[June News]

Industry mourns Bevan Cates, former leader of Univar’s PP&S Division

RANCHO MIRAGE, Calif. — Bevan Cates, whose 28-year career at Univar included six years as vice president of the company’s Professional Products & Services division, died May 9.

Cates, who took over Univar’s Professional Products & Services Division in 1994 (at the time called Van Waters & Rogers PP&S Division) after serving in several senior management positions, is widely credited with helping Univar strengthen its national presence.

“When Bevan took over Univar’s Professional Products & Services Division, we were a national distributor, but were really regionally fragmented,” recalled John Bolanos, vice president of Univar’s Professional Products & Services Division. “Under Bevan’s leadership we became unified and focused as a strong national distributor.”

Bolanos joined Univar in 1978 as a sales representative and was mentored by Cates. He later succeeded Cates as vice president of Univar’s Professional Products & Services Division in 2000. “He taught me the value of establishing goals and working very hard,” he said. “He was an excellent communicator, and a strong believer in building strong relationships with both our customers and suppliers to achieve mutual goals. He was very direct and honest, even to the point of being brutally honest, if necessary.”

Bolanos added that Cates received great satisfaction in team-building and he touched the lives of many individuals. “He worked hard to groom and develop young managers to take his place and aspire to greater heights within the organization.”

Cates is survived by wife, Smokey, and daughters, Angie and Jennifer.
In lieu of flowers, donations can be made to www.guidedogs.com.

PCT on the Road: Winner’s Summit provides ideas to grow your business

ATLANTA — Listen. Follow through on your promises. Don’t hunt where there aren’t any deer.

About 75 PCOs and lawn care professionals attended the second Winner’s Summit, sponsored by Dow AgroSciences, in late May, where entrepreneur Marty Grunder spoke about how to grow your business, build a good team, sell services and market your company. The conference series aims at providing business owners and leaders with ideas to help innovate their own companies.

Grunder, 40, founded Grunder Landscaping in 1984 as a way to finance his college education. What started as a one-man operation has grown into a $5 million-a-year company with 45 employees.

He told the assembled professionals that the most important asset they have in their companies is the people they hire — not trucks, sprayers or equipment. And what business owners often forget is that they are, in fact, leaders at their businesses.

So, when you have employees who can’t turn in paperwork on time or show up late, Grunder said, look to yourself first.

“Whatever you allow, you encourage,” he said. “Because everybody’s watching. As leaders, you’re always being watched.”

The trait most important to successful leaders is their candor. “It’s not what you say, it’s how you say it,” Grunder said. When you show up to a job site and see chemical leaking out the back of a truck, don’t explode on the technician. Step back, pull him aside and ask him if he sees anything wrong with the situation. Calmly explain why the leak needs to be fixed and ask what could be done differently — on your part and his — to prevent this situation in the future.

Some of Grunder’s other tips on better management included:

• Have a company handbook.
• Accentuate the positive.
• Listen. This applies to your customers as well as your employees.
• Be personal.

Grunder also stressed the importance of hiring good team players to strengthen and grow your business. He said enthusiastic people — even if they aren’t the most talented or educated — will do a better job than someone with multiple degrees and no passion for what they’re doing.

People make a conscious decision to be enthusiastic, Grunder said. Such an attitude means working with a sense of urgency, being willing to do more than is asked of you and striving for excellence in your work.

One of the best ways to grow your business, Grunder said, is to take a look at your market, find out what no one else is doing and then to do that thing. Ask your clients what service you should start, stop or keep doing. Find out what people want and then exceed their expectations.

Listening to your current customers’ praise and complaints is the key to providing what they want, he said.

“That’s everything in business,” he said. “You’ve got to get out there and ask them how you’re doing. When a client calls mad, look at it as an opportunity to win them over for life.”

It doesn’t make sense, Grunder said, to hunt for deer in downtown Atlanta. You have to go to the woods. Likewise, it doesn’t make sense to look for customers where they aren’t. “Don’t put your ads where your customers aren’t,” he said. “I want you to think, I want you to think. You do not have to spend a bunch of money to move your company forward in marketing.”

Upcoming Winner’s Summit seminars will take place in:

• Washington, D.C., July 29
• Philadelphia, July 30
• Dallas, Aug. 27
• Houston, Aug. 28
• Tampa, Fla., Sept. 10

For more information, visit www.businessideastowin.com or contact 800/456-0707. To read more about Grunder’s marketing ideas, visit www.pct online.com. — Chuck Bowen

Copesan adds four new Partners

MENOMONEE FALLS, Wis. — Copesan announced the addition of four new Partners: Enviropest of Colorado; J&J Exterminating of Louisiana; and Moyer Pest Control and Pest Control Technicians, both of Pennsylvania.

