Killingsworth Environmental Positions Itself for Future Growth

In early September, more than 500 employees, friends, vendors and community members gathered at the new 150,000-square-foot headquarters of Killingsworth Environmental of the Carolinas, in Monroe, N.C. The event — complete with catered breakfast, bouncy house and prize giveaways — was more than just an open house. It was an opportunity for Killingsworth to thank its staff, customers and community for nearly a decade of success, as well as usher in a new era for the highly-regarded, family-owned business.

The new corporate headquarters building is equipped with all the modern amenities and space needed for a rapidly-growing, thriving business, which is exactly what Killingsworth Environmental of the Carolinas has become. Under the leadership of Mike and Debbie Rogers, Killingsworth is one of the pest control industry’s true success stories. Starting from nothing, the company now generates more than $18 million in annual revenues, while employing more than 160 people in 15 offices.

HOME SERVICES PROVIDER. In a competitive marketplace served by large national and regional pest control companies, Killingsworth has carved out an impressive niche by doing things differently.

Killingswoth is not just a pest control firm — it is virtually a one-stop shopping outlet for customers in search of a wide range of home services. In addition to pest control, Killingsworth has capitalized on its brand and branched into lawn care, carpet cleaning, mold remediation, water restoration and more. Its most recent venture, HVAC/electrical and plumbing was launched two years ago and is now a $4 million piece of the pie.

“When we started this, my dad said, ‘How are you going to compete against Orkin and Terminix?’ My answer was, ‘There are no Orkins and Terminixs in the heating and air-conditioning business,” Rogers said.

UNIQUE CAREER PATH. Rogers’ introduction to the pest control industry came in the most interesting of ways. While working as a Yellow Pages salesman, Rogers took an interest in the pest control industry and eventually accepted a job from what was then his largest Yellow Pages customer — Killingsworth Pest Control of Florida. Fourteen years later, Rogers purchased the North and South Carolina branch of the business to become president of Killingsworth Environmental of the Carolinas in May 2007.

While Rogers did not possess a traditional pest control background, what he did have was experience with strategic sales and marketing, incorporating “out-of-the-box” ideas to drive Killingsworth’s impressive growth. For example, smart strategic decisions made by Rogers and his management team early in the company’s history included cutting back on termite pre-treat work as the housing market softened and adding lawn care and mold remediation to the firm’s service mix, while at the same time aggressively promoting its core pest control services.

Of course, adding new services and using the Killingsworth brand and contacts to sell them is only one part of the equation. The key to making this business model work, said Frank McKee, a longtime executive at the company, is finding the right people to be the face of that brand. “We take a lot of pride in our corporate culture. We don’t have any tolerance for people going halfway. It’s something we address every day with our staff.”

Added Rogers, “A big obstacle is convincing customers that the bug guy is not doing their carpet cleaning. We spend a lot of marketing dollars on our HVAC and carpet care services — educating people that every separate service is its own business unit with its own management team and staff. The public thinks they are the same, and it is the first thing the competition will point out, but they’re not. Each business unit is run independently under the Killingsworth brand.”

TIME OF TRANSITION. Another important announcement at the September event involved a leadership change. Although it was a loosely-kept secret throughout the company, Rogers announced that McKee, a 15-year Killingsworth employee, would become president, effectively taking over day-day operations of the business. Rogers, 54, would serve in an advisory capacity, while his two sons, Mathew (33) and Andrew (30), would continue to learn the nuances of the pest control business.

“They will take over the show one day, but it will be important for Frank to guide them while I step away from the picture,” Rogers says. “I don’t have to be in the building every day to run this business. With technology, I can be on the other side of the world and still be involved. It will allow me to do some other things, while still keeping my hands in the business. We’ve worked together so long, I’m confident the transition will go smoothly. We’re all on the same page.”

Like Rogers, McKee, age 45, also had a non-traditional entry into pest control. In 2000, his wife, Mary, was a Killingsworth secretary. McKee, who was newly married and a young father, was looking for a stable, long-term career opportunity after being self-employed for several years.

“Mike was familiar with my work ethic and said he’d make a spot for me,” McKee recalls of those early days inspecting crawlspaces and performing termite pre-treats before becoming a manager later in his career.

“You name it, Frank’s done it,” Rogers says with obvious pride. “He’s drilled houses, done clean-outs and performed every other type of service you can think of during his career. He’s truly the epitome of starting at the bottom and getting to the top.”

McKee, whose goal had been to own his own landscaping company, is happy that his career path changed and is incredibly appreciative of the opportunity given to him by Rogers. “Having a little baby, my dream was to be a father and husband. I saw working for Killingswoth as an opportunity to provide for them, but it’s grown into much more. “I’m so grateful to Mike and his family for giving me this opportunity.”

Rogers, in turn, has been rewarded for taking a chance on McKee. “I knew Frank to be a straight-up guy and I’ve never been disappointed with my decision to hire him. He’s done the same thing I did. He’s learned this business as he went along.”

McKee also has been a great sounding board for Rogers. “The cool part about Frank is he has had faith in me,” Rogers says, “even when I come up with crazy ideas. He’s stood by me.”

And they’ll continue to work side-by-side in this new chapter of the company’s history, only in slightly different capacities. “Mike’s still a young guy and I want the best for him and Debbie,” McKee says. “I’ve worked for him a long time and I would never want to do anything to break that trust.”