an unofficial symbol of Rhode Island. The discussion explores how unique marketing can forge a deep bond between a business and its local community. Did you know Bi
Episode 186 — Stop Selling with Mark Stewart
Patrick and Nick step into The Boardroom with Mark Stewart, consultant, sales coach, and author of Stop Selling, to uncover how businesses can get the most out of their sales teams. Mark has experience helping companies double and even triple in size and keep the same talented people. They dive into what makes the next generation of employees tick, sharing unique tips and tricks for hiring th
Episode 185 — Why Execution Matters More Than Ideas
Paul Giannamore, Mat Rogers, and Patrick Baldwin begin the episode by paying tribute to Andrew Beck, the CEO of Aruza Pest Control, who passed away last week. They share personal stories, remembering him as a devoted business leader, father, husband, and friend. If you knew Andrew or would like to help his family in this unimaginably difficult time, Paul has set up a GoFundMe page at 4AndrewB
Episode 184 — Taking a Different Route with Court Parker
Patrick Baldwin and Nick Bartolo are joined by Court Parker, the CEO and owner of Bug Busters USA to share insights into the growth and management of his thriving pest control business. When exploring Court’s background and how Bug Busters has evolved over the years, Court lets us in on some growth strategies, particularly the importance of route density in the pest control industry. By focus
Episode 183 — Summer Heat: Rentokil Speculation and Private Equity Deals
Paul Giannamore is back in The Boardroom this week joining Patrick Baldwin to cover the surprisingly bustling pest control M&A market. You’d expect transactions to slow down due to summer vacations, but it’s actually quite the opposite. Paul shared that Potomac has “closed more transactions than we have in a two-month period, except in Q4 of 2020." Private equity firms are at the forefron
Episode 182 — Leveraging Social Accountability
This week, Patrick Baldwin, Nick Bartolo, and Chase Hazelwood explore the game-changing impact of AI on sales centers. They dive into how automating data collection and reporting can uncover a significant number of missed calls—those often ignored but crucial for sales performance. Chase shares how his team at Go-Forth Home Services used AI to identify these missed opportunities and develop e
Episode 181 — Discipline for Long-Term Value Creation in Commercial & Residential with Drew Fenn
In this week's episode of The Boardroom, hosts Patrick Baldwin and Nick Bartolo are joined by Drew Fenn, President of Fenn Termite & Pest Control in Southern California with a focus on commercial and residential customers. They delve into the critical role of discipline and focus in growing a business. Drew emphasizes the necessity of deeply understanding your business and adhering to you
Episode 180 — Principles, Pest Control and Politics with Jason Walton
Jason Walton, U.S. Senate Candidate in Utah and co-founder and CEO of Moxie Pest Control, joins Patrick Baldwin and Nick Bartolo for an enlightening episode of The Boardroom Buzz. Jason begins by discussing how mentors influenced his success such as Brent Bingham, Jimmy Hale, and the Rollins family. He also stresses that principled living and keeping commitments are key to personal and profes
Episode 179 — This Ain't His First Rodeo with Mike Houston
Mike Houston, the seasoned owner of Sureguard Termite and Pest Services, joins Nick Bartolo and Patrick Baldwin in the Boardroom to share his extensive experience in the pest control industry. Mike's humble beginnings in the industry accelerated into a successful business he exited. Mike took a break from pest control but has built again. He prioritizes maintaining strong customer service and
Episode 178 — Paul’s Ultimate Guide to Pest Control Success in 2024 from POTOMAC TV
You can watch Paul’s presentation in its entirety on POTOMAC TV here: https://youtu.be/OiY68KAOIC8?si=UK-Tcq2GA7b1Ec4v
In an insightful speech at the AZPPO Great Western Pest Control Conference in March 2024, Paul Giannamore, the industry’s foremost authority on business valuation, shared valuable strategies for growing, managing, and valuing pest control businesses. He emphasized staying fo
Episode 177 — Advising From Experience with Attorney Phil Rinehart
Today in the Boardroom, Nick Bartolo and Patrick Baldwin sat down with Phil Rinehart. Phil is a practicing attorney and principal at The Law Offices of Phillip Rinehart. Phil is uniquely suited to provide legal advice as he also has a 20+ career in pest control and is currently the owner and CEO of EcoGen. As an attorney, Phil specializes in litigation, consulting, management, entity formatio
Episode 176 — Commission Culture: The Power of Production Pay
This week in The Boardroom, Paul, Patrick, and Chase explore the benefits of switching from hourly pay to production commission for technicians. It's not just an incentive but a reward for effort and results, fostering a sense of ownership among employees. How could a commission-based pay system boost your company’s productivity and engagement?
