At Your Service

The “rule of twos” is essential to keeping fleas under wraps at Environmental Pest Control. “After we do a service, we say, ‘Wait two days, and then vacuum every two days for two weeks.’ That is very effective,” said Chad Highley, an associated certified entomologist (A.C.E.) and president of the Lawton, Okla.-based firm.

Vacuuming is part of the treatment protocol for 65 percent of respondents to PCT’s annual State of the Flea Control Market survey.

Doug Foster provides a short list to clients of ways to prepare for the initial treatment that includes vacuuming, along with picking up toys and other small items on the floor where technicians will treat.

“If we get there and they just haven’t done it, we’ll do the vacuuming and we build that into the price,” said the president of Burt’s Termite & Pest Control, Columbus, Ind. He plans on spending up to three hours on the initial service, which is more than most respondents to the survey. Most spend between 30 minutes and 2 hours on service.

Also important to controlling fleas is the use of insect growth regulators (IGR) and combining indoor and outdoor treatments.

Foster used to only treat for fleas inside structures. “About four years ago, we started adding exterior yard treatments — mainly shaded areas like underneath decks, by sheds, around dog houses,” he said. “Since adding that, the efficacy has really improved and so has profitability.”

The financial benefit stems from fewer callbacks. (See Curbing Callbacks on page 10.)

Also, part of the protocol is automatically scheduling a follow-up visit after the initial inspection and service, Foster said. After two weeks, a technician returns to the property. “So, we can tell clients, ‘Be patient. We’ll be back in two weeks to do this again.’”

Follow-up inspections are integrated into the flea service for 32 percent of survey respondents. Highley takes this approach, as well, returning to a property within 10 days of the initial treatment. “It’s just built into the program,” he said.

Camille Landry spends time discussing the flea issue with clients, even before performing the inspection. “We want to really understand what is going on,” she said. Landry, A.C.E., is president of FullScope Pest Control near Houston. “We ask, ‘When did you start noticing fleas? Do you have pets? Did you just move in?’ We try to get all of this information — and we highly recommend treating the interior and exterior at the same time.” FullScope leans toward an adulticide on the interior with an IGR. Outside, technicians apply granules along with an adulticide as a soil penetrate. “And a lot of it is about setting customer expectations,” Landry said. “When we describe the life cycle, most are like, ‘I had no clue.’ We let them know they are seeing 5 percent of the potential fleas — it’s important to work with us. This sets the groundwork.”

With client education comes a conversation about remedial flea control for pets, said Dennis Mastrolia, president, Dennis the Mennis Pest Elimination Experts, Lynn, Mass. Vets can suggest products that contain active ingredients such fipronil, (s)-methoprene and pyriproxyfen.

“We talk to clients about making sure the pet sees a veterinarian to be properly treated for fleas — that’s an integral part of the success of the service,” Mastrolia said.

And as for preventing wildlife from introducing fleas to a home, Landry often adds control and exclusion efforts to a program, addressing the root of the issue. Identifying these entry points requires careful technician education and communication from field to office, she said.