EnviroPest, headquartered in Windsor, Colo., is a family-owned and -operated business founded in 1965, and serves all of Colorado and Wyoming with 24 service technicians. It is the oldest and largest family-owned and -operated pest control firm in Northern Colorado. EnviroPest has earned the designation of QualityPro from the National Pest Management Association.

J&J Exterminating, based in Lafayette, La., has been providing complete pest management services to clients since 1960. J&J has 10 service centers and 150 service technicians to serve Louisiana and parts of Texas.

Moyer Pest Control, Souderton, Pa., has been a family-owned and -operated business for five generations. Founded in 1869, Moyer serves Bucks, Chester, Delaware Lehigh and Montgomery counties.

Pest Control Technicians, Norristown, Pa., is a locally owned and operated company providing pest management services to clients since its founding in 1976.

These four firms join the 70-plus Partners already servicing Copesan clients across North America.

Ben Williams, longtime rep and founder of B&W Sales and Marketing, dies

ATLANTA — Ben Williams, who spent many years in the pest control industry as a sales representative and later founded B&W Sales & Marketing, passed away May 7 at age 79.

In 1972, Williams was hired by Tom Evans (recently retired CEO of Southern Mill Creek Products) as eastern regional sales manager for Velsicol. During his time at Velsicol, Williams helped with the marketing of chlordane and also with the introduction of a wettable powder into an industry that was reliant on oil-based and emulsifiable concentrates.

“Ben’s unique characteristic of straight talk without offense was a trait that was his alone,” recalled Evans.

Williams left Velsicol to launch B&W Sales and Marketing, which represented several professional pest control product manufacturers, including Clorox. B&W Sales and Marketing was instrumental in the launch of Clorox’s Maxforce ant bait (which is now manufactured by Bayer). Prior to Maxforce, the industry was hesitant to use bait products, but that soon changed after Maxforce proved effective.

Williams also was a veteran of the United States Army, serving during the Korean conflict.

In addition to his parents, he was preceded in death by his son, Scott Williams. Survivors include wife, Catherine Williams of Villa Rica, Ga.; daughter, Cynthia Williams of Villa Rica; brother and sister in-law, Earl and Jean Williams of Punta Gorda, Florida; and grandson, Christopher Williams of Villa Rica. — Brad Harbison

Timothy Knight appointed business manager at BASF’s pest control group

RESEARCH TRIANGLE PARK, N.C. — BASF has appointed Timothy Knight as business manager for the Professional Pest Control Group. In this role, Knight will oversee the marketing, sales, business development and strategic planning for the group, which manufactures Termidor termiticide/insecticide and Phantom termiticide-insecticide, along with other specialty products for the professional pest control industry.

Knight brings nearly 20 years of experience within BASF in various roles, spanning the crop protection and non-crop markets. Most recently as the business manager of BASF’s Vegetation Management Group, Knight negotiated the unique challenges of a mature market with the development and execution of the Imazapyr post-patent plan. He also led the development and execution of the customer loyalty program, Quality Vegetation Management Program (QVM).

“The Professional Pest Control group is extremely important to BASF, within the Specialty Products Division and on a global scale,” said Paul Rea, director of BASF Specialty Products Division. “Tim brings with him a wealth of experience in global sales and marketing management and an instinct that will lead this business into new market opportunities and continued growth.”
Knight received a bachelor’s degree in business and economics from Ohio State University.

Dan Meek, Bayer ES termite market manager, retires

RESEARCH TRIANGLE PARK, N.C. — Bayer Environmental Science has announced that Dan Meek, termite market manager for its Professional Pest Management business, has retired.

Meek has nearly 30 years of experience in sales and marketing for the pest, crop and garden industries. He has been involved with Bayer’s termite market business, including sales and development of its non-repellent termiticide, Premise Termite Control, since the product’s development.

“I leave behind not only many fine colleagues, but also close friends at Bayer and throughout the industry,” Meek said. “I will always look back fondly on the many experiences at the company that allowed me to be successful, and the people who helped me along the way.”

Meek received a bachelor’s degree in agronomy from Northeast Missouri State University (now Truman University). He accepted a sales position just before graduating, and has been with Bayer in a variety of capacities throughout the duration of his nearly 30-year career.

