[Technically Speaking] Rethinking our approach to an old problem

One of the most perplexing situations I encounter owning my own business and in the past as the technical director of a large regional pest management company is how to economically service commercial apartment complexes. As many of you may have done, I am frequently tempted to walk away from these accounts.

When you take on a new commercial residential account you typically find yourself at one of two extremes: either the units have minimal pest problems (I love these) or they are overrun with cockroaches and/or mice (these make me anxious). In the latter case my anxiety is not over whether we can solve (eradicate) most of the pest problems but if we can do it economically.

I find it amazing that the pest management industry (occasionally including my own company) gives service away for a ridiculous price and then we do our best within the economic constraints of the contract to provide satisfactory levels of pest management service. For the life of me, I cannot understand how any company can provide any level of pest management in infested apartments for less than $5 per unit. Industry estimates of breakeven costs are $55 to $60 per hour (or approximately $1 per minute).

EXAMPLE #1. A study conducted by Miller and Meek (2004) comparing IPM and scheduled spraying provides some insight into the issue of the industry’s pricing, service strategy and efficacy.

• Clean-out with traditional spraying of baseboards in kitchens and bathrooms with Tempo SC and treatment of Borid Turbo dust for cracks and crevices required an average of two minutes and 50 seconds per unit — in my experience it takes that long to get the door open and inspect the apartment — followed by the application and then entering information on the service report. Obviously these were not garden-style apartments.

• The IPM clean-out consisted of vacuuming to remove cockroaches and debris, baiting with Maxforce Bait Gel and application of Gentrol PointSource, requiring 11 minutes and 55 seconds per unit.

• Subsequent traditional treatments (a monthly application of spray and/or dust as determined by the technician) required from two minutes 27 seconds to one minute 14 seconds; whereas subsequent IPM treatments (if cockroach numbers declined inspections went to quarterly; if the number of cockroaches was more than two bait was applied monthly) required four minutes and 28 seconds to 39 seconds (this lower amount of time reflects the number of units that were placed on quarterly service as the result of reduced numbers).

• Based on this study the cost (i.e., monthly visits to 50 apartments) for traditional pest control services compared to IPM was $1.50 and $4.06, respectively.

• The study further found that the IPM program was much more effective in reducing cockroach populations than a traditional treatment. In fact, much more time was spent per unit conducting the IPM program than traditional pest management, possibly accounting for the increased efficacy of this type program.

EXAMPLE #2. A study conducted by Wang and Bennett (2006) compared IPM (education of tenants, flushing and vacuuming, trapping, and baiting) to baiting. Over a 29-week period the apartments received an initial service and six additional services.

• The total median time (seven services) required to treat the IPM and bait-only apartments were 49 (10 to 185 minutes) and 22 (eight to 63 minutes) minutes, respectively. This is a far greater amount of time than reported in the previous study, primarily due to the educational component of this research.

• The total cost per apartment for the IPM group was almost twice as much as the bait-only group, $65 ($17-$234) and $35 ($11-$81), respectively.

• The efficacy of the different treatment regimens was only significantly different at weeks four and 16. In week 16 the IPM group reflected (via trap count) 100 percent reduction and the bait-only group reduction was 94.6 percent (not bad!). At week 29 some cockroaches were found in both treatment groups.

BEFORE TAKING THE JOB. There are several things pest management professionals need to consider when taking on commercial apartments:

• Many apartment complexes have been treated with baits for years and there are no records of treatment. If bait applications are readily apparent (they usually are) and cockroaches are present, consider performing a clean-out or an initial treatment with a liquid product along with an IGR or a vacuum — if done thoroughly this crashes the population and removes potentially averse/resistant cockroaches. Resume treatments with baiting.

• Apartments (even pest-free new ones) should be on a rotation schedule — at least twice per year — no exceptions. Rotation ensures that no unit escapes inspection and emerging pest problems can be nipped in the bud. In addition, other pest problems, such as bed bugs, may be found. This, of course, could lead to add-on services for your firm. Requests for service only are a formula for disaster.

• Documentation is a critical element of this process — it identifies levels of infestation, particularly heavy infestations and focus units, poor sanitation, lack of tenant cooperation and structural issues impacting the pest management effort.

CLOSING THOUGHTS. What can be taken from both of these studies is that effective pest management — be it IPM, baiting and/or spraying — takes time and money. Perhaps it is time pest management professionals act professionally and responsibly. To me, that means we provide effective pest services and charge accordingly.

The author is president of Innovative Pest Management, Brookeville, Md. He can be reached at 301/570-3900 or via e-mail at rkramer@giemedia.com.