Chase shares his innovative hiring practices, s
Episode 175 — Lessons in Culture & Authenticity with Caleb Fabry
In this episode, we spoke with Caleb Fabry, owner of Town & Country Pest Solutions in Rochester, New York. Caleb discusses the importance of a strong company culture and employee engagement. By using the Culture Index, he aligns team members with roles that fit their unique attributes while enhancing communication. How can utilizing culture tools help to retain team members, create missio
Episode 174 — Focus on Joy: Brian Lunsford's Leadership Journey
Brian Lunsford, owner and CEO of Bring the Joy Ventures—the parent company of LunsPro Inspections, Kingfish Pest Control, JoyLights, Fix-it Flamingo, and Jacksonville Real Producers—rejoins The Boardroom Buzz to recount his journey as a business leader. After a successful pest control business sale in Atlanta, Brian and his wife Kristin are building synergistic businesses in Jacksonville with
Episode 173 — Chasing Excellence and The Role Mistakes Play
This week in the Boardroom, Paul, Patrick, and Chase discuss building a high-performance business culture by expecting and monitoring mistakes. Transparency is key. When we expect each other to make mistakes and hold each other accountable, we're building a supportive environment. How can your organization see mistakes as growth opportunities?
Trust and accountability must be balanced. Trust
Episode 172 — The Dual Pillars of Trust and Accountability
Paul, Patrick, Nick Bartolo, and Chase Hazelwood discuss the pivotal role that trust plays within teams. While trust is a cornerstone of effective teamwork, we can't forget the importance of accountability. Building trust is a gradual process built by recognizing and acknowledging when your team excels. How can your team strike a balance between fostering trust and upholding accountability to
Episode 171 — From Scarcity to Abundance: The Key to Business Growth with Jared LaJaunie
Explore the fascinating world of pest control with Jared LaJaunie, founder of LaJaunie's Pest Control. From humble beginnings as a one-man operation to scaling up with a team, Jared shared the secrets behind his success. How can we maintain that relentless dedication and hunger for self-improvement in our own endeavors?
Jared observes the power of mindset shifts in driving business growth. T
Episode 170 — Earnouts Unraveled: Navigating Risks, Rewards, and Reputation in M&A
Paul and Patrick break down earnouts, those tricky tools that promise to bridge valuation gaps but often lead to unexpected headaches. Ever wondered why earnouts can be such a gamble? Picture this: a seller with a rock-solid EBITDA track record sees their earnout shrink because the buyer reinvests in the business, slashing the payout. So, are earnouts worth the risk, or are they just a tickin
Episode 169 — Why World-Class Dealmakers Avoid Negotiations
This keynote speech by leading M&A advisor, Paul Giannamore, was filmed at the AZPPO Great Western Conference in Mesa, Arizona, on March 27, 2024.
The presentation revolves around the key decision-making processes in mergers and acquisitions (M&A), focusing particularly on the choice between negotiation and auction when selling assets. Paul Giannamore, with over 20 years of experienc
Episode 168 — Inside Modern Leadership with Skye LaJaunie
Skye LaJaunie, COO of LaJaunie's Pest Control, joins Paul and Patrick in The Boardroom to dive into the crucial role of company culture in driving business success. There is a huge need for a strong culture built on genuine relationships between leaders and team members. But what does it take to truly understand your team's motivations and aspirations? And how can leaders foster an environmen
Episode 167 — Hitting the Brakes on Growth
We always think high growth is the golden ticket. Sure, rapid expansion can be sweet, but have you ever wondered if there's such a thing as too much growth? When should you hit the brakes and focus on other priorities, especially if selling your company is in the cards?
Let's talk about keeping those customers happy. Implementing a killer retention program can seriously beef up your bottom l
Episode 166 — Breaking the Bias: In Honor of Daniel Kahneman
Paul and Patrick dive into the intricate world of cognitive biases, drawing insights from Daniel Kahneman's book, Thinking, Fast and Slow. The duo dissected the concept of representativeness bias, which can lead us to make flawed assumptions based on surface-level similarities. Think about it: How often do we catch ourselves falling into this trap in our day-to-day decision-making? Can we tru
Episode 165 — Partnership Agreements & Trusts
Paul is getting on the road to double-keynote this year's AZPPO Great Western Conference. But first, Paul takes on a FRAXN client's question, beginning with the vital need to keep partnership agreements and valuations current. Surely, you’ve considered the potential chaos if your business partner suddenly left the picture. Updating your operating agreement can smooth out what would make for a
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