“On behalf of the entire marketing team at Bayer, I want to express heartfelt congratulations to Dan,” says Pete Farno, director of marketing for Bayer’s Professional Pest Management business. “His legacy will be that of a trusted friend and colleague, and the professional pest management team and the industry as a whole will miss his contributions.”

UK Entomologist awarded department’s first endowed professorship

LEXINGTON, Ky. — Former University of Kentucky College of Agriculture Department of Entomology Chair, the late Bobby Pass, made a lasting impression on the college, the university and entomology for more than 30 years.

After his death, family members created the Bobby Pass Scholarship Fund to preserve his legacy. Pass’ son Kevin said his dad always hoped one day there would be a named professorship in entomology at UK.

“Great departments don’t happen on their own,” said Kumble R. Subbaswamy, UK provost. “We recognize the value of the legacy (Bobby Pass) is leaving behind.”

UK Entomologist Daniel Potter is the first Bobby C. Pass Research Professorship recipient. In a recent ceremony, Potter was recognized by his colleagues, UK administrators and his family for the accomplishments that led to this honor.

College of Agriculture Dean and Director Scott Smith said Potter is exceptional in his ability to contribute to every part of the land grant mission.

“There are people in this college who have contributed in so many ways, and we value their contributions, but there are only a few people who have contributed in all ways,” Smith said. “I’m talking about those who are great instructors, true scholars in research, and who also reach out to people we serve in Kentucky and in this country. I can count the people who excel in that way on a couple of hands, and Dan is definitely one of those. I’m really grateful for what he’s done.”

Before coming to UK nearly 30 years ago, Potter earned a bachelor’s degree from Cornell University and a doctorate from Ohio State University. Currently he teaches horticultural entomology and insect-plant relationships. He has served as major professor for 34 graduate students and on the advisory committee for approximately 60 others.

Potter’s research focus is biology and management of insects impacting trees, shrubs and turf. He has published more than 160 refereed scientific articles, 19 book chapters and an original textbook. Potter also has been a keynote speaker at scientific conferences and educational seminars throughout the world.

Kevin Pass was a student in Potter’s first class. He said his father would be happy to see Potter receive this honor.

“Thinking back to when I was a child and Dad was department chair, I remember few things caused him more angst than when there wasn’t a whole lot of money available for raises. It seemed like most of his job was trying to find money in different places,” Pass said. “So I know he’d be very pleased to know this professorship exists and to know that one of his favorites is receiving this award. I know that would bring him a lot of joy. Dan shares a lot of traits with my father — a great work ethic and a high degree of productivity.”

Potter serves on the UK entomology faculty with his brother, Mike Potter.

“(Pass) was a mentor...he was a motivator and a great visionary who had a great impact on my career,” Daniel Potter said. “I’ve had a few honors during my career, but I can think of no greater honor than being able to work in this department. We all know that it’s a tremendous department that bears his stamp. Having anything that is associated with his name associated with my name is a tremendous honor.”

Tom Evans, CEO of Southern Mill Creek Products, retires

CLEVELAND — Southern Mill Creek Products announced the retirement of CEO Tom Evans from his active role at the company, effective April 30. Evans will remain in place as the company’s vice chairman, and will continue to lend his industry knowledge, contacts and expertise to the management team, according to the company.

Doug Ashbridge will retain his current title as the company’s president and Carl Hinderer will assume the title of chief operating officer. Sam Hartwell, a principal at Austin Capital Corporation — and a representative of the company’s majority shareholder — will assume Evans’ title as chief executive officer.

“These are exciting changes,” Evans said. “This transition ensures that Southern Mill Creek Products will continue serving its loyal customer base with its traditional brand of ‘Southern Mill Service’ while bringing a new vitality to the mix.”

William Conway, the company’s chairman, thanked Evans for his years of service. “The company could not have gotten where it is without Tom’s leadership and vision. we wish to honor him for his commitment and we wish him all the best in this next phase.”

Evans joined Southern Mill Creek Products in 1981 and built the company into a major regional industry product distributor. Under his vision and leadership, the company expanded from its modest base in Cleveland to become a regional player with 11 other locations in the eastern U.S., ranging from St. Louis in the Midwest to Brooklyn, N.Y., in the East and Plantation, Fla., in the Southeast.

“Tom will remain an active partner in the business,” Hartwell said. “Tom is a respected industry leader as well as a shareholder and we are counting on his continued energy and enthusiasm to help drive the business forward. We are delighted he will remain on board to offer guidance.”

