Born Again: B&G Equipment Co.

When outsiders think of those in pest control, they probably think of a man carrying a chemical-filled sprayer. Although that image is not entirely accurate, it’s a perception that exists nonetheless. Today’s pest control professionals use Integrated Pest Management techniques, including traps and exclusion methods, to control pests.

Part of the reason the public got the idea of “the man with the sprayer” was from a product by B&G Equipment Company. Their product, the B&G Sprayer, is probably the most recognizable tool of the structural pest control industry. But as times have changed so has the pest control industry. And the company that makes the most recognized product within pest control has had to change too.

“Our biggest weakness is the perception of the industry that we’re only a sprayer company,” said Cecil Patterson, owner of B&G Equipment Co. “Our focus now is to be more of a full-service equipment supplier.” But perceptions die hard, so B&G recently embarked on an aggressive image-building campaign characterized by a wealth of new product introductions, the acquisition of a major competitor (see related story, page 62), and higher visibility at industry meetings. As the company reshapes its focus, it has used its strong and well-known past to help push toward the future.

A LEGACY OF COMMITMENT. “I think everyone thinks of Bill Brehm when they think of B&G. It’s very much of an advantage to have the Bill Brehm legacy here,” Patterson said. “I think the legacy will always be there. It helps us. When we put the B&G name on it, they think of it as quality.”

As many PCOs know, Bill Brehm (the “B”) and George Gilmore (the “G”) developed the B&G sprayer as part of the first class of students to study structural pest control at Purdue University, West Lafayette, Ind. As they studied, the two took courses in practical pesticide application and began working with local PCOs to gain hands-on experience. As they worked, they saw a need for a quality compressed air sprayer to be used with the emerging technology of the time. With the introduction of chlordane and DDT, liquid applications became more popular — and PCOs needed to apply these chemicals quickly and efficiently.

So Brehm and Gilmore set out to develop a simple, cost-effective sprayer designed to meet the specific needs of the professional PCO. And when the first one was complete, their classmates took the sprayer out for a test run. The result? It made the previously available spraying equipment obsolete.

From a garage in Philadelphia, the two manufactured six sprayers in the summer of 1949 and each of them sold quickly. Following graduation in 1950, the two men decided to form a partnership — the B&G Equipment Company — and market the sprayer full-time. By the end of the first year, they had sold about 200 sprayers. Business in Philadelphia boomed, and so the company went after the national market. It worked.

While the B&G Sprayer remains one of the most important tools in a PCO’s arsenal, B&G continues to look for opportunities to expand its product line.

THE FUTURE. When Bill Brehm — a pest control industry legend — passed away in August 1995, the business was passed down to his sons, George, Robert, David and Phillip. Although all four had played roles in the company before, George was most interested in continuing on with B&G. Then, Patterson entered the picture. An energetic leader, Patterson, along with Eric Snell, vice president of professional products, re-invigorated the company, recognizing that in order to grow, it needed to innovate. The new leaders had to redefine and refocus the company’s mission following Brehm’s death.

At 23, Patterson became the youngest agency principal of Spraying Systems. He worked for years as a sales representative for the company and retired early. However, he did not relax for long. Patterson soon became restless and longed to make a greater impact on the equipment industry. B&G had been Spraying Systems’ largest customer and Patterson had known the Brehm family for many years. An alliance between them seemed inevitable.

“B&G has always been close to my heart. I see tremendous potential here,” Patterson said. “B&G has a very good name in the industry.”

As important as any legacy is, for today’s B&G to be successful, they need to look to the future — and that’s exactly what they’re doing. Recently, the company has focused on developing and promoting new products, making acquisitions throughout the industry and increasing hands-on education. Another reason B&G has been so successful is because it has cornered a part of the market and focused its attention to that specific area.

NEW PRODUCTS FOR A NEW TIME. “The industry is so small, if you don’t own the niche you can’t afford to do it,” Patterson says. “That’s the market reality.” Toward that end, B&G has introduced a wealth of new pest control products, including:

• PistolPro: Designed to provide a more professional image for the pest control technician. It can be used to apply an IGR in conjunction with baiting programs.
  
  
• Multi-Dose Gun: Allows PCOs to place gels, pastes, caulks, dusts and granular formulations, all from the same gun.
  
  
• VersaTool 2000: Places the proper formulation under slabs and interchanges with pipes for soil treatments and other functions.
  
  
• VersaGun: Has an extra handle attached on the same level as the gun handle and quickly unthreads when used as a gun or in tight corners.
  
  
• Perimeter Patrol System: An interchangeable outside pest station that can be used in three different configurations — an insect bait protector, a termite bait protector, or as a combination of the two.