“I want our customers, our people, our suppliers and our industry partners to know that our unwavering commitment to service, quality and value remains as strong as ever,” Evans said. “Doug, Carl and I welcome the opportunity to combine our traditional values with some outside perspectives.”

Southern Mill Creek Products provides pest control chemicals and supplies to the pest management industry through 12 branches in the eastern half of the United States.

Outdoor Solutions acquires Mosquito Coast

IRVING, Texas — Outdoor Solutions, part of NCH Corporation, announced the acquisition of Mosquito Coast assets. The purchase, which closed in May, expands OSI’s rapidly growing presence in the mosquito misting market.

“We believe this acquisition will benefit everyone involved,” said Scott Frazer, OSI business manager. “Our additional resources along with the quality products and innovation of Mosquito Coast will serve both existing customers and new markets.”

“I am confident that the engineering prowess, marketing expertise and economic clout provided by NCH will provide our customers with the support they need to succeed in this rapidly growing market,” said Mike Davis, partner of Mosquito Coast and owner of Cloudburst. “Outdoor Solutions is focused on providing effective and innovative solutions not just for today’s market but also for the future.”

Mosquito Coast brings patented “tank-less” technology to OSI’s rapidly expanding XMOSQUITO line of products. OSI introduced patented “Dusk-Dawn” technology to the misting industry. The acquisition allows OSI to remain in the forefront as a manufacturer of advanced mosquito misting equipment.

Sold exclusively through independent pest control operators, XMOSQUITO product menu includes a Single-Zone System, a Dual-Zone System, the Tank-less Misting System and a Timed Unit. The family of products is designed to meet the needs of both commercial and residential customers.

Maheu & Maheu celebrates 75 years of expertise

QUEBEC CITY, Quebec — Maheu & Maheu is celebrating its 75th anniversary this year. Based in Quebec City, the company services the provinces of Quebec, Ontario and New Brunswick.

The company was established in Quebec City in 1933 and is still run by the descendents of its founder, Horace A. Maheu. The company is active in several markets — including agricultural, agrifood, industrial and residential — and has been ISO 9001 certified for more than 10 years.

At its annual employee meeting in April, the company presented its history to Maheu & Maheu staff. More than a chronological list of facts, the event aimed to emphasize the company’s continuous expansion since its beginnings. It was also an opportunity to stress the quality of the work done by its various offices and their employees.

Pyrethins reclassified in EPA review

WASHINGTON — The Cancer Assessment Review Committee of the U.S. Environmental Protection Agency has issued its finding that pyrethrins, which are naturally occurring insecticides found in the flowers of chrysanthemum species grown in Africa and Australia, are unlikely to cause cancer in humans at doses to which people are likely to be exposed.

“This is an important conclusion and a positive finding,” said David Carlson, McLaughlin Gormley King (MGK) Company, and technical chair of the Pyrethrin Steering Committee/Joint Venture.

The EPA had relied on lifetime feeding studies in rats, a standard procedure for assessing potential human health effects, in an earlier evaluation. In these studies, rats are fed much higher doses than humans would ever likely ingest, even in high-exposure situations. Based on these past studies EPA had concluded that there might be human health effects under specific, although unlikely, circumstances. It reversed this position, however, based on new scientific evidence showing that the mode of action by which pyrethrins affect rats is not applicable to humans at the dose levels at which humans would be exposed.

Orkin’s ‘Fight The Bite’ campaign wages war on mosquitoes

ATLANTA — To save lives in Africa and help American homeowners reclaim their yards, Orkin has launched a new campaign called “Fight the Bite.” As part of the campaign, parent company Rollins and its affiliates pledge to donate a minimum of $100,000 to the United Nations Foundation’s Nothing But Nets campaign, a global, grassroots effort dedicated to saving lives by preventing malaria in Africa. Nothing But Nets will use these funds to purchase and distribute at least 10,000 long-lasting, insecticide-treated mosquito bed nets to the areas of greatest need in Africa.

The Fight the Bite campaign runs through Aug. 31 and will raise donations through a company employee net drive, customer net drive and consumer contributions made through www.nets.orkin.com.

Every net helps prevent malaria by creating a protective barrier against mosquitoes at night (when the vast majority of transmissions occur). With a $10 online donation, anyone can purchase a net and save a life. One hundred percent of each contribution goes directly toward purchasing and distributing a net and teaching the recipient to use it properly.

According to the Centers for Disease Control and Prevention (CDC), Orkin’s public health collaborator since 2004, malaria kills more than one million people worldwide each year, 90 percent of whom are children in Africa. These children have little or no protection from the mosquitoes that carry this deadly but preventable disease. Although malaria has been eliminated from the U.S., mosquitoes here can carry West Nile and other viruses that cause encephalitis. Since 1999, about 27,000 cases of mosquito-borne West Nile virus have been reported in the U.S.

“At Orkin, we’re in the business of protecting people and property from potentially harmful pests, like mosquitoes,” said Orkin President and COO Glen Rollins. “Expanding our public health partnerships to include Nothing But Nets broadens Orkin’s impact by helping save children in Africa from a preventable yet deadly disease.”

In addition to individual contributions, Orkin will donate one mosquito net to Nothing But Nets for every mosquito service purchased this season.

Malcolm Hadler, British entomologist, dies

KINROSS, England — Malcolm Hadler, widely respected for the development of three rodenticides, his role with a world-leading pesticide manufacturer and numerous elements of best pest control practice, died last month.

Hadler trained as an entomologist, working both for Shell Research and ICI before joining Sorex as laboratory manager in 1966. He remained with the company for 30 years, ultimately serving as its managing director until 1997.

Under Hadler’s leadership as technical director in the 1970s, Sorex invented both difenacoum and brodifacoum and also developed calciferol mouse bait. He was heavily involved in designing and building the company’s state-of-the-art rodenticide plant in Widnes, UK, which remains a leader in its field today. And he played a major part in earning Sorex the Queen’s Award for Technological Achievement in 1975.

Hadler was active both within the BPCA and the UK pest management industry at large. He was particularly committed to improving professional pest control practices, involving himself in training programs and pioneering the development of rodenticide product stewardship, exemplified by the introduction of Bitrex into rat and mouse baits.

Hadler is survived his wife and two children. — Frances McKim, British Pest Management Association

NPMA announces nuisance bird and wildlife management conference

FAIRFAX, Va. — The National Pest Management Association (NPMA) announced a new conference, “Nuisance Bird and Wildlife Management,” which is set for Nov. 19-21 at the Westin St. Louis in St. Louis, Mo.

The two-day meeting will include two tracks: one for companies that have been providing nuisance bird and wildlife management services for several years or more; and another for companies that have recently started to offer services in this sector, or are considering to enter this market. The meeting will also include a vendor trade show and networking opportunities.

“Nuisance bird and wildlife management is one of the fastest growing, if not the fastest growing sector of the overall pest management industry,” said Rob Lederer, chief executive officer for NPMA.

For hotel reservations at the Westin St. Louis, call 314/621-2000 by Nov. 4, and mention “NPMA” to receive the discounted rate of $119 per night. For more information about this meeting, visit www.npmapest
world.org/events or call 703/352-6762.

UF/IFAS offers full online ‘library’ of pesticide CEUs

GAINESVILLE, Fla. — The UF/IFAS Pesticide Information Office now is offering online continuing education for pesticide applicators and handlers trying to earn annual credits.

The effort has taken about a year, but the office now has about 30 online courses in its “library” available for pesticide applicators. Applicators and handlers looking to maintain their licenses by earning CEU credits have often found that classes offered either weren’t convenient for them or were offered far away, said Nathan Whidden, an information coordinator with the Pesticide Information Office.

The online courses were put together by University of Florida professors in collaboration with the Florida Department of Agriculture and Consumer Services.

Find out more about the courses being offered online by visiting www.onlinepesticideceus.com.

Cleveland association honors Mike Grace with Tom Evans Award

CLEVELAND — The Greater Cleveland Pest Control Association (GCPCA) honored Mike Grace, president, TNT Exterminating Company, Akron, Ohio, with the Tom Evans Award at the group’s spring banquet in April. The award is given annually to an individual who has made significant contributions to GCPCA and the pest management industry.

Grace is a past president of the Ohio Pest Control Association and has been a member of the Ohio Professional Applicators for Responsible Regulation. In accepting the award, Grace said he’s been fortunate to work with great members who have always rallied together for industry-related causes. Grace also said he was humbled to win an award named after Evans. “When I was president of the Ohio Pest Control Association, Tom had approached us about developing scholarships to show the dedication of the industry to education,” Grace said. “He’s someone who always puts his money where his mouth is and has been very visionary.”

Grace has been involved in the pest control industry since the early 1980s, when he would assist his dad, Jerry Grace. In 1988, the Grace family purchased TNT Exterminating, and in 1995 Mike Grace purchased the company from his parents.

TNT has 13 employees and services Northeastern Ohio. — Brad